Meetings are the single most important component of your entire business. Whether it’s a client or a prospective client, it’s the meetings where things actually happen. Meetings are where prospects become clients (or don’t). Dan Smaida, a “Meeting Execution Specialist”, has consulted with over 10,000 advisors on how to use behavioral science and a consultative …
Ever wondered why your clients and prospective clients have failed to take action on your advice despite the fact you’ve shown them exactly how to accomplish their financial goals? This episode is all about developing the skills and techniques to deliver advice that clients actually follow through on. Financial coaching “works to narrow the gap …
With the future of our profession continuing to shift towards the human side of advice and the CFP Board’s announcement earlier this year that they added “The Psychology of Financial Planning” as a principal knowledge topic, it’s becoming crucial for advisors to start familiarizing themselves with this aspect of the business. At the same time, …
Change and transition are a constant and pivotal part of our clients’ lives. And it’s these moments that can shape both the future of their life and their money. However, successfully guiding clients through the changes and transitions of life requires more than sound technical knowledge and advice. Susan Bradley coaches advisors around the world …
Carl Richards has a mantra for financial advisors that he says changes everything once you can fully internalize it: “Financial advisors are guides in a changing landscape. Not the defenders of an outdated map.” It’s no longer enough for advisors to build a detailed financial plan or construct a portfolio. It’s about building trust and …
When financial advisors work with couples, it’s more than just navigating their finances. It means navigating an emotional and complex relationship dynamic. It’s not just a matter of aligning the numbers. It’s a matter of aligning two completely different belief systems. When you combine two different upbringings and two different sets of belief systems around …
When was the last time you thought about: What your office or Zoom background is “signaling” to prospective clients? What minor detail or design on your website could drastically improve conversions? How to package your services in a way that feels less overwhelming and provides clarity around exactly what the client receives? What things could …
Imagine guiding your clients through a process of discovering what a meaningful, fulfilled life would look like and then providing them with the financial strategies to fuel that vision. You help your clients clarify and fund their best life. That is life planning. But, what does life planning actually look like in practice? When do …
Imagine going into a meeting with a complete picture of your client’s money mindset. You know exactly how they like to communicate about money, that they have a tendency to “keep up with the Joneses”, and that they are likely to panic when the market plummets. Armed with that information, you would know exactly which …
After five years of frustratingly inconsistent prospecting meetings, Dan Solin decided there had to be a better way. So, he spent a year researching and learning everything he could about the neuroscience and psychology of what it took to seamlessly convert a prospect into a client. From that, he built an evidence-based process that flipped …