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Episode Summary

You’ve likely heard of emotional intelligence (EQ).

Intellectual intelligence (IQ) is important. But, EQ is crucial.

Especially when you work with emotional human beings on the emotionally-charged topic of money.

When the ability to do your job hinges on getting people to divulge some of the most personal and intimate details of their lives (finances, dreams, visions, hopes, fears, hardships, etc.).

When their outcomes are dependent on doing things that require delayed gratification and uncertainty.

When you’re alongside them through the loss of a spouse, the birth of a child, changing jobs, health issues, transitioning to an empty nest, caring for aging parents, and on and on.

IQ is great for navigating financial complexities.

EQ is great for navigating human complexities.

But, how can advisors and planners seamlessly incorporate EQ principles into their practice?

Beverly Flaxington, Human Behavior Coach®, best-selling author, and international speaker joined the show to break down human behavior and how advisors can apply EQ principles.

Things You’ll Learn

  • The top 5 secrets of human behavior to better understand other people
  • The role of emotional intelligence (EQ) in transforming relationships
  • The four tenets of emotional intelligence
  • The three ways advisors can apply and improve emotional intelligence with clients
  • Examples of questions to ask clients that get better answers
  • Keys to asking questions that get clients and prospects to open up and answer with ease
  • Improving your listening skills by recognizing “nuggets” and “presenting problems”
  • The trust-eroding mistake most advisors make when seeking to understand someone’s goals
  • Why most advisors don’t know their clients beyond basic details and data
  • The power of story telling that connects and inspires (and how to use stories with clients)

About Beverly Flaxington

Beverly Flaxington, MBA is the Human Behavior Coach®. She is a three-time best-selling author, an investment industry professional, an international speaker, Certified Hypnotherapist, personal and career coach, certified corporate trainer, college professor, behavioral expert and entrepreneur. Beverly’s knowledge of human behavior and the most effective ways to make change happen have helped thousands of people over the years. 

Other Episodes You’ll Like On Understanding Humans

Resources

The Collaborative Website

Beverly Flaxington LinkedIn

Deepak Chopra

Guy Finley

Eckhart Tolle

Understanding Other People: The Five Secrets To Human Behavior by Beverly Flaxington

The Pocket Guide To Sales For Every Financial Advisor by Beverly Flaxington

Make Your SHIFT: The Five Most Powerful Moves You Can Make To Get Where YOU Want To Go by Beverly Flaxington

“Listening With Empathy: A Parent’s Role” by Beverly Flaxington

The Zen of Listening: Mindful Communication In The Age Of Distraction by Rebecca Z. Shafir