Your client isn’t just the person sitting in front of you today.

It’s who’ll they become 30 years from now.

And, it’s who they were 30 years ago.

They might be making a decision in the present. But, their decisions in the present are shaped by the experiences of their past and influenced by their vision of the future.

When you work with human beings and money, it’s crucial that you fully understand the powerful forces that the past and future play on your client in the present.

In this episode, we’ll look at:

• How our past experiences with money carry forward into the present
• The two ways in which our current self makes decisions to the detriment of our future self
• Two client stories on the power of the past and the future
• How to help clients understand their past to drive better outcomes
• Two ways to improve the client’s connection to their future self

 

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

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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It’s one thing for advisors to say they want to get better at the human side.

It’s another thing to actually start making changes to your processes and conversations.

And, it’s another thing entirely to have your entire meeting process and deliverables focused on the human side.

Yet, that’s exactly what Jake Northrup has done.

At his firm, Experience Your Wealth, Jake has made a point to optimize the human element in every single meeting.

From the questions they ask to the deliverables they provide, he’s thought of it all.

In this episode, Jake gives us an inside look into each meeting to reveal how he infuses the human side to help clients live their ideal life.

Things you’ll learn:

• Using “micro-steps” to improve client behavior
• The process they use to help clients create their “Unique Money Vision”
• The psychological power of “spending experiments” to help clients live their best life
• The action item dashboard they use to improve the gap between knowing and doing
• The “Life Planning Timeline” he creates to visualize and prioritize what’s most important

 

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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Let’s face it…most advisor’s meetings with long-term clients are lackluster.

You ask about life, the kids, any changes in their life, etc.

Then, you tell them that everything looks good. They’re still on track.

They leave and you do it all over again next year.

And, that’s not bad. But, there’s a better way.

There’s a meeting that will:

• Strengthen your trust and connection
• Guide your clients to live their best lives
• Naturally display and reinforce your value

It’s called the “Re-Discovery” Meeting.

And, Meghaan Lurtz shares the blueprint on how advisors can start conducting these meetings right away.

Things you’ll learn:

• How to avoid long-time clients getting the “7-year itch”
• Questions to ask clients to help them live their best lives
• The relationship-building power of co-creating visions and goals
• A question to ask at the end of every meeting to improve the client experience
• Why asking a prospect to “think it over” may actually be detrimental to the relationship

 

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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The relationship dynamic between advisors and clients is shifting.

It’s shifting away from treating the plan and towards treating the person.

The old model was the financial advisor as the “advice giver.” Treating the problem by dispensing advice. 

The new model has the advisor playing the role of “thinking partner.” It goes like this:

Diagnose the situation, discuss the options, and decide together on the best solution.

The client is the hero of their story.

And the advisor is a thinking partner, a guide, a facilitator, a collaborator, and a problem-solver.

In this episode, we’ll look at:

• What the field of medicine can teach us about this relationship dynamic
• Two client stories showing the importance of being a thinking partner
• Three specific ways to be a thinking partner with your clients

 

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 –> Check out the show notes

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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Every advisor remembers sitting in a meeting with a couple where one person is engaged and the other hasn’t said a word.

Or the meeting with the couple whose goals aren’t aligned.

While working with couples certainly has its challenges, it’s also an opportunity for advisors to help couples align and thrive financially.

But, doing so requires knowing the skills you need to navigate the dynamics of working with couples and money.

Fortunately, Ashley Quamme specializes in this area and is going to crack the code to get both partners engaged and on the same page so they can thrive together financially.

Things you’ll learn:

• Her favorite question to help couples get “unstuck”
• How to use “Relationship Maps” when working with couples
• How to set the expectations for both partners to talk and engage
• The 3 factors that contribute to couples not on the same page with their goals
• Questions to ask couples to assess their financial relationship (without being intrusive)

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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LinkedIn

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If you want to convert more prospects into life-long clients…

You need to know the answer to two questions:

1) Why do people hire a financial advisor?

2) Why do people fire their financial advisor?

They just might be the two most important questions for any advisory business.

Fortunately, Samantha Lamas and Danielle Labotka did the research to get the answer to those two questions.

And, what they learned will forever transform the way advisors approach client acquisition and client retention.

Things you’ll learn:

• How to create digital content that makes an emotional connection
• The connection between listening skills and higher client retention
• The most commonly cited reasons for both hiring and firing an advisor
• The most commonly listed emotional reasons driving hiring and firing decisions
• The “Value Prop Makeover”: 3 steps to effectively communicate your emotional value

 

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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Christine Benz has been dispensing financial planning knowledge and impacting the lives of people around the world for decades.

She’s written hundreds of articles for Morningstar on practical financial planning advice. In fact, she’s one of the best out there.

But there are 3 articles that stick out from the rest.

They deviated from her usual style laying out step-by-step technical knowledge and ventured into the field of psychology and emotions.

So, we talk with Christine about those three articles.

She explains the psychology of retirement spending, why peace of mind is the ultimate luxury good, and the biggest money mistake she’s ever made.

Things you’ll learn:

• Why peace of mind is her ultimate luxury good
• The importance of celebrating financial milestones
• The psychological advantage of prioritizing short-term goals
• Using a “Retirement Policy Statement” to get retirees to spend money
• The biggest money mistake she’s ever made (and the emotional reason for it)

 

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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There’s a dilemma that every financial advisor eventually comes face-to-face with.

It’s when you realize that you have too little time and need to be more efficient.

At the same time, you also know that the real differentiator for your business is human-to-human connection.

And you start wondering, “Can I still be efficient without sacrificing the human connection?”

Or, “Is it possible to maximize efficiency and the human connection at the same time?”

Fortunately, Libby Greiwe figured out how to be more efficient and more human at the same time.

And, in this episode, she reveals the exact systems she built to scale the human-to-human connection throughout her advisory business.

Things you’ll learn:

• Using an “Ideal Client Avatar” to humanize communication
• The crucial psychological shift she made from “guru” to “sherpa”
• The system she used to make every person feel like her #1 client
• The power and importance of asking “How do I want my clients to feel?”
• An example of an advisor re-writing an email to create more connection

 

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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LinkedIn

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There’s an email you can send that actually:

1) Improves conversion ratios

2) Improves connection and receives responses like “You get me.”

In other words, it wins clients AND their trust.

Thus, it’s the most important email you’ll ever send.

In this episode, we’ll look at:

• The psychology behind why these emails are so powerful
• The key things to include when sending a recap email
• Why advisors claim these emails are essential to converting prospects

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 –> Check out the show notes

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

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LinkedIn

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After 18+ years in the industry, Justin Castelli decided to shift his business model away from traditional financial planning.

Here’s his quote to explain why:

“My clients were planning for the life they were told to live. Not the life they wanted to live.”

Too often, our client’s life and money decisions are influenced by:

-What society tells them

-What their family did

-The pursuit of achievement

And so on…

But what if you could guide clients toward crafting a life they actually want to live?

What if you could help them intentionally craft a life around their passions and purpose?

That’s exactly why Justin Castelli decided to evolve his business model.

The traditional financial planning model didn’t suffice.

He shares with us the personal journey that led to this decision and how he plans to do it with new and existing clients.

Things you’ll learn:

• Questions that uncover passion and purpose
• How this approach forever changed a client’s life
• Why most people don’t live the life they want to live
• Two exercises he suggests for clients to uncover their authentic life
• How he harnesses regret to help clients get clarity on what’s important

 

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.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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

Twitter

LinkedIn

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