End-of-life decisions don’t follow the rules advisors expect. When clients are faced with mortality—whether in estate planning, charitable giving, insurance, or healthcare—their decision-making often shifts in ways that are difficult to predict using traditional financial logic.
Join Professor Russell James as he draws on scientific and demographic research across a wide range of end-of-life decisions to reveal the consistent patterns behind how people actually make these choices.
In this session, you’ll learn:
- Why clients often make unexpected or inconsistent decisions at the end of life
- The psychological and behavioral principles that drive estate and giving decisions
- How to apply these insights to improve client communication and engagement
- Practical ways to frame conversations around estate planning and charitable giving more effectively
Understanding this “hidden code” will not only change how you think about end-of-life planning—it will fundamentally improve how you guide clients through some of their most important financial decisions.
