The Human Side of Money Brendan Frazier
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- Business
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The Human Side of Money delivers actionable ideas and strategies to equip financial advisors with the skill set they need to master the human side of money.
Whether you've been providing financial advice for 40 days or 40 years, it's evident that technology is shifting your value away from simply picking investments and providing financial plans.
The future of advice will hinge on your ability to guide clients through the process, unearth their values and emotions around money, and ultimately, change their behavior for the better.
Join your host, Brendan Frazier, as he interviews fellow financial advisors, industry consultants, and experts in the fields of behavioral finance, psychology and communication as they share everything you need to know to master the human side of money!
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The Most Important Skill In Financial Advice
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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[GREATEST HITS] Understanding A Client's Money Mindset In Order To Maximize Their Well-Being with Sarah Newcomb
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:
Twitter
LinkedIn -
Leveraging Client Feedback To Create Meaningful Conversations And Engaged Clients with Julie Littlechild
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:
Twitter
LinkedIn -
How To Deliver Advice That Clients Actually Follow
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:
Twitter
LinkedIn -
The Secrets To Communicate With Confidence In Any Situation with Matt Abrahams
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:
Twitter
LinkedIn -
The Communication Superpower For Creating Authority And Urgency with Sten Morgan
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:
Create authority and help prospective clients clearly understand the value of working with him 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:
Twitter
LinkedIn
Customer Reviews
Great Listen
As a young financial planner, I always learn something on the podcast. Communication and listening is so important clients.
Thank you for shortening some of the podcast episodes. 1.5 hour long podcasts each week can be daunting even at 1.5x speed!
I love the human side of money!
As a financial life planner the human side of money is everything. This podcast has the best guests in the industry speaking on this important topic. If you’re a financial advisor and at all curious about how to show up better for your clients this is what you should be listening to!
Love this podcast!
For financial advisors that got into this industry to truly help people, this podcast offers tools, language, and expertise from a variety of guests to help you become a better advisor.