Many planners don’t know a key neurobiological fact about a panicked client: namely, the client may not be able to process any advice until they calm down, Cynthia Harrington, a Los Angeles-based behavioral health consultant to the financial services industry, told a gathering of planners at the Women Advisors Forum in Huntington Beach, Calif.

“When a person, male or female, is in (a state of) fight or flight, they do not have access to the cognitive functioning of their brain,” said Harrington, whose presentation drew on research from biology and neuroeconomics.

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