Ep 58: How Emotions Shape Decisions in Wealth Management

Episode 58: How Emotions Shape Decisions in Wealth Management

Guest: Dr. Joshua Wilson

Overview

Welcome to the Financial Advisors Want to Know Podcast! I’m Catherine Tindall, CPA with Dominion Enterprise Services, where we help financial advisors navigate income tax planning and compliance.

Today, we’re joined by Dr. Joshua Wilson, an award-winning wealth advisor, former RIA CEO, and PhD in Behavioral Finance. As a Growth Partner for Advisors and FinTechs, he applies NeuroBehavioral principles to help firms connect with prospects and grow effectively.

Key Takeaways:

✅ Emotions First, Logic Second – Clients make decisions emotionally before using logic to justify them. Advisors must first build an emotional connection before diving into technical details.

✅ The Modern Client Journey – 80% of research happens before a client meets an advisor. Establishing credibility through online content is key to making a strong first impression.

✅ Storytelling Creates Connection – Clients resonate with real stories more than raw data. Sharing relatable experiences fosters trust and engagement.

✅ Breaking Through Emotional Blocks – Financial hesitations are often emotionally driven. Advisors must uncover, address, and reframe clients' financial fears and beliefs.

✅ Humanity in Marketing – Clients choose advisors they relate to. Showcasing your personality and unique approach helps differentiate you in a crowded market.

Connect with Dr. Joshua Wilson

🌐 LinkedIn
📺 YouTube

Connect with Catherine

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🌐 Website: Dominion Enterprise Services
📧 Email: admin@dominiones.com

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