Shows
The Human Side of Money151: The Psychology of Goals: 6 Ways Financial Advisors Can Help Clients Follow ThroughMost of your clients’ financial planning goals don’t fail because they’re unrealistic. They fail because behavior hasn’t changed. In this episode, Brendan Frazier breaks down why clients struggle to follow through and achieve their most important financial goals and what Advisors can do to change that. If you want to help your clients maximize the likelihood of accomplishing their goals, you have to understand the psychology of goals.
In this episode, you’ll learn:
Why understanding motivation matters more than setting better goals
How clarity, confidence, and small wins increase follow-through
Why identity-based change leads to...
2026-01-2328 min
The Human Side of Money151: The Psychology of Goals: 6 Ways Financial Advisors Can Help Clients Follow ThroughMost of your clients’ financial planning goals don’t fail because they’re unrealistic. They fail because behavior hasn’t changed. In this episode, Brendan Frazier breaks down why clients struggle to follow through and achieve their most important financial goals and what Advisors can do to change that. If you want to help your clients maximize the likelihood of accomplishing their goals, you have to understand the psychology of goals.
In this episode, you’ll learn:
Why understanding motivation matters more than setting better goals
How clarity, confidence, and small wins increase follow-through
Why identity-based change leads to...
2026-01-2328 minThe Human Side of Money142: Transforming Your Onboarding Process Into A Referral Engine with Libby GreiweWhat if your onboarding process could become your most powerful referral engine?
Most advisors overlook onboarding as a strategic growth tool—and that’s a mistake.
In this episode, Brendan Frazier sits down with Libby Greiwe, founder of The Efficient Advisor, podcast host, and author of The First 100 Days: The Advisor’s Blueprint for a Remarkable Client Experience.
Libby walks through how to assess your current process, design it around your clients’ emotions, and shift their experience from uncertainty to confidence.
All while laying the foundation for lifelong loyalty and a steady s...
2025-07-021h 32The Human Side of Money142: Transforming Your Onboarding Process Into A Referral Engine with Libby GreiweWhat if your onboarding process could become your most powerful referral engine?
Most advisors overlook onboarding as a strategic growth tool—and that’s a mistake.
In this episode, Brendan Frazier sits down with Libby Greiwe, founder of The Efficient Advisor, podcast host, and author of The First 100 Days: The Advisor’s Blueprint for a Remarkable Client Experience.
Libby walks through how to assess your current process, design it around your clients’ emotions, and shift their experience from uncertainty to confidence.
All while laying the foundation for lifelong loyalty and a steady s...
2025-07-021h 32The Human Side of Money140: The Human Side of Retirement with Dan Haylett (Part 2)What if retirement planning wasn’t just about saving but about learning how to spend?
In Part 2 of The Human Side of Retirement, Brendan Frazier continues his conversation with Dan Haylett to explore the emotional and psychological aspects of decumulation.
They dig into the behavioral side of this transition, why a “save, save, save” mindset can hold clients back, and how to reframe retirement as a time to pursue fulfillment.
And they offer practical strategies advisors can use to guide clients through this transition so retirement becomes not just a financial milestone, but a fulfi...
2025-06-0456 minThe Human Side of Money140: The Human Side of Retirement with Dan Haylett (Part 2)What if retirement planning wasn’t just about saving but about learning how to spend?
In Part 2 of The Human Side of Retirement, Brendan Frazier continues his conversation with Dan Haylett to explore the emotional and psychological aspects of decumulation.
They dig into the behavioral side of this transition, why a “save, save, save” mindset can hold clients back, and how to reframe retirement as a time to pursue fulfillment.
And they offer practical strategies advisors can use to guide clients through this transition so retirement becomes not just a financial milestone, but a fulfi...
2025-06-0456 minThe Human Side of Money137: A 4-Step Framework To Guide Anxious Clients Through Uncertain MarketsThe conversations you have with clients during uncertain markets are the most important you’ll ever have.
Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do…
If you know how to do it!
In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets
You’ll Learn:
The critical mindset shift you must make before these conversations
What goes on inside the mind of your clients when the...
2025-04-2949 minThe Human Side of Money137: A 4-Step Framework To Guide Anxious Clients Through Uncertain MarketsThe conversations you have with clients during uncertain markets are the most important you’ll ever have.
Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do…
If you know how to do it!
In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets
You’ll Learn:
The critical mindset shift you must make before these conversations
What goes on inside the mind of your clients when the...
2025-04-2949 minThe Human Side of Money136: A 4-Step Framework To Guide Anxious Clients Through Uncertain MarketsThe conversations you have with clients during uncertain markets are the most important you’ll ever have.
Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do…
If you know how to do it!
In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets
You’ll Learn:
The critical mindset shift you must make before these conversations
What goes on inside the mind of your clients when the...
2025-04-0950 minThe Human Side of Money136: A 4-Step Framework To Guide Anxious Clients Through Uncertain MarketsThe conversations you have with clients during uncertain markets are the most important you’ll ever have.
Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do…
If you know how to do it!
In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets
You’ll Learn:
The critical mindset shift you must make before these conversations
What goes on inside the mind of your clients when the...
2025-04-0950 minThe Human Side of Money135: Breaking Money Silence with Kathleen Burns KingsburyTalking about money remains one of the most challenging topics for many, often shrouded in silence and taboo.
Why do we hesitate to engage in money conversations, and how can financial advisors help break this cycle?
Join Brendan Frazier as he chats with Kathleen Burns Kingsbury, the mastermind behind KBK Wealth Connection and author of “Breaking Money Silence.”
Together, they delve into why we’re so reluctant to talk about money and offer actionable steps to conquer these barriers.
You’ll Learn:
The generational silence around money and how it’s perpetuated...
2025-03-261h 21The Human Side of Money135: Breaking Money Silence with Kathleen Burns KingsburyTalking about money remains one of the most challenging topics for many, often shrouded in silence and taboo.
Why do we hesitate to engage in money conversations, and how can financial advisors help break this cycle?
Join Brendan Frazier as he chats with Kathleen Burns Kingsbury, the mastermind behind KBK Wealth Connection and author of “Breaking Money Silence.”
Together, they delve into why we’re so reluctant to talk about money and offer actionable steps to conquer these barriers.
You’ll Learn:
The generational silence around money and how it’s perpetuated...
2025-03-261h 21The Human Side of Money132: The Search For Purpose and Meaning In Retirement with Tom PendergastWe all have an idea of what retirement will be like.
But what happens when reality doesn’t match your expectations?
For many, the transition from a structured career to unstructured free time isn’t as easy as it seems.
That’s exactly what happened to Tom Pendergast.
Tom is a retired professional who found himself facing an unexpected challenge: boredom
In this episode, Tom reveals his personal journey through the human side of retirement—the identity shifts, the search for purpose, and the unexpected struggles that come with it.
...
2025-02-121h 36The Human Side of Money131: The Soul of Wealth: Connecting Money and Meaning with Dr. Daniel CrosbyWe all know that true wealth goes far beyond money.
Yet, we all act as though money is the ultimate end game.
Like when your client says, “Once I get to $_____, then I’ll be ready.”
But money is simply a tool to fund the life you want to live.
And once you know how to use it, it’s a powerful tool for enhancing your happiness, meaning and fulfillment.
But what are the ways that money can buy happiness?
How can you use money to feel more ful...
2025-01-291h 19The Human Side of Money129: The Best Ideas and Insights from 2024The Human Side of Money in 2024:
Released 24 episodes
Delivered 1,933 minutes of content on the human side of advice
Inside those 24 episodes and 1,933 minutes lie countless ideas, insights, and nuggets that will do two things:
Enhance and enrich your clients’ lives and forever change the trajectory of your business and career.
But, there were certain ideas inside each episode and conversation that delivered more impact than others. Certain insights and nuggets that move the needle a little bit further.
In this episode, I go back through each conversation from 2024 and extract the most impactful ideas and insights advisors need to know.
*To...
2024-12-311h 15The Human Side of Money127: Preparing Your Clients and Practice for Behavioral Finance 3.0 with Meir StatmanMeir Statman, a trailblazer in behavioral finance, says: “Financial well-being underlies life well-being.”
Advisors know their clients want to feel happy and fulfilled and make decisions aligned with their values.
But weaving that into financial advice? That’s the challenge.
And, that’s the next frontier for behavioral finance.
Meir has witnessed every generation of behavioral finance up to this point.
And, in this episode, he shares how advisors can prepare their clients and their practice for the shift to Behavioral Finance 3.0.
What You’ll Learn:
Why...
2024-11-271h 37The Human Side of Money126: Love & Money: The Keys To Financial Success As A Couple with Doug and Heather BoneparthDoes money talk strengthen your relationship—or strain it?
Doug and Heather Boneparth, a dynamic husband-wife team and experienced financial advisors, share the inside scoop on what makes relationships tick—financially and emotionally. Drawing from personal experience, they reveal practical ways for couples to redefine financial responsibilities, appreciate non-monetary contributions, and set shared goals for the future.
For advisors, Doug and Heather break down how to create balanced, inclusive conversations that engage both partners, tackling emotional undercurrents to strengthen relationships along the way.
What You’ll Learn:
Tools to create inclus...
2024-11-131h 30The Human Side of Money125: Building A Screening Process To Identify Perfect-Fit Prospects Ready To Act with Dr. Meghaan LurtzHere’s a question for you:
On a scale of 1-10, how confident are you that your screening process will yield conversations with prospects who are a good fit AND ready to take action?
If you answered anything less than an 8, you’re in good company.
Most advisors spend way too much time meeting with prospects only to find out they aren’t a good fit.
Fortunately, Meghaan Lurtz has researched and written about this process. In this episode, she reveals the steps to build a screening process that brings in prospe...
2024-11-011h 17
Planning & Beyond®9. Mindset & Skills for Nailing Your Prospect & Discovery Meeting with Brendan FrazierText us to share what you found helpful!In this episode, we talk with Brendan Frazier, Chief Behavioral Officer of RFG Advisory, about the mindset and skill set that advisors need to nail their prospect and discovery meeting. Brendan shares practical tips on how to quickly build trust from the first conversation as well as how to continue building on that trust in future meetings by actively listening, asking thoughtful questions, and showing genuine interest. The mindset and skills employed in these initial meetings help to create a safe and comfortable environment. Indirectly it answers c...
2024-10-1049 minThe Human Side of Money123: The Language of Loss: How to Communicate With Grieving Clients with Kathi BalasekFinancial advisors are on the front lines of bad news.
Your entire business is filled with clients who have either experienced grief or will experience grief at some point in their lives.
When that time comes, you’ll often be one of the first people they talk to.
And, unfortunately, we aren’t naturally “grief-literate.” We feel awkward, don’t know what to say, and generally mishandle the conversation.
But, when you have a process for handling grieving clients, you can capitalize on the opportunity to forge deeper relationships and grow your busin...
2024-10-041h 40The Human Side of Money122: Implementing A “Family EOS” Approach To Create More Intentional Goals with Isaac PresleyAre your clients drifting aimlessly or swimming purposefully towards their financial goals?
The default for clients is to pick goals on autopilot. Goals that have been determined by society, friends, and their upbringing.
In this episode, Isaac Presley shares how he creates the time and space for his clients to create more intentional goals using a “Family EOS” approach.
You’ll Learn:
The “Time Bucketing” exercise to help clients prioritize goals
The “Family EOS” approach and how to introduce it to clients
Why sending a pre-meeting video leads to better conversations
How the environment...
2024-09-181h 33The Human Side of Money121: A Playbook To Master The Human Side of Advice with Michael KitcesWhen you want to learn something about financial planning and advice, the ultimate source is Michael Kitces.
Most people know Michael is a spreadsheet-loving, technical wizard.
What most people don’t know is that he also fully believes in the human side.
In this episode, Michael explains the skills and processes advisors need to know on the path to mastering the human side of advice.
You’ll Learn:
What Michael says is the #1 skill for financial advisors
The drawbacks to marketing the human side to prospects
Why you can’t believe...
2024-09-041h 54The Human Side of Money109: How To Deliver Advice That Clients Actually FollowIf you want your clients to actually follow through on the advice you give, you have to shift your approach.
You have to shift from “Advisor-Driven” to “Client-Inspired” advice.
Client-inspired advice provides the client with control, confidence, and autonomy. When you can provide these three things, it paves the way to behavior change and implementation of advice.
Here’s what you’ll learn:
The psychology and research of giving advice
The three essential elements of client-inspired advice
Questions and scripts on how to deliver client-inspired advice
To sign up for Brendan’s monthly news...
2024-03-0134 minThe Human Side of Money108: The Secrets To Communicate With Confidence In Any Situation with Matt AbrahamsYour success in this profession and the quality of your relationships are directly correlated with your communication skills.
Think about the communication you have with clients and prospects. It’s almost always “spontaneous communication.” It’s not planned, prepared or scripted. How you respond in these spontaneous situations will oftentimes dictate the outcome of the entire interaction.
Fortunately, Matt Abrahams is the foremost authority on how to be more confident and eloquent in the moment. In this episode, he reveals the secrets to communicating with confidence in any situation.
Here’s what you’ll learn:...
2024-02-2156 minThe Human Side of Money107: The Communication Superpower For Creating Authority And Urgency with Sten MorganMost financial advisors’ meetings are underwhelming.
They typically include a mix of small talk, dialogue, fact-finding, and a less-than-riveting display of numbers and charts.
It’s the main reason why prospects leave your office and don’t respond for months (if ever), despite the fact that they need help. And you knew you could help them. It’s also the main reason that you won’t find clients excited and eager to come to their review meetings.
In this episode, Sten shares how he’s leveraged the power of communication to create a meeting expe...
