Afleveringen
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Our minds often deceive us, shaping our perceptions in ways we donât realize. Cognitive biases influence decision-making, memory, and our ability to adapt. By understanding these mental traps, we can sharpen our thinking, make better decisions, and foster deeper connections with clients.
One common bias is the Texas Sharpshooter Fallacyâthe tendency to find patterns that fit our narratives, even when they donât exist. This can lead to flawed decision-making and misplaced confidence in trends that may be purely coincidental. Similarly, normalcy bias keeps us anchored to what feels familiar, making it harder to recognize and respond to change effectively. Thereâs also the argument from authority, where we often accept expert opinions without questioning their validity. And finally, the misinformation effect distorts our memories over time, making them unreliable guides for decision-making.
To counteract these biases, structured decision-making, real-time documentation, and intentional skepticism are key. Establishing clear processes helps us navigate uncertainty with confidence. Journaling or recording key observations preserves unaltered insights, reducing the risk of hindsight bias. And actively questioning authoritative claims ensures well-rounded, independent thinking. By recognizing these cognitive pitfalls, we can future-proof our decision-making and better serve our clients.
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The future of financial advisory isnât just about keeping upâitâs about staying ahead. Erin Voisin of EP Wealth Advisors shares how forward-thinking firms can create a culture that anticipates client needs, embraces innovation, and refines internal processes to drive long-term success. She highlights how strategic time management, leadership development, and a commitment to continuous improvement can help advisors future-proof their businesses in an evolving industry.
One key strategy Erin discusses is the importance of setting aside time for self-reflection and strategic planning. At EP Wealth, theyâve implemented dedicated âdecompression daysâ to allow team members to step back, assess their work, and prepare for the week ahead. This approach enhances productivity, reduces burnout, and ensures advisors are delivering the best possible client experience. Additionally, postmortem evaluations after major projects or implementations provide valuable insights, allowing teams to refine their processes and improve outcomes.
Beyond operational strategies, Erin stresses the importance of leadership development in sustaining long-term growth. By investing in internal training programs, firms can cultivate strong leaders who align with the companyâs vision and drive success. As the financial advisory space continues to evolve, firms that prioritize innovation, adaptability, and a strong internal culture will be best positioned to thrive.
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Zijn er afleveringen die ontbreken?
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Great conversations donât start with answersâthey start with the right questions. In this episode of The FutureProof Advisor, I explore how curiosity, not just knowledge, is the key to deeper connections in wealth management and beyond. With technology providing instant answers, weâve lost the art of asking meaningful questionsâones that uncover emotions, intentions, and true understanding.
Shifting from fact-based questions to ones that explore feelings can transform any conversation. Instead of stopping at surface-level inquiries, I break down how to ask better questions that spark engagement and build trust. Itâs not about what someone didâitâs about how they feel and why it matters.
I also dive into practical techniques to improve communication, like using silence to encourage thoughtful responses, asking for permission before digging deeper, and clarifying instead of assuming. By prioritizing connection over simple information exchange, we can build stronger, more authentic relationships in both business and life.
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Most people hear, but few truly listen. Matt Halloran, author of 'Shut the F Up and Listen', joins The FutureProof Advisor to explore how deep listening transforms communication, leadership, and client relationships. Drawing from his background in therapy and financial services, Matt shares how a pivotal moment studying with George Kinder shifted his perspective on the power of silence and meaningful dialogue.
Listening, he explains, is an act of loveâone that builds trust, strengthens connections, and allows others to feel seen and valued. The key isnât just in hearing words but in embracing silence, using strategic pauses to create space for deeper conversations. Recognizing different communication stylesâwhether someone is a skydiver, hang glider, or scuba diverâcan also help tailor your listening approach to foster more meaningful interactions.
True listening isnât about waiting for your turn to speakâitâs about setting aside ego, offering full attention, and making others feel genuinely understood. When we adapt our approach to meet others where they are, we create an environment where they feel comfortable, heard, and empowered to arrive at their own solutions. By mastering the art of listening, we can transform the way we lead, connect, and build relationships.
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Effective communication is the key to building stronger, more meaningful relationshipsâboth personally and professionally. In a world where information is readily available, the real differentiator lies in the quality of our conversations. Matt Reiner explores how shifting from fact-based questions to feeling-based inquiries can unlock deeper connections and foster trust.
By moving beyond surface-level exchanges, Reiner highlights how asking thoughtful, emotional questions encourages vulnerability and creates space for genuine dialogue. He shares practical methods like seeking permission before diving into deeper topics, which helps set the foundation for more open conversations. Additionally, active listeningâsuch as repeating what you've heardâensures alignment, minimizes misunderstandings, and strengthens relationships.
