Standard Deviations with Dr. Daniel Crosby

Tune in to hear: Where do people consistently misperceive their own behaviors and their own financial tendencies? Also, what are the forces that drive those blindspots? Why do so many financial planning tools optimize for all the wrong things and how can we make client services better center the client and their goals? What are Marla’s hopes for the world of tech when it comes to minimizing the “knowing-doing gap?” Do people need more financial literacy or self-literacy/self-awareness? In the medium term, how does Marla see the role of the financial advisor changing with respect to AI? What’s the place of behavioral coaching in this new world? How does Marla think about the “creep factor” in her own business and how can we see clients for who they are without overreaching? What lessons, as an entrepreneur and business owner, has Marla learned from introspection about how to uplift herself after a hard day? Links Marla Sofer on LinkedIn Knowing Me, Knowing You Podcast Knomee Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1005-U-26086

Tune in to hear:What does Swiss-born British author Alain de Botton have to say about Macbeth’s cynical soliloquy on the brevity and meaningless of life? Why does he state that despair and hope are two sides of the same coin?How does storytelling make a truth durable in our minds by linking an idea to an ego?Why is our internal dialogue one of the most important stories that we tell? How can we go about making it a more productive dialogue and less self-depricating?How can Albert Ellis’ “ABC Model” help us counteract irrational thoughts and cognitive distortions?What is an exercise you can work through to help correct detrimental self-speak?What is The Significant Objects Project and what can it teach us about the importance of narrative as it relates to valuation?LinksThe Soul of WealthOrion’s Market Volatility PortalConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 3328-U-25338

Tune in to hear:What mindset differences does Brad notice between advisors who are barely getting by and the ones who are 2-4xing their business?Why is focusing on talent acquisition and having a convincing growth story such an important part of growing your business?What is the baseline mindset that Brad often has to move advisors away from to encourage their growth?What distinguishes high-growth cultures from mediocre cultures and what are some actionable ways a company can improve their culture?What’s the psychology behind closing the knowing-doing gap for advisors?What are two actionable things listeners can begin practicing today to grow themselves or their business?LinksThe Soul of WealthOrion’s Market Volatility PortalBrad Johnson on TwitterConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 2721-U-25279

Tune in to hear:What is Rudyard Kipling’s poem “If –” about and what can it teach us about remaining poised in the face of chaos?What are some qualities of the investors who fare best in turbulent markets?What roles does EQ (Emotional Intelligence) play in investment decision making?What are some practical steps for remaining calm in a churning world?Why is “sleeping on it” such powerful advice when it comes to investment decision making?How can we anchor to non-financial metrics to regain a measure of control during market downturns?LinksThe Soul of WealthOrion’s Market Volatility PortalConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1048-U-25099

Tune in to hear:What insight did Joe have that prompted him to start applying Behavioral Finance in practical ways while much of the industry was focused elsewhere?Why are so many firms relying on the old-fashioned educational approach when building client-centric tools and technology seems to be the way forward?What is an example of a compelling promise a wealth management firm could make to their clients?Is it time for those who entered the business because they love picking stocks and crunching numbers to roll off, re-educate or learn new skills? Also, what can we do to attract the next generation of talent?When Joe looks at the RIAs he’d want to invest in vs. those he would pass on, what are the defining differences between them?How can Joe separate the wheat from the chaff during their vetting process?LinksJoe Duran on LinkedInRise Growth PartnersJoe Duran on TwitterConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 3066-OAS-11/27/2024

Tune in to hear:What does Dimensional see about the future of the industry that encouraged them to launch something like ‘Life Invested.’Why does a “human first” investment model have the power to endure in a way that other investment models, such as those centered around sales, have not?How can we give the “human first” approach more definitional clarity for those who are new to the concept?What would Breanna say to those advisors who are nervous they are going to open a “Pandora’s Box of emotion” when they become more vulnerable with their clients?As someone who does a lot of self-reflection, what advice does Breanna have for advisors who want to use the things that we are discussing today as a window onto self-improvement?LinksConnect With Bre on LinkedInWatch Tune Out the Noise ~ Code: MARKETSWORKWork with DimensionalYou Know More about Investing Than You ThinkConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 3061-OAS-11/27/2024

Tune in to hear:Examples of when emotional connection can play a decisive role in sales.How, practically, can advisors shift their focus a bit from the technical to fostering deep, emotional connections with their clients?What is motivational interviewing, what is based on and what does it look like in practice?Where does the discovery process often go wrong and what can we do to make it go right?How can silence be a powerful tool in client meetings?How can advisors help their clients’ goals become more vivid and salient for them?What is EQ, or emotional intelligence, and why does it matter so much for advisors? Also, what specifically is Dr. Lynn doing with her workshops and her scorecard?What is one sub facet of emotional intelligence that we could all stand to work on?LinksDr. Christina Lynn on LinkedInMariner Wealth AdvisorsConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 2455-OAS-9/23/2024

Tune in to hear:Get a better sense of the size and scope of the racial wealth gap problem in the US.Should financial advisors play a role in addressing these inequalities? Also, do historical factors, such as systemic discrimination and redlining, largely to blame for the genesis of this disparity?What sort of systemic inequities and injustices are we up against today and what can we do to combat these?What cultural differences, and attitudes, towards money, risk and investing should non-black practitioners be aware of when working with black clientele?What can we do as an industry to win some trust back and will part of that be through education and outreach?Does Adam see tech as a potential equalizer or exacerbator of the racial wealth gap?How can we best meet each client where they are at, as individuals?Citations17 cents on the dollarInheritance likelihood and magnitudeBlack wealth holdings228 YearsLinksAdam Tolliver on LinkedInAdam Tolliver on YoutubeArtisan Financial StrategiesThe Hidden Cost of Being African AmericanThe Black Tax: The Cost of Being Black in AmericaConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here.Compliance Code: 2356-OAS-9/13/2024

Tune in to hear:What elements do “tulip mania,” the roaring twenties and the .com bubble share and what should be our biggest takeaway from these historic market events?What is the "affect heuristic" and how should we be thinking about it in relation to our investment decision making?How do the emotional states of euphoria and despair effect our risk tolerance? Do these emotions also effect how much we are willing to pay or sell an asset for also?What are somatic markers and how do they influence our decision making process?What can we learn from “circular techniques” in martial arts?What is the “Save More Tomorrow” Campaign and how does it exploit our status quo bias for good?How can goals based investing create more emotional buy in to your portfolio?LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 2339-OAS-9/12/2024

Tune in to hear:From Michael’s vantage point, what did he observe during this recent market downturn?How can those nearing retirement overcome the tendency to have knee jerk responses to major negative market events?How can we better inoculate people against volatility before it happens?During a significant financial downturn is it more effective for advisors to be proactively counseling their clients or should they wait for their clients to make the first move?Why is mean reversion such a powerful force, particularly in US markets in recent years?What has Michael’s research taught him about tracking and how has it refined the more popular, simplistic conception of tracking?LinksMichael Finke on LinkedInThe American College of Financial ServicesConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionThe Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here.Compliance Code: 2332-OAT-9/11/2024

Tune in to hear:Relative to all the other behavioral experts out there, what stands out about Greg and his work? How did he arrive at this unique point of emphasis?How has Behavioral Finance come full circle in recent years?What have been the biggest shifts in Behavioral Finance in the past decade? Also, how does he anticipate it might change in the decade to come?What can Behavioral Finance teach us about risk and how widely implemented are these learnings in the field today?How does Greg think about the problem of multiple risk preferences within a household?What is Greg’s understanding of the role of emotion in financial decision making? When is it useful and when is it not?Where does Greg see Behavioral Science intersecting with AI as we move forward in finance?LinksGreg Davies on LinkedInOxford RiskConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionThe Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here.Compliance Code: 2327-OAS-9/10/2024

Tune in to hear:What was Megan’s favorite finding in the deep research she did for this book?Learn about Truman’s financial anxiety and how this impacted him.Why is it harder to pivot and recover from financial pitfalls than it used to be?What advice did Calvin Coolidge get from his stock broker?How did George Washington make his money and what differentiated him from his peers?Why does Megan find Hoover’s money story so captivating?Learn more about Jimmy Carter’s financial story.Which president was the best money manager and which was the worst and what can we learn from their examples?How much should a candidate’s personal finance skills impact our vote, if at all?LinksMegan Gorman on LinkedInChequers Financial ManagementAll the Presidents’ MoneyConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionThe Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here.Compliance Code: 2008-OAS-8/8/2024

Tune in to hear:Did Cady’s recent book, The Art of the Sabbatical, come from a place that was very personal and meaningful to Cady? If so, what was it that made this project so personal for her?In Cady’s experience, are many of those hoping to take a sabbatical doing so to just take a break from work or are they in search of a deeper, transformative end goal?How should one start to think about the financial realities of preparing for a sabbatical and how will they know when they’re ready?Is there an optimal length of time, on average, for a sabbatical to be?What would Cady say to someone who fears using FMLA, for reasons of burnout, for fear of stigma or a reputational shift at their place of work?Why is there such a big stigma around taking breaks from work? Where did the paradigm come from that we should work for decades and then have decades of leisure, rather than a more integrated process of taking breaks throughout our working life?What are a couple fundamental do’s and don’ts of putting together a successful sabbatical?What can be done to minimize career harm upon re-entry post sabbatical?Are there any stories from Cady’s clients’ lives that illustrate really transformative experiences that happened over a sabbatical?For those with a few weeks vacation time, what might be a productive way of thinking about how to best use that time?LinksCady North on LinkedInNorth Financial AdvisorsCady NorthThe Art of the SabbaticalConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionThe Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here.Compliance Code: 1993-OAS-8/7/2024

