When financial advisors meet with clients, it’s easy to focus solely on the numbers and neglect the feelings they elicit.

It’s easy to focus on dollars at the expense of emotions.

But every single client you work with has a relationship with money that extends beyond data, numbers and dollar signs.

It’s easy to overlook these things when talking about money.

But, it becomes evident when you’re dealing with the retiree who simply won’t spend their money despite having more than they could ever need.

Or the client who simply can’t follow your advice no matter how many times you’ve shown them exactly what to do.

Or the couple who can never seem to get on the same page with their finances after years and years of trying to help them.

They need help blending the financial and emotional components of money.

But most of the work on how to do this resides in the field of financial therapy.

Fortunately, Bari Tessler is a highly-regarded financial therapist.

And, she’s developed a three-step framework to help clients transform their relationship with money.

In this episode, we discuss:

• How to better approach your finances using a “Money Date”
• What she learned from hyperventilating at the car dealership
• 3 Levels of “Money Maps” that she uses instead of budgeting
• The power of renaming cash flow categories in alignment with values
• How understanding your body improves your relationship with money

 

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/episode84.

*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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Asking great questions is a superpower for financial advisors.

When done right, asking great questions:

-Establishes likeability

-Accelerates trust

-Uncovers personal, sensitive information

Three things that are absolutely critical to perform your job at the highest level.

But, it’s not just about asking more questions.

It’s about knowing how to ask great questions that get great answers.

It’s about knowing the techniques that enhance your questions and elevate your conversations with both clients and prospects.

In this episode, we’ll reveal:

• The research that confirms the power of questions
• The “3E” questions for creating conversational flow
• Using follow-up questions to open the floodgates of the conversation
• How to structure your questions to receive better responses

 

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/episode83.

*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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LinkedIn

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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.

But, what he found was exactly what most advisors find along this journey:

• Asking someone about their values and purpose in life can be awkward
• There’s no textbook on getting a stranger to open up about personal issues
• He had some great conversations but couldn’t make it happen in every meeting
• The questions he heard other advisors ask their clients didn’t land the way he envisioned

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.

A process he can use to create a consistently remarkable human experience throughout his practice.

In this episode, we discuss:

• The [Fi] Self Profile: A tool for learning more about a client’s financial beliefs and history
• How helping a client learn about their past created a relationship-altering conversation
• The [Fi] Life Big Decision App: A tool to guide clients toward making better decisions
• Why the human side of advice will provide a natural boost to client testimonials
• Why it’s important to have clients document their decision-making processes

 

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/episode82.

*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