146: From IQ to EQ: A Process For Delivering Values-Based Advice With Shannon Harris

146: From IQ to EQ: A Process For Delivering Values-Based Advice With Shannon Harris

Most Advisors rely on technical expertise (IQ). But when you work with human beings, IQ alone often isn’t enough. You have to combine IQ and EQ (Emotional Intelligence). Shannon Harris, Managing Partner at Ecclesiastes Wealth Partners, has developed an approach that blends IQ with EQ by delivering values-based advice designed to reshape every client conversation. …

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145: How One Retiree Experimented His Way to a Fulfilling Retirement with Fritz Gilbert

145: How One Retiree Experimented His Way to a Fulfilling Retirement with Fritz Gilbert

What if everything you’ve been taught about preparing clients for retirement is only half the story? Fritz Gilbert spent a decade writing over 400 articles about life after work on his blog The Retirement Manifesto. But the real transformation happened after he actually retired. In this episode, Fritz reveals the surprising emotional challenges retirees face …

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144: How To Stay Connected (And Deepen Trust) Between Client Meetings With Dr. Megan McCoy

144: How To Stay Connected (And Deepen Trust) Between Client Meetings With Dr. Megan McCoy

What if the most important trust-building moments with clients aren’t during meetings, but actually in between them? It turns out that your communication between meetings ( texts, emails, calls, etc.) can significantly impact trust, satisfaction, and client retention. In this conversation, Dr. Megan McCoy shares her breakthrough research on the power of between-meeting communication and …

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143: Why Every Retirement Plan Needs Purpose Before Portfolios with Tony Hixon

143: Why Every Retirement Plan Needs Purpose Before Portfolios with Tony Hixon

Most retirees prepare financially, but still feel lost when they step away from work. Why? Because emotional readiness is just as critical as a fully funded retirement account. Tony Hixon, CIMA®, RFC® knows this firsthand. After a personal tragedy reshaped his view of retirement, he realized that wealth without purpose leaves a void. Fortunately, Tony …

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142: Transforming Your Onboarding Process Into A Referral Engine with Libby Greiwe

142: Transforming Your Onboarding Process Into A Referral Engine with Libby Greiwe

What if your onboarding process could become your most powerful referral engine? Most advisors overlook onboarding as a strategic growth tool—and that’s a mistake. In this episode, Brendan Frazier sits down with Libby Greiwe, founder of The Efficient Advisor, podcast host, and author of The First 100 Days: The Advisor’s Blueprint for a Remarkable Client …

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141: The Power of Storytelling: How To Craft Stories That Convert Prospects Into Clients with Stacy Havener

141: The Power of Storytelling: How To Craft Stories That Convert Prospects Into Clients with Stacy Havener

The most common mistake advisors make with prospects? They deliver a logically-driven pitch showcasing all the ways they can help. But, prospects make decisions with the emotional part of the brain. And, that’s why logical pitches fall on deaf ears. Stacy Havener, Founder and CEO at Havener Capital Partners, has raised billions for boutique asset …

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140: The Human Side of Retirement with Dan Haylett (Part 2)

140: The Human Side of Retirement with Dan Haylett (Part 2)

What if retirement planning wasn’t just about saving but about learning how to spend? In Part 2 of The Human Side of Retirement,  Brendan Frazier continues his conversation with Dan Haylett to explore the emotional and psychological aspects of decumulation. They dig into the behavioral side of this transition, why a “save, save, save” mindset …

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139: The Human Side of Retirement with Dan Haylett (Part 1)

139: The Human Side of Retirement with Dan Haylett (Part 1)

Retirement isn’t just about reaching a number – it’s a deeply personal transition that requires more than financial planning. By understanding what truly matters beyond the numbers, you can better support clients in creating meaningful and fulfilling retirements. In Part One of this episode, Dan Haylett emphasizes the importance of shifting the focus from financial …

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138: How To Communicate The Intangible Value of Financial Planning with Michael Lecours

138: How To Communicate The Intangible Value of Financial Planning with Michael Lecours

Financial planning is a service-based business. You’re selling the invisible. It can’t be seen, touched or experienced before buying. Prospects are forced to search for other ways to evaluate the value of working with you (most of which are NOT great options to inform such an important decision!). Fortunately, Michael Lecours, a financial advisor and …

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137: A 4-Step Framework To Guide Anxious Clients Through Uncertain Markets

137: A 4-Step Framework To Guide Anxious Clients Through Uncertain Markets

The conversations you have with clients during uncertain markets are the most important you’ll ever have. Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do… If you know how to do it! In this episode, Brendan walks through a 4-step framework to equip you with …

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