FROM THE BLOG

As artificial intelligence continues to reshape the financial services industry, emerging insights highlight that successful outcomes are driven not only by markets and portfolios, but by the human side of financial advice.

A recent industry report, which used AI to analyze roughly 12,000 anonymized advisor-client meetings, revealed a powerful truth: how clients feel during a conversation can be just as important as what’s being discussed.

While investment strategy remains vital, this research found that client sentiment at the end of a conversation was the strongest indicator of whether recommendations would be accepted or acted upon. Demographics, portfolios, and even market data were less predictive. Advisors who scored the highest on what the report referenced as “Advisor Emotional Intelligence Score” focused on:

• Balanced talk time that lets clients express concerns
• Open-ended questions that invite dialogue
• Empathy statements and emotional check-ins
• More time spent on financial goals and planning, with less emphasis on compliance recitation or market commentary

This research emphasizes a timeless truth: while technology can illuminate patterns, the human connection remains a core driver of financial advice success.

Talk soon,

Carolyn Sterling, CFP®
Director of Practice Management

Posted by Prospera Financial