Hosts Johnny Sandquist and Brodrick Lothringer sit down with Dr. Mary Bell Carlson, CFP®, AFC®, President at the Financial Behavior Keynote Group, to talk about the importance of emotional intelligence in finance. Stick around for part two of the episode to hear insights on the future of tech in finance from Jonathan Walker, Managing Consultant at the Financial Behavior Keynote Group.
Struggling to connect with your clients on a personal level? Wondering how you can elevate your financial planning services and stand out in a crowded market?
In this episode, Dr. Carlson and Jonathan Walker discuss how to prioritize the human element of financial planning to win client trust (and keep it).
Through her work as President of Financial Behavior Keynote Group, Dr. Carlson aims to help financial advisors create more effective and compassionate client relationships, ultimately leading to better outcomes for all parties involved.
“The most important thing to understand is that the client is the expert in their own lives,” she explains.
Walker applies that same behavioral approach to his own work, and notes that while technology can help solve problems, it won’t erase the need for relationship-building.
“The simple principle that I look at is when using a technology, does it increase or does it decrease the friction that a client is going to experience in interacting with you?” he says. “If it increases friction, it’s the problem.”
Walker describes that “friction” as anything that hinders understanding or trust between advisors and their clients. As advisors employ new technology within their client interactions, they must weigh the benefits against the hindrances to decide whether it’s ultimately beneficial.
Click “Play” on the full episode to hear more from Dr. Carlson and Walker, or browse our other On the Circuit episodes to hear more insights from financial experts.
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