Deep listening

Financial Planners

Help Clients Feel Heard and Build Trust Through the LISTEN framework

Listening isn’t passive — it’s the foundation of trust. When clients feel fully heard, they share priorities openly, engage more deeply, and commit with confidence.

In financial planning, listening well is not just polite—it’s essential for uncovering the goals, opportunities, priorities and fears that shape decisions. Too often, advisors jump to recommendations, assume needs, or miss subtle cues.

The Deep listening application canvas helps you slow down, stay present, and focus on what truly matters.  The LISTEN framework is built around six practices: Learn, Identify, Self, Time, Encourage, Next — a repeatable approach you can use to ensure your clients feel heard.

Why Advisors Choose This Program

  • Practical and Actionable — the Application Canvas, fillable PDF worksheet, and related guidance — provide immediate ways to strengthen listening in conversations.
  • Integrated Application — LISTEN Diagnostic, canvas, clear guidance, Financial Planning case study, short videos, ebooks, and worksheet — combine insight with implementation.
  • Built for Financial Planners — examples, language, and scenarios — built for your world, not generic training.
  • Framework that Delivers — the six LISTEN elements become a repeatable approach  — to ensure your clients feel heard.
  • Trust‑building Impact — listen better with deep listening —  identify priorities, opportunities and fears.

Tools That Build Trust

  • LISTEN Diagnostic — assess your listening — get a clear picture of your strengths and growth areas.
  • Application Canvas — step‑by‑step guide — apply the LISTEN approach in client conversations.
  • Fillable PDF Worksheet — review a recent conversation — identify improvements to your listening.
  • Vbyte — video on the LISTEN framework — explained by David Lambert, CEO Relcap.academy.
  • Case Study — follow Financial Planner Jake as he improves his listening — with audio commentary.
  • Ebooks — extended guides — deepen understanding of the power of deep listening.
  • Do’s and Don’ts — practical guardrails — for helping client's feel heard.
  • Certificate of Completion — formal recognition for mastering deep listening— demonstrate achievement.

Strengthen Trust Through Deep Listening

Listening is the foundation of trust. When clients feel heard, they share priorities openly and commit with confidence.

The Deep listening canvas gives advisors a simple, repeatable way to strengthen listening, keep discussions focused, and deliver advice with confidence. 

Build your skills further...

David Lambert

Your Master Coach - Co-author of Smarter Selling

David is the Master Coach for the Relationship Capital Academy and co-author of the Financial Times published best-seller, Smarter Selling, on which many of our programs are based.

A lifelong learner with a passion for educating, David draws on a wide range of business and sales experience that includes time as a sales consultant; restaurant owner; head of business development and Director and Marketing and Communications at PwC. Equipped with a master's degree in Human Resources and Training, he was also Director of PwC’s Leadership Academy.
 
For more than 25 years, David has worked with leading organizations helping them to develop the communication and trust-building skills of their people. Now he is working with you!