In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication. 

He was seeking to master the human side of advice.

18 years later, he admits it’s still a work in progress. But, he took what he learned and created the [Fi] Life Framework. A framework he uses to facilitate better conversations and connections with clients and prospects.

We discuss:

• The #1 risk in not adopting the human side
• The tool he uses to help clients visualize goals, transitions and milestones
• Why Josh found himself unfulfilled at the moment most advisors dream about
• Why he starts conversations around how someone feels rather than what they have
• The story of how life planning cost him a $10 million client (and why it didn’t faze him)

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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If you work with people and their money to fund something now or in the future, it’s absolutely crucial that you understand the dynamic between goals and values.

Once you can move beyond goals and understand what’s truly important to the person you’re meeting with, everything changes. In fact, once you embrace and internalize this dynamic, research shows it creates emotionally-connected clients that pay more, refer more, follow-through, and consolidate assets.

In this episode, I’ll break down what the research says about emotionally-connected clients and use the golden circle as a method for understanding how to talk with clients and prospects about what’s truly important to them.

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                   

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More

As behavioral finance has moved into the mainstream, one thing has become clear.

It’s great to know there’s a way to explain a client’s sub-optimal behavior. But, it’s an entirely different challenge to know what to do about it. 

In other words, behavioral finance has done a great job of providing advisors with a list of diagnoses: Overconfidence, anchoring, Dunning-Kreuger

Barry Ritholtz has been on the cutting edge of behavioral finance for years. In this episode, he peels back the curtain to share the specific ways that Ritholtz Wealth Management focuses on improving client behavior.

We discuss:

• Why to steer clear of market forecasts and focus instead on probabilities
• A question to ask clients who believe everything they hear on TV
• Effectively setting expectations in the midst of uncertainty
• How they minimize bias by naming their portfolios
• The “Milestone Rewards” program that discounts fees for optimal behavior

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

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More