26. The Hidden Role of Shame in Financial Planning: Practical Tools for Advisors to Create Client Breakthroughs with Nathan Astle Artwork

Planning & Beyond®

Planning & Beyond® transforms how financial advisors approach client relationships by bridging psychological insights with practical planning strategies. Hosted by Ashley Quamme, a licensed therapist and financial behavior specialist, each episode delivers actionable techniques you can implement in your next client meeting.

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Planning & Beyond®

26. The Hidden Role of Shame in Financial Planning: Practical Tools for Advisors to Create Client Breakthroughs with Nathan Astle

June 05, 2025 • Ashley Quamme

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Is an invisible emotional barrier preventing your clients from following through on their financial plans? In this episode, Certified Financial Therapist™ and founder of the Financial Therapy Clinical Institute, Nathan Astle, reveals how unaddressed financial shame often lurks beneath surface-level resistance and avoidance behaviors. Unlike guilt (which can motivate positive change), shame convinces clients they are fundamentally flawed, creating a cycle of defensiveness and inaction that sabotages even the most technically sound financial strategies.

Through personal stories and evidence-based insights, Nathan provides a practical framework for identifying shame triggers, asking powerful questions that build safety, and creating the warm, judgment-free environment where true financial transformation becomes possible. Discover why statements like "this should be doable" can unintentionally deepen shame, and learn specific conversation strategies that help clients move from "I am bad with money" to making meaningful financial progress.

Key Takeaways:

Recognize Financial Shame vs. Guilt in Client Behavior - Financial shame isn't about a client's actions but about their self-perception.
Create a Shame-Reducing Environment Through Language and Questions - Replace "should" statements with warmth-building questions like "How confident do you feel about this plan?"
Address Gender and Entrepreneurial Money Shame Patterns - Financial shame often manifests differently across genders, with men frequently experiencing shame around earning capacity and women around spending habits.

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