The Human Side of Money: Recent Episodes

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The most common mistake advisors make with prospects?

They deliver a logically-driven pitch showcasing all the ways they can help.

But, prospects make decisions with the emotional part of the brain. And, that’s why logical pitches fall on deaf ears.

Stacy Havener, Founder and CEO at Havener Capital Partners, has raised billions for boutique asset managers, and she did it with words, not numbers. Her story-driven method taps into something most pitches miss: emotion.

If you want to connect with prospects, you need to master the art of storytelling.

In this conversation, she unpacks why logic-based pitches fail, how to structure a first meeting to connect at a human level, and the neuroscience behind compelling narratives that convert.

You’ll learn:

• How you can set the tone for a vulnerable and authentic conversation
• How to turn a good story into a compelling offer that moves clients to action
• Structuring prospect meetings to build an emotional connection and trust from the start
• The science behind storytelling and how it triggers buying decisions at a subconscious level
• Tips for creating powerful “backstories” and using emotional cues that resonate with your audience

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• The Courage to Be Disliked by Ichiro Kishimi and Fumitake Koga

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Stacy Havener:

• LinkedIn: Stacy Havener
• Website: Havener Capital Partners

About our Guest:

Stacy Havener is the Founder/CEO at Havener Capital Partners, a sales and marketing agency that helps boutique asset managers build, launch and grow funds. Havener Capital is on a mission to level the playing field in asset management by raising $100B for boutiques over the next decade.

Stacy holds her Series 6, 7, 24, 63, 66, and 79 licenses and is a registered representative of Compass Securities Corporation. She received her Bachelor of Arts in English Literature from Western Connecticut State University, graduating summa cum laude in 1998. That same year, Stacy was named to both the NCAA and the GTE/CoSida Academic All-American teams for Division III Women’s Soccer and subsequently nominated for NCAA Woman of the Year.

Based in Newport, RI, Stacy often spends her mornings walking the beach, sipping a Dunkin’ coffee, and listening to 90’s hip hop

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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What if retirement planning wasn’t just about saving but about learning how to spend?

In Part 2 of The Human Side of Retirement, Brendan Frazier continues his conversation with Dan Haylett to explore the emotional and psychological aspects of decumulation.

They dig into the behavioral side of this transition, why a “save, save, save” mindset can hold clients back, and how to reframe retirement as a time to pursue fulfillment.

And they offer practical strategies advisors can use to guide clients through this transition so retirement becomes not just a financial milestone, but a fulfilling new chapter.

You’ll Learn:

• Mastering the skill of spending money in retirement
• Creating intentional spending habits to smooth the transition
• Reframing the success rates of financial plans
• The significance of the 50 to 70 “sweet spot” years for optimal life experiences

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Dan Haylett:

• Humans vs Retirement
• LinkedIn: Dan Haylett
• TFP Financial Planning

About Our Guest:

Dan Haylett is the director, Head of Growth, and financial Planner at TFP Financial Planning. As a co-director of TFP, Dan’s “pull back the duvet every morning” purpose is helping our clients spend their time and money on what’s truly important.

His passion for understanding and learning about the emotional, behavioural and financial challenges of life after work makes him a true specialist in helping clients have the freedom and confidence to take advantage of their ‘window of spending opportunity’ and live their best life.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Retirement isn’t just about reaching a number – it’s a deeply personal transition that requires more than financial planning.

By understanding what truly matters beyond the numbers, you can better support clients in creating meaningful and fulfilling retirements.

In Part One of this episode, Dan Haylett emphasizes the importance of shifting the focus from financial figures to human connection, purpose, and lasting memories.

And he walks through the Retirement Planning Workbook he uses with clients to help them live with purpose, joy and meaning in retirement

You’ll Learn:

• The importance of understanding the emotional aspects of retirement and his own experiences helping clients navigate this transition
• The revolutionary “Retirement Planning Workbook” he developed to address the human side of retirement
• How to help clients spend their savings meaningfully to create lasting memories

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Dan Haylett:

• Humans vs Retirement
• LinkedIn: Dan Haylett
• TFP Financial Planning

About Our Guest:

Dan Haylett is the director, Head of Growth, and financial Planner at TFP Financial Planning. As a co-director of TFP, Dan’s “pull back the duvet every morning” purpose is helping our clients spend their time and money on what’s truly important.

His passion for understanding and learning about the emotional, behavioural and financial challenges of life after work makes him a true specialist in helping clients have the freedom and confidence to take advantage of their ‘window of spending opportunity’ and live their best life.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Financial planning is a service-based business.

You’re selling the invisible. It can’t be seen, touched or experienced before buying.

Prospects are forced to search for other ways to evaluate the value of working with you (most of which are NOT great options to inform such an important decision!).

Fortunately, Michael Lecours, a financial advisor and co-founder of fpPathfinder, joined the show to explain the challenges of communicating the value of an intangible service and share specific ideas to make the financial planning experience more tangible.

You’ll Learn:* How a dentist office made their service more tangible * The invisible influences that drive a prospect’s decision * Using a client journey map to enhance client experiences * What Airbnb can teach us about marketing the real value of an advisor

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• Harvard Business Review: Know Your Customers’ “Jobs to Be Done”
• fpPathfinder: Popular Checklists & Flowcharts
• “Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life” by Rory Sutherland
• “The Checklist Manifesto: How to Get Things Right” by Atul Gawande

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Mike Lecours:

• fpPathfinder
• LinkedIn: Michael Lecours

About Our Guest:

Michael Lecours, CFP® is a Co-Founder of fpPathfinder. He is also a financial advisor and planner at the Wealth Strategies Team. Michael began his career in advertising where he worked to develop marketing strategies for insurance companies, banks, credit unions, RIAs and hedge funds. Now, he leverages his background in advertising to distill complex financial planning concepts into straightforward strategies, apply behavioral finance concepts to the planning process and injects a disciplined approach to all facets of the client experience.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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The conversations you have with clients during uncertain markets are the most important you’ll ever have.

Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do…

If you know how to do it!

In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets

You’ll Learn:

• The critical mindset shift you must make before these conversations
• What goes on inside the mind of your clients when they call
• Why your charts and graphs are a waste of time (unless used correctly)

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Most advisors know they need to integrate the human element into their practice.

But, it’s hard to decide WHAT to do and HOW to do it.

Fortunately, Danielle Howard has successfully studied, tested and integrated the human element into her practice for over 30 years.

And, through those years of learning and testing, she built the “Journey of Financial Health” process.

In this conversation, Danielle reveals the steps of this process and how it helps her uncover client’s mindsets, beliefs, and identities around money.

You’ll Learn:

• The role of identity in financial decisions
• The “Journey of Financial Health” Client Process
• The surveys she uses to facilitate deeper conversations
• A question to help clients focus on their financial “wins”
• How to run group workshops and hands-on client experiences

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• “The Soul of Money” by Lynne Twist
• “Atomic Habits” by James Clear
• “The Body of Money” by Gayle Colman

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Danielle Howard:

• Website: Danielle Howard CFP®
• LinkedIn: Danielle Howard, CFP® CKA®
• danielle@wbd4u.com
• 970-927-3909

About Our Guest:

As a CERTIFIED FINANCIAL PLANNER™ author, speaker and founder of Wealth By Design, LLC and Danielle Howard, CFP®, she is a catalyst for change around the financial tools, techniques and temperaments that construct a person’s financial life. She is a blogger, podcaster and outspoken advocate for people heading into their fall season of life.

Bridging the gap between Wall Street and Main Street, she brings complex financial topics and concepts down to earth. She opens the door to new conversations around money. Her engaging workshop – “Financial Fingerprints to Footprints™” provides an opportunity for people to look at their mindsets around money and learn how to build on the wins or rewrite the scripts. With on-line tutorial opportunities and in person educational events, she brings a fresh perspective to the pecuniary world.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Talking about money remains one of the most challenging topics for many, often shrouded in silence and taboo.

Why do we hesitate to engage in money conversations, and how can financial advisors help break this cycle?

Join Brendan Frazier as he chats with Kathleen Burns Kingsbury, the mastermind behind KBK Wealth Connection and author of “Breaking Money Silence.”

Together, they delve into why we’re so reluctant to talk about money and offer actionable steps to conquer these barriers.

You’ll Learn:

• The generational silence around money and how it’s perpetuated.
• Real-life stories of breaking money silence and their impact.
• Risks of avoiding money conversations and unrecognized consequences.
• Tactical steps for advisors to build trust and facilitate meaningful financial discussions.

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Kathleen Burns Kingsbury:

• KBK Wealth Connection
• LinkedIn: Kathleen Burns Kingsbury

About Our Guest:

Kathleen Burns Kingsbury isn’t your average money mindset coach; she’s a pioneering force in the realm of women and money, setting her apart from conventional counterparts. With over 18 years of specialized experience, she’s dedicated herself to empowering women across finance, business, and entrepreneurship. As a mentor to female entrepreneurs, Kathleen offers invaluable guidance, drawing from her extensive background in wealth psychology and client communication. Her expertise extends to working with financial advisors, helping them navigate the complexities of wealth management while fostering stronger client relationships.

Her signature program, “Unleash Your True Value™: How to Shift Your Negotiation Mindset, Boost Your Confidence, and Close More Sales,” is the culmination of her expertise, honed through years of helping women executives, financial advisors, and entrepreneurs break free from money silence.

A graduate of Harvard Law School’s Program On Negotiation, Kathleen served as an adjunct faculty member at the McCallum Graduate School at Bentley University from 2009 to 2019, where she taught the Psychology of Financial Planning in the CFP® program. She currently teaches Strategic Negotiations in the Business and Management School at Champlain College. She is certified Co-Active Coach with a Masters Degree in Psychology and Bachelors Degree in Finance.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Financial advice is no longer just about offering services—it’s about creating real, meaningful experiences for clients.

Because an experience unlike any other is the difference between a one-time sale and a lifelong client.

You want to create experiences so exceptional that your clients aren’t even interested in hearing about an alternative.

And, they can’t wait to tell their friends and family about it.

Fortunately, Dennis Moseley-Williams is a client experience guru and explains how to elevate your client experience to create raving fans and grow your business.

You’ll Learn:

• Why efficiency is the executioner of experience
• Why all advisors need a secret belief to share with clients
• The important distinction between service and experience
• Lessons about the client experience from The Ritz-Carlton
• A social media experiment to enhance the client experience

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Dennis Moseley-Williams:

• Serious Shift | Inner Circle by DMW Strategic Consulting
• Dennis Moseley-Williams Strategic Consulting
• LinkedIn: Dennis Moseley-Williams

About Our Guest:

Dennis is the founder of Dennis Moseley-Williams Strategic Consulting, a practice management company that helps organizations secure and build sustainable relationships by creating experience-driven solutions that deliver results, increase revenues, and build enthusiastic referral-generating communities. A certified expert in the Experience Economy, Dennis helps organizations understand that customer experience is the predominant economic offering in the world today and demonstrates ways in which experiences can be crafted and staged so that they entice, educate, satisfy and transform

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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If you want to grow your advisory business by bringing on new clients, you have to get three things right:

Your marketing, messaging and meetings.

Marketing: You have to attract the right prospects and repel the wrong ones.

Messaging: You have to connect with the prospect.

Meetings: You have to create an experience that infuses trust and clarity.

Most advisors execute one or two of these at a high level.

But those excelling at all three are growing the fastest.

David Armstrong, President and Co-founder of Monument Wealth Management, shares how they have married all three to propel the firm’s growth.

You’ll Learn:

• Why SEO might be dying as a marketing strategy
• The “Monument Blueprint Process” to go from prospect to client
• The ‘Peanut Butter and Jelly’ fit strategy for ideal client relationships
• The future of search and the importance of content in AI-driven results
• How they use whiteboards for a collaborative and visual discovery meeting

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• Perplexity AI
• Turo Carsharing Company
• Financial Advisor Magazine
• 125: Building A Screening Process To Identify Perfect-Fit Prospects Ready To Act with Dr. Meghaan Lurtz
• Your Money and Your Brain by Jason Zweig
• Reminiscences of a Stock Operator by Edwin Lefèvre
• Zero To One by Peter Thiel and Blake Masters

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with David Armstrong:

• Linkendln: David B Armstrong
• Monument Wealth Management
• Instagram: @monumentwealth
• Moments in Leadership

About Our Guest:

David Armstrong is the president and co-founder of Monument Wealth Management, an RIA based in the DC area, recognized as one of America’s top RIAs by Financial Advisor Magazine. Monument Wealth Management is dedicated to providing unfiltered opinions and straightforward advice, which sets them apart from the typical industry offerings. David also hosts the “Moments in Leadership” podcast, where he shares his expertise on leadership and wealth management. The firm’s approach focuses on delivering practical, no-nonsense advice to clients in an often crowded market.

To learn more about Monument Wealth Management and their unique approach to financial advisory, visit their website at www.monumentwealthmanagement.com.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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We all have an idea of what retirement will be like.

But what happens when reality doesn’t match your expectations?

For many, the transition from a structured career to unstructured free time isn’t as easy as it seems.

That’s exactly what happened to Tom Pendergast.

Tom is a retired professional who found himself facing an unexpected challenge: boredom

In this episode, Tom reveals his personal journey through the human side of retirement—the identity shifts, the search for purpose, and the unexpected struggles that come with it.

You’ll Learn:

• Why Tom’s initial idea of retirement didn’t match the reality
• The challenges of shedding a career identity and finding a new purpose
• Experiments Tom tried to create a more meaningful retirement
• The role a financial advisor can play in easing the transition

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• 45: Designing A Discovery Process To Maximize Return On Life with Mitch Anthony
• 120: The Three Cornerstones of a Happy And Fulfilling Retirement with Michael Finke

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Tom Pendergast:

• Substack: Tom Pendergast
• LinkedIn: Tom Pendergast

About Our Guest:

Tom Pendergast is a writer and editor with eclectic interests, including cars, birds, outdoor exploration, baking, cybersecurity, and privacy. He often jokes that he’s no longer fit for corporate work, but his career has included serving as the Chief Learning Officer at MediaPRO, a cybersecurity and privacy education company. Before that, he founded and ran Full Circle Editorial, a book packaging company, with his wife, Sara. During that time, he authored and edited two dozen books and countless articles. He also served on the local school board and remains interested in local politics.

