When it comes to changing someone’s behavior, much of the focus goes to persuasion and nudging techniques.

In reality, for financial advisors, the primary weapon of influence you have over someone’s behavior is your ability to communicate and connect at the highest level.

Dr. Joy Lere is a licensed clinical psychologist and behavioral finance consultant who has spent her entire career learning to communicate and connect with her clients to give them clarity, build trust, and ultimately change their behavior for the better.

We discuss:

• Ways to create “space” for someone to open up and share more than they do with most people
• Reading body language and posture and effective ways to address it
• What Joy would tell herself 10 years ago about how to get better at reading people
• A powerful questioning technique to get someone to make changes
• The two points in your life that have the biggest impact on your beliefs and behaviors around money
• And more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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Dr. Moira Somers, financial psychologist and author of the best-selling book Advice That Sticks: How to Give Financial Advice People Will Follow, consults with advisors and firms around the world to deliver “stickier” advice that leads to more follow-through and implementation.

We discuss:

• A specific process to use at the end of every meeting to drastically improve follow-through
• The biggest mistake advisors make when trying to get clients to follow-through (also the most common)
• A specific process for the beginning of every meeting to make your advice stickier
• The #1 piece of advice Moira gives any advisor looking to improve their meetings, relationships, and follow-through
• What studies show is the primary determinant of client satisfaction in a meeting
• And more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X: @jbrendanfrazier

Connect with Guest: 

• MoneyMindAndMeaning.com
• LinkedIn: Dr. Moira Somers

About our Guest: 

Dr. Moira Somers specializes in the growing new field of financial psychology. She trains and consults with financial services professionals, helping them and their clients deal with the challenges of wealth.

Dr. Somers’ executive coaching practice emphasizes behavior change for leaders and their team members. As a neuropsychologist and unapologetic brain science nerd, Dr. Somers enjoys coaching other people who love to learn, are quick to implement, and are prepared to pivot in response to data about their performance. Her work is rooted in evidence-based findings from the fields of neuroscience, behavioral economics, management science, and positive psychology.

Her work as a keynote speaker, educator, and consultant takes her around the globe. She speaks and trains about such topics as the reasons why clients may fail to follow good advice, the psychological factors at play during major life transitions, and the hazards of mental depletion.    

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