How to build emotional intelligence for trust & retention.

A significant intergenerational wealth transfer is underway, yet many advisory firms still struggle to engage next-generation clients, women investors and family decision-makers.

Internationally recognised advisor coach and relationship expert Dr Amy D’Aprix joins Jonny Adams to explore why trust gaps emerge, how advisors can close them, and what separates transactional conversations from trusted advisory relationships.

Drawn from Dr Amy’s acclaimed Art of Deepening Relationships methodology.

Why now?

As wealth moves between generations, many firms face increasing pressure to retain family relationships beyond the primary client. Next-generation beneficiaries and women investors expect a different experience, one built on understanding, empathy and meaningful conversation rather than purely technical expertise.

Vanguard’s research references show that emotional trust accounts for 53% of trust in an advisory relationship, compared with 30% ethical trust and 17% functional trust.

Advisers who can strengthen emotional trust create an opportunity to differentiate beyond investment performance alone.

What you’ll take away from this webinar

• The 3 Levels of Listening and how to identify what clients aren’t saying: using real-world scenarios.
• The LERA Framework (Listen, Empathise, Reassure, Act) for navigating difficult conversations.
• How to embed these behaviours through development pathways, coaching, manager reinforcement and revenue-linked measurement.

The future trusted adviser will not just be technically competent; they will be confident discussing the life events that trigger financial action.

Webinar registration