Warren Shute at HUM London 2023
Understanding Your Client's Psychology
At Humans Under Management London 2023, Warren Shute presented on the psychology of money, leveraging his extensive experience in financial planning to enhance client relationships.
The talk focuses on understanding clients' psychological needs to improve financial advisers' effectiveness. It addresses the challenge of adding value in an era of information parity, where clients have access to abundant financial information.
Key insights from the talk include:
- The importance of recognising six fundamental human needs: certainty, variety, significance, love, growth, and contribution.
- Strategies for enhancing communication with clients by asking values-based questions and understanding their deeper motivations.
- The need for financial planners to create processes that instil confidence while also introducing variety in client interactions.
- The significance of building connections and fostering a sense of community among clients to enhance their overall experience.
Watching this video will equip financial advisers with practical tools and insights to strengthen client relationships, improve communication, and ultimately enhance their practice.
