Standard Deviations with Dr. Daniel Crosby

Tune in to hear:- How does salience work with respect to different advisory fee models?- How can we use social accountability to better help clients see through their plans?- As the “meat and potatoes” of financial planning gets automated away, what does the future look like for financial planners? Will they operate in a broader life coach type capacity or does this feel off base?- Why is AI potentially “the kiss of death” for tech vendors?https://www.kitces.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: 2240-OAS-8/14/2023Ad 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 life journey brought Kathi to a place where she focused on grief professionally?- Why did Kathi experience guilt and shame around her lack of financial literacy in a moment of crisis?- People often say very inappropriate things when they are struggling to address the grieving, even if well-intentioned. Why is this the case and what can be done about it?- Why something as simple as asking a deceased person’s name can be so meaningful to their loved ones.- What does it mean to be "grief literate?"- What is it about the unique combination of loss and money that makes us so reticent to talk about it?- What is "disenfranchised grief" and how can loved ones, advisors or others avoid falling prey to this phenomenon?- How does Kathi work with advisors who are a bit hesitant to talk about grief and other intimate topics?- What are some best practices / things to say when talking to someone who is actively grieving?- How can we strike a good balance between sitting with someone in their grief and offering optimism? Is this hopeful perspective often more hurtful than it is helpful?https://www.kathibalasek.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: 2174-OAS-8/8/2023Ad 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 the landscape of financial planning looks like broadly in the United States.- How working with a financial advisor plays a prophylactic role that extends just beyond mere performance and into mental health and one’s interpersonal relationships.- Why money is an emotional hair trigger for so many people.- Whether or not you can take your clients further than you’ve taken yourself.- What “The Pratfall Effect” is and how can you use it to your advantage.Orion 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: 2129-OAS-8/2/2023Ad 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’s the number one misconception about sports psychology? What are the Monday morning quarterbacks missing when they comment on a game?- Has Dr. Poole noticed any common thread shared by the championship teams she has worked with over the years?- How do teams really individualize their overarching goal above and beyond simply aiming to win and take home the championship trophy? Does this customization really help with overall buy in to the team culture and with collaboration between teammates?- What are some of the ingredients, or elements, that makeup a good team culture? Does this look very different from team to team or are there elements that are consistent across the board?- If Dr. Poole was called in to help a team that was in a major slump, in both performance and culture, where would she start to try to pull them out of this?- Are most teams pretty responsive to Dr. Poole’s process, as a rule, or does it vary a lot from sport to sport or team to team?- Are visualization exercises a part of what Dr. Poole does or is this just a stereotype?- Does she advocate for visualization on game day or does it prove more useful in a practice context?- What can athletes do to reliably increase their chances of entering into a “flow state?”- What is the psychological mechanism that trips that might account for the yips?- What are some takeaways from sports psych that we could apply in our everyday lives?https://www.instagram.com/lakeithaphttp://www.smalltalkcounseling.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: 2127-OAS-8/2/2023Ad 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 does the Partnership for Southern Equity really focus on and what is Sterling’s role there?- What is the difference between equity and equality and why is this an important distinction to make when talking about the kind of work the PSE does?- What things, governmentally or institutionally, are still in place structurally that disadvantage Black and brown people from economic equality?- Atlanta consistently ranks among the highest of American cities with the greatest economic disparity. At a city-wide level, what drives this massive wealth gap?- How can one balance an awareness of the past, and a realization that people don’t start on even ground in life, with a cautious optimism about how we can move forward?- When some of the biggest drivers of wealth inequality are so organic, like who you choose to marry, how can we make meaningful progress?- What things have we not gone over that might move the needle towards a more equitable future in America?https://psequity.orgOrion 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. Ad Compliance Code: 2120-OPS-8/2/2023Compliance Code: 2064-OAS-7/28/2023Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion

Tune in to hear:- Why does Stacy believe that every company should have a well crafted origin story? Why does this speak to the authenticity of a brand?- What’s the importance of a hook or conflict within a corporate brand story?- How can we present a hook that helps with brand buy-in without the story relying on the classic narrative tools of danger, suspense and intrigue?- What are some brands that effectively make their customers the hero of their brand story?- What role does a “villain” play in a brand’s story and is this usually another business (e.g. competitor) or more ideological in nature?https://www.stacyhavener.comhttps://www.billiondollarbackstory.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC 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: 2122-OAS-8/2/2023Ad Compliance Code: 2120-OPS-8/2/2023

Tune in to hear: - Some people think that “we can only take our clients as far as we have gone ourselves and that we must do our own work.” Does Neil believe this and, if so, what does “doing the work” look like in the context of a financial professional?- What is Carl Jung’s idea of “a wounded healer?” Also, in terms of our own story, how can we walk the line between being vulnerable and approachable without making our time with the client all about us?- What are the most common sources of stress for financial advisors and what is the potential fallout of stressed advisors trying to comfort stressed advisors? - What are some practical tips for helping advisors manage the stress that can accompany a bad bear market?- Where does Neil think the financial services industry is headed over the next decade?Compliance Code: 1956-OAS-7/21/2023https://www.neilbage.co.uk

Tune in to hear:- Can Nicole speak to the power of podcasts, newsletters and new media and the role these play as she tries to fulfill her personal mission?- Can brands do anything to really humanize and authenticate themselves or do we just favor individual influencers and have a general distrust of institutions now?- What do we need to do as an industry to take women more seriously and how can we meet them where they’re at?- From a behavioral standpoint, women always do better in aggregate than men with regards to investing, and yet on average they consistently undervalue their investing capabilities. What can be done about this?- What can we do as an industry to better understand and better serve women at both an individual and global level?- What are some practical steps that people in the majority can take to advocate for a more inclusive and diverse industry?- What is the best savory Filipino food? What is the best sweet Filipino food? https://linktr.ee/fintechisfemmeCompliance Code: 1279-OAS-5/8/2023

Tune in to hear:Learn how to adapt cognitive biases to your benefit within a sales funnel.What is the mere exposure effect and why is it so powerful?Considering the mere exposure effect, what chance do boutique asset managers have going against giants like BlackRock and how can they set themselves apart?Is there such a thing as too much exposure and how can sales people intuit where to draw the line if so?What is the loss aversion bias and how can it be used to your benefit within a sales context?What is negativity bias and what are its implications for sales? How can you use negativity to better differentiate yourself from the broader market and how much is too much? What is status quo bias and how can it be applied to closing a sale?Why are “sins of omission” typically judged less harshly than “sins of commission?”https://www.stacyhavener.comhttps://www.billiondollarbackstory.comCompliance Code: 1732-OAS-6/26/2023

Tune in to hear:- In studies, non-compliance with financial advice generally hangs around the 50% range. However, many advisors say that their clients are very compliant and that these stats don’t hold true for them. Has Derek noticed this and what does he think accounts for this difference?- What is the “stages of change” model and how might it be applied in practice with clients who are pushing back?- What is a concrete, actionable step an advisor can take to help move their client from the contemplation stage onto the preparation stage?- A lot of clients are held back by their anxiety and fear. Is there a path for removing roadblocks that unearths clients' motivations as well?- What is the “righting reflex?” When does it prove helpful and when does it get in the way?- If you are an advisor and your client is putting up walls, giving pushback and privileging the status quo - what is the best way to move forward and break this stalemate?- What are scaling questions and change rulers and how are they applied in practice?https://www.meaningfulmoney.lifeCompliance Code: 1246-OAS_5/3/2023

Tune in to hear:- Do certain people have a natural proclivity for deferring gratification for a greater reward at a later date (e.g. exercise and saving) or can this also be learned?- Is whether or not you are more forward-thinking or present-oriented hardwired in you from a young age?- What are some of the things that those who “get retirement right” might know that those who “get retirement wrong” don’t?- Why is working in retirement important for many people and how might this look different from working pre-retirement?- What are the three pillars of retirement satisfaction and what can we do to prepare ourselves for the non-financial ones that are often overlooked?- What are some ways that we can spend money, smartly, that may make us happier?- How does Michael live his life differently based on the research he has done on retirement?http://www.michaelfinke.comCompliance Code: 1148-OAS-4/24/2023

