Episodes

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 control, confidence, and autonomy. When you can provide these three things, it paves the way to behavior change and implementation of advice. Here’s what you’ll learn: The psychology and research of giving advice The three essential elements of client-inspired advice Quest...

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. 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....

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. In this episode, Sten shares how he’s leveraged the ...

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

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...

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: 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 insigh...

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. He tells us what led to him embracing the shift to human-first financial guidance and pro...

Lack of follow-through and implementation of advice is a widespread 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 disappe...

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...

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. To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: The featured partner for this episode is Knud...

Your client isn’t just the person sitting in front of you today. It’s who they’ll 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. We discuss: How ...

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 prov...

Let’s face it…most advisors’ 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” Meeti...

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...

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 ...

If you want to convert more prospects into life-long clients… You need to know the answer to two questions: Why do people hire a financial advisor? 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. Here’s w...

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 talked with Christine about those three ar...

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 ...

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. We discuss: 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 To sign up for Brendan’s monthly newsletter focused on the human ...

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? T...

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

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”. Here’s what it does in conversation: Facilitates bonding and trust, creates connection and empathy, buys you time to regroup your thoughts, and gets someone to open up (and keeps them talking). So, how can you use this in conversations with prospects and clients? We discuss: The biological and...

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. In this episode, Hannah gives us a look at how she incorporates the human element into her planning process so that the techni...

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” or “There has to be a better way!” Since this show began, we’ve had some of the industry’s top experts join us to talk about meeting with prospects, intro meetings, c...