The Human Side of Money

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 … Read More Read More

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 … Read More Read More

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 … Read More Read More

Your client’s decisions are almost always subconsciously driven by invisible influences. Should I wear a suit? 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 … Read More Read More

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 … Read More Read More

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. 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 … Read More Read More

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 … Read More Read More

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 … Read More Read More

Trust is the foundation of success in financial advice. 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 … Read More Read More

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 … Read More Read More

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 … Read More Read More

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 … Read More Read More

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 … Read More Read More

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 join...

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 … Rea...

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! 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 … Read More Read More

For financial advisors and planners to do their job at the highest level requires the ability to do two things: Uncover someone’s personal, intimate financial details 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 anyone else in their life. … Read More Read More

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 … Read More Read More

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. … Read More Read More

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 … Read More Read More

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 … Read More Read More

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 … Read More Read More

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 … Read More Read More

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). Dan Smaida, a “Meeting Execution Specialist”, has consulted with over 10,000 advisors on how to use behavioral science and a consultative … Read More Read More

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 … Read More Read More