In this episode, Carl explores how real financial planning conversations actually deepen. While initial questions matter, they’re only the doorway. The real work begins after the first answer. Carl introduces the idea of “go-deeper transitions”: simple, human moves like saying “tell me more,” noticing emotionally charged words, or gently naming what feels important in the room. He explains why these moments matter more than perfectly scripted questions, and how curiosity, presence, and permission allow deeper meaning to surface over time. This is a practical look at how listening turns a surface conversation into one that actually changes how people understand money and their lives.

Want more from Carl? Get the shortest, most impactful weekly email on the web! Sign up for the Weekly Letter from Certified Financial Planner™ and New York Times columnist Carl Richards here: https://behaviorgap.com/