Tune in to hear:What is the disconnect between selling an advisory business, as it is popularly conceived, and as it usually goes down in the real world? What should people know about the process that they may not currently understand?What are the big things that are missing from the “highlight reel” version of selling a business and how can people become more aware of this?If Emily could give advisors just one tip on maximizing their saleability, and standing out in a very crowded field, what would she say?Is there anything advisors can do to avoid a “cult of personality” trap that could make the business hand-off harder than it might otherwise be?How can we humanize this transaction from every angle, including the client side of things, and what role does talent play in getting a premium for what you’ve built?How do we better prepare advisors for the psychological loss of their business?For those doing due diligence on an M&A, how can they make the cultural piece more practical and straightforward? Also, what parts of company culture are more malleable and what parts are more immutable?How do people sometimes get in their own way when they are trying to make this big transaction happen?LinksEmily Blue on LinkedInHue PartnersConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionThe Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here.Compliance Code: 1973-OAS-8/6/2024

Tune in to hear:What got Dr. Eckhart into Psychology in the first place, and how did he end up moving into family wealth consulting?What are some of the significant differences in family dynamics among upper middle class families and ultra high net worth families?What does Dr. Eckart mean, exactly, when he refers to family mythology and how might future generations struggle to perpetuate these mythologies at times?What are the psychological complexities of “The Great Wealth Transfer” that are often overlooked in standard industry discussions?What are some potential signals that an advisor is over their head and that it is time to call in help?What clinical skill set does Dr. Eckhart wish he could impart to listeners of the show?LinksDr. Charles Eckhart on LinkedInCathexis GroupJames Hughes - Family WealthDr. James Grubman - Strangers in ParadiseConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1904-OAS-7/31/2024

Tune in to hear:What does Clare and her team at Essentia Analytics focus on specifically?How can one score the decision making skill involved in stock picking when so much is relative to timing? How does Essentia Analytics score all 7 data points they lay out on their website?One of the trick things about behavioral investing is you can get a good result for a bad reason and vice versa. How does Clare’s team think about this and try to account for it?Recent research Clare and her team did shows that decision making hygiene is 1.5x more predictive of beating a benchmark in a subsequent year. Can she tell us more about this study and its implications?Why does the above correlation/relationship lose predictive power after 3 years on average?Could greater awareness, using tools like this, make fund managers more aware of issues like style drift?How can we make a compelling case that gets people to focus more on process and less on outcomes?LinksClare Flynn Levy on LinkedInBehavioral AlphaEssentia AnalyticsConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1385-OAS-5/31/2024

Tune in to hear:How should we think about the “presidential election cycle pattern” as a forecasting tool? Does it have much merit and how is it playing out so far in 2024?How should we think about time effects in an election year? Also, what is the trend for election year market performance like as you move through the year?What would Tim tell clients who want to invest based on their political views?Research has found that when investors’ political candidate of choice is not elected, they invest more internationally and are less bullish on the US. In addition, they are more averse to risk for that period of time and that there is a 2.7, annualized, under performance for those investors. What does Tim think about these findings?Why is having a contentious Congress potentially not that bad?What is Tim’s counsel for those worried about the 2024 election, as it relates to investing?Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1569-OAS-6/24/2024OCIO services offered through TownSquare Capital, LLC, an Orion Company, a Registered Investment Advisor. TownSquare Capital, LLC, is an affiliated company of Orion Portfolio Solutions, LLC.

Tune in to hear:What can Elton John’s stage name teach advisors about how to make and set goals?What can Weezer teach advisors about workflows?What is the DICE acronym that can help advisors create a process around their practice?How can advisors find a partner best suited for their practice and how can this power growth? Also, how should advisors approach due diligence when selecting a partner?What are some “comfort traps” advisors might fall into and what can The Beatles teach us about avoiding these?What will it take to make people more proactive and thoughtful about succession planning and what can Lynyrd Skynyrd teach us about this?LinksMatt Ackermann on LinkedInCenter Stage: How to Become the Star of Your PracticeIntegrated PartnersConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1373-OAS-5/30/2024

Tune in to hear:How did Phil pivot from a financial advisor position to roles focused on marketing?Why is a clearly established marketing strategy so critical as a starting point and what does this look like, practically?How important is it to have an affinity for, or direct tie with, the niche client group you may serve (e.g. first responders or dentists)?What should be top of mind for content creators as they strive to stand out in a world inundated with content?What does the path look like from someone realizing they need an advisor to landing on your webpage and even filling out a contact form? What can be done to facilitate this process for would be clients?What can advisors do to have a better digital presence, aside from the obvious of having a well-crafted website?Why does Phil suggest advisors share knowledge freely on LinkedIn and elsewhere?Can marketing help with client retention for next gen and widowed clients?LinksPhil Bray on LinkedInThe Yardstick AgencyConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1350-OAS-5/29/2024

Tune in to hear:Why do humans seem to have such limited access to understanding what they want, from a financial perspective?Andy believes that the ethos of financial planning is the marriage of capital and purpose. What, specifically, does he mean by this and why does he think it is so critical?Should we try to expand our clients’ notion of capital and what might be the broader impact on their lives if we were to do so?How would Andy tease out the subtle differences between goals, values and purpose and is one of these more fundamental than the rest of them?Does Andy often see dissonance between clients’ professed values and how they spend their money and time? How can we help our clients achieve better alignment with their values?How can advisors take a client’s values and transmute that into a statement of financial purpose?What would Andy say to clients who want an advisor who is effectively just a stock picker and not a guide to fulfilling their financial purpose?Why is a purpose-centered portfolio a great “regret minimization tool?”How often should clients revisit their financial purpose thesis?What are some of the benefits that accrue to both clients and advisors who go with a more bespoke, meaning-centered financial plan?LinksAndy Baxley On LinkedInThe Planning CenterStatement of Financial PurposeConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1304-OAS-5/23/2024

Tune in to hear:What drove Nuala to write her new book, Tune In: How to Make Smarter Decisions in a Noisy World ?In her book, Nuala talks about four factors that amplify the risk of noise, obscuring our ability to arrive at the truth. What are these factors and why are they so important?How do we overcome the very entrenched obstacles we face when trying to make informed decisions?What does Nuala’s “PERIMETERS” mnemonic stand for and how can multiple layers of bias combine, making us sub-optimal decision makers?What is the role of power in our decision making process, and how can it confound our best efforts?What is the correct stance to take, with regards to power or status, when making decisions?How does memory differ from the “filing cabinet” stereotype that many of us have?What is the “peak end rule” and how does it apply to our decision making process?When can emotion be additive to the decision making process and when is it a distraction that should be avoided?How has Nuala changed as a result of having written her book?What are one or two practical, actionable things listeners can do today to become a better decision maker?LinksNuala Wash on LinkedInNuala’s WebsiteTune In: How to Make Smarter Decisions in a Noisy WorldConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 1359-OAS-5/30/2024

Tune in to hear:What was the message that Shawn felt compelled to get out there in his upcoming book, The Advisor Transformation?What distinction does Shawn draw between success and significance?How does Shawn bring vision into his work at Triad in a way that better synthesizes work and life?What is Martin Seligman’s PERMA Model and what can we learn about finding fulfilling work from this model?Among the advisors Shawn has encountered, what kinds of visions propelled them to great professional heights? Why is a vision that is “I” focused often doomed to fail?What has Shawn done to make the culture at Triad so unique and central to their ethos?What is the most effective way to hire and screen candidates who are a good culture fit?How can advisors better de-commoditize their advisory businesses?LinksShawn Sparks on LinkedInThe Advisor TransformationConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0936-OAS-4/17/2024

Tune in to hear:How should advisors go about optimizing SEO for their practice and why is it so critical?Why do advisors who offer texting as a communication option get 400% more opt-ins?Why is email so powerful and how can advisors build out a list that will serve them well?Emails with video content really outperform, but many people are hesitant to venture into video. What advice would Robert give to these individuals?How does Robert recommend that advisors go about segmenting their clients to deliver more tailored content?When and how do referrals work best in Robert’s experience? How did Snappy Kraken develop their referral script?What are some of the most innovative and effective client events that Robert has seen? Are there any rules of thumb to follow to plan engaging client events?LinksRobert Sofia on LinkedInSnappy KrakenConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0924-OAS-4/16/2024

Tune in to hear:What are the 3 primary types, or thresholds, of AI and where are we headed next in this burgeoning field?What is "general purpose AI" and how does it differ from models like ChatGPT? What about "artificial super intelligence?"Why is the developing world, on average, more optimistic about AI than the developed world? Will our pessimism in the west around AI hamper our ability to compete in the race for AI?How, practically, can advisors start implementing AI to better their practice?What are some of Jason’s favorite AI tools he has discovered?How good are current AI marketing tools and where could they improve?What does the deeply personal future of financial planning look like and how will AI augment our ability to build out bespoke approaches for each client?What are some of the first things that will be taken off advisors' plates by AI and what processes will remain firmly human-first?Will AI free us up to serve way more clients than we have previously?How should we think about the ethical piece of AI in a way that doesn’t totally stifle innovation?LinksJason Pereira on LinkedInJason Pereira on TwitterConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0935-OAS-4/17/2024

Tune in to hear:Why is it that we hate uncertainty even more than bad news?How does our dread of uncertainty impact our decision making process?If a client comes in agitated vs. paralyzed, does the means by which we resolve this uncertainty look different from reaction to reaction or do they share a common solution?Is normalization part of regulating your clients emotionally whether it is deeply hot or deeply passive?What are the 4 most common emotional reactions to uncertainty?How can embracing uncertainty sometimes lead to outperformance and a greater sense of purpose?Why is uncertainty often a prerequisite for growth and learning?LinksOrion Advisor AcademyConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0682-OAS-3/20/2024

Tune in to hear:Why does Dr. Stutman use a behavioral, rather than a psychological, approach to leadership? What are the differences between these two approaches?What are some of the common qualities shared by many of the world’s best leaders? Also, were any of these particularly surprising or unexpected?What role does admiration play in effective leadership?How do great leaders strike a balance between adhering to first principles while also flexing when contextually appropriate?What do leaders who engender great followership have in common? Did any of this particularly stand out to Dr. Stutman?When we think of leaders who drive results, our caricature is perhaps that they are hard nosed and detail oriented. Is this often the case, or are many results focused leaders quite different from this caricature? If so, what qualities do they often have?What advice would Dr. Stutman give to financial advisors who want to go at it alone for their personal investment portfolio?What tips does Dr. Stutman have for picking out admired leaders in an interview process?LinksAdmired Leadership InstituteAll American SpeakersConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0623-OAS-3/11/2024

Tune in to hear:What life experiences put Jane on a path to become a listening coach?What is generative listening and how does it differ from other forms of listening?In what ways did becoming familiar with generative listening transform Jane’s life?What does Jane mean when she says “listening to ignite thinking in others?”What role does empathy play in the process of being a generative listener?What are the five levels of listening that Jane delineates?How should responses be crafted to encourage or deepen generative listening?What does Jane’s mnemonic “EARS” stand for?Why do speaking skills get so much attention, in books and coaching, while listening often goes ignored?Some tips on how to listen to those who you don’t necessarily share values with.How can we be better about remembering names after meeting others?How might we carve out more time to just think deeply in our work lives?LinksJane Adshead GrantJane’s BooksJane Adshead Grant on LinkedInTime to ThinkConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0625-OAS-3/11/2024

Tune in to hear:What makes women so uniquely good as behavioral investors?Why have many thought of women as particularly risk averse for so many years and what systems, on the trading floor and elsewhere, have perpetuated this misconception?Some book recommendations on women in investing and its history.Examples of how insidious the bias against women in finance can be.What can we do to attract more women to financial services when we know they are so well suited for the field?What can we be doing better, as an industry, around how we treat and communicate with our clients who are women?Why is the financial services industry seeing fewer and fewer new recruits and how can we get young talent interested in this work? Might career changers play a big role here?If Lindsey were to design a training and hiring program for new advisors, what changes might she make to improve the terrible attrition rate the industry currently has?LinksLindsey Lewis on LinkedInLindsey Lewis on InstagramThe Center for Women in Financial ServicesWomen Working in Wealth PodcastConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0620-OAS-3/11/2024

Tune in to hear:How might financial planning conversations need to change in light of the new longevity many will experience?How will the “100 year life” affect the 3 life stages (education, work and retirement) that used to be more clearly delineated?How might we be able to give more salience and power to our mental image of a future self? What does Dr. Mathar’s research around this topic suggest?What are the differences between financial wellbeing and financial independence?If financial independence is all about a dollar value, how does financial wellbeing look different?Are there any heuristics Dr. Mathar can offer about following the money vs. following your dreams?LinksDr. Thomas Mathar on LinkedInAegon UKConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0564-OAS-3/6/2024

Tune in to hear:What did Philip’s research on the drivers of financial advice seeking uncover? Additionally, what might stand in the way of clients taking advice?What can the industry do to reduce economic barriers to entry for getting advice?What about reducing emotional barriers to entry for getting advice?What mistakes do advisors make when it comes to changing behavior and what could we be doing better as an industry?What is Philip’s “SHAPE” framework and how can it be applied to your business?Why might we be asking for referrals in the wrong way and what can we do to improve this?Philip breaks down client anxiety into two distinct categories. What are each of these types of anxiety and what should each of these signal to advisors?How can advisors best demonstrate their value in this new world we find ourselves in?LinksPhilip Courtenay on LinkedInHumans and MoneyConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0566-OAS-3/6/2024

