*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-20's trying to convince wealthy people in their 50's, 60's, and 70's 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. So, he spent countless hours refining and developing a process that eventually became known as "values-based financial planning." For the last 34 years, he's been teaching advisors around the world this exact process to help them attract and acquire their ideal clients. In this episode, we discuss: Facilitating a conversation where clients willingly open up and tell you about their deepest held values How to effectively transition from values to goals to money The "Values Staircase" - a process to uncover and clarify what's truly most important The key distinction between building trust and building rapport How the way you handle documents can secretly influence your credibiity and trust And way more! *For more resources discussed in this episode, check out www.wiredplanning.com/episode48 *For more resources and insights on mastering the human side of money (including our popular "Wisdom Round-Up" email), go to www.wiredplanning.com.