49. Beyond "Where Are You From?": Building Trust With Foreign-Born Clients

Financial plans do not exist in a vacuum. Every recommendation lands in the context of a person's family, culture, experiences, and values. In this episode, Ashley sits down with Jane Mepham, CFP, founder of Elgon Financial Advisors and co-host of the International Money Cafe podcast, to discuss what advisors need to understand when working with foreign-born clients, mixed-marriage couples, and families navigating multiple cultural influences. You'll learn: Why cultural context matters just as much as financial data when building a plan How simple questions can help clients feel understood instead of judged Why goals like supporting family abroad or frequent international travel belong in the plan from the beginning How cultural values can shape attitudes toward retirement, education, saving, and spending What advisors should consider when clients face visa uncertainty or cross-border financial challenges Why curiosity is one of the most valuable skills an advisor can develop Many clients are not looking for an advisor who understands every detail of their background. They are looking for an advisor who is willing to ask questions, listen, and understand the experiences that shape their financial decisions. RESOURCES AND GUEST INFORMATION Guest Bio: Jane Mepham, CFP, is the founder of Elgon Financial Advisors, a firm registered in Texas and California that specializes in serving foreign-born nationals through holistic wealth management. Based in Austin, Jane brings both professional expertise and personal experience to her work, helping clients navigate visas, mixed marriages, cross-border financial questions, and the complexities of building a life in a new country. She is also the co-host of the International Money Cafe podcast. Connect with Jane Mepham: Website: https://elgonfa.com/ LinkedIn:   / janemepham   Podcast: ‪@theinternationalmoneycafe‬ Connect with Host Ashley Quamme: Connect with Host Ashley Quamme:* Podcast Website: PlanningAndBeyond.com (https://www.planningandbeyond.com) LinkedIn: Ashley Quamme (  / ashley-quamme  ) — Licensed Therapist & Financial Behavior Specialist Beyond the Plan®: BeyondTheFP.com (https://www.beyondthefp.com) Monthly Newsletter: Subscribe at https://www.beyondthefp.com/ Timestamps: 00:00 Welcome to Planning & Beyond with Jane Mepham 01:36 Jane’s Immigration Journey and Why She Serves Foreign-Born Clients 03:20 The Financial Advisor Meeting That Changed Everything 06:48 Why Cultural Curiosity Matters in Financial Planning 09:18 Creating Safety and Trust in the First Client Conversation 11:23 Better Questions Advisors Should Ask Instead of “Where Are You From?” 16:49 Why Clients Feel Heard When Advisors Explore Their Background 19:28 The Financial Pressure of Supporting Family Back Home 23:50 Why Many Immigrant Families Prioritize Education Over Retirement 24:56 Risk-Taking, Investing, and the Immigrant Experience 28:07 Fear, Uncertainty, and Financial Anxiety Around Immigration Status 31:57 The “Exit Plan” Strategy for Visa Holders 34:04 How Advisors Can Ask About Culture Without Being Offensive 37:20 Why Financial Systems Can Make Foreign-Born Clients Feel Isolated 42:28 The Immigration Knowledge Advisors Need Before Serving International Clients 44:24 Inside Jane’s International Money Café Podcast 46:14 Where to Connect with Jane Mepham #BehavioralFinance #FinancialPlanning #FinancialAdvisors #FinancialPsychology #PlanningAndBeyond