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If you work with people and their money to fund something now or in the future, it’s absolutely crucial that you understand the dynamic between goals and values.
Once you can move beyond goals and understand what’s truly important to the person you’re meeting with, everything changes.
In fact, once you embrace and internalize this dynamic, research shows it creates emotionally-connected clients that:
- Pay More
- Refer More
- Follow-Through
- Consolidate Assets
And, the best way to start embracing the dynamic between goals and values is to understand the golden circle of financial advice.
In this episode, I’ll break down what the research says about emotionally-connected clients and use the golden circle as a method for understanding how to talk with clients and prospects about what’s truly important to them.
Related: Behavioral Finance Principles That Actually Improve Financial Behavior with Barry Ritholtz