The financial services industry (and it seems the entire business world) is hyper-focused on artificial intelligence (AI). Many professionals worry they will be replaced. But as McKinsey noted in a recent report, “Technology will empower advisors to feel and act more human, not less.” When used correctly, AI can handle routine administrative tasks, tax optimization, and portfolio rebalancing. What it can’t do well is break money silence with clients.
Yes, AI can generate prompts for money conversations and encourage discussions about both the technical and emotional sides of finances. I know because I’ve tried it. What’s missing from these artificial conversations is the human touch. The authenticity and empathy an advisor brings to the dialogue are essential ingredients in helping people open up.
There has never been a better time to guide your clients toward meaningful wealth conversations. This is the value you add today—and the value you will continue to add in the future. Breaking money silence can be as simple as asking these three questions:
- What did you learn about money growing up?
- What are you not talking about today?
- What do you want the next generation to know about wealth?
Whatever your client shares is exactly what needs to be said. By asking these questions, you set the stage for a trusting relationship, one that goes far beyond what AI can offer.
Remember, there is only one person who can break money silence the way you do—and that is you.
