Standard Deviations with Dr. Daniel Crosby

Tune in to hear:- What exactly is Neuromarketing and what makes it so powerful?- There are more brands and advertisements vying for our attention every year. How does Nueromarketing fit into this picture and help brands really stand out?- What are the six pillars of Neuromarketing that Kristin eventually settled on and where did she source these ideas from?- Why is making marketing highly personal so important and what might a concrete example of this look like within financial services?- What does it mean to make your marketing “contrastible” and what is a practical example of this?- How do those in knowledge fields take their somewhat ethereal offerings and make them more tangible?- Does being memorable necessarily mean that you will alienate some people?- How can we make our brand visually stand out above and beyond our graphic design and branding?- When creating emotional ad content, do we have to be sure that it speaks to who the company/brand really is? Does this ever backfire?Compliance Code: 3110-OAS-12/15/2021

Tune in to hear:- What are some unique financial considerations for those with high-level government security clearances?- What role does financial instability often play in cases of corporate and governmental espionage?- Financial instability is often at the root of why people participate in espionage. What implications does this tendency have for the broader population?- We often have very different subjective realities than our partners regarding personal finance. How can we better bridge this experience gap, and are there times when one party is just objectively in the wrong?- How common are issues of “financial infidelity” in romantic or professional relationships?- Should financial professionals act as more of a blank slate, making space for each client’s unique values, or should they lead with their own personal values?- How can financial advisors take better note of their clients’ body language and appropriately use this information?- What are some pragmatic steps advisors can take to take their client relationships to the next level?https://chieffinancialmom.comCompliance Code: 3025-OAS-12/1/2021

Tune in to hear:- Robert says in marketing “you must get past the mental filter.” If we are going to get past the mental filter, how can we do it in a way that doesn’t land flat on its face or go too far?- How can one evoke an emotional response in a nuanced way without seeming corny or disingenuous? Are there certain business for whom this approach may not be effective?- How can a marketing approach build familiarity without becoming overly repetitive, rote or in your face?- Irresistible offers are one of the five principles of effective marketing. How can you craft an offer your client can’t refuse?- What is one big promise that financial professionals can tell their clients they will deliver on?- Signaling trustworthiness is a crucial aspect of advertising. What steps can advisors take to both be trustworthy and to convey this to their target market?- Why is merely being trustworthy often not sufficient to scale your business?Twitter: @RobertSofiaCompliance Code: 3017-OAS-11/30/2021

Tune in to hear:- How did Brad originally get into the finance industry and how did he get into trading cards?- What are some of the draws, or compulsions, that get people into card collecting?- What time period was referred to as “the junk wax era” in Baseball Cards and why was this such a poor time to collect?- Are there any big takeaways that we can learn about broader capital markets from the ebbs and flows of sports trading card history?- "Fanatics" is taking over Topps long held spot as the MLB’s licensed provider of trading cards. What does this shift signal for trading cards as an asset class and what are the other implications at play here?- What sense, if any, can be made of the explosion of value in collectibles and trading cards during a time where they seemed particularly peripheral to what mattered?- Do trading cards, as a class, tend to rise and fall together? Can diversifying between various sports and other collectibles, such as Magic or Pokemon cards, actually make a real difference?- In the era of NFTs and blockchain technology, is the future of trading cards still cardboard or will this fall out of favor with the rise of these technologies?- If one is new to collectible markets, such as baseball cards, what is a way they could dip a toe into these investments and limit their risk?www.bradleyjohnson.comCompliance Code: 2959-OAS-11/22/2021

Tune in to hear:- Is the market always crazy or does it go through long periods of predictability in many peoples’ lifetimes? Is uncertainty implicit in capital markets?- There’s always going to be a reason to fear, there’s always going to be a reason not to invest. What pragmatic steps can we take to invest thoughtfully in the face of this?- Why might concentrated, active portfolios make more sense for some subset of the population?- What are some potential catalysts that could bring active management back in favor?- How does Emilie think about active management from an angle of creative destruction?- Financial wellness is a term that is thrown out there a lot, but it is rarely elucidated in depth or operationalized. What does financial wellness really look like?- Has Emilie noticed patterns of how clients’ behaviors and concerns differ between those with varying tiers of wealth?- What’s a financial concern for women that men are largely oblivious to?Instagram @emiliedayanhillCompliance Code: 2928-OAS-11/17/2021