2024-02-071h 16The Human Side of Money106: The Trust Mandate: How To Build High-Trust Relationships With Clients And Prospects with Herman BrodieTrust is the foundation of success in financial advice.
You need trust to get prospects to become clients and you need trust to get clients to follow-through and do the things you ask them to do.
Without trust, you have no business. But, if you know how to consistently build trust with both prospects and clients, it will take your relationships AND your business to places very few things can.
Everybody knows how important trust is. But, very few people know the secrets to consistently building high-trust relationships. Fortunately, Herman Brodie does.
2024-01-241h 30The Human Side of Money105: The Importance of Giving Advice That Sticks with Dr. Moira Somers (Repost)The perfect plan is rendered useless in the absence of execution.
Or, as Dr. Moira Somers says: “What’s the point of technically proficient advice if the client won’t act on it?”
You would think that providing someone a step-by-step plan to accomplish their goals would be all that’s needed to spur someone into action. But, anyone that works with people and their money knows that simply isn’t the case.
Dr. Moira Somers, author of the book Advice That Sticks, provides a blueprint for improving the “stickiness” of your advice to help create b...
2024-01-1158 minThe Human Side of Money104: The Best Ideas & Insights From 2023The Human Side of Money in 2023:
Released 35 episodes
Crossed over 100k downloads (and almost 200k!)
Delivered 2,517 minutes of content on the human side of advice
Inside those 35 episodes and 2,517 minutes lie countless ideas, insights, and nuggets that will do two things: Enhance and enrich your clients’ lives and forever change the trajectory of your business and career.
But, there were certain ideas inside each episode and conversation that delivered more impact than others. Certain insights and nuggets that move the needle a little bit further.
In this episode, I go back through each con...
2023-12-221h 27The Human Side of Money103: Making The Shift To Human-First Financial Guidance with Ross MarinoThere’s a critical mistake made by almost every advisor around the world every single day.
We focus more on the plan than the person. More on what we do than what they need.
Our natural approach is plan-centric. Meanwhile, the industry is shifting towards human-first financial guidance. Fortunately, Ross Marino embraced this shift long ago and built a firm that specializes in human-first financial guidance.
He tells us what led to him embracing the shift to human-first financial guidance and provides a simple framework to apply with prospects and clients.
He...
2023-12-071h 49The Human Side of Money102: Delivering Advice That’s Easy To Implement By Making It Reasonable Not RationalLack of follow-through and implementation of advice is a widespread problem.
One study revealed this gut-wrenching stat: 70% of clients implement less than 20% of financial planning recommendations.
There are a number of reasons to explain this. A primary reason is that advisors deliver advice that looks good on a spreadsheet, but it doesn’t fit into real life.
If you can design your advice for the person rather than optimizing for a spreadsheet, you’ll watch your implementation problems disappear. After all, the best advice is the advice that actually gets implemented.
Here’...
2023-11-3029 minThe Human Side of Money101: Building A Human-First Approach Into The Fabric Of An Entire Firm with Shaun EricksonIn 2012, Shaun Erickson founded Single Point Partners because he wanted to do something different.
As a solo advisor at the time, his primary focus was on building a process with one main focus: Building it around the client’s agenda (a.k.a. – the things that matter most to the client).
Fast forward to 2023, and his focus has shifted.
Now, he’s focused on building a human-first approach into the fabric of an entire firm. Whether you’re a solo advisor trying to embrace a human-first approach or a firm owner wondering how to build...
2023-11-221h 41The Human Side of Money100: A Collection of Advisor Stories Telling The Power of The Human SideMastering the human side of advice will:
Enrich your clients’ lives
Enhance your relationships with clients
Forever change the trajectory of your business/career
Think it sounds too good to be true?
Listen to these 7 stories from advisors around the world sharing how the human side has made their clients and their practice infinitely better off.
To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here
Resources:
The featured partner for this episode is Knudge, an automated system to help clients actual...
2023-11-091h 04The Human Side of Money99: Understanding How Your Client’s Past And Future Impacts Financial Decisions TodayYour client isn’t just the person sitting in front of you today.
It’s who they’ll become 30 years from now. And, it’s who they were 30 years ago.
They might be making a decision in the present. But, their decisions in the present are shaped by the experiences of their past and influenced by their vision of the future.
When you work with human beings and money, it’s crucial that you fully understand the powerful forces that the past and future play on your client in the present.
We discuss...
2023-11-0239 minThe Human Side of Money98: Creating A Unique Money Vision To Build A Client’s Ideal Life with Jake NorthrupIt’s one thing for advisors to say they want to get better at the human side.
It’s another thing to actually start making changes to your processes and conversations. And, it’s another thing entirely to have your entire meeting process and deliverables focused on the human side.
Yet, that’s exactly what Jake Northrup has done.
At his firm, Experience Your Wealth, Jake has made a point to optimize the human element in every single meeting. From the questions they ask to the deliverables they provide, he’s thought of it all.
2023-10-251h 55The Human Side of Money97: A Blueprint For Conducting “Re-Discovery” Meetings With Long-Time Clients with Meghaan LurtzLet’s face it…most advisors’ meetings with long-term clients are lackluster.
You ask about life, the kids, any changes in their life, etc. Then, you tell them that everything looks good. They’re still on track. They leave and you do it all over again next year.
And, that’s not bad. But, there’s a better way. There’s a meeting that will strengthen your trust and connection, guide your clients to live their best lives, naturally display and reinforce your value
It’s called the “Re-Discovery” Meeting and Meghaan Lurtz shares the blueprint...
2023-10-111h 35The Human Side of Money96: Why Advisors Shouldn’t Give Advice (And What To Do Instead)The relationship dynamic between advisors and clients is shifting.
It’s shifting away from treating the plan and towards treating the person. The old model was the financial advisor as the “advice giver.” Treating the problem by dispensing advice.
The new model has the advisor playing the role of “thinking partner.” It goes like this: Diagnose the situation, discuss the options, and decide together on the best solution.
The client is the hero of their story.
And the advisor is a thinking partner, a guide, a facilitator, a collaborator, and a problem-sol...
2023-10-0427 minThe Human Side of Money95: Navigating The Dynamics Of Working With Couples And Money with Ashley QuammeEvery advisor remembers sitting in a meeting with a couple where one person is engaged and the other hasn’t said a word.
Or the meeting with the couple whose goals aren’t aligned.
While working with couples certainly has its challenges, it’s also an opportunity for advisors to help couples align and thrive financially. But, doing so requires knowing the skills you need to navigate the dynamics of working with couples and money.
Fortunately, Ashley Quamme specializes in this area and is going to crack the code to get both partners engage...
2023-09-271h 35The Human Side of Money94: Why Clients Actually Hire & Fire Their Financial Advisors with Samantha Lamas and Danielle LabotkaIf you want to convert more prospects into life-long clients…
You need to know the answer to two questions: Why do people hire a financial advisor? Why do people fire their financial advisor?
They just might be the two most important questions for any advisory business.
