Building Trust Through Temperament-Based Communication: A Game Changer for Financial Advisors

Being a financial advisor is about more than managing portfolios or balancing budgets—it’s about shepherding people through their financial journeys. Success in this role requires wisdom, faith, and a commitment to personal growth. By embracing mentorship, fostering mentees, surrounding yourself with supportive peers, and striving for continual learning, you can embody the qualities of a wise counselor. Let’s explore these pillars in greater depth.

Bridging the Communication Gap

Sarah sat across from her financial advisor, feeling frustrated and misunderstood. Despite his expertise, something wasn’t clicking. Like many client-advisor relationships, this one was struggling—not because of poor financial advice, but because of a simple communication gap.

Communication breakdowns cost financial advisors more than just uncomfortable meetings. Research shows that 70% of clients leave their advisors due to poor communication, not poor performance. The good news? Understanding and adapting to different temperaments can bridge this gap.

Just as Jesus spoke differently to different people—using parables for the crowds and direct teaching for His disciples—we, too, can learn to adjust our communication style. When we understand how God uniquely designed each person’s temperament, we can serve our clients better and build lasting relationships.

Think about it—some clients want just the facts, while others need to process emotions before making decisions. Some prefer detailed explanations, while others want the big picture. These preferences aren’t random; they’re rooted in God-given temperaments that shape how people receive and process information.

By learning to recognize and respond to these different temperaments, you can transform your client relationships from good to extraordinary. Let’s explore how understanding temperaments can help you become the trusted advisor your clients need.

The Foundation of Trust: Words That Connect

Words can build bridges or create walls between financial advisors and their clients. Research from the Journal of Financial Planning shows that 72% of clients who leave their advisors do so because of poor communication, not poor performance.

Think about the last time someone really understood you. It felt good, right? That’s the kind of connection we want to create with our clients. Just like Jesus met people where they were, we need to adjust our communication style for each person we serve.

Effective Communication Strategies:

• Use clear, jargon-free language
• Reflect back what clients say
• Ask thoughtful questions
• Acknowledge emotions

What to Avoid:

• Dismissing concerns
• Using technical terms without explanation
• Interrupting
• Making assumptions

Your words can be a gift to your clients. By choosing them carefully and delivering them with genuine care, you’ll build the kind of trust that lasts.

Understanding the Four Temperaments

Let’s explore the four main personality types that shape how your clients think, feel, and make decisions about money. Think of these temperaments like different languages—when you speak your client’s language, you build trust naturally.

• Choleric: The decisive leader who wants quick answers and bottom-line results. Keep communication direct and efficient.

• Sanguine: The enthusiastic connector who thrives on stories and relationships. Engage them with personal experiences and an upbeat approach.

• Melancholic: The detail-oriented planner who values thorough explanations and structured processes. Provide data and logic to support recommendations.

• Phlegmatic: The steady peacemaker who seeks a calm, low-pressure environment. Be patient and offer reassurance.

Understanding these temperaments helps you serve clients as Jesus would—with wisdom and grace.

Reading Your Client’s Communication Style

Have you ever noticed how some clients lean forward eagerly while others sit back with arms crossed? These behaviors offer valuable clues about how your clients prefer to communicate.

Body Language & Speech Patterns:

• Choleric: Direct eye contact, firm handshake, decisive speech.

• Sanguine: Expressive gestures, warm smile, animated storytelling.

• Melancholic: Thoughtful pauses, note-taking, detailed questions.

• Phlegmatic: Relaxed posture, steady tone, preference for reflection.

Key Questions to Ask:

• “How do you prefer to receive updates about your portfolio?”

• “What’s your usual approach to making financial decisions?”

• “What would an ideal advisor relationship look like for you?”

Their answers will reveal their temperament and guide you in adapting your approach.

Tailoring Your Approach

For Choleric Clients:

• Be brief, results-focused, and confident.

• Example: “Here’s what we achieved this quarter, and here’s our next target.”

For Sanguine Clients:

• Build rapport with personal connection and stories.

• Example: “This reminds me of another client’s journey…”

For Melancholic Clients:

• Provide detailed explanations and supporting documents.

• Example: “Let me walk you through each step of this process.”

For Phlegmatic Clients:

• Create a pressure-free, reassuring environment.

• Example: “We can take our time to make sure you’re completely comfortable with this decision.”

By speaking your client’s “heart language,” you foster deeper trust and stronger relationships.

Strengthening Family Conversations

Family meetings about money can feel like walking through a minefield. Each person processes information differently, leading to potential conflict.

Best Practices:

• Set ground rules for respectful discussions.
  
• Allow each family member to share their perspective.
  
• Provide both big-picture insights and detailed data.
  
• Schedule shorter, more frequent meetings instead of long sessions.

Jesus met people where they were—whether through deep theological discussions or relatable parables. We can do the same with our clients and their families.

Practical Steps for Implementation

Start with one client this week. Observe their communication style, adjust your approach, and reflect on the results.

Actionable Tips:

• Keep a notebook to track communication preferences.
  
• Avoid over-adapting—be authentic in your approach.
  
• Adjust written communication to match client preferences.
  
• Use free tools like the DISC assessment to refine your understanding.

Conclusion

Building trust with your clients starts with speaking their language. When you understand and adapt to different temperaments, you open doors to deeper connections and more meaningful financial conversations.

Small adjustments can lead to big breakthroughs in trust and understanding. Jesus met people where they were, speaking differently to fishermen than to religious leaders. By following His example, you’ll not only improve communication but also serve your clients in a way that honors their God-given uniqueness.

Start today. Observe, adjust, and transform your client relationships—one conversation at a time.