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.  Most recently, Evan wrote an article discussing how to tailor everything in your practice or your firm around what clients want (and not what we think they want) based on what research tells us and shares the tremendous growth their firm has seen as a result.   Imagine how much easier it would be to get someone from prospect to life-long client if you could look into their mind and know what they value.  We’ve been given those answers, and in this episode, Evan and I discuss how to take those answers and apply them to your practice in a way that will deliver better client outcomes and boost your new asset growth. We discuss: The behavioral reasons why Evan decided not to charge for financial plans The moment Evan realized that his whole onboarding process was designed around what he thought was important instead of what clients wanted The importance of a “test driving experience” Why positioning your value around behavioral coaching can actually work against you To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X: @jbrendanfrazier Connect with Guest:  Campbell Wealth Management LinkedIn: Evan Beach About our Guest:  Evan Beach is a Certified Financial Planner and wealth manager at Campbell Wealth Management in Alexandria, Va. Evan and his team are well known throughout the Capitol region. His expertise and practice is focused around comprehensive financial planning for seniors, retirees, and those approaching retirement. Evan is a graduate of the University of Delaware, The College for Financial Planning, and Georgetown University. He currently resides in Washington, D.C. with his wife, Ali and dog, Tenley. Securities offered through LPL Financial, Member FINRA/SIPC. Investment advice offered through Campbell Wealth Management, a registered investment advisor, and separate entity from LPL Financial.