For years, advisors have been told to start with the financial plan. Collect the data. Run the numbers. Build the projections. But real-world experience tells a different story. Most clients are not emotionally ready to share deeply personal financial details at the start of a relationship, and starting there can create anxiety, resistance, and incomplete information.

This white paper makes the case for a more human approach. Drawing on behavioral finance research and practical advisor insights, it explains why understanding how clients think and feel about money must come before building the plan. It also explores how Orion Planning brings this approach to life through tools like BeFi20, 3D Risk Profile, PulseCheck, and Protect, Live, Dream to help advisors build trust first and plans that actually stick. 

Read the Whitepaper Now

What You'll Discover

  • Why starting with data and projections often slows trust and limits transparency
  • How behavioral finance creates emotional readiness and stronger engagement
  • How Orion Planning supports a people-first, scalable planning process

Who Should Read This?

  • Financial advisors and planners working directly with clients
  • Firms looking to differentiate through deeper relationships, not just better outputs
  • Teams seeking a more effective, human-centered onboarding experience
Team discussing work around conference table

Why This Whitepaper Is a Must-Read

Any advisor can build a financial plan. Far fewer can help clients feel understood, confident, and aligned before the planning even begins. This white paper reframes the role of planning as a relationship-building process, showing how starting with behavior leads to better conversations, clearer decisions, and plans clients are more likely to follow. It offers a practical roadmap for advisors who want to lead with empathy and still deliver measurable outcomes. 

Start With
The Human Side of Planning

Download the white paper to learn how behavioral finance can transform your planning conversations, deepen client trust, and help you build plans grounded in who your clients really are.

Download the White Paper

This website is intended for investment professionals only. It is not intended for use by private investors. 
Wealth management services provided by Orion Portfolio Solutions, LLC (“OPS”), a registered investment advisor. Orion OCIO services provided by TownSquare Capital, LLC (“TSC”), a registered investment advisor. OPS and TSC are affiliates and wholly owned subsidiaries of Orion Advisor Solutions, Inc.