The Brighthouse Financial Insights Panel: Recent Episodes
The Brighthouse Financial Insights Panel
“The Brighthouse Financial Insights Panel” is a monthly podcast where leading experts share advice and strategies for financial professionals. Through these conversations, our panelists offer insights and tips to help strengthen businesses and build client relationships that last. Topics have included: prospecting and referrals, business strategies, milestone and retirement planning, women in retirement, and understanding client needs and behaviors.
Disclosure: In these podcasts, the terms “advisor” and “financial advisor” are used as general references to licensed insurance professionals and are not intended to indicate whether the licensed insurance professional is a Registered Investment Advisor or is otherwise authorized under the law to provide financial advice.
Re-establishing trust with a client who has voiced a concern is an important step toward repairing and retaining the relationship. In this episode, podcast host and business coach Stephen Boswell, President of The Oechsli Institute; prospecting and marketing expert Maribeth Kuzmeski, Founder of Red Zone Marketing; and communications expert Erica Dhawan, author of “Digital Body Language: How to Build Trust & Connection, No Matter the Distance,” discuss ways that financial professionals can identify a client who may have a concern, mitigate the situation, and rebuild trust based on the history of the relationship and the service they provide.
Clients often turn to their financial professionals for advice on matters beyond their investments. By assisting clients through your experience and network connections, you can add greater value to the relationship and further your position as a partner to your clients. In this episode, podcast host and business coach Stephen Boswell, President of The Oechsli Institute; prospecting and marketing expert Maribeth Kuzmeski, Founder of Red Zone Marketing; and communications expert Erica Dhawan, author of “Digital Body Language: How to Build Trust & Connection, No Matter the Distance,” discuss how financial professionals can take a more holistic approach to their service and build value with their clients.
The percentage of investors willing to work remotely with a financial professional was about 50% in early 2020, but had reached over 60% by the same summer. Join our host, business coach Stephen Boswell, President of The Oechsli Institute; prospecting and marketing expert Maribeth Kuzmeski, Founder of Red Zone Marketing; and communications expert Erica Dhawan, author of “Digital Body Language: How to Build Trust & Connection, No Matter the Distance,” as they offer best practices for how financial professionals can attract and engage clients interested in a virtual-first relationship.
Optimizing your segmentation strategy to account for in-person and virtual preferences, personality types, and communication styles may help you build trust, increase personalization, and grow wallet share across your client base. In this episode, our host, business coach Stephen Boswell, President of The Oechsli Institute; prospecting and marketing expert Maribeth Kuzmeski, Founder of Red Zone Marketing; and communications expert Erica Dhawan, author of “Digital Body Language: How to Build Trust & Connection, No Matter the Distance,” offer insights into how financial professionals can expand their segmentation strategy to efficiently address changing client expectations.
This episode was previously published in May 2020.
According to one study, 71% of financial professionals bringing in $20 million or more in new assets per year have a niche that represents 25% or more of their revenue. Yet only 25% of financial professionals segment their clients and prospects by niche. Listen to our host, business coach Stephen Boswell, President of The Oechsli Institute; prospecting expert Maribeth Kuzmeski, Ph.D., founder of Red Zone Marketing; and behavioral finance expert Preet Banerjee, consultant to the wealth management industry, discuss how finding the right niche for your practice can help build your expertise, lead to deeper client connections, and streamline your prospecting.
This episode was previously published in October 2019.
For many women going through divorce or widowhood, it’s important to stay on track with financial planning. Our experts discuss how financial professionals can make sure their female clients are thinking about financial security in times of emotional stress. Speaking in this video are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison and Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave.
This episode was previously published in September 2019.
Women have different career and life trajectories than men, which informs how women need to approach their finances. The Insights Panel discusses women’s financial needs and how financial professionals can better address their concerns about retirement planning. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison; Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave; and Marti Barletta, marketing expert and author of the book series “Marketing to Women.”
This episode was previously published in August 2019.
Women’s purchasing power has grown steadily in the last several decades, presenting advisors an opportunity to connect and be part of their financial planning. Our experts speak on why advisors need to target female clients as well as how to prospect effectively and nurture those relationships. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison, Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave, and Marti Barletta, marketing expert and author of the book “Marketing to Women.”
