Money decisions are never just about money. Research tells us that about 90% of all financial decisions are made emotionally, not logically. Decisions driven by our mind rather than our money. And every financial behavior, even if it appears illogical, makes perfect sense once you understand the underlying beliefs, feelings, and thoughts that accompanied the decision. These beliefs, feelings and thoughts form your money mindset. And every current and future client you work with is programmed with their own money mindset driving all of their decisions. Fortunately, Rick Kahler is one of the pioneers in this space and shares from his own experience working with clients the latest tools and research to help you discover and change your client's money mindset. In this episode, we discuss: Why there is no such thing as an illogical behavior The three exercises he uses to explore clients' money beliefs Why asking questions kills conversational flow A powerful conversational tool to replace asking questions Why you can't best serve your clients until you do your own work *The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode, check out www.wiredplanning.com/episode59 *For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn