When Bill Bachrach started his career as a financial advisor, he was in his mid-20’s trying to convince wealthy people in their 50’s, 60’s, and 70’s to leave their current advisor and entrust him with their life savings.

He knew he needed to do something different that would stand out and inspire his prospective clients.

So, he spent countless hours refining and developing a process that eventually became known as “values-based financial planning.”

For the last 34 years, he’s been teaching advisors around the world this exact process to help them attract and acquire their ideal clients.

In this episode, we discuss:

• The #1 mistake almost every advisor makes right out of the gate in prospect meetings
• The three ideal outcomes produced consistently from a values-based planning process
• The importance of cultivating a leadership dynamic with clients
• Effectively communicating your services in alignment with the client’s most urgent needs and deepest values
• The three questions you MUST answer to convince wealthy clients to meet with you

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode47

*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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In an industry that praises the relentless pursuit of growth, Jeremy Walter chose to pursue “enough.”

He chose to optimize for satisfaction rather than revenue.

But, as Jeremy learned, even crafting a business with intention has its own set of challenges when you’ve been preached “grow, grow, grow” your whole career.

Jeremy shares his journey to building his current advisory business, his process for having “off the balance sheet” conversations with clients, and how he uses his one-page financial plan.

In this episode, we discuss:

• How Jeremy defined “enough” for himself and his family
• How he handles the mental challenges of being content in a growth-oriented industry
• Why a “Discovery Meeting Recap” email has been so powerful
• “Generosity Philosophy” – Jeremy’s favorite method to deepen the conversation and focus on values
• What his values-based one-page financial plan looks like

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode46

*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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The best conversations with clients and prospective clients have two things in common:

1) They create trust and connection that allows the person to open up and share information with you that they’ve likely never shared before

2) They unearth valuable information and stories about the person that provides insights to help them align their money with the life they want to live.

Ultimately, they place the life of the client at the center of the conversation. 

In this episode, Mitch Anthony shares how advisors can design a discovery process that does just that by learning how to use stories and analogies, asking great questions, and focusing on transitions over goals.

We discuss:

• The best way to motivate someone to save more money
• A communication skill used by the best communicators of all time
• His favorite question to get someone to open up and make a connection
• The “EAR” method for asking questions that elicit the best responses
• Why transitions are more important than goals in the financial planning process

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode45.

*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