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Hidden Gems Episode 3: Humor Tactics

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In 2025, trust is the differentiator. Over 61% of clients end advisor relationships due to a breach of trust, a reminder that money is deeply emotional and personal. That’s why Shelton created Hidden Gems, an advisor-empowerment video series designed to help you build genuine relationships and guide clients through high-stakes decisions with confidence.

In this episode, behavioral economist Dr. Peter McGraw (University of Colorado Boulder; Humor Research Lab) joins advisor Karen Coyne (host of Money Without Math) to explore how humor—used intentionally—can strengthen connection without minimizing serious moments.

Why it matters now

Hidden Gems delivers behavioral strategies you can use in prospecting and across your book to raise trust, navigate volatile periods, and hold more honest, productive conversations.

The bottom line: You don’t need to be a comedian. With authentic, well-placed levity and a “think funny” mindset, you can humanize your practice, differentiate your brand, and earn lasting trust.

Watch the full episode below to see these ideas in action.

Dr. Peter McGraw’s Solo Research and Schtick to Business Book

Karen Coyne’s Clarity Planning and Podcast

Download the Transcript

Author

  • Steve Rogers is the Chief Executive Officer and Portfolio Manager at Shelton Capital Management. Steve has over 30 years of experience and joined Shelton Capital in 1993. He earned an MBA from the University of California, Berkeley and a B.A. from the University of Iowa.

     

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