Afleveringen
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Are your clients drifting aimlessly or swimming purposefully towards their financial goals? The default for clients is to pick goals on autopilot. Goals that have been determined by society, friends, and their upbringing. In this episode, Isaac Presley shares how he creates the time and space for his clients to create more intentional goals using âŠ
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When you want to learn something about financial planning and advice, the ultimate source is Michael Kitces. Most people know Michael is a spreadsheet-loving, technical wizard. What most people donât know is that he also fully believes in the human side. In this episode, Michael explains the skills and processes advisors need to know on âŠ
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Zijn er afleveringen die ontbreken?
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Michael Finkeâs research shows that the trifecta of a happy and fulfilling retirement incorporates: Money Health Social Connection Most financial advisors know the money part. But how can you incorporate the other health and social connection parts into a financial plan to help your clients live a happy and fulfilling retirement? Fortunately, Michael Finke is âŠ
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*This is a continuation of the conversation that started in the previous episode (Episode 118). We highly recommend listening to that episode first! A statement of financial purpose serves as the mission statement for your clientâs financial life. It acts as the north star for making financial decisions that are in alignment with the things âŠ
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A Statement of Financial Purpose serves as the mission statement for your clientâs financial life. It acts as the north star or lens for making financial decisions to ensure they are aligned with whatâs truly most important. Most advisors love the idea, but they donât know how to do it. Fortunately, Andy Baxley created an âŠ
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The growth of your business hinges on your ability to build and establish trust with prospective clients. In this episode, Kerry Johnson, âAmericaâs Business Psychologistâ reveals psychological insights on how to master the art of trust-based selling. Youâll Learn: Signs that a prospect is interested (or not!) The anatomy of an elevator speech that actually âŠ
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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 âŠ
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The intro meeting is the lifeblood of an advisory business. Itâs either the single most expensive or the single most profitable activity that youâll ever engage in. Yet, almost everything youâve been taught about how to conduct these meetings is backwards. It contradicts everything psychology research tells us that a prospect needs. In this episode, âŠ
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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 âŠ
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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 âŠ
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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 theyâre better off with you, they still need a little nudge to make the decision âŠ
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There is one skill that will impact your success and your clientâs success more than anything else. The ability to listen. More specifically, the ability to listen with empathy and curiosity. In this episode, weâll look at: The neuroscience and benefits of listening 3 ideas to instantly improve your listening skills An advisor testimonial on âŠ
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The greatest barrier for every client isnât lack of information. Itâs their own mindset and behavior. Whether itâs someone who over-spends, someone who under-spends, someone who wants to sell out at the worst possible time, or even the person who never sends in the data you need⊠The key to changing their behavior starts with âŠ
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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. Itâs now tablestakes. Which then prompts the question: âShould we be aiming for something more than satisfaction?â Julie Littlechild suggests we âŠ
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If you want your clients to actually follow-through on the advice you give, you have to shift your approach. You have to shift from âAdvisor-Drivenâ to âClient-Inspiredâ advice. Client-inspired advice provides the client with: 1) Control 2) Confidence 3) Autonomy And, when you can provide these three things, it paves the way to behavior change âŠ
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Your success in this profession and the quality of your relationships are directly correlated with your communication skills. Think about the communication you have with clients and prospects. Itâs almost always âspontaneous communication.â Itâs not planned, prepared or scripted. For example, youâre meeting with a prospective client and they say, âThese fees seem high.â That comment wasnât âŠ
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Most financial advisorsâ meetings are underwhelming. They typically include a mix of small talk, dialogue, fact-finding and a less-than-riveting display of numbers and charts. Itâs the main reason why prospects leave your office and donât respond for months (if ever), despite the fact that they need help. And you knew you could help them. Itâs âŠ
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Trust is the foundation of success in financial advice. You need trust to get prospects to become clients. And you need trust to get clients to follow-through and do the things you ask them to do. Without trust, you have no business. But, if you know how to consistently build trust with both prospects and âŠ
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The perfect plan is rendered useless in the absence of execution. Or, as Dr. Moira Somers says: âWhatâs the point of technically proficient advice if the client wonât act on it?â You would think that providing someone a step-by-step plan to accomplish their goals would be all thatâs needed to spur someone into action. But, âŠ
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The Human Side of Money in 2023: Released 35 episodes Crossed over 100k downloads (and almost 200k!) Delivered 2,517 minutes of content on the human side of advice Inside those 35 episodes and 2,517 minutes lie countless ideas, insights, and nuggets that will do two things: Enhance and enrich your clientsâ lives Forever change the âŠ
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