Fortunately, Samantha Lamas and Danielle Labotka did the research to get the answer to those two questions. And, what they learned will forever transform the way advisors approach client acquisition and client retention.
Here’s what you’ll learn:
How to create digital content that m...
2023-09-141h 31The Human Side of Money93: The Psychology of Retirement Spending and Prioritizing Peace of Mind with Christine BenzChristine Benz has been dispensing financial planning knowledge and impacting the lives of people around the world for decades.
She’s written hundreds of articles for Morningstar on practical financial planning advice. In fact, she’s one of the best out there. But there are 3 articles that stick out from the rest.
They deviated from her usual style laying out step-by-step technical knowledge and ventured into the field of psychology and emotions.
So, we talked with Christine about those three articles.
She explains the psychology of retirement spending, why peace of mind...
2023-08-301h 33The Human Side of Money92: Systems That Scale Human-To-Human Connection Throughout An Advisory Business with Libby GreiweThere’s a dilemma that every financial advisor eventually comes face-to-face with.
It’s when you realize that you have too little time and need to be more efficient. At the same time, you also know that the real differentiator for your business is human-to-human connection.
And you start wondering, “Can I still be efficient without sacrificing the human connection?” or “Is it possible to maximize efficiency and the human connection at the same time?”
Fortunately, Libby Greiwe figured out how to be more efficient and more human at the same time. And, in this epis...
2023-08-161h 33The Human Side of Money91: The Email That Wins Clients And Their TrustThere’s an email you can send that actually:
1) Improves conversion ratios
2) Improves connection and receives responses like “You get me.”
In other words, it wins clients AND their trust. Thus, it’s the most important email you’ll ever send.
We discuss:
The psychology behind why these emails are so powerful
The key things to include when sending a recap email
Why advisors claim these emails are essential to converting prospects
To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here
Resou...
2023-08-1025 minThe Human Side of Money90: Building A Service Model To Help Clients Align Money & Purpose with Justin CastelliAfter 18+ years in the industry, Justin Castelli decided to shift his business model away from traditional financial planning.
Here’s his quote to explain why:
“My clients were planning for the life they were told to live. Not the life they wanted to live.”
Too often, our client’s life and money decisions are influenced by what society tells them, what their family did, the pursuit of achievement, and so on…
But what if you could guide clients toward crafting a life they actually want to live?
That’s exactly why Ju...
2023-08-021h 41The Human Side of Money89: How Financial Empathy And Data Visualization Influence Client Behavior with Dr. Michael Thomas“Behavioral Coaching” continues to emerge as the primary source of value in a relationship between an advisor and client.
Yet, most advisors have never learned the skill set required to actually influence and change a client’s behavior for the better. It starts by first understanding the forces that influence client behavior both positively and negatively. To learn what works and what doesn’t.
Fortunately, Dr. Michael G. Thomas has done extensive research on two forces that often go overlooked: Financial empathy and data visualization. He’ll explain just how much power these two forces carry and...
2023-07-191h 49The Human Side of Money88: The Power of Mirroring Clients’ WordsThere’s one communication technique in the skill set of FBI hostage negotiators that stands above the rest.
One they describe as being the closest you’ll get to a jedi mind trick.
It’s called “mirroring”.
Here’s what it does in conversation: Facilitates bonding and trust, creates connection and empathy, buys you time to regroup your thoughts, and gets someone to open up (and keeps them talking). So, how can you use this in conversations with prospects and clients?
We discuss:
The biological and psychological reasons that mirroring is so powerfu...
2023-07-1422 minThe Human Side of Money87: Incorporating The Human Element Throughout The Planning Process with Hannah MooreThe financial advice industry does an outstanding job of training and developing technical knowledge.
The industry is full of advisors and planners who can sit down at a computer and calculate the time value of money with the best of them. But, financial planning done right isn’t just about technical answers. It’s about how those answers intersect with the person’s life.
In this episode, Hannah gives us a look at how she incorporates the human element into her planning process so that the technical knowledge aligns with the client’s life.
Here’s...
2023-07-051h 48The Human Side of Money86: A Collection of Wisdom To Conduct The Ultimate Intro MeetingThe intro meeting is the lifeblood of an advisory business.
That 30-60 minute window with a complete stranger is either the most expensive or the most profitable activity you’ll ever engage in.
Yet, I kept hearing advisors complain about these meetings. They would say things like: “I never like the way I feel during those meetings” or “There has to be a better way!”
Since this show began, we’ve had some of the industry’s top experts join us to talk about meeting with prospects, intro meetings, communication strategies, etc.
So, I went ba...
2023-06-221h 13The Human Side of Money85: How (And Why) To Turn Clients’ Vague Goals Into Vivid VisionsMorningstar research reveals a direct link between savings behavior and mental time horizon.
In fact, the research says mental time horizons are more influential than their age, income, and education. Thus, the more vivid and clear your future, the more likely you are to change your behavior.
So, when you’re working with clients and planning for their future selves, you have to take their future goals from the clouds to the street. From vague to vivid. Once you help your clients do that, you’ve created motivation, improved their behavior, and enhanced their lives for...
2023-06-0829 minThe Human Side of Money84: A Three-Step Guide To Transform Your Relationship With Money with Bari TesslerWhen financial advisors meet with clients, it’s easy to focus solely on the numbers and neglect the feelings they elicit.
It’s easy to focus on dollars at the expense of emotions. But every single client you work with has a relationship with money that extends beyond data, numbers, and dollar signs.
But, it becomes evident when you’re dealing with the retiree who simply won’t spend their money despite having more than they could ever need.
They need help blending the financial and emotional components of money. Fortunately, Bari Tessler is a hig...
2023-05-241h 28The Human Side of Money83: 3 Proven Techniques To Enhance Your Questions And Elevate Your ConversationsAsking great questions is a superpower for financial advisors.
When done right, asking great questions establishes likeability, accelerates trust, and uncovers personal, sensitive information.
Three things that are absolutely critical to perform your job at the highest level. But, it’s not just about asking more questions. It’s about knowing how to ask great questions that get great answers.
It’s about knowing the techniques that enhance your questions and elevate your conversations with both clients and prospects.
Here’s what you’ll learn:
The research that confirms the power of q...
2023-05-1743 minThe Human Side of Money82: A Framework To Facilitate Conversation And Connection Throughout The Planning Process with Josh Gilliam (Part II)In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication.
He was seeking to master the human side of advice.
18 years later, he admits it’s still a work in progress. But, he took what he learned and created the [Fi] Life Framework. A framework he uses to facilitate better conversations and connections with clients and prospects.
We discuss:
The [Fi] Self Profile: A tool for learning more about a client’s financial beliefs and history
How helping a client learn about their past c...
2023-05-101h 19The Human Side of Money81: A Framework For Facilitating Conversation And Connection Throughout The Planning Process with Josh Gilliam (Part I)In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication.
He was seeking to master the human side of advice.
18 years later, he admits it’s still a work in progress. But, he took what he learned and created the [Fi] Life Framework. A framework he uses to facilitate better conversations and connections with clients and prospects.
