In the world of finance, the behavioral aspect plays a crucial role. It's an aspect that often goes unnoticed but can significantly impact the relationship between a financial advisor and their clients. In this episode, I am joined by Brendan Frazier, a seasoned consultant to financial advisors turned financial planner, to discuss this fascinating correlation and how it affects financial planning.Brendan embarked on a journey to explore the emotional dynamics in financial planning after observing a common theme among advisors. They often felt more like therapists than financial advisors, addressing not just the monetary aspects but also the emotional dynamics of their clients' financial decisions. Inspired by this trend, Brendan started going deep into the world of behavioral finance, making him the perfect guest to discuss this topic with me.In this episode we discuss:What Brendan calls the “3 Es” question that opens clients up right awayThe delicate balance between curiosity and structure in a meetingStrategies to strengthen trust with clientsWhy understanding the emotional side of money is critically important to financial planning Brendan’s strategies to incorporate behavioral finance in his interview proce—-------------------------------------LINKS FROM THIS EPISODECheck out Brendan's website Here Connect with Brendan on LinkedIn Here Episodes Mentioned: #8: Elevate Your Elevator Pitch - Here on iTunes#10: How to Create a Laser-Focused Marketing Message that Speaks Directly to Your Ideal Client Avatar- Here on iTunesBooks Mentioned: Essentialism by Greg McKeownBuilding a Second Brain by Tiago ForteConnect with Libby on LinkedIn Here!  Curious about what all is involved in the Efficient Advisor’s group coaching program? Get on the Systems to Scale Group Coaching & Mastermind Waitlist Here!Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!