The Human Side of Money

The conversations you have with clients during uncertain markets are the most important you’ll ever have. Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do… If you know how to do it! In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets You’ll Learn: The critical mindset shift you must make before these conversations What goes on inside the mind of your clients when they call Why your charts and graphs are a waste of time (unless used correctly) *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Are you ready to delve into the emotional side of money, enhance your practice, and forge deeper connections with your clients? The Human Side of Money Podcast offers actionable ideas and strategies to empower financial advisors with the skills needed to excel in understanding the behavioral aspects of finance. Join Chief Behavioral Officer Brendan Frazier as he shares invaluable insights, tips and strategies. Subscribe now to elevate your practice and client interactions!

Love and money are two emotional subjects on their own. And one HIGHLY emotional subject when combined together. Next time you meet with a couple, think about these numbers: 70% have disagreed about their financial situation 73% say finances are a source of tension in their relationship 47% say this tension has impacted the intimacy with their partner Money is an emotionally-charged topic that you simply can’t avoid in a relationship. In this episode, Dr. Sonya Lutter provides a guide for everything advisors need to know when it comes to working with couples. You’ll Learn: Why most financial arguments boil down to a discrepancy in values Why uncovering money scripts can transform finances in the relationship The surprising connection between joint accounts and relationship satisfaction Why clients who work with a financial advisor are 3x happier than those who don’t Eye-opening research on the influence of financial arguments and relationship satisfaction   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 –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

The intro meeting is the lifeblood of an advisory business. It’s either the single most expensive or the single most profitable activity that you’ll ever engage in. Yet, almost everything you’ve been taught about how to conduct these meetings is backwards. It contradicts everything psychology research tells us that a prospect needs. In this episode, we’ll look at five things you’ve never been taught but HAVE to know to conduct the ultimate intro meeting: Navigating The Trust Zone Inside The Prospect’s Mind The Two-Question Framework The Platinum Rule of Prospecting Prepping The Prospect For Success   *The Ultimate Intro Meeting Course –> Go Here 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 –> Go Here *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

The combination of financial psychology and technology has a multiplier effect on client outcomes. Advisors who effectively integrate both into their practice see significantly higher levels of: Satisfaction Loyalty Referrals Trust But, before you get these outcomes, you have to know how to effectively combine the two. Fortunately, Emily Koochel pioneered this research and provides a roadmap for advisors to combine financial psychology with technology on the path to transforming their client outcomes. You’ll Learn: Using technology to create a “feel good” moment How to work with couples that have financial secrets Why 6 of 10 clients say their advice isn’t personalized The technology features that lead to higher client engagement The 5 financial psychology actions that create better client outcomes   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 –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

More important than what questions you ask is how you ask them. In this episode, shares 8 proven ways to ask better questions that lead to better answers, conversations, and relationships. 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.= *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

Three important questions every advisor should answer: Do you think you provide a valuable and life-changing service? Do you think your clients are better off with you than without you, even after they pay? Do you find that even though they’re better off with you, they still need a little nudge to make the decision to work with you? If you answered yes to any of these questions, then here’s the harsh truth you need to hear: Getting prospects to become clients requires more than expertise. It requires persuasion. And if you can learn to persuade more effectively, then your life-changing impact will be greater and more widespread.  In the popular book Influence: The Psychology of Persuasion, Robert Cialdini presents research on six psychological principles to persuade prospects to become buyers. Fortunately, Evan Beach took the research from the book and created a version specifically for financial advisors. In this episode, he’ll reveal how financial advisors can use influence techniques to persuade more prospects to become clients. You’ll Learn: The sales mindset every advisor should have How and why to implement a waitlist for prospects The psychological reason not to charge for financial plans The “freemium” model he uses for his prospecting process Why advisors are scared to embrace effective sales techniques   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 –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

There is one skill that will impact your success and your client’s success more than anything else. The ability to listen. More specifically, the ability to listen with empathy and curiosity. In this episode, we’ll look at: The neuroscience and benefits of listening 3 ideas to instantly improve your listening skills An advisor testimonial on the power of listening   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 –> Go Here *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

Research consistently shows that >90% of clients are satisfied. At first glance, it sounds like a good thing. But, if over 90% of clients are satisfied, then client satisfaction ceases to be a differentiator. It’s now tablestakes. Which then prompts the question: “Should we be aiming for something more than satisfaction?” Julie Littlechild suggests we move the bar from “satisfied” to “engaged.” Satisfied clients are happy but passive. Engaged clients are happy and tell the world about what you do. In this episode, Julie explains everything you need to know to turn satisfied clients into engaged clients. You’ll Learn: The 4 drivers that create engaged clients The curse of the agenda and how to use it effectively The #1 thing clients say they want but aren’t getting from advisors The top mistakes advisors make when gathering feedback and input What clients say about discussing non-financial goals with an advisor   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 –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn