23: The Best Question To Ask Prospects In A First Meeting

20: George Kinder | The Future of Financial Planning is Life Planning: Financial planning without any regard for the person's dreams, values, and life they want to live is nothing more than numbers on paper. A person's dreams, values, and life they want to live without any regard for money is nothing more than a fantasy.... by The Human Side of Money

91 min listen

31: A 5-Step Planning Process For Syncing Emotional and Financial Well-Being with Amy Mullen (Part I): There are at least three things every financial advisor wants in their relationships with clients: 1) Great conversations and connection 2) Use their money to live a fulfilled life doing the things they love 3) Seamless buy-in and follow-through on... by The Human Side of Money

67 min listen

14: Moira Somers | The Importance of Giving Advice That Sticks (Part One): The perfect plan is rendered useless in the absence of execution. Flawless technical advice minus implementation is worthless. While you would think that providing someone a step-by-step plan to accomplish their goals while minimizing their fears... by The Human Side of Money

61 min listen

9: Insulating Your Value From the Commoditization of Investments and Financial Planning: Technology is a familiar foe to the profession of financial advice. With Charles Schwab and Bank of America both recently announcing their plans to offer free financial planning software to the masses, the industry continues to inch closer and closer... by The Human Side of Money

26 min listen

12: Evan Beach | An Evidence-Based Approach to Winning Prospects and Influencing Clients (Part Two): Evan Beach is the Director of Wealth Advisory for Campbell Wealth Management, an RIA firm in Alexandria, VA that oversees around $800 million AUM almost exclusively for clients over the age of 55. He writes for Kiplinger and the Journal of Financial... by The Human Side of Money

81 min listen

8: Daniel Crosby | The Path To Building A "Behavioralized" Practice: Daniel Crosby ( and ) is one of the most highly-respected minds in the modern world of behavioral finance, especially within the realm of financial services. As a Chief Behavioral Officer, his job is to help advisors with the practical application of... by The Human Side of Money

71 min listen

17: Adrian Murphy | Delivering Human-First Financial Planning With A Chief Behavioral Officer: Adrian Murphy is the CEO of Murphy Wealth, a multi-award winning financial planning firm in the UK. Most recently, his firm made waves throughout the industry with the announcement that they were hiring a Chief Behavioral Officer as a part of their... by The Human Side of Money

117 min listen

16: Joy Lere | Changing Behavior By Focusing On Communication and Connection: When it comes to changing someone's behavior, much of the focus goes to persuasion and nudging techniques. In reality, for financial advisors, the primary weapon of influence you have over someone's behavior is your ability to communicate and connect... by The Human Side of Money

74 min listen

18: Sarah Newcomb | Understanding a Client's Money Mindset In Order to Maximize Their Well-Being: The greatest barrier for every client isn't lack of information. It's their own mindset and behavior. Whether it's someone who over-spends, someone who under-spends, someone who wants to sell out at the worst possible time, or even the person who... by The Human Side of Money

103 min listen

11: Evan Beach | An Evidence-Based Approach to Winning Prospects and Influencing Clients (Part One): Evan Beach () is the Director of Wealth Advisory for Campbell Wealth Management, an RIA firm in Alexandria, VA that oversees around $800 million AUM almost exclusively for clients over the age of 55. He writes for Kiplinger and the Journal of... by The Human Side of Money

64 min listen

22: Jay Mooreland | Applying Behavioral Finance Principles To Coach Clients and Differentiate Your Business: Ask any financial advisor if behavioral finance plays an important role in delivering ideal outcomes to clients, and you'll get a resounding "Yes." Ask those same advisors if they know exactly what to say and do to seamlessly apply behavioral finance,... by The Human Side of Money

88 min listen

43: Pursuing Limitless Growth By Focusing On Mindset Over Methods with Stephanie Bogan (Part I): 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... by The Human Side of Money

84 min listen

23: The Best Question To Ask Prospects In A First Meeting: Research shows asking great questions builds trust, establishes likability and uncovers valuable information. Which is why asking great questions forms the foundation of a successful first meeting that converts a prospect into a lifelong client. This... by The Human Side of Money

32 min listen

27: Enhancing Client Connection and Outcomes In Virtual Financial Planning Meetings with Dr. Sarah Asebedo: Every financial advisors knows how crucial it is to effectively build trust and connection with prospects and clients. Study after study and story after story will tell you that's what clients look for when choosing an advisor and it's why they stay... by The Human Side of Money

