Planning & Beyond®

Text us to share what you found helpful!When clients seem stuck on financial decisions or react emotionally to planning recommendations, there's often more to the story than what shows up on their balance sheet. In this conversation with Meghaan Lurtz, we explore how financial advisors can ethically and effectively understand their clients' money history without overstepping into therapy territory.Money history isn't just childhood memories - it's everything that happened before today that shapes how clients think, feel, and behave with money. From bankruptcy ten years ago to generational patterns around financial security, understanding these influences can transform how you craft recommendations and help clients move forward with confidence.Meg and I break down the crucial timing considerations (spoiler: don’t ask about early money memories in your first discovery meeting), share specific questions that actually work, and explain why asking "tell me about your first job" often reveals more useful information than diving into childhood trauma. We also discuss the critical difference between gathering history and connecting dots - your role is to understand their story, not interpret it for them.This episode launches our new "How-To" series, focusing on practical implementation strategies you can use in your next client meeting. Whether you're trying to understand why a client can't pull the trigger on a reasonable recommendation or want to build deeper relationships through meaningful conversations, this framework gives you the tools to explore money history safely and effectively.Key Takeaways:Timing Matters More Than Technique: Wait until you've spent 3-10 actual hours with clients before asking about sensitive money history. Build relational equity first through helping them with their immediate planning needs.Ask About Empowerment, Not Helplessness: Instead of "What's your earliest money memory?" try "Tell me about your first job" or "When did you start feeling like there was money that was yours to manage?" These questions focus on times when clients had agency rather than when they were powerless.Document What Clients Naturally Share: Create headers in your CRM for family dynamics, early adulthood experiences, and financial transitions. Capture the nuggets clients mention organically rather than forcing deep dives into personal history.Use History to Inform Planning: If you're going to ask about money history, make sure it shows up in your plan presentations and ongoing conversations. Reference their stories when explaining recommendations to create personalized, meaningful guidance.Resources and Guest Information:Meghaan Lurtz: You can follow on LinkedInLess Lonely Money: Monthly insights on money psychology with advisor resourcesMoney History Tool: Email ashley@beyondthefp.com with "Money History Tool" in subject line for the Family Financial Pattern MatrixConnect 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!Financial success doesn't automatically create life satisfaction—and as a financial advisor, you're uniquely positioned to help clients bridge this gap. Dr. Daniel Crosby, psychologist and behavioral finance expert, reveals how to move beyond traditional planning to help clients create genuine meaning and purpose in their financial lives.This episode explores the fascinating disconnect between prosperity and fulfillment, and why having "enough money" often isn't enough. Daniel introduces his breakthrough research on the three essential ingredients of a meaningful life: believing, belonging, and becoming. He shows how these principles can transform not just retirement planning, but every client conversation you have.We dive into practical strategies for incorporating meaning-based discussions into your practice, why behavioral coaching adds seven times more value than technical skills, and how advisors can help clients prepare for the psychological aspects of major life transitions. Daniel also shares why doing your own inner work isn't just nice-to-have—it's essential for creating the kind of deep, trusting relationships that set you apart.Whether you're looking to deepen client relationships, differentiate your practice, or help clients navigate life transitions with greater purpose, this conversation provides both the psychological framework and practical tools to transform how you approach financial planning.Key Takeaways:Integrate the Three Pillars of Meaning into Financial Planning: Help clients develop strategies for believing (living their values through money choices), belonging (maintaining relationships and community), and becoming (pursuing growth and purpose)—especially crucial during major life transitions like retirement.Invest in Your Own Self-Awareness: Advisors who have examined their own relationship with money and meaning show up with greater empathy, flexibility, and authenticity. This inner work helps you avoid imposing your values on clients and creates the foundation for deeper relationships.Shift from "Freedom From" to "Freedom To" Conversations: Help clients move beyond just accumulating wealth to discovering what they want their money to enable. Ask not just "Do you have enough?" but "What do you want your wealth to make possible in your life?"Resources and Guest Information:Dr. Daniel Crosby's Latest Book: The Soul of WealthPodcast: Standard DeviationsFree Behavioral Finance CE Credits: Orion Advisor AcademyFollow Dr. Crosby: LinkedInConnect 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!What if the secret to growing your advisory business isn't in your investment strategy or marketing plan, but in how well you're taking care of yourself? In this eye-opening episode, health coach Stevyn Guinnip reveals the shocking truth about why 