6: Neil Bage | Bringing Behavior to Life in Financial Planning
Neil Bage (Twitter and LinkedIn) is highly-renowned in the fields of financial services and behavioral science for has ability to bridge scientific theory with real-world understanding, particularly when it comes to human behavior in light of financial health and well-being.
He’s the co-founder of Be-IQ, a multi-award winning behavioral insights company that focuses on providing research and tools on behavioral finance for financial advisors and planners around the world.
As he puts it, his mission is to bring “behavior to life” for financial advisors.
In this episode, we discuss:
- The “achilles heel” of our industry (Hint: it’s not a lack of technical knowledge)
- Why the future of financial planning will have the human as the center piece
- Examples from hospitality, law, and therapy on how to wrap the human element around technical competency
- The importance of getting clients or prospects into a calm, peaceful state prior to a meeting and specific ways to do it
- When you should actually cancel and reschedule a meeting
- How naming and labeling emotions ignites trust and communication
- The story of an advisor who used the tools from Be-IQ to finally breakthrough to a client after 15 years
- The “Empathy Gap” – What it is and why you should be aware of it in every meeting
- What Neil calls the “transformational benefits” for advisors who bring behavior to life
For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode6
To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning.
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