Do Business. Do Life. — The Financial Advisor Podcast — DBDL 119: Brendan Frazier - Why Most Advisors Fail to Connect with Clients
The best financial advisors aren’t just experts in finance, they’re experts in people.
In this episode, I’m talking with Brendan Frazier, founder of The Human Side of Money podcast to unpack one of the most overlooked drivers of advisor success: human connection.
As an expert at helping advisors uncover the emotional drivers behind their clients’ financial decisions, Brendan explains why advice alone isn’t enough—and what top advisors do differently to drive action.
From subtle mindset shifts that deepen trust to science-backed communication strategies that boost follow-through, Brendan shares the human-side skills that can help you become a more effective, empathetic, and influential advisor.
3 of the biggest insights from Brendan Frazier …
#1.) Why Most Clients Don’t Follow Advice—And What You Can Do About It
Brendan shares what financial advisors can learn from how doctors treat patients—and why the way you deliver advice often matters more than the advice itself.
#2.) The Hidden Skills That Make Clients Feel Truly Understood
Brendan unpacks the subtle (but powerful) skills that top advisors use to create trust and connection. You’ll learn how to reset between meetings, why repeating a client’s words is more powerful than praising them, and what neuroscience says about the hidden benefits of curiosity.
#3.) The Most Revealing Question You Can Ask in a First Appointment
Brendan breaks down the psychology behind one deceptively simple question: “Why now?” You’ll hear how this question uncovers the real reason a client is sitting in your office—and how it sets the stage for both emotional connection and clear planning.
SHOW NOTES
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