Most goal-setting exercises have one major flaw.

They focus too much on WHAT someone wants 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.

Here’s what you’ll learn:

• 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

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Resources:

• 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

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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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.

Here’s what 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
• The most effective ways to follow up with a prospect after the meeting

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Resources:

• 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

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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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.

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!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More