Every client has a money story. The most revealing chapters may have been written long before they had a portfolio or a financial advisor.
One of the most important pillars that we discuss both at our workshops and our coaching sessions is how to increase the probability of your success by having the right mental mindset.
Stars are driven by significance. They want to feel seen, valued, and recognized for who they are and the impact they make.
Academics want to understand things. They value logic, clarity and getting to the right answer. Confidence alone won’t build trust with this group. They want to see the thinking behind your recommendation.
The Controller are people who care about autonomy and being in charge of making decisions. They're at their very best when they feel they're in the driver's seat.
The Survivor is one of the easiest identities to misread. These are people shaped by challenge. Their main driver isn't achievement. It's validation.
Now let’s talk about the Team type. These are people who care deeply about connection, alignment, and belonging.
People think that persuasion and influence are about changing someone's beliefs, but they're not. They're about understanding their identity, because beliefs can change, identity usually doesn't.
When clients say, “I’m fine,” but their body language tells a different story, advisors risk missing internal objections, trust signals, and opportunities to strengthen their relationship.
Learn the simple cue that can help you spot when someone’s words don’t match their feelings. Become a master at reading honesty in every conversation.