Whether you’ve been an advisor for four days or four decades, you know that your client’s success has just as much to do with their mind as their money.

It’s simply not enough to run through monte-carlo simulations and construct diversified portfolios.

And you know it’s critical for you to be able to understand your client’s psycholgy and behaviors around money.

But, the challenge lies in knowing how to apply pyschology to real-life client scenarios.

Fortunately, Dr. Brad Klontz is one of the foremost authorities on financial psychology and works with advisors and planners to do just that.

In this episode, we discuss:

• How our genetics have programmed us to fail with money
• The importance of knowing your client’s “Money Scripts”
• The way he communicates the role of financial psychology to clients and prospects
• Why he lets clients decide if they want financial psychology
• The one technique every advisor needs to change client behavior

*The featured partner for this episode is Knudge, an automated system to help clients follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode58

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More

Trust is the foundation of success in financial advice.

According to research from Vanguard, there are countless business benefits that stem from creating trust:

• Higher satisfaction with an advisor
• Higher likelihood of referring an advisor
• Higher likelihood of consolidating assets
• Higher likelihood of following advice

Other research has found that trust is the #1 characteristic clients look for in a financial advisor.

But how can you quickly instill trust into the conversation with a prospective client?

How can you consistently build trust throughout your relationship with a current client so they refer more and follow your advice?

Mary Schmid will explain how to conduct conversations that quickly and consistently build trust with clients and prospects.

In this episode, we discuss:

• Why conversations send our brains into “Connect” or “Protect” mode
• The conversational techniques to get someone into “Connect” mode
• Why you should never talk about the weather
• The trust-building power of using an agenda in meetings
• The trust-eroding mistakes we make and never realize

*The featured partner for this episode is Knudge, an automated system to help clients follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode57

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More

Every single advisor and planner recognizes the importance of the human side when working with people and their money.

And every single advisor and planner wants practical, tangible ways to embed it in their practice.

After exploring the human side of money with 50 of the brightest minds on behavior, psychology, communication and money, I wanted to help make it as practical as possible.

Consider this the training that every advisors needs but never received in any training, designation, or certification.

Hear are the top 10 insights and ideas from those 50 conversations that you can apply tomorrow.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode56

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

Twitter

LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More