Cultural Intelligence: Different Values & Behaviors in Financial Planning

9:45 AM - 10:45 AM
San Diego A

If a client does not smile or hold eye contact, we might assume that the client does not trust us. In fact, smiling and eye contact have different meanings in various communities. While we often think of culture in terms of ethnicity and nationality, it may be based on other commonalities, such as generation or region within the US. By learning strategies to connect with prospects and clients whose values and behaviors may differ from our own, we can build stronger relationships and create financial plans consistent with our clients’ values.

Learning Objectives: 

  1. Improve communications with clients who do not respond as expected
  2. Understand and incorporate different cultural values into a client’s financial plan
  3. Build a stronger bond with clients from a variety of backgrounds