He lives in Snohomish, Washington, with his wife, artist Sara Pendergast. They have two grown children and a close-knit circle of friends. Together, they enjoy hiking, racing cars, drinking beer, gardening, watching birds, and making the most of life.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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We all know that true wealth goes far beyond money.

Yet, we all act as though money is the ultimate end game.

Like when your client says, “Once I get to $_____, then I’ll be ready.”

But money is simply a tool to fund the life you want to live.

And once you know how to use it, it’s a powerful tool for enhancing your happiness, meaning and fulfillment.

But what are the ways that money can buy happiness?

How can you use money to feel more fulfilled?

Fortunately, Dr. Daniel Crosby is a leading expert in behavioral finance and the author of “Soul of Wealth: 50 Reflections on Money and Meaning.”

And, in this episode he’ll share specific ways you can use money to fund the life you want to live.

What You’ll Learn:

• How and why you should use your money to buy time
• A simple gratitude idea that instantly boosts your happiness
• Ideas to help clients cope with the discomfort of market uncertainty
• An exercise to determine whether your spending aligns with your values
• A personal story that shook him to realize that true wealth is more than money

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• “The Soul of Wealth: 50 Reflections on Money and Meaning” by Daniel Crosby
• “Standard Deviations” Podcast by Dr. Daniel Crosby

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Dr. Daniel Crosby:

• LinkedIn: Dr. Daniel Crosby, Ph.D
• X: @danielcrosby

About Our Guest:

Dr. Daniel Crosby is a psychologist and behavioral finance expert who helps organizations understand the intersection of mind and markets. Dr. Crosby’s first book, Personal Benchmark: Integrating Behavioral Finance and Investment Management, was a New York Times bestseller. His second book, The Laws of Wealth, was named the best investment book of 2017 by the Axiom Business Book Awards and has been translated into 12 languages. His third book, The Behavioral Investor, was Axiom’s best investment book of 2019 and is a comprehensive look at the neurology, physiology and psychology of sound financial decision-making. When he’s not decoding market psychology, Daniel is a husband and father of 3, a fanatical follower of the St. Louis Cardinals, an explorer of the American South, and an amateur hot sauce chef.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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As Betterment’s Director of Behavioral Science, Dan Egan knows that understanding human behavior is key to your client’s financial success.

But knowing that’s true and knowing what to do about it are two different things.

There are a lot of opinions thrown around in the behavioral finance space on what works and what doesn’t.

And you probably don’t want to “test” some of these ideas on clients you hope to work with for 10-30 years.

For years, Dan has been testing behavioral finance interventions to figure out what actually works (and what is a waste of time).

In this episode, he reveals proven ideas you can implement to enhance your client’s outcomes without having to go through your own trial-and-error process.

What You’ll Learn:

• How to frame taxes to prevent impulsive decisions
• How visualizing goals makes saving more consistent
• Why you should NOT engage clients during a market downturn
• How robo-advisors actually enhance the value of human advisors
• The two types of clients most likely to panic during market volatility

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• “Siddhartha” by Hermann Hesse
• “Zen and the Art of Motorcycle Maintenance” by Robert M. Pirsig
• “Atomic Habits” by James Clear
• 30 Lessons for Living by Karl Pillemer, Ph. D.
• Research by Dilip Soman
• Research by Eric Johnson
• Research by Abby Sussman
• Michael Kitces

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Daniel P. Egan:

• LinkedIn: Daniel P. Egan
• Betterment Advisor Solutions

About Our Guest:

Dan Egan is a behavioral finance professional and the Director of Behavioral Science at Betterment. With years of experience applying behavioral principles to financial technology, Dan focuses on improving client outcomes by helping people make better decisions, especially during stressful times. His work highlights the powerful intersection of psychology and technology in shaping the future of financial advice.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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The Human Side of Money in 2024:* Released 24 episodes * Delivered 1,933 minutes of content on the human side of advice

Inside those 24 episodes and 1,933 minutes lie countless ideas, insights, and nuggets that will do two things:Enhance and enrich your clients’ lives and 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 2024 and extract the most impactful ideas and insights advisors need to know.To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click HereConnect with Brendan Frazier:*

• RFG Advisory
• LinkedIn: Brendan Frazier

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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“If you’re not relevant, you’re ignored. If you’re not compelling, you’re forgotten.”

Bill Cates, the “OG” of relationship marketing, knows that genuine connections are the heart of a thriving and growing practice.

But with technology constantly reshaping how we connect, how do you still leverage a human connection?

For decades, Bill has mastered the art of building trust, creating relevance, and fostering relationships that lead to referrals.

And, in this episode, he shares the 3 R’s of relationship marketing and how they remove friction from the prospecting process and pave the way to exponential growth for your practice.

What You’ll Learn:

• The #1 barrier to getting more referrals
• Brain-based tips for crafting messages that stick
• Why focusing on a niche can fuel massive growth
• Why “introductions” beat referrals—and how to ask for them
• How storytelling creates emotional connections that inspire action

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• Books by Bill Cates
• “The Language of Referrals” by Bill Cates, CSP, CPAE
• “Radical Relevance” by Bill Cates, CSP, CPAE
• “Atomic Habits” by James Clear
• “Same as Ever: A Guide to What Never Changes” by Morgan Housel

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Bill Cates:

• LinkedIn: Bill Cates, The Original Referral Coach
• Referral Coach
• Top Advisor Podcast with Bill Cates, CSP, CPAE

About Our Guest:

Bill Cates is a renowned author, speaker, and coach specializing in relationship marketing and client acquisition strategies. With decades of experience, he has helped thousands of advisors and businesses refine their approach to building relevance, creating emotional connections, and generating referrals. Bill’s work combines timeless marketing principles with modern tools to help advisors grow their practices and make meaningful connections with clients.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Meir Statman, a trailblazer in behavioral finance, says: “Financial well-being underlies life well-being.”

Advisors know their clients want to feel happy and fulfilled and make decisions aligned with their values.

But weaving that into financial advice? That’s the challenge.

And, that’s the next frontier for behavioral finance.

Meir has witnessed every generation of behavioral finance up to this point.

And, in this episode, he shares how advisors can prepare their clients and their practice for the shift to Behavioral Finance 3.0.

What You’ll Learn:

• Why every client needs a diversified “life” portfolio
• The 3 benefits people derive from spending money
• Why your neighbor’s finances impact your own well-being
• The journey from “standard” finance to Behavioral Finance 3.0
• The #1 way to improve well-being (That has nothing to do with money)

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• “Thinking, Fast and Slow” by Daniel Kahneman

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Meir Statman:

• LinkedIn: Meir Statman
• “A Wealth of Well-Being: A Holistic Approach to Behavioral Finance” by Meir Statman
• SSRN

About Our Guest:

Meir Statman is a leading behavioral finance authority and a finance professor at Santa Clara University. His groundbreaking research bridges traditional finance with psychology, offering insights into how emotions and biases impact financial decision-making. Meir’s work encourages advisors to focus on client well-being and life satisfaction, making him a pioneer in helping people use their finances to support meaningful and fulfilling lives. He’s also the author of A Wealth of Well-Being, where he explores the role of behavioral finance in guiding financial choices that promote happiness.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Does money talk strengthen your relationship—or strain it?

Doug and Heather Boneparth, a dynamic husband-wife team and experienced financial advisors, share the inside scoop on what makes relationships tick—financially and emotionally. Drawing from personal experience, they reveal practical ways for couples to redefine financial responsibilities, appreciate non-monetary contributions, and set shared goals for the future.

For advisors, Doug and Heather break down how to create balanced, inclusive conversations that engage both partners, tackling emotional undercurrents to strengthen relationships along the way.

What You’ll Learn:

• Tools to create inclusive, balanced financial discussions
• Guidance for couples on shared financial decision-making
• Techniques to spot and resolve financial resentments before they escalate
• Ideas for planning meaningful “money dates” that foster future-focused conversations
• Strategies to redefine financial contributions, helping couples align on long-term goals

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• 116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter
• The Psychology of Money by Morgan Housel
• Fair Play by Eve Rodsky
• The Millennial Money Fix by Douglas Boneparth

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Douglas A. Boneparth:

• LinkedIn: Douglas A. Boneparth, CFP®
• Bone Fide Wealth

Connect with Heather Boneparth:

• LinkedIn: Heather Boneparth
• Bone Fide Wealth
• Joelle Boneparth

About Our Guests:

Doug and Heather Boneparth are the co-founders of Bone Fide Wealth, a firm specializing in helping millennials and young couples manage their finances. Doug is a Certified Financial Planner and author with a deep commitment to making personal finance approachable. Heather, having taken a step back from her active role in finances during the pandemic, brings valuable insights into balancing household contributions and facilitating effective financial conversations between partners. Together, they bridge personal and professional experience to bring empathy and practicality into financial advising.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory” or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Here’s a question for you:

On a scale of 1-10, how confident are you that your screening process will yield conversations with prospects who are a good fit AND ready to take action?

If you answered anything less than an 8, you’re in good company.

Most advisors spend way too much time meeting with prospects only to find out they aren’t a good fit.

Fortunately, Meghaan Lurtz has researched and written about this process. In this episode, she reveals the steps to build a screening process that brings in prospects who are the right fit and ready to take action. (While also changing the trajectory of trust for the entire relationship!)

What You’ll Learn:

• The best questions to ask in a screening process
• Why 80% of prospects aren’t ready for your advice
• What’s going on in the prospect’s mind before your meeting
• How long do prospects wait before actually contacting an advisor
• A question you should ask all prospects (but almost no one does)

*To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here

Resources:

• COUPLR.AI
• ​​97: A Blueprint For Conducting “Re-Discovery” Meetings With Long-time Clients With Meghaan Lurtz
• 75: Understanding The Brain To Ignite Motivation Within Clients And Prospects With Ted Klontz
• 122: Implementing A “Family Eos” Approach To Create More Intentional Goals With Isaac Presley

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Dr. Meghaan Lurtz:

• LinkedIn: Meghaan Lurtz
• Shaping Wealth
• Columbia SPS School of Professional Studies

About Our Guest:

Dr. Meghaan Lurtz is a leading global expert on the psychology of financial planning and a Partner at Shaping Wealth. A dedicated educator, she is a Professor of Practice at Kansas State University, teaching in the Advanced Financial Planning and Financial Therapy Certificate Programs. She is also a lecturer at Columbia University, where she teaches Financial Psychology. She serves on multiple financial technology boards, bringing together finances and mental health. She is an active researcher, writer, and ongoing contributor to the Kitces platform, writing about the intersection of money, advice, and well-being.

Meghaan has finished her Ph.D. in Personal Financial Planning at Kansas State University. Meghaan is a past President of the Financial Therapy Association.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Here’s the outline for most review meetings with long-time clients:

1. How is life? How is the family?
2. Any major changes or updates?
3. Here’s your situation. Everything looks good.
4. See you next year.

And, that’s not bad. But there’s a better way.

It’s called a “Re-Discovery” meeting.

And, not only, does it keep your clients engaged while reinforcing your value. It deepens your relationship with them and enhances their life.

Most advisors love the idea. They just need to know how to do it.

In this episode, Ben Haas shares his step-by-step process for turning review meetings into “Re-Discovery” meetings.

You’ll Learn:

• How Covid reshaped how he viewed his role as an advisor
• The thought process for deciding which clients to try this meeting with
• Mental accounting strategies that empower clients to spend confidently
• The “Wealth Management Audit” he sends out prior to a review meeting
• The moment when Ben realized his review meetings needed a makeover

*To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Resources:

• App: One Second Everyday
• “Flourish” by Martin E.P. Seligman
• “What Will I Do All Day” by Patrice Jenkins, PH.D.
• “Atomic Habits” by James Clear
• “Advice That Sticks” by Moira Somers, PH.D.

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Benjamin Haas:

• Haas Financial Group
• LinkedIn: Benjamin Haas, CFP®, CRPC®, ABFP

About Our Guest:

Benjamin Haas is a financial advisor who believes in the power of human connection in financial planning. With a passion for going beyond the numbers, he helps his clients build deeper, more meaningful relationships with their money. Through his approach, Benjamin empowers clients to not only feel financially safeguarded but also live purposefully. His practice focuses on promoting reflection, guiding clients from merely “fine” to fully flourishing in their lives and retirement.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Financial advisors are on the front lines of bad news.

Your entire business is filled with clients who have either experienced grief or will experience grief at some point in their lives.

When that time comes, you’ll often be one of the first people they talk to.

And, unfortunately, we aren’t naturally “grief-literate.” We feel awkward, don’t know what to say, and generally mishandle the conversation.

But, when you have a process for handling grieving clients, you can capitalize on the opportunity to forge deeper relationships and grow your business.

In this episode, grief literacy expert Kathi Balasek reveals the essential skills financial advisors need to navigate conversations with clients experiencing grief.

You’ll Learn:

• The #1 reason widows leave their advisors
• What NOT to say during times of grief and loss
• How to help clients avoid big decisions during times of grief
• The significance of creating a “lesson plan” for a post-loss meeting
• What her advisor did well in her first meeting after losing her husband

*To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Resources:

• “It’s Okay That You’re Not Okay” by Megan Devine

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Kathi Balasek:

• kathibalasek.com
• LinkedIn: Kathi Balasek

About Our Guest:

Kathi Balasek is an educator, grief literacy communication coach, university asst. professor, speaker, and widow advocate. She trains professionals on how to improve their grief literacy communication skills to engage, support, and retain clients and employees going through life’s most difficult transitions. Whether it is the surviving spouse, the family member with a serious health diagnosis, or a major life transition, these conversations are pivotal to knowing exactly what to say and do. Everyone experiences grief and loss as it is a universal experience. However, it isn’t a universal language – let’s change this together!

Experiencing the emotional, physical, and financial uniqueness of widowhood firsthand, she learned that the relationship between professionals and bereaved clients is pivotal. Combining her 25 years of teaching, coaching, research, and personal experience, she created Grief Smart Professional as a tool to help professionals retain, connect, and support clients experiencing loss, grief, and widowhood. Grief literacy communication is vital to helping all clients before, during, and after a death occurs.