Tune in to hear:- What role did Amy’s mom play in her professional journey and what drives her to do what she does?- What are the 5 steps of Amy’s process for providing effective guidance to advisors while leaving a bit of wiggle room for client personalization?- Her 1st step, “to establish and define a client, planner relationship,” aligns with the CFP’s 1st stage. What does she teach advisors in this stage that might look a little different than folks might expect?- How can we help facilitate a good discovery process, which encourages clients to dig deep, without putting our own fingerprints all over this in the process?- How can you clarify your client’s values and assure that they aren’t being unduly influenced by outside influences?- The 2nd part of Amy’s discovery stage is called “envision.” How does she help her clients’ vision of their future selves be as salient and real as possible?- What are some of the mistakes advisors make when presenting their client with a financial plan and what can we do better as an industry?- How can we share that “there’s more to life than money” with our clients in an authentic and non-cynical way? Also, how can we implement this thinking in our own lives?https://www.moneyquotient.comCompliance Code: Code: 1150-OAS-4/24/2023

Tune in to hear:- What makes up Brendan’s list of the 10 guiding principles of financial psychology?- Brendan says that “goals shift, but values persist.” What does he mean by this and how do we move from illuminating values to tying those back to specific goals?- Brendan recently interviewed a “question expert” on his own podcast. What was the biggest takeaway from their conversation and how can we craft better questions?- Brendan’s third tenant is that “the more vivid your future, the more likely the behavior change.” How can we make our future selves more salient and vivid?- Reflective listening, where you hear your words spoken back to you, has a lot of benefits. How can advisors take advantage of this phenomenon without merely parroting back what their client’s are expressing?- Why are discovery meeting recap emails so important and what should they look like?- How can advisors “move from being an advice giver to being a thinking partner?”- In an industry so focused on the present day and the future, why is looking back on the past so important? What impact might this have on individual investor behavior?- What does Brendan consider to be the most important skill in financial advice?https://www.wiredplanning.comhttps://podcasts.apple.com/us/podcast/the-human-side-of-moneyCompliance Code: 1112-OAS-4/19/2023

Tune in to hear:- What was the spark or impetus that led Kelsey down the path to found Aura Finance?- Why is it so crucial to help people get in the right mindset to invest and how can we begin to do so?- What are some of the specific features of the Aura app that help promote financial mindfulness?- How has Kelsey tried to hone the gamified elements in the Aura app to bring out the best possible behaviors in its end users?- What are Kelsey’s thoughts on building a community within the app and having people self-report their income on the app?- What hope do young people have in the face of some of the stark financial realities they face?- How does Kelsey think about self-deception and try to encourage her customers to avoid it?https://www.aurafinance.ioCompliance Code: 1108-OAS-4/19/2023

Tune in to hear:- How has Heather’s background in mental health shifted the way she leads and the way she goes to market?- What advice, skills or resources does she try to imbue her advisors with to inoculate them against taking on too much of the stresses they help their clients work through?- As practically as possible, what does “net worthwhile” look like and how does SignatureFD make it more than just a tagline?- What led Heather to start using a bucketing strategy in the first place and what makes her approach unique?- Why is SignatureFD's client retention rate so incredibly high? What do they do differently from their competition?- Where does she think financial advice is headed in the next 10-20 years and how do the Tim Maurer’s of the world figure into this transition?https://signaturefd.comCompliance Code: 1088-OAS-4/18/2023

Tune in to hear:- What are some of the psychology principles that Costco gets right as a brand?- Is it better to make customer onboarding super fluid and effortless or to make it a bit more arduous and engage with the "sunk cost fallacy?"- What is the “pratfall effect” and how was it used with great effect by brands like Apple, KFC and Domino’s?- What is the “cocktail party effect” and how can we use it to our advantage?- What does Nike do particularly well and how do they induce a sense of artificial scarcity?- How can your average person in a consulting or advice type role leverage this concept of scarcity?- Who distilled Cialdini’s 7 Principles of Persuasion down to just 3 and how are these best applied in practice?Compliance Code: 0963-OAS-4/5/2023https://www.linkedin.com/in/jenclinehenshttps://www.choicehacking.com