We discuss:
The #1 risk in not adopting the human side
The tool he uses to help clients visualize goals, transitions, and milestones
Why Josh found himself unf...
2023-04-261h 32The Human Side of Money80: The Golden Circle of Financial Advice: Understanding The Connection Between Goals & ValuesIf you work with people and their money to fund something now or in the future, it’s absolutely crucial that you understand the dynamic between goals and values.
Once you can move beyond goals and understand what’s truly important to the person you’re meeting with, everything changes. In fact, once you embrace and internalize this dynamic, research shows it creates emotionally connected clients that pay more, refer more, follow-through, and consolidate assets.
In this episode, I’ll break down what the research says about emotionally connected clients and use the golden circle as a met...
2023-04-2128 minThe Human Side of Money79: Behavioral Finance Principles That Actually Improve Financial Behavior with Barry RitholtzAs behavioral finance has moved into the mainstream, one thing has become clear.
It’s great to know there’s a way to explain a client’s sub-optimal behavior. But, it’s an entirely different challenge to know what to do about it.
In other words, behavioral finance has done a great job of providing advisors with a list of diagnoses: Overconfidence, anchoring, Dunning-Kreuger
Barry Ritholtz has been on the cutting edge of behavioral finance for years. In this episode, he peels back the curtain to share the specific ways that Ritholtz Wealth Managemen...
2023-04-121h 38The Human Side of Money78: The Art of Asking Great Questions That Get Great Answers with Warren BergerAsking great questions is a superpower for financial advisors.
But, it’s not enough to simply ask questions. The types of questions, the timing of questions, and the tone of questions all matter. In other words, there’s an art to asking great questions.
Fortunately, Warren Berger is a Questionologist and the world’s foremost authority on questions. He is here to walk us through the art of asking great questions that get great answers from both clients and prospects.
In this episode, we discuss:
How to ask questions to get someone to ope...
2023-03-271h 42The Human Side of Money77: Best Questions For Each Step Of The Client JourneyEvery advisor always wants to know what questions to ask.
But, more important than WHAT you ask is WHEN you ask it. A great question asked at the wrong time is no longer a great question.
In this episode, we’ll go through six different steps of the client journey and arm you with three questions to use at each stage:
Intro Call
Discovery Meeting
Onboarding
Implementation/Recommendations
Review Meetings
Every Conversation
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Resources:...
2023-03-2237 minThe Human Side of Money76: Emotionally-Compelling Conversations To Fast-Track Trust And Likability with Deirdre Van NestWe all know that human beings buy on emotion and justify with logic.
Yet, when meeting with a prospect, the majority of advisors default to leading with logic rather than emotion.
The success of your prospect meeting hinges on your ability to communicate in a way that takes them out of their heads and into their hearts.
Once you do that, you can create a level of trust in 3 minutes that often takes 3 years.
Fortunately, Deirdre Van Nest works with advisors on the keys to communicating in an emotionally compelling way...
2023-03-151h 49The Human Side of Money75: Understanding The Brain To Ignite Motivation Within Clients And Prospects With Ted KlontzFinancial advice requires working with money and people.
Working with money is the easy part. You need a calculator and some decent math skills.
Working with people is the hard part. You need an understanding of what goes on in their brain.
Ted Klontz says, “The more you understand how the brain works, the more effective you’ll be working with people.” In this episode, he reveals what advisors need to know about the brain in order to create motivation and connections with clients and prospects.
We discuss:
How to effect...
2023-03-021h 44The Human Side of Money74: Positioning Behavioral Coaching, Top 3 BeFi Ideas, and Introducing Values to Long-Time ClientsThis is the inaugural “Ask Me Anything” (AMA) episode.
Whether it’s been emails, Twitter DM’s, LinkedIn messages, one-off virtual meetings, coaching sessions, or at a conference, one thing has become clear about financial advisors and the human side of advice.
You guys have questions. A lot of really good questions and I want to help you answer them on your path to mastering the human side of advice.
I’ve got an ongoing list of questions, so if you have a question that you want answered, send it to me via email, Twi...
2023-02-2243 minThe Human Side of Money73: The Evolution Of The “Human Dimension” And Helping Clients “Live Big” with Dave YeskeEverything changed during FPA Retreat in Cheyenne County, Colorado in 1995.
Up to that point, the focus of these gatherings, conferences and presentations was the continued honing of technical knowledge.
But, this presentation by George Kinder and Dick Wagner brought the human side of advice into the light. Dave Yeske was in attendance that day and calls the presentation a turning point for the human dimension within financial advice.
In this conversation, he describes exactly what it was like to be at that 1995 meeting and details how Yeske Buie helps clients define their “Live Bi...
2023-02-151h 38The Human Side of Money72: The Power Of Finding Flow For Advisors And Clients with Dr. Jordan HutchisonThink back to a time when you were “in the zone.”
A time when you were completely immersed and focused on what you were doing. Psychologists refer to this as “flow.”
It’s a state of mind that athletes and creative artists describe when they’re operating at their peak.A flow state elicits greater enjoyment, energy, and involvement in what you’re doing.
So, imagine if you could learn how to apply it for yourself and your clients.
Fortunately, Dr. Jordan Hutchison has done the research and shares how to use “flow” to...
2023-02-011h 50The Human Side of Money71: 9 Guiding Principles For The Human Side of AdviceYou’ll never truly master the human side of advice until you have the right mindset to do it.
And, unfortunately, most advisors need a complete re-programming. One that wipes clean most of what you’ve been taught over the years. A mindset shift that transforms the way you approach your clients and your practice.
If that sounds daunting, don’t worry. I’ve distilled it into 9 guiding principles.
Once you’ve fully embraced these 9 principles, you’ll have the foundation to master the human side of advice in a way very few advisors eve...
2023-01-2644 minThe Human Side of Money70: Developing The Essential Communication Skills Every Advisor Needs with Dr. Jim GrubmanIn healthcare, client outcomes and client satisfaction are directly correlated to the doctor’s “bedside manner.”
The same holds true for client outcomes and satisfaction in financial planning and advice. In fact, research has shown that the #1 thing prospects look for in an advisor is “Interpersonal Skills.”
But how do you create trust and improve your interpersonal skills?
Fortunately, Dr. Jim Grubman built programs for advisors on how to hone and develop essential communication skills.
Here’s what you’ll learn:
Why courage is a conversational superpower
The two essential communication...
2023-01-181h 20The Human Side of Money69: The Psychology of Referrals (Part II) with Dan AllisonEver wondered why you don’t get more referrals from your clients?
Good News: Most advisors have a client base that’s willing to refer.
Bad News: Most clients aren’t capable of executing a referral.
Armed with this information, Dan Allison designed a comfortable process for advisors that creates clients who are both willing and able to refer. And once you combine the two, the referral floodgates are opened and the trajectory of your business will never be the same.
We discuss:
The 5 characteristics for creating clients that are willin...
2023-01-041h 38The Human Side of Money68: The Best Ideas & Insights From 2022The Human Side of Money in 2022:
Released 28 episodes
Had 21 conversations with expert guests
Delivered 2,342 minutes of content on the human side of advice
Inside those 28 episodes, 21 conversations and 2,342 minutes lie hundreds of ideas, insights, and nuggets that will do two things:
1) Enhance and enrich your clients’ lives
2) Forever change the trajectory of your business and career
But, there were certain ideas inside each episode and conversation that delivered more impact than others. Certain insights and nuggets that move the needle a little bit further.
In this episode, I go ba...
2022-12-271h 26
The Human Side of Money67: How To Guide Comfortable Conversations That Actually Inspire Change with Jeremy KeilEvery advisor has two puzzles to solve: What to do and how to get them to do it!
The first requires an understanding of numbers. The second is an understanding of people.
Whether you’re trying to get a prospect to become a client or a client to implement your advice…One thing is certain.
The least effective way to get them to do something is to push or persuade them. The most effective way is to get people to persuade themselves.
There’s a communication technique that does just that called...
2022-12-071h 33
The Human Side of Money66: Establishing A Goal Hierarchy To Create More Meaningful Goals with Eric TrexlerMost goal-setting exercises have one major flaw.
They focus too much on WHAT someone wants to accomplish rather than WHY they want to accomplish it. The best goal-setting exercises combine the two.
They produce goals that are both meaningful and measurable. Goals that provide connection and clarity. And when you do that, clients are motivated, inspired, and resilient.
But, the question is how?
Fortunately, Eric Trexler knows. He uses a “Goal Hierarchy” with his fitness clients and explains how it can be applied to create more meaningful goals for clients in fina...
2022-11-231h 47The Human Side of Money65: Four Pillars Of The Ultimate Discovery MeetingThe discovery meeting is the single most important meeting for your clients and your practice.
If you’re like most, you’ve probably looked up “the best questions to ask prospects in a first meeting.”
You’ve likely picked up ideas listening to podcasts with advisors explaining how they conduct their meetings. You’ve implemented the tips and tricks you gathered from talking with fellow advisors. But, it still feels like there’s something missing.
It hasn’t quite clicked.
Here’s what you’ll learn:
How to prep your clients for a succes...
2022-11-1631 minThe Human Side of Money64: A Comfortable Approach For Turning Prospects Into Clients Without Being Salesy with Nancy BleekeYou can’t help a prospect if they never become a client.
You can’t help a client if they don’t implement your advice. Like it or not, both require a skillset rooted in sales. As Nancy Bleeke points out, sales isn’t about being pushy.
It’s simply an information exchange.
And the purpose isn’t to convince someone to do something. Rather, it’s to guide them through a process that leads to a confident, comfortable decision. Fortunately, Nancy teaches advisors around the world an approach to convert prospects into clients without...
2022-11-091h 45The Human Side of Money63: Defining Financial Purpose By Viewing Money As A Tool Rather Than A Goal with Derek HagenNo client actually cares about maximizing their wealth.
Every client cares about maximizing their life. Therefore, money should never be a goal. It should simply be a tool. A tool that funds the life you want to live.
That’s why every client needs to define their “financial purpose.”
It allows clients to align their money with what’s truly most important in their lives (rather than what they think is important). But the challenge is knowing how to do this with clients.
Fortunately, Derek Hagen does this with his clients and teac...
2022-10-261h 48The Human Side of Money62: The Psychology of Communicating and Delivering Advice with Dr. Derek TharpYour client’s decisions are almost always subconsciously driven by invisible influences.
Should I wear a suit? Should CNBC be on in the lobby? Does the way I’m presenting the info influence the client’s decision? Should I offer free financial planning in the beginning or charge for it?
Whether these things should influence a client’s decision-making or not, they do.
Fortunately, Derek Tharp has conducted the research for these questions and joined the show to share the psychological insights advisors need to know to improve the communication and delivery of advice.
2022-10-131h 39The Human Side of Money61: A Toolkit To Change Client Behavior And Improve Follow-Through of AdviceThe job of a financial advisor and planner isn’t simply to dispense the advice, pat yourself on the back, and walk away as if your job is done.
It’s to help the client follow through on your advice.
Ensuring they implement and execute the items you’ve laid out that solve their problems and achieve their goals. The reality is that getting clients to actually follow through and implement the advice you give without constant follow-up is hard.
There are several possible explanations. One of the most prominent culprits is a psycho...
2022-10-0553 minThe Human Side of Money60: Using Money To Accumulate Happiness Rather Than Wealth with Chris BuddMoney and happiness will forever be intertwined, specifically the relationship between the two.
While money may not be able to buy happiness, it can certainly influence it.
When you’re working with people and their money, you have the opportunity to help them use their money in a way that accumulates happiness rather than just simply accumulating wealth.
Chris Budd runs an organization focused on helping advisors and planners understand what clients actually want from their money. And, he explains what advisors need to know in order to help clients become happier and mo...
2022-09-281h 27The Human Side of Money59: Tools For Discovering And Changing A Client’s Money Mindset with Rick KahlerMoney decisions are never just about money.
Research tells us that about 90% of all financial decisions are made emotionally, not logically. Decisions driven by our mind rather than our money.
And every financial behavior, even if it appears illogical, makes perfect sense once you understand the underlying beliefs, feelings, and thoughts that accompanied the decision.
These beliefs, feelings, and thoughts form your money mindset.
Fortunately, Rick Kahler is one of the pioneers in this space and shares from his own experience working with clients the latest tools and research to help...
2022-09-151h 22The Human Side of Money58: The Advisor’s Guide To Money And Behavior with Dr. Brad KlontzWhether you’ve been an advisor for four days or four decades, you know that your client’s success has just as much to do with their mind as their money.
It’s simply not enough to run through Monte Carlo simulations and construct diversified portfolios. And you know it’s critical for you to be able to understand your client’s psychology and behaviors around money.
But, the challenge lies in knowing how to apply psychology to real-life client scenarios.
Fortunately, Dr. Brad Klontz is one of the foremost authorities on financial psychology...
2022-08-311h 39The Human Side of Money57: The Trust Formula: How To Consistently Build Trust With Clients and Prospects With Mary SchmidTrust is the foundation of success in financial advice.
Research has found that trust is the #1 characteristic clients look for in a financial advisor.
But how can you quickly instill trust into the conversation with a prospective client?
How can you consistently build trust throughout your relationship with a current client so they refer more and follow your advice?
Mary Schmid will explain how to conduct conversations that quickly and consistently build trust with clients and prospects.
Here’s what you’ll learn:
Why conversations send our brains into...
2022-08-171h 38The Human Side of Money56: 10 Insights To Master The Human Side of AdviceEvery single advisor and planner recognizes the importance of the human side when working with people and their money.
And every single advisor and planner wants practical, tangible ways to embed it in their practice.
After exploring the human side of money with 50 of the brightest minds on behavior, psychology, communication, and money, I wanted to help make it as practical as possible. Consider this the training that every advisor needs but never received in any training, designation, or certification.
Here are the top 10 insights and ideas from those 50 conversations that you can...
2022-08-0456 minThe Human Side of Money55: Infusing Life Into The Financial Planning Process with Tim MaurerMost financial advisors do a great job focusing on WHAT clients want to achieve (Goals) and HOW to achieve it (Financial Planning).
But the best advice focuses first and foremost on WHY.
It focuses on the client’s values, purpose, intentions (what’s truly most important in their lives). And everything flows from there. A financial plan without a “Why” is merely data on a page. A portfolio without a “Why” is merely a list of investments.
Starting with “Why” infuses life into the financial planning process.
And, fortunately, Tim Maurer has been through...
2022-07-201h 32The Human Side of Money54: Helping Clients Achieve Life Money Balance with Dr. Preston CherryWhat’s the point of tripling your net worth if you still dread getting out of bed every morning?
That’s why financial advice at the highest level focuses on more than the accumulation of money. It focuses on the alignment of money with what’s most important in the client’s life.
It’s what Dr. Preston Cherry calls “Life Money Balance.”
It’s at the core of his planning process, and he joined the show to walk us through how he helps his clients achieve life and money balance.
We discuss:
...
2022-07-061h 21
The Human Side of Money53: The Psychology of Decision-Making in Financial Planning with Hal HershfieldIt’s the most storied rivalry in finance.
The current self versus the future self. The very nature of financial planning work with clients is heavily focused on the future.
Yet, the current self often calls the shots when it comes to financial decisions.
In a profession so heavily focused on the future, the key to improving client’s behaviors, decisions, and outcomes starts by addressing the most storied rivalry in finance.
By striking a balance between their current self and future self.
Fortunately, Hal Hershfield is renowned for his...
2022-06-221h 06The Human Side of Money52: Developing Emotional Intelligence (EQ) To Transform Relationships With Clients And Prospects with Beverly FlaxingtonYou’ve likely heard of emotional intelligence (EQ).
Intellectual intelligence (IQ) is important. But, EQ is crucial.
Especially when you work with emotional human beings on the emotionally charged topic of money.
But, how can advisors and planners seamlessly incorporate EQ principles into their practice?
Beverly Flaxington, Human Behavior Coach®, best-selling author, and international speaker joined the show to break down human behavior and how advisors can apply EQ principles.
We discuss:
The top 5 secrets of human behavior
Three specific ways advisors can apply emotional intelligence when working wit...
2022-06-101h 37The Human Side of Money51: The Financial Therapy Skills & Techniques Every Financial Advisor Needs with Dr. Kristy ArchuletaMost trainings, certifications, and designations financial advisors receive fail to teach the difference between crunching numbers and working with emotional human beings on the emotionally charged topic of money.
Working with human beings requires a completely different skill set centered on building trust, uncovering values and emotions around money, and changing behavior.
A skill set that sits at the core of financial therapy.
And, fortunately, Dr. Kristy Archuleta is the foremost authority on bridging the gap between financial therapy skills and financial planning.
Here’s what you’ll learn:
The “No Adv...
2022-05-252h 03The Human Side of Money50: Leveraging The Superpower Of Questions To Create Connection And Clarity with Dr. Meghaan Lurtz (Part II)This is Part II of the conversation. It’s a continuation of the previous episode (Episode 49). I highly recommend listening to Part I before diving into this one!
Dr. Meghaan Lurtz joined the show to explain the keys to unlocking the superpower of questions with prospects and clients.
We discuss:
The secrets to asking great questions that get great responses
Two types of questions designed to instill and build trust
Two types of questions designed to elicit information by getting the person to open up
Meghaan’s favorite question that she calls the “Swiss Army K...
2022-05-111h 21The Human Side of Money49: Leveraging The Superpower Of Questions To Create Connection And Clarity with Dr. Meghaan Lurtz (Part I)For financial advisors and planners to do their job at the highest level requires the ability to do two things:
Uncover someone’s personal, intimate financial details
Unearth someone’s values, emotions, hopes, dreams, and fears about their money and their life
Most people don’t talk about one of those things with anyone else in their life. And almost NO ONE talks about both with the same person without being under the influence of something!
That’s why the best financial advisors are masters at knowing how to ask the “right” questions that elicit trust and cr...
2022-04-2758 minThe Human Side of Money48: Crafting A Values-Driven Process To Attract and Acquire Ideal Clients with Bill Bachrach (Part II)This is Part II of a two-part conversation. It’s a continuation of Episode 47. I would highly recommend listening to that episode before diving into this one!*
When Bill Bachrach started his career as a financial advisor, he was in his mid-20s trying to convince wealthy people in their 50s, 60s, and 70s to leave their current advisor and entrust him with their life savings.
He knew he needed to do something different that would stand out and inspire his prospective clients.
So, he spent countless hours refining and developing a process th...
2022-04-131h 38The Human Side of Money47: Crafting A Values-Driven Process To Attract and Acquire Ideal Clients with Bill Bachrach (Part I)When Bill Bachrach started his career as a financial advisor, he was in his mid-20s trying to convince wealthy people in their 50s, 60s, and 70s to leave their current advisor and entrust him with their life savings.
He knew he needed to do something different that would stand out and inspire his prospective clients.
So, he spent countless hours refining and developing a process that eventually became known as “values-based financial planning.”
For the last 34 years, he’s been teaching advisors around the world this exact process to help them attract and ac...
2022-03-291h 38The Human Side of Money46: Defining “Enough” And “Off The Balance Sheet” Conversations with Jeremy WalterIn an industry that praises the relentless pursuit of growth, Jeremy Walter chose to pursue “enough.”
He chose to optimize for satisfaction rather than revenue. But, as Jeremy learned, even crafting a business with intention has its own set of challenges when you’ve been preached “grow, grow, grow” your whole career.
Jeremy shares his journey to building his current advisory business, his process for having “off the balance sheet” conversations with clients, and how he uses his one-page financial plan.
We discuss:
How Jeremy defined “enough” for himself and his family
How he handles the...
2022-03-161h 45The Human Side of Money45: Designing A Discovery Process To Maximize Return On Life with Mitch AnthonyThe best conversations with clients and prospective clients have two things in common:
1) They create trust and connection that allows the person to open up and share information with you that they’ve likely never shared before
2) They unearth valuable information and stories about the person that provides insights to help them align their money with the life they want to live.
Ultimately, they place the life of the client at the center of the conversation.
In this episode, Mitch Anthony shares how advisors can design a discovery process that does jus...
2022-03-021h 34The Human Side of Money44: Pursuing Limitless Growth By Focusing On Mindset Over Methods with Stephanie Bogan (Part II)How many times have you created a goal and vision for your advisory business only to fall short?
You came up with the plan to make it happen, but you miss your growth goals while still working too many hours to fully enjoy your life outside of the business. That’s because most people focus first on the plan (the strategy and tactics) instead of their mindset.
Stephanie Bogan works with advisors to master their mindset, think differently about what’s even possible, and accelerate your business to a whole new level while working fewer hour...
2022-02-161h 26The Human Side of Money43: Pursuing Limitless Growth By Focusing On Mindset Over Methods with Stephanie Bogan (Part I)How many times have you created a goal and vision for your advisory business only to fall short? You came up with the plan to make it happen, but you miss your growth goals while still working too many hours to fully enjoy your life outside of the business.
That’s because most people focus first on the plan (the strategy and tactics) instead of their mindset.
Stephanie Bogan works with advisors to master their mindset, think differently about what’s even possible, and accelerate your business to a whole new level while working fewer hour...
2022-02-021h 23The Human Side of Money42: Behavioral Insights For More Persuasive And Engaging Meetings with Dan SmaidaMeetings are the single most important component of your entire business.
Whether it’s a client or a prospective client, it’s the meetings where things actually happen. Meetings are where prospects become clients (or don’t).
Dan Smaida, a “Meeting Execution Specialist”, has consulted with over 10,000 advisors on how to use behavioral science and a consultative process to create more persuasive and engaging meetings.
We discuss:
The most common mistake Dan sees in a discovery meeting and the ideal way to start
How to listen better in online meetings
The 3 questions every pros...
2022-01-191h 31The Human Side of Money41: How Financial Coaching Skills Enhance Communication, Connection, and Follow-Through with Saundra DavisEver wondered why your clients and prospective clients have failed to take action on your advice despite the fact you’ve shown them exactly how to accomplish their financial goals?
This episode is all about developing the skills and techniques to deliver advice that clients actually follow through on.
Financial coaching “works to narrow the gap between what people know and what they do; it illuminates through thoughtful questioning what gets in the way of meeting life goals.”
Saundra Davis has developed a program where she teaches advisors from around the world the key sk...
2022-01-051h 44The Human Side of MoneyBONUS: The Application of Psychology in Financial PlanningWith the future of our profession continuing to shift towards the human side of advice and the CFP Board’s announcement earlier this year that they added “The Psychology of Financial Planning” as a principal knowledge topic, it’s becoming crucial for advisors to start familiarizing themselves with this aspect of the business.
At the same time, it’s too much to think that advisors and planners are all going to become experts in financial therapy, financial coaching, life planning, etc. on top of all the work that already comes with the job.
A couple weeks ago...
2021-12-221h 03The Human Side of Money40: Successfully Guiding Clients Through The Changes And Transitions Of Life with Susan BradleyChange and transition are a constant and pivotal part of our clients’ lives. And it’s these moments that can shape both the future of their life and their money.
However, successfully guiding clients through the changes and transitions of life requires more than sound technical knowledge and advice.
Susan Bradley coaches advisors around the world on how to navigate change and joined the show to help advisors understand the dynamics of change, the psychology of transitions, and the skill set advisors need to successfully guide clients through the constant changes and transitions in life.
2021-12-081h 52The Human Side of Money39: A Masterclass In Excelling At The Human Side Of Advice with Carl RichardsCarl Richards has a mantra for financial advisors that he says changes everything once you can fully internalize it:
“Financial advisors are guides in a changing landscape. Not the defenders of an outdated map.”
It’s no longer enough for advisors to build a detailed financial plan or construct a portfolio.
It’s about building trust and connection with clients, unearthing their values and emotions around money, and changing their behavior for the better. It’s about the human side of advice.
We discuss:
The two main things he’s learned over...
2021-11-241h 18The Human Side of Money38: A Framework For Understanding And Navigating The Dynamics Of Working With Couples with Ed CoambsWhen financial advisors work with couples, it’s more than just navigating their finances. It means navigating an emotional and complex relationship dynamic.
It’s not just a matter of aligning the numbers. It’s a matter of aligning two completely different belief systems. When you combine two different upbringings and two different sets of belief systems around money, naturally tension arises.
Ed Coambs combines a background in financial therapy and financial planning to offer advisors some critical insights on navigating couple dynamics.
We discuss:
Why most money arguments aren’t actually about mo...
2021-11-101h 38The Human Side of Money37: The Irrational And Invisible Influences That Drive Human Behavior with Rory SutherlandWhen was the last time you thought about:
What your office or Zoom background is “signaling” to prospective clients?
What minor detail or design on your website could drastically improve conversions?
How to package your services in a way that feels less overwhelming and provides clarity around exactly what the client receives?
What things could be causing your clients to perceive your services as expensive rather than a bargain?
Rory Sutherland, author of Alchemy: The Dark Art and Curious Science of Creating Magic in Business, Brands, and Life, consults with companies around the world to help them enha...
2021-10-272h 06The Human Side of Money36: Integrating A Life Planning Approach In Your Practice with Scott FrankImagine guiding your clients through a process of discovering what a meaningful, fulfilled life would look like and then providing them with the financial strategies to fuel that vision.
You help your clients clarify and fund their best life. That is life planning.
But, what does life planning actually look like in practice? When do I have these heartfelt conversations? What do these conversations sound like?
Fortunately, Scott Frank is the founder of Stone Steps Financial, has been through the Life Planning trainings, and coaches advisors around the world on the Life Planning p...
2021-10-131h 46The Human Side of Money35: The Tools To Assess, Predict, and Change Client Behavior with Sarah FallawImagine going into a meeting with a complete picture of your client’s money mindset.
You know exactly how they like to communicate about money, that they have a tendency to “keep up with the Joneses”, and that they are likely to panic when the market plummets.
Armed with that information, you would know exactly which behaviors to focus on changing to improve their financial outcomes. But, that kind of information is not readily apparent and difficult to uncover.
Which is why behavioral assessments are on the rise around the industry. They have the ab...
2021-09-291h 18The Human Side of Money3: The Vision – A Blueprint for Mastering the Human Side of MoneyIn an industry where 99% of the training, certifications, designations, and conferences are geared towards the technical side of the relationship, high-quality, top-notch resources on applying behavioral finance in your practice are sparse.
In this episode, Brendan answers the most common question posed by advisors and planners when it comes to the human side of money: “How do I develop this skill set?”
The answer lies in a 3-step process:
Spark Innovation from Outside Perspectives: We need to look to experts in fields like behavior, psychology, communication, and more.
Channel Outside Perspective Through Experience: We can l...
2020-06-2931 minThe Human Side of Money2: The Origin – Identifying the Forces Shaping the Value and Future of AdviceThe value and future of financial advice is currently facing a crossroads as it shifts towards blending technical advice with the ability to change behavior.
In this episode, Brendan tells the story of a client meeting he observed that helped shine a light on the forces causing this shift and why most advisors and advisory businesses simply aren’t equipped to evolve and take advantage.
We discuss:
Why the future of advice will be more focused on guiding clients through the process and changing behavior for the better
How heart bypass surgeries, entrepreneurs, obesity, an...
2020-05-1939 min