Getting Clients to Open Up: A Framework for Financial Advisors
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Sep 3, 2025
Financial advisors often find a gap between what clients ask for and what they genuinely need. Digging deeper reveals aspirations for clarity and purpose beyond financial metrics. A powerful question is posed: "What would my 86-year-old self advise?" This perspective helps clients make better long-term decisions. Emphasizing life experiences over mere money management fosters meaningful conversations. Additionally, the importance of personal growth for advisors is highlighted, likening their role to life coaching and using tools like the full focus journal for self-reflection.
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volunteer_activism ADVICE
Start With What They Want
Give clients the financial deliverable they came for before diving into deep life questions.
Use that initial plan to build trust and create permission to explore purpose and meaning.
volunteer_activism ADVICE
Use The Plan As A Trojan Horse
Show the retirement projection to its limit so clients see both capability and limits of money alone.
Then ask for permission to address nonfinancial needs that create a better life, not just better returns.
insights INSIGHT
Future Self Feels Like A Stranger
Neuroscience shows people view their future selves as strangers, which clouds long-term choices today.
Framing decisions from a future-self perspective reduces present biases and clarifies priorities.
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Advisors often face a gap between what clients ask for and what they truly need. Retirement projections and tax strategies are important, but beneath them is a deeper desire for clarity, purpose, and a meaningful life.
In this episode of Root Ready, James shares a framework that builds trust and guides conversations beyond the numbers. Research shows people view their future selves like strangers, which makes long-term decisions difficult. Reframing choices through the question “What would my 86-year-old self advise?” brings sharper perspective.
With practical questions and strategies, advisors can help clients reduce future regrets and increase meaningful experiences. The result is a relationship that shifts from transactional to transformational.
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Advisory services are offered through Root Financial Partners, LLC, an SEC-registered investment adviser. This content is intended for informational and educational purposes only and should not be considered personalized investment, tax, or legal advice. Viewing this content does not create an advisory relationship. We do not provide tax preparation or legal services. Always consult an investment, tax or legal professional regarding your specific situation.
The strategies, case studies, and examples discussed may not be suitable for everyone. They are hypothetical and for illustrative and educational purposes only. They do not reflect actual client results and are not guarantees of future performance. All investments involve risk, including the potential loss of principal.
Comments reflect the views of individual users and do not necessarily represent the views of Root Financial. They are not verified, may not be accurate, and should not be considered testimonials or endorsements
Participation in the Retirement Planning Academy or Early Retirement Academy does not create an advisory relationship with Root Financial. These programs are educational in nature and are not a substitute for personalized financial advice. Advisory services are offered only under a written agreement with Root Financial.
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