Most trainings, certifications, and designations financial advisors receive fail to teach the difference between crunching numbers and working with emotional human beings on the emotionally-charged topic of money.

Working with human beings requires a completely different skill set centered on building trust, uncovering values and emotions around money, and changing behavior.

A skill set that sits at the core of financial therapy.

And, fortunately, Dr. Kristy Archuleta is the foremost authority on briding the gap between financial therapy skills and financial planning.

We discuss:

• The “No Advice” rule she teaches for every first meeting
• The invisible cues that influence conversations with prospects and clients
• The #1 thing you can do to positively affect a meeting that NOBODY actually does
• The correlation between the quality of relationships with clients and the outcomes they achieve
• The most influential tool an advisor has to help clients change behavior

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode51

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

*Follow Brendan for insights on mastering the human side of advice:

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*This is Part II of the conversation. It’s a continuation of the previous episode (Episode 49). I highly recommend listening to Part I before diving into this one!*

For financial advisors and planners to do their job at the highest level requires the ability to do two things:

1. Uncover someone’s personal, intimate financial details
2. Unearth someone’s values, emotions, hopes, dreams and fears about their money and their life

Most people don’t talk about one of those things with any one else in their life.

And almost NO ONE talks about both with the same person without being under the influence of something!

That’s why the best financial advisors and are masters at knowing how to ask the “right” questions that elicit trust and create rapport while uncovering the financial and personal information they need to formulate the best financial planning recommendations.

Dr. Meghaan Lurtz joined the show to explain the keys to unlocking the superpower of questions with prospects and clients.

We discuss:

• The secrets to asking great questions that get great responses
• Two types of questions designed to instill and build trust
• Two types of questions designed to elicit information by getting the person to open up
• Meghaan’s favorite question that she calls the “Swiss Army Knife”
• The big mistake almost everybody makes when asking follow-up questions

And way more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode50

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

Podcast: Play in new window | Download | Embed

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