Planning & Beyond®

Text us to share what you found helpful!In this case consultation episode, Ashley teams up with fellow advisor and podcast host Yohance Harrison to tackle a challenge many financial advisors face: when carefully crafted plans fall apart due to circumstances beyond anyone's control. Yohance brings a real scenario involving clients whose homebuying dreams were derailed by skyrocketing interest rates and housing prices, creating emotional challenges for both advisor and clients.This vulnerable conversation explores the often-overlooked emotional landscape advisors navigate when plans don't work out as expected. Ashley guides Yohance through a framework for understanding the three critical components of difficult client scenarios: the advisor's emotional response, the client's experience, and the relational dynamics between them.Through honest discussion, you'll discover how to manage your own feelings of defeat and self-doubt when plans fall short, while learning practical strategies for supporting disappointed clients. The episode demonstrates how vulnerability and transparency can actually strengthen advisor-client relationships, even in challenging circumstances.Whether you're dealing with market volatility, unexpected life changes, or external factors that derail client goals, this episode provides a roadmap for navigating these situations with emotional intelligence and professional confidence.Key Takeaways:Recognize the Three Components: Every difficult client scenario involves your emotional response, the client's experience, and the relational dynamics between you—address all three for effective resolution.Validation Before Information: Clients need emotional validation before they're ready to receive technical solutions or alternative strategies.Ask Permission to Share Perspective: Pause and gain permission before jumping into advisor mode—this prevents wasted energy and creates space for clients to process emotions.Resources and Guest Information:Yohance Harrison LinkedInMoneyScript Wealth ManagementMoneyScript Podcast - available on all platformsOnly Human Podcast - AI in financial servicesBecoming an Attending Podcast - for physicians in trainingConnect with Host Ashley Quamme:Podcast Website: Planning & BeyondLinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration for advisory practices

Text us to share what you found helpful!Season 2 is officially here! In this Season 2 kickoff, host Ashley Quamme, licensed therapist and financial behavior specialist reveals the three essential psychological skills that separate good advisors from great ones. Drawing from behavioral finance research, therapeutic communication techniques, and real client scenarios, Ashley demonstrates how mastering strategic listening, identifying emotional triggers, and creating psychological safety transforms not just client relationships, but business outcomes. Whether you're navigating emotional client meetings or looking to deepen discovery conversations, this episode provides the foundational framework for everything we'll explore throughout Season 2.Key Takeaways:Move beyond traditional active listening to "strategic listening"—observing body language, energy shifts, tone changes, and what clients aren't saying. Research shows professionals trained in nonverbal sensitivity have significantly better client relationships. Start with whole-body check-ins and resist the "righting reflex" to gather complete information about your client's true experience.Learn to identify when clients shift from analytical to emotional decision-making mode. Watch for sudden decision pattern changes, disproportionate responses, and topic avoidance. Use "decision temperature checks" and develop pause phrases to help clients integrate feelings with rational analysis for better outcomes.Establish conditions where clients feel safe sharing real financial fears, mistakes, and dreams. Use collaborative language, normalize struggles, and validate concerns before offering solutions. When clients feel psychologically safe, they become more open, follow through on recommendations, and stay engaged during difficult conversations.Resources and Host Information:Planning & Beyond Podcast Ashley Quamme on LinkedIn Beyond the Plan® Weekly Newsletter Take Action:Implement Strategic Listening This Week: In your next 2-3 client meetings, practice whole-body check-ins and look for moments when words don't match body language or tone. Case Consultation Interest: Email hello@beyondthefp.com with "Case Consultation Interest" in the subject line to discuss participating in upcoming episodes.Help Fellow Advisors Grow: Leave us a review and share this episode with colleagues who want to deepen their client relationships beyond the numbers.Connect with Host Ashley Quamme:Podcast Website: Planning & BeyondLinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration for advisory practices

Text us to share what you found helpful!Is an invisible emotional barrier preventing your clients from following through on their financial plans? In this episode, Certified Financial Therapist™ and founder of the Financial Therapy Clinical Institute, Nathan Astle, reveals how unaddressed financial shame often lurks beneath surface-level resistance and avoidance behaviors. Unlike guilt (which can motivate positive change), shame convinces clients they are fundamentally flawed, creating a cycle of defensiveness and inaction that sabotages even the most technically sound financial strategies.Through personal stories and evidence-based insights, Nathan provides a practical framework for identifying shame triggers, asking powerful questions that build safety, and creating the warm, judgment-free environment where true financial transformation becomes possible. Discover why statements like "this should be doable" can unintentionally deepen shame, and learn specific conversation strategies that help clients move from "I am bad with money" to making meaningful financial progress.Key Takeaways:Recognize Financial Shame vs. Guilt in Client Behavior - Financial shame isn't about a client's actions but about their self-perception. Create a Shame-Reducing Environment Through Language and Questions - Replace "should" statements with warmth-building questions like "How confident do you feel about this plan?"Address Gender and Entrepreneurial Money Shame Patterns - Financial shame often manifests differently across genders, with men frequently experiencing shame around earning capacity and women around spending habits. Resources and Guest Information:Financial Therapy Clinical InstituteSoft Skills for Financial Planners CourseMoney Minus Shame PodcastConnect with Nathan Astle on LinkedInConnect with Ashley:Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®Help fellow advisors grow by leaving us a review! 

