Planning & Beyond®

Text us to share what you found helpful!A client calls, and the news is big. A terminal diagnosis. A sudden death. A surprise windfall that should feel like good news but somehow doesn't. The plan you built so carefully is no longer the point, and the person in front of you is not the same person who sat in your office last quarter. So what do you actually do in that moment?In this episode, Ashley sits down with Rose Zealand, a CFP, Certified Financial Transitionist, and end-of-life doula who works at the intersection of death and money. Rose founded Golden Thread Collaborative to support people facing life-limiting illness, and she has a rare gift for naming what happens to clients, and to advisors, when life stops following the plan.Rose offers a working definition that reframes the whole conversation: acute crisis is transition without anticipation. It is the T-bone event, the thing nobody saw coming. She walks through why crisis can be positive or negative, and why a sudden windfall can leave a client more isolated than a loss, because the people around them assume there is nothing to grieve.From there, Rose lays out how an advisor can show up. Think of your role as a force field around the client, buffering them from pressure and premature decisions. Notice the signs of dysregulation. Ask permission before you ground someone. Use the Now, Soon, Later tool to turn a swirl of urgency into two or three things that truly cannot wait. Become the keeper of the list so your client does not have to carry it alone.You'll walk away with:A clear definition of acute crisis and how it differs from ordinary financial stressWhy positive crises often come with less support, and how to spot that lonelinessSimple, consent-based ways to help a dysregulated client come back to the presentThe Now, Soon, Later approach for clients who feel everything is urgentA practical aftercare plan, including the menu of support that beats "let me know if you need anything"Clear signals for when to bring in a specialist, and how to invest in your own grief and trauma literacyYou are not your client's therapist. As Rose puts it, sometimes your job is to let them be a mess without trying to fix it, and to keep holding them in high regard while they find their footing. This is a conversation for any advisor who has ever sat across from a client in crisis and quietly thought, I have no idea what to say right now.RESOURCES AND GUEST INFORMATIONAbout the GuestRose Zealand is a CFP, a Certified Financial Transitionist, and a trained end-of-life doula. She is the founder of Golden Thread Collaborative, a Colorado-based practice that supports people in their 40s and 50s facing a life-limiting or potentially life-limiting diagnosis through the financial, logistical, emotional, and existential challenges of dying too soon. Structured more like a coaching engagement than a traditional planning relationship, her work also supports financial advisors who have younger clients moving through acute crisis.Connect with Rose:Website: deathandmoney.comLinkedIn: Connect with RoseNewsletter: Threads of Insight (twice monthly, available through her website)Connect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration servicesMonthly Newsletter: Subscribe at BeyondTheFP.com

Text us to share what you found helpful!You change clothes before a client meeting and feel like you are putting on a costume. Someone asks what you do at a conference and you lead with your title and your AUM, never the parts of your life that matter most. And underneath the professionalism, there is a quiet exhaustion you cannot quite name.In this episode, Ashley talks with Justin Castelli, a financial advisor of more than 20 years and the founder of RLS Wealth, now doing business as Santiago. Justin has built a reputation for showing up as unmistakably himself, and he argues that authenticity is not a personality perk. It is a business strategy and a buffer against burnout.Justin starts where most advisors do not. He introduces himself as a father and a husband first, advisor second. From there, he and Ashley get into what authenticity actually means, and why it does not require blowing up your life or your firm. You can be true to yourself inside real constraints, including a dress code or a compliance department.One insight worth sitting with: performing a version of yourself you are not is expensive. As Justin puts it, it takes energy to be someone who is not true to you, and over time that becomes the straw that breaks the camel's back. When advisors stop performing, they enjoy the work more, and clients feel that shift too.Ashley and Justin also explore authenticity as a series of low-risk experiments rather than one permanent decision, the difference between leading with your heart and overriding it with your head, and the story behind the Santiago rebrand and Justin's move toward life planning.You will walk away with:A reframe that treats authenticity as something you practice within constraints, not an all-or-nothing leapWhy surface-level performing drives advisor burnout, and what changes when it stopsPlaces to experiment: how you dress, who you serve, how you serve, your fees, and your brandA gentler way to think about niche, starting with the clients who energize youLanguage for the moment a client faces a values-versus-logic decisionJustin also names something many advisors quietly feel. Sometimes the honest question is not how do I serve clients better, but how did I get here. This is a conversation for any advisor who has wondered whether the practice they built still fits the person they have become.RESOURCES AND GUEST INFORMATIONAbout the GuestJustin Castelli is a financial advisor with more than 20 years in the profession and the founder of RLS Wealth, which he has run since 2015 and recently rebranded as Santiago. A prolific creator, Justin writes a daily note and a blog, hosts a podcast, and produces video, all built around what he calls "the business of the authentic life." Through Santiago he is moving toward life planning and a more collaborative, coaching-informed way of working with clients.Connect with Justin:Website (everything in one place): justincastelli.ioFirm: RLS Wealth, doing business as Santiago (santiago.life)LinkedIn: Connect with Justin CastelliConnect with Host Ashley Quamme:Podcast Website: PlanningAndBeyond.comLinkedIn: Connect with AshleyBeyond the Plan®: BeyondTheFP.comMonthly Newsletter: Subscribe at BeyondTheFP.com

Text us to share what you found helpful!You've heard the phrase. It shows up in keynotes, LinkedIn posts, firm marketing, and increasingly, your own conversations with prospects. But if someone put you on the spot and asked what "the human side of money" actually means, could you articulate it? And more importantly, could you tell them what to do about it on Monday morning?For the 50th episode of Planning & Beyond, Ashley zooms way out with Brendan Frazier, Chief Behavioral Officer at RFG Advisory and host of The Human Side of Money podcast. Brendan has been sitting with this exact question since 2017, when reading The Undoing Project cracked open his interest in behavioral finance and set him on a path that quickly outgrew that label.Together, Ashley and Brendan unpack why "behavioral finance" was only ever the gateway, not the destination. They walk through the many dimensions that make up being human (individual, relational, cultural, societal) and how money layers on top of all of them. They draw a distinction that most advisors have never had named for them: the difference between the human side of money (what's happening inside your client) and the human side of advice (how you actually do this work).You'll hear Brendan's honest take on where advisors should start (hint: it's not a four-step framework), Ashley's Five Human Domains as a reframe of traditional planning categories, and the research-backed reason why helping clients vividly picture their future changes behavior in the present.A few ideas you'll walk away with:Why money is a tool to fund the life someone wants to live, and what that means for how you structure conversationsThe "just-in-time learning" approach to building behavioral skills without getting overwhelmedHow to think about security, freedom, connection, legacy, health, and growth as the real planning categoriesWhy communication skills offer the highest ROI of anything you could develop as an advisorThis one is less tool and technique, more map and compass. If you've been doing this work for a while and feel like you're ready to think about it at a different altitude, press play.And thank you, seriously, for being part of 50 episodes.RESOURCES AND GUEST INFORMATIONAbout Brendan FrazierBrendan Frazier is the Chief Behavioral Officer at RFG Advisory and the host of The Human Side of Money podcast, where he has spent hundreds of conversations translating behavioral science, psychology, and communication research into practical tools for financial advisors. His work sits at the intersection of behavior change, client communication, and advisor practice management.Connect with Brendan:The Human Side of Money Podcast: Available on all major podcast platformsLinkedIn: Brendan Frazier (most active, daily content)RFG Advisory: Monthly blog and newsletter on applying the human side of adviceWebsite: rfgadvisory.comConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration servicesMonthly Newsletter: Subscribe at BeyondTheFP.comAdvisor Foundations Community: Learn more about the 7 Core Relational Skills by joining our community! 