Tune in to hear:- What might the lay person, who is enthusiastic about behavioral economics, not know about its historical origins?- What was the larger zeitgeist that gave rise to an envy of physics, and hard science, within economics?- Are there commonly used methods in the world of financial planning that may be rooted in some unexamined assumptions?- When consulting clients, how do we strike a balance between realizing that our theories and knowledge will always be imperfect while we also know that giving our clients something to hang on to is useful?- Where does empathy come from in the client advisor relationship? Is this an innate trait or can one teach themselves to be empathetic?- Dr. Ragatz is in charge of Carson's next generation initiatives. What has she noticed in this role? How does the next generation differ, what do they value and how might they go on to shape the industry?https://www.linkedin.com/in/julie-ragatz-ph-d-2a40b826/Compliance Code: 2830-OAS-11/5/2021

Tune in to hear:- The old American adage of “shirtsleeves to shirtsleeves in three generations” seems to be an enduring sentiment across many other cultures. Why is it such a tricky thing to sustain wealth across multiple generations and what can be done to remedy this?- Why is pointing the finger at the third generation an overly reductive approach? What could the first generation do differently to help sustain their wealth legacy?- For those who want to leave a financial gift to future generations, how can we overcome this found money / “house money” effect. How can we make it feel more tangible, real and earned?- How can families with means teach their kids the attitudinal aspects of wealth preservation, like thrift and scarcity? Do they have to impose limitations where there are few or is there another way to do so?- In his book, he encourages people to not mistake their wealth with their legacy. What exactly did he mean by this?- Why is it important to distinguish between your business, or personal practice, and the business of your family?- How does a margin of safety look different for an entrepreneur vs. an investor in capital markets?- How can we see the world through the eyes of our grandchildren and great-grandchildren when we’ve never met them? Also, how can we avoid our natural tendency to scapegoat the upcoming generation for our problems?- How can we begin to overcome the great amount of wealth inequality in our nation?- How can one think through charitable giving, that actually moves the needle, with their clients?www.firstgenerationwealth.comwww.balentine.comCompliance Code: 2778-OAS-11/1/2021

- As someone who works in practice management and as a trainer, how does Penny get advisors to embrace the power of practice management when there are plenty of advisors who are financially successful who are violating all the best practices?- If Penny created her own top 25 advisor list, what criteria would she choose to decide who belongs on that list?- What are some practical means of gaining psychographic insights into clients’ and is there a framework one can use when thinking about clients’ psychology?- Have the psychographics of the average client changed over the past 18 months? How have they shifted if so?- In a sea of 300,000 advisors, what are some pragmatic ways you can stand out from that pack?- What is Penny’s spiciest take on how the industry will change in the coming years?- People really struggle to confront their own mortality. With such a great psychological hurdle at the crux of the conversation, how do you get anyone to plan for succession?https://www.youtube.com/channel/UCWVDdtyWwj61yKLm0unERjwCompliance Code: 2643-OAS-10/13/2021

Tune in to hear:- Morningstar recently conducted an in-depth study on the financial biases that people bring to the table. What are the real world, fiscal impacts of these biases?- In the study, were they able to quantify a percentage or a dollar amount difference between biased and unbiased folks?- 2% of people in their study showed no evidence of bias - are their really people out there that are almost completely bias free, or was this an anomaly in the study?- There was only one bias that showed a significant skew for a certain demographic - which one was it and why might this be the case?- In most studies men show up as overconfident with financial decisions, when compared to women - why didn’t this play out so dramatically in the Morningstar research?- Did Steve’s team’s study look at lose aversion at all?- What are the 6 facets of the “Create” model that Steve created as a sort scaffolding for guiding client behavior.- If we have a client with a history of traumatic or bad financial experiences, how can we help them envision different outcomes and possibilities?- How can behavioral science be used to improve one’s religious or spiritual practice?- What does the research show about the benefits of having a personal spiritual practice and what might this look like for different people?Web: behavioraltechnology.coCompliance Code: 2537-OAS-9/28/2021

Tune in to hear:- Ric Edelman started off as a reporter - does Ric think that an advisor could start “Edelman 2.0", so to speak, using the same formula with education at the forefront?- Why might it be wise to “narrowcast” rather than broadcast?- What are two or three actionable steps that American investors can take now?- Why does Ric think that Blockchain technology is one of the top four inventions in the history of commerce?- How does one strike a balance between being enthusiastic about Blockchain technologies while not falling into a camp of blind adoration or misinformed distrust?- In addition to behavioral facets, what other conditions would Ric look for to determine the suitability of crypto for a client?- Might crypto and the blockchain be able to help us overcome historical wealth inequality issues?www.dacfp.comCompliance Code: 2488-OAS-9/21/2021