Knowing Me, Knowing You
Knowing Me, Knowing You – The Podcast For The Future of Wealth Management
The Knowing Me, Knowing You Podcast is where forward-thinking wealth managers, tech innovators, and engaged clients come together to explore the future of client discovery and engagement to drive growth.
Through candid conversations with industry leaders, behavioral finance experts, and innovators, we uncover new ways to personalize advice, strengthen advisor-client relationships, and drive business growth.
Whether you're an advisor looking to differentiate, a fintech leader shaping the future, or a client who wants more alignment between money and purpose—this podcast is for you.
Better conversations. Smarter decisions. Stronger connections. Subscribe now.
Knowing Me, Knowing You
44. This is Why Clients Don’t Hear Your Value with Kathleen Burns Kingsbury
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This episode will challenge everything you've been taught about pitching your services. It’s not about what you offer, but about how clients feel. If you’re still leading with your planning process, it’s time you realize that your clients don’t care…until you speak to their emotions first.
If you've ever fumbled through the “what do you do?” question or watched a prospect's eyes glaze over mid-pitch, this one’s for you. Kathleen Kingsbury brings the mindset shift advisors must make to connect with what clients actually want.
Kathleen cuts right into a challenge most advisors have faced during their career: the words they use to describe their value almost never match what clients are actually looking for. Advisors lean into plans, deliverables, and process, while clients come with anxiety, uncertainty, and the hope that someone will help them feel confident. She explains that you bridge the gap by reflecting the client’s concern first, and not on the fancy words you would like to use to describe your service. The doses of humbleness and reality we all need.
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