Tune in to hear:What lead Dr. Griner to focus his work and research around compassion specifically?When clinicians like Dr. Griner talk about compassion, what are they talking about exactly and how might this differ from the popular conception of compassion?How do we balance our desire to want to end someone’s suffering without falling into the trap of just wanting to fix everything or go directly to solutions?What are some examples where compassion might look assertive, firm or even defiant?How can we strike a balance between being service-driven and compassionate with meeting our own needs and self-compassion?In his book Dr. Griner lays out six principles of compassion – what are a few of these and how did he arrive at them?How might we apply the thought that “it’s not my fault, but it is my responsibility” in our daily lives?What are the 3 emotional systems Dr. Griner lays out in his book and how do they interact?Why is our “soothing system” typically the least developed of our 3 emotional systems?For those who have particularly large red (anxiety system) or blue (motivation system) circles but malnourished green (soothing system) circles, how can they begin to cultivate this within themselves a bit more?What is the relationship between self-compassion and compassion for others, and why is it often so hard to cut ourselves some slack?LinksDr. Derek GrinerCompassion Focused Therapy WorkbookThe Compassionate Mind FoundationConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0385-OAS-2/21/2024

Tune in to hear:What is the “Dumb Ways to Die” music video and why was it originally created?Was the above an effective behavioral intervention or did it fall short?Why is buy-in for employer sponsored retirement savings plans so low and what might be done to remedy this?Why might marketing campaigns with behavioral interventions outperform more overt, standard marketing approaches?What did Charlie Munger say was a differentiator in Berkshire’s approach?LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0502-OAS-3/4/3024

Tune in to hear:What were some of Nikola Tesla’s eccentricities?What is “The Spotlight Effect” that Morgan Housel observed when working as a valet at a high-end hotel in Los Angeles?What is Morgan Housel’s “Man in the Car Paradox” and what lessons can be learned from it?What is the psychological principle “The Anchoring Effect?”Why does ego driven spending do so little to sate our desire to belong?How social media may be playing a role in the loneliness epidemic.LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0317-OAS-2/12/2024

Tune in to hear:What strategy did Alexander the Great use to overtake Tyre in 332 BC? Why did this military victory leave Alexander feeling more grief stricken than triumphant in the end?Why did Hephaestion’s death mark a turning point for the Macedonian Empire?What are “The Top Five Regrets of the Dying?”What makes up Martin Seligman’s “PERMA” model of well-being and how can we apply this in our own lives?LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0275-OAS-2/5/2024

Tune in to hear:What common ground, if any, can be found across nearly all spiritual and religious traditions on the globe?What does academic research have to say about the benefits that accrue to those who are generous?Why doesn’t spending money on ourselves bring about long-lasting joy and what role does the “hedonic treadmill” play in this?Why do the benefits of giving transcend economic and cultural boundaries?It is clear that generosity makes us happier, but can it also make us richer?LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0239-OAS-1/31/2024

Tune in to hear:- With all of the possibilities out there, why has Jon landed on his current path and why does he think that pro bono work is so vital?- Jon’s organization just completed a very comprehensive study on pro bono financial planning. Were there any results that really stood out or surprised him?- What did Jon’s research unearth about the moral case for doing financial planning?- What case can be made for doing pro bono financial planning from a business perspective?- What accounts for the delta between how many advisors want to do this work and how few firms are offering it?- What professional development opportunities does pro bono work open your firm up to?- From a behavioral perspective, how do we ensure that pro bono clients have skin in the game and are proactive about changing their financial circumstances?- Can pro bono financial planning begin to chip away at the racial wealth gap?- If listeners are excited by the prospect of getting involved with the pro bono movement but their firm doesn’t currently support this path, what is the best way for them to get started?www.ffpprobono.orgCompliance Code: 0124-OAS-1/17/2024

Tune in to hear:- If so much of what accounts for our behavior is habitual, what hope do we have and how can we change that as we look to the New Year?- Why do such small bits of friction have an outsized influence on our behavior?- Does publicly stating your goals have any drawbacks or does it help you stay accountable?- What is the rhyme-as-reason or fluency effect and how might understanding these effects impact your client education?- Why can subtle tweaks in the framing of an appeal have such massive impacts on how it is received ?- In a field like finance, what is an appropriate application of the behavioral reality that humor is sticky without coming across as unserious?https://www.richardshotton.comhttps://www.astroten.co.ukCompliance Code: 0023-OAS-1/3/2024

Tune in to hear:- Why do overly linear, or bullet-pointy, stories tend to fall short? What are the risks of making your backstory too similar to a resume?- What is the psychological principle “peak-end rule” and how can it be applied to better your backstory?- Why is knowing your audience such an important part of effective storytelling?- Why “time of possession” is so important, especially in discovery meetings- Why is differentiation such an important part of storytelling and how can we stand apart in a field that is getting quite crowded?- Why is simplicity such a powerful tool to channel in storytelling?- What is the “Ikea Effect” and how can a bit of well-placed complexity create more buy in to your backstory? How do you find the sweet spot between simplicity and complexity?https://www.stacyhavener.comhttps://www.billiondollarbackstory.comCompliance Code: 0036-OAS-1/5/2024

Tune in to hear:- Why will AI, automation and algorithms likely lead to an increase in human centered connection in the financial services industry and beyond?- What is one of Thomas Hobbes’ most famous remarks and how do people take it out of context?- Why loneliness has far reaching implications for longevity that exceed even obesity.- How did Volvo make their cars more safe for women in particular?- How did France address the problem of people peeing in their metro stations?- How have behavioral scientists addressed the problem of poor hand washing compliance among children in India and Africa?- What are some small things advisors can do in their practice that have an outsized effect?https://orion.com/behavioral-financeCompliance Code: 2129-OAS-8/2/2023

Tune in to hear:- Why do only 13% of American millionaires describe themselves as wealthy? Why don’t we recognize our abundance for what it is?- What is wealth confidence and what are its broader implications within portfolio management?- Wealth confidence is definitely somewhat correlated with portfolio performance, but why is net worth alone not a sufficient measure for one’s wealth confidence?- Is there a sense in which $1,000,000 doesn’t actually get you that far with the rapidly increasing costs of living an upper-middle class lifestyle?- When there’s a disconnect between composure and capacity, should you accommodate the personality preference, the facts on the ground or land somewhere in the middle?- If we want to be content and confident with our money, what type of environment should we cultivate for ourselves from a social comparison standpoint?- Does Anthony have any other practical takeaways from his research for those looking to increase their wealth confidence?https://www.td.com/behaviouralfinanceCompliance Code: Code: 3239-OAS-12/5/2023

Tune in to hear:- Why does Daniel Staker call his new book “a book from a breakdown?”- Why is behavior such a fundamental building block of marketing?- How do we get to the bottom of what our clients really want when they are often so bad at articulating it for themselves?- What does Daniel Staker mean when he says that “people often fail to respect reality?”- How can we get people to accept reality when emotions are so powerful at distorting one’s perspective?- What is Daniel Staker’s chapter on “accepting the long haul” about in particular?https://www.danielstaker.com/book-on-amazonCompliance Code: 3159-OAS-11/21/2023

Tune in to hear:- We frequently hear the term “emotional intelligence” thrown around pretty loosely, but what is a deeper dive into its definition?- Does Dr. McCarthy see people frequently using emotional intelligence towards Machiavellian ends or is this quite uncommon in her experience?- Why is EQ so important for leaders and individuals more broadly and why is it extra important in the context of financial services?- What did Dr. McCarthy focus on in her dissertation work and what were her findings around referrals and emotional intelligence?- To what extent is emotional intelligence an inherent vs. a learned trait? What roles do nature and nurture play in EQ?- How do the didactic and experiential combine to inform emotional intelligence?- In the age of AI, what is the place of the human-first financial advisor?https://amplifyyourvoice.studioCompliance Code: 3009-OAS-11/2/2023

Tune in to hear:- What is all weather investing and what are its behavioral underpinnings?- Does Eric strategically rebalance the all weather portfolios or are the allocations fairly static? If they are dynamic, what signals do they look for when making a change?- What is the trend-oriented global macro program that Eric implements?- How can one strike a balance between the realities of trying to sell product, run a business and make their clients happy with this very measured, all weather approach?- Why do alts often fall short of their promise and how does Eric strive to be very different in his approach to alternative investments? - Eric thinks that markets and trend can be a canary in the coal mine for larger events. How does he think this plays out broadly and on a more granular level?- Why led Eric to using a very systematic approach to investing?- Eric describes himself as a bit pessimistic - what steps does he put in place to help him overcome this pessimism when considering allocations?- Many experts think that a classic 60/40 model might not best serve us going forward. What has caused them to question something with such a long and successful track record and what would it take for them to change their minds about this?Compliance Code: 2985-OAS-11/1/2023https://www.standpointfunds.com

