You’ll never truly master the human side of advice until you have the right mindset to do it.

And, unfortunately, most advisors need a complete re-programming.

One that wipes clean most of what you’ve been taught over the years.

A mindset shift that transforms the way you approach your clients and your practice.

If that sounds daunting, don’t worry.

I’ve distilled it into 9 guiding principles.

Once you’ve fully embraced these 9 principles, you’ll have the foundation to master the human side of advice in a way very few advisors ever will.

In this episode, you’ll learn:

• Why you should focus less on what people want to accomplish
• What prospects/clients ACTUALLY want and how to deliver
• Why there’s no such thing as an irrational decision
• Why life always comes before money in your process

 

*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/episode71.

*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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In healthcare, client outcomes and client satisfaction are directly correlated to the doctor’s “bedside manner.”

The same holds true for client outcomes and satisfaction in financial planning and advice.

In fact, research has shown that the #1 thing prospects look for in an advisor is “Interpersonal Skills.”

And other research has confirmed that high levels of trust lead to:

• More satisfied clients
• More referrals
• More assets

But how do you create trust and improve your interpersonal skills?

Fortunately, Dr. Jim Grubman built programs for advisors on how to hone and develop essential communication skills.

In this episode, we discuss:

• Why courage is a conversational superpower
• The two essential communication skills every advisor needs
• The biggest communication mistake almost every advisor makes
• The different “levels” of conversation
• Detecting the “signals” clients send when they want to go deeper

 

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/episode70.

*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

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*I received tons of messages and emails asking when I was doing to have Dan back on to finish our conversation from Episode 13. If you haven’t listened to Episode 13, my suggestion would be to start there, because even though we recap quite a bit of that conversation in this episode, it’s the kind of information that you’ll want to hear more than once! How do I know? Because I’ve had several people tell me they’ve listened to the other episode 2-3 times already.

Ever wondered why you don’t get more referrals from your clients?

Dan Allison interviewed thousands of clients to get inside their minds and better understand:

• What they think about referrals
• How they feel about referring
• How they would prefer you to bring it up
• What prevents them from referring more often

Good News: Most advisors have a client base that’s willing to refer.

Bad News: Most clients aren’t capable of executing a referral.

Armed with this information, Dan Allison designed a comfortable process for advisors that creates clients who are both willing and able to refer.

And once you combine the two, the referral floodgates are opened and the trajectory of your business will never be the same.

In this episode, we discuss:

• The 5 characteristics for creating clients that are willing and able to refer
• The #1 reason clients say they don’t refer
• The biggest mistakes advisors make when asking for referrals
• Goldmines vs Landmines: How to identify the clients you want to refer
• The referral mindset advisors must have

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/episode69.

*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