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 unfulfilled at the moment most advisors dream about
Why he starts conversations around how someone feels rather than what they have
The story of how life planning cost him a $10 million client (and why it didn’t faze him)

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Resources:

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals

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81: A Framework For Facilitating Conversation And Connection Throughout The Planning Process with Josh Gilliam (Part I)