Series two of On the Circuit is finally here – and we’ve got tons of great interviews to share from industry experts. This round of episodes was recorded at the SHIFT conference in San Antonio, Texas in March of 2023.
There’s been one topic that seems to be on everyone’s minds in 2023: AI technology. What is it? Will it replace our jobs or impact our daily lives? Will we soon be overtaken by a sci-fi-esque horde of super-computers?
Even with questions swirling around about chatGPT and its contemporaries, guest Ross Marino keeps bringing the conversation back to human-first approaches to financial planning.
As a SHIFT organizer, Marino delves into the inspiration for the event, noting that the way advisors deliver financial planning services is heading in a new direction in recent years.
“We need community. We need connection. We have to be around people,” Marino explains.
Rather than waiting for clients to approach with questions, he recommends advisors take a more proactive approach and start off conversations with four basic questions:
“Do you know what percent of clients and prospects answer those questions?” Marino says. “It’s 100%. Everybody wants to tell me what they’re thinking and how they’re feeling. And I don’t go into a psychological diagnosis after that, I just want to let them tell me where they’re at. That shift is where people will trust you because now you hear them, they feel heard, they feel understood.”
Click play on the full episode to hear more from Ross Marino – and subscribe to On The Circuit to stay up to date on all the great guests coming your way this season.
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