Text us to share what you found helpful!Could the secret to deeper client relationships be as simple as just shutting up? In this eye-opening episode, Matt Halloran, co-founder of ProudMouth and author of "Shut the F Up and Listen," reveals how mastering the art of listening can completely transform advisor-client dynamics. Drawing from his background as a therapist and years of experience in financial services as a coach, Matt breaks down his innovative "five second rule" and seven types of listening that help advisors uncover clients' true needs beyond their presenting issues. Through personal stories and practical techniques, Matt demonstrates how intentional listening not only strengthens client trust but also leads to more successful business outcomes by revealing deeper client concerns that might otherwise remain hidden. Discover why the most effective client meetings might be the ones where you say the least.Key Takeaways:The Five Types of Communicators Framework: Learn to identify whether your clients are skydivers, hang gliders, water skiers, snorkelers, or scuba divers in their communication style, allowing you to adapt your listening approach accordingly and create more meaningful connections.The Five Second Rule: Implement Matt's powerful "dramatic pause" technique—waiting five seconds after a client finishes speaking before responding—to create space that encourages clients to reveal their deeper concerns and true priorities.Listening Beyond Words: Master the four critical dimensions of communication—pace, pentameter, volume, and inflection—to pick up on subtle cues that reveal what clients are really saying beneath their words, significantly enhancing your ability to understand their true needs.Resources and Guest Information:“Shut the F Up and Listen” by Matt Halloran Connect with Matt on FacebookConnect with Matt on Tik TokConnect with Matt on XConnect with Ashley:Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®Help fellow advisors grow by leaving us a review! 

Text us to share what you found helpful!What happens when your widowed client can't focus on financial decisions because they're drowning in grief fog? Grief literacy expert Kathi Balasek pulls back the curtain on the psychological reality facing clients after loss, sharing her own journey as a young widow who made financial mistakes despite having a trusted advisor. You'll discover why 70% of widowed clients leave their advisors and gain practical strategies to create a safe space for grieving clients. From understanding the cognitive delays that cloud decision-making to learning exactly what phrases to avoid, this conversation delivers actionable techniques to transform how you support clients through loss and position yourself as their trusted resource during vulnerable times.Key Takeaways:Creating Safety Through Communication Structure: When clients experience grief fog (cognitive delays, forgetfulness, confusion), structure interactions by finding the "corner pieces" first—focus on essential paperwork immediately, organization within 1-2 months, and delay major decisions like selling homes for at least a year. This structured approach helps overwhelmed clients navigate grief while protecting their financial interests.Developing Grief Literacy Skills: Eliminate phrases that disenfranchise grief such as "at least they lived a long life" or "were you close?" Instead, ask permission to discuss difficult topics, use words like "priority" instead of "urgent," and most importantly, mention the deceased person's name to acknowledge their continued importance in your client's life.Building Community for Vulnerable Clients: Create ongoing social workshops specifically for women to discuss finances in a supportive environment. This tribal approach addresses the reality that 90% of women will be solely responsible for finances at some point, while helping them overcome guilt, shame, and embarrassment about financial knowledge gaps that often occur after loss.Resources and Guest Information:Connect with Kathi Balasek on LinkedInExplore Kathi's grief literacy training programsConnect with Ashley:Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®Help fellow advisors grow by leaving us a review! 

