In this episode of Financial Behavior Thought Leaders, host Dr. Mary Bell Carlson welcomes special guest Ashley Quamme, a licensed marriage and family therapist, financial behavior expert, and one of Financial Behavior Keynote Group’s exclusive speakers. Ashley is uniquely positioned at the intersection of financial planning and therapy, specializing in integrating financial psychology principles into the practices of financial advisors and their firms. The conversation offers an engaging look at Ashley’s journey from the therapy room to the keynote stage, as well as actionable insights for financial professionals seeking to deepen client relationships and enhance their advisory practices in an increasingly automated world.

The episode kicks off with Ashley sharing the story of how she transitioned from clinical mental health work to speaking and consulting in the financial services arena. With a background shaped by her father’s CPA career, an April 15th birthday, and her marriage to a financial planner, Ashley reflects on the synergy between her expertise and the needs of the industry. She explains how her approach goes beyond numbers, helping advisors understand the human side of money, especially in the context of couples and families.

Mary invites Ashley to demystify what it looks like to integrate financial psychology into everyday advisory work. From revamping discovery processes to developing tools that help uncover client beliefs, values, and motivations, Ashley illustrates the importance of seeing clients as unique individuals and using that understanding to provide more relevant and impactful advice. The discussion also addresses the growing relevance of financial psychology in an era when clients can easily access commoditized information online or through AI, but still crave genuine human understanding.

Ashley previews her popular keynote, “Integrating Financial Psychology into Practice,” emphasizing its core message: understanding client psychology is not just a trend but a necessity for forward-thinking professionals. She shares powerful stories from her work, including a moving account of an advisor facing a client’s deep grief and how being equipped with the right questions and tools can lead to meaningful support. The conversation wraps up with personal insights into Ashley’s life, her family, and her passion for blending heartfelt connection with practical financial skills.

Meet Ashley Quamme

As a pioneering financial behavior specialist, Ashley is dedicated to revolutionizing the financial advisory industry. Through her practice Beyond the Plan®, Ashley specializes in helping financial firms implement and integrate financial psychology into their practices, elevating client experiences and outcomes. As a therapist, Ashley brings a depth of knowledge to the intersection of finance and psychology. This diverse background allows Ashley to bridge the gap between traditional financial planning and the psychological aspects of money management. In addition to her work with firms, she is also a speaker with the Financial Behavior Keynote Group and host of the Planning & Beyond™ podcast. As a wife and mom of two active pre-teens her nights and weekends are spent on a field or court and in the Starbucks drive-thru.

Learn more and book her here.

Key Takeaways:

1. Financial Psychology is Essential, Not Optional: Ashley emphasizes that diving into client psychology isn’t just a “nice-to-have”—it’s fast becoming a critical differentiator for advisors. With technology rapidly automating the analytical side of planning, it’s the deeply human elements—understanding values, beliefs, fears, and motivations—that keep advisors relevant and indispensable.
2. Advisors Don’t Need to Be Therapists—But They Need Tools: Ashley is clear: her keynote is not about turning financial professionals into therapists. Instead, she equips them with practical questions, mindset shifts, and confidence to better support clients during emotional moments, helping them navigate discomfort and stuck points without crossing into therapy.
3. Client Communication Goes Far Beyond the Numbers: Successful planning isn’t only about analyzing spreadsheets. Ashley walks advisors through upgrading their discovery processes—moving past surface-level questions to understand what truly matters to clients, especially within couples and families, to craft more personalized and impactful plans.
4. Being Comfortable With Client Emotions is a Game-Changer: Emotional moments are inevitable—clients cry, face grief, or feel stuck. Ashley’s guidance helps advisors become more at ease with these situations. Practical takeaways include simply “being present,” asking open questions, or knowing when a referral might be needed, all while showing up as a compassionate human.
5. Resources and Continued Learning Make Integration Possible: Ashley offers plenty of support beyond the stage, with a podcast, a blog, and a helpful quiz on her website to determine if hiring a financial behavior officer is right for you or your firm. Advisors looking to build emotional intelligence and client-centric processes have accessible entry points for continued growth.

00:00 "Financial Behavior Insights Podcast"

05:19 "Integrating Psychology in Financial Planning"

08:34 Emphasizing the Human Element

11:46 Therapeutic Strategies for Financial Professionals

15:00 Advisors Confront Emotional Challenges

17:01 "Advisors Handling Emotional Clients"

21:14 "Holistic Business Growth with Ashley"

To learn more about Ashley Quamme, her speaking topics, or to access her free resources, visit keynote.financial/ashley-quamme. Tune in to future episodes of Financial Behavior Thought Leaders for more insights from industry-leading voices!

Additional Resources:

• Quiz link: https://form.typeform.com/to/GeWPkz0C?typeform-source=www.beyondthefp.com
• Podcast: https://www.planningandbeyond.com/2381993
• Blog: https://www.beyondthefp.com/the-blog