These strategies empower advisors to not only build trust with clients and colleagues but also cultivate more profound connections in every aspect of life. When we prioritize curiosity and empathy, we unlock the power of communication to create lasting, impactful relationships.
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Success in financial advising isnât just about managing assetsâitâs about anticipating the future, building the right team, and staying relentlessly client-focused. Matt Reiner sits down with Eric Sheerin from Dogwood Wealth to uncover how he grew a $250 million firm in just three years, with sights set on $1 billion. Their conversation dives into the mindset and strategies that drive long-term success in an evolving industry.
Eric highlights the power of strategic partnerships and role specialization, explaining how surrounding yourself with the right peopleâeach playing to their strengthsâcreates a scalable, efficient business. He also stresses the importance of staying ahead of industry shifts, continuously adapting to client needs and market trends to remain competitive. Finally, he shares why clear goal-setting and accountability are the backbone of sustainable growth, allowing firms to execute with intention while staying flexible enough to adjust along the way.
The key to future-proofing your advisory practice isnât just working harderâitâs working smarter, with the right people, the right strategy, and a relentless focus on client experience.
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The way we communicate can either bridge divides or deepen them, especially in high-stakes conversations. Matt Reiner, host of FutureProof Advisor Podcast, unpacks the psychology behind why people struggle to engage openly, revealing how our evolutionary instincts and need for belonging often lead to closed-minded discussions. Instead of trying to persuade, shifting the focus toward exploration fosters more productive and less polarizing dialogue.
By embracing empathy and viewing conversations through multiple perspectives, professionals can navigate difficult discussions with greater understanding. Matt illustrates this with a theoretical game that exposes how certain statements trigger automatic, emotionally charged reactions. Recognizing these responses allows for more thoughtful engagement and stronger connections. He also challenges the tendency to accept authoritative opinions at face value, advocating for deeper questioning to uncover the emotional context behind data and conclusions.
Curiosity, empathy, and objectivity are the foundation for better communication in wealth management and beyond. By filtering judgments, actively listening, and staying open to different viewpoints, professionals can strengthen relationships, ease difficult conversations, and create more cohesive teams and client experiences.
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In this episode of Bridging the Gap, Matt Reiner sits down with Gary Knopf, an attorney at Continuum Legal Group, to explore the intersection of wellness, professional growth, and innovative practices in the legal field. Gary shares how Peter Attiaâs book Outlive transformed his perspective on longevity, emphasizing the importance of enjoying life rather than simply extending it. This philosophy inspired his commitment to a personalized wellness routine, including early-morning workouts and incorporating small, sustainable steps like short walks to maintain physical and mental health.
The conversation also delves into the inefficiencies of traditional legal billing practices, with Gary advocating for alternative models like fixed fees that improve client satisfaction and streamline financial management. He highlights the importance of exploring these innovative approaches to create a more transparent and collaborative client experience.
Matt and Gary discuss the significance of relationship-based networking, emphasizing the value of building trust with referral partners and thoroughly understanding their services. This approach leads to more meaningful professional connections and enhances the ability to deliver impactful solutions to clients.
Additionally, they draw parallels between the legal and wealth management professions, highlighting the shared need to deeply understand client needs and focus on offering practical, results-oriented solutions rather than simply transactional services. Gary also shares strategies for maintaining work-life balance, including setting boundaries with clients, prioritizing family time, and getting enough sleep to stay grounded amidst the demands of a challenging career.
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In the latest episode of Bridging the Gap, Dr. Joshua Wilson joins Matt Reiner to explore how professionals can foster meaningful connections in todayâs digital landscape. With clients increasingly informed thanks to online resources, Joshua stresses the need for both preparation and authenticity in every interaction. He highlights the power of "pre-suasive" effortsâstrategic emotional engagement before meetingsâcombined with classic techniques like building rapport and asking open-ended questions. By using online tools to better understand client needs and entering conversations with curiosity and openness, professionals can create a solid foundation for deeper connections.
Joshua explains that emotional connections drive decision-making, with logic often serving as a secondary justification. To harness this, he advocates for storytelling that resonates emotionally and portrays the advisor as relatable and trustworthy. Drawing on his personal experiences, such as crafting a heartfelt graduation speech that attracted clients, he illustrates the importance of presenting oneself authentically. Professionals who master the art of emotional storytelling can strengthen their client relationships and build a persuasive narrative around their expertise and values.
