AstuteWheel has developed Cognitive Style, a new tool that categorises clients into one of four groups based on their preferred way of processing information, including:
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Analytical: Data-driven, logical decision makers who prefer research, facts and numbers.
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Sequential: Process-driven clients who thrive on structure, order and step-by-step strategies.
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Interpersonal: Emotionally connected, relationship-focused individuals who prioritise security and personal impact.
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Imaginative: Big-picture visionaries who prefer creative problem-solving and long-term possibilities.
“By uncovering whether a client is analytical, sequential, interpersonal or imaginative, advisers can refine their approach, ensuring financial advice is aligned with the way clients naturally interpret and respond to information,” the firm said.
AstuteWheel managing director Hans Egger said the tool aligns financial advice with the way a client naturally thinks, improving their understanding of the advice given.
“Just as a lens brings clarity to vision, Cognitive Style helps financial advisers gain a clearer understanding of how clients think, process information and make financial decisions,” Egger said.
Notably, for advisers working with a couple, the tool is able to position the exact same advice in two different ways, adapting according to how both parties process information.
Egger said that in order to build trust and improve decision making, advisers “must present advice that aligns with the way their clients think”.
“Cognitive Style helps advisers navigate their clients’ unique cognitive thinking preferences, ensuring that every conversation, statement of advice and ongoing financial service is delivered in a way that resonates, engages and builds trust,” he said.
“With Cognitive Style, financial advisers no longer have to guess how to engage clients effectively. Instead, they can match their advice delivery to each client’s cognitive thinking preferences, making financial plans clearer, more engaging and easier to act on.
“This is the future of financial advice – personalised, insightful and built around how clients think.”
On a recent episode of The ifa Show, Yulania Financial founder and principal adviser Katherine Spitzkowsky touched on the importance of determining clients’ preferred method of receiving and processing information, particularly when it comes to working with neurodivergent clients, ensuring that advisers are maximising clients’ understanding of the financial advice.
“Being able to record meetings and provide them back to clients, I find, is very useful as well, particularly in the neurodivergent community. Sometimes when we feel a little overloaded with a lot of information, information stops going in the same way that it would otherwise,” Spitzkowsky said.
“So, being able to provide extra support to people and know when they may need those extra supports, I think, is really important.”