Tune in to hear:- Why does discussing money remain such a persistent taboo in our culture?- Why is financial intimacy so critical and how can we work towards achieving it in our lives?- How does financial intimacy, or intimacy more generally, relate to “feeling seen?”- How can financial intimacy allow us to better see ourselves and unearth our personal money stories that have gone under our radar?- We have a cognitive understanding that we can’t take our wealth with us when we die, but why is this so hard to understand in practice?https://www.linkedin.com/in/MoneyandWellnesshttps://www.instagram.com/modomsolutionsCompliance Code: 0879-OAS-3/27/2023

Tune in to hear:- Dave is a “financial futurist.” What in the world is this and what does it look like practically in his day-to-day work?- What “behavioral hacks” does Dave bring to bear in his own practice when he tries to look out beyond 2 years and how does he try to stay out of his own way when thinking about what the future might look like?- Can the past be used as a vehicle for better understanding the future or is there not much to learn there and we are forecasting in ineffective ways by relying so heavily on the past?- What is the place of innovation and cutting edge thinking in an industry that is often at its best when it's at its stodgiest?- In the recent past we have socialized business failure while individualizing business success. What is it going to take for this Zeitgeist to change?- Which financial innovations does Dave think hold the most promise? On the flip side – what financial innovations does he think are overrated?- Learn how Dave connects the dots between the overall lack of institutional trust, “polycrisis” and the crisis of meaning.- Things like the climate crisis can’t be solved on an individual level. How do we take our institutions back and have an appropriate amount of trust in them as a way to solve some of the biggest problems we face?- What does the research say about whether or not the current flows into passive vehicles perturbs overall market functioning?https://www.etftrends.com/author/davenadighttps://twitter.com/DaveNadighttps://twitter.com/Vetta_FiCompliance Code: 0850-OAS-3/24/2023

Tune in to hear:- What life experiences gave rise to Mac Gardner’s mission to improve financial literacy particularly among children?- What is Mac’s book, The Four Money Bears, all about and how has his experience been when sharing it with others all over the globe?- Does Mac have any particularly memorable anecdotes about sharing the book in a classroom setting, or elsewhere, where he learned something unique from kids' reactions? - Where are we falling short as a society and industry that’s allowing people to have such a huge gap in their financial education?- Financial literacy education efforts often show lackluster results. How can we make financial literacy work for us in practice and not just in theory?- What does Mac think the future of gamification will look like with respect to financial literacy?- How can we properly use allowance to better teach our kids about the value of a dollar?- How can parents with privilege help their kids gain some perspective on things?https://www.thefourmoneybears.comhttps://finlittech.comCompliance Code: 0915-OAS-3/31/2023

Tune in to hear:- Can Manish give a bit of background on Potomac and what has changed since he took the helm?- Potomac is very committed to transparency and the idea of building in public. What has this process been like and what benefits have they seen from this approach? When have they had to follow through on their commitment to being honest about their shortcomings?- Has there ever been a weakness or failing that sort of tested his willingness to be transparent about it?- How does Manish balance his desire to be approachable and genuine with not wanting to appear unserious about a very serious thing?- Of all the marketing campaigns Potomac has done, which one does Manish think was the most compelling?- Can the literal construction of a portfolio help clients to stay the course? What is the role of product design in bringing about positive behavioral outcomes?https://potomacfund.comCompliance Code: 0824-OAS-3/20/2023