She is a widow advocate. She stands up and fights for the rights of widows, their livelihood, and their financial future.

Along with her mission-driven business, Grief Smart Professional, she is a university professor and currently, she teaches at California State University, Chico in the Department of Communication and Education.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Are your clients drifting aimlessly or swimming purposefully towards their financial goals?

The default for clients is to pick goals on autopilot. Goals that have been determined by society, friends, and their upbringing.

In this episode, Isaac Presley shares how he creates the time and space for his clients to create more intentional goals using a “Family EOS” approach.

You’ll Learn:

• The “Time Bucketing” exercise to help clients prioritize goals
• The “Family EOS” approach and how to introduce it to clients
• Why sending a pre-meeting video leads to better conversations
• How the environment you’re in can influence your conversations
• How he connects his screening and intro process to accelerate trust

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here*

Resources:

• 97: A Blueprint for Conducting “Re-Discovery” Meetings with Long-Time Clients with Meghaan Lurtz
• 98: Creating a Unique Money Vision to Build a Client’s Ideal Life with Jake Northrup

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Isaac Presley:

• Cordant Wealth
• LinkedIn: Isaac Presley

About Our Guest:

Isaac Presley is the CEO of Cordant Wealth Partners. He frequently writes and speaks on investing and industry topics and his work has been seen in Bloomberg, US News, Yahoo Finance, Business Insider, and Wealth Management magazine. He’s been named the top 100 most influential advisors by Investopedia five times. Prior to joining Cordant, he worked in finance for two Fortune 500 companies. He has a Bachelor’s in Finance from Oregon State University, his MBA from Portland State University, and earned the Chartered Financial Analyst designation in 2011.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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When you want to learn something about financial planning and advice, the ultimate source is Michael Kitces.

Most people know Michael is a spreadsheet-loving, technical wizard.

What most people don’t know is that he also fully believes in the human side.

In this episode, Michael explains the skills and processes advisors need to know on the path to mastering the human side of advice.

You’ll Learn:

• What Michael says is the #1 skill for financial advisors
• The drawbacks to marketing the human side to prospects
• Why you can’t believe clients when they tell you their goals
• Why Michael only wears blue shirts (and how many he owns)
• The method Michael uses to uncover what clients really value
• Why the 3-year mark changes everything for an advisory business

And more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here*

Resources:

• 49: Leveraging the Superpower of Questions to Create Connection and Clarity With Dr. Meghaan Lurtz (Part I)
• 50: Leveraging the Superpower of Questions to Create Connection and Clarity With Dr. Meghaan Lurtz (Part II)
• 112: Using “Influence” Techniques to Persuade Prospects to Become Clients With Evan Beach
• Financial Advisor Success Podcast
• Kitces & Carl Podcast

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Michael Kitces:

• Kitces.com
• LinkedIn: Michael Kitces

About Our Guest:

Michael E. Kitces, MSFS, MTAX, CFP®, CLU, ChFC, RHU, REBC, CASL, is the Head of Planning Strategy for Buckingham Wealth Partners, a private wealth management firm located in St Louis, Missouri, that oversees approximately $50 billion of client assets. In addition, he is the co-founder of the XY Planning Network, AdvicePay, fpPathfinder, and New Planner Recruiting, former practitioner editor of the Journal of Financial Planning, and the publisher of the e-newsletter The Kitces Report and the popular financial planning industry blog Nerd’s Eye View through his website www.Kitces.com, dedicated to advancing knowledge in financial planning.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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Michael Finke’s research shows that the trifecta of a happy and fulfilling retirement incorporates:

1. Money
2. Health
3. Social Connection

Most financial advisors know the money part.

But how can you incorporate the other health and social connection parts into a financial plan to help your clients live a happy and fulfilling retirement?

Fortunately, Michael Finke is the foremost authority on this topic and shares with us the three cornerstones of a happy and fulfilling retirement and how to incorporate it into your retirement planning work with clients.

You’ll Learn:

• The only two places your money can go
• How to increase your clients’ happiness per dollar spent
• Why your clients should start taking forced semi-retirements
• One thing most retirees believe will provide satisfaction but doesn’t
• The amount of wealth where life satisfaction peaks before falling again
• The one relationship in your life with the highest correlation to life satisfaction

Resources:

• 98: Creating a Unique Money Vision to Build a Client’s Ideal Life With Jake Northrup
• 53: The Psychology of Decision-Making in Financial Planning With Hal Hershfield
• “Your Future Self: How to Make Tomorrow Better Today”
• “The Secret of Our Success” by Joseph Henrich
• “Die with Zero” by Bill Perkins
• “Habits of a Happy Brain” by Loretta Graziano Breuning

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Michael Finke:

• Michael Finke
• LinkedIn: Michael Finke
• LinkedIn: Income Path Software

About our Guest:

Michael Finke, Ph.D., is a Professor of wealth management and Frank M. Engle Distinguished Chair in Economic Security Research at The American College of Financial Services. He is a nationally known researcher in the areas of retirement income planning, retirement spending, life satisfaction, and cognitive aging. He is a frequent speaker at financial planning conferences and was named one of the 25 most influential people in the field of investment advising in 2020 and 2021 by Investment Advisor Magazine.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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*This is a continuation of the conversation that started in the previous episode (Episode 118). We highly recommend listening to that episode first!

A statement of financial purpose serves as the mission statement for your client’s financial life.

It acts as the north star for making financial decisions that are in alignment with the things that are truly important in life.

Most advisors love the idea, but they don’t know how to do it.

Fortunately, Andy Baxley created an entire course on it.

And, in this conversation, he reveals the 3-step process he takes his clients through to craft a statement of financial purpose.

You’ll Learn:

• The power of helping clients turn vague goals into vivid visions
• Questions to help clients narrow down what’s most important to them
• Why you need to help clients separate short-term and long-term goals
• A framework for turning a statement of financial purpose into tangible goals
• How to use a statement of financial purpose throughout the planning process

Connect with Brendan Frazier:

• RFG Advisory
• LinkedIn: Brendan Frazier

Connect with Andy Baxley:

• SOFP Off The Balance Sheet
• The Planning Center
• LinkedIn: Andy Baxley

About Our Guest:

Andy Baxley, CFP®, CIMA®, CeFT®, is a Sr. Financial Planner at The Planning Center. Andy’s approach to financial planning goes beyond the numbers; it’s about helping the individuals and families he serves achieve clarity, confidence, and a sense of purpose around their money. Ultimately, Andy doesn’t just want his clients to feel financially secure; he wants them to feel empowered to plan with a sense of optimism and possibility.

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Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

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A Statement of Financial Purpose serves as the mission statement for your client’s financial life.

It acts as the north star or lens for making financial decisions to ensure they are aligned with what’s truly most important.

Most advisors love the idea, but they don’t know how to do it.

Fortunately, Andy Baxley created an entire course on it.

And, in this episode, he reveals the 3-step process he takes his clients through to craft a statement of financial purpose.

You’ll Learn:

• A script to introduce values conversations to long-time clients
• His favorite question to help guide clients through tough decisions
• The best time in the onboarding process to have values conversations
• The powerful story of how a statement of financial purpose changed a client’s life
• How values conversations have led to a more referable experience for Andy’s practice

*Follow Brendan for insights on mastering the human side of advice:

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Are you ready to delve into the emotional side of money, enhance your practice, and forge deeper connections with your clients? The Human Side of Money Podcast offers actionable ideas and strategies to empower financial advisors with the skills needed to excel in understanding the behavioral aspects of finance. Join Chief Behavioral Officer Brendan Frazier as he shares invaluable insights, tips and strategies. Subscribe now to elevate your practice and client interactions!

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The growth of your business hinges on your ability to build and establish trust with prospective clients.

In this episode, Kerry Johnson, "America's Business Psychologist" reveals psychological insights on how to master the art of trust-based selling.

You'll Learn:

• Signs that a prospect is interested (or not!)
• The anatomy of an elevator speech that actually works
• Why prospects forget 90% of what you say within 3 days
• Why it's crucial to "calibrate" at the beginning of every interaction with a client
• How to conduct a "trust check" to know if you can move the conversation forward

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:

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Love and money are two emotional subjects on their own.

And one HIGHLY emotional subject when combined together.

Next time you meet with a couple, think about these numbers:

• 70% have disagreed about their financial situation
• 73% say finances are a source of tension in their relationship
• 47% say this tension has impacted the intimacy with their partner

Money is an emotionally-charged topic that you simply can't avoid in a relationship.

In this episode, Dr. Sonya Lutter provides a guide for everything advisors need to know when it comes to working with couples.

You'll Learn:

• Why most financial arguments boil down to a discrepancy in values
• Why uncovering money scripts can transform finances in the relationship
• The surprising connection between joint accounts and relationship satisfaction
• Why clients who work with a financial advisor are 3x happier than those who don't
• Eye-opening research on the influence of financial arguments and relationship satisfaction

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:

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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:

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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
• Referrarls
• 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:

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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:

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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:

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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:

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The greatest barrier for every client isn't lack of information.

It's their own mindset and behavior.

Whether it's someone who over-spends, someone who under-spends, someone who wants to sell out at the worst possible time, or even the person who never sends in the data you need...

The key to changing their behavior starts with understanding their money mindset.

Sarah Newcomb, Director of Behavioral Science at Morningstar, joined the show to discuss how to better understand a client's money mindset.

We discuss:

• The framework she and her team developed to assess a client's money mindset
• The important distinction between financial and emotional well-being
• The #1 predictor of savings behavior and how to help clients with it
• Using a "What-If Journey" to help clients overcome their fears
• How role models can play a powerful role in changing behavior and overall well-being

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:

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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:

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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:

1) Control

2) Confidence

3) Autonomy

And, when you can provide these three things, it paves the way to behavior change and implementation of advice.

In this episode, we'll look at:

• 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

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:

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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.

For example, you're meeting with a prospective client and they say, "These fees seem high."

That comment wasn't on the agenda, yet here you are needing to think on your feet.

And, 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.

And, in this episode, he reveals the secrets to communicating with confidence in any situation.

Things 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

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:

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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.

Sten Morgan felt this in his meetings and decided there had to be a better way.

He wanted to do two things:

1. Create authority and help prospective clients clearly understand the value of working with him
2. Create urgency by highlighting big problems that actually inspire clients and prospects to act

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."

Things 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

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:

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Trust is the foundation of success in financial advice.

You need trust to get prospects to become clients.

And you need trust to get clients to follow-through and do the things you ask them to do.

Without trust, you have no business.

But, if you know how to consistently build trust with both prospects and clients, it will take your relationships AND your business to places very few things can.

There's only one problem.

Everybody knows how important trust is. But, very few people know how the secrets to consistently building high-trust relationships.

Fortunately, Herman Brodie does.

Consider this episode the ultimate guide for everything you need to know about trust.

Things You'll Learn:

• The 3 different types of trust
• How to continue building trust with long-term clients
• The only type of trust that serves as a competitive advantage
• The intangible factors that lead investors to choose asset managers
• The non-obvious benefits trust has on your clients and your business
• The "Trust Game:" The role of similarity when it comes to building trust

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:

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The perfect plan is rendered useless in the absence of execution.

Or, as Dr. Moira Somers says: "What's the point of technically proficient advice if the client won't act on it?"

You would think that providing someone a step-by-step plan to accomplish their goals would be all that's needed to spur someone into action.

But, anyone that works with people and their money knows that simply isn't the case.

Dr. Moira Somers author of the book Advice That Sticks, provides a blueprint for improving the "stickiness" of your advice to help create better outcomes for clients.

Things you'll learn:

• The most common reason clients fail to follow through on your advice
• What medical research can teach us about the challenges of implementation
• A proven method to help get through the friction of the data gathering process
• How much responsibility falls on the advice-giver when advice isn't implemented
• How improving follow-through benefits your clients, your business, AND your well-being

*This episode originally aired in January 2021.

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 our monthly 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:

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The Human Side of Money in 2023:

• Released 35 episodes
• Crossed over 100k downloads (and almost 200k!)
• Delivered 2,517 minutes of content on the human side of advice

Inside those 35 episodes and 2,517 minutes lie countless 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 2023 and extract the most impactful ideas and insights advisors need to know.

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:

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There's a critical mistake made by almost every advisor around the world every single day.

We focus more on the plan than the person.

More on what we do than what they need.

Our natural approach is plan-centric. Meanwhile, the industry is shifting towards human-first financial guidance.

Fortunately, Ross Marino embraced this shift long ago and built a firm that specializes in human-first financial guidance.

And, he's also leading the charge to help advisors around the world do the same.

He tells us what led to him embracing the shift to human-first financial guidance and provides a simple framework to apply with prospects and clients.

Things You'll Learn:

• The "staple question" to start every meeting
• The two questions he asks in his "Re-Discovery" meetings
• Why the industry is shifting towards human-first financial guidance
• Why Ross decided to do "Re-Discovery" meetings with every client
• The Transitus Process: 4 questions to spark meaningful conversations

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:

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Lack of follow-through and implementation of advice is a wide-spread problem.

One study revealed this gut-wrenching stat:

70% of clients implement less than 20% of financial planning recommendations.

There are a number of reasons to explain this.

A primary reason is that advisors deliver advice that looks good on a spreadsheet, but it doesn't fit into real life.

If you can design your advice for the person rather than optimizing for a spreadsheet, you'll watch your implementation problems disappear.

After all, the best advice is the advice that actually gets implemented.

In this episode, we'll look at:

• A client story demonstrating doable over optimal advice
• One of the primary barriers that prevent clients from implementing
• How to optimize advice for spreadsheets but design it for real-life
• Three questions to ask that will drastically improve follow-through

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:

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In 2012, Shaun Erickson founded Single Point Partners because he wanted to do something different.

As a solo advisor at the time, his primary focus was on building a process with one main focus:

Building it around the client's agenda (a.k.a. - the things that matter most to the client).

Fast forward to 2023, and his focus has shifted.

Now, he's focused on building a human-first approach into the fabric of an entire firm.

Whether you're a solo advisor trying to embrace a human-first approach or a firm owner wondering how to build an entire firm with a human-first approach, you're in the right place.

Shaun Erickson takes us inside Single Point Partners to share exactly how to build a human-first approach into the fabric of your entire firm.

