The Human Side of Advice: What I Shared on the Financial Advisor Success Podcast
When people think about financial advising, they often picture spreadsheets, portfolios, and tax strategies. But in my conversation with Michael Kitces on the Financial Advisor Success podcast, we explored something just as important: the emotions, biases, and relational dynamics that drive client behavior.
As a Licensed Marriage and Family Therapist (LMFT) and Certified Financial Behavior Specialist®, I shared how I work with advisory firms to uncover the deeper human factors at play in client decision-making. Whether it's helping advisors navigate emotionally charged conversations or providing tools to enhance client self-awareness, the focus is always the same: to go beyond the plan.
Launching During a Pandemic: What I Learned
Starting a consulting business during COVID-19 wasn’t easy—especially in a profession built on relationships and trust. But what I found was that the uncertainty of the moment actually opened the door for deeper conversations. People weren’t just looking for advice about the market; they wanted guidance on how to make financial decisions in the midst of anxiety, grief, and disruption.
This environment reinforced something I’d always believed: when clients feel emotionally understood, they engage more meaningfully. And when advisors have the tools to recognize what's happening beneath the surface, they can show up more confidently and compassionately.
What Behavioral Finance Really Looks Like in Practice
In our conversation, we discussed how financial behavior work goes far beyond identifying spending habits or risk tolerance. It’s about understanding:
The stories people tell themselves about money
The beliefs they’ve internalized from childhood
The emotional triggers that show up in financial conversations
These insights can dramatically shift the way advisors approach planning conversations. For example, if a client resists following through on a recommendation, it might not be about the strategy itself—it might be rooted in fear, shame, or distrust.
By recognizing these patterns, advisors can:
Ask better questions
Diffuse emotionally charged meetings
Create space for clients to feel seen and heard
Helping Advisors Navigate Tough Conversations
One of the most rewarding parts of my work is supporting advisors through challenging client dynamics. Maybe it’s a couple who can’t agree on a financial goal, or a client who shuts down every time retirement comes up.
I offer advisors a framework to understand what might be happening psychologically—and how to respond with empathy and strategy. It’s not about being a therapist. It’s about expanding your toolkit so you can be a better communicator, listener, and partner in the planning process.
Tools to Enhance Self-Awareness
Throughout the episode, I also shared some of the tools I use to help clients build self-awareness around their money mindset. These include reflective exercises, values-based goal setting, and guided conversations that help clients surface beliefs they may not have even realized they held.
Why does this matter? Because when clients understand themselves better, they make clearer decisions. They gain confidence. And they start to see financial planning not just as a service, but as a collaborative journey.
Final Thoughts: Behavioral Insights Are the Future of Financial Advice
As we wrapped up the episode, I emphasized a truth I’ve seen over and over again: financial planning is evolving. It’s no longer just about numbers and projections. It’s about the human experience.
Advisors who want to stay relevant—especially in a world where AI can generate plans in seconds—will need to lean into the relational side of this work. That’s where trust is built. That’s where loyalty lives. And that’s where transformation happens.
🎧 Listen to the full episode on the Financial Advisor Success podcast here
