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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:

    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:

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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:

    Enhance and enrich your clients' lives 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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