92% of people over 40 are in "health debt" and how this directly impacts advisor performance, client relationships, and business growth.As a health coach specializing in financial professionals, Stevyn brings a unique perspective on the intimate connection between health and wealth that goes far beyond the typical "health is important" platitudes. Drawing from her research with over 500 financial professionals and her background as an exercise physiologist, she demonstrates how your physical well-being serves as both a personal asset and a business differentiator.Throughout our conversation, Stevyn breaks down her "4M Method" - a practical framework covering Mindset, Mending (sleep and stress), Meals, and Movement - that advisors can implement without adding hours to their already packed schedules. She reveals five critical biomarkers that predict not just health outcomes, but professional performance, and explains why simple changes like improving sleep quality can transform client interactions and business results.This isn't about becoming a fitness influencer or overhauling your entire lifestyle. It's about understanding that when you invest in your health using the same strategic, long-term thinking you apply to financial planning, you create a compound effect that enhances every aspect of your practice. Clients notice when you have more energy, presence, and emotional regulation - and they respond with increased trust, engagement, and referrals.Key Takeaways:Health Debt is Real Business Risk: Just like financial debt, health debt compounds over time and directly impacts your ability to serve clients effectively, make sound decisions, and sustain long-term business growth.The "Pay Yourself First" Health Strategy: Take one hour from your 16-hour day for health investments (planning meals, brief movement, stress management) and work within the remaining 15 hours - this small container creates massive improvements in energy and focus.Five Biomarkers That Predict Success: Waist measurement, blood pressure, triglycerides, HDL cholesterol, and fasting glucose serve as your "health credit score" - know your numbers like you know your financial statements.Client Confidence Follows Personal Investment: When advisors improve their health, clients subconsciously gain more confidence in their financial expertise, leading to increased referrals and business growth - it's the "dentist with bad teeth" principle in reverse.Resources and Guest Information:Connect with Stevyn Guinnip: LinkedIn ProfileLearn More: GrowWealthy.comBook Waitlist: GrowWealthy.com/waitlistStevyn's Background Story: Available at GrowWealthy.com under "About"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!What if the key to transforming your client relationships isn't in your financial planning software, but in your ability to understand and work with the stories your clients tell themselves about money? In this compelling episode, licensed clinical psychologist and co-founder of Shaping Wealth, Dr. Joy Lere, reveals why "we are not born as calculators, but as storytellers" – and how this fundamental truth can revolutionize your practice.Dr. Lere brings a unique perspective that bridges clinical psychology with financial planning, offering advisors practical tools to uncover the money narratives that drive client behavior. Through her innovative "Read, Write, Edit" framework, she demonstrates how advisors can become skilled story stewards, helping clients examine their financial past, understand their present behaviors, and consciously craft the future they want to create.This isn't about becoming a therapist – it's about recognizing that behind every spreadsheet is a human story shaped by years of experiences, beliefs, and emotions around money. Dr. Lere provides concrete conversation starters, explains how to navigate vulnerable moments without getting "lost in the weeds," and offers guidance on integrating storytelling naturally into your existing process.Whether you're struggling with clients who say they're "bad with money," wondering how to deepen discovery conversations, or looking for ways to build stronger trust and connection, this episode delivers immediately actionable strategies that honor both the human and technical aspects of financial planning.Key Takeaways:Stories Drive Decisions, Not Spreadsheets: Clients make financial decisions based on the narratives they've constructed about money, not purely on mathematical optimization. Understanding these underlying stories is essential for creating plans that clients will actually follow and feel confident about.The "Read, Write, Edit" Framework for Money Narratives: Start by "reading" (understanding your own money story first), then help clients "write" (uncover and examine their financial narratives), and finally "edit" (consciously reshape limiting beliefs and stories that no longer serve them). This systematic approach makes storytelling practical and implementable.Curiosity Over Correction: When clients make statements like "I'm bad with money," resist the urge to immediately correct them. Instead, use curiosity-driven questions like "What does it mean to you to be bad with money?" to uncover the deeper story behind their beliefs.Storytelling is Relational, Not Transactional: This isn't about adding a "story module" to your process – it's about approaching every client interaction with genuine curiosity about their human experience with money. Build trust over time rather than trying to extract deep revelations in the first meeting.Resources and Guest Information:LinkedIn: Joy Lere, PsyDSubstack: "Finding Joy" - Dr. Lere's musings about life, love, and workShaping Wealth 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!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®