54 min listen

30: Exploring the Mindsets and Motivations Driving Money Decisions with Rachel Cruze: Financial success relies just as much on knowing yourself as it does knowing what to do with money. After spending the majority of her career teaching people what to do with their money, Rachel Cruze realized that knowing what to do wasn't enough.... by The Human Side of Money

51 min listen

15: Moira Somers | The Importance of Giving Advice That Sticks (Part Two): , financial psychologist and author of the best-selling book Advice That Sticks: How to Give Financial Advice People Will Follow, consults with advisors and firms around the world to deliver "stickier" advice that leads to more follow-through and... by The Human Side of Money

50 min listen

10: Meghaan Lurtz | Improving Client Behavior By Bridging the Gap Between Your Current and Future Self: Meghaan Lurtz ( and ) is a Senior Research Associate for , where she researches and writes on virtually everything that falls under the realm of the human side of money. She's also involved with colleges and universities across the country in their... by The Human Side of Money

85 min listen

21: Travis Parry | A Research-Based Method To Actually Achieve Work/Life Balance: For most financial advisors, the idea of work/life balance is nothing more than an illusion. Especially for those who started, survived, and thrived in the profession based on a mindset that success was simply a numbers game. Survival and success... by The Human Side of Money

99 min listen

7: Catherine Morgan | How to Explore Client's Emotions, Beliefs, and Behaviors: Catherine Morgan ( and ) is an award-winning financial planner and coach at and host of the podcast. In addition to working with clients on a daily basis, she also has a financial coaching training program, where she teaches financial... by The Human Side of Money

59 min listen

32: A 5-Step Planning Process For Syncing Emotional and Financial Well-Being with Amy Mullen (Part II): There are at least three things every financial advisor wants in their relationships with clients: 1) Great conversations and connection 2) Use their money to live a fulfilled life doing the things they love 3) Seamless buy-in and follow-through on... by The Human Side of Money

61 min listen

25: Uncovering Your Client's Most Meaningful Goals with Samantha Lamas: We've all been inundated with information showing how behavioral biases impact financial decision making. But far less attention has been given to the fact that these same biases can undermine the identification and prioritization of goals. Research... by The Human Side of Money

86 min listen

24: Improving Client Decisions and Behavior Using Brain Science with Graeme Newell: One of the main challenges for financial advisors when it comes to applying behavioral finance is as simple as this: it's a lot easier to construct a financial plan than to deconstruct your client's emotions. Graeme Newell has been helping financial... by The Human Side of Money

70 min listen

19: Brian Portnoy | Mapping Money To Meaning On The Path To Funded Contentment: There is zero correlation between the size of your bank account and the overall contentment and happiness of your life. If you've worked with people and their finances long enough, you've seen it time and time again. But, once you can align... by The Human Side of Money

89 min listen

13: Dan Allison | The Psychology of Referrals: You've heard countless trainings and presentations on the power of referrals and how to get them. In this episode, we're approaching referrals in a new way: through the lens of psychology. Imagine being able to get inside the minds of your clients to... by The Human Side of Money

102 min listen

34: Evidence-Based Methods To Seamlessly Convert Prospects Into Clients with Dan Solin: 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 on the neuroscience and psychology of what it took to seamlessly... by The Human Side of Money

71 min listen

28: The Human Side of Digital Marketing with Samantha Russell: If you're a financial advisor or advisory firm who wants to pursue growth through digital marketing, but you've always been unimpressed with the results, you've probably skipped the most important part: The human side of digital marketing. Knowing the... by The Human Side of Money

83 min listen

74: Positioning Behavioral Coaching, Top 3 BeFi Ideas, and Introducing Values to Long-Time Clients: 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... by The Human Side of Money

43 min listen

38: A Framework For Understanding And Navigating The Dynamics Of Working With Couples with Ed Coambs: 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... by The Human Side of Money

98 min listen

57: The Trust Formula: How To Consistently Build Trust With Clients and Prospects With Mary Schmid: Trust is the foundation of success in financial advice. According to research from Vanguard, there are countless business benefits that stem from creating trust: Higher satisfaction with an advisor Higher likelihood of referring an advisor Higher... by The Human Side of Money

99 min listen

29: The Behavioral Coaching Dilemma: Giving Clients What They Want Instead of What They Need: The value of behavioral coaching continues to show up as the top "value-added" service provided by financial advisors. And, while it's no surprise to advisors that have been working with emotional human beings on an emotionally-charged topic like... by The Human Side of Money

31 min listen

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23: The Best Question To Ask Prospects In A First Meeting

23: The Best Question To Ask Prospects In A First Meeting

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