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Cultural Intelligence: Understanding Different Values & Behaviors in Financial Planning

Level of Complexity: Overview

Speaker(s)

• 

  Stephanie Lee, CFP®

  Principal Advisor
  East Rock Financial Services, LLC

If a client does not return our smile or avoids eye contact, we might assume that the client does not trust us or is hiding something from us. In fact, smiling and eye contact are behaviors that differ across cultures. While we often think of culture in terms of ethnicity, shared values and behaviors may be based on other commonalities, such as age group or region of the USA. Differences make every group interesting and also bring challenges to understanding a client. The goal of this session is to examine cultural dimensions that affect financial planning and the client relationship.

Learning Objectives:

• Select appropriate communication techniques with clients from varied cultures and backgrounds
• Identify bias towards different cultural behaviors in order to build a trusting relationship with clients.