Text us to share what you found helpful!A young couple, dressed up for their first real financial planning meeting, sat across from an advisor who asked about retirement, income, and savings. He never asked why they were spending money on travel. He never asked about their immigration status, their mixed marriage, or the fact that two people had just built a life in a country that wasn't theirs by birth. Two weeks later, they came back for their plan and were told they were going to fail. They walked out feeling like failures in a country they had worked incredibly hard to call home. It would be five to six years before they approached another advisor.That couple was Jane Mepham and her husband. And that experience shaped the firm she now runs.In this conversation, Jane shares what advisors need to understand about serving foreign-born clients, mixed-marriage couples, and anyone whose cultural context shapes their relationship with money. She's a CFP®, founder of Elgon Financial Advisors, and co-host of the International Money Cafe podcast. She also has a specific answer for the advisor who wants to be curious but worries about saying the wrong thing.You'll hear why "tell me how you grew up" opens doors that "where are you from" closes. Why a color-coded spreadsheet of "Visit Family Back Home" belongs in the plan before anyone gets scolded for it. How to build a spending plan that assumes remittance, a retirement plan that respects education-first cultures, and an exit plan for clients whose visa status could change overnight. And why the clients Jane serves often say working with her feels like therapy. (Good news for advisors. You don't have to become a therapist to do this well. You just have to get curious.)You'll also hear how Jane helps clients who want to pull everything from the market when the world feels unstable, and why giving them numbers isn't the answer.Whether you serve one foreign-born client or one hundred, this conversation will change how you open your next discovery meeting.RESOURCES AND GUEST INFORMATIONAbout Jane Mepham, CFP®Jane Mepham is the founder of Elgon Financial Advisors, a firm registered in Texas and California that specializes in serving foreign-born nationals with holistic wealth management. Based in Austin, Jane brings a unique perspective shaped by her own immigrant journey and years of working with clients navigating visas, mixed marriages, cross-border financial questions, and cultural transitions. She is also co-host of the International Money Cafe podcast.Connect with Jane MephamWebsite: Elgon Financial Advisors (AlgonFA.com)LinkedIn: Jane Mepham, CFP®Podcast: International Money Cafe (with co-host Manasa Nadig)Connect with Host Ashley QuammePodcast Website: Planning & Beyond®LinkedIn: Ashley Quamme Beyond the Plan®: BeyondTheFP.com - Financial psychology integration servicesMonthly Newsletter: Subscribe at BeyondTheFP.comYouTube: Beyond the Plan Solutions

Text us to share what you found helpful!You've shown your client the numbers. Multiple times. The plan works, they can afford the house, they have enough to retire, the math is on their side. And yet they keep circling back to the same question, the same hesitation, the same "I just don't know." Sound familiar?In this episode, Ashley sits down with Dr. Kristy Archuleta, Professor at the University of Georgia and one of the leading researchers on financial anxiety, to unpack what's actually happening with clients who can't seem to move forward, even when the plan says they can.Kristy walks through the critical (and often missed) distinction between financial stress and financial anxiety, and why it matters for how advisors show up. Stress is a reaction to a specific stressor that resolves when the situation does. Financial anxiety is persistent worry that lingers after the decision is made, shapes how clients engage with every recommendation, and begins to impact their relationships and daily functioning.Ashley and Kristy also explore one of the most overlooked dynamics in retirement planning: the "Do I have enough?" question that may not actually be about the money. Sometimes it's grief. Sometimes it's identity loss. Sometimes it's both. Understanding that difference changes everything about how you respond.You'll walk away with:A clear framework for distinguishing financial stress from financial anxiety in client meetingsWhy financially anxious clients often look the most "put together" (and why that makes them harder to help)The tiny-steps-and-experiments approach for clients stuck in decision paralysisCollaborative question examples you can use in your very next meetingAshley's Vision-Reality-Plan framework for walking clients through stuck pointsClear guidance on when and how to bring in a financial therapist or mental health professionalThis is a conversation for any advisor who has ever sat across from a client and thought: The numbers work. So why aren't they moving?Because, as Kristy says, numbers don't show up on paper because they just showed up. They show up because of how someone thinks, feels, does, and relates. When you understand that, you stop trying to solve with more data, and start helping clients actually move.RESOURCES AND GUEST INFORMATIONAbout the GuestDr. Kristy Archuleta is a Professor of Financial Planning at the University of Georgia, a licensed marriage and family therapist, and one of the pioneering researchers in the field of financial therapy. She co-developed one of the most widely used financial anxiety measures and has spent her career helping advisors, therapists, and researchers understand the psychological dimensions of money. Kristy also speaks and consults through the Behavioral Keynote Group.Connect with Kristy:University of Georgia (Financial Planning Program): fcs.uga.eduLinkedIn: Dr. Kristy ArchuletaBehavioral Keynote Group: For speaking engagements and keynote bookingsUGA Graduate Program: Behavioral Financial Planning and Financial Therapy graduate certificate (fully online) and master's track with experiential pro bono componentConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration servicesMonthly Newsletter: Subscribe at BeyondTheFP.comAdvisor Foundations Community: Learn more about th

Text us to share what you found helpful!You've run the numbers. The client can absolutely afford to take time off. And yet they won't. Or they want to, but they're terrified. Or they've mentioned burnout in every meeting for the last two years and still can't pull the trigger.Sabbaticals are showing up more and more in client conversations, and most advisors don't have a roadmap for navigating them. Not just the financial piece, but the human piece — the identity questions, the resistance, the fear of what comes next, and the return to work on the other side.In this episode, I'm joined by Cady North, financial advisor and author of The Art of the Sabbatical, who has built an entire area of her practice around helping clients plan for and navigate intentional work breaks. Cady brings both the planning expertise and a deeply personal experience with sabbatical, which makes her perspective incredibly grounded and real.We cover what a sabbatical actually is (it's not just for academics or people eating, praying, and loving their way around the world), why identity is often the biggest obstacle — not money — and what advisors can do to create space for clients to explore this without projecting their own fears onto the conversation.One insight that really stuck with me: most sabbaticals are completely unplanned. They start with burnout or a layoff, not a spreadsheet. That means your clients may already be in one without having prepared for it, and knowing how to support them in that moment is where advisors can offer something truly unique.You'll also hear about the "runway" framework Cady uses with clients actively in a sabbatical, how to recognize the signs that it might be time to bring this up, and what planning for return to work actually looks like — including how advisors can help clients negotiate their way back in stronger than before.RESOURCES AND GUEST INFORMATIONAbout Cady NorthCady North is a financial advisor, solo practice owner of North Financial Advisors, and the author of The Art of the Sabbatical. With over a decade of experience in financial planning, Cady has developed a specialty in helping clients navigate intentional work breaks — from the financial logistics to the mindset shifts that make them possible.Connect with Cady North:Website: cadynorth.com (Note: spelled C-A-D-Y N-O-R-T-H)LinkedIn: Cady NorthBook: The Art of the Sabbatical — available on Amazon and everywhere books are sold (print, ebook, and audiobook)Connect with Host Ashley Quamme:Podcast Website: PlanningAndBeyond.comLinkedIn: Ashley Quamme — Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: BeyondTheFP.comMonthly Newsletter: Subscribe at BeyondTheFP.com