Tune in to hear:- What is the philosophy of investing Rusty grounds himself in and how does it keep his head on straight when he makes investment decisions?- For someone who is in a position to make material decisions about others’ money - what responsibility do they have to “do the work” around understanding their own values, biases and behavior?- What steps does Orion, as an institution take, to try to avoid falling prey to behavioral missteps?- How do you make the distinction between being flighty about your investment philosophy and having the maturity to change your mind when the facts change?- How does Rusty think about maximizing anxiety-adjusted returns and creating human first, bespoke portfolios?- If Daniel was getting paid to consult a mutual fund PM what would his one key takeaway be?- Does Daniel have any good tips for investment committee members?https://podcasts.apple.com/us/podcast/orions-the-weighing-machine/id486850755Compliance Code: 0737-OAS-3/13/2023

Tune in to hear:- Ben had a crippling bout of anxiety and depression in college that effectively made him a shut-in at his parent’s house. What did he realize was at the root of these problems and what did he do next?- How did Ben’s two week “bucket list” roadtrip with friends transition into a decade plus long mission?- Ben’s project, The Buried Life, is also about helping other people realize their dreams too. Along this path, what are some of the coolest things he has helped to bring about in others’ lives?- What types of bucket list items did Ben find that seemed to really sate people’s desires for deep meaning and fulfillment? Also, were there some things that didn’t satisfy people as much as he expected?- Ben has nearly completed his first 100 bucket list items - what remains to be done and how does he think it will feel when he finally completes it?https://www.instagram.com/bennemtinhttps://www.bennemtin.comCompliance Code: 0710-OAS-3/9/2023

Tune in to hear:- How does Brian McLaughlin’s entrepreneurial journey fit into the mold of Campbell’s Hero’s Journey?- What was Brian’s “call to adventure,” or his impetus for creating Redtail, and how did he take this leap?- Is this “call to adventure” for entrepreneurs, writ large, often about coming up with a practical solution to a particular problem they are facing?- What needs to be in place before an entrepreneur takes a leap and who should or shouldn’t go into business for themselves? How should people decide whether to accept or refuse a call to adventure?- Who were some of the mentors Brian McLaughlin found along the way and what role did they fill? - Did Brian have mentors who gave him support and advocated for him, as well as those who were critical of him when he fell short and gave him tough love?- How did Brian get the courage to surround himself with people who would call him out on any nonsense?- At what point in the Redtail journey was he most scared and how did this ordeal shape and mold both Brian and his business?- What has been the overall impact of his newfound financial abundance and how is he thinking through it so he can enjoy the best parts of this windfall while avoiding the worst parts?- What leadership lessons is Brian bringing to Orion and how does he keep his entrepreneurial drive alive in a much larger organization like this?Compliance Code: 0709-OAS-3/9/2023https://twitter.com/redtailtech

Tune in to hear:- How does Dr. Koochel define financial wellness, how did she arrive at this definition and what practical difference does this make in her work?- What are three actionable steps advisors can take to incorporate financial wellness into their planning conversations?- How can advisors point out inconsistencies between someone’s professed values and their actions while remaining empathetic and thoughtful about how they communicate this? - What is the role of financial psychology in meeting the demand for personalization and what do some of these solutions look like?- What are some of the road blocks to implementing financial psychology in practice?- Some people just want an old school advisor who is a subject matter expert and who simply allocates their assets effectively. What does personalization look like for this client and do we have a duty to sell them on the BeFi side of things?- Should BeFi approaches be embedded in one’s advisory practice in a subtle way or should firms advertise this feature directly?- How can financial advisors better serve their clients during big life transitions beyond simply reaching a numeric investment goal?https://www.linkedin.com/in/emilykoochelCompliance Code: 0409-OAS-2/10/2023Copy: 0356-OAS-2/7/2023

Tune in to hear:- Why did Eben’s company Toews create the holiday “ National Investment Risk Management Day?”- What are some of Eben’s candidates for the worst investment ideas of the year?- How can we be open to innovation and progress without becoming too easy to fool?- For folks who did “everything right” last year, they still had a really tough year - how can we convince people to engage in prudent risk management behaviors when you are still going to take a hit sometimes regardless of doing the right thing? - How can investors be thoughtful about managing risk once they have the basics of a diversified portfolio covered?- Toews has a yearly survey that compares advisor and end investor perceptions across a couple market realities - where are they finding that advisors and clients seeing eye to eye and where do they see things differently?- What would Eben council advisors do differently based on the findings of the above study?https://toewscorp.comhttps://biicoaching.comCompliance Code: 0363-OAS-2/8/2023Copy: 0356-OAS-2/7/2023

