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Technique
Sending to client couples separately during onboarding to understand each partner's assertiveness and cooperativeness levels before meetings
"I personally really like the DISC profile, which kind of shows things from, literally, dominance is one of them to cooperativeness. If you send clients that in advance as part of the onboarding process, you can kind of see like, oh, client A is very high in..."
Technique
Helping clients step past loss aversion when contemplating selling a home or concentrated stock position by reframing the decision as a future gain
"I've actually written about this one before — future self questions — and it's super helpful in the situation of loss aversion. Imagine it's three years from now. The house has sold. You're settled somewhere new. You love it. You find out that your old hous..."
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