Empathy: The Key to Strengthening Client Relationships

It’s often hard to put others first. Our brains are instinctively programmed to focus on ourselves. Research by Shenbing Kuang reveals that we tend to prioritize self-related thoughts, which can impact how financial advisors communicate with their clients.

This self-focus is associated with activity in the medial prefrontal cortex. Conversely, when we concentrate on others, another brain region known as the temporoparietal junction becomes active. Unfortunately, the prefrontal cortex often takes over, pulling our thoughts back to our own concerns.

Advisors can mitigate this effect by developing mindful awareness and empathy. By training themselves to recognize moments when their focus shifts inward, they can redirect their attention back to their clients’ needs. Engaging in conscious empathy and active listening helps advisors strengthen their relationships, fostering trust and a deeper understanding.

Finsum: Embracing empathy can significantly enhance personal growth for advisors and deepen client connections.

• personal growth
• client adoption
• client management
• clients

The views and opinions expressed herein are those of the author and do not necessarily reflect those of Nasdaq, Inc.