At Town Close, we help people make confident financial decisions. But confidence doesn’t come from pressure. It comes from clarity.
Reading One Plus One Equals Three by Dave Trott reminded us that real influence happens not by controlling outcomes, but by shaping environments. This is the heart of "choice architecture."
"Don’t push. Guide." – Dave Trott
Financial planning is full of choices: pensions, investments, ISAs, protection, drawdowns. We’re not here to tell people what to do. We’re here to make those decisions easier by clarifying what matters most.
The Role of Framing
Imagine a client deciding between two retirement options. One offers flexibility, the other certainty. Both are sound. But how we frame the decision determines how confident they feel.
We avoid the trap of information overload. Instead, we:
- Focus on the context: What’s important to the client?
- Provide contrast: How do the options serve their needs?
- Tell the story: Where does this decision lead?
This is the "architecture" of choice: it doesn’t remove freedom. It removes confusion.
Feeling Before Fact
Trott also reminds us that people act when they believe, not just when they understand. Our clients don’t need to see every data point. They need to feel understood. They need to see their story reflected in our advice.
The Power of Omission
Sometimes, less is more. Letting clients imagine a little bit of the value can be more powerful than spelling it all out. That’s how you move from information to inspiration.