75: Understanding The Brain To Ignite Motivation Within Clients And Prospects With Ted Klontz
Financial advice requires working with money and people.
Working with money is the easy part. You need a calculator and some decent math skills.
Working with people is the hard part. You need an understanding of what goes on in their brain.
Ted Klontz says, “The more you understand how the brain works, the more effective you’ll be working with people.” In this episode, he reveals what advisors need to know about the brain in order to create motivation and connection with clients and prospects.
We discuss:
- How to effectively communicate to the decision-making part of the brain
- Why palm trees are better than graphs for improving financial behavior
- What car dealers and ice cream stores teach us about prospect conversations
- A must-ask question for every prospect coming from a previous advisor
- Three keys to developing exquisite listening skills
- Why 8 of 10 people who come to you aren’t actually ready for 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:
Podcast: Play in new window | Download | Embed
Subscribe: Apple Podcasts | RSS | More