The episode also examines how perception influences outcomes and how balancing vulnerability with professionalism can enhance relationships. Joshua introduces the "procedure versus perception razor," encouraging professionals to adjust how they are perceived before overhauling their actions in response to feedback. He emphasizes self-reflection as a tool for uncovering unique personal qualities that can deepen connections. By leading with empathy, curiosity, and an awareness of oneâs distinctive traits, listeners are equipped to develop genuine relationships and build trust in an increasingly complex professional environment.
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In the latest episode of Bridging the Gap, Matt Reiner welcomes Kristin Harad to discuss the transformative impact of branding and client experience in financial advisory. Kristin, who blends life coaching principles with financial planning, emphasizes the importance of developing a clear, repeatable process for client interactions. By standardizing client experiences across a team, advisors can build trust, reinforce their brand, and ensure consistent delivery of value. This is particularly critical for solopreneurs and growing firms seeking to align business operations with a unified vision.
Kristin identifies three key paths for advisors: those transitioning to independence from corporate entities, next-generation leaders preparing for succession, and established professionals focused on scaling strategically. For each group, she stresses the power of focusing on a high-value hyper-targetâa specific, profitable audience that allows for tailored marketing and stronger client relationships. Kristin highlights the importance of creating compelling content for this niche, which demonstrates expertise and attracts qualified prospects.
Additionally, the conversation explores how collaboration can drive growth. By partnering with others through podcasts, webinars, and joint efforts, advisors can expand their reach while leveraging the trust of their collaborators' networks. Kristin also underscores the importance of building a strong digital presence and engaging consistently with clients to foster loyalty and long-term success in a competitive, evolving industry.
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In this episode of Bridging the Gap, host Matt Reiner sits down with business coach Randall Ray to discuss her inspiring journey from an aspiring divorce lawyer to a successful solo entrepreneur. Randall shares how her initial setbacks, including not passing the bar exam, became pivotal moments that fueled her drive to build her own business at just 25. Emphasizing the power of resilience, she encourages professionals to view failures as opportunities for growth, and underscores the importance of mental health for building confidence and self-awareness in both personal and professional life.
Randall also offers insights on creating a more inclusive, supportive work environment, particularly for women and minorities. She advocates for anonymous feedback channels where these groups can voice concerns safely, and she highlights the need for sensitivity training and role assessments to foster empathy and safety in the workplace. For those in leadership roles, she suggests using CRM tools and strategic visioning sessions to maintain a clear business focus while staying adaptable to change.
For women entrepreneurs navigating male-dominated fields, Randall stresses the value of financial independence, supportive networks, and setting firm boundaries. She recommends resources like Two Weeks Notice by Amy Porterfield and Set Boundaries, Find Peace by Nedra Glover Tawwab, offering guidance on aligning business goals with personal values. With a clear vision and the right tools, Randall inspires listeners to harness their unique strengths and drive impactful growth within the industry.
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In this episode of Bridging the Gap, Matt Reiner speaks with Jordan Hutchison, VP of Technology and Operations at RFG Advisory, about the critical role of practical technology and behavioral finance in wealth management. Jordan highlights the importance of integrating user-friendly technology into day-to-day advisory operations, explaining how his team conducts ride-alongs with advisors to pinpoint real-world tech needs and drive practice development.
The discussion then shifts to behavioral finance, exploring how data and AI advancements have made it essential for delivering personalized client experiences. Jordan emphasizes that building behavioral finance skills is like developing a muscleâit takes ongoing practice and self-awareness for advisors to truly understand and support client needs. He also addresses the need for advisors to maintain boundaries, focusing on their roles without venturing into areas best left to professional therapists.
Concluding with a look at firm culture and adaptability, Jordan discusses RFGâs hybrid communication model and the importance of a growth mindset within financial firms. He advocates for frameworks like EOS (Entrepreneurial Operating System) and OKRs (Objectives and Key Results) to enhance organizational efficiency. As the industry advances, he anticipates rapid innovation and a need for "legacy modernization," stressing the evolving advisor role in managing diverse client needs beyond traditional investment guidance.
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In this episode of *Bridging the Gap*, Matt Reiner sits down with Kristen Burke, a goal achievement coach who has dedicated over a decade to helping financial advisors excel through focused clarity and continuous progress. Kristen shares insights from her career coaching hundreds of advisors at a Fortune 200 firm, emphasizing the importance of structured goal-setting and creating spaces for team input to foster ownership and innovative ideas. Kristen discusses the benefits of having quarterly reflections and shorter, outcome-focused meetings that help advisors and teams stay aligned, ensuring steady progress toward ambitious, yet realistic, goals.
