Road to Exchange: Jennifer Morgan on Deeper Relationships

Morgan’s storied career included roles at JP Morgan, Credit Suisse, and Citi Group. Accordingly, she learned a great deal along the way. Speaking to her pivot to coaching and communications, she said, “I wanted to extend that value proposition, democratize ideas, tools, and templates, to elevate professionals more globally.”

In her capacity as coach, Morgan has continued to accrue knowledge and skills: “I absolutely love seeing the transformation of someone who is a subject matter expert, fantastic at their job, literally go from good to great.”

At the heart of what Morgan does is communication. “I am really passionate about subject matter experts sharing their knowledge with brevity and being concise,” she said. Morgan offered that a common pitfall in communication is steamrolling people with ideas. An expert is often eager to share their expertise and can talk in great depth about their field. People on the receiving end of the transmission will be more open to hearing the expertise if the relationship has been deepened. This can come from dynamic dialogue or asking the right open-ended questions at the right time.

At Exchange, Morgan will be leading a workshop dedicated to helping advisors stand out. “It’s really allowing prospects and clients to understand what your value proposition is,” she explained. Many advisors share similar processes, and sometimes, performance can even be similar. “What’s unique to you is how you stand out as an individual,” Morgan added. The ways to stand out involve how you comport yourself before, during, and after a meeting. Her session will give advisors practical tools to show care and to rise above the status quo.

Morgan is also a proponent of incorporating neuroscience and technical tools into the process. She shared that there are many degrees of listening. Asking what she called a “deepening question” can help build rapport and lead to a connection that neuroscience calls neural coupling. “The brain of the delivery person and the receiver — the speaker and the listener — is literally on the same wave length.”

One way to set yourself up for a deep connection is, in advance of a meeting, learn as much as you can about the other person. Morgan joked she is a “professional stalker,” but offered that looking at everyone’s LinkedIn and taking time to really know them can be helpful. “You want to be as prepared as possible with questions or topics in advance of the meeting,” she said.

Register for Exchange today and take advantage of Morgan’s expertise to grow your practice and find success in 2025.

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