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You've been to those conferences. Every speaker says "the key to success is asking great questions" - then they stop talking. Maybe they give you one or two magic phrases, but nobody teaches you how to actually have these conversations.
In this episode, CFP Jeremy Keil breaks down motivational interviewing (MI) - a framework that transforms how advisors guide clients through financial decisions. Jeremy shares how he discovered MI through his wife (an elementary school counselor), invested in the training, and completely shifted his approach to client conversations. The result? Clients feel more empowered, make better decisions, and actually follow through on recommendations.
We explore the OARS framework (Open-ended questions, Affirmations, Reflections, Summaries) and why asking fewer questions often leads to better conversations. Jeremy shares real stories - including losing a life insurance client because he skipped the permission step, and helping a widowed client work through guilt about using life insurance proceeds for a family vacation.
This isn't about adding more techniques to your toolkit - it's about fundamentally changing how you show up in client meetings. Whether you're navigating discovery conversations, helping clients through major transitions, or presenting recommendations, MI gives you a structure to meet clients where they are emotionally while still delivering the technical guidance they need.
Jeremy explains how to balance the psychological depth of MI with the technical demands of financial planning, and how to guide conversations without interrogating clients. He also shares the surprisingly affordable training options available
If you've ever felt like you're talking at clients instead of with them, or wondered why smart recommendations don't translate to action, this conversation provides the framework you've been missing.
Resources and Guest Information:
Connect with Jeremy Keil:
- Website: JeremyKeil.com
- Book: Retire Today: Create Your Retirement Master Plan in Five Simple Steps
- Connect with Jeremy on LinkedIn
Motivational Interviewing Resources:
- MotivationalInterviewing.org - Training directory for MI courses.
Related Planning & Beyond Episodes:
Connect with Host Ashley Quamme:
- Podcast Website: Planning & Beyond®
- LinkedIn: Ashley Quamme - Licensed Therapist & Financial Behavior Specialist
- Beyond the Plan®: Financial psychology integration services
37 episodes