Kristenâs approach to work-life integration is shaped by her own journey, including her graduate work on the concept of balance for women in the workplace. Recognizing that a âperfect balanceâ can be unrealistic, Kristen encourages advisors to embrace flexible routines that honor both personal and professional priorities. For her, setting non-negotiable family times, such as taking Sundays off, creates a natural boundary that maintains her personal well-being amid a busy schedule. This approach not only allows advisors to recharge but also fosters stronger, more resilient connections with those closest to them.
Throughout the conversation, Matt and Kristen discuss living intentionally and designing oneâs career around individual aspirations rather than external pressures. Kristen highlights that meaningful growth starts with self-reflection, often driven by thought-provoking questions that help uncover true desires. Through practices like meditation and gratitude journaling, Kristen has cultivated clarity in her goals, which she encourages advisors to incorporate as they refine their own visions. By integrating these practices, advisors can set a strong foundation for both personal and professional success, leading with purpose and living by design rather than default.
Click here to view Kristin's Goal Setting Success Course. Please us the promo code PODCAST50 to get an exclusive offer of $50 off the course!
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In this episode of *Bridging the Gap,* Matt talks with Shaun Maslyk about how our money behaviors are deeply connected to our psychology and overall well-being. They dive into the idea that financial planning isnât just about managing money but about helping clients align their finances with what truly makes them happy in life. Shaun introduces the concept of "money stories"âthose unconscious narratives we develop early on that influence how we handle money today. Understanding these stories is key for financial advisors who want to help their clients make more thoughtful, meaningful financial decisions.
The conversation touches on how financial advisors can step into the role of life guides, not just money managers. Matt and Shaun discuss the importance of helping clients see money as a tool, or the "wind in the sail," that allows them to live a fuller life rather than the destination itself. They explore key life transitions like having a child or losing a parent, which often prompt reflections on these money stories, and stress the value of psychological growth alongside financial growth during these times.
Shaun also shares how he shifted from a traditional financial planner to someone who focuses on the psychological side of money. Techniques like motivational interviewing and tools like the "Money Egg" help clients uncover and reshape the deep-rooted beliefs that drive their financial behaviors. By guiding clients through these discoveries, advisors can build stronger relationships and help them create a more prosperous, purpose-driven life.
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In this episode of *Bridging the Gap*, host Matt Reiner welcomes Doug Fritz to discuss the challenges and opportunities wealth management firms face when integrating technology. They explore the growing complexity firms encounter as they scale, with technology requirements becoming increasingly demanding. Doug emphasizes that effective technology integration is crucial, but it should align with core business functions. Rather than overcomplicating systems, firms should focus on integrations that enhance both operational efficiency and client engagement.
The conversation also highlights the strategic use of CRM systems to boost client relationships. Doug explains that successful CRM implementation must go beyond simple communication to create personalized, meaningful interactions that improve client loyalty. He stresses that technology alone cannot solve all problems; firms must carefully plan integrations that add true value to the client experience while also managing the long-term costs and upkeep of these systems.
Additionally, the episode delves into the importance of cybersecurity in wealth management. Doug advises firms to invest in external cybersecurity expertise, performing regular audits and penetration tests to safeguard client data. This proactive approach helps firms stay ahead of potential threats while maintaining the trust and security necessary for long-term success.
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In this episode of Bridging the Gap, Matt is joined by Rod Ray, a developmental coach with over 25 years of experience in college athletics. Rod shares his philosophy on adapting to change and living in the present, emphasizing the pressures that young people face in todayâs rapidly evolving world, particularly in college sports. He discusses the importance of focusing on personal and team development and the ways modern coaching methods, such as heart rate monitoring, can enhance performance. Rod also opens up about the value of giving selflesslyâoffering the best of oneself without expecting anything in returnâas a key principle for building stronger teams and relationships.
Rod delves deep into the concept of mental toughness, viewing it as the ability to perform under stress and pressure, and he believes itâs a skill anyone can develop. He talks about techniques, such as controlled breathing exercises and using a calm tone to manage stress. Ray also highlights how adversity builds resilience, using examples from top athletes to illustrate how challenges can be transformative. Through his recruiting experience, Rod emphasizes that determination and drive often matter more than natural talent, making adversity a valuable opportunity for growth in both sports and life.
In reflecting on his personal journey, including a life-altering experience with a studentâs collapse on the court, Rod explains how struggles fuel success. He encourages listeners to take action on their ambitions and to avoid the "tax of unmet potential." The episode wraps up with a focus on the importance of building meaningful relationships and finding purpose, urging financial advisors and professionals alike to invest in these aspects to achieve both personal and professional growth.
