If personal values are so crucial to our individual identity, decision-making, and overall satisfaction in life, why do many of us struggle to identify our core values? Moreover, why do we find it challenging to help our clients identify their values as well? In my previous article, I explored one layer of what makes values […]
Effective Communication
What Are Values, Anyway?
We now have definitive research indicating that a client’s trust in and commitment to their advisor has a strong statistical correlation to the advisor understanding their client’s personal values, goals, objectives, and priorities¹². In addition, this understanding also supported higher levels of client satisfaction, implementation of recommendations, and referrals to friends and family members. However, […]
Why Positive Encouragement Often Fails
Have you experienced working with a client who has dragged their feet, procrastinated, or downright refused to make a change? Do they continue to ignore the issue despite the endless list of significant and legitimate reasons you’ve provided for why this change would be in their best interest? You already know that you’re not alone […]
Advice Kills Conversation
Marty Kurtz, a financial planner for nearly four decades, past Financial Planning Association president, and long-time mentor of mine, has been known to say, “Advice kills conversation.” This statement initially shocks financial planners and elicits an instant “deer in the headlights” response, followed seconds later by the squinted eyes and pursed lips of deeper thinking, […]