In an era where algorithms can optimize portfolios and AI can quickly respond to financial questions, how can we—as advisors—ensure we remain indispensable?
I believe the answer lies in emotional intelligence (EI).
On a recent episode of the Only Human podcast, I spoke with licensed therapist and financial behavior specialist Ashley Quamme. Our insightful discussion highlighted how EI—not AI—is the cornerstone of relevance in today's evolving financial landscape.
“We’ve got to stay human in a world of technology,” I shared during the podcast. “Our humanity is our differentiator.”
Ashley defines emotional intelligence as the ability to understand and manage both your own emotions and the emotions of those around you. It involves:
Contrary to common belief, EI is far more nuanced than simply asking, "How do you feel?"
Ashley emphasized that the journey toward becoming emotionally intelligent begins with self-reflection—and often, therapy. She highlighted that therapy isn’t just for moments of crisis:
“Some of the most profound sessions occur when nothing is wrong. You’re calm, regulated, and ready for deep exploration.”
When I explored my own emotional landscape through therapy, I became better equipped to navigate my clients' emotions. The result? Stronger relationships built on trust and deeper communication.
Ashley introduced me to the NURSE framework, a practical tool originally developed for healthcare professionals but highly effective for advisors:
In a real-life example I shared on the podcast, I described a federal employee client anxious over impending governmental changes. Ashley demonstrated the NURSE framework, showcasing how simple yet powerful EI can be in strengthening client relationships.
Ashley stresses that EI isn't limited to discussing feelings. It involves:
EI equips us as advisors to navigate delicate financial decisions, addressing our clients' underlying fears, anxieties, and concerns effectively.
Advisors who master EI have a clear advantage. AI might generate flawless financial plans, but it can’t:
I’ve noticed firsthand that clients often prefer emotionally intelligent advisors:
“Show a little empathy, and it’s like, ‘Take my money.’”
To deepen your EI, Ashley recommends exploring programs like Shaping Wealth and The Heart of Finance by James Woodfall. I also suggest the Behavioral Financial Advisor (BFA™) designation as a valuable training pathway.
This isn't merely a "soft skill"—it's your competitive advantage. Consistent empathy, active listening, and authentic human interactions can’t be replicated by technology.
As Ashley points out:
“Even just eye contact sends a powerful signal that we’re safe. AI can’t do that—you can.”
👉 Subscribe to listen or watch the Only Human Podcast today and stay irreplaceable in the age of AI.
We’ve all heard the cliche “health is wealth,” but rarely do we talk about how wealth—or more importantly, our understanding of money—impacts our health. Financial literacy isn’t just about balancing a budget or choosing the right investments. It’s about cultivating the peace of mind that comes from knowing you're in control.
.svg)