In this episode, you'll learn:

• A question to put a prospect's mind at ease
• Why you should follow up with clients 3 times
• How they train advisors to learn the human side
• The "Pebbles vs Boulders" approach to improve follow-through
• A story where asking one question forever changed the relationship

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:

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Mastering the human side of advice will:

• Enrich your clients' lives
• Enhance your relationships with clients
• Forever change the trajectory of your business/career

Think it sounds too good to be true?

Listen to these 7 stories from advisors around the world sharing how the human side has made their clients and their practice infinitely better off.

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:

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Your client isn't just the person sitting in front of you today.

It's who'll they become 30 years from now.

And, it's who they were 30 years ago.

They might be making a decision in the present. But, their decisions in the present are shaped by the experiences of their past and influenced by their vision of the future.

When you work with human beings and money, it's crucial that you fully understand the powerful forces that the past and future play on your client in the present.

In this episode, we'll look at:

• How our past experiences with money carry forward into the present
• The two ways in which our current self makes decisions to the detriment of our future self
• Two client stories on the power of the past and the future
• How to help clients understand their past to drive better outcomes
• Two ways to improve the client's connection to their future self

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

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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It's one thing for advisors to say they want to get better at the human side.

It's another thing to actually start making changes to your processes and conversations.

And, it's another thing entirely to have your entire meeting process and deliverables focused on the human side.

Yet, that's exactly what Jake Northrup has done.

At his firm, Experience Your Wealth, Jake has made a point to optimize the human element in every single meeting.

From the questions they ask to the deliverables they provide, he's thought of it all.

In this episode, Jake gives us an inside look into each meeting to reveal how he infuses the human side to help clients live their ideal life.

Things you'll learn:

• Using "micro-steps" to improve client behavior
• The process they use to help clients create their "Unique Money Vision"
• The psychological power of "spending experiments" to help clients live their best life
• The action item dashboard they use to improve the gap between knowing and doing
• The "Life Planning Timeline" he creates to visualize and prioritize what's most important

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Let's face it...most advisor's meetings with long-term clients are lackluster.

You ask about life, the kids, any changes in their life, etc.

Then, you tell them that everything looks good. They're still on track.

They leave and you do it all over again next year.

And, that's not bad. But, there's a better way.

There's a meeting that will:

• Strengthen your trust and connection
• Guide your clients to live their best lives
• Naturally display and reinforce your value

It's called the "Re-Discovery" Meeting.

And, Meghaan Lurtz shares the blueprint on how advisors can start conducting these meetings right away.

Things you'll learn:

• How to avoid long-time clients getting the "7-year itch"
• Questions to ask clients to help them live their best lives
• The relationship-building power of co-creating visions and goals
• A question to ask at the end of every meeting to improve the client experience
• Why asking a prospect to "think it over" may actually be detrimental to the relationship

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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The relationship dynamic between advisors and clients is shifting.

It's shifting away from treating the plan and towards treating the person.

The old model was the financial advisor as the "advice giver." Treating the problem by dispensing advice.

The new model has the advisor playing the role of "thinking partner." It goes like this:

Diagnose the situation, discuss the options, and decide together on the best solution.

The client is the hero of their story.

And the advisor is a thinking partner, a guide, a facilitator, a collaborator, and a problem-solver.

In this episode, we'll look at:

• What the field of medicine can teach us about this relationship dynamic
• Two client stories showing the importance of being a thinking partner
• Three specific ways to be a thinking partner with your clients

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 --> Check out the show notes

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Every advisor remembers sitting in a meeting with a couple where one person is engaged and the other hasn't said a word.

Or the meeting with the couple whose goals aren't aligned.

While working with couples certainly has its challenges, it's also an opportunity for advisors to help couples align and thrive financially.

But, doing so requires knowing the skills you need to navigate the dynamics of working with couples and money.

Fortunately, Ashley Quamme specializes in this area and is going to crack the code to get both partners engaged and on the same page so they can thrive together financially.

Things you'll learn:

• Her favorite question to help couples get "unstuck"
• How to use "Relationship Maps" when working with couples
• How to set the expectations for both partners to talk and engage
• The 3 factors that contribute to couples not on the same page with their goals
• Questions to ask couples to assess their financial relationship (without being intrusive)

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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If you want to convert more prospects into life-long clients...

You need to know the answer to two questions:

1) Why do people hire a financial advisor?

2) Why do people fire their financial advisor?

They just might be the two most important questions for any advisory business.

Fortunately, Samantha Lamas and Danielle Labotka did the research to get the answer to those two questions.

And, what they learned will forever transform the way advisors approach client acquisition and client retention.

Things you'll learn:

• How to create digital content that makes an emotional connection
• The connection between listening skills and higher client retention
• The most commonly cited reasons for both hiring and firing an advisor
• The most commonly listed emotional reasons driving hiring and firing decisions
• The “Value Prop Makeover”: 3 steps to effectively communicate your emotional value

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Christine Benz has been dispensing financial planning knowledge and impacting the lives of people around the world for decades.

She's written hundreds of articles for Morningstar on practical financial planning advice. In fact, she's one of the best out there.

But there are 3 articles that stick out from the rest.

They deviated from her usual style laying out step-by-step technical knowledge and ventured into the field of psychology and emotions.

So, we talk with Christine about those three articles.

She explains the psychology of retirement spending, why peace of mind is the ultimate luxury good, and the biggest money mistake she's ever made.

Things you'll learn:

• Why peace of mind is her ultimate luxury good
• The importance of celebrating financial milestones
• The psychological advantage of prioritizing short-term goals
• Using a "Retirement Policy Statement" to get retirees to spend money
• The biggest money mistake she's ever made (and the emotional reason for it)

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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There's a dilemma that every financial advisor eventually comes face-to-face with.

It's when you realize that you have too little time and need to be more efficient.

At the same time, you also know that the real differentiator for your business is human-to-human connection.

And you start wondering, "Can I still be efficient without sacrificing the human connection?"

Or, "Is it possible to maximize efficiency and the human connection at the same time?"

Fortunately, Libby Greiwe figured out how to be more efficient and more human at the same time.

And, in this episode, she reveals the exact systems she built to scale the human-to-human connection throughout her advisory business.

Things you'll learn:

• Using an "Ideal Client Avatar" to humanize communication
• The crucial psychological shift she made from "guru" to "sherpa"
• The system she used to make every person feel like her #1 client
• The power and importance of asking "How do I want my clients to feel?"
• An example of an advisor re-writing an email to create more connection

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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There's an email you can send that actually:

1) Improves conversion ratios

2) Improves connection and receives responses like "You get me."

In other words, it wins clients AND their trust.

Thus, it's the most important email you'll ever send.

In this episode, we'll look at:

• The psychology behind why these emails are so powerful
• The key things to include when sending a recap email
• Why advisors claim these emails are essential to converting prospects

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 --> Check out the show notes

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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After 18+ years in the industry, Justin Castelli decided to shift his business model away from traditional financial planning.

Here's his quote to explain why:

"My clients were planning for the life they were told to live. Not the life they wanted to live."

Too often, our client's life and money decisions are influenced by:

-What society tells them

-What their family did

-The pursuit of achievement

And so on...

But what if you could guide clients toward crafting a life they actually want to live?

What if you could help them intentionally craft a life around their passions and purpose?

That's exactly why Justin Castelli decided to evolve his business model.

The traditional financial planning model didn't suffice.

He shares with us the personal journey that led to this decision and how he plans to do it with new and existing clients.

Things you'll learn:

• Questions that uncover passion and purpose
• How this approach forever changed a client's life
• Why most people don't live the life they want to live
• Two exercises he suggests for clients to uncover their authentic life
• How he harnesses regret to help clients get clarity on what's important

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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"Behavioral Coaching" continues to emerge as the primary source of value in a relationship between an advisor and client.

Yet, most advisors have never learned the skill set required to actually influence and change a client's behavior for the better.

It starts by first understanding the forces that influence client behavior both positively and negatively. To learn what works and what doesn't.

(Quick note: Telling someone what to do DOESN'T work!)

Fortunately, Dr. Michael G. Thomas has done extensive research on two forces that often go overlooked:

1) Financial Empathy

2) Data Visualization

He'll explain just how much power these two forces carry and how he uses them to influence client behavior for the better.

In this episode, we discuss:

• The "Zoom Out/Zoom In" approach he uses to identify emotional barriers
• Why confidence and clarity are crucial for changing client behavior
• The big mistake advisors make that demotivates clients
• What Robinhood teaches us about the power of data visualization
• His approach to budgets that avoids anxiety and overwhelm

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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There's one communication technique in the skill set of FBI hostage negotiators that stands above the rest.

One they describe as being the closest you'll get to a jedi mind trick.

It's called "mirroring".

And, here's what it does in conversation:

• Facilitates bonding and trust
• Creates connection and empathy
• Buys you time to regroup your thoughts
• Gets someone to open up (and keeps them talking)

So, how can you use this in conversations with prospects and clients?

In this episode, we'll look at:

• The biological and psychogical reasons that mirroring is so powerful
• Why servers who mirrored customer's orders got higher tips
• Two ways to starting mirroring words with prospects and clients

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 --> Check out the show notes

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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The financial advice industry does an outstanding job of training and developing technical knowledge.

The industry is full of advisors and planners who can sit down at a computer and calculate the time value of money with the best of them.

But, financial planning done right isn't just about technical answers.

It's about how those answers intersect with the person's life.

Doing that requires knowing how to incorporate the human element.

And, no one knows how to do that better than Hannah Moore.

In this episode, Hannah gives us a look at how she incorporates the human element into her planning process so that the technical knowledge aligns with the client's life.

In this episode, we discuss:

• How (and why) she changed her approach to the prospect process
• How to respond when a client says "Tell me what to do!"
• The power of the values exercises she takes clients through
• The "Budgeting Blocks" exercise to align values and spending
• Why she believes the industry is training the human out of the professional

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, check out Episode 84.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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The intro meeting is the lifeblood of an advisory business.

That 30-60 minute window with a complete stranger is either the most expensive or the most profitable activity you'll ever engage in.

Yet, I kept hearing advisors complain about these meetings. They would say things like:

-"I never like the way I feel during those meetings."

-"There has to be a better way."

-"What I've been taught doesn't work the way I thought it would."

Since this show began, we've had some of the industry's top experts join us to talk about meeting with prospects, intro meetings, communication strategies, etc.

So, I went back and listened to those conversations and compiled the best clips into this episode.

It's a collection of the best insights and wisdom over the last three years of this show to help you conduct the ultimate intro meeting.

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, check out www.wiredplanning.com/episode86.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Morningstar research reveals a direct link between savings behavior and mental time horizon.

In fact, the research says mental time horizon is more influential than their age, income, and education.

Thus, the more vivid and clear your future, the more likely you are to change your behavior.

So, when you’re working with clients and planning for their future selves, you have to take their future goals from the clouds to the street. From vague to vivid.

Once you help your clients do that, you've created motivation, improved their behavior, and enhanced their lives for the better.

In this episode, we'll share:

• The research detailing the benefits of creating a clear and vivid image of the future
• What a vague goal sounds like compared to a vivid vision
• Ideas for how to turn vague goals into vivid visions
• The story of an advisor who made a lasting impact on his clients' lives

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, check out www.wiredplanning.com/episode85.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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When financial advisors meet with clients, it's easy to focus solely on the numbers and neglect the feelings they elicit.

It's easy to focus on dollars at the expense of emotions.

But every single client you work with has a relationship with money that extends beyond data, numbers and dollar signs.

It's easy to overlook these things when talking about money.

But, it becomes evident when you're dealing with the retiree who simply won't spend their money despite having more than they could ever need.

Or the client who simply can't follow your advice no matter how many times you've shown them exactly what to do.

Or the couple who can never seem to get on the same page with their finances after years and years of trying to help them.

They need help blending the financial and emotional components of money.

But most of the work on how to do this resides in the field of financial therapy.

Fortunately, Bari Tessler is a highly-regarded financial therapist.

And, she's developed a three-step framework to help clients transform their relationship with money.

In this episode, we discuss:

• How to better approach your finances using a "Money Date"
• What she learned from hyperventilating at the car dealership
• 3 Levels of "Money Maps" that she uses instead of budgeting
• The power of renaming cash flow categories in alignment with values
• How understanding your body improves your relationship with money

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, check out www.wiredplanning.com/episode84.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Asking great questions is a superpower for financial advisors.

When done right, asking great questions:

-Establishes likeability

-Accelerates trust

-Uncovers personal, sensitive information

Three things that are absolutely critical to perform your job at the highest level.

But, it's not just about asking more questions.

It's about knowing how to ask great questions that get great answers.

It's about knowing the techniques that enhance your questions and elevate your conversations with both clients and prospects.

In this episode, we'll reveal:

• The research that confirms the power of questions
• The "3E" questions for creating conversational flow
• Using follow-up questions to open the floodgates of the conversation
• How to structure your questions to receive better responses

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, check out www.wiredplanning.com/episode83.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication.

He was seeking to master the human side of advice.

But, what he found was exactly what most advisors find along this journey:

• Asking someone about their values and purpose in life can be awkward
• There's no textbook on getting a stranger to open up about personal issues
• He had some great conversations but couldn't make it happen in every meeting
• The questions he heard other advisors ask their clients didn't land the way he envisioned

18 years later, he admits it's still a work in progress.

But, he took what he learned and created the [Fi] Life Framework.

A framework he uses to facilitate better conversations and connections with clients and prospects.

A process he can use to create a consistently remarkable human experience throughout his practice.

In this episode, we discuss:

• The [Fi] Self Profile: A tool for learning more about a client's financial beliefs and history
• How helping a client learn about their past created a relationship-altering conversation
• The [Fi] Life Big Decision App: A tool to guide clients toward making better decisions
• Why the human side of advice will provide a natural boost to client testimonials
• Why it’s important to have clients document their decision-making processes

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, check out www.wiredplanning.com/episode82.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication.

He was seeking to master the human side of advice.

But, what he found was exactly what most advisors find along this journey:

• Asking someone about their values and purpose in life can be awkward
• There's no textbook on getting a stranger to open up about personal issues
• He had some great conversations but couldn't make it happen in every meeting
• The questions he heard other advisors ask their clients didn't land the way he envisioned

18 years later, he admits it's still a work in progress.

But, he took what he learned and created the [Fi] Life Framework.

A framework he uses to facilitate better conversations and connections with clients and prospects.

A process he can use to create a consistently remarkable human experience throughout his practice.

In this episode, we discuss:

• The #1 risk in not adopting the human side
• The tool he uses to help clients visualize goals, transitions and milestones
• Why Josh found himself unfulfilled at the moment most advisors dream about
• Why he starts conversations around how someone feels rather than what they have
• The story of how life planning cost him a $10 million client (and why it didn't faze him)

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, check out www.wiredplanning.com/episode81.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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If you work with people and their money to fund something now or in the future, it's absolutely crucial that you understand the dynamic between goals and values.

Once you can move beyond goals and understand what's truly important to the person you're meeting with, everything changes.

In fact, once you embrace and internalize this dynamic, research shows it creates emotionally-connected clients that:

• Pay More
• Refer More
• Follow-Through
• Consolidate Assets

And, the best way to start embracing the dynamic between goals and values is to understand the golden circle of financial advice.

In this episode, I'll break down what the research says about emotionally-connected clients and use the golden circle as a method for understanding how to talk with clients and prospects about what's truly important to them.

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, check out www.wiredplanning.com/episode80.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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As behavioral finance has moved into the mainstream, one thing has become clear.

It's great to know there's a way to explain a client's sub-optimal behavior.

But, it's an entirely different challenge to know what to do about it.

In other words, behavioral finance has done a great job of providing advisors with a list of diagnoses.

• Overconfidence
• Anchoring
• Dunning-Kreuger

There are over 20+ biases to pick from.

But, we need less diagnosis and more prescription.

More help in knowing what to do when working with clients to help them overcome and minimize their biases on the path to better financial behavior.

Fortunately, Barry Ritholtz has been on the cutting edge of behavioral finance for years.

And, he just so happens to run an advisory firm where they focus on applying behavioral finance principles to improve client behavior, and ultimately, client outcomes.

In this episode, he peels back the curtain to share the specific ways that Ritholtz Wealth Management focuses on improving client behavior.

In this episode, we discuss:

• Why to steer clear of market forecasts and focus instead on probabilities
• A question to ask clients who believe everything they hear on TV
• Effectively setting expectations in the midst of uncertainty
• How they minimize bias by naming their portfolios
• The "Milestone Rewards" program that discounts fees for optimal behavior

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, check out www.wiredplanning.com/episode79.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Asking great questions is a superpower for financial advisors.

Questions are proven to:

• Increase trust and likability
• Collect personal information
• Direct the flow of conversation

But, it's not enough to simply ask questions.

The types of questions, the timing of questions, and the tone of questions all matter.

In other words, there's an art to asking great questions.

Fortunately, Warren Berger is a Questionologist and the world's foremost authority on questions.

And, he walks us through the art of asking great questions that get great answers from both clients and prospects.

In this episode, we discuss:

• How to ask questions to get someone to open up
• The engine that drives good questioning
• What actors can teach us about cultivating curiosity
• How to order questions for conversational flow
• Questions you ask everyday that fail to create a connection
• Using questions to convince clients your idea is their idea

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, check out www.wiredplanning.com/episode78.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Every advisor always wants to know what questions to ask.

But, more important than WHAT you ask is WHEN you ask it.

A great question asked at the wrong time is no longer a great question.

In this episode, we'll go through six different steps of the client journey and arm you with three questions to use at each stage:

1) Intro Call

2) Discovery Meeting

3) Onboarding

4) Implementation/Recommendations

5) Review Meetings

6) Every Conversation

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, check out www.wiredplanning.com/episode77.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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We all know that human beings buy on emotion and justify with logic.

Yet, when meeting with a prospect, the majority of advisors default to leading with logic rather than emotion.

The success of your prospect meeting hinges on your ability to communicate in a way that takes them out of their heads and into their hearts.

Once you do that, you can create a level of trust in 3 minutes that often takes 3 years.

Fortunately, Deirdre Van Nest works with advisors on the keys to communicating in an emotionally-compelling way to fast-track trust and likability in the first meeting.

In this episode, we discuss:

• Keys to making yourself relatable in a first meeting
• Why the purpose of a prospect meeting shouldn't be determining fit
• A superpower to get prospects to decide faster
• Getting someone to open up by "flipping the script"
• The importance of a "Why" story to explain what you do
• The magical question to ask at the beginning of the meeting

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, check out www.wiredplanning.com/episode76.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Financial advice requires working with money and people.

Working with money is the easy part.

You need a calculator and some decent math skills.

Working with people is the hard part.

You need an understanding of what goes on in their brain.

Ted Klontz says, "The more you understand how the brain works, the more effective you'll be working with people."

In this episode, he reveals what advisors need to know about the brain in order to create motivation and connection with clients and prospects.

In this episode, we discuss:

• How to effectively communicate to the decision-making part of the brain
• Why palm trees are better than graphs for improving financial behavior
• What car dealers and ice cream stores teach us about prospect conversations
• A must-ask question for every prospect coming from a previous advisor
• Three keys to developing exquisite listening skills
• Why 8 of 10 people who come to you aren't actually ready for advice

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, check out www.wiredplanning.com/episode75.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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This is the inaugural "Ask Me Anything" (AMA) episode.

Whether it's been emails, Twitter DM's, LinkedIn messages, one-off virtual meetings, coaching sessions, or at a conference, one thing has become clear about financial advisors and the human side of advice.

You guys have questions. A lot of really good questions.

And, I want to help you answer them on your path to mastering the human side of advice.

I've got an ongoing list of questions, so if you have a question that you want answered, send it to me via email, Twitter, or LinkedIn.

In this episode, you'll learn:

• Whether you should communicate the value of behavioral coaching to a prospect
• The top 3 behavioral finance ideas to immediately make an impact in your next meeting
• How to confidently introduce a "values" conversation with a client you've had for 10+ years

*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, check out www.wiredplanning.com/episode74.

*For more resources and insights on mastering the human side of advice, check out www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Everything changed during FPA Retreat in Cheyenne County, Colorado in 1995.

A presentation was given that generated a buzz around the entire conference.

This presentation was the first of its kind.

Up to that point, the focus of these gatherings, conferences and presentations was the continued honing of technical knowledge.

But, this presentation by George Kinder and Dick Wagner brought the human side of advice into the light.

Dave Yeske was in attendance that day and calls the presentation a turning point for the human dimension within financial advice.

It also forever shaped the way he interacted with clients and prospects.

From developing a mantra to focus on the human dimension, to various discovery exercises, to a specific way to deliver financial planning recommendations...

It all stemmed from that one meeting in Cheyenne County, Colorado in 1995.

In this conversation, he describes exactly what it was like to be at that 1995 meeting and details how Yeske Buie helps clients define their "Live Big®" life.

In this episode, we discuss:

• Why embracing the human dimension is top of mind over the next 5 years
• "What's the story?' - A question to move clients toward their ideal life
• "Live Big Ideas" - A list of non-financial ways to enhance your life
• "Connecting the Dots" - A script for making recommendations that resonate
• A sign that a client/prospect truly understands the point you're trying to make

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, check out www.wiredplanning.com/episode73.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Think back to a time when you "in the zone."

A time when you were completely immersed and focused on what you were doing.

Psychologists refer to this as "flow."

It's a state of mind that athletes and creative artists describe when they're operating at their peak.

A flow state elicits greater enjoyment, energy, and involvement in what you're doing.

So, imagine if you could learn how to apply it for yourself and your clients.

Fortunately, Dr. Jordan Hutchison has done the research and shares how to use "flow" to improve productivity, creativity, and well-being for both advisors and clients.

In this episode, we discuss:

• The all-encompassing benefits of "flow"
• How to trigger a "flow state"
• Why "practice and rehearse" was the best advice he received
• The "Life Priorities" exercise he considers to be one of the best he's seen
• Putting a "behavioral bow" on meetings to end with a bang

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, check out www.wiredplanning.com/episode72.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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You'll never truly master the human side of advice until you have the right mindset to do it.

And, unfortunately, most advisors need a complete re-programming.

One that wipes clean most of what you've been taught over the years.

A mindset shift that transforms the way you approach your clients and your practice.

If that sounds daunting, don't worry.

I've distilled it into 9 guiding principles.

Once you've fully embraced these 9 principles, you'll have the foundation to master the human side of advice in a way very few advisors ever will.

In this episode, you'll learn:

• Why you should focus less on what people want to accomplish
• What prospects/clients ACTUALLY want and how to deliver
• Why there's no such thing as an irrational decision
• Why life always comes before money in your process

*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, check out www.wiredplanning.com/episode71.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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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."

And other research has confirmed that high levels of trust lead to:

• More satisfied clients
• More referrals
• More assets

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.

In this episode, we discuss:

• 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

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, check out www.wiredplanning.com/episode70.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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*I received tons of messages and emails asking when I was doing to have Dan back on to finish our conversation from Episode 13. If you haven't listened to Episode 13, my suggestion would be to start there, because even though we recap quite a bit of that conversation in this episode, it's the kind of information that you'll want to hear more than once! How do I know? Because I've had several people tell me they've listened to the other episode 2-3 times already.

Ever wondered why you don't get more referrals from your clients?

Dan Allison interviewed thousands of clients to get inside their minds and better understand:

• What they think about referrals
• How they feel about referring
• How they would prefer you to bring it up
• What prevents them from referring more often

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.

In this episode, 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

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, check out www.wiredplanning.com/episode69.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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The Human Side of Money in 2022:

• Released 28 episodes
• Had 21 conversations with expert guests
• Delivered 2,342 hours of content on the human side of advice

Inside those 28 episodes, 21 conversations and 2,342 hours 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 deliver 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.

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, check out www.wiredplanning.com/episode68

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Every advisor has two puzzles to solve:

1) What to do

2) How to get them to do it

The first requires an understanding of numbers.

The second 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.

And, 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.

In this episode, 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

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, check out www.wiredplanning.com/episode67

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Most goal-setting exercises have one major flaw.

They focus too much on WHAT someone want 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.

In this episode, we discuss:

• 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

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, check out www.wiredplanning.com/episode66

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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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.

In this episode, 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
• Most effective ways to follow up with a prospect after the meeting

*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, check out www.wiredplanning.com/episode65.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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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.

In this episode, 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!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode64

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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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 life.

In this episode, 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 we should diversify meaning in life just like we diversify portfolios

*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, check out www.wiredplanning.com/episode63.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Your client's decisions are almost always subconsciously driven by invisible influences.

Have you ever wondered:

• Should I wear a suit? (Or what if I wear a hat?)
• 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.

In this episode, 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

*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, check out www.wiredplanning.com/episode62.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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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.

But, 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.

In this episode, you'll learn:

• 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 everyday with clients

*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, check out www.wiredplanning.com/episode61.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Money and happiness will forever be intertwined, specifically the relationship between the two.

While money may not be able to buy happiness, it can certainly influence it.

And, when you're working with people and their money, you have the opportunity to help them use their money in a way that accumulates happiness rather than just simply accumulating wealth.

Of course, that first requires a deeper understanding of happiness.

Not only what it is, but the components that contribute to happiness, and how money can either increase or decrease it.

Fortunately, Chris Budd runs an organization focused on helping advisors and planners understand what clients actually want from their money.

And, he explains what advisors need to know in order to help clients become happier and more fulfilled, not just wealthier.

In this episode, we discuss:

• Why the worst first question is: "What does money mean to you?"
• The "un-training" every advisors needs to improve relationships
• When he realized clients didn't actually want to talk about money
• The "financial wellbeing junkie" conversation to have with every client
• The ways to spend money that create long-term happiness

*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, check out www.wiredplanning.com/episode60.

*For more resources and insights on masterting the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Money decisions are never just about money.

Research tells us that about 90% of all financial decisions are made emotionally, not logically.

Decisions driven by our mind rather than our money.

And every financial behavior, even if it appears illogical, makes perfect sense once you understand the underlying beliefs, feelings, and thoughts that accompanied the decision.

These beliefs, feelings and thoughts form your money mindset.

And every current and future client you work with is programmed with their own money mindset driving all of their decisions.

Fortunately, Rick Kahler is one of the pioneers in this space and shares from his own experience working with clients the latest tools and research to help you discover and change your client's money mindset.

In this episode, we discuss:

• Why there is no such thing as an illogical behavior
• The three exercises he uses to explore clients' money beliefs
• Why asking questions kills conversational flow
• A powerful conversational tool to replace asking questions
• Why you can't best serve your clients until you do your own work

*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, check out www.wiredplanning.com/episode59

*For more resources and insights on masterting the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Whether you've been an advisor for four days or four decades, you know that your client's success has just as much to do with their mind as their money.

It's simply not enough to run through monte-carlo simulations and construct diversified portfolios.

And you know it's critical for you to be able to understand your client's psycholgy and behaviors around money.

But, the challenge lies in knowing how to apply pyschology to real-life client scenarios.

Fortunately, Dr. Brad Klontz is one of the foremost authorities on financial psychology and works with advisors and planners to do just that.

In this episode, we discuss:

• How our genetics have programmed us to fail with money
• The importance of knowing your client's "Money Scripts"
• The way he communicates the role of financial psychology to clients and prospects
• Why he lets clients decide if they want financial psychology
• The one technique every advisor needs to change client behavior

*The featured partner for this episode is Knudge, an automated system to help clients follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode58

*For more resources and insights on masterting the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Trust is the foundation of success in financial advice.

According to research from Vanguard, there are countless business benefits that stem from creating trust:

• Higher satisfaction with an advisor
• Higher likelihood of referring an advisor
• Higher likelihood of consolidating assets
• Higher likelihood of following advice

Other research has found that trust is the #1 characteristic clients look for in a financial advisor.

But how can you quickly instill trust into the conversation with a prospective client?

How can you consistently build trust throughout your relationship with a current client so they refer more and follow your advice?

Mary Schmid will explain how to conduct conversations that quickly and consistently build trust with clients and prospects.

In this episode, we discuss:

• Why conversations send our brains into "Connect" or "Protect" mode
• The conversational techniques to get someone into "Connect" mode
• Why you should never talk about the weather
• The trust-building power of using an agenda in meetings
• The trust-eroding mistakes we make and never realize

*The featured partner for this episode is Knudge, an automated system to help clients follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode56

*For more resources and insights on masterting the human side of advice, go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Every single advisor and planner recognizes the importance of the human side when working with people and their money.

And every single advisor and planner wants practical, tangible ways to embed it in their practice.

After exploring the human side of money with 50 of the brightest minds on behavior, psychology, communication and money, I wanted to help make it as practical as possible.

Consider this the training that every advisors needs but never received in any training, designation, or certification.

Hear are the top 10 insights and ideas from those 50 conversations that you can apply tomorrow.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode56

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" monthly newsletter), go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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"The future of financial planning is the infusion of life within it." - Tim Maurer

Most financial advisors do a great job focusing on WHAT clients want to achieve (Goals) and HOW to achieve it (Financial Planning).

But the best advice focuses first and foremost on WHY.

It focuses on the client's values, purpose, intentions (what's truly most important in their lives). And everything flows from there.

A financial plan without a "Why" is merely data on a page.

A portfolio without a "Why" is merely a list of investments.

Starting with "Why" infuses life into the financial planning process.

And, fortunately, Tim Maurer has been through the top trainings in the industry and has spent years teaching advisors how to do just that.

We discuss:

• Behavioral Finance 2.0 - the future of behavioral finance in the industry
• The four cards he uses to help advisors uncover what's most important in their clients' lives
• "Why are we here?" - why this question is so powerful and how to use it
• "Advisor-Driven" versus "Client-Inspired" recommendations
• Why he never gives more than three implementation items at a time

*For more resources discussed in this episode, check out www.wiredplanning.com/episode55

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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"Let your life lead your money, not your money lead your life." - Dr. Preston Cherry

Clients care more about maximizing their life than their net worth.

What's the point of tripling your net worth if you still dread getting out of bed every morning?

That's why financial advice at the highest level focuses on more than the accumulation of money.

It focuses on the alignment of money with what's most important in the client's life.

It's what Dr. Preston Cherry calls "Life Money Balance."

It's at the core of his planning process, and he joined the show to walk us through how he helps his clients achieve life money balance.

We discuss:

• Why "statements tell stories" - the information you can glean simply by looking at statements
• The "Emotional HSA" (Honest Self Audit): A crucial step in achieving Life Money Balance
• The "Money Psychology" meeting he takes all clients through
• The "Money Egg" exercise he uses in this meeting
• The power of reframing a "Savings Plan" to a "Spending Plan"

*For more resources discussed in this episode, check out www.wiredplanning.com/episode54

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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It's the most storied rivalry in finance.

The current self versus the future self.

The very nature of financial planning work with clients is heavily focused on the future.

Yet, the current self often calls the shots when it comes to financial decisions.

In a profession so heavily focused on the future, the key to improving client's behaviors, decisions, and outcomes starts by addressing the most storied rivalry in finance.

By striking a balance between their current self and future self.

Fortunately, Hal Hershfield is renowned for his work in research on the future self and joined the show to explain everything we need to know.

We discuss:

• The current versus future self in financial decision making
• How to help clients better connect to their future self
• The undicussed pitfalls of focusing too heavily on the future self
• The quesiton to ask clients who don't spend as much as they could
• The "Illusion of Wealth" and how it effects retirement and social security planning

*For more resources discussed in this episode, check out www.wiredplanning.com/episode53

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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You’ve likely heard of emotional intelligence (EQ).

Intellectual intelligence (IQ) is important. But, EQ is crucial.

Especially when you work with emotional human beings on the emotionally-charged topic of money.

But, how can advisors and planners seamlessly incorporate EQ principles into their practice?

Beverly Flaxington, Human Behavior Coach®, best-selling author, and international speaker joined the show to break down human behavior and how advisors can apply EQ principles.

We discuss:

• The top 5 secrets of human behavior
• Three specific ways advisors can apply emotional intelligence when working with clients
• The trust-eroding mistake most advisors make when seeking to understand goals
• The power of storytelling to connect and inspire (and how to use stories with clients)
• Improving your listening skills by listening for "nuggets"

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode52

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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Most trainings, certifications, and designations financial advisors receive fail to teach the difference between crunching numbers and working with emotional human beings on the emotionally-charged topic of money.

Working with human beings requires a completely different skill set centered on building trust, uncovering values and emotions around money, and changing behavior.

A skill set that sits at the core of financial therapy.

And, fortunately, Dr. Kristy Archuleta is the foremost authority on briding the gap between financial therapy skills and financial planning.

We discuss:

• The "No Advice" rule she teaches for every first meeting
• The invisible cues that influence conversations with prospects and clients
• The #1 thing you can do to positively affect a meeting that NOBODY actually does
• The correlation between the quality of relationships with clients and the outcomes they achieve
• The most influential tool an advisor has to help clients change behavior

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode51

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

*Follow Brendan for insights on mastering the human side of advice:

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This is Part II of the conversation. It's a continuation of the previous episode (Episode 49). I highly recommend listening to Part I before diving into this one!

For financial advisors and planners to do their job at the highest level requires the ability to do two things:

1. Uncover someone's personal, intimate financial details
2. Unearth someone's values, emotions, hopes, dreams and fears about their money and their life

Most people don't talk about one of those things with any one else in their life.

And almost NO ONE talks about both with the same person without being under the influence of something!

That's why the best financial advisors and are masters at knowing how to ask the "right" questions that elicit trust and create rapport while uncovering the financial and personal information they need to formulate the best financial planning recommendations.

Dr. Meghaan Lurtz joined the show to explain the keys to unlocking the superpower of questions with prospects and clients.

We discuss:

• The secrets to asking great questions that get great responses
• Two types of questions designed to instill and build trust
• Two types of questions designed to elicit information by getting the person to open up
• Meghaan's favorite question that she calls the "Swiss Army Knife"
• The big mistake almost everybody makes when asking follow-up questions

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode50

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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For financial advisors and planners to do their job at the highest level requires the ability to do two things: 1. Uncover someone's personal, intimate financial details 2. Unearth someone's values, emotions, hopes, dreams and fears about their money and their life

Most people don't talk about one of those things with any one else in their life.

And almost NO ONE talks about both with the same person without being under the influence of something!

That's why the best financial advisors and are masters at knowing how to ask the "right" questions that elicit trust and create rapport while uncovering the financial and personal information they need to formulate the best financial planning recommendations.

Dr. Meghaan Lurtz joined the show to explain the keys to unlocking the superpower of questions with prospects and clients.

We discuss:

• A question to ask prospective clients that reveals exactly what they want from an advisor
• How questions help clarify your value to prospects and clients
• Why questions are the most effective way to instill trust
• All of the under-the-radar benefits of questions in the client relationship

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode49

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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This is Part II of a two-part conversation. It's a continuation of Episode 47. I would highly recommend listening to that episode before diving into this one!

When Bill Bachrach started his career as a financial advisor, he was in his mid-20's trying to convince wealthy people in their 50's, 60's, and 70's to leave their current advisor and entrust him with their life savings.

He knew he needed to do something different that would stand out and inspire his prospective clients.

So, he spent countless hours refining and developing a process that eventually became known as "values-based financial planning."

For the last 34 years, he's been teaching advisors around the world this exact process to help them attract and acquire their ideal clients.

In this episode, we discuss:

• Facilitating a conversation where clients willingly open up and tell you about their deepest held values
• How to effectively transition from values to goals to money
• The "Values Staircase" - a process to uncover and clarify what's truly most important
• The key distinction between building trust and building rapport
• How the way you handle documents can secretly influence your credibiity and trust

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode48

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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When Bill Bachrach started his career as a financial advisor, he was in his mid-20's trying to convince wealthy people in their 50's, 60's, and 70's to leave their current advisor and entrust him with their life savings.

He knew he needed to do something different that would stand out and inspire his prospective clients.

So, he spent countless hours refining and developing a process that eventually became known as "values-based financial planning."

For the last 34 years, he's been teaching advisors around the world this exact process to help them attract and acquire their ideal clients.

In this episode, we discuss:

• The #1 mistake almost every advisor makes right out of the gate in prospect meetings
• The three ideal outcomes produced consistently from a values-based planning process
• The importance of cultivating a leadership dynamic with clients
• Effectively communicating your services in alignment with the client's most urgent needs and deepest values
• The three questions you MUST answer to convince wealthy clients to meet with you

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode47

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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In an industry that praises the relentless pursuit of growth, Jeremy Walter chose to pursue "enough." He chose to optimize for satisfaction rather than revenue.

But, as Jeremy learned, even crafting a business with intention has its own set of challenges when you've been preached "grow, grow, grow" your whole career.

Jeremy shares his journey to building his current advisory business, his process for having "off the balance sheet" conversations with clients, and how he uses his one-page financial plan.

In this episode, we discuss:

• How Jeremy defined "enough" for himself and his family
• How he handles the mental challenges of being content in a growth-oriented industry
• Why a "Discovery Meeting Recap" email has been so powerful
• "Generosity Philosophy" - Jeremy's favorite method to deepen the conversation and focus on values
• What his values-based one-page financial plan looks like

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode46

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode45.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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 less hours to do it.

*Note: This is Part II of our two-part conversation. It's a continuation of Episode 43, so I would strongly encourage listening to that first if you haven't already.

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 propsective 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!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode44

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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 less 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!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode43

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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).

For current clients, meetings are the foundation of the client experience, they are primarily where you deliver your value, and they are where you set the stage for the client to take action on your advice.

By taking your meetings to the next level, you'll convert more prospective clients into life-long clients, deliver a better (more referable) client experience and enhance your client's outcomes.

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.

In this episode, 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

*For more resources discussed in this episode, check out www.wiredplanning.com/episode42

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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.

In this episode, 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

*For more resources discussed in this episode, check out www.wiredplanning.com/episode41.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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

For more information, insights and practical ideas, visit www.wiredplanning.com.

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"When life changes, money changes. And when money changes, life changes." - Susan Bradley

Change and transition is 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.

But 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 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

*For more resources discussed in this episode, check out www.wiredplanning.com/episode40.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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.

And, if you're looking to excel at the human side of advice, there is no one better than Carl Richards.

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
• The best approach to handling an objection I've ever heard

*For more resources discussed in this episode, check out www.wiredplanning.com/episode39.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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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.

Our current belief systems around money, which guide our financial decisions today, are formed based on our upbringing.

And, when you combine two different upbringings and two different sets of belief systems around money, naturally tension arises.

The key for couples to resolve these differences and start on the path to "financial intimacy" is developing an understanding of their own upbringing AND their partner's.

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!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode38.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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When focused on growing your business, it's completely normal to focus on things that logically yield growth.

Things like which networking events to attend, how to add more subscribers to your email list, how often to post on social media, what type of ads you want to run, how to get more people to your seminars, how to get more clients to refer....

And while these are completely logical ideas, it's often the ideas that leverage irrational and invisible influence that yield outsized returns.

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!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode37.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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Imagine guiding your clients through a process of discovering what a meaningful, fulfilled life would look like and then providing them with the financial strategies to fuel that vision.

You help your clients clarify and fund their best life.

That is life planning.

Most of us are comfortable with the technical side of the equation (the financial strategies).

And I'm sure a lot of us are somewhat familiar with the concept of life planning.

But, what does life planning actually look like in practice?

When do I have these heartfelt conversations?

What do these conversations sound like?

How do I seamlessly integrate this into my current process?

Fortunately, Scott Frank is the founder of Stone Steps Financial, has been through the Life Planning trainings and coaches advisors around the world on the Life Planning process.

And, he joined us to discuss:

• The important distinction between being a "guide" versus a "hero" for clients
• Specific techniques to get clients to open up and tell you the things that are most important to them (and the techniques to avoid!)
• The #1 goal he has for every prospect meeting that creates connection, buy-in, and follow-through
• How to create a lens through which to make financial decisions based on life rather than returns
• A real example of how this process improved a client's life in a way that simply providing technical knowledge never could

*For more resources discussed in this episode, check out www.wiredplanning.com/episode36.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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Imagine going into a meeting with a complete picture of your client's money mindset.

You know exactly how they like to communicate about money, that they have a tendency to "keep up with the Jones's", and that they are likely to panic when the market plummets.

Armed with that information, you would know exactly which behaviors to focus on changing to improve their financial outcomes.

But, that kind of information is not readily apparent and difficult to uncover.

Which is why behavioral assessments are on the rise around the industry.

They have the ability to deliver that information faster and more reliably.

Sarah Fallaw founded DataPoints to equip advisors with these assessments and show them how to use them in their practice.

In this episode, we discuss:

• The four tools that Sarah recommends advisors use to help assess their client's money mindset
• How these tools help to first bring awareness to behavioral issues and why that's so important to changing behavior
• How to communicate to client the benefits of better understanding their own beliefs and behaviors
• The problem with most risk tolerance questionnaires
• How using these tools can actually serve as a way to measure the behavioral value of advice

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode35

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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After five years of frustratingly inconsistent prospecting meetings, Dan Solin decided there had to be a better way.

So, he spent a year researching and learning everything he could on the neuroscience and psychology of what it took to seamlessly convert a prospect into a client.

From that he built an evidence-based process that flipped everything he knew on its head. And, in his first year prospecting with this new approach, he brought in $100 million under management (no, that's not a typo).

In this episode, Dan explains what he learned from his research and what he changed to see such massive growth.

We discuss:

• The science behind why it's so powerful to get someone to talk about themselves
• The power of questions to build trust and credibility in a way nothing else can compete with
• The reasons why you shouldn't take notes during meetings
• How to answer "What do you do?" and why most advisors get it way wrong
• The question to ask at the end of every prospect meeting instead of closing

And way more game-changing insights!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode34

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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Most financial advisors conduct some version of goals-based planning.

If you're helping a client use their money to accomplish a goal, then you're doing goals-based planning.

But goals are formed and shaped by values. Yet, "goals-based planning" is an industry buzzword and "values-based planning" is more like a foreign language.

Natalie Taylor CFP®, BFA™ has built her practice around "Values-Based Financial Advice That Works In Real Life" and joined the show to explain why her values-based approach is more effective than a goals-based approach and how she implements it throughout her work with clients.

We discuss:

• Why she prefers advice that gets 90% of the results rather than 100% optimal advice
• Why defining goals with clients comes after assessing values, net worth and cash flow
• The "Values Exercise" she developed to help clients define their values
• The "Big Win" Natalie gets for most of her clients that helps create momentum during implementation
• The skills humans possess that computers will never replicate

*For more resources discussed in this episode, check out www.wiredplanning.com/episode33

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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There are at least three things every financial advisor wants in their relationships with clients:

1) Great conversations and connection

2) Use their money to live a fulfilled life doing the things they love

3) Seamless buy-in and follow-through on the advice given to avoid spending time following up

In fact, if you're an advisor looking for ways to enhance client outcomes or change the growth trajectory of your practice, these three would be at or near the very top of the list every time.

Yet, as research shows, the problem isn't knowing these things are important. It's knowing how to do them consistently and effectively.

Which is where it's crucial to have a process for ensuring these three things in every meeting with every client.

Amy Mullen is the President of Money Quotient, a company that arms advisors with tools, resources, and a process to consistently deliver on all three of these things.

In Part II of our conversation, we move from the "Why" to the "How" as Amy offers up specific examples from advisors she's worked with over the years:

• The 5-Steps of the True Wealth™ Process
• The case for having two separate discovery meetings
• Why memorable conversation and lasting connecting actually starts with the mindset of the advisor
• A structured process to help clients create a robust vision of their ideal life
• How to plan and prepare for barriers to implemenation

*For more resources discussed in this episode, check out www.wiredplanning.com/episode32

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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There are at least three things every financial advisor wants in their relationships with clients:

1) Great conversations and connection

2) Use their money to live a fulfilled life doing the things they love

3) Seamless buy-in and follow-through on the advice given to avoid spending time following up

In fact, if you're an advisor looking for ways to enhance client outcomes or change the growth trajectory of your practice, these three would be at or near the very top of the list every time.

Yet, as research shows, the problem isn't knowing these things are important. It's knowing how to do them consistently and effectively.

Which is where it's crucial to have a process for ensuring these three things in every meeting with every client.

Amy Mullen is the President of Money Quotient, a company that arms advisors with tools, resources, and a process to consistently deliver on all three of these things.

In Part I of our conversation, we discuss:

• The #1 factor in determining action towards retirement goals
• Why starting with the past is the most effective way for advisors to help client's uncover meaningful goals
• How a client's inability to follow-through is likely a roadblock stemming from their past
• The importantly subtle shift from "advice-givers" to "thinking partners"
• Why "advice kills conversations"

*For more resources discussed in this episode, check out www.wiredplanning.com/episode31.

*For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.

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Financial success relies just as much on knowing yourself as it does knowing what to do with money.

After spending the majority of her career teaching people what to do with their money, Rachel Cruze realized that knowing what to do wasn't enough.

That the gap between knowing and doing is forged by how we think, feel, and behave with money (our mindset and motivations). And it's these mindsets and motivations that drive most of our financial decision-making.

The key to behavior change and financial success is helping clients understand why they handle money the way they do and what to do about it.

In this episode, Rachel discusses:

• The percentage of personal finance that is behavioral vs tactical
• The Four Money Classrooms that reveal how your childhood impacts your decision-making today
• Why dreaming is the key to boosting savings
• The "Why Statement" that she says everybody should use to start their money conversations
• Three insights on how to create lasting behavioral change

*For resources and similar episodes, visit: www.wiredplanning.com/episode30

*For more insights and resources on mastering the human side of money, check out www.wiredplanning.com

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The value of behavioral coaching continues to show up as the top "value-added" service provided by financial advisors.

And, while it's no surprise to advisors that have been working with emotional human beings on an emotionally-charged topic like money, studies also show that over 80% of advisors DON'T actively promote this value to clients or prospective clients.

In this episode, Brendan helps financial advisors understand what clients think about behavioral coaching, think about whether they should be actively promoting the value, and reveals the ways to communicate it most effectively.

For more insights and ideas on how to embed behavioral finance in your practice, visit: www.wiredplanning.com

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If you're a financial advisor or advisory firm who wants to pursue growth through digital marketing, but you've always been unimpressed with the results, you've probably skipped the most important part:

The human side of digital marketing.

Knowing the behavioral and psychological principles to build trust and connection online while intentionally designing for the desired behavior forms the foundation of any successful digital marketing strategy. (Especially in an industry where obtaining a client means getting them to trust you with their life savings!)

Fortunately, the industry's foremost authority on digital marketing, Samantha Russell, joined us to discuss:

• The #1 goal for social media that most advisors get wrong
• Specific ways to design your website for instant trust and rapport
• The "5 Second Test" to determine the effectiveness of your website's messaging
• Ideas for showing prospective clients what to do rather than telling them
• How to market your advisory firm in a world where planning and investments are commoditized

For more information and resources, visit: www.wiredplanning.com/episode28.

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Every financial advisors knows how crucial it is to effectively build trust and connection with prospects and clients.

Study after study and story after story will tell you that's what clients look for when choosing an advisor and it's why they stay with their advisors.

But, is it even possible to build the same level of trust and connection virtually?

Is it reasonable to expect the same level of comprehension and follow-through from the client (or prospective client)?

Dr. Sarah Asebedo and her colleagues conducted a study to help financial advisors and financial planners better understand the keys to building trust and connection in virtual meetings.

For more resources and information from this episode, visit www.wiredplanning.com/episode27

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As the value and future of advice continues to shift towards the intersection of technical knowledge and the human side of money, it has coincided with the rise of financial therapy.

Financial Therapy is focused on improving how clients think, feel, and behave with money to improve their well-being.

Nathan Astle, founder of Relational Money, helps advisors who don't want to be full-fledged financial therapists develop and hone the most critical skills from financial therapy that lead to better connection, and ultimately, better outcomes.

In this episode, we discuss:

• "Financial Flashpoints" - what they are and why they are so critical to changing behavior
• The "Money Timeline" exercise to help clients uncover their own financial flashpoints
• Why money issues are rarely about money and the importance of finding the real issue
• Two simple phrases you can use to facilitate communication and connection
• How to effectively identify and label someone's emotions

For more information and resources on this episode: www.wiredplanning.com/episode26

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We've all been inundated with information showing how behavioral biases impact financial decision making. But far less attention has been given to the fact that these same biases can undermine the identification and prioritization of goals.

Research shows that there is indeed a gap between the goals clients think are important to them and the goals that are actually important. And that gap is forged by our biases and mental blind spots.

Samantha Lamas and her colleagues at Morningstar have conducted the research for us and explains the impact these biases have and what advisors can do to help clients uncover their most meaningful goals.

For more information and resources, visit www.wiredplanning.com/episode25.

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One of the main challenges for financial advisors when it comes to applying behavioral finance is as simple as this: it's a lot easier to construct a financial plan than to deconstruct your client's emotions.

Graeme Newell has been helping financial advisors better understand what goes on in their client's minds by literally putting them in brain scanners for most of his career. 

And he takes the insights he learns and turns them into practical advice to improve client's decisions and behavior.

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Research shows asking great questions builds trust, establishes likability and uncovers valuable information.

Which is why asking great questions forms the foundation of a successful first meeting that converts a prospect into a lifelong client.

This episode is meant to be a guide for advisors to hone your question-asking abilities, so you can enhance client outcomes and forever change the trajectory of your business.

For a list of the best questions to ask and links to the research mentioned in the article, visit this page.

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Ask any financial advisor if behavioral finance plays an important role in delivering ideal outcomes to clients, and you'll get a resounding "Yes."

Ask those same advisors if they know exactly what to say and do to seamlessly apply behavioral finance, and you'll get a resounding "No!"

Knowing someone is suffering from loss-aversion helps explain why he or she behaved a certain way. But the effective application of behavioral finance tells you what to do about it. That's where change occurs.

Jay Mooreland, founder of the Behavioral Finance Network, has been helping advisors apply behavioral finance in their practice for the better part of a decade (even before "behavioral finance" was cool!).

In this episode, we discuss:

• How to use a "Behavioral Plan Policy Statement" to facilitate ideal behavior
• What effective behavioral coaching looks like and what most advisors get wrong
• The often-overlooked benefit of differentiating your business when applying behavioral finance
• The importance of coaching on one principle in every meeting
• How proactive communication instills good behavior and ways to use it with clients

*For anyone interested in joining The Behavioral Finance Network, Jay is offering a $75/month discount on his memberships for our listeners. Go to the membership page, and apply the coupon code "HSOM" at checkout.

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode22

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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For most financial advisors, the idea of work/life balance is nothing more than an illusion. Especially for those who started, survived, and thrived in the profession based on a mindset that success was simply a numbers game.

Survival and success relied upon activity. There was a direct correlation between the amount of work you put in and the reward you reaped.

Travis Parry used to live this life. But, now, he's using his research-backed method to show advisors how to, not only, achieve work/life balance, but thrive both at work and at home.

In this episode, we discuss:

• Regaining more time by conquering the three myths of time management
• Why "balance" is misleading and a better way to think of it
• Prioritizing your time according to your goals and values using a Business Ideal Calendar
• The surprising results from his research on a crucial element to goal achievement and behavior change
• How work/life balance better equips you for the human side of advice

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode21

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Financial planning without any regard for the person's dreams, values, and life they want to live is nothing more than numbers on paper.

A person's dreams, values, and life they want to live without any regard for money is nothing more than a fantasy.

Life planning is simply connecting the client's dreams and values with the strategies of financial planning that create the life of freedom that person has always envisioned.

George Kinder, the father of the life planning movement, joined the show to discuss:

• The two pieces of advice that George gives to anyone that wants to become a great listener
• "The Pause" - the one skill he said every advisor should know and learn
• The two things they train advisors to listen for to enhance the conversation
• A deep dive into the famous three questions and the best practices for applying them
• "Lighting The Torch" - the key step in the life planning process that ignites behavior change

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode20

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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There is zero correlation between the size of your bank account and the overall contentment and happiness of your life.

If you've worked with people and their finances long enough, you've seen it time and time again.

But, once you can align money with meaning, you have the foundation of a happy, meaningful life. Doing so requires an understanding financial strategies and the ingredients of a meaningful life (which vary person to person).

Financial advisors excel at financial strategies but often fall short at helping clients illuminate the ingredients of a meaningful life.

Brian Portnoy has spent decades writing, speaking and teaching on how to map money to meaning on the path to funded contentment.

In this episode, we discuss:

• A real, tangible definition of financial wellness or well-being
• Using the "Four C's" of contentment and the "7 Dimensions of Money Life" to map money to meaning
• The conversations to have with clients to uncover their meaning
• The behavioral and psychological challenges inherent with goals-based planning and why most advisors aren't equipped for it
• The dimensions of behavioral coaching beyond keeping your client invested in the market

And more!

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode19

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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The greatest barrier for every client isn't lack of information. It's their own mindset and behavior.

Whether it's someone who over-spends, someone who under-spends, someone who wants to sell out at the worst possible time, or even the person who never sends in the data you need, the key to changing their behavior starts with understanding their money mindset.

Sarah Newcomb, Director of Behavioral Science at Morningstar, joined the show to discuss how to better understand a client's money mindset.

We discuss:

• The framework she and her team developed to assess a client's money mindset
• The important distinction between financial and emotional well-being
• The #1 predictor of savings behavior and how to help clients with it
• Using a "What-If Journey" to help clients overcome their fears
• How role model's can play a powerful role in changing behavior and overall well-being

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode18

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Adrian Murphy is the CEO of Murphy Wealth, a multi-award winning financial planning firm in the UK. Most recently, his firm made waves throughout the industry with the announcement that they were hiring a Chief Behavioral Officer as a part of their transition to a "human-first" strategy.

In this episode, we discuss:

• The decision to transition to a "human-first" strategy and what the vision looks like for the firm and for clients
• The importance of getting clients from a "thinking" place to a "feeling" place and how to do it
• The reason he intentionally avoids starting a question with the word "Why"
• The listening workshops his firm goes through to hone their listening skills
• How he came to the decision to hire a chief behavioral officer
• What he envisions for the role of a Chief Behavioral Officer and the ways he expects it to benefit client outcomes and the growth of the firm

And more!

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode17

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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When it comes to changing someone's behavior, much of the focus goes to persuasion and nudging techniques.

In reality, for financial advisors, the primary weapon of influence you have over someone's behavior is your ability to communicate and connect at the highest level.

Dr. Joy Lere is a licensed clinical psychologist and behavioral finance consultant who has spent her entire career learning to communicate and connect with her clients to give them clarity, build trust, and ultimately change their behavior for the better.

In this episode, we discuss:

• Ways to create "space" for someone to open up and share more than they do with most people
• Reading body language and posture and effective ways to address it
• What Joy would tell herself 10 years ago about how to get better at reading people
• How to identify a "presenting" issue to know that there's more to what a client is telling you
• A powerful questioning technique to get someone to make changes
• The two points in your life that have the biggest impact on your beliefs and behaviors around money

And more!

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode16

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Dr. Moira Somers, financial psychologist and author of the best-selling book Advice That Sticks: How to Give Financial Advice People Will Follow, consults with advisors and firms around the world to deliver "stickier" advice that leads to more follow-through and implementation.

In Part Two of the conversation, Brendan and Moira discuss:

• A specific process to use at the end of every meeting to drastically improve follow-through
• The biggest mistake advisors make when trying to get clients to follow-through (also the most common)
• A specific process for the beginning of every meeting to make your advice stickier
• The #1 piece of advice Moira gives any advisor looking to improve their meetings, relationships, and follow-through
• What studies show is the primary determinant of client satisfaction in a meeting

And more!

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode15

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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The perfect plan is rendered useless in the absence of execution.

Flawless technical advice minus implementation is worthless.

While you would think that providing someone a step-by-step plan to accomplish their goals while minimizing their fears would be all that's needed to spur someone into action, anyone that works with people and their money knows that simply isn't the case.

But, take a minute to imagine what your day would look like if every client immediately followed through and implemented your advice without having to follow up with a phone call or email.

While that might be a bit of a stretch, the quickest and most effective way to boost follow-through is by improving the "stickiness" of your advice.

Dr. Moira Somers, author of the best-selling book Advice That Sticks: How to Give Financial Advice People Will Follow, discusses:

• The parallels between medical and financial advice and what the medical research can teach us about the challenges and improving "adherence."
• How much responsibility falls on the advice-giver when advice isn't implemented (Hint: It's way more than you think!)
• How improving follow-through and implementation benefits both your clients, your business, AND your well-being
• The most common reason clients fail to follow-through and an effective method to overcome it
• A proven method to help get through the friction of the data gathering process
• The most important role an advisor plays in improving future behavior

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode14

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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You've heard countless trainings and presentations on the power of referrals and how to get them. In this episode, we're approaching referrals in a new way: through the lens of psychology.

Imagine being able to get inside the minds of your clients to better understand what they think about referrals, how they feel about referring, how they would prefer you to bring it up with them, and maybe most importantly, what they identify as the most common barriers to referring more often.

That's exactly what Dan Allison did. Relying on his background in clinical and behavioral psychology, Dan interviewed thousandsof clients, asking them those exact questions to help better understand the psychology of getting more referrals.

We discuss:

• How to bring up the referral conversation in a comfortable way based on what the clients wants
• The big mistake most advisors make (but don't realize it) when asking for referrals
• The one question that every firm should ask to instantly boost their referability
• How to ensure you get referrals when someone passively hands out your information
• What 60% of clients say when asked the reason why they don't refer and what they say when asked why they do refer

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode13

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Evan Beach is the Director of Wealth Advisory for Campbell Wealth Management, an RIA firm in Alexandria, VA that oversees around $800 million AUM almost exclusively for clients over the age of 55. He writes for Kiplinger and the Journal of Financial Planning and has become widely renown in the industry for his expertise in retirement planning and practice management.

Most recently, Evan wrote an article discussing how to tailor everything in your practice or your firm around what clients want (and not what we think they want) based on what research tells us and shares the tremendous growth their firm has seen as a result.

Imagine how much easier it would be to get someone from prospect to life-long client if you could look into their mind and know what they value? Or how much easier it would be to get a client to follow-through on the advice given if you knew exactly what was going on in their mind?

We've been given those answers, and in this episode, Evan and I discuss the specific ways Evan and his firm have evolved their processes, systems and conversations to deliver what clients actually want.

We discuss:

• The 5-minute exercise their firm uses that converts nearly every prospect into a client
• The changes Evan made to his meeting process to focus on what clients want that led to a massive boost in new assets
• The exact question his firm asks everyone in their first meeting that lays the groundwork for success
• The reason why he encourages clients to state their goals publicly as many times as possible
• Why Evan strives to make sure stories are an integral part of every conversation and presentation
• The stories he's learned to tell that resonate the most with clients and prospects

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode12

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Evan Beach (LinkedIn) is the Director of Wealth Advisory for Campbell Wealth Management, an RIA firm in Alexandria, VA that oversees around $800 million AUM almost exclusively for clients over the age of 55. He writes for Kiplinger and the Journal of Financial Planning and has become widely renown in the industry for his expertise in retirement planning and practice management.

Most recently, Evan wrote an article discussing how to tailor everything in your practice or your firm around what clients want (and not what we think they want) based on what research tells us and shares the tremendous growth their firm has seen as a result.

Imagine how much easier it would be to get someone from prospect to life-long client if you could look into their mind and know what they value? Or how much easier it would be to get a client to follow-through on the advice given if you knew exactly what was going on in their mind?

We've been given those answers, and in this episode, Evan and I discuss how to take those answers and apply them to your practice in a way that will deliver better client outcomes and boost your new asset growth.

We also discuss:

• The behavioral reasons why Evan decided not to charge for financial plans
• The moment Evan realized that his whole onboarding process was designed around what he thought was important instead of what clients wanted
• The importance of a "test driving experience"
• Why positioning your value around behavioral coaching can actually work against you

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode11

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Meghaan Lurtz (Twitter and LinkedIn) is a Senior Research Associate for Kitces.com, where she researches and writes on virtually everything that falls under the realm of the human side of money. She's also involved with colleges and universities across the country in their financial planning programs and has her Ph.D. in Personal Financial Planning from Kansas State University.

One of her areas of expertise also happens to be one of the most underutilized, under-appreciated and most effective tools for improving behavior and igniting behavior change with clients or prospective clients. The ability to help someone bridge the gap between their current and future self.

Once you know the tools, ideas, and methods to do so, you'll watch clients and prospects seamlessly move through the process in a way you never imagined possible.

In this episode, we discuss:

• The research behind why saving for our future selves is like saving for a stranger
• The signals to look for and ways to determine whether someone needs help bridging the gap between their current and future self
• Questions to ask a client or prospect (and when to ask them) to help them clearly define and vividly describe their future
• Five practical and specific ways to bridge the gap with someone that Meghaan has seen work effectively with clients
• Three reasons why we tend to prioritize our current self to the detriment of our future self

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode10

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Technology is a familiar foe to the profession of financial advice.

With Charles Schwab and Bank of America both recently announcing their plans to offer free financial planning software to the masses, the industry continues to inch closer and closer to the commoditization of our technical expertise.

The reality is that constructing a financial plan and building a portfolio will soon be available at a lower cost, in less time, and with less mistakes than working with a financial advisor.

This brings up some familiar questions:

• What does this mean for the role of a financial advisor in the future?
• Should I expect fees to compress and prices to drop?
• How do I add enough value to justify higher fees?

Most importantly: "What can I do to forever insulate my value from the continued threat of technology?"

In this solo episode, Brendan tells a story from the chess industry and the lessons we can learn to:

1) Forever insulate our value from further technological disruption

2) Embrace technology to raise advice to a level we've never seen before

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Daniel Crosby (Twitter and LinkedIn) is one of the most highly-respected minds in the modern world of behavioral finance, especially within the realm of financial services. As a Chief Behavioral Officer, his job is to help advisors with the practical application of behavioral finance through tools, training, and technology.

He is a best-selling author of two books on the topic (The Laws of Wealth and The Behavioral Investor) and hosts the Standard Deviations podcast.

In this episode, we discuss:

• How to effectively embed and communicate the value of behavioral coaching in your practice
• The most common misconceptions about behavioral coaching
• Three specific strategies everyone can use to help improve client behavior
• An exercise to walk you through where your practice can benefit from behavior and psychology
• How behavioral coaching can insulate your value from any future threat posed by technological advancement
• The technology Daniel is building that will allow you to take behavioral finance to a whole new level

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode8

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Catherine Morgan (Twitter and LinkedIn) is an award-winning financial planner and coach at The Money Panel and host of the In Her Financial Shoes podcast.

In addition to working with clients on a daily basis, she also has a financial coaching training program, where she teaches financial professionals across the world how to seamlessly incorporate the core skills and principles of financial coaching into their practice.

In this episode, we discuss:

• How personal experiences shape your values, beliefs, emotions, and behaviors around money, including Catherine opening up to share her own powerful story
• Specific questions and strategies Catherine uses to guide clients through the process of uncovering their own experiences and the impact it had on their emotions, beliefs, and behaviors
• How Catherine crafts her messaging and designs her practice to have these conversations with clients and prospective clients given that no one ever says they want to explore their money beliefs
• The relationship-changing benefits of listening and Catherine's tips on how develop your listening skills
• Why it's important for anyone that helps others with finances to first explore their own relationship with money and a specific place to start
• The Rapid-Fire 3-Pack of questions on behavioral finance that every guest answers

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode7

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Neil Bage (Twitter and LinkedIn) is highly-renowned in the fields of financial services and behavioral science for has ability to bridge scientific theory with real-world understanding, particularly when it comes to human behavior in light of financial health and well-being.

He's the co-founder of Be-IQ, a multi-award winning behavioral insights company that focuses on providing research and tools on behavioral finance for financial advisors and planners around the world.

As he puts it, his mission is to bring "behavior to life" for financial advisors.

In this episode, we discuss:

• The "achilles heel" of our industry (Hint: it's not a lack of technical knowledge)
• Why the future of financial planning will have the human as the center piece
• Examples from hospitality, law, and therapy on how to wrap the human element around technical competency
• The importance of getting clients or prospects into a calm, peaceful state prior to a meeting and specific ways to do it
• When you should actually cancel and reschedule a meeting
• How naming and labeling emotions ignites trust and communication
• The story of an advisor who used the tools from Be-IQ to finally breakthrough to a client after 15 years
• The "Empathy Gap" - What it is and why you should be aware of it in every meeting
• What Neil calls the "transformational benefits" for advisors who bring behavior to life

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode6

To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.

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Andy Hart (Twitter and LinkedIn) is the founder of Maven Adviser, the host of the Maven Money podcast, and the founder of Humans Under Management, a behavioral finance conference with a focus on delivering better outcomes for clients.

As someone who both runs a successful practice as a financial advisor and helps advisors better understand how to apply behavioral finance in their practice, Andy came highly recommended for his ability to provide specific and practical strategies he's used with his clients for years to promote optimal behavior and deliver better outcomes.

What we discuss with Andy:

• The many realizations Andy experienced that opened his eyes to the fact that he's managing humans more than money
• How Andy has learned to communicate the value of behavioral coaching despite the fact that it's rarely seen as a value-add from clients
• Specific framing and labeling tactics Andy uses with clients to prompt optimal behavior and deliver better outcomes
• The dangers of using jargon and how to avoid it
• The "I was thinking number" - a strategy Andy uses to nudge clients to save more than they ever thought they could
• Why he decided to include the behavioral benefits of working with an advisor on his website rather than traditional buzzwords like "Holistic", "Comprehensive", and "Customized."
• The three people Andy would want to listen to at a roundtable discussion on behavior, finance, and psychology
• The books he recommends anyone that's interested in the field of behavioral, finance, and psychology
• What he would recommend any advisor or planner do in order to start mastering the human side of money and applying behavioral finance into their practice

For show notes and resources discussed in this episode, visit: www.wiredplanning.com/episode5

To join a community of like-minded advisors and planners looking for insights and information on how to leverage behavior change, psychology, and communication to master the human side of money, visit Wired Planning.

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As an expert in applied decision science and behavioral finance, Greg gives one example after another on how you can design your practice, your process, and your conversations for optimal behavior and better outcomes.

Greg Davies (Twitter and LinkedIn) is the head of behavior at Oxford Risk, where he focuses on improving financial decision making through the use of behavioral science and is the co-author of the book Behavioral Investment Management. Greg works with advisors and planners around the world on how to apply behavioral finance in order to make optimal decisions in the face of complexity, uncertainty and behavioral biases.

What we discuss with Greg:

• The two types of financial plans: One for technical knowledge and one for governing behavior
• How our human bias makes us ill-equipped to handle the suitability process
• How the implementation of technology unlocks your ability to give better advice AND focus more on the human side of the relationship
• The pitfalls of traditional risk tolerance questionnaires
• The importance of nailing the risk assessment with a focus on anxiety-adjusted returns instead of risk-adjusted returns
• The three components of risk assessment: Risk Tolerance, Risk Capacity, and Emotional Capacity and how to incorporate them all
• How to know whether you need to improve your risk assessment process (Hint: there's a very good chance that you do!)
• Why selling at the bottom is NOT irrational
• The three people Greg would want to listen to at a roundtable discussion on behavior and psychology
• The books he recommends anyone that's interested in the field of behavior and psychology
• Where he thinks behavioral finance will be within the industry in 2030

For show notes and resources discussed in this episode, visit: www.wiredplanning.com/episode4

To join a community of like-minded advisors and planners looking for insights and information on how to leverage psychology, behavior change, and communication to master the human side of money, visit Wired Planning.

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After a serendipitous sequence of events, we've officially changed the name to The Human Side of Money.

New name. Same look. Same mission.

The sole purpose of this podcast is to be the your go-to resource for applying behavioral finance into your practice and mastering the human side of money!

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Financial planners and advisors recognize the importance of applying behavioral finance into their practice, especially as the value and future of advice continues to shift towards the human side of money.

When asked why the don't implement behavioral finance into their practice, the top two answers aren't surprising to anyone:

• Difficulty translating theory to application
• Lack of necessary tools and training

The technical side of money is easy. The human side is the hard part.

In an industry where 99% of the training, certifications, designations, and conference are geared towards the technical side of the relationship, high-quality, top-notch resources on applying behavioral finance in your practice are sparse.

In this episode, Brendan answers the most common question posed by advisors and planners when it comes to the human side of money: "How do I develop this skill set?"

The answer lies in a 3-step process:

1) Spark Innovation from Outside Perspectives: We need to look to experts in fields like behavior, psychology, communication, and more.

2) Channel Outside Perspective Through Experience: We can learn from those outside of our industry, but ultimately, we need to have a community of other advisors and planners to collaborate with.

3) Refine Through Practice: Like any skill, you'll never get the results you want without practice.

At the end, Brendan provides examples of how Wired Planning and this podcast plan on serving the industry in each of these three areas.

For more insights and information on how to leverage psychology, behavior change, and communication to master the human side of money visit Wired Planning.

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The value and future of financial advice is currently facing a crossroads as it shifts towards blending technical advice with the ability to change behavior.

In this episode, Brendan tells the story of a client meeting he observed that helped shine a light on the forces causing this shift and why most advisors and advisory businesses simply aren’t equipped to evolve and take advantage.

Using this meeting as the lens, he explores:

• Why the future of advice will be more focused on guiding clients through the process and changing behavior for the better
• How heart bypass surgeries, entrepreneurs, obesity, and marriages teach us that providing information and advice will never be a sustainable value proposition
• How pairing technical expertise and the human side of money provides massive benefits to your clients and your business
• The immense gap that exists between the skill set advisors possess and the skill set they need to evolve with this shift in value towards the human side of money
• What advisors can learn from hostage negotiators and therapists in this quest for a new skill set

For more insights and information on how to leverage psychology, behavior change, and communication to master the human side of money visit Wired Planning.

Follow Brendan:

Twitter: @jbrendanfrazier

LinkedIn: Brendan Frazier

If you have any ideas or suggestions for topics or guests you would like to be featured on the podcast, email them to brendanfrazier@wiredplanning.com.

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