The Efficient Advisor: Tactical Business Advice for Financial Planners 276: Mastering Goals: Secrets to Helping Clients Set & Stick to Better Goals with Daniel Crosby
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May 27, 2025 
Daniel Crosby, a psychologist turned behavioral finance expert, shares insights on transforming how clients set and stick to financial goals. He emphasizes that most goals stem from social influence rather than personal values. The conversation highlights the significance of understanding individual motivations and forming sustainable habits. Crosby introduces the EAST framework for effective goal-setting and discusses the power of social accountability in improving financial decisions. Discover actionable strategies that empower both advisors and clients in navigating financial success!
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Habits Trump Willpower
- Willpower is overrated and insufficient for goal achievement.
- Creating lasting habits and making good behaviors easy, and bad behaviors hard, are key successes.
Habit from Daily Routine
- Daniel formed a habit of going to the gym by tying it to taking his daughter to early Bible study every morning.
- This removed the decision from willpower and made exercise automatic.
Mimetic Financial Goals
- Many financial goals are mimicked from others and lack true personal meaning.
- This mimetic behavior leads to goals that clients don't truly care about, hindering progress.
