How to Prepare for Deeper Client Conversations: Tools and Prompts for Financial Advisors

As a Financial Behavior Officer, I spend a lot of time helping advisors prepare - not just for planning conversations, but for the emotional undercurrents that come with them. Because the best client meetings aren’t always the ones where everything goes according to plan.

They’re the ones where a client opens up. Where something unexpected gets said. Where there’s space to process what’s really driving a decision.

But that kind of space doesn’t happen by accident. It’s created.

And it starts with how you prepare.

Why Intentional Meeting Preparation Matters for Financial Advisors

There’s a big difference between being ready to answer questions… and being ready to lead a conversation.

Most advisors prep by reviewing the numbers: portfolio updates, planning software, talking points.

But when you’re dealing with emotionally complex topics - like family dynamics, spending habits, or legacy decisions - you need more than facts. You need frameworks, curiosity, and clarity around your own role.

Because let’s face it: when something unexpected comes up, it’s easy to default into reactive mode. You explain. You reassure. You pivot to the spreadsheet.

And while there’s nothing wrong with being informative, sometimes what a client really needs is to be heard.

What Does Good Financial Advisor Prep Look Like?

Here’s what I encourage advisors to consider before any high-stakes or emotionally nuanced meeting:

• What are the emotional stakes of this conversation?
  Is there something happening in the client’s life - retirement, divorce, aging parents - that might be influencing their tone or urgency?

• Where do I need to slow down?
  Are there parts of the plan or conversation where I tend to rush through? What would it look like to pause and check in?

• What questions invite reflection, not just information?
  How can I spark insight, not just get answers?

• What am I bringing into the room emotionally?
  If I’m stressed, distracted, or feeling uncertain - how can I ground myself before the meeting starts?

Good prep doesn’t mean over-planning. It means showing up with presence, clarity, and the confidence to handle whatever comes your way.

Conversation Prompts to Deepen Financial Planning Meetings

To help you shift from reactive responses to intentional dialogue, here are a few prompts you can bring into your next client conversation:

• “What’s one financial decision you’re proud of and what made it feel right at the time?”

• “How do you typically make big decisions - quickly, with lots of input, after some reflection?”

• “When you think about your financial future, what feels clear and what still feels fuzzy?”

• “Are there any money messages from childhood that still show up for you today?”

• “What would ‘peace of mind’ look like for you - not just financially, but emotionally?”

You don’t need to use all of these. Even one or two can open the door to a more meaningful conversation.

And if a client doesn’t answer right away? That’s okay.

You’ve planted a seed. And you’ve signaled that this relationship is about more than just returns. It’s about real life.

The Bigger Picture: Why Behavioral Prep Matters in Client Relationships

This kind of work - the behind-the-scenes behavioral prep - is what sets advisors apart. It deepens relationships. Builds trust. And ultimately, leads to better outcomes.

You don’t need to have all the answers. But with the right mindset, prompts, and presence, you can ask better questions and create space for what matters most.

Understand Why Your Clients Think. Feel. Do.®

Financial planning is also about behavior - not just logic.

Clients make decisions based on beliefs, habits, fears, and emotional experiences - many of which they don’t even realize they’re carrying. Read more about how advisors can uncover clients’ hidden money beliefs.

When you understand what’s beneath the surface, you can:

• Anticipate client needs more effectively

• Avoid miscommunication and frustration

• Build longer-lasting, values-based relationships

Whether you’re preparing for your next client conversation or building a more intentional practice, remember: the most meaningful advice happens when clients feel seen, safe, and supported.

And that starts with understanding how they think, feel, and do.