The perfect plan is rendered useless in the absence of execution.

Flawless technical advice minus implementation is worthless.

While you would think that providing someone a step-by-step plan to accomplish their goals while minimizing their fears would be all that’s needed to spur someone into action, anyone that works with people and their money knows that simply isn’t the case.

But, take a minute to imagine what your day would look like if every client immediately followed through and implemented your advice without having to follow up with a phone call or email.

While that might be a bit of a stretch, the quickest and most effective way to boost follow-through is by improving the “stickiness” of your advice.

Dr. Moira Somers, author of the best-selling book Advice That Sticks: How to Give Financial Advice People Will Follow, discusses:

• The parallels between medical and financial advice and what the medical research can teach us about the challenges and improving “adherence.”
• How much responsibility falls on the advice-giver when advice isn’t implemented (Hint: It’s way more than you think!)
• How improving follow-through and implementation benefits both your clients, your business, AND your well-being
• The most common reason clients fail to follow-through and an effective method to overcome it
• A proven method to help get through the friction of the data gathering process
• The most important role an advisor plays in improving future behavior

 

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode14

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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You’ve heard countless trainings and presentations on the power of referrals and how to get them. In this episode, we’re approaching referrals in a new way: through the lens of psychology.

Imagine being able to get inside the minds of your clients to better understand what they think about referrals, how they feel about referring, how they would prefer you to bring it up with them, and maybe most importantly, what they identify as the most common barriers to referring more often.

That’s exactly what Dan Allison did. Relying on his background in clinical and behavioral psychology, Dan interviewed thousands of clients, asking them those exact questions to help better understand the psychology of getting more referrals.

We discuss:

• How to bring up the referral conversation in a comfortable way based on what the clients wants
• The big mistake most advisors make (but don’t realize it) when asking for referrals
• The one question that every firm should ask to instantly boost their referability
• How to ensure you get referrals when someone passively hands out your information
• What 60% of clients say when asked the reason why they don’t refer and what they say when asked why they do refer

 

For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode13

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.

Follow Brendan:

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More