Standard Deviations with Dr. Daniel Crosby

Tune in to hear:- What’s the number one misconception about sports psychology? What are the Monday morning quarterbacks missing when they comment on a game?- Has Dr. Poole noticed any common thread shared by the championship teams she has worked with over the years?- How do teams really individualize their overarching goal above and beyond simply aiming to win and take home the championship trophy? Does this customization really help with overall buy in to the team culture and with collaboration between teammates?- What are some of the ingredients, or elements, that makeup a good team culture? Does this look very different from team to team or are there elements that are consistent across the board?- If Dr. Poole was called in to help a team that was in a major slump, in both performance and culture, where would she start to try to pull them out of this?- Are most teams pretty responsive to Dr. Poole’s process, as a rule, or does it vary a lot from sport to sport or team to team?- Are visualization exercises a part of what Dr. Poole does or is this just a stereotype?- Does she advocate for visualization on game day or does it prove more useful in a practice context?- What can athletes do to reliably increase their chances of entering into a “flow state?”- What is the psychological mechanism that trips that might account for the yips?- What are some takeaways from sports psych that we could apply in our everyday lives?https://www.instagram.com/lakeithaphttp://www.smalltalkcounseling.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please visit https://orion.com/OCIO/custom-indexing for more information on Custom Indexing. Compliance Code: 2127-OAS-8/2/2023Ad Compliance Code: 2120-OPS-8/2/2023Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion

Tune in to hear:- What does the Partnership for Southern Equity really focus on and what is Sterling’s role there?- What is the difference between equity and equality and why is this an important distinction to make when talking about the kind of work the PSE does?- What things, governmentally or institutionally, are still in place structurally that disadvantage Black and brown people from economic equality?- Atlanta consistently ranks among the highest of American cities with the greatest economic disparity. At a city-wide level, what drives this massive wealth gap?- How can one balance an awareness of the past, and a realization that people don’t start on even ground in life, with a cautious optimism about how we can move forward?- When some of the biggest drivers of wealth inequality are so organic, like who you choose to marry, how can we make meaningful progress?- What things have we not gone over that might move the needle towards a more equitable future in America?https://psequity.orgOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please visit https://orion.com/OCIO/custom-indexing for more information on Custom Indexing. Ad Compliance Code: 2120-OPS-8/2/2023Compliance Code: 2064-OAS-7/28/2023Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion

Tune in to hear:- Why does Stacy believe that every company should have a well crafted origin story? Why does this speak to the authenticity of a brand?- What’s the importance of a hook or conflict within a corporate brand story?- How can we present a hook that helps with brand buy-in without the story relying on the classic narrative tools of danger, suspense and intrigue?- What are some brands that effectively make their customers the hero of their brand story?- What role does a “villain” play in a brand’s story and is this usually another business (e.g. competitor) or more ideological in nature?https://www.stacyhavener.comhttps://www.billiondollarbackstory.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor.Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please visit https://orion.com/OCIO/custom-indexing for more information on Custom Indexing. Compliance Code: 2122-OAS-8/2/2023Ad Compliance Code: 2120-OPS-8/2/2023

Tune in to hear: - Some people think that “we can only take our clients as far as we have gone ourselves and that we must do our own work.” Does Neil believe this and, if so, what does “doing the work” look like in the context of a financial professional?- What is Carl Jung’s idea of “a wounded healer?” Also, in terms of our own story, how can we walk the line between being vulnerable and approachable without making our time with the client all about us?- What are the most common sources of stress for financial advisors and what is the potential fallout of stressed advisors trying to comfort stressed advisors? - What are some practical tips for helping advisors manage the stress that can accompany a bad bear market?- Where does Neil think the financial services industry is headed over the next decade?Compliance Code: 1956-OAS-7/21/2023https://www.neilbage.co.uk

Tune in to hear:- Can Nicole speak to the power of podcasts, newsletters and new media and the role these play as she tries to fulfill her personal mission?- Can brands do anything to really humanize and authenticate themselves or do we just favor individual influencers and have a general distrust of institutions now?- What do we need to do as an industry to take women more seriously and how can we meet them where they’re at?- From a behavioral standpoint, women always do better in aggregate than men with regards to investing, and yet on average they consistently undervalue their investing capabilities. What can be done about this?- What can we do as an industry to better understand and better serve women at both an individual and global level?- What are some practical steps that people in the majority can take to advocate for a more inclusive and diverse industry?- What is the best savory Filipino food? What is the best sweet Filipino food? https://linktr.ee/fintechisfemmeCompliance Code: 1279-OAS-5/8/2023

Tune in to hear:Learn how to adapt cognitive biases to your benefit within a sales funnel.What is the mere exposure effect and why is it so powerful?Considering the mere exposure effect, what chance do boutique asset managers have going against giants like BlackRock and how can they set themselves apart?Is there such a thing as too much exposure and how can sales people intuit where to draw the line if so?What is the loss aversion bias and how can it be used to your benefit within a sales context?What is negativity bias and what are its implications for sales? How can you use negativity to better differentiate yourself from the broader market and how much is too much? What is status quo bias and how can it be applied to closing a sale?Why are “sins of omission” typically judged less harshly than “sins of commission?”https://www.stacyhavener.comhttps://www.billiondollarbackstory.comCompliance Code: 1732-OAS-6/26/2023

Tune in to hear:- In studies, non-compliance with financial advice generally hangs around the 50% range. However, many advisors say that their clients are very compliant and that these stats don’t hold true for them. Has Derek noticed this and what does he think accounts for this difference?- What is the “stages of change” model and how might it be applied in practice with clients who are pushing back?- What is a concrete, actionable step an advisor can take to help move their client from the contemplation stage onto the preparation stage?- A lot of clients are held back by their anxiety and fear. Is there a path for removing roadblocks that unearths clients' motivations as well?- What is the “righting reflex?” When does it prove helpful and when does it get in the way?- If you are an advisor and your client is putting up walls, giving pushback and privileging the status quo - what is the best way to move forward and break this stalemate?- What are scaling questions and change rulers and how are they applied in practice?https://www.meaningfulmoney.lifeCompliance Code: 1246-OAS_5/3/2023

Tune in to hear:- Do certain people have a natural proclivity for deferring gratification for a greater reward at a later date (e.g. exercise and saving) or can this also be learned?- Is whether or not you are more forward-thinking or present-oriented hardwired in you from a young age?- What are some of the things that those who “get retirement right” might know that those who “get retirement wrong” don’t?- Why is working in retirement important for many people and how might this look different from working pre-retirement?- What are the three pillars of retirement satisfaction and what can we do to prepare ourselves for the non-financial ones that are often overlooked?- What are some ways that we can spend money, smartly, that may make us happier?- How does Michael live his life differently based on the research he has done on retirement?http://www.michaelfinke.comCompliance Code: 1148-OAS-4/24/2023

Tune in to hear:- What role did Amy’s mom play in her professional journey and what drives her to do what she does?- What are the 5 steps of Amy’s process for providing effective guidance to advisors while leaving a bit of wiggle room for client personalization?- Her 1st step, “to establish and define a client, planner relationship,” aligns with the CFP’s 1st stage. What does she teach advisors in this stage that might look a little different than folks might expect?- How can we help facilitate a good discovery process, which encourages clients to dig deep, without putting our own fingerprints all over this in the process?- How can you clarify your client’s values and assure that they aren’t being unduly influenced by outside influences?- The 2nd part of Amy’s discovery stage is called “envision.” How does she help her clients’ vision of their future selves be as salient and real as possible?- What are some of the mistakes advisors make when presenting their client with a financial plan and what can we do better as an industry?- How can we share that “there’s more to life than money” with our clients in an authentic and non-cynical way? Also, how can we implement this thinking in our own lives?https://www.moneyquotient.comCompliance Code: Code: 1150-OAS-4/24/2023

Tune in to hear:- What makes up Brendan’s list of the 10 guiding principles of financial psychology?- Brendan says that “goals shift, but values persist.” What does he mean by this and how do we move from illuminating values to tying those back to specific goals?- Brendan recently interviewed a “question expert” on his own podcast. What was the biggest takeaway from their conversation and how can we craft better questions?- Brendan’s third tenant is that “the more vivid your future, the more likely the behavior change.” How can we make our future selves more salient and vivid?- Reflective listening, where you hear your words spoken back to you, has a lot of benefits. How can advisors take advantage of this phenomenon without merely parroting back what their client’s are expressing?- Why are discovery meeting recap emails so important and what should they look like?- How can advisors “move from being an advice giver to being a thinking partner?”- In an industry so focused on the present day and the future, why is looking back on the past so important? What impact might this have on individual investor behavior?- What does Brendan consider to be the most important skill in financial advice?https://www.wiredplanning.comhttps://podcasts.apple.com/us/podcast/the-human-side-of-moneyCompliance Code: 1112-OAS-4/19/2023