The Human Side of Money

The 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 just that by learning how to use stories and analogies, asking great questions, and focusing on transitions over goals. We discuss: The best way to motivate someone to save more money A communication skill used by the best communicators of all time His favorite question to get someone to open up and make a connection The “EAR” method for asking questions that elicit the best responses Why transitions are more important than goals in the financial planning process And way more! To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier     

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 hours to do it. We discuss: The importance of a crystal clear vision for your business and your life Three questions to identify and overcome your limiting beliefs How to hear “No” from prospective clients and feel good about it “Three Strike Rule” – a follow-up process to create urgency and avoid chasing prospects The power of the phrase “Would it be okay if…” And way more! To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

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 hours to do it. We discuss: Why 80% of success is based on mindset The most common mindset traps advisors fall into (Ex: agreeing to reduce fees) The three tenets of a great client and how to make sure you aren’t wasting your time chasing prospective clients “Conversations of Integrity” – giving clients the clarity they need rather than the advice you think they need And more! To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

Meetings 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 prospective client wants answered and how to answer them for max effect An effective way to control someone’s attention during a meeting when trying to make a point The “Digital Yellow Pad” approach that improves connection and follow-through To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

Ever 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 skills and techniques of financial coaching to improve communication, connection, and follow-through. We discuss: How financial coaching differs from and complements financial planning The financial coaching skills that enhance the discovery process with clients Handling the conversation with a client who isn’t following through on the plan The most effective ways to identify the barriers preventing action A better way to ask questions To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

With 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, the FPA of San Francisco hosted a panel discussion on the application of psychology in financial planning. Brendan moderated a panel that included Amy Mullen, Meghaan Lurtz, and Lexi Olian. They covered: An overview of the main pillars of psychology in financial planning The differences between each pillar A few practical ideas from each pillar that advisors can apply to their practice and conversations To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here   Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier           

Change 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. We discuss: Why technical knowledge is insufficient to manage change and transition Why decision-making is the most crucial element of navigating transitions The “Decision-Free Zone”: Process to help prioritize tasks without getting overwhelmed The importance of being a thinking partner during times of transition to help clients develop clarity An example of “sound” technical advice that morphed into “bad” advice without deep listening skills To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

Carl 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 the years that he would go back and tell himself when he was an advisor Why understanding a client’s purpose is at the foundation of the work advisors do for their client’s The difference between purpose, values, and goals and what it looks like in the planning process How to effectively help clients develop and prioritize goals Using a “Statement of Financial Purpose” in the planning process To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

When 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 money Why our upbringing is the main source of money conflict in relationships Implicit Money Memories: The lessons that were “caught” not “taught” The most effective way to engage an uninterested spouse How to navigate the conversation between a dreamer spouse and a rational spouse And more! To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

When 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 enhance their branding and marketing by better understanding the invisible influences that shape our behavior. We discuss: Why you can’t always trust what people say they want The real reason why people go see doctors (and financial advisors) The psychological challenges involved when saving for retirement (and what to do about it) How to use context to influence decision-making and behavior The power of “signaling” – the most underrated component in building trust And way more! To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: “Alchemy: The Dark Art and Curious Science of Creating Magic in Business, Brands, and Life” by Rory Sutherland Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier