In this webinar, Dr. Russell James draws on Terror Management Theory and extensive experimental research to explore the psychological effects of mortality salience and how awareness of mortality influences behavior and decision-making. He explains why people often cope with thoughts of death either by avoiding the topic entirely or by seeking symbolic immortality through actions that create lasting social impact. Throughout the presentation, Dr. James demonstrates how advisors can work with, rather than against, these natural human tendencies. By leveraging effective framing, language, and social norms, advisors can better guide clients through emotionally charged, mortality-related decisions and strengthen overall client engagement. Advisors will learn how to:
- Understand personal mortality salience and its impact on client behavior and preferences
- Recognize and address behavioral responses clients may exhibit when faced with death-related financial decisions, including spending inheritances
- Use effective framing techniques to improve client engagement with mortality-related planning topics
- Support clients in making decisions that reflect their values and create lasting social impact
- Leverage social norm defaults and timing of communication to influence inheritance and charitable giving outcomes
