In this episode of Adviser 3.0 The Podcast, , Abraham Okusanya speaks with Mike LeGassick author of The Art of Storytelling for Financial Advisers. Mike believes that the best advisers do more than analyse portfolios. They tell stories that help clients see their money in human terms.
After more than thirty years in the profession, Mike has seen how jargon and complexity can cloud understanding. He explains that many clients arrive with what he calls a suitcase full of misconceptions and misunderstandings. His goal is to replace that with clarity, trust and confidence.
To do that, Mike uses metaphors and props that make financial concepts tangible. A crystal ball helps to show that no one can predict the future. Noise cancelling headphones represent the need to tune out the constant noise of markets and media. He even uses beakers of water to demonstrate how bonds and equities behave differently over time.
For Mike, these ideas are not gimmicks. They are bridges between logic and emotion. They turn abstract charts into something clients can relate to and remember.
He also believes that understanding each client’s preferred communication style is essential. Some people like detailed reports. Others want simple explanations. Adapting to that difference, he says, can transform the relationship and build lasting trust.
The conversation also touches on the future of advice. Mike has been exploring how artificial intelligence can ease the administrative burden for advisers, freeing up more time for client conversations. He sees AI as a way to remove pain points rather than a threat to human roles.
Throughout the discussion, one message stands out. Behaviour drives outcomes. Advisers who help clients stay calm, focused and informed during volatile times create lasting value.
Mike’s roller coaster analogy captures it perfectly. The ups and downs are the market’s volatility. The seatbelt is the financial plan. The only real danger comes when someone tries to get off mid ride.
For advisers who want to communicate more effectively, this episode is a reminder that the best advice is not delivered through data alone. It is told through stories that connect people to purpose and help them make better decisions about their future.
🎧 Listen to the full conversation on Spotify or watch it on YouTube.
To hear the full discussion, tune in to Adviser 3.0 The Podcast.
