“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.

(Quick note: Telling someone what to do DOESN’T work!)

Fortunately, Dr. Michael G. Thomas has done extensive research on two forces that often go overlooked:

1) Financial Empathy

2) 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.

In this episode, 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

 

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 -> Go Here.

*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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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”.

And, here’s what it does in conversation:

• Facilitates bonding and trust
• Creates connection and empathy
• Buys you time to regroup your thoughts
• Gets someone to open up (and keeps them talking)

So, how can you use this in conversations with prospects and clients?

In this episode, we’ll look at:

• The biological and psychogical 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

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 the show notes

*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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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.

Doing that requires knowing how to incorporate the human element.

And, no one knows how to do that better than Hannah Moore.

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.

In this episode, we discuss:

• 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

 

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 Episode 87.

*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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