The Power of Listening in Financial Planning

In my last blog, I shared my lightbulb moment—an insight that shifted my perspective. Today, I want to share something deeply personal about how the challenges of the last few months have changed and shaped me.

Facing the Unknown

The firm I had helped build and effectively run was sold not long ago, and I wasn’t part of its future. Suddenly, every insecurity I had buried came rushing to the surface. I started questioning myself:

• I don’t have a degree.
• I haven’t completed financial planning exams.
• I don’t have an extensive list of qualifications.

I’m just George—how do I sell that? Would people buy into me?

Reflecting on this, I realised how these insecurities had created a deep-seated fear that I tried to mask. To protect myself, I built a façade. I projected confidence and authority, often shaping my views to fit the narrative I thought others expected. But in doing so, I missed an essential element of connection: authenticity.

The Power of Listening

If building a business is genuinely about relationships, as I firmly believe, then the most critical skill we can develop is the power of listening. Focusing on projecting expertise or authority is easy, but real connections come from understanding—not just being heard, but truly listening.

Taking Down the Mask

I’ve heard people dismiss the value of annual client reviews. Common refrains include:

• “What am I going to say?”
• “The client doesn’t even want this meeting.”

I’ve also observed meetings where the adviser dominates the conversation. The client leaves, and feedback often falls into two extremes:

• “That was a great meeting.”
• “That felt pointless.”

Why does this happen? While I’m no psychologist, I believe it stems from a need to fill silence—driven by our insecurities. Writing intellectual pieces, talking endlessly, or trying to demonstrate expertise often serves as a mask to cover self-doubt.

My Journey to Listening

While exploring new work opportunities, I initially felt the need to talk too much. I thought filling the air with words would showcase my value. But when I started listening instead, things began to change. Doors opened. Conversations deepened. Trust was built.

Why Listening Is a Financial Planner’s Superpower

Financial planning is fundamentally about relationships. At its core, it’s about understanding people—their goals, fears, and aspirations. This is why listening is not just a skill but a superpower.

When we genuinely listen:

• We catch details we might otherwise miss.
• We hear what’s said and what’s unsaid.
• We create space for clients to feel heard and valued.

Silence Can Be Powerful

Many of us feel uncomfortable with conversation silence, but it’s not bad. Silence gives clients room to process and share. Instead of rushing to fill the space with advice, focus on:

• Asking the right questions.
• Actively taking notes on what the client says.
• Resisting the urge to tell clients what we think they want to hear.

Transforming Client Relationships

By embracing the power of listening, we shift from simply delivering advice to building meaningful, trust-based relationships. The better we listen, the more aligned our recommendations become with what clients genuinely need—and the more valued they feel.