Text us to share what you found helpful!You have clients who love you. You know it. They know it. And yet your referral pipeline is quieter than it should be.Here's the thing — it's probably not about satisfaction at all. According to Phil Bray, founder of the UK-based financial services marketing agency Yardstick, around 96% of clients say they would recommend their advisor in principle. But only about 50% have actually done it in the past year. That gap between "would refer" and "has referred" isn't a loyalty problem. It's an education problem.Phil spent over a decade as a financial advisor before building Yardstick into a 55-person agency focused entirely on marketing for financial planning firms. He's thought deeply about why referrals stall — and what advisors can actually do about it that doesn't feel pushy, desperate, or just plain awkward.In this episode, we talk through why asking for referrals might be the wrong approach entirely and what to do instead. Phil introduces a strategy built around three pillars — client education, communication, and appreciation — and walks through a six-step process advisors can weave into their annual review meetings. It's structured, but it feels natural. Genuinely natural.We also spend time on something that's changing fast: what happens between the moment someone gets a referral and the moment they actually reach out. Increasingly, that gap is being shaped by AI. Phil shares what his agency is seeing — including a 118% rise in AI-driven traffic to financial planner websites over the last six months — and what advisors need to be doing right now to show up when someone asks an AI to help them find the right fit.If you've ever felt uncomfortable asking clients to send people your way, this episode gives you a reframe and a roadmap.RESOURCES AND GUEST INFORMATIONAbout Phil Bray: Phil Bray is the founder of Yardstick, a UK-based marketing agency dedicated exclusively to financial planning firms. A former financial advisor of 13 years, Phil brings both practitioner insight and marketing expertise to helping advisors grow through referrals, client communication, and digital visibility. Since launching in 2017, Yardstick has grown to a team of 55.Connect with Phil Bray:Website: theyardstickagency.co.ukLinkedIn: Phil BrayConnect with Host Ashley Quamme:Podcast Website: PlanningAndBeyond.comLinkedIn: Ashley Quamme Beyond the Plan®: BeyondTheFP.comSubscribe to our YouTube Channel

Text us to share what you found helpful!Have you ever gone over a financial plan with a client, checked every box, and then watched them walk out and implement almost none of it? It's one of the most frustrating experiences in this work — and it's more common than anyone likes to admit.Here's what might actually be happening: your client's nervous system is running the show.In this episode, I'm joined by Dr. Alex Melkumian, licensed marriage and family therapist, financial psychologist, and founder of the Financial Psychology Center in Los Angeles. Alex has spent nearly two decades working at the intersection of mental health and money, and his latest book, Calm Money, makes a compelling case for why financial self-care isn't a luxury — it's often the prerequisite to any financial plan actually working.We talk about what financial self-care really means (hint: it's not just bubble baths and budgeting apps), why money continues to be the number one stressor for most Americans, and what it looks like when a client is in freeze mode right in front of you — even when they're nodding along.One of the most powerful moments in our conversation is when Alex shares this: "A triggered mind is a controlled mind." When clients are in fight, flight, or freeze, the best financial strategy in the world gets filtered through a nervous system that's in threat mode. That's why the plan doesn't stick. That's why nothing gets implemented.Alex also walks us through the structure of the Calm Money journal — daily check-ins, weekly pattern work, and monthly reflection — and why that kind of compassionate, consistent engagement with money can literally reshape how a client's brain responds to financial conversations over time.If you've been puzzling over clients who seem to understand your plan but won't follow through, this episode offers a framework for understanding what's actually going on — and a resource you can point them toward.RESOURCES AND GUEST INFORMATIONGuest Bio: Dr. Alex Melkumian is a licensed marriage and family therapist, financial psychologist, and founder of the Financial Psychology Center in Los Angeles. He is the author of Financial Psychology: Restoring Financial Wellness in the Post-COVID Economy and the newly released Calm Money, a financial self-care book and companion workbook. Dr. Melkumian has spent nearly two decades helping individuals, couples, and organizations navigate the emotional and psychological dimensions of money.Connect with Dr. Alex Melkumian:LinkedIn: Dr. Alex MelkumianInstagram: @FinancialPsychologyCenterWebsite: financialpsychologycenter.comCalm Money — Available now on AmazonFinancial Psychology: Restoring Financial Wellness in the Post-COVID Economy — Available on AmazonConnect with Host Ashley Quamme:Podcast Website: PlanningAndBeyond.comLinkedIn: Ashley Quamme — Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: BeyondTheFP.comMonthly Newsletter: Subscribe at BeyondTheFP.com

Text us to share what you found helpful!You walk into a client meeting prepared with projections, strategies, and solutions. But something's off. Your client nods at the right moments, signs the paperwork, yet you sense there's a conversation happening beneath the surface that you're not part of.Dr. Michael Thomas, Associate Professor at the University of Georgia and author of Black Financial Culture, joins me to explore what he calls the "threads" that connect our financial behaviors to our identities, relationships, and cultural experiences. Michael's journey from accounting to financial planning education taught him something most advisors miss: the numbers are rarely the real story.Michael introduces a powerful metaphor that transforms how we think about client work. Imagine your client's financial life as a tapestry. Most advisors focus on individual threads, one behavior at a time, trying to "fix" what looks problematic. But those threads don't exist in isolation. They're woven together with family dynamics, cultural narratives, past traumas, and deeply held beliefs about worth and belonging. When you pull on one thread without understanding how it connects to the others, the entire fabric can unravel.This conversation goes beyond traditional behavioral finance. Michael shares how cultural context shapes everything from risk tolerance to spending behaviors in ways that standard questionnaires never capture. But this isn't just about understanding diverse clients. Michael offers a framework for empathy that applies to every client relationship.He explains why asking "what does this behavior provide that might not be obvious?" opens doors that direct questions keep closed. How recognizing that clients bring their whole selves to financial decisions changes the way you structure discovery meetings. Why the goal isn't to eliminate emotion from financial choices but to understand what those emotions are protecting.The technical work matters. But when you understand the threads connecting your clients' financial behaviors to their lived experiences, you stop solving the wrong problems.Connect with Michael Thomas:Website: www.blackfinancialculture.comBook: Black Financial CultureConnect with Michael on LinkedIn: Dr. Michael Thomas - University of GeorgiaConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration servicesCheck out our YouTube Channel!

Text us to share what you found helpful!You've been there. A couple sits across from you in a discovery meeting, and something feels off. Maybe one partner shifts in their seat when you ask about spending patterns. Maybe the other answers too quickly, cutting off their spouse mid-sentence. You can't quite put your finger on it, but your spidey sense is telling you there's more to the story.Enter Dr. Jenny Olson, Assistant Professor at Indiana University, whose research reveals what might be happening beneath the surface in about 30% of the couples sitting in your office. Jenny studies financial infidelity, and spoiler alert, it has nothing to do with affairs. Instead, it's about something far more common and surprisingly relatable: intentionally engaging in financial behaviors you expect your partner will disapprove of, then concealing them.We're talking hidden Amazon packages, undisclosed bonuses, secret savings accounts (yes, even virtuous saving can create betrayal), and splurge purchases tucked away in closets. The kicker? Both partners might be doing it simultaneously, creating what Jenny calls "financial infidelity asymmetry," where neither person realizes the other is also concealing financial behaviors.In this conversation, Jenny breaks down the actual definition of financial infidelity, dispelling myths (no, it's not just general secrecy about eating extra Oreos) and highlighting why interdependent financial resources make this different from other types of secrets. You'll learn the six domains where financial infidelity shows up most often, from hidden spending to concealed income to those "virtuous" secret savings that still violate transparency.More importantly, you'll walk away with practical strategies for your next couple meeting. Jenny shares specific question frameworks that focus on behaviors rather than accusations, helping you create space for honest conversation without putting clients on the defensive. You'll learn what nonverbal cues to watch for (hint: pay attention to the speed and intensity of those head turns between partners) and why avoiding the word "infidelity" altogether might be your best move.This episode gives you permission to ask about something most advisors sense but don't know how to address, all while maintaining the boundaries of your role. Because when couples aren't sharing the full financial picture with each other, they're probably not sharing it with you either.RESOURCES AND GUEST INFORMATIONConnect with Dr. Jenny Olson:Personal Website: jennyginolson.comFinancial Infidelity Scale: Available through website LinkedIn: Jenny OlsonConnect with Host Ashley Quamme:Podcast Website: PlanningAndBeyond.comLinkedIn: Ashley Quamme Beyond the Plan®: BeyondTheFP.comYouTube: Subscribe at @BeyondthePlanSolutions

Text us to share what you found helpful!You know that feeling when you're going through the motions with annual reviews, rinse and repeat conversations, and something just feels off? You're not alone. Even your clients are starting to feel it.Adam Holt, founder and CEO of Asset-Map and recovering financial planner, joins me to talk about what advice delivery needs to look like by 2030. And spoiler alert: it's not five years away anymore.This summer, Adam brought together some of the industry's brightest minds to wrestle with a critical question: What do we need to invest in NOW to deliver advice that actually matters in 2030? The resulting white paper (now available on WealthManagement.com) challenges the traditional "manage assets, do annual review, play golf, repeat" model that's kept many advisors comfortable but may not serve the next generation of clients.What struck me most about our conversation was Adam's insight about trust. It's not that clients don't trust advisors with their money. They do. But there's a deeper question emerging: Do they trust us to understand what truly matters beyond the portfolio? The families they're building, the legacies they're creating, the emotional transitions they're navigating?Adam breaks down why advisors will need to develop awareness across legal, tax, insurance, banking, family dynamics, AND behavioral coaching to stay relevant. Not because we need to become experts in everything, but because clients will expect us to know enough to guide them toward the right resources at the right time.We explore the shift from financial planning as a business transaction to financial planning as relationship cultivation. Adam talks about moving from creating client dependency to creating client empowerment, the kind where your clients are actually more productive when you're NOT in the room. That's the real measure of value.This conversation also gets into some hard truths. The industry may face legitimate challenges around fiduciary responsibility, particularly when advisors miss opportunities to protect second-generation wealth because they never asked the right questions about long-term care, estate planning, or proper insurance structuring.If you've been feeling that your practice needs to evolve but aren't sure where to start, this episode offers both the permission and the roadmap.Listen now to discover what advice delivery really needs to look like in 2030, and what you should be building toward today.Want to bring behavioral expertise into your firm? Our Foundations offering provides monthly training, client-ready resources, and practical tools that help you integrate financial psychology into your practice. Reach out to [email protected] to learn how we can support your team.Guest Contact & Resources:LinkedIn: H. Adam HoltAssetMap: Asset-Map.comRebel Dads: www.rebldads.comWhite Paper: "Advice Delivery in 2030" - Available free at WealthManagement.comConnect with Host Ashley Quamme:Podcast Website: PlanningAndBeyond.comLinkedIn: Ashley Quamme Beyond the Plan®: BeyondTheFP.comYouTube: Subscribe at @BeyondthePlanSolutions

Text us to share what you found helpful!You've got your CRM humming. Your workflows are tight. Your service calendar is consistent. So why aren't clients more engaged?Here's what most advisors miss: efficiency doesn't equal engagement. A frictionless experience is table stakes, not a differentiator. And if you're only solving for your own pain points instead of what clients actually need, you're leaving massive opportunities on the table.Julie Littlechild, CEO and Founder of Absolute Engagement, has spent decades helping advisors understand what clients truly want. Spoiler: they can't tell you unless you ask. And most advisors never ask the right questions at the right time.In this conversation, Julie walks through her Experience Innovation Framework, the evolution from efficient to engaging to enduring client experiences. You'll learn why the data you're drowning in isn't the data you actually need, and how to capture real-time insights about how clients are thinking and feeling at critical moments in their journey.We talk about the psychological barrier that keeps advisors from asking for feedback (hint: it's fear dressed up as "people are over-surveyed"), the difference between transactional questions and transformational ones, and why asking about life goals in an onboarding form doesn't cut it anymore.Julie shares practical starting points, whether you're a solo advisor or building a team. The framework isn't about doing everything at once. It's about knowing where you are and what comes next. Start with one or two key touchpoints. Mix a few simple questions. Position it as what's in it for the client, not what's in it for you.And here's the kicker: just asking for feedback can increase referrals. Not because you did anything with it yet, just because you asked.If you're ready to move beyond checking the boxes and start building experiences that actually deepen relationships and accelerate growth, this one's for you.RESOURCES AND GUEST INFORMATIONConnect with Julie LittlechildWebsite: AbsoluteEngagement.comLinkedIn: Julie LittlechildBlog: Subscribe at AbsoluteEngagement.com for research and insights Connect with Host Ashley QuammePodcast Website: PlanningAndBeyond.comLinkedIn: Ashley Quamme Beyond the Plan®: BeyondTheFP.comYouTube Channel: @BeyondthePlanSolutions

Text us to share what you found helpful!You know the feeling. A couple walks into your office and you ask about their goals. They say "security" and "freedom" in the same breath, and you're thinking... aren't those kind of opposites? Or a client tells you they value family connection, but their calendar tells a completely different story. These moments highlight something we don't talk about enough in financial planning: we're not just managing money, we're creating experiences around what matters most.Dr. Meghaan Lurtz returns to Planning & Beyond® for a special conversation about the work we've been doing behind the scenes at Beyond the Plan®. Instead of a traditional interview, Meg and I are pulling back the curtain on something we're calling the Five Core Domains framework: security and freedom, connection and relationship, growth and discovery, health and vitality, and impact and legacy.Here's what makes this different from other values-based approaches you've heard about. These domains aren't just conversation starters or discovery questions. They're the foundation for creating actual experiences with your clients. Because here's the thing advisors keep asking us: "Yeah, I get that I should talk about values, but what does that actually look like? How do I make that a thing?"That's exactly what we're addressing. Through this framework, you'll understand why security and freedom live in constant tension (and why that's not a problem to solve), how to spot when clients are seeking connection versus just checking boxes, and what it means to facilitate growth rather than just deliver advice. Meg brings her research expertise and I bring the therapeutic lens to break down how these domains show up in real client conversations.We're also sharing what's coming in 2026: client-facing tools that do the heavy lifting for you. Think structured experiences your clients can engage with before they come back to you, so you can spend your time facilitating meaning rather than extracting information. We're talking about things like guided money conversations for couples, values exercises that go deeper than typical discovery, and frameworks that help clients connect their daily decisions to what they say matters most.If you've ever felt like financial planning should be about more than optimizing portfolios and running projections, this conversation will give you language and structure for what you've been sensing all along. Listen in to discover how these five domains can transform the way you think about client relationships and the experiences you create in your practice.RESOURCES AND GUEST INFORMATIONConnect with Dr. Meghaan Lurtz:Substack: Less Lonely Money (monthly articles on money, relationships, and feelings)Free version: Public articles exploring financial psychology conceptsPaid version (for advisors): Includes client-facing newsletters, meeting flows, and discussion guidesLinkedIn: Dr. Meghaan LurtzWebsite: Beyond the Plan® - www.beyondthefp.comConnect with Host Ashley Quamme:Podcast Website: PlanningAndBeyond.comLinkedIn: Ashley Quamme Beyond the Plan®: www.beyondthefp.com Monthly Newsletter: Subscribe at BeyondTheFP.comYouTube: @BeyondthePlanSolutions

Text us to share what you found helpful!What happens when a client couple who's made remarkable progress hits an unexpected setback? In this real-time case consultation, financial planner Jim Grace and I work through exactly this scenario - a couple who went from financial stress to thriving, only to face a sudden income loss that threatens to derail their momentum.This isn't your typical podcast episode. You're getting a behind-the-scenes look at actual case consultation work between an advisor and financial behavior specialist. We explore what happens emotionally when clients regress to old patterns during stress, how advisors can navigate their own surprise and uncertainty in difficult moments, and practical strategies for helping couples get back on track without falling into old defensive cycles.If you've ever felt caught off guard by a client's sudden change in circumstances, or wondered how to address the emotional weight of setbacks without overstepping your role, this conversation gives you concrete tools. We discuss the power of "jumping into the well" with clients rather than just pointing to the ladder, recognizing when shame might be at play (and where your boundaries are), and helping couples remember they already have the blueprint for moving forward - they've done it before.Whether you work with a financial behavior specialist or not, you'll walk away with actionable approaches for your next challenging client meeting.Resources and Guest Information:Connect with Jim Grace:Website: modernfinancialwellness.comLinkedIn: Jim GraceInstagram: @modernfinancialwellnessPodcast: Modern Financial WellnessMentioned in this episode:Brené Brown's "Empathy vs. Sympathy" video on YouTubeBeyond the Plan® services for advisorsConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration servicesNewsletter: Monthly insights on the human side of planning at beyondthefp.com

