What High-Trust Advisors Do Differently

If you’re a financial advisor, insurance agent, or client-facing leader, you already know this:

Your expertise isn’t enough. Clients can Google numbers, products, and investment options in seconds. What they can’t Google is trust.

And trust is what sets you apart.

High-trust advisors don’t just deliver financial plans; they deliver peace of mind, confidence, and loyalty. They know that communication is their superpower and they treat it like one.

Here are 10 Healthy Client Communication Behaviors that separate the average from the unforgettable. Read through them, ask yourself where you stand, and take one step this week toward becoming the advisor clients can’t stop referring.

1. You Ask Transformational Questions

Good advisors ask questions. Great advisors ask transformational questions.

You move beyond surface-level “check-the-box” questions and spark conversations that reveal your client’s why, not just their what. You ask with curiosity and listen with intention.

Example: Instead of “When do you want to retire?” you ask, “What does a fulfilling retirement look like for you?” That one shift opens the door to dreams, fears, and priorities. It positions you as more than a planner, you become a trusted guide.

Action: Add one “why” question to every client meeting this week.

2. You Listen More Than You Speak

This may sound obvious, but it’s harder than it looks. High-trust advisors don’t wait for their turn to talk, they tune in, reflect back key phrases, and clarify meaning.

Example: A client says, “I just want to feel like I’m not behind.” You pause, then respond, “That pressure, you’ve been feeling it for a while, haven’t you?” That acknowledgment builds more trust than a perfectly polished PowerPoint ever could.

Action: In your next meeting, count how many minutes your client speaks vs. how many you speak. Aim for a 70/30 split in their favor.

3. You Tailor Communication by Generation

A one-size-fits-all approach doesn’t cut it anymore. Boomers, Gen X, Millennials, and Gen Z all process information differently. High-trust advisors flex their style.

Example: You hand a printed, tabbed binder to a 68-year-old retiree and offer a mobile-friendly dashboard with short explainer videos to a 32-year-old tech entrepreneur. Both feel seen. Both trust you more.

Action: Review your next client list. Adjust your communication tools to meet their generation where they are.

4. You Communicate with Empathy

Numbers matter, but people matter more. High-trust advisors don’t just hear financials; they hear the emotions behind them.

Example: A client is nervous about retiring early. Instead of diving straight into charts, you say, “It’s normal to feel unsure, this is a huge shift. Let’s walk through it together.” That moment of empathy builds confidence where math alone cannot.

Action: Name the emotion you hear before you offer a solution.

5. You Prioritize Clarity

Confused clients don’t act. Clear clients do. High-trust advisors simplify the complex, eliminate jargon, and center each meeting around one big takeaway.

Example: Instead of explaining “asset allocation diversification strategy,” you say, “Think of this like not putting all your eggs in one basket.” That’s clarity. And clarity drives confidence.

Action: End every meeting with, “If you remember only one thing from today, it’s this…”

6. You Capture & Use Client Stories

Great advisors are great story-catchers. You actively remember what matters to your clients and weave it into your strategy.

Example: A client once mentioned a dream of buying land in Montana. Three months later, you bring it up: “Does this plan still align with the Montana vision?” They’re floored you remembered. Trust deepens instantly.

 Action: Start a “Client Story” section in your CRM or notes. Capture dreams, family milestones, hobbies, and bring them up later.

7. You Show Up with Presence

In a distracted world, presence is a superpower. High-trust advisors give their clients the gift of undivided attention.

Example: You silence your phone, lean in, and make eye contact. The client says, “It just feels like you’re always here when I need you.” Presence communicates value before a word is spoken.

👉 Action: Pick one distraction to eliminate from every client meeting (phone, laptop, notifications).

8. You Add Value Through Consistency

Trust isn’t built in big gestures, it’s built in steady touches. High-trust advisors don’t disappear between renewals or market dips. They stay connected.

Example: Even in quiet quarters, you send a simple check-in: “Just thinking of you—hope summer is off to a great start. Anything on your mind?” That one sentence can spark conversations or referrals.

Action: Block 30 minutes this week to send 10 simple “thinking of you” messages to clients.

9. You Use Positive, Empowering Language

Words shape reality. High-trust advisors know language can either discourage or inspire.

Example: Instead of, “You’re way behind,” you say, “There’s work to do, but we have a path forward and I’ll walk it with you.” Positive, empowering language lifts clients into action.

Action: Review the phrases you use most often. Replace one negative with one empowering this week.

10. You Let Joy and Humor Humanize You

Trust grows when clients see the human behind the numbers. High-trust advisors know when to smile, laugh, and celebrate.

Example: You remember a funny story from a previous meeting and bring it up. The client laughs, relaxes, and shares more. Joy isn’t fluff, it’s a bridge.

Action: Intentionally celebrate one small win with a client this week.

Why This Matters

Advisors and agents are everywhere. Products are everywhere. But trust is rare.

The advisors who stand out in the next decade will be the ones who master the art of communication. These 10 behaviors aren’t flashy. They don’t require extra degrees or certifications. But they do require discipline, awareness, and intentionality.

The payoff? Clients who not only stay with you but refer others to you. Clients who don’t just see you as a financial professional, but as a trusted partner in their story.

Your Next Step

Want to go deeper? That’s why we created The Client Communication Playbook™. It’s packed with frameworks, tools, and strategies to help you build high-trust client conversations that grow your practice and your impact.

👉 Choose your best option:

• PDF Only – $39
  
• Printed + PDF Bundle – $49
  
• Playbook + Course (Printed + PDF) – $297
  

Use code PLAYBOOK at checkout to celebrate the release and start transforming your client conversations today.

Final Thought

High-trust advisors don’t just manage money, they manage moments. Every conversation is a chance to build or break trust. Choose these 10 healthy behaviors, and you won’t just gain clients, you’ll gain advocates.

"The way we communicate with others and with ourselves ultimately determines the quality of our lives." – Tony Robbins

By Jason Raitz - CEO, Speak with People  With over 25 years of experience, Jason has spoken from stages across the country, inspiring and motivating his audiences with stories, laughter, and practical tools to succeed. Book Jason for your next conference or workshop.