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In this episode of Bridging the Gap, Matt Reiner welcomes Tony J. Selimi, an award-winning author and coach, to uncover the keys to personal and professional growth. Drawing from his vast knowledge, including over 30,000 books read, Tony emphasizes the importance of reassessing your core values regularly. He explains how aligning these values with your long-term goalsârather than letting external pressures dictate themâis essential for meaningful growth. Through his own transformative journey from war-torn Yugoslavia to becoming a global leader in personal development, Tony shares the significance of evolving your purpose as life changes.
Central to his philosophy is the practice of self-exploration. Tony encourages individuals to engage in self-awareness, self-reflection, self-regulation, and self-repair to break old habits and build emotional resilience. This holistic approach helps overcome obstacles and accelerates both personal and professional progress. His methods provide listeners with actionable tools to reassess and reframe their behaviors in alignment with long-term success.
By focusing on the continuous evolution of oneâs values and purpose, Tony demonstrates how personal growth is a lifelong journey. He underscores the necessity of continual learning, emotional resilience, and adapting to lifeâs challenges as essential components of achieving lasting impact.
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In this episode of Bridging the Gap, Matt Reiner and guest Mitch Anthony, a pioneer in financial life planning, explore how adopting a client-centered approach can transform the financial advisory experience. Mitch critiques the industryâs reliance on complex jargon, urging advisors to communicate clearly through analogies and metaphors. This shift makes financial concepts more accessible, fostering deeper client engagement and understanding. Rather than pushing traditional goal-setting, Mitch encourages advisors to focus on life possibilities, which opens up more meaningful conversations and better aligns financial planning with clients' real aspirations.
Mitch's journey from crisis intervention to financial services has shaped his belief in service-oriented, rather than sales-driven, financial planning. Drawing from the work of Viktor Frankl, Mitch emphasizes the importance of guiding clients toward a sense of purpose. He advocates for financial advisors to tap into their clients' life goals and emotional needs, integrating emotional intelligence into their practice. By doing so, advisors can cultivate long-term relationships that are grounded in trust and understanding.
The conversation also tackles advisor compensation models, with Mitch challenging the popular âwe only make money when you make moneyâ approach. He stresses the need for transparency and fairness in how advisory services are billed. Advisors can enhance their impact by asking meaningful questions that connect with clients' deeper motivations, focusing on improving their clients' quality of life (return on life), and continuously developing their emotional intelligence to create lasting, trust-filled relationships.
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In this episode of Bridging the Gap, Matt and Derrick Kinney dive into the power of emotional connection in financial advising. Derrick, known as "America's Financial Educator" and author of the bestselling book Good Money Revolution, is dedicated to helping people build wealth while living a meaningful life. He opens up about his personal journey, sharing how his childhood experiences of frequent relocations shaped his approach to relationships. His high school campaign for student body president taught him the importance of making people feel valued, a lesson that carried into his career as a financial advisor. Derrick highlights how caring about what matters to clients was key to building trust and success in his practice.
The conversation shifts to the importance of truly understanding clients' emotional needs, not just their financial situations. Derrick shares how advisors can uncover underlying concerns by paying attention to patterns in client interactions and crafting stories that resonate with their emotions. This deeper connection fosters loyalty and trust, moving beyond the numbers to create lasting relationships. He also touches on his commitment to education and how it ties into his mission of making a larger impact on society.
To stand out in a crowded market, Matt and Derrick stress the value of specialization, advising financial professionals to become experts in niche areas. They outline practical strategies to strengthen client relationships, like regular check-ins and personalized advice. The episode closes with powerful takeaways: practice boldness daily, inspired by Bohemian Rhapsody; use structured checklists for stability; incorporate charitable actions into your business; and always engage clients by focusing on their feelings and concerns to build genuine, lasting trust.
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In this episode of Bridging the Gap, Matt Reiner is joined by Jason Early to explore how technology and data integration are reshaping the financial advisory landscape. Jason explains how AI-driven solutions are enhancing the efficiency of data management, from importing and analyzing financial statements to syncing seamlessly with accounting systems. By aligning financial data with business goals, advisors can deliver more tailored, high-quality advice, which is becoming increasingly essential as business ownership transitions, particularly among baby boomers, continue to rise.
The discussion also delves into the challenges of building robust platforms in a regulated industry and the importance of assembling a team that reflects the company's core values. Jason emphasizes the need for adaptable, insightful tools that can assist advisors with valuation, succession planning, and more. By staying ahead of technological trends and proactively engaging with business owners, advisors can position themselves as indispensable partners in their clients' financial journeys.
Throughout the episode, both Matt and Jason highlight the significance of adopting a growth mindsetâembracing the idea of having a "get to" job rather than a "got to" one. This shift in perspective fosters motivation and continuous improvement, key factors in driving long-term success for both advisors and their clients.
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