Planning & Beyond™
Planning & Beyond™ transforms how financial advisors approach client relationships by bridging psychological insights with practical planning strategies. Hosted by Ashley Quamme, a licensed therapist and financial behavior specialist, each episode delivers actionable techniques you can implement in your next client meeting.
Unlike traditional financial planning podcasts that focus primarily on technical aspects, Planning & Beyond explores the behavioral and psychological elements that shape client relationships. Through in-depth conversations with leading experts in behavioral finance, financial psychology, and financial therapy, you'll gain evidence-based strategies to navigate emotional client situations, build lasting trust, and create more meaningful relationships.
Whether you're preparing for discovery meetings, helping clients through major life transitions, or looking to deepen client connections, you'll walk away from each episode with practical tools and confident approaches to enhance your practice. Join a community of advisors who understand that exceptional financial planning goes beyond the numbers.
Topics include:
- Mastering discovery and prospect meetings
- Navigating difficult money conversations
- Understanding client psychology
- Building trust and deepening relationships
- Managing emotional client situations
- Enhancing communication skills
- Developing behavioral finance strategies
- Supporting clients through life transitions
New episodes release bi-weekly. Subscribe now to transform how you connect with clients.
Planning & Beyond™
19. Mastering Emotional Intelligence in Financial Planning: How EQ Drives Client Trust and Business Growth with James Woodfall
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Summary: In this compelling episode, former financial planner turned emotional intelligence expert James Woodfall reveals how mastering EQ can transform client relationships and dramatically improve business outcomes. Drawing from his unique background as both a financial planner and master's degree holder in communication behavior analysis, James shares how his research uncovered a direct link between emotional intelligence and advisor success – including a remarkable 24% average increase in sales turnover from EQ training. Through personal stories, including his own journey from running a successful planning practice to becoming an EQ consultant after a life-changing health discovery, James provides deep insights into why emotional intelligence matters more than ever in financial planning and how advisors can develop this crucial skill set.
Key Takeaways:
- The Four Quadrants of Emotional Intelligence in Financial Planning. Understanding and mastering the four components of EQ - self-awareness, self-management, social awareness, and relationship management - creates a foundation for deeper client trust and more effective planning relationships. James breaks down how each element specifically applies to client meetings and relationship building.
- Research-Backed ROI of Emotional Intelligence Training. A comprehensive study by Ameriprise demonstrated that advisors who underwent emotional intelligence training saw an average 24% increase in sales turnover, with some achieving up to 48% growth. This concrete data proves the business case for investing in EQ development.
- Practical Steps for Improving Emotional Intelligence. James reveals how implementing a 15-minute post-meeting reflection practice can significantly enhance self-awareness and client interaction skills. This simple yet powerful technique helps advisors process emotional meetings, identify areas for improvement, and continuously develop their EQ capabilities.
Resources and Guest Information:
- "The Heart of Finance: Emotional Intelligence for Financial Planners" by James Woodfall
- Raise Your E.I. Training Programs
- James Woodfall's Weekly Email Newsletter
- LinkedIn: James Woodfall's Profile
Take Action:
- Start Your EQ Journey Today: Implement the 15-minute post-meeting reflection practice James described. Keep a dedicated notebook for capturing insights about client interactions and your emotional responses.
- Help fellow advisors grow by leaving us a review!
Connect with host Ashley Quamme:
