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 effective you'll be working with people." In this episode, he reveals what advisors need to know about the brain in order to create motivation and connection with clients and prospects. In this episode, we discuss: How to effectively communicate to the decision-making part of the brain Why palm trees are better than graphs for improving financial behavior What car dealers and ice cream stores teach us about prospect conversations A must-ask question for every prospect coming from a previous advisor Three keys to developing exquisite listening skills Why 8 of 10 people who come to you aren't actually ready for advice   The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode, check out www.wiredplanning.com/episode75. *For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn