162: How to Have More Impactful Conversations Through Motivational Interviewing With Jeremy Keil

The Efficient Advisor: Tactical Business Advice for Financial Planners

Empathy and support are essential components of the advising process, but sometimes it’s hard to connect with clients on such a deep level. Our guest today, Jeremy Keil, shares some powerful and effective tools he has used over the years to strengthen his relationship bond with clients.
In this episode, Libby and Jeremy dissect the following three levels of communication:

1. Surface-level
2. Goals and underlying motivations
3. Vulnerable, profound discussions

While all three levels are necessary to building trust and meaningful relationships, it’s the third level of communication—vulnerable, profound discussions—that cements an advisor's indispensability. Jeremy's insights on asking strategic questions are key to building lasting bonds with your clients.
Libby and Jeremy discuss the transformative power of motivational interviewing, a nuanced form of communication that can strengthen the bond between financial advisors and their clients. Originating from psychology, motivational interviewing helps guide discussions about change and helps clients articulate their financial goals, while highlighting the importance of tailoring advice to a client's unique life situation.
Whether you're a seasoned financial advisor or new on the block, this episode is laden with strategies and insights to communicate with intention and foster trust with your clients. Let’s go!

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LINKS FROM THIS EPISODE:
Check out Jeremy’s website here
Connect with Jeremy on LinkedIn here
Websites Mentioned:
Welcome to the Motivational Interviewing Website! | Motivational Interviewing Network of Trainers (MINT)
Books Mentioned:
Motivational Interviewing: Helping People Change and Grow

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Looking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Chapters

1. Building Trust and Connection With Clients (00:00:00)

2. Motivational Interviewing for Better Client Conversations (00:04:03)

3. Empathy, Support, and Exploring Change (00:15:39)

4. Motivational Interviewing in Substance Abuse (00:20:21)

5. Using Motivational Interviewing in Financial Planning (00:28:54)

6. Financial Advisor's Journey and Expertise (00:38:45)

7. The Power of Intentional Communication (00:43:50)