57. Crafting Relatable Conversations to Attract Ideal Clients with Derrick Kinney Artwork

Planning & Beyond® - Where financial planning meets human understanding

Planning & Beyond® is for financial advisors who want to go beyond the numbers and build deeper, more trusted client relationships.

Hosted by Ashley Quamme, a licensed therapist and financial behavior specialist, this podcast helps advisors better understand the psychology, emotions, and behaviors that shape client conversations.

Each episode offers practical strategies you can apply in discovery meetings, prospect conversations, difficult money discussions, and major life transition planning. Through conversations with experts in behavioral finance, financial psychology, and financial therapy, Ashley explores how advisors can strengthen communication, navigate emotional moments, build trust, and support clients with more confidence.

If you want to improve the way you connect with clients, ask better questions, and bring more empathy and clarity into your planning process, Planning & Beyond® will help you sharpen the human side of your advisory work.

Topics include:

Mastering discovery and prospect meetings
Navigating difficult money conversations
Understanding client psychology
Building trust and deepening client relationships
Managing emotional client situations
Improving advisor-client communication
Applying behavioral finance strategies
Supporting clients through life transitions

New episodes release weekly. Subscribe for practical conversations on the human side of financial planning.

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Planning & Beyond® - Where financial planning meets human understanding

57. Crafting Relatable Conversations to Attract Ideal Clients with Derrick Kinney

July 30, 2026 • Ashley Quamme

0:00 | 40:22

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What do you say when someone asks, “So, what do you do?”

For many financial advisors, that simple question can turn into a missed opportunity. In this episode, Derrick Kinney, bestselling author and founder of Success for Advisors, joins Ashley to talk about how advisors can explain their work in a way that feels clear, natural, and relevant.

Derrick walks through his “you know how” framework, a simple way to start conversations by naming a problem the other person already recognizes. Instead of leading with “I’m a financial advisor” and watching people tune out, Derrick shows advisors how to speak to the real worries their clients and prospects are carrying.

Ashley and Derrick also talk about why advisors often rely too heavily on titles, credentials, and services when prospects are really listening for one thing: do you understand the problem I need help solving? Derrick explains how clearer language, a slower pace, intentional pauses, eye contact, and body language can help advisors sound more caring, confident, and trustworthy.

Episode Highlights:

How to use the “you know how” framework in everyday conversations
Why “I’m a financial advisor” often does not say enough
How to identify the real problems your best clients came to you to solve
Why simple language works better than polished industry language
How tone, pauses, and body language shape trust
How to talk about your work without making the conversation feel forced
Why the right words can open the door to stronger prospect conversations

RESOURCES AND GUEST INFORMATION

About the Guest

Derrick Kinney is a bestselling author and founder of Success for Advisors, where he helps financial advisors communicate more clearly, attract ideal clients, and grow through better conversations. His work focuses on helping advisors explain the problems they solve in simple, relatable language so prospects can quickly understand their value.

Connect with Derrick Kinney: