Month: March 2024
111: The Most Important Skill In Financial Advice

111: The Most Important Skill In Financial Advice

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There is one skill that will impact your success and your client’s success more than anything else.

The ability to listen.

More specifically, the ability to listen with empathy and curiosity.

In this episode, we’ll look at:

  • The neuroscience and benefits of listening
  • 3 ideas to instantly improve your listening skills
  • An advisor testimonial on the power of listening

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

*To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here.

*Follow Brendan for insights on mastering the human side of advice:

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[GREATEST HITS] Episode 18: Understanding A Client’s Money Mindset In Order To Maximize Their Well-Being with Sarah Newcomb

[GREATEST HITS] Episode 18: Understanding A Client’s Money Mindset In Order To Maximize Their Well-Being with Sarah Newcomb

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The greatest barrier for every client isn’t lack of information.

It’s their own mindset and behavior.

Whether it’s someone who over-spends, someone who under-spends, someone who wants to sell out at the worst possible time, or even the person who never sends in the data you need…

The key to changing their behavior starts with understanding their money mindset.

Sarah Newcomb, Director of Behavioral Science at Morningstar, joined the show to discuss how to better understand a client’s money mindset.

We discuss:

  • The framework she and her team developed to assess a client’s money mindset
  • The important distinction between financial and emotional well-being
  • The #1 predictor of savings behavior and how to help clients with it
  • Using a “What-If Journey” to help clients overcome their fears
  • How role models can play a powerful role in changing behavior and overall well-being

 

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.

*To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

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110: Leveraging Client Feedback To Create Meaningful Conversations And Engaged Clients with Julie Littlechild

110: Leveraging Client Feedback To Create Meaningful Conversations And Engaged Clients with Julie Littlechild

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Research consistently shows that >90% of clients are satisfied.

At first glance, it sounds like a good thing.

But, if over 90% of clients are satisfied, then client satisfaction ceases to be a differentiator. It’s now tablestakes.

Which then prompts the question: “Should we be aiming for something more than satisfaction?”

Julie Littlechild suggests we move the bar from “satisfied” to “engaged.”

Satisfied clients are happy but passive.

Engaged clients are happy and tell the world about what you do.

In this episode, Julie explains everything you need to know to turn satisfied clients into engaged clients.

You’ll Learn:

  • The 4 drivers that create engaged clients
  • The curse of the agenda and how to use it effectively
  • The #1 thing clients say they want but aren’t getting from advisors
  • The top mistakes advisors make when gathering feedback and input
  • What clients say about discussing non-financial goals with an advisor

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.

*To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

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109: How To Deliver Advice That Clients Actually Follow

109: How To Deliver Advice That Clients Actually Follow

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If you want your clients to actually follow-through on the advice you give, you have to shift your approach.

You have to shift from “Advisor-Driven” to “Client-Inspired” advice.

Client-inspired advice provides the client with control, confidence, and autonomy. When you can provide these three things, it paves the way to behavior change and implementation of advice.

Here’s what you’ll learn:

  • The psychology and research of giving advice
  • The three essential elements of client-inspired advice
  • Questions and scripts on how to deliver client-inspired advice

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: 

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