Financial advisors are trained to guide clients toward smart, rational, evidence-based decisions. But what happens when your own money beliefs start to shape the advice you give? And can you spot when it’s happening?

Use the 3-Generation Matrix to Improve Client Conversations, Discover Emotional Roadblocks, and Build Stronger Financial Plans

As a financial advisor, you’ve likely seen it: two clients with similar portfolios but entirely different behaviors. One avoids your calls. The other wants to tweak their plan every week. Same facts, very different reactions.

So what gives?

When I interviewed Rahkim Sabree, financial therapist and accredited financial counselor, for the Planning & Beyond™ podcast, I was struck by something he said that resonates deeply with my work supporting advisors: "Financial trauma doesn't discriminate by income level." That high-earning client with the meticulous spreadsheets and constant vigilance around their portfolio? The one who looks perfect on paper but can't seem to enjoy their wealth? Their behavior might not be just personality – it could be financial trauma manifesting in unexpected ways.

As financial advisors, you’re more than just a money expert. You’re a coach, strategist, sounding board, and often a trusted confidant.

Clients come to you not just for numbers but for guidance through some of life’s most stressful moments: divorce, loss, career changes, family conflict, and major financial transitions.

But some client challenges go deeper than what financial planning alone can solve.

So how do you know when a client’s concerns have crossed into the territory of mental health - and when it’s time to refer a therapist or other professional?

It’s not always clear-cut or easy. But recognizing the signs early and knowing how to refer with care and confidence is a powerful way to strengthen trust, protect your client’s wellbeing, and keep your role as their financial guide intact.

It's hard to escape the buzz about "The Great Wealth Transfer" in financial planning circles these days. With headlines touting numbers in the trillions (cue Dr. Evil pinky gesture) changing hands over the coming decades, it's no wonder advisors are strategizing how to position themselves to capture some of this wealth in motion.

But how much of what we're hearing is fact, and how much is fiction?

We often think that making a big impact with clients requires dramatic changes, more complex strategies, flashier presentations, or the latest fintech tool.

But in my experience as a financial behavior specialist, the most meaningful breakthroughs don’t come from adding more. They come from small tweaks in how we communicate:

A slight reframe
A thoughtful pause
A question that invites reflection

These micro-shifts build trust, deepen connection, and pave the way for confident, value-aligned decisions.

When markets turn volatile, it’s not just portfolios that feel the impact—clients do, too. Worry, fear, and uncertainty often show up long before they reach out. As a financial advisor, you’re likely fielding these emotions alongside their financial concerns. But knowing how to respond in a way that calms, empowers, and moves clients forward isn’t always intuitive. That’s where a behavior-first approach can make all the difference.

Let's face it—divorce financial planning is tough. As a financial advisor, you're juggling the technical stuff like splitting assets and tax planning, but there's this whole other dimension that often gets overlooked: the psychological side of things. And trust me, it matters more than you might think.

Traditional financial planning focuses on numbers—budgets, investments, risk tolerance, and projections. However, behind every financial decision is a person influenced by emotions, past experiences, and deeply ingrained beliefs about money. Ignoring these human elements can lead to resistance, inaction, or even financial self-sabotage.

Today advisors must do more than just manage assets—they need to understand the psychology behind their clients' financial decisions. This is where a Financial Behavior Specialist comes in. But what exactly do they do, and how can they add value to your firm?

Mastering the Art of Questioning - Are your questions inviting conversation or shutting it down?