When it comes to changing someone's behavior, much of the focus goes to persuasion and nudging techniques.

In reality, for financial advisors, the primary weapon of influence you have over someone's behavior is your ability to communicate and connect at the highest level.

Dr. Joy Lere is a licensed clinical psychologist and behavioral finance consultant who has spent her entire career learning to communicate and connect with her clients to give them clarity, build trust, and ultimately change their behavior for the better.

In this episode, we discuss:

• Ways to create "space" for someone to open up and share more than they do with most people
• Reading body language and posture and effective ways to address it
• What Joy would tell herself 10 years ago about how to get better at reading people
• How to identify a "presenting" issue to know that there's more to what a client is telling you
• A powerful questioning technique to get someone to make changes
• The two points in your life that have the biggest impact on your beliefs and behaviors around money

And more!

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode16

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

Follow Brendan:

Twitter

LinkedIn