Imagine going into a meeting with a complete picture of your client’s money mindset.

You know exactly how they like to communicate about money, that they have a tendency to “keep up with the Jones’s”, and that they are likely to panic when the market plummets.

Armed with that information, you would know exactly which behaviors to focus on changing to improve their financial outcomes.

But, that kind of information is not readily apparent and difficult to uncover.

Which is why behavioral assessments are on the rise around the industry.

They have the ability to deliver that information faster and more reliably.

Sarah Fallaw founded DataPoints to equip advisors with these assessments and show them how to use them in their practice.

In this episode, we discuss:

• The four tools that Sarah recommends advisors use to help assess their client’s money mindset
• How these tools help to first bring awareness to behavioral issues and why that’s so important to changing behavior
• How to communicate to client the benefits of better understanding their own beliefs and behaviors
• The problem with most risk tolerance questionnaires
• How using these tools can actually serve as a way to measure the behavioral value of advice

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode35

*For more resources and insights on mastering the human side of money (including our popular “Wisdom Round-Up” email), go to www.wiredplanning.com.

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After five years of frustratingly inconsistent prospecting meetings, Dan Solin decided there had to be a better way.

So, he spent a year researching and learning everything he could on the neuroscience and psychology of what it took to seamlessly convert a prospect into a client.

From that he built an evidence-based process that flipped everything he knew on its head. And, in his first year prospecting with this new approach, he brought in $100 million under management (no, that’s not a typo).

In this episode, Dan explains what he learned from his research and what he changed to see such massive growth.

We discuss:

• The science behind why it’s so powerful to get someone to talk about themselves
• The power of questions to build trust and credibility in a way nothing else can compete with
• The reasons why you shouldn’t take notes during meetings
• How to answer “What do you do?” and why most advisors get it way wrong
• The question to ask at the end of every prospect meeting instead of closing

And way more game-changing insights!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode34

*For more resources and insights on mastering the human side of money (including our popular “Wisdom Round-Up” email), go to www.wiredplanning.com.

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Most financial advisors conduct some version of goals-based planning.

If you’re helping a client use their money to accomplish a goal, then you’re doing goals-based planning.

But goals are formed and shaped by values. Yet, “goals-based planning” is an industry buzzword and “values-based planning” is more like a foreign language.

Natalie Taylor CFP®, BFA™ has built her practice around “Values-Based Financial Advice That Works In Real Life” and joined the show to explain why her values-based approach is more effective than a goals-based approach and how she implements it throughout her work with clients.

We discuss:

• Why she prefers advice that gets 90% of the results rather than 100% optimal advice
• Why defining goals with clients comes after assessing values, net worth and cash flow
• The “Values Exercise” she developed to help clients define their values
• The “Big Win” Natalie gets for most of her clients that helps create momentum during implementation
• The skills humans possess that computers will never replicate

*For more resources discussed in this episode, check out www.wiredplanning.com/episode33

*For more resources and insights on mastering the human side of money (including our popular “Wisdom Round-Up” email), go to www.wiredplanning.com.

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Subscribe: Apple Podcasts | RSS | More