Text us to share what you found helpful!Financial trauma silently shapes your clients' decisions regardless of their net worth—and Rahkim Sabree reveals exactly how to spot it. This conversation unpacks how childhood experiences, observed behaviors, and systemic barriers create powerful money beliefs that persist even when clients achieve financial success. Discover why your high-net-worth clients remain anxious despite healthy portfolios, why seemingly simple recommendations meet unexpected resistance, and how asking just a few targeted questions can transform your discovery process and deepen client relationships.Key Takeaways:Recognizing Financial Trauma Beyond Income Levels: Financial trauma affects clients across the wealth spectrum, not just those experiencing financial hardship. High-income, high-net-worth clients often display trauma through hypervigilance, excessive saving, or an inability to spend in ways that provide enjoyment—behaviors that are frequently misinterpreted as positive financial discipline.Implementing the Three E's Framework: Support clients using Rahkim's "Three E's" approach: Exposure (introducing the concept of financial trauma), Education (explaining how it affects financial behavior), and Execution (supporting clients in taking action while being part of their supportive community).Transforming Discovery Meetings: Begin uncovering financial trauma by asking, "What does money represent to you?" followed by deeper questions like "Freedom to do what?" or "Security against what?" These simple but powerful questions reveal the underlying beliefs driving financial behavior and create opportunities for meaningful intervention.Looking Beyond the Numbers: Understand that "successful" clients on paper may be assigning character traits to their money (power, respect, love) while neglecting other life areas. Advisors should observe how money vigilance affects clients' relationships, hobbies, substance use, and overall well-being to provide truly holistic guidance.Resources and Guest Information:Overcoming Financial Trauma - Rahkim's newsletterFinancial Therapy Association - Professional resourcesRahkim Sabree on LinkedIn - Connect with Rahkim!Rahkim's Forbes Articles - Additional insights on financial traumaUpcoming Book: Look for Rahkim's comprehensive guide to financial trauma releasing in November 2025Take Action:Start implementing trauma-aware financial planning by adding one question to your discovery process: "What does money represent to you?" Listen carefully to the response, then follow up with "Why?" or "Where does that belief come from?" These simple questions can reveal financial trauma patterns, create deeper client connections, and transform how you approach planning conversations from your very next meeting.Help fellow advisors grow by leaving us a review! Connect with Ashley:Podcast Website Ashley Quamme on LinkedInBeyond the Plan®

Dr. Jim Grubman, an internationally recognized wealth psychology expert, takes listeners on a revealing journey through the myths surrounding the Great Wealth Transfer. He challenges the validity of the infamous statistic about wealth loss across generations, offering a more hopeful analysis based on rigorous research. Grubman emphasizes the importance of relationship-building for financial advisors, urging them to focus on interpersonal skills rather than merely chasing projected wealth shifts. His insights equip advisors with a clearer understanding of the evolving landscape of family wealth dynamics.

Text us to share what you found helpful!In this episode, financial planning practitioner and researcher Michael Kothakota shares evidence-based approaches for supporting women through divorce financial planning. Drawing from his extensive research and practice experience at WolfBridge Wealth, Michael reveals how traditional divorce processes often fail to address individual needs. But, by advisors taking a collaborative approach better outcomes are created not only for the client, but also the advisor-client relationship. Ashley discusses with Michael his research findings on alimony, saving behaviors, and gender differences in financial decision-making post-divorce. Something that every advisor out there should be aware of. Michael provides actionable guidance for advisors working with women navigating these challenging transitions as well as best communication practices. The conversation explores how understanding the psychological dimensions (i.e. the human side) of financial behavior can help advisors create more effective planning strategies that honor both immediate concerns and long-term goals.Key Takeaways: Research shows distinct patterns in how men and women approach finances after divorce - women tend to prioritize emergency savings while men focus on retirement planning.Female clients, especially those with caretaking responsibilities, often prioritize immediate needs over future planning post-divorce.Rather than labeling client choices as "good" or "bad," effective advisors present options with their consequences non-judgmentally, preserving client autonomy while ensuring informed decisions. Resources and Guest Information:WolfBridge WealthMichael Kothakota on LinkedInMichael’s Research on divorce Take Action:Implement a Non-Judgmental Approach: When working with clients experiencing major life transitions, present options with their consequences rather than labeling choices as "good" or "bad," allowing clients to make decisions aligned with their values without shame.Help fellow advisors grow by leaving us a review! Connect with host Ashley Quamme: Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®

Text us to share what you found helpful!In this insightful episode of Planning & Beyond, host Ashley Quamme explores the unique dynamics of women who serve as primary financial decision-makers with Tanya Nichols, founder and president of Align Financial. With 25 years of experience helping women retire confidently, Tanya shares valuable perspectives on how financial advisors can better support female clients, particularly Baby Boomer women navigating retirement. The conversation examines the psychological aspects of money management for women who've broken traditional gender barriers, effective communication approaches, and practical strategies for helping women feel good about their wealth. Whether you're advising female clients or seeking to understand gender-specific financial psychology, this episode delivers actionable insights for creating deeper, more meaningful client relationships.Key Takeaways:How historical gender barriers continue to influence women's relationship with moneyCommon fears and concerns that financially successful women face approaching retirementHow retirement identity shifts impact professional womenResources and Guest Information:Tanya Nichols on LinkedInAlign FinancialTake Action:Create thinking partnerships: Women clients, especially singles, benefit from having financial thinking partners. Consider facilitating or suggesting mastermind groups where women can openly discuss financial matters.Help fellow advisors grow by leaving us a review! Connect with host Ashley Quamme: Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®

Text us to share what you found helpful!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 WoodfallRaise Your E.I. Training ProgramsJames Woodfall's Weekly Email NewsletterLinkedIn: James Woodfall's ProfileTake 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: Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®