Ep 440: Making Client Meetings More Consistent Across Multiple Advisors By Utilizing A “Money Personality” Assessment with Nina Hajjar
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 3 June 2025
⏱️ 90 minutes
🧾️ Download transcript
Summary
What if you could decode a client’s financial behavior before the first meeting? Nina Hajjar has done just that by creating a custom “money personality” assessment. This innovative tool helps her advisory team better understand client behavior, tailor communication styles, and deliver more personalized, consistent service across their $500-million practice.
Nina is a partner at Stratos CA in Los Angeles, and she joins the show today to share how her framework transforms the planning process, complements traditional risk analysis, and even shapes advisor training through what she calls “the art of the meeting.” Listen in as she discusses her approach to acquisitions, lessons learned in hiring, and how personal growth—and gut instinct—have guided her leadership journey.
For show notes and more visit: https://www.kitces.com/440
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with |
| 0:07.1 | financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading |
| 0:12.4 | financial advisors navigated the inevitable challenges that arise on the path to success |
| 0:17.4 | and get insight from leading industry consultants about how to break through to the next |
| 0:22.2 | level in your advisory business. And now here's your host, Michael Kitsis. Welcome everyone. |
| 0:29.1 | Welcome to the 440th episode of the Financial Advisor's Success podcast. My guest on today's |
| 0:34.7 | podcast is Nina Hajar. Nina is a partner of Stratos CA, a hybrid advisory firm |
| 0:39.6 | affiliated with Stratos wealth partners and based in Los Angeles, California, that oversees |
| 0:44.0 | approximately $500 million in assets under management for 300 client households. |
| 0:49.4 | What's unique about Nina, though, is how she has developed a money personality assessment that allows her to both |
| 0:55.3 | better understand how her client's money behaviors might affect the financial planning process |
| 0:59.4 | and to ensure consistent client service among the advisors at her firm. In this episode, we talk in |
| 1:05.3 | depth about how Nina's assessment categorizes clients into one of six different personality types, |
| 1:10.1 | for example, Dreamchaser or |
| 1:11.4 | safety seeker, which helps her and her team learn how her clients are likely to respond to |
| 1:16.0 | different planning scenarios and recommendations, how Nina pairs the money personality assessment |
| 1:20.4 | with a complementary risk-tolerance survey, which she used to help craft appropriate investment |
| 1:24.9 | portfolios, and how Nina approaches training advisors |
| 1:28.0 | for what she calls the art of the meeting, giving clients the type of service they need by |
| 1:32.6 | incorporating the lessons learned from their money personality assessments. |
| 1:36.9 | We also talk about how Nina has grown her firm in part through three acquisitions, |
| 1:41.7 | finding that integrating the new firm and retaining its clients, |
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