Bibliographic Details
| Title: |
Before the Agenda: What the Research on Small Talk Says About Pre-Meeting Conversation. |
| Authors: |
Lurtz, Meghaan1,2 |
| Source: |
Journal of Financial Planning. Aug2026, Vol. 39 Issue 8, p20-25. 6p. |
| Subject Terms: |
*Financial planning, *Client relations, Small talk, Social skills, Neurosciences, Uncertainty reduction theory (Communication), Conversation, Professional-client communication |
| Abstract: |
The article focuses on the role and benefits of small talk as pre-meeting conversation in financial planning client interactions. It highlights research showing that brief, genuine, and curious small talk helps reduce client uncertainty, build trust, and foster engagement before addressing technical financial topics, supported by Uncertainty Reduction Theory and neuroscientific findings on attention and neurochemical responses. The article advises financial planners to use thoughtful questions and follow-ups to deepen connection, while respecting clients who prefer to proceed directly to business. It emphasizes that relational skills, including effective small talk, are essential for client rapport and successful long-term financial planning relationships. [Extracted from the article] |
|
Copyright of Journal of Financial Planning is the property of Financial Planning Association and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) |
| Database: |
Business Source Index |