123: The Language of Loss: How to Communicate With Grieving Clients with Kathi Balasek

123: The Language of Loss: How to Communicate With Grieving Clients with Kathi Balasek

Financial advisors are on the front lines of bad news. Your entire business is filled with clients who have either experienced grief or will experience grief at some point in their lives. When that time comes, you’ll often be one of the first people they talk to. And, unfortunately, we aren’t naturally “grief-literate.” We feel …

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122: Implementing A “Family EOS” Approach To Create More Intentional Goals with Isaac Presley

122: Implementing A “Family EOS” Approach To Create More Intentional Goals with Isaac Presley

Are your clients drifting aimlessly or swimming purposefully towards their financial goals? The default for clients is to pick goals on autopilot. Goals that have been determined by society, friends, and their upbringing. In this episode, Isaac Presley shares how he creates the time and space for his clients to create more intentional goals using …

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121: A Playbook To Master The Human Side of Advice with Michael Kitces

121: A Playbook To Master The Human Side of Advice with Michael Kitces

When you want to learn something about financial planning and advice, the ultimate source is Michael Kitces. Most people know Michael is a spreadsheet-loving, technical wizard. What most people don’t know is that he also fully believes in the human side. In this episode, Michael explains the skills and processes advisors need to know on …

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120: The Three Cornerstones of a Happy And Fulfilling Retirement with Michael Finke

120: The Three Cornerstones of a Happy And Fulfilling Retirement with Michael Finke

Michael Finke’s research shows that the trifecta of a happy and fulfilling retirement incorporates: Money Health Social Connection Most financial advisors know the money part. But how can you incorporate the other health and social connection parts into a financial plan to help your clients live a happy and fulfilling retirement? Fortunately, Michael Finke is …

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119: A 3-Step Process for Crafting a Statement of Financial Purpose with Andy Baxley – Part II

119: A 3-Step Process for Crafting a Statement of Financial Purpose with Andy Baxley – Part II

*This is a continuation of the conversation that started in the previous episode (Episode 118). We highly recommend listening to that episode first! A statement of financial purpose serves as the mission statement for your client’s financial life. It acts as the north star for making financial decisions that are in alignment with the things …

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118: A 3-Step Process For Crafting A Statement of Financial Purpose with Andy Baxley – Part I

118: A 3-Step Process For Crafting A Statement of Financial Purpose with Andy Baxley – Part I

A Statement of Financial Purpose serves as the mission statement for your client’s financial life. It acts as the north star or lens for making financial decisions to ensure they are aligned with what’s truly most important. Most advisors love the idea, but they don’t know how to do it. Fortunately, Andy Baxley created an …

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117: Mastering The Art of Trust-Based Selling with Kerry Johnson

117: Mastering The Art of Trust-Based Selling with Kerry Johnson

The growth of your business hinges on your ability to build and establish trust with prospective clients. In this episode, Kerry Johnson, “America’s Business Psychologist” reveals psychological insights on how to master the art of trust-based selling. You’ll Learn: Signs that a prospect is interested (or not!) The anatomy of an elevator speech that actually …

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116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter

116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter

Love and money are two emotional subjects on their own. And one HIGHLY emotional subject when combined together. Next time you meet with a couple, think about these numbers: 70% have disagreed about their financial situation 73% say finances are a source of tension in their relationship 47% say this tension has impacted the intimacy …

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115: The 5 Pillars of The Ultimate Intro Meeting

115: The 5 Pillars of The Ultimate Intro Meeting

The intro meeting is the lifeblood of an advisory business. It’s either the single most expensive or the single most profitable activity that you’ll ever engage in. Yet, almost everything you’ve been taught about how to conduct these meetings is backwards. It contradicts everything psychology research tells us that a prospect needs. In this episode, …

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114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel

114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel

The combination of financial psychology and technology has a multiplier effect on client outcomes. Advisors who effectively integrate both into their practice see significantly higher levels of: Satisfaction Loyalty Referrals Trust But, before you get these outcomes, you have to know how to effectively combine the two. Fortunately, Emily Koochel pioneered this research and provides …

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