Text us to share what you found helpful!You've seen it happen: one partner takes notes while the other zones out. Tension surfaces when discussing spending. Only one person shows up to quarterly reviews. Sound familiar?This episode tackles the messy, emotional work of helping couples navigate money together. I sit down with Heather and Douglas Boneparth, authors of "Money Together," to explore why traditional financial planning often misses the mark with couples—and what you can do differently.We dive into the hard stuff: invisible labor that goes unvalued, career sacrifices that breed resentment, cultural and religious differences shaping financial decisions, and how mental health factors like ADHD impact financial engagement. This isn't about joint accounts versus separate accounts—it's about the power dynamics, contribution definitions, and deeply held beliefs that actually drive financial behavior.You'll learn how to spot warning signs that money conflicts are about something deeper, how to invite both partners into conversations without creating defensiveness, and when to refer to specialists. Heather shares a powerful insight from their research: couples where one partner earns less or no income consistently said they don't feel free to spend. Not because of budget constraints—because they've lost agency around money. That's not a communication problem. That's a power dynamic undermining every strategy you build.Whether you work primarily with couples or occasionally navigate partnership dynamics, this conversation equips you with frameworks for thinking differently about the human side of financial planning.RESOURCES AND GUEST INFORMATIONAbout Heather and Douglas Boneparth:Douglas Boneparth is a Certified Financial Planner with nearly two decades of experience and the founder of Bonafide Wealth. Heather Boneparth is a corporate attorney who brings a unique perspective on career transitions, power dynamics, and equity in relationships. Together, they are the authors of "Money Together: A Practical Guide to Navigating Money in Relationships."Connect with Heather and Douglas:Website: Do Money TogetherBook: Money TogetherConnect with Heather and Douglas on LinkedInNewsletter: The Joint AccountResources Mentioned in the Episode:"Fair Play" by Eve Rodsky - Documentary on HBOConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration services

Text us to share what you found helpful!You've been to those conferences. Every speaker says "the key to success is asking great questions" - then they stop talking. Maybe they give you one or two magic phrases, but nobody teaches you how to actually have these conversations.In this episode, CFP Jeremy Keil breaks down motivational interviewing (MI) - a framework that transforms how advisors guide clients through financial decisions. Jeremy shares how he discovered MI through his wife (an elementary school counselor), invested in the training, and completely shifted his approach to client conversations. The result? Clients feel more empowered, make better decisions, and actually follow through on recommendations.We explore the OARS framework (Open-ended questions, Affirmations, Reflections, Summaries) and why asking fewer questions often leads to better conversations. Jeremy shares real stories - including losing a life insurance client because he skipped the permission step, and helping a widowed client work through guilt about using life insurance proceeds for a family vacation.This isn't about adding more techniques to your toolkit - it's about fundamentally changing how you show up in client meetings. Whether you're navigating discovery conversations, helping clients through major transitions, or presenting recommendations, MI gives you a structure to meet clients where they are emotionally while still delivering the technical guidance they need.Jeremy explains how to balance the psychological depth of MI with the technical demands of financial planning, and how to guide conversations without interrogating clients. He also shares the surprisingly affordable training options available If you've ever felt like you're talking at clients instead of with them, or wondered why smart recommendations don't translate to action, this conversation provides the framework you've been missing.Resources and Guest Information:Connect with Jeremy Keil:Website: JeremyKeil.comBook: Retire Today: Create Your Retirement Master Plan in Five Simple Steps Connect with Jeremy on LinkedIn Motivational Interviewing Resources:MotivationalInterviewing.org - Training directory for MI courses.Related Planning & Beyond Episodes:Episode 17 with Derek Hagan on Motivational InterviewingConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration services

Text us to share what you found helpful!You can deliver perfect asset allocations and outperform benchmarks all day long, but here's what Marla Sofer, founder of Knomee, knows after 25 years in financial services: those are just table stakes. The real differentiator—the thing that determines whether a client gives you 10% of their portfolio or becomes all-in—is trust built on deep understanding of who they are and what they want for their future.Marla's journey from private banking to BlackRock to fintech revealed a critical gap in how we approach client relationships. We have incredible tools for portfolio management and financial projections, but we're missing the foundational data that makes any of it personally relevant: behavioral data about clients' values, motivations, attitudes, and the eight dimensions of their financial identity that actually answer the question "what financial product is right for you?"This episode tackles why traditional discovery approaches fall short and how advisors can gather meaningful behavioral data without overwhelming clients with lengthy questionnaires they won't complete. Marla shares how Knomee uses gamification and engagement strategies modeled after Noom, Duolingo, and Strava to achieve a 95%+ completion rate—because clients are learning about themselves, not just feeding information to their advisor.We dive into the practical application side: what to do once you have behavioral data, how to use AI to synthesize insights into conversation starters, and why existing clients need this depth of understanding just as much as prospects. Marla explains how behavioral data becomes the foundation for navigating life transitions, identifying what matters during market volatility, and proving you understand clients better than their own AI tools will.Perhaps most importantly, you'll learn how to position gathering behavioral data with existing clients without making them feel like you haven't been paying attention all these years. Because the reality is simple: the level of trust you build through truly knowing your clients is the only sustainable competitive advantage in a world where asset allocation can be automated.Resources and Guest Information:Knomee - Behavioral data infrastructure for financial advisorsKnomee Freemium Offer - RIAs can try Knomee free for one month with five clientsKnowing Me, Knowing You Podcast - Hosted by Marla Sofer, featuring futurists, financial therapists, and advisors discussing the emotional relationship with moneyConnect with Marla Sofer on LinkedInConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration services

Text us to share what you found helpful!When clients miss meetings, avoid financial conversations, or struggle to follow through on planning recommendations, most advisors assume it's about motivation or priorities. Christine Hargrove, PhD and assistant director of the Love and Money Center at UGA, reveals why these behaviors often signal something entirely different: undiagnosed or unaddressed ADHD affecting how your clients process financial information and make money decisions.ADHD isn't just about distraction or impulsivity—it's a neurodevelopmental condition affecting 4-5% of adults that fundamentally changes how people experience time, process information, and connect with their future selves. Christine explains why traditional financial planning approaches built around long-term goals and future visualization often fall flat with ADHD clients, and shares specific strategies to make your planning process work with their brains instead of against them.You'll discover the emotional weight ADHD clients carry into money conversations—that deep sense of shame and feeling like they're the only adult who hasn't figured this out yet. Christine walks through the seven executive functions and explains which ones matter most for financial planning, giving you a framework to understand where your clients are actually struggling versus where you might be accidentally making things harder.This conversation goes beyond accommodation into true adaptation. Christine shares practical techniques like using visual aids effectively, externalizing working memory through strategic note-taking, and reframing future-focused questions to help ADHD clients actually connect with their financial goals. You'll also learn how to spot ADHD patterns in couples dynamics and why understanding both partners' neurological wiring can transform how you facilitate financial conversations.Resources and Guest Information:Christine Hargrove - Clinical Assistant Professor and Assistant Director, Love and Money Center at UGALove and Money Center at UGA - Providing financial therapy and planning servicesFinancial Therapy Association - Training and resources for financial therapy integrationConnect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration services

Text us to share what you found helpful!Most financial advisors are solving the wrong problem. They're obsessing over lead generation when the real issue is lead conversion - and the psychology behind why prospects don't convert reveals everything about building genuine client relationships.Derek Notman, founder and CEO of Couplr, brings a unique perspective shaped by his early work at a residential treatment center with at-risk youth and his experience as a successful advisor who survived the brutal early years when nine out of ten advisors fail. He discovered that the same psychological principles that helped him build trust with teenagers who had been failed by every adult in their lives also hold the key to authentic lead conversion.The conversation reveals why traditional cold outreach methods don't just fail but they actively work against the psychological foundations of trust that financial relationships require. Derek explains how people are neurologically wired to connect with others who share commonalities, and why advisors who understand this can transform their conversion rates without changing their marketing budget.You'll discover the fundamental difference between lead generation and lead conversion, why most firms excel at the first but fail at the second, and practical strategies for creating the kind of authentic connection that makes prospects want to work with you. Derek also shares his "stop being a creeper, become a creator" philosophy and explains how advisors can use social media and content creation to build trust before they ever have a sales conversation.Key Takeaways:Focus on Lead Conversion, Not Lead Generation: Most advisors and firms actually do lead generation well - they create content, have good websites, and generate traffic. The breakdown happens in conversion. Instead of obsessing over more leads, audit your conversion process. What happens after someone shows interest? Does your follow-up process build trust or feel salesy?Leverage Commonalities for Instant Connection: People are neurologically wired to connect with others like them. Before your next prospect meeting, research shared interests, backgrounds, or experiences. Having even small commonalities creates the "I feel like I know you" effect that accelerates trust-building and shortens sales cycles.Give Prospects Control of the Process: Traditional advisor outreach puts all the power in the advisor's hands - you reach out, you follow up, you push for meetings. Flip this dynamic. Create ways for qualified prospects to reach out to you when they're ready. This shows high intent and creates warm inbound leads instead of defensive prospects.Stop Creeping, Start Creating: Instead of scrolling social media to find prospects to message, use that same time to create content that showcases who you are as a person. Share your interests, values, and personality. Let prospects get to know you before they ever contact you, so your first conversation feels familiar rather than foreign.Resources and Guest Information:Derek Notman - Founder & CEO of CouplrCouplr - White-label matching technology for financial advisorsRebl Dads - Community for entrepreneurial fathers (mentioned in episode)Connect with Host Ashley Quamme:Podcast Website: Planning & Beyond®LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior SpecialistBeyond the Plan®: Financial psychology integration services

Text us to share what you found helpful!Military families represent one of the most unique and underserved populations in financial planning, bringing layers of psychological complexity that most advisors have never encountered. In this episode, Daniel Kopp, CFP® and military veteran, reveals why serving those who served requires a completely different approach to client relationships and financial planning conversations.Daniel shares the hidden psychological dynamics that shape how service members and veterans approach money, from the rugged self-reliance that can make them resistant to advice, to the identity loss that occurs during military-to-civilian transitions. You'll discover why traditional financial planning approaches often miss the mark with military clients and learn specific communication strategies that build trust with this population.We dive deep into the unique financial stressors military families face - from frequent relocations and deployment separations to the complex web of military benefits and pay structures. Daniel explains how trauma, whether from combat or challenging family backgrounds, shows up in financial decision-making and what advisors need to know to navigate these sensitive conversations effectively.Perhaps most importantly, you'll learn to recognize and address the common assumption pitfalls that can derail relationships with military couples, particularly around financial roles and decision-making dynamics that are often reversed from civilian norms.Resources and Guest Information:Military to Financial Planner Podcast - hosted by Daniel KoppMilitary Financial Advisors Association (MFAA) - collaborative community for advisors serving military familiesMilitary Qualified Financial Planner (MQFP) designation - learn more at mqfp.orgConnect with Daniel Kopp on 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!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 [email protected] 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 [email protected] 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®

Text us to share what you found helpful!Ever wondered where that "$84 trillion wealth transfer" statistic actually came from? In this internationally recognized wealth psychology expert Dr. Jim Grubman separates fact from fiction about the much-hyped "Great Wealth Transfer." Drawing from decades of experience consulting with wealthy families and their advisors, Dr. Grubman reveals why many commonly cited statistics about generational wealth transfers are misleading as new research has emerged. From debunking the infamous "shirtsleeves to shirtsleeves in three generations" myth to providing clarity on actual wealth transfer patterns, this conversation equips advisors with a more accurate understanding of what's really happening with client wealth. Dr. Grubman emphasizes that successful advisors should focus less on chasing massive predicted wealth movements and more on developing the relationship skills needed to support families navigating the psychological complexities of wealth transfer at any level. This is a must listen episode to any and every advisor. Key Takeaways: The widely cited statistic that 70% of wealthy families lose their wealth by the second generation and 90% by the third is not supported by rigorous research. More recent, better-designed research suggests a more positive outlook for wealth preservation when following the family's journey rather than just individual businesses.The wealth transfer rate remains consistent at about 1-1.5% annually – what's changed is the baseline value of total household wealth, creating the illusion of a much larger transfer.Focus on developing the human skills needed to work effectively with clients at their current wealth level – listening, asking better questions, and navigating the complexity that comes with wealth.Resources and Guest Information:Jim's websiteUltra High Net Worth InstituteJim Grubman on LinkedInJim’s research and writingsTake Action:Expand Your Discovery Process: Incorporate questions about family dynamics, values, and aspirations that go beyond tax-driven planning to values-driven conversations about wealth.Help fellow advisors grow by leaving us a review! Connect with host Ashley Quamme: Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®

Text us to share what you found helpful!In this episode, financial planning practitioner and researcher Michael Kothakota shares evidence-based approaches for supporting women through divorce financial planning. Drawing from his extensive research and practice experience at WolfBridge Wealth, Michael reveals how traditional divorce processes often fail to address individual needs. But, by advisors taking a collaborative approach better outcomes are created not only for the client, but also the advisor-client relationship. Ashley discusses with Michael his research findings on alimony, saving behaviors, and gender differences in financial decision-making post-divorce. Something that every advisor out there should be aware of. Michael provides actionable guidance for advisors working with women navigating these challenging transitions as well as best communication practices. The conversation explores how understanding the psychological dimensions (i.e. the human side) of financial behavior can help advisors create more effective planning strategies that honor both immediate concerns and long-term goals.Key Takeaways: Research shows distinct patterns in how men and women approach finances after divorce - women tend to prioritize emergency savings while men focus on retirement planning.Female clients, especially those with caretaking responsibilities, often prioritize immediate needs over future planning post-divorce.Rather than labeling client choices as "good" or "bad," effective advisors present options with their consequences non-judgmentally, preserving client autonomy while ensuring informed decisions. Resources and Guest Information:WolfBridge WealthMichael Kothakota on LinkedInMichael’s Research on divorce Take Action:Implement a Non-Judgmental Approach: When working with clients experiencing major life transitions, present options with their consequences rather than labeling choices as "good" or "bad," allowing clients to make decisions aligned with their values without shame.Help fellow advisors grow by leaving us a review! Connect with host Ashley Quamme: Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®

Text us to share what you found helpful!In this insightful episode of Planning & Beyond, host Ashley Quamme explores the unique dynamics of women who serve as primary financial decision-makers with Tanya Nichols, founder and president of Align Financial. With 25 years of experience helping women retire confidently, Tanya shares valuable perspectives on how financial advisors can better support female clients, particularly Baby Boomer women navigating retirement. The conversation examines the psychological aspects of money management for women who've broken traditional gender barriers, effective communication approaches, and practical strategies for helping women feel good about their wealth. Whether you're advising female clients or seeking to understand gender-specific financial psychology, this episode delivers actionable insights for creating deeper, more meaningful client relationships.Key Takeaways:How historical gender barriers continue to influence women's relationship with moneyCommon fears and concerns that financially successful women face approaching retirementHow retirement identity shifts impact professional womenResources and Guest Information:Tanya Nichols on LinkedInAlign FinancialTake Action:Create thinking partnerships: Women clients, especially singles, benefit from having financial thinking partners. Consider facilitating or suggesting mastermind groups where women can openly discuss financial matters.Help fellow advisors grow by leaving us a review! Connect with host Ashley Quamme: Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®

