What Financial Planners Can Learn from Therapists

Financial planning isn’t just about numbers.

If you’ve followed Amplified Planning or Hannah (our founder) for long, you already know that. (And if you’re new to financial planning or have a more “technical education,” welcome!)

The best planners don’t simply deliver a spreadsheet and walk away — they create a safe, thoughtful space where clients can talk about their hopes, fears, and even shame around money.

And yet, these “soft” skills are rarely taught in registered programs or firm training. Skills like active listening, emotional intelligence, and holding space for hard conversations are critical — and they’re exactly what therapists have been mastering for decades.

So what can financial planners learn from therapists? And how can these skills align with the FPA Competency Model to make you a more effective, trusted planner?

Let’s take a closer look.

What Would a Therapist Do?

First and foremost, we want to flag that financial planners should not play the role of therapists (unless trained and qualified to do so!). However, money is one of the most emotional parts of people’s lives, and you will need to know how to navigate this reality.

So… let’s talk about some of the skills that therapists have that can you can adopt! 

Active listening

One of the most important skills therapists bring to their sessions is active listening — listening to understand, not just to reply. This sounds obvious, but it’s harder than you might expect. 

In a planning context, that means being fully present with your client, reflecting back what you’ve heard, and asking clarifying questions. Statements like, “So what I’m hearing is that you’re worried about retiring too soon — can you tell me more about that?” go a long way in helping clients feel understood.

You can see Hannah doing this in all of our CORE client videos.

Emotional intelligence/emotional awareness

Emotional intelligence or EQ is a bit nebulous of a term, which is why we prefer calling it emotional awareness. Simply put, this means being aware of both your own and your client’s emotions and regulating them in real time. 

As a planner, you may sense that a client is feeling defensive or overwhelmed. Instead of pushing forward, you can name what you’re noticing: “It seems like this topic is stressful — would you like to pause and talk through what’s worrying you?” This simple awareness can help you keep the meeting on track while making the client feel supported.

Curated safe spaces

Finally, therapists are skilled at creating a safe space where people can share what they’re really thinking about their money. That might mean being present, patient, and non-judgmental, even during silence or when a client says something you don’t agree with or see in their plan.

Clients need to know that they can tell you that they don’t want to pay for their kids’ college or they don’t want to combine finances with their partner. They have to feel that what they say “in the room” with you will be respected and accounted for. 

Many planners rush to fill silence with data or solutions, but sometimes what the client needs most is room to process. Asking, “Can you explain that more to me so I understand?” or saying “Whenever you’re ready…” can be incredibly powerful in letting clients know you’re in their corner. 

And sometimes, just letting clients think silently before speaking can lead to more meaningful conversations.

Understanding Money Histories and Trauma

There’s another lesson therapists can teach planners: clients often bring their entire money history — and sometimes trauma — into the room with them.

A client who grew up in poverty may have a hard time spending, even when they can afford to. Someone who has been financially abused in a previous relationship might avoid joint accounts or resist giving up control. A client who watched a parent lose everything in a market crash may be overly cautious with investments.

These stories shape how clients react to your recommendations — and if you don’t acknowledge them, you risk pushing too hard or missing what really matters. You don’t need to be a therapist to start this work. You can simply normalize the conversation: “Can you tell me about your earliest memory of money?” and then listen without judgment. 

In some cases, when deeper emotional support is needed, you can (gently) refer clients to see an actual therapist — maybe even one who specializes in financial therapy.

“Therapy Skills” & The FPA Competency Model

Some planners see soft skills — like listening, managing emotions, or reading the room — as nice-to-have. But if you want to thrive in this profession, these are not extras. They’re non-negotiable.

The FPA Competency Model is the “gold standard” for the behavioral competencies a financial planner should possess, and it’s designed to elevate the interpersonal and emotional skills that make someone exceptional at working with clients. In many ways, this “therapy thinking” — being attuned to people’s emotions, histories, and fears — is what transforms a competent planner into a trusted advisor.

Here’s how the competencies align with the “therapy side” of financial planning:

• Interpersonal Impact: Clients don’t just need a plan; they need to feel seen. Therapists are trained to build trust through empathy and rapport — and planners must do the same. This competency ensures you can connect authentically and make clients feel safe enough to share their real concerns.
  
• Client Communication & Care: Therapists know the power of thoughtful questions and respectful silence. This competency is about translating your expertise into language clients can understand, and creating space for them to process and respond — not just dumping information.
  
• Critical Thinking: Therapy teaches you that people are complex and solutions aren’t always linear. Similarly, planners have to hold both the emotional and financial dimensions in a meeting, balancing what’s technically right with what a client can realistically act on.
  

These skills aren’t optional because they’re what clients remember. It’s not the Monte Carlo simulation that keeps them coming back — it’s how you made them feel heard, understood, and empowered to act.

Clients today are looking for more than a transaction; they’re looking for a relationship. And just like a good therapist, a great planner can hold that relationship with care and competence.

If you’re serious about building a sustainable, fulfilling career in financial planning — mastering these competencies isn’t a side project. It’s the work.

How to Cultivate These Skills

The good news? These are skills you can practice and improve over time.

Even if you’re not working with clients directly yet, you can build the “soft skills” that make you a planner people want to work with. Here are just a few ideas:

1. Seek out books, training, or workshops on money psychology or even trauma-informed care.
2. Engage in roleplaying scenarios — like a client confronting unexpected debt, or a couple clashing over spending habits. These can help you prepare for tough conversations. 
3. Watch recorded, real-life client meetings, where you can observe how other planners handle emotional moments, is another powerful tool.
4. Read eMoney’s guide to Tapping into the Emotional Side of Financial Planning.
5. If you work with clients: Start onboarding meetings (or when appropriate) by asking about past financial experiences. Reflect afterward on what feelings arose — yours and the client’s — and consider what you might do differently next time.
6. Explore the Financial Therapy accreditation from the Financial Therapy Association.

By pairing these “therapy skills” with your technical expertise, you become the kind of planner clients want to return to — and refer others to.

Want to Support Clients on a Deeper Level? 

Therapists have long understood that what clients need most is someone who will listen deeply, ask thoughtful questions, and hold space for their story. Financial planners can — and should — do the same.

Next time you sit down with a client (or roleplay a scenario), consider: what unspoken fears or experiences might they be bringing into the room? How can you create space for them to share?

If you’d like to practice these skills in a safe, supportive environment, Amplified Planning CORE is a great place to start. Inside CORE, you can watch real client meetings, see how planners handle tough conversations, and build your own confidence before you’re in the hot seat.

Your clients deserve a planner who can balance the numbers with compassion. Start becoming that planner today.