February 2024

108: The Secrets To Communicate With Confidence In Any Situation with Matt Abrahams

By TheHumanSideOfMoney | February 21, 2024

Your success in this profession and the quality of your relationships are directly correlated with your communication skills.

Think about the communication you have with clients and prospects. It’s almost always “spontaneous communication.”

It’s not planned, prepared or scripted.

For example, you’re meeting with a prospective client and they say, “These fees seem high.”

That comment wasn’t on the agenda, yet here you are needing to think on your feet.

And, how you respond in these spontaneous situations will oftentimes dictate the outcome of the entire interaction.

Fortunately, Matt Abrahams is the foremost authority on how to be more confident and eloquent in the moment.

And, in this episode, he reveals the secrets to communicating with confidence in any situation.

Things You’ll Learn:

Why small talk is important and the mistakes to avoid
Why you (ironically) have to prepare to be spontaneous
Two ways to buy yourself time on the spot before responding
The “Pace, Space, and Grace” framework to be a better listener
The “What-So What-Now What” structure to use in almost any situation

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.

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107: The Communication Superpower For Creating Authority And Urgency with Sten Morgan

By TheHumanSideOfMoney | February 7, 2024

Most financial advisors’ meetings are underwhelming.

They typically include a mix of small talk, dialogue, fact-finding and a less-than-riveting display of numbers and charts.

It’s the main reason why prospects leave your office and don’t respond for months (if ever), despite the fact that they need help. And you knew you could help them.

It’s also the main reason that you won’t find clients excited and eager to come to their review meetings.

Sten Morgan felt this in his meetings and decided there had to be a better way.

He wanted to do two things:

Create authority and help prospective clients clearly understand the value of working with him
Create urgency by highlighting big problems that actually inspire clients and prospects to act

In this episode, Sten shares how he’s leveraged the power of communication to create a meeting experience where clients leave saying: “That’s different than any meeting I’ve ever had.”