The financial advice industry does an outstanding job of training and developing technical knowledge. The industry is full of advisors and planners who can sit down at a computer and calculate the time value of money with the best of them. But, financial planning done right isn't just about technical answers. It's about how those answers intersect with the person's life. Doing that requires knowing how to incorporate the human element. And, no one knows how to do that better than Hannah Moore. In this episode, Hannah gives us a look at how she incorporates the human element into her planning process so that the technical knowledge aligns with the client's life. In this episode, we discuss: How (and why) she changed her approach to the prospect process How to respond when a client says "Tell me what to do!" The power of the values exercises she takes clients through The "Budgeting Blocks" exercise to align values and spending Why she believes the industry is training the human out of the professional   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 Episode 87. *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