Episode Summary

In this episode, Sam Sivarajan is joined by Mary Schmid, expert in communication and creator of the Conversational Edge system. Together, they dive into the transformative power of communication in financial advising and explore how financial professionals can foster trust and deepen client relationships through more meaningful, emotionally intelligent conversations.

Mary explains the neuroscience behind effective communication and how advisors can transition from surface-level transactions to deeper, transformational engagements. The conversation covers key communication blind spots, the importance of empathy and vulnerability, and how to create a safe space for clients to open up.

The episode also touches on the evolving role of technology, how it should enhance—not replace—human connection, and the critical role of emotional intelligence in navigating today’s advisory landscape. In a heartwarming close, Mary shares a profound lesson from a seven-year-old that underscores the idea that there’s often more than one right answer in both life and advising.

Key Quote

“Good communication doesn’t always build trust—but trust is reinforced or eroded with every conversation.” – Mary Schmid

Top 5 Key Takeaways

• Transformational conversations build trust—going beyond transactions helps deepen client relationships.
• Understanding the “invisible conversation” is essential to uncover clients' real concerns, values, and motivations.
• Empathy, curiosity, and vulnerability are powerful tools for creating safety and connection in client conversations.
• Effective communication is rooted in neuroscience—how we talk impacts how others feel, think, and respond.
• Clients value relationships over technical knowledge—what matters most is how you make them feel heard and understood.

Sound Bites

"Clients don't remember everything you say. They remember how you made them feel."

"Being right isn’t the goal—getting it right together is."

"Curiosity, empathy, and vulnerability are what make conversations transformative."

Episode Chapters

01:34 – Mary’s Journey: From Healthcare Executive to Conversation Expert

06:36 – The Invisible Conversation: How Neuroscience Shapes Client Trust

09:19 – Transactional vs. Transformational: Understanding the 3 Levels of Conversation

17:01 – Balancing Immediate Needs with Long-Term Relationships

27:47 – Creating Emotional Safety in High-Stakes Conversations

Resources Mentioned

🔗 Learn more about Mary and her work: maryschmid.com/futureready

📚 Book: Make or Break Conversations by Mary Schmid

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Keywords

transformative communication, financial advisors, neuroscience, client relationships, trust, meaningful conversations, behavioral finance, emotional intelligence, conversational edge, client engagement, communication, empathy, financial advice, technology, vulnerability, conversational skills, safety