You’ve likely heard of emotional intelligence (EQ).

Intellectual intelligence (IQ) is important. But, EQ is crucial.

Especially when you work with emotional human beings on the emotionally charged topic of money.

But, how can advisors and planners seamlessly incorporate EQ principles into their practice?

Beverly Flaxington, Human Behavior Coach®, best-selling author, and international speaker joined the show to break down human behavior and how advisors can apply EQ principles.

We discuss:

• The top 5 secrets of human behavior
• Three specific ways advisors can apply emotional intelligence when working with clients
• The trust-eroding mistake most advisors make when seeking to understand goals
• The power of storytelling to connect and inspire (and how to use stories with clients)
• Improving your listening skills by listening for “nuggets”
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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Most trainings, certifications, and designations financial advisors receive fail to teach the difference between crunching numbers and working with emotional human beings on the emotionally charged topic of money.

Working with human beings requires a completely different skill set centered on building trust, uncovering values and emotions around money, and changing behavior.

A skill set that sits at the core of financial therapy.

And, fortunately, Dr. Kristy Archuleta is the foremost authority on bridging the gap between financial therapy skills and financial planning.

Here’s what you’ll learn:

• The “No Advice” rule she teaches for every first meeting
• The invisible cues that influence conversations with prospects and clients
• The #1 thing you can do to positively affect a meeting that NOBODY actually does
• The correlation between the quality of relationships with clients and the outcomes they achieve
• The most influential tool an advisor has to help clients change their behavior
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

For more resources discussed in this episode, → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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This is Part II of the conversation. It’s a continuation of the previous episode (Episode 49). I highly recommend listening to Part I before diving into this one!

Dr. Meghaan Lurtz joined the show to explain the keys to unlocking the superpower of questions with prospects and clients.

We discuss:

• The secrets to asking great questions that get great responses
• Two types of questions designed to instill and build trust
• Two types of questions designed to elicit information by getting the person to open up
• Meghaan’s favorite question that she calls the “Swiss Army Knife”
• The big mistake almost everybody makes when asking follow-up questions
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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For financial advisors and planners to do their job at the highest level requires the ability to do two things:

1. Uncover someone’s personal, intimate financial details
2. Unearth someone’s values, emotions, hopes, dreams, and fears about their money and their life

Most people don’t talk about one of those things with anyone else in their life. And almost NO ONE talks about both with the same person without being under the influence of something!

That’s why the best financial advisors are masters at knowing how to ask the “right” questions that elicit trust and create rapport while uncovering the financial and personal information they need to formulate the best financial planning recommendations.

We discuss:

• A question to ask prospective clients that reveals exactly what they want from an advisor
• How questions help clarify your value to prospects and clients
• Why questions are the most effective way to instill trust
• All of the under-the-radar benefits of questions in the client relationship
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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This is Part II of a two-part conversation. It’s a continuation of Episode 47. I would highly recommend listening to that episode before diving into this one!*

When Bill Bachrach started his career as a financial advisor, he was in his mid-20s trying to convince wealthy people in their 50s, 60s, and 70s to leave their current advisor and entrust him with their life savings.

He knew he needed to do something different that would stand out and inspire his prospective clients.

So, he spent countless hours refining and developing a process that eventually became known as “values-based financial planning.” For the last 34 years, he’s been teaching advisors around the world this exact process to help them attract and acquire their ideal clients.

We discuss:

• Facilitating a conversation where clients willingly open up and tell you about their deepest held values
• How to effectively transition from values to goals to money
• The “Values Staircase” – a process to uncover and clarify what’s truly most important
• The key distinction between building trust and building rapport
• How the way you handle documents can secretly influence your credibility and trust
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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When Bill Bachrach started his career as a financial advisor, he was in his mid-20s trying to convince wealthy people in their 50s, 60s, and 70s to leave their current advisor and entrust him with their life savings.

He knew he needed to do something different that would stand out and inspire his prospective clients.

So, he spent countless hours refining and developing a process that eventually became known as “values-based financial planning.”

For the last 34 years, he’s been teaching advisors around the world this exact process to help them attract and acquire their ideal clients.

We discuss:

• The #1 mistake almost every advisor makes right out of the gate in prospect meetings
• The three ideal outcomes produced consistently from a values-based planning process
• The importance of cultivating a leadership dynamic with clients
• Effectively communicating your services in alignment with the client’s most urgent needs and deepest values
• The three questions you MUST answer to convince wealthy clients to meet with you
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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In an industry that praises the relentless pursuit of growth, Jeremy Walter chose to pursue “enough.”

He chose to optimize for satisfaction rather than revenue. But, as Jeremy learned, even crafting a business with intention has its own set of challenges when you’ve been preached “grow, grow, grow” your whole career.

Jeremy shares his journey to building his current advisory business, his process for having “off the balance sheet” conversations with clients, and how he uses his one-page financial plan.

We discuss:

• How Jeremy defined “enough” for himself and his family
• How he handles the mental challenges of being content in a growth-oriented industry
• Why a “Discovery Meeting Recap” email has been so powerful
• “Generosity Philosophy” – Jeremy’s favorite method to deepen the conversation and focus on values
• What his values-based one-page financial plan looks like
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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The best conversations with clients and prospective clients have two things in common:

1) They create trust and connection that allows the person to open up and share information with you that they’ve likely never shared before

2) They unearth valuable information and stories about the person that provides insights to help them align their money with the life they want to live.

Ultimately, they place the life of the client at the center of the conversation. 

In this episode, Mitch Anthony shares how advisors can design a discovery process that does just that by learning how to use stories and analogies, asking great questions, and focusing on transitions over goals.

We discuss:

• The best way to motivate someone to save more money
• A communication skill used by the best communicators of all time
• His favorite question to get someone to open up and make a connection
• The “EAR” method for asking questions that elicit the best responses
• Why transitions are more important than goals in the financial planning process
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier     

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How many times have you created a goal and vision for your advisory business only to fall short?

You came up with the plan to make it happen, but you miss your growth goals while still working too many hours to fully enjoy your life outside of the business. That’s because most people focus first on the plan (the strategy and tactics) instead of their mindset.

Stephanie Bogan works with advisors to master their mindset, think differently about what’s even possible, and accelerate your business to a whole new level while working fewer hours to do it.

We discuss:

• The importance of a crystal clear vision for your business and your life
• Three questions to identify and overcome your limiting beliefs
• How to hear “No” from prospective clients and feel good about it
• “Three Strike Rule” – a follow-up process to create urgency and avoid chasing prospects
• The power of the phrase “Would it be okay if…”
• And way more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

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How many times have you created a goal and vision for your advisory business only to fall short? You came up with the plan to make it happen, but you miss your growth goals while still working too many hours to fully enjoy your life outside of the business.

That’s because most people focus first on the plan (the strategy and tactics) instead of their mindset.

Stephanie Bogan works with advisors to master their mindset, think differently about what’s even possible, and accelerate your business to a whole new level while working fewer hours to do it.

We discuss:

• Why 80% of success is based on mindset
• The most common mindset traps advisors fall into (Ex: agreeing to reduce fees)
• The three tenets of a great client and how to make sure you aren’t wasting your time chasing prospective clients
• “Conversations of Integrity” – giving clients the clarity they need rather than the advice you think they need
• And more!

To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here

Connect with Brendan Frazier: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier

Podcast: Play in new window | Download | Embed

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