The Human Side of Money

In healthcare, client outcomes and client satisfaction are directly correlated to the doctor’s “bedside manner.” The same holds true for client outcomes and satisfaction in financial planning and advice. In fact, research has shown that the #1 thing prospects look for in an advisor is “Interpersonal Skills.” But how do you create trust and improve your interpersonal skills? Fortunately, Dr. Jim Grubman built programs for advisors on how to hone and develop essential communication skills. Here’s what you’ll learn: Why courage is a conversational superpower The two essential communication skills every advisor needs The biggest communication mistake almost every advisor makes The different “levels” of conversation Detecting the “signals” clients send when they want to go deeper 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

Ever wondered why you don’t get more referrals from your clients? Good News: Most advisors have a client base that’s willing to refer. Bad News: Most clients aren’t capable of executing a referral. Armed with this information, Dan Allison designed a comfortable process for advisors that creates clients who are both willing and able to refer. And once you combine the two, the referral floodgates are opened and the trajectory of your business will never be the same. We discuss: The 5 characteristics for creating clients that are willing and able to refer The #1 reason clients say they don’t refer The biggest mistakes advisors make when asking for referrals Goldmines vs Landmines: How to identify the clients you want to refer The referral mindset advisors must have 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

The Human Side of Money in 2022: Released 28 episodes Had 21 conversations with expert guests Delivered 2,342 minutes of content on the human side of advice Inside those 28 episodes, 21 conversations and 2,342 minutes lie hundreds of ideas, insights, and nuggets that will do two things: 1) Enhance and enrich your clients’ lives 2) Forever change the trajectory of your business and career But, there were certain ideas inside each episode and conversation that delivered more impact than others. Certain insights and nuggets that move the needle a little bit further. In this episode, I go back through each conversation from 2022 and extract the most impactful ideas and insights advisors need to know. 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

Every advisor has two puzzles to solve: What to do and how to get them to do it! The first requires an understanding of numbers. The second is an understanding of people. Whether you’re trying to get a prospect to become a client or a client to implement your advice…One thing is certain.  The least effective way to get them to do something is to push or persuade them. The most effective way is to get people to persuade themselves. There’s a communication technique that does just that called “motivational interviewing.” Fortunately, Jeremy Keil is trained in motivational interviewing and uses it with prospects and clients every single day. We discuss: The crucial change he made in his connection meeting with prospects His intentional office design to foster comfortable conversation The power of asking permission before giving any advice The “righting reflex” clients experience when you give advice The importance of acknowledging clients as experts in their own lives 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 goal-setting exercises have one major flaw. They focus too much on WHAT someone wants to accomplish rather than WHY they want to accomplish it. The best goal-setting exercises combine the two. They produce goals that are both meaningful and measurable. Goals that provide connection and clarity. And when you do that, clients are motivated, inspired, and resilient. But, the question is how? Fortunately, Eric Trexler knows. He uses a “Goal Hierarchy” with his fitness clients and explains how it can be applied to create more meaningful goals for clients in financial advice. Here’s what you’ll learn: The power and execution of a goal hierarchy The problem and challenges inherent in goal-setting A psychological framework to better communicate with clients and prospects Focusing on “approach goals” rather than “avoidance goals” The optimal level of difficulty when setting goals 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

The discovery meeting is the single most important meeting for your clients and your practice. If you’re like most, you’ve probably looked up “the best questions to ask prospects in a first meeting.” You’ve likely picked up ideas listening to podcasts with advisors explaining how they conduct their meetings. You’ve implemented the tips and tricks you gathered from talking with fellow advisors. But, it still feels like there’s something missing. It hasn’t quite clicked. Here’s what you’ll learn: How to prep your clients for a successful discovery meeting The importance of shifting your mindset to win the mental battle The keys to nailing the discovery meeting The most effective ways to follow up with a prospect after the meeting 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

You can’t help a prospect if they never become a client. You can’t help a client if they don’t implement your advice. Like it or not, both require a skillset rooted in sales. As Nancy Bleeke points out, sales isn’t about being pushy.  It’s simply an information exchange. And the purpose isn’t to convince someone to do something. Rather, it’s to guide them through a process that leads to a confident, comfortable decision. Fortunately, Nancy teaches advisors around the world an approach to convert prospects into clients without being salesy. We discuss: Why an “anti-sales” mindset is harmful to prospects and clients A 4-point framework for prospect meetings Why “ghosting” happens and how to fix it “Rightsizing” your services to exactly what the prospect wants and needs How to “close” without being salesy 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

No client actually cares about maximizing their wealth. Every client cares about maximizing their life. Therefore, money should never be a goal. It should simply be a tool. A tool that funds the life you want to live. That’s why every client needs to define their “financial purpose.” It allows clients to align their money with what’s truly most important in their lives (rather than what they think is important). But the challenge is knowing how to do this with clients. Fortunately, Derek Hagen does this with his clients and teaches advisors a process for defining financial purpose to align their money with their lives. We discuss: The two exercises he uses to clearly define what’s most important to clients (Values Cards and “Life-in-Perspective”) Why clients need a “Statement of Financial Purpose” and how to help them craft one His four-step process to help clients get “unstuck” A real-life example of how he helped a client reign in their spending Why should we diversify meaning in life just like we diversify portfolios 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 client’s decisions are almost always subconsciously driven by invisible influences. Should I wear a suit? Should CNBC be on in the lobby? Does the way I’m presenting the info influence the client’s decision? Should I offer free financial planning in the beginning or charge for it? Whether these things should influence a client’s decision-making or not, they do. Fortunately, Derek Tharp has conducted the research for these questions and joined the show to share the psychological insights advisors need to know to improve the communication and delivery of advice. We discuss: What are prospective clients subconsciously assessing to determine trust and credibility How your clothes signal different things to different people The “Guardrails” approach that improves confidence and behavior around retirement spending The “Mapquest” vs “GPS” approach in financial planning Why initial planning fees impact the perceived value of ongoing planning 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

The job of a financial advisor and planner isn’t simply to dispense the advice, pat yourself on the back, and walk away as if your job is done. It’s to help the client follow through on your advice. Ensuring they implement and execute the items you’ve laid out that solve their problems and achieve their goals. The reality is that getting clients to actually follow through and implement the advice you give without constant follow-up is hard. There are several possible explanations. One of the most prominent culprits is a psychological barrier inherent within the very nature of financial advice. The battle between the current and future self. We discuss: Why the current versus future self is such a powerful force A strategy to counter the battle between the current and future self 9 simple and effective ways to use this strategy (every day) with clients 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