Text us to share what you found helpful!Summary: In this compelling episode, former financial planner turned emotional intelligence expert James Woodfall reveals how mastering EQ can transform client relationships and dramatically improve business outcomes. Drawing from his unique background as both a financial planner and master's degree holder in communication behavior analysis, James shares how his research uncovered a direct link between emotional intelligence and advisor success – including a remarkable 24% average increase in sales turnover from EQ training. Through personal stories, including his own journey from running a successful planning practice to becoming an EQ consultant after a life-changing health discovery, James provides deep insights into why emotional intelligence matters more than ever in financial planning and how advisors can develop this crucial skill set.Key Takeaways:The Four Quadrants of Emotional Intelligence in Financial Planning. Understanding and mastering the four components of EQ - self-awareness, self-management, social awareness, and relationship management - creates a foundation for deeper client trust and more effective planning relationships. James breaks down how each element specifically applies to client meetings and relationship building.Research-Backed ROI of Emotional Intelligence Training. A comprehensive study by Ameriprise demonstrated that advisors who underwent emotional intelligence training saw an average 24% increase in sales turnover, with some achieving up to 48% growth. This concrete data proves the business case for investing in EQ development.Practical Steps for Improving Emotional Intelligence. James reveals how implementing a 15-minute post-meeting reflection practice can significantly enhance self-awareness and client interaction skills. This simple yet powerful technique helps advisors process emotional meetings, identify areas for improvement, and continuously develop their EQ capabilities.Resources and Guest Information:"The Heart of Finance: Emotional Intelligence for Financial Planners" by James WoodfallRaise Your E.I. Training ProgramsJames Woodfall's Weekly Email NewsletterLinkedIn: James Woodfall's ProfileTake Action:Start Your EQ Journey Today: Implement the 15-minute post-meeting reflection practice James described. Keep a dedicated notebook for capturing insights about client interactions and your emotional responses.Help fellow advisors grow by leaving us a review! Connect with host Ashley Quamme: Podcast Website  Ashley Quamme on LinkedInBeyond the Plan®

Text us to share what you found helpful!What is financial intimacy…and how is that different from financial transparency?.In this episode, Ed Coambs, CFP® and Licensed Marriage and Family Therapist, reveals how financial advisors can deepen both client relationships and their own marriages through financial intimacy. Learn about Ed's innovative GREAT framework for having meaningful money conversations, and discover why being a financial expert can sometimes create unexpected challenges in personal relationships. Ed shares vulnerable insights from his own marriage and clinical practice, explaining how attachment styles influence money decisions and why financial transparency alone isn't enough for true financial intimacy. Whether you're struggling to balance your role as a financial expert with being a spouse, or seeking ways to help clients navigate financial relationships more effectively, this episode provides practical strategies for creating deeper connections through money conversations.Featured Guest: Ed Coambs, CFP®, LMFT, CFT-I™, Founder of Healthy Love & MoneyResources Mentioned in This Episode:The Healthy Love and Money WayAttachment Style QuizConnect with guest: Ed Coambs on LinkedInHealthy Love & MoneyHealthy Love & Money on InstagramConnect with Ashley: Website: www.planningandbeyond.com Ashley Quamme on LinkedIn

Text us to share what you found helpful!Discover how to revolutionize your client relationships using motivational interviewing, a powerful framework that enhances client engagement and facilitates meaningful change. Join host Ashley Quamme and guest Derek Hagen, Director of Education at Money Quotient, as they unpack this evidence-based approach to deeper client conversations.In this episode, you'll learn:How to resist the "righting reflex" and create space for authentic client discoveryThe four key components of motivational interviewing (Spirit, Stages, Skills, and Speech)Practical techniques for implementing MI in different meeting contextsStrategic ways to offer advice that empowers rather than directsReal-world applications for discovery meetings, annual reviews, and major life transitionsWhether you're helping clients navigate retirement relocations or complex financial decisions, you'll gain actionable strategies to enhance your practice through more effective communication. Perfect for financial advisors looking to deepen client relationships and create more impactful outcomes.Featured Guest: Derek Hagen, Director of Education and Communication at Money Quotient, financial behavior specialist, and motivational interviewing expert.Resources Mentioned in This Episode:Motivational Interviewing (4th Edition) - Miller & RollnickPsychwire.com - Learn MI directly from the foundersMoney Quotient's Motivational Interviewing Bootcamp with Derek HagenFor additional learning: Search "Motivational Interviewing" on YouTube for introductory contentConnect with Derek: Derek Hagen on LinkedInMoney QuotientConnect with Ashley: Website: www.planningandbeyond.com Ashley Quamme on LinkedIn

Text us to share what you found helpful!In this episode of Planning & Beyond, host Ashley Quamme sits down with Jake Northrup, owner of Experience Your Wealth, to explore how incorporating behavioral expertise into financial planning firms can transform client relationships and enhance practice management. As both the host and the financial behavior specialist for Jake's firm, Ashley and Jake provide a unique, inside look at this innovative approach to modern financial planning.Jake and Ashley examine how this integration has transformed client meetings, enhanced team dynamics, and created new opportunities for practice growth. They discuss the importance of giving advisors mental freedom to focus on technical aspects while having dedicated support for the psychological elements of client relationships. The episode also addresses common concerns about scaling behavioral integration and provides actionable steps for advisors interested in expanding beyond traditional planning approaches.Key TakeawaysThe future of financial planning is moving beyond technical expertiseBehavioral integration can start small with simple tools and questionsAdvisors don't need to be behavioral experts to create meaningful changeClient engagement and retention improve with behavioral integrationHaving a dedicated behavioral specialist allows advisors to be more presentIntegration should be presented as an enhancement, not a fixThe role of behavioral specialist can extend beyond client meetings to team trainingStart implementing behavioral elements before feeling fully readyConnect with Jake:: Jake Northrup on LinkedInExperience Your WealthConnect with Ashley: Website: www.planningandbeyond.com Ashley Quamme on LinkedInLinks mentioned in episodeKinder’s 3 Questions

Text us to share what you found helpful!In this episode we’re joined by Emily Rassam, wife, mother of two, Partner and Senior Financial Planner at Archer Investment Management to talk about the importance of estate planning and the emotional intricacies involved in discussing mortality with loved ones. Emily emphasizes the need to go beyond the basic estate planning documents and how advisors can help encourage clients to create a system of organization and accessibility of important information. Check out this conversation where we dive into: • Discussing mortality and the importance of estate planning• Moving beyond mere documents to a comprehensive estate plan• Strategies for engaging younger families in estate planning• Handling complex dynamics in blended families• Encouraging conversations between clients and their parents about estate planningLearn how to transform challenging client discussions into meaningful legacy planning opportunities!Connect with Emily:: Emily Rassam on LinkedInArcher Investment ManagementEmily’s websiteConnect with Ashley: Website: www.planningandbeyond.com Ashley Quamme on LinkedIn

Text us to share what you found helpful!In this episode, we're joined by Larry Sprung, husband, father, award-winning advisor, author, and mental health advocate to explore how financial advisors can transform client relationships by focusing on joy rather than just numbers. Larry shares practical insights on:How to incorporate joy-focused conversations into client meetingsBalancing saving and spending for couples with different financial perspectivesBuilding trust through authentic conversations about what brings clients joyPractical implementation of joy-focused financial planningAs a mental health advocate, Larry also discusses his journey about how his personal experiences shaped his approach to financial planning. His firm's signature question - "What did you do today that brought you joy?®" - has evolved into a powerful tool for deepening client relationships and creating more meaningful financial discussions.Connect with Larry: Larry Sprung on LInkedInMitlin FinancialMitlin Money Mindset on YouTubeDownload the Joy Journal Connect with Ashley: Website: www.planningandbeyond.com Ashley Quamme on LinkedIn

Text us to share what you found helpful!In this episode, Neil Bage, co-founder of Shaping Wealth, shares his journey from aspiring PE teacher to leader in behavioral finance, blending neuroscience with financial services to transform client relationships. We discuss the overlooked well-being of financial advisors and the importance of self-care in preventing burnout. Neil shares how empathy and curiosity can deepen client connections, and we explore the value of therapy and prioritizing contentment. This episode is full of insights on resilience, growth, and well-being for a balanced life in finance and beyond.Tune in to this episode of “Planning & Beyond!”Connect with us below!Neil Bage on LinkedInShaping WealthAshley Quamme on LinkedInVisit Planning & Beyond

Text us to share what you found helpful!In this episode, Mikel Van Cleve joins us to talk about the unique challenges blended families face in managing money. Mikel shares practical advice from his personal life and career, covering topics like handling complex family relationships, respecting traditions, and planning for kids of different ages.We dive into the emotional side of finances for blended families, including how to navigate sensitive areas like inheritance and college costs. Mikel’s insights show how open conversations and thoughtful planning can help advisors better support these families and build lasting trust.Tune in to this episode of “Planning & Beyond!”Connect with us below!Mikel Van Cleve on LinkedInAshley Quamme on LinkedInVisit Planning & Beyond

Text us to share what you found helpful!In this episode, we talk with Dr. Sarah Fallaw, co-author of The Next Millionaire Next Door and founder of DataPoints, who explains how understanding client personalities can improve financial advising. She shares how using science-backed tools, instead of just traditional risk assessments, helps advisors build stronger relationships and better support clients' wealth-building efforts. We dive into how regular wellness checks can increase client satisfaction and offer tips for advisors looking to enhance their services. Tune in to this episode of “Planning & Beyond!”Connect with us below!Dr. Sarah Fallaw on LinkedInDataPointsAshley Quamme on LinkedInVisit Planning & Beyond

Text us to share what you found helpful!In this episode of Planning & Beyond, we welcome Lindsay Troxell, Founder and Head Coach of Our Coaching Initiative. Lindsay shares her personal journey and how it shaped her approach to identity work in financial planning.Key points discussed:Lindsay's framework for understanding identity: who you are, what you value, how you behave, and why it matters (purpose).The importance of starting with "who" before diving into values and purpose.How identity work can improve advisor, team, and client well-being.Practical ways for advisors to incorporate identity discussions into client meetings.Signs that indicate when an advisor should consider outsourcing deeper identity work to specialists.You can learn more about Lindsay and her work by connecting with her through LinkedIn or her website linked below.Connect with us below!Lindsay Troxell on LinkedInOur Coaching InitiativeAshley Quamme on LinkedInVisit Planning & Beyond

Text us to share what you found helpful!In this episode, we talk with Brendan Frazier, Chief Behavioral Officer of RFG Advisory, about the mindset and skill set that advisors need to nail their prospect and discovery meeting. Brendan shares practical tips on how to quickly build trust from the first conversation as well as how to continue building on that trust in future meetings by actively listening, asking thoughtful questions, and showing genuine interest. The mindset and skills employed in these initial meetings help to create a safe and comfortable environment. Indirectly it answers clients' unspoken questions about trust and capability. Brendan offers additional techniques that advisors can use to create that safe environment. Techniques  like mirroring and summarizing can improve communication and build stronger client relationships, focusing on the human side of financial advising. This episode is jam packed with practical strategies that you can begin using and building on immediately.Connect with us below!Brendan Frazier on LinkedInThe Human Side of Money Podcast Ashley Quamme on LinkedInVisit Planning & Beyond

Text us to share what you found helpful!You plan for your clients’ retirement, but are you planning for yours? In this episode, Dan Haylett helps unpack the unique challenges financial advisors face when planning their own retirement. From building self-sustaining teams to seeking our own financial planners, we share essential strategies to avoid common pitfalls. Beyond the financial aspects, we explore the emotional struggles, such as losing a sense of identity and client connections. Advisors can navigate these challenges by creating new roles and finding purpose in this next chapter.Connect with us below!Dan Haylett on LinkedInTFP Financial PlanningHumansvsretirement.com Ashley Quamme on LinkedInVisit Planning & Beyond

Text us to share what you found helpful!In this episode of Planning and Beyond, we sit down with Dan Haylett, a trailblazer in the world of retirement planning. Together we explore the emotional difficulties of modern day retirement and how advisors can support their clients in being what Dan calls a "retirement rebel.” Dan shares his innovative approaches to helping first-generation retirement rebels, including supporting couples. This episode is a must-listen for financial advisors looking for skills in navigating the emotional challenges that come with planning for pre-retiree and retiree couples. Connect with us below!Dan Haylett on LinkedInTFP Financial PlanningAshley Quamme on LinkedInVisit Planning & Beyond

Text us to share what you found helpful!What is "funded contentment," and how do you live a truly meaningful life? In this episode, we talk with Brian Portnoy, founder of Shaping Wealth, about how true wealth is more than just having lots of money. We also talk about how financial advisors can focus on helping people with their life goals, not just their finances. Finally, we dive into how to have deeper, more meaningful conversations about money and life.Connect with us below!Brian Portnoy on LinkedInAshley Quamme on LinkedInVisit Shaping WealthVisit Planning & Beyond

Text us to share what you found helpful!Unlock the secrets of integrating financial psychology into your practice with insights from Dr. Meghaan Lurtz. We tackle the nuanced challenges and uncover strategies to bring financial psychology into firms effectively. From hiring specialized experts to comprehensive advisor training, each method has its unique advantages in understanding client emotions and improving communication. This episode draws on real-world experiences from Beyond the Plan and Shaping Wealth, emphasizing multiple pathways to success.Learn more about the critical role of communication skills in financial planning and learn about the educational opportunities that can set you on the path to mastery. Programs from Kansas State University, the University of Georgia, Shaping Wealth, and the Financial Therapy Association are spotlighted, illustrating the importance of early integration and continuous professional development. Despite obstacles like time constraints and initial skepticism, Ashley Quamme and Dr. Meghaan Lurtz share actionable suggestions to embed these skills into your daily practice. We also highlight the significance of community support, encouraging collaboration with peers to enhance your financial therapy skill set.Connect with us below!Dr. Meghaan Lurtz on LinkedinAshley Quamme on LinkedinVisit Shaping Wealth

Text us to share what you found helpful!Ready to transform your client communication? In this episode, Dr. Meghaan Lurtz, Partner at Shaping Wealth, joins us to reveal the secrets of effective questioning in financial planning. Discover how the right phrasing turns questions into engaging conversations, strengthening client relationships. Learn to frame inquiries with empathy and calmness, creating a welcoming environment for clients to share insights.We delve into the emotional aspects of asking questions, offering valuable advice for financial advising, marriages, and parenting. Gain practical tips for refining your questioning techniques, including AI tools for self-assessment and readings like Warren Berger's "The Beautiful Book of Questions." Don’t miss this episode. Stay tuned for more as we continue to inspire your journey of planning, growing, and going beyond.Connect with us below!Dr. Meghaan Lurtz on LinkedInAshley Quamme on LinkedInVisit Shaping Wealth

Text us to share what you found helpful!Is the secret to exceptional financial advising hidden in your own self-awareness? Join me, Ashley Quamme, and Dr. Meghaan Lurtz in this episode of Planning and Beyond as we explore the crucial role of self-awareness in financial planning. We discuss how personal biases, money stories, and experiences shape professional advice and client interactions.Discover the power of self-reflection and emotional intelligence through a compelling example of an advisor specializing in doctors. Learn about countertransference and how personal feelings can interfere with professional advice, and hear a candid story about making tough decisions due to strong emotional reactions.We also emphasize the importance of having a support system, whether through peers, mentors, or professional groups like Shaping Wealth, to maintain ethical standards and foster growth. Additionally, we highlight the value of financial advisors having their own advisors and the insights gained from peer-to-peer interactions.Don’t miss this episode. Stay tuned for more as we continue to inspire your journey of planning, growing, and going beyond.Connect with us below!Dr. Meghaan Lurtz on LinkedInAshley Quamme on LinkedIn