In the latest episode of Bridging the Gap, Dr. Joshua Wilson joins Matt Reiner to explore how professionals can foster meaningful connections in today’s digital landscape. With clients increasingly informed thanks to online resources, Joshua stresses the need for both preparation and authenticity in every interaction. He highlights the power of “pre-suasive” efforts—strategic emotional engagement before meetings—combined with classic techniques like building rapport and asking open-ended questions. By using online tools to better understand client needs and entering conversations with curiosity and openness, professionals can create a solid foundation for deeper connections.

Joshua explains that emotional connections drive decision-making, with logic often serving as a secondary justification. To harness this, he advocates for storytelling that resonates emotionally and portrays the advisor as relatable and trustworthy. Drawing on his personal experiences, such as crafting a heartfelt graduation speech that attracted clients, he illustrates the importance of presenting oneself authentically. Professionals who master the art of emotional storytelling can strengthen their client relationships and build a persuasive narrative around their expertise and values.

The episode also examines how perception influences outcomes and how balancing vulnerability with professionalism can enhance relationships. Joshua introduces the “procedure versus perception razor,” encouraging professionals to adjust how they are perceived before overhauling their actions in response to feedback. He emphasizes self-reflection as a tool for uncovering unique personal qualities that can deepen connections. By leading with empathy, curiosity, and an awareness of one’s distinctive traits, listeners are equipped to develop genuine relationships and build trust in an increasingly complex professional environment.  

Timestamps From This Episode

[9:00] Building subconscious emotional connections throughout client engagement journey.

[12:31] To build connections, start with shared experiences; diversity enriches those connections later.

[14:43] Emotions drive decisions, which are later rationalized through language processing.

[17:03] Emotional connections frequently outweigh logical reasoning in decision-making processes, emphasizing the significance of understanding one’s deeper feelings and personal purpose beyond surface-level, logical responses.

[22:50] Build early rapport through curiosity and questions.

[23:52] Curiosity encourages us to view experiences through different lenses, enhancing understanding and connection.

[28:48] Showing vulnerability fosters deeper connections, enhancing communication and openness.

[32:49] Advisors initially unaware of the impactful, untold story.

[34:57] Identify and emphasize your unique competitive advantage to engage and connect with various audiences effectively.

Host

Matt Reiner, CFA, CFP®

I’ve been fortunate to be around the wealth management business for over 25 years. Along with this, I’m also the CEO of a tech startup. These experiences have given me a bird’s eye view of both the technology and financial services spaces.