Category: Uncategorized

121: A Playbook To Master The Human Side of Advice with Michael Kitces

121: A Playbook To Master The Human Side of Advice with Michael Kitces

When you want to learn something about financial planning and advice, the ultimate source is Michael Kitces.

Most people know Michael is a spreadsheet-loving, technical wizard.

What most people don’t know is that he also fully believes in the human side.

In this episode, Michael explains the skills and processes advisors need to know on the path to mastering the human side of advice.

You’ll Learn: 

  • What Michael says is the #1 skill for financial advisors
  • The drawbacks to marketing the human side to prospects
  • Why you can’t believe clients when they tell you their goals
  • Why Michael only wears blue shirts (and how many he owns)
  • The method Michael uses to uncover what clients really value
  • Why the 3-year mark changes everything for an advisory business

And more!

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

Resources:

Connect with Brendan Frazier: 

Connect with Michael Kitces: 

About Our Guest: 

Michael E. Kitces, MSFS, MTAX, CFP®, CLU, ChFC, RHU, REBC, CASL, is the Head of Planning Strategy for Buckingham Wealth Partners, a private wealth management firm located in St Louis, Missouri, that oversees approximately $50 billion of client assets. In addition, he is the co-founder of the XY Planning Network, AdvicePay, fpPathfinder, and New Planner Recruiting, former practitioner editor of the Journal of Financial Planning, and the publisher of the e-newsletter The Kitces Report and the popular financial planning industry blog Nerd’s Eye View through his website www.Kitces.com, dedicated to advancing knowledge in financial planning.

Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy.

 Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources.

 The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice.

 Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place.

 RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

117: Mastering The Art of Trust-Based Selling with Kerry Johnson

117: Mastering The Art of Trust-Based Selling with Kerry Johnson

The growth of your business hinges on your ability to build and establish trust with prospective clients.

In this episode, Kerry Johnson, “America’s Business Psychologist” reveals psychological insights on how to master the art of trust-based selling.

You’ll Learn:

  • Signs that a prospect is interested (or not!)
  • The anatomy of an elevator speech that actually works
  • Why prospects forget 90% of what you say within 3 days
  • Why it’s crucial to “calibrate” at the beginning of every interaction with a client
  • How to conduct a “trust check” to know if you can move the conversation forward

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.

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

Twitter

LinkedIn

116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter

116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter

Love and money are two emotional subjects on their own.

And one HIGHLY emotional subject when combined together.

Next time you meet with a couple, think about these numbers:

  • 70% have disagreed about their financial situation
  • 73% say finances are a source of tension in their relationship
  • 47% say this tension has impacted the intimacy with their partner

Money is an emotionally-charged topic that you simply can’t avoid in a relationship.

In this episode, Dr. Sonya Lutter provides a guide for everything advisors need to know when it comes to working with couples.

You’ll Learn:

  • Why most financial arguments boil down to a discrepancy in values
  • Why uncovering money scripts can transform finances in the relationship
  • The surprising connection between joint accounts and relationship satisfaction
  • Why clients who work with a financial advisor are 3x happier than those who don’t
  • Eye-opening research on the influence of financial arguments and relationship satisfaction

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.

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

Twitter

LinkedIn

115: The 5 Pillars of The Ultimate Intro Meeting

115: The 5 Pillars of The Ultimate Intro Meeting

The intro meeting is the lifeblood of an advisory business.

It’s either the single most expensive or the single most profitable activity that you’ll ever engage in.

Yet, almost everything you’ve been taught about how to conduct these meetings is backwards.

It contradicts everything psychology research tells us that a prospect needs.

In this episode, we’ll look at five things you’ve never been taught but HAVE to know to conduct the ultimate intro meeting:

  • Navigating The Trust Zone
  • Inside The Prospect’s Mind
  • The Two-Question Framework
  • The Platinum Rule of Prospecting
  • Prepping The Prospect For Success

*The Ultimate Intro Meeting Course –> Go Here

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

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

Twitter

LinkedIn

114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel

114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel

The combination of financial psychology and technology has a multiplier effect on client outcomes.

Advisors who effectively integrate both into their practice see significantly higher levels of:

  • Satisfaction
  • Loyalty
  • Referrals
  • Trust

But, before you get these outcomes, you have to know how to effectively combine the two.

Fortunately, Emily Koochel pioneered this research and provides a roadmap for advisors to combine financial psychology with technology on the path to transforming their client outcomes.

You’ll Learn:

  • Using technology to create a “feel good” moment
  • How to work with couples that have financial secrets
  • Why 6 of 10 clients say their advice isn’t personalized
  • The technology features that lead to higher client engagement
  • The 5 financial psychology actions that create better client outcomes

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

113: 8 Secrets To Asking Great Questions That Get Great Answers

113: 8 Secrets To Asking Great Questions That Get Great Answers

More important than what questions you ask is how you ask them.

In this episode, shares 8 proven ways to ask better questions that lead to better answers, conversations, and relationships.

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.=

*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

112: Using “Influence” Techniques To Persuade Prospects To Become Clients with Evan Beach

112: Using “Influence” Techniques To Persuade Prospects To Become Clients with Evan Beach

Three important questions every advisor should answer:

  • Do you think you provide a valuable and life-changing service?
  • Do you think your clients are better off with you than without you, even after they pay?
  • Do you find that even though they’re better off with you, they still need a little nudge to make the decision to work with you?

If you answered yes to any of these questions, then here’s the harsh truth you need to hear:

Getting prospects to become clients requires more than expertise. It requires persuasion.

And if you can learn to persuade more effectively, then your life-changing impact will be greater and more widespread.

In the popular book Influence: The Psychology of Persuasion, Robert Cialdini presents research on six psychological principles to persuade prospects to become buyers.

Fortunately, Evan Beach took the research from the book and created a version specifically for financial advisors.

In this episode, he’ll reveal how financial advisors can use influence techniques to persuade more prospects to become clients.

You’ll Learn:

  • The sales mindset every advisor should have
  • How and why to implement a waitlist for prospects
  • The psychological reason not to charge for financial plans
  • The “freemium” model he uses for his prospecting process
  • Why advisors are scared to embrace effective sales techniques

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

111: The Most Important Skill In Financial Advice

111: The Most Important Skill In Financial Advice

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:

Twitter

LinkedIn

[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

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

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

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