Tune in to hear:- What convinces Akhil that we can forecast markets with any level of precision when lots of highly intelligent people have tried and failed?- How often does Akhil think market cycles occur, on average, and how can we use that to our benefit?- Once novel market anomalies or truths are discovered, they tend to get arbitraged away to zero unless they have a behavioral element to them that is hard to predict. Is there a behavioral thread that runs through the sorts of cycles Akhil talks about, or does he fear that by publishing this book, that the information might get arbitraged away?- On a high level, what does Akhil’s model focus on in particular and how did he come across it? Why does he place such primacy on the land market within markets more generally?- What brings about the recovery stage and what is going on in peoples’ heads in these moments?- During the mid-cycle is there broad recognition that things are getting better or are peoples’ brains somewhat stuck in the prior cycle?- What is going on, psychologically speaking, during a market boom cycle?- What can we learn from the Great Financial Crisis of 07-08’?- What phase of the cycle does Akhil think we are in at the moment and how does Covid overlap with his market cycle model?- Does Akhil think that investment recommendations can be made based on these market cycles, or is it simply an expectation management tool?- How can we make better sense of Covid’s impact on real estate prices?https://thesecretwealthadvantage.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor.Compliance Code: 2739-OAS-10/3/2023

Tune in to hear:- What is the backfire effect and how can you get your prospects to drop their old fund manager without crushing their ego?- Why is solving an emotional problem with a rational solution rarely effective? How can we encourage behavior change while giving our prospects a chance to save face?- What is the blemishing effect and how does it relate to the Pratfall effect?- Why can embracing our shortcomings be so powerful and how can we use this to build trust in sales meetings?- How do mirror neurons account for the empathy and connection that occurs during storytelling?- What are the components of an effective story?https://www.stacyhavener.comhttps://www.billiondollarbackstory.comCompliance Code: 0119-OAS-1/17/2024

Tune in to hear:- Saundra really balances being warm and welcoming with a great deal of candor. How has this served her professionally over the years?- How do people find the strength of will and confidence to call their clients out on behavior that is incongruent with their goals if their designations alone don’t provide this confidence?- Saundra has created two certificate programs - Financial Fitness Coach and Accredited Personal Finance Coach. What are the most unexpected parts of these programs and what is missing from most advisor education?- Excavating your own skeletons can be so challenging. How does Saundra undertake this process with financial professionals in a way that is appropriately deep but also doesn’t scare them off?- In terms of building client rapport - what do financial professionals do well, where do they fall short and how can we improve as an industry?- How can advisors start taking small steps to put themselves in a mindset that better prepares them to handle the emotional nuance required to effectively meet their clients where they are?- What changes would Saundra hope to see in the coming decade in how financial professionals are educated and how they serve their clients?Compliance Code: 2618-OAS-9/20/2023https://sagefinancialsolutions.orgOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor.

Tune in to hear:- Matt interviewed hundreds of advisors and leaders in their space to gather how they envisioned the future of financial advice. What themes or common threads started to emerge in these interviews?- How, specifically, might things become "more human" moving forward in the financial services industry?- Why does Matt believe that advisors should never lower their fees?- Matt published a video 3 years ago about how advisors should approach AI. What did he say then and how might he shift his advice now, if at all, considering the current landscape of AI?- Why is transparency so important for advisors and what does this often look like?- Why does Matt see a need for innovation labs and what might these look like? What have the failures of the past taught him about how to do this in the right way?https://www.mattreiner.comCompliance Code: 2441-OAS-9/1/2023Orion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor.

Tune in to hear:- What is Amanda’s story about her “$19k haircut” and how did it lead her down the path she’s on today?- How did Amanda’s parents react to her financial situation when she finally decided to disclose it? Did this transform their relationship much?- Amanda thinks that all financial problems should be approached with two premises in mind. What are these and how did she settle on them?- What are family money scripts and what four pillars of family money scripts does Amanda set forth?- Once someone has an awareness of their money script, where do they go next?- Has Amanda noticed any patterns, correlated with geography or occupation, in the way that people think about and behave in regard to money?https://amandaclayman.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please visit https://orion.com/OCIO/custom-indexing for more information on Custom Indexing. Compliance Code: 2258-OAS-8/15/2023Ad Compliance Code: 2120-OPS-8/2/2023Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion

Tune in to hear:- What are the 5 coaching dimensions that Jay uses to help advisors and how did he arrive at these?- What is “the protocol system” and how has Jay utilized it to better his mental and physical wellbeing?- What was it that allowed Jay to put himself back together after a bout of acute depression?- What role should leadership and accountability play in a great advisory practice?- What should client communication systems look like in an ideal setting?- What should an ideal wealth management system look like? Why does Jay like to break this into 3 constituent parts and what are those?- What business systems need to be in place to have an effective advisory practice and where has Jay noticed the most glaring deficiencies? https://www.resilientadvisor.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please visit https://orion.com/OCIO/custom-indexing for more information on Custom Indexing. Compliance Code: 2254-OAS-8/15/2023Ad Compliance Code: 2120-OPS-8/2/2023Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion