It’s the most storied rivalry in finance. The current self versus the future self. The very nature of financial planning work with clients is heavily focused on the future. Yet, the current self often calls the shots when it comes to financial decisions. In a profession so heavily focused on the future, the key to …
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 …
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 …
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 …
For financial advisors and planners to do their job at the highest level requires the ability to do two things: Uncover someone’s personal, intimate financial details 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. …
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 …
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. …
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 …
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 …
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 …