
 Secrets of Successful Advisors℠ with Ken Haman The Surprising Problem with Surprises
 May 3, 2023 
 In this podcast, the hosts discuss the challenge of having difficult conversations with clients during volatile markets. They explore loss aversion as a primal human reaction and its impact on decision-making. The neurological division between thinking and feeling in client meetings is examined, emphasizing the influence of emotions. Advisors are encouraged to anticipate client losses and avoid surprises, and they are provided with a four-step process for guiding clients through difficult conversations. 
 Chapters 
 Transcript 
 Episode notes 
 1  2  3  4  5 
 Introduction 
 00:00 • 2min 
 Loss Aversion: The Primal Human Reaction 
 02:25 • 7min 
 The Neurological Division between Thinking and Feeling in Client Meetings 
 09:17 • 5min 
 Anticipating Client Losses 
 14:15 • 10min 
 Four-step process for guiding clients through difficult conversations 
 23:47 • 5min 
