

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