The Human Side of Money

The intro meeting is the lifeblood of an advisory business. It’s either the single most expensive or the single most profitable activity that you’ll ever engage in. Yet, almost everything you’ve been taught about how to conduct these meetings is backwards. It contradicts everything psychology research tells us that a prospect needs. In this episode, we’ll look at five things you’ve never been taught but HAVE to know to conduct the ultimate intro meeting: Navigating The Trust Zone Inside The Prospect’s Mind The Two-Question Framework The Platinum Rule of Prospecting Prepping The Prospect For Success *The Ultimate Intro Meeting Course –> Go Here 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. *For more resources discussed in this episode –> Go Here *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

The combination of financial psychology and technology has a multiplier effect on client outcomes. Advisors who effectively integrate both into their practice see significantly higher levels of: Satisfaction Loyalty Referrals Trust But, before you get these outcomes, you have to know how to effectively combine the two. Fortunately, Emily Koochel pioneered this research and provides a roadmap for advisors to combine financial psychology with technology on the path to transforming their client outcomes. You’ll Learn: Using technology to create a “feel good” moment How to work with couples that have financial secrets Why 6 of 10 clients say their advice isn’t personalized The technology features that lead to higher client engagement The 5 financial psychology actions that create better client outcomes 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. *For more resources discussed in this episode –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

More important than what questions you ask is how you ask them. In this episode, shares 8 proven ways to ask better questions that lead to better answers, conversations, and relationships. 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.= *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

Three important questions every advisor should answer: Do you think you provide a valuable and life-changing service? Do you think your clients are better off with you than without you, even after they pay? Do you find that even though they’re better off with you, they still need a little nudge to make the decision to work with you? If you answered yes to any of these questions, then here’s the harsh truth you need to hear: Getting prospects to become clients requires more than expertise. It requires persuasion. And if you can learn to persuade more effectively, then your life-changing impact will be greater and more widespread. In the popular book Influence: The Psychology of Persuasion, Robert Cialdini presents research on six psychological principles to persuade prospects to become buyers. Fortunately, Evan Beach took the research from the book and created a version specifically for financial advisors. In this episode, he’ll reveal how financial advisors can use influence techniques to persuade more prospects to become clients. You’ll Learn: The sales mindset every advisor should have How and why to implement a waitlist for prospects The psychological reason not to charge for financial plans The “freemium” model he uses for his prospecting process Why advisors are scared to embrace effective sales techniques 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. *For more resources discussed in this episode –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

There is one skill that will impact your success and your client’s success more than anything else. The ability to listen. More specifically, the ability to listen with empathy and curiosity. In this episode, we’ll look at: The neuroscience and benefits of listening 3 ideas to instantly improve your listening skills An advisor testimonial on the power of listening 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. *For more resources discussed in this episode –> Go Here *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

Sarah Newcomb, Director of Behavioral Science at Morningstar, discusses understanding a client's money mindset. Topics include assessing money mindset, the link between financial and emotional well-being, predictors of savings behavior, using a 'What-If Journey', and the role of role models in behavior change.

Research consistently shows that >90% of clients are satisfied. At first glance, it sounds like a good thing. But, if over 90% of clients are satisfied, then client satisfaction ceases to be a differentiator. It’s now tablestakes. Which then prompts the question: “Should we be aiming for something more than satisfaction?” Julie Littlechild suggests we move the bar from “satisfied” to “engaged.” Satisfied clients are happy but passive. Engaged clients are happy and tell the world about what you do. In this episode, Julie explains everything you need to know to turn satisfied clients into engaged clients. You’ll Learn: The 4 drivers that create engaged clients The curse of the agenda and how to use it effectively The #1 thing clients say they want but aren’t getting from advisors The top mistakes advisors make when gathering feedback and input What clients say about discussing non-financial goals with an advisor 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. *For more resources discussed in this episode –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

If 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 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 actually follow through on their tasks and reach their financial goals Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

Your 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: Why small talk is important and the mistakes to avoid Why you (ironically) have to prepare to be spontaneous Two ways to buy yourself time on the spot before responding The “Pace, Space, and Grace” framework to be a better listener The “What-So What-Now What” structure to use in almost any situation 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 actually follow through on their tasks and reach their financial goals Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

Most 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 experience where clients leave saying: “That’s different than any meeting I’ve ever had.” Here’s what you’ll learn: The “Quantify and Multiply” approach to create urgency A formula to answer “What do you do?” in a compelling way The meeting-altering power of whiteboarding (and how to do it) The average things most advisors do that lead to boring meetings Why the “trust gap” is the main thing keeping prospects from moving forward 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 actually follow through on their tasks and reach their financial goals Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier