How can advisors create a positive emotional experience with finances and financial planning for their clients?

This week on Framework, Mary Bell Carlson, Ph.D., CFP®, AFC®, President of Financial Behavior Keynote Group, joins our host, Ana Trujillo Limón, Director, Coaching and Advisor Content, to explore behavioral finance in client-advisor relationships.

Dr. Carlson underscores the importance of listening, creating positive emotional experiences, and understanding the influence of early money memories. She advocates for solution-focused approaches, and the use of silence and emotional intelligence to better engage clients, especially women. Their conversation also covers the parallels between public speaking and client interactions, and the critical role of human connection in financial advising. Dr. Carlson also discusses research from her dissertation on soldiers’ financial behaviors pre- and post-deployment, emphasizing the value of emotional intelligence in financial decision-making and client retention.

Mary discusses:

  • How she fell in love with personal finance
  • The Financial Behavior Keynote Group
  • How her first money memories with the church and her father have shaped her relationship with money
  • How advisors can use their clients’ money memories in their financial planning
  • How applying behavioral finance frameworks can help clients feel valued
  • Why advisors need to get comfortable with silence and stop trying to fill in the gap
  • How those in the finance industry should reframe their thinking about behavioral finance
  • And more


Connect with Ana Trujillo Limón: 

Connect with Mary Bell Carlson:

About our Guest: 

Dr. Mary Bell Carlson is a financial behavior expert and has worked in both the military and government communities for the last decade. From the bowels of the Pentagon to international audiences, Dr. Carlson has presented numerous financial seminars and worked on a variety of financial planning and education projects. After getting married and having her two daughters, she started Chief Financial, a personal finance education platform to help busy moms. Currently, she also works as adjunct faculty for the financial planning programs at both the University of Georgia and Texas Tech University.

Send us your questions, we’d love to hear from you! Email us at


Carson Group is committed to advancing financial literacy. Our coaches work with thousands of FPA members. Schedule a consultation to learn how Carson can help you help your clients and grow your business.

facebook twitter linkedin mail print
Share Post: facebook twitter linkedin mail print
Recent Posts

Jessica Flynn: Attracting & Retaining Next-Gen Talent

By: Ana Trujillo Limon
What powers the future of financial advisory? In this episode, Ana Trujillo Limón, Director, Coaching and Advisor Content, speaks with Jessica Flynn, Director of Account Strategy at, about …

The Why, What and How of Attracting and Retaining Gen Z Stakeholders

By: Jessica Harrington
Sometimes mindlessly scrolling TikTok isn’t a total waste of time. It might actually give you some insight into how the different generations work. One TikTok I recently watched depicts …

Jalen Blackmon, Jabin Moore & Isaiah Johnson: Diversifying Workplace Culture With Gen Z

By: Ana Trujillo Limon
Are you ready to dive into what it takes to attract and retain the next generation of professionals in the finance industry? In this episode, Ana Trujillo Limón, Director, …

Debra Taylor, CPA/PFS™️, JD, CDFA®️: Navigating Women’s Financial Challenges

By: Ana Trujillo Limon
With studies showing that women often leave advisors if not feeling connected, wealth managers must understand the importance of building relationships with female clients. Tune in to the Framework …
1 2 3 143