In this special episode of Financial Behavior Thought Leaders, the tables are turned as Dr. Kristy Archuleta steps in to guest host and interviews our regular host, Dr. Mary Bell Carlson. As the founder of the Financial Behavior Keynote Group and a leading voice at the intersection of behavioral finance research and real-world financial planning, Mary shares insights into her speaking journey, her passion for practical applications of research, and the stories that make her keynotes resonate. The episode dives into her keynote, “From Anchors to Action: Practical Behavioral Finance for Financial Planners,” explores foundational behavioral finance concepts, and offers a behind-the-scenes look at the challenges and triumphs that shape an unforgettable keynote speaker.

The conversation is lively and personal, as Kristy asks about Mary’s path from childhood love of the microphone to her formative experiences presenting financial education worldwide for the Pentagon. Mary discusses how her work has spanned audiences from military groups to mom’s conferences and highlights the importance—and sometimes the challenge—of tailoring presentations to different groups. You’ll get a preview of her widely recommended book, "Anchors, Ostriches, and a Hot Pair of Scissors," and learn how the transition from behavioral finance theory to practical application can empower advisors and their clients. The episode also features a striking story about mental accounting and the emotional labels people place on their money, demonstrating why communication and empathy are central to financial advising. The conversation winds down with a personal revelation about overcoming childhood speech challenges, underscoring the value of resilience and lifelong learning.

Five Key Takeaways:

1. The Power of Application in Behavioral Finance:
2. Mary emphasizes the need to move beyond theory, focusing on the practical application of behavioral finance in day-to-day financial planning. She stresses the value of answering the "so what" and "who cares" questions, ensuring that academic insights help advisors and clients in real, tangible ways.
3. Flexibility and Diversity in Speaking:
4. Her speaking journey—kicking off in extraordinary settings like the Pentagon and military bases around the world—demonstrates the importance of adapting content and style for vastly different audiences. Even with experience, Mary acknowledges that speaking to new groups can be a growth opportunity full of trial and error.
5. Labeling Money and Mental Accounting:
6. A memorable client story about "mental accounting" reveals how the ways clients label their money can dramatically impact financial decisions. By understanding and respecting the meaning behind those labels (for example, an “emergency fund”), advisors can help clients make progress that aligns with their values and emotional needs.
7. Building Communication Skills Is an Ongoing Journey:
8. Through both research and personal anecdotes, Mary illustrates that effective financial advising is less about diagnosing biases in others and more about connecting with empathy, listening deeply, and communicating without judgment. Communication techniques are tools for connection, not correction.