Asking great questions is a superpower for financial advisors. When done right, asking great questions: -Establishes likeability -Accelerates trust -Uncovers personal, sensitive information Three things that are absolutely critical to perform your job at the highest level. But, it’s not just about asking more questions. It’s about knowing how to ask great questions that get …
In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication. He was seeking to master the human side of advice. But, what he found was exactly what most advisors find along this journey: Asking someone about their values and purpose in life can be awkward …
In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication. He was seeking to master the human side of advice. But, what he found was exactly what most advisors find along this journey: Asking someone about their values and purpose in life can be awkward …
If you work with people and their money to fund something now or in the future, it’s absolutely crucial that you understand the dynamic between goals and values. Once you can move beyond goals and understand what’s truly important to the person you’re meeting with, everything changes. In fact, once you embrace and internalize this …
As behavioral finance has moved into the mainstream, one thing has become clear. It’s great to know there’s a way to explain a client’s sub-optimal behavior. But, it’s an entirely different challenge to know what to do about it. In other words, behavioral finance has done a great job of providing advisors with a list …
Asking great questions is a superpower for financial advisors. Questions are proven to: Increase trust and likability Collect personal information Direct the flow of conversation But, it’s not enough to simply ask questions. The types of questions, the timing of questions, and the tone of questions all matter. In other words, there’s an art to …
Every advisor always wants to know what questions to ask. But, more important than WHAT you ask is WHEN you ask it. A great question asked at the wrong time is no longer a great question. In this episode, we’ll go through six different steps of the client journey and arm you with three questions …
We all know that human beings buy on emotion and justify with logic. Yet, when meeting with a prospect, the majority of advisors default to leading with logic rather than emotion. The success of your prospect meeting hinges on your ability to communicate in a way that takes them out of their heads and into …
Financial advice requires working with money and people. Working with money is the easy part. You need a calculator and some decent math skills. Working with people is the hard part. You need an understanding of what goes on in their brain. Ted Klontz says, “The more you understand how the brain works, the more …
This is the inaugural “Ask Me Anything” (AMA) episode. Whether it’s been emails, Twitter DM’s, LinkedIn messages, one-off virtual meetings, coaching sessions, or at a conference, one thing has become clear about financial advisors and the human side of advice. You guys have questions. A lot of really good questions. And, I want to help …