1466 | Fear-Based Selling

About this episode

Carl Richards discusses fear-based selling and its impact on trust and relationships in sales.

In this episode, Carl reflects on a recent conversation with Michael Kitces about fear-based selling and the surprising world of “disturb tracks” designed to create urgency and anxiety. Carl explores why tactics built on fear, complexity, and pressure may “work” in the short term, but ultimately erode trust and connection. It’s a thoughtful conversation about values-based selling, long-term relationships, and the kind of work Carl actually wants to do in the world. Want more from Carl? Get the shortest, most impactful weekly email on the web! Sign up for the Weekly Letter from Certified Financial Planner™ and New York Times columnist Carl Richards here: https://behaviorgap.com/

People in this episode

Host: Carl Richards

Guest: Michael Kitces

Topics covered

• fear-based selling
• values-based selling
• trust
• long-term relationships
• sales tactics

Keywords

• fear-based selling
• disturb tracks
• urgency
• anxiety
• sales tactics
• trust
• values-based selling

More episodes of Behavior Gap Radio

• 1478 | You Already Know · June 12, 2026 · 9 min
• 1477 | Feelings Function as Information · June 10, 2026 · 7 min
• 1476 | Without Feeling, Thinking Gets Worse · June 9, 2026 · 5 min
• 1475 | Feelings Are at the Center · June 8, 2026 · 4 min
• 1474 | Financial Planning Begins With Feeling · June 5, 2026 · 9 min
• 1473 | A Partner, Not a Path · June 4, 2026 · 3 min