The Human Side of Money Brendan Frazier

More important than what questions you ask is how you ask them.
In this episode, shares 8 proven ways to ask better questions that lead to better answers, conversations, and relationships.
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.=
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Three important questions every advisor should answer:
Do you think you provide a valuable and life-changing service? Do you think your clients are better off with you than without you, even after they pay? Do you find that even though they're better off with you, they still need a little nudge to make the decision to work with you? If you answered yes to any of these questions, then here's the harsh truth you need to hear:
Getting prospects to become clients requires more than expertise. It requires persuasion.
And if you can learn to persuade more effectively, then your life-changing impact will be greater and more widespread. 
In the popular book Influence: The Psychology of Persuasion, Robert Cialdini presents research on six psychological principles to persuade prospects to become buyers.
Fortunately, Evan Beach took the research from the book and created a version specifically for financial advisors.
In this episode, he'll reveal how financial advisors can use influence techniques to persuade more prospects to become clients.
You'll Learn:
The sales mindset every advisor should have How and why to implement a waitlist for prospects The psychological reason not to charge for financial plans The "freemium" model he uses for his prospecting process Why advisors are scared to embrace effective sales techniques  
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 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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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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