“Behavioral Coaching” continues to emerge as the primary source of value in a relationship between an advisor and client.

Yet, most advisors have never learned the skill set required to actually influence and change a client’s behavior for the better. It starts by first understanding the forces that influence client behavior both positively and negatively. To learn what works and what doesn’t.

Fortunately, Dr. Michael G. Thomas has done extensive research on two forces that often go overlooked: Financial empathy and data visualization. He’ll explain just how much power these two forces carry and how he uses them to influence client behavior for the better.

We discuss:

• The “Zoom Out/Zoom In” approach he uses to identify emotional barriers
• Why confidence and clarity are crucial for changing client behavior
• The big mistake advisors make that demotivates clients
• What Robinhood teaches us about the power of data visualization
• His approach to budgets that avoids anxiety and overwhelm

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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There’s one communication technique in the skill set of FBI hostage negotiators that stands above the rest.

One they describe as being the closest you’ll get to a jedi mind trick.

It’s called “mirroring”. 

Here’s what it does in conversation: Facilitates bonding and trust, creates connection and empathy, buys you time to regroup your thoughts, and gets someone to open up (and keeps them talking). So, how can you use this in conversations with prospects and clients?

We discuss:

• The biological and psychological reasons that mirroring is so powerful
• Why servers who mirrored customer’s orders got higher tips
• Two ways to starting mirroring words with prospects and clients

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 financial advice industry does an outstanding job of training and developing technical knowledge.

The industry is full of advisors and planners who can sit down at a computer and calculate the time value of money with the best of them. But, financial planning done right isn’t just about technical answers. It’s about how those answers intersect with the person’s life.

In this episode, Hannah gives us a look at how she incorporates the human element into her planning process so that the technical knowledge aligns with the client’s life.

Here’s what you’ll learn:

• How (and why) she changed her approach to the prospect process
• How to respond when a client says “Tell me what to do!”
• The power of the values exercises she takes clients through
• The “Budgeting Blocks” exercise to align values and spending
• Why she believes the industry is training the human out of the professional

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