Most goal-setting exercises have one major flaw.

They focus too much on WHAT someone want to accomplish rather than WHY they want to accomplish it.

The best goal-setting exercises combine the two.

They produce goals that are both meaningful and measurable.

Goals that provide connection and clarity.

And when you do that, clients are motivated, inspired, and resilient.

But, the question is how?

Fortunately, Eric Trexler knows. He uses a “Goal Hierarchy” with his fitness clients and explains how it can be applied to create more meaningful goals for clients in financial advice.

In this episode, we discuss:

• The power and execution of a goal hierarchy
• The problem and challenges inherent in goal setting
• A psychological framework to better communicate with clients and prospects
• Focusing on “approach goals” rather than “avoidance goals”
• The optimal level of difficulty when setting goals

 

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

*For more resources discussed in this episode, check out www.wiredplanning.com/episode66

*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:

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The discovery meeting is the single most important meeting for your clients and your practice.

If you’re like most, you’ve probably looked up “the best questions to ask prospects in a first meeting.”

You’ve likely picked up ideas listening to podcasts with advisors explaining how they conduct their meetings.

You’ve implemented the tips and tricks you gathered from talking with fellow advisors.But, it still feels like there’s something missing.

It hasn’t quite clicked.

In this episode, you’ll learn:

• How to prep your clients for a successful discovery meeting
• The importance of shifting your mindset to win the mental battle
• The keys to nailing the discovery meeting
• Most effective ways to follow up with a prospect after the meeting

 

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

*For more resources discussed in this episode, check out www.wiredplanning.com/episode65.

*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:

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You can’t help a prospect if they never become a client.

You can’t help a client if they don’t implement your advice.

Like it or not, both require a skillset rooted in sales.

As Nancy Bleeke points out, sales isn’t about being pushy.

It’s simply an information exchange.

And the purpose isn’t to convince someone to do something.

Rather, it’s to guide them through a process that leads to a confident, comfortable decision.

Fortunately, Nancy teaches advisors around the world an approach to convert prospects into clients without being salesy.

In this episode, we discuss:

• Why an “anti-sales” mindset is harmful to prospects and clients
• A 4-point framework for prospect meetings
• Why “ghosting” happens and how to fix it
• “Rightsizing” your services to exactly what the prospect wants and needs
• How to “close” without being salesy

And WAY more!

*For more resources discussed in this episode, check out www.wiredplanning.com/episode64

*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