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How to Have Money Conversations
Presentation Scheduled for Monday, October 16, 1:10-2:10 pm
Anticipated CE: 1 CFP, 1 CIMA, 1 NASBA/CPE and 1 CLE Stnd
What comes up for many of your clients when they even think about having a money conversation is fear. Their brains are flooded with past memories of not being good with money, the mistakes made, or feeling embarrassed about knowing very little about such an important topic. Memories many would just as soon forget, let alone confide in to you.
Everyone has money memories and a unique relationship with money. These memories influence how we see the world, what we share in conversations, and the decisions we make. These memories influence you and your clients.
You are good at your profession. Your expertise is solid. Your preparation is completed. You are logical, and objective with your client meetings. What you may not know is that there is often something else running your conversations with your clients. Money conversations can flip the emotional switch and trigger you and your clients.
These triggers produce a chemical reaction in the brain, the neuroscience of conversations. It is the science behind having powerful conversations that open up or close down what clients say. It impacts what you say and what your clients hear you say. It influences how clients process information and make decisions.
The key to having conversations, which develop a deeper and more enduring relationship with your clients, is learning the psychology and science of creating conversations that build trust.
When you understand and apply these skills you are better equipped to co-create conversations that guide your planning process. You understand what influences you and how to open up your client conversations so clients can share what is really on their heart and minds. You develop relationships where there is mutual respect, a meaningful bonding, and you add value to the client’s life. You become the trusted advisor.
Don’t miss this session!