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 There's no textbook on getting a stranger to open up about personal issues He had some great conversations but couldn't make it happen in every meeting The questions he heard other advisors ask their clients didn't land the way he envisioned 18 years later, he admits it's still a work in progress. But, he took what he learned and created the [Fi] Life Framework. A framework he uses to facilitate better conversations and connections with clients and prospects. A process he can use to create a consistently remarkable human experience throughout his practice. In this episode, we discuss: The #1 risk in not adopting the human side The tool he uses to help clients visualize goals, transitions and milestones Why Josh found himself unfulfilled at the moment most advisors dream about Why he starts conversations around how someone feels rather than what they have The story of how life planning cost him a $10 million client (and why it didn't faze him)   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/episode81. *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