Clients refer people to their financial professional because they like them and want to help them build their business. Our host, business coach Stephen Boswell, President of The Oechsli Institute; prospecting expert Maribeth Kuzmeski, founder of Red Zone Marketing; and behavioral finance expert Preet Banerjee, consultant to the wealth management industry, discuss how to personalize your client relationships and provide strategies for asking for referrals.
Cutting-edge tactics, such as targeting your prospects with social media and creating videos to explain your value to those prospects, are just two of the many techniques the Insights Panel discusses in this episode. Listen as our host, business coach Stephen Boswell, President of The Oechsli Institute; prospecting expert Maribeth Kuzmeski, founder of Red Zone Marketing; and behavioral finance expert Preet Banerjee, consultant to the wealth management industry, share their strategies for updating your outreach to be more targeted and efficient.
According to one study, 71% of financial professionals bringing in $20 million or more in new assets per year have a niche that represents 25% or more of their revenue. Yet only 25% of financial professionals segment their clients and prospects by niche. Listen to our host, business coach Stephen Boswell, President of The Oechsli Institute; prospecting expert Maribeth Kuzmeski, Ph.D., founder of Red Zone Marketing; and behavioral finance expert Preet Banerjee, consultant to the wealth management industry, discuss how finding the right niche for your practice can help build your expertise, lead to deeper client connections, and streamline your prospecting.
Finding time for prospecting can be a challenge. Join our host, business coach Stephen Boswell, President of The Oechsli Institute; prospecting expert Maribeth Kuzmeski, founder of Red Zone Marketing; and behavioral finance expert Preet Banerjee, consultant to the wealth management industry as they discuss time management and efficiency strategies that can help make room in your schedule for bringing in new business.
Clients often aren’t sure how annuities could meet their needs in retirement. For more effective discussions, members of our Insights Panel share advice on how financial professionals can help solve the annuity puzzle for their clients. Our experts discuss how to explain the benefits of annuities, including added protections against volatility and a guaranteed source of income. Speaking in this podcast are: Jay Mooreland, client behavior coach and author of “The Emotional Investor”; Mark Zinder, consultant and financial professional coach; Jared Weiner, futurist and trend consultant at The Future Hunters; Michelle Connolly, professor of economics at Duke University; and Dan Goldstein, behavioral economist and principal researcher at Microsoft Research.
How can you help strengthen your clients’ financial portfolios through diversification? Assessing whether your clients’ portfolios have the right mix of investments, products, and categories can help ensure they’ll have the necessary protections in place to meet their needs in retirement. Speaking in this episode are members of our Insights Panel: Michelle Connolly, professor of economics at Duke University; Jay Mooreland, client behavior coach and author of “The Emotional Investor”; Mark Zinder, consultant and financial professional coach; Dan Goldstein, behavioral economist and principal researcher at Microsoft Research; and Erica Orange and Jared Weiner, futurists and trend consultants at The Future Hunters.
Financial professionals are essential to helping clients understand how their financial goals will change in retirement. Our Insights Panel shares how to help your clients picture their financial futures and factor any changes into a customized plan that will meet their unique needs. Speaking in this episode are Mark Zinder, consultant and financial professional coach; Jay Mooreland, client behavior coach and author of “The Emotional Investor”; Erica Orange and Jared Weiner, futurists and trend consultants at The Future Hunters; and Dan Goldstein, behavioral economist and principal researcher at Microsoft Research.
This episode was previously published in February 2019.
As people live longer than ever, there’s an ever-growing need for long-term care solutions. Our experts talk about why it may be advantageous for advisors to cover long-term care and the potential financial impacts that longevity has on clients and their families. Speaking in this episode are J. Michael Collins, financial capability expert and faculty director of the Center for Financial Security at the University of Wisconsin-Madison, Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave, and Betty Doll, long-term care insurance expert and coach.
Establishing relationships with your clients’ children becomes important as your clients begin to plan their estates. Our experts talk about why advisors should make prospecting with the next generation a regular part of their jobs and how to navigate sensitive conversations about money with family members. Speaking in this episode are Grant McCracken, social anthropologist and author of “Culture and Consumption,” and Jeb Blount, prospecting expert and author of “Fanatical Prospecting.”
Divorce and widowhood can color the decisions female clients make as they navigate these emotional phases, and the advisor’s role is to help them stay on track with their financial goals and retirement planning. Our experts discuss how to ensure that client relationships are strong before life-changing events occur. Speaking in this video are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison; Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave; and Marti Barletta, marketing expert and author of the book series “Marketing to Women.”
Women have different career and life trajectories than men, which informs how women need to approach their finances. The Insights Panel discusses women’s financial needs and how advisors can better address their concerns about retirement planning. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison; Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave; and Marti Barletta, marketing expert and author of the book series “Marketing to Women.”
Women’s purchasing power has grown steadily in the last several decades, presenting advisors an opportunity to connect and be part of their financial planning. Our experts speak on why advisors need to target female clients as well as how to prospect effectively and nurture those relationships. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison, Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave, and Marti Barletta, marketing expert and author of the book “Marketing to Women.”
While including loved ones in legacy planning talks can give advisors a more complete picture of their clients’ needs, the Insights Panel explains how to approach these sensitive conversations to ensure advisors are seen as trusted experts across generations. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison, and Jamie Hopkins, advisor champion and Director of Retirement Research at Carson Wealth.
Unexpected life changes can re-engage clients in the planning process. The Insights Panel shares how advisors can use these events to further connect with clients and keep them on track with their goals. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison, Susan Zimmerman, financial psychology expert and co-founder of Mindful Asset Planning, and Jamie Hopkins, advisor champion and Director of Retirement Research at Carson Wealth.
Loved ones’ life events can impact your clients’ financial planning. The Insights Panel explains how advisors can look ahead to these shifts to keep clients on track with their goals as priorities change. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison, Susan Zimmerman, financial psychology expert and co-founder of Mindful Asset Planning, and Jamie Hopkins, advisor champion and Director of Retirement Research at Carson Wealth.
Life events clients can anticipate, such as marriage and buying a home, affect their financial decisions. The Insights Panel discusses what these changes mean for clients’ financial planning and how advisors can guide them through these moments. Speaking in this episode are J. Michael Collins, financial capability expert and Faculty Director of the Center for Financial Security at the University of Wisconsin–Madison, Susan Zimmerman, financial psychology expert and co-founder of Mindful Asset Planning, and Jamie Hopkins, advisor champion and Director of Retirement Research at Carson Wealth.
Broaching the subject of long-term care can be difficult. Our experts give insight into how to bring up the subject, when to talk to clients, and how to bring their families into the conversations. Speaking in this episode are J. Michael Collins, financial capability expert and faculty director of the Center for Financial Security at the University of Wisconsin-Madison, and Betty Doll, long-term care insurance expert and coach.
The long-term care insurance market has changed greatly since the product’s inception in the 1980s, having been impacted by the economic realities of the last decade. Our experts explain the changes in the market and how the different product categories work. Speaking in this episode are J. Michael Collins, financial capability expert and faculty director of the Center for Financial Security at the University of Wisconsin-Madison, and Betty Doll, long-term care insurance expert and coach.
As people live longer than ever, there’s an ever-growing need for long-term care solutions. Our experts talk about why it may be advantageous for advisors to cover long-term care and the potential financial impacts that longevity has on clients and their families. Speaking in this episode are J. Michael Collins, financial capability expert and faculty director of the Center for Financial Security at the University of Wisconsin-Madison, Maddy Dychtwald, aging and longevity expert and co-founder of Age Wave, and Betty Doll, long-term care insurance expert and coach.
Establishing relationships with your clients’ children becomes important as your clients begin to plan their estates. Our experts talk about why advisors should make prospecting with the next generation a regular part of their jobs and how to navigate sensitive conversations about money with family members. Speaking in this episode are Grant McCracken, social anthropologist and author of “Culture and Consumption,” and Jeb Blount, prospecting expert and author of “Fanatical Prospecting.”
As your clients age, their lifestyles and social circles sometimes change, impacting the financial decisions they make. Listen to our experts discuss what indicators advisors should look for when determining their clients’ personalities and how to manage their transitions into retirement. Speaking in this episode are cultural anthropologist Grant McCracken and advisor champion Matt Oechsli.
As clients age and their personal lives change, their cognitive and behavioral functions evolve with them. Listen to our experts discuss how these factors can influence your clients’ lifestyles and financial decisions and how you can manage your relationships with clients as they change cognitively. Speaking to us in this episode are behavioral economist Dan Goldstein and cultural anthropologist Grant McCracken.
A coaching strategy will be a boom not only for your business but for your clients’ overall financial health, too. Listen to our experts talk about why a strategic coaching approach is important and how advisors can develop more meaningful relationships with their clients through coaching. Speaking to us in this episode are J. Michael Collins, financial capability expert and faculty director of the Center for Financial Security at the University of Wisconsin-Madison, and Matt Oecshli, advisor champion and CEO of The Oechsli Institute.
The amount of financial knowledge that clients possess will inform how you build their financial plans and help them achieve their goals. Listen to the Insights Panel speak about where clients get their knowledge from and how you can help them grow their financial capabilities. Speaking to us in this episode are Dan Goldstein, behavioral economist and principal researcher at Microsoft Research, and Matt Oechsli, advisor champion and CEO of The Oechsli Institute.
Taking the time to educate your clients can strengthen your relationship and communication with clients, but before you do that, you need to be aware of what they know and what they don't. Listen to the Insights Panel do a deep dive on how you can be a key part to clients growing their financial knowledge. Speaking to us on this podcast are J. Michael Collins, financial capability expert and professor at University of Wisconsin Madison, and Matt Oechsli, advisor champion and CEO of the Oechsli Institute.
Developing a regular prospecting habit is key for advisors looking for continual growth in their business. Listen to our Insights Panel experts talk about how to set ambitious goals and target potential clients. With Jeb Blount, prospecting expert and author of “Fanatical Prospecting,” and Matt Oechsli, advisor champion and CEO of The Oechsli Institute.
How can advisors start prospecting again if they've fallen out of the habit? Listen to the Insights Panel to understand why it's easy to stop creating relationships with new clients and how to work towards structuring your day to maximize the effectiveness of your prospecting. With Matt Oechsli, advisor champion and CEO of The Oechsli Institute, Jeb Blount, prospecting expert and author of Fanatical Prospecting, and Dan Goldstein, behavioral economist and principal researcher at Microsoft Research.
Word-of-mouth influence is one of the strongest drivers of personal introductions between clients and advisors. Hear our Insights Panel discuss how advisors can connect with a client’s social network and get introduced. Contributing are Matt Oechsli, advisor champion and CEO of The Oechsli Institute, Jeb Blount, prospecting expert and author of Fanatical Prospecting, and Dan Goldstein, behavioral economist and principal researcher at Microsoft Research.
The US is currently experiencing one of the longest-running bull markets in its history, and when it will end is impossible to predict, but there are things advisors can do to guide clients through it. The Insights Panel takes a look at what makes the current bull market so unusual and how to manage clients’ expectations.
Despite the various benefits to having an annuity, people have not turned to annuities when planning for retirement. The Insights Panel discusses the factors that contribute to the lack of understanding around annuities and what advisors must do to better educate their clients on the possibilities offered by annuities.
In our podcast, the Insights Panel will do a deep dive on why thinking about a legacy plan is so hard and how advisors can help clients get a plan in place. Our experts will discuss why it’s better to do it sooner rather than later, and look at the importance of baby boomers’ children and grandchildren.
Some clients can get frustrated and are tempted to deviate away from a diverse portfolio when they feel it’s underperforming. The Insights Panel discusses how to explain that a truly diverse portfolio protects their interests and how to keep their eyes focused on the end result.
Each person has unique life experiences and will have unique needs when they enter retirement. We ask the Insights Panel from Brighthouse Financial, experts from various disciplines, how to approach clients with customization in mind, and how to help clients get specific about their futures.
Meet the group of leading experts from fields that can have the biggest impact on financial professionals and their clients: economics, psychology, future trends, and financial advice.