What Makes a Great Financial Advisor? The Skill Most Never Learn

📖 Get The Listening Advisor by John Gatewood: geni.us/thelisteningadvisorIn this month's episode of Beyond the Advisor, Nina Breen, CFP®, RICP®, CPWA®, Senior Wealth Planner, sits down with John Gatewood, CFP®, CLU®, Founder and Director of Advisor Development, to talk about his new book, The Listening Advisor, and why the skill that determines whether a client relationship works has almost nothing to do with financial knowledge.John spent 45 years in the business and wrote the book to solve a problem he sees across the industry, and one he owns internally as Director of Advisor Development: advisors are trained on what to know, not on how to communicate. He and Nina walk through what listening actually looks like in a client meeting, why emotions rather than information drive financial decisions, and how Gatewood's Firm-to-Family® team structure is built around the way real families make choices about money.Key Topics Include:Why the industry has a training gap, not a knowledge gapEmotions drive financial decisions — and why information alone doesn't move peopleThe unasked question and how it pulls a client out of the conversationWhat AI can and can't replace in an advisor relationshipHow the firm-to-family client care team is structured across generationsAdvice for advisors early in their careers