Tune in to hear:- In his new book, why did Dr. Sivarajan feel that a story was the best means to convey behavioral and philosophical truths?- What steps can we take to ensure we are “climbing the right ladder” and why do we often get this so wrong?- If we find ourselves pursuing the wrong goals and being motivated by the wrong things how can we start fresh?- What is the story of Ferrari vs. Lamborghini for those who don’t know and how does Dr. Sivarajan relate this to mimetic desire and mimetic competition?- In a particularly bad year, how do we encourage our clients to embrace the idea that markets, and life more generally, are just this way sometimes and there’s not much we can do about it?- What interesting takeaways did Dr. Sivarajan find in his research on risk tolerance questionnaires?Compliance Code: 0355-OAS-2/7/2023Copy: 0356-OAS-2/7/2023https://www.linkedin.com/in/samsivarajanhttps://www.samsivarajan.com

Tune in to hear:- What is Rachel’s origin story and what led her down a path that bridges social justice and finance?- What is redlining and why will climate change disproportionately effect already marginalized groups?- Why did Rachel feel like finance was the best tool at her disposal for approaching social justice issues?- Rachel gets her investment data directly from the communities that are most impacted by the issues she is fighting for. How does she get this data, how does it differ from more traditional data sources and how does it augment her company's investment process?- When Rachel was striving to get rid of forced arbitration clauses how did she go about this? Was it through divesting, voting shares, advocacy or some other means?- How are social injustices potential investment risks and how might a social justice oriented portfolio outperform a more broadly focused portfolio?- What kind of research does Rachel’s company do on fundamentals to ensure these companies are sound financially in addition to ethically?- In recent years there have been some pretty vitriolic attacks on ESG - which of these critiques are fair in Rachel’s mind and how can a client reliably distinguish a “real” ESG product from one that is just a marketing ploy?- Does investing in line with your personal values offer any measurable benefit to your investing behaviors?Compliance Code: 0431-OAS-2/13/2023Copy: 0356-OAS-2/7/2023https://adasina.com

Tune in to hear:- How did Adam move from the financial planning sphere into being a software entrepreneur? Did he see a gap that he thought needed to be filled?- What is Adam’s company Asset Map and how do they create a visual blueprint of someone’s holdings?- What has he observed, from a behavioral perspective, about the advantages of having something simple and visual?- What do people underestimate about the difficulty of becoming a FinTech CEO?- Financial planning is only getting adopted by roughly 40% of firms. What would account for this and why are so many clients and households being underserved?- Has financial planning been hijacked into simply being a sales carrot or is it still often more than that?- How can technology and human advisors best work together for the client’s benefit?Compliance Code: 0115-OAS-1/17/2023Copy: 0356-OAS-2/7/2023https://www.asset-map.comhttps://www.linkedin.com/in/hadamholt

Tune in to hear:- Why does behavioral investing often get focused on less than other elements of behavioral finance?- What role should pessimistic forecasts play, if any, in our financial decision making?- What are some behavioral barometers that can give us meaningful insights into forward return suggestions? What clues does he think these are providing in this particular moment?- If we do away with style boxes how will we differentiate appropriate style drift from just sloppy, undisciplined investing?- What will it take for there to be a renaissance in active management and do certain market conditions better lend themselves to active vs. passive management?- Tom suggests that behavior is the key to persistent alpha and that there’s a possibility for more active alpha persistence than was previous thought possible. What does his research around this show?https://www.athenainvest.comCompliance Code: 0126-OAS-1/17/2023

Tune in to hear:- What led Jeff to sometimes act inauthentically in the past and what snapped him out of this?- How does the client experience look different between those with an authentic, holistic advisor and those who have an advisor with a top producer type mindset?- What does Jeff see as the most common impediment that’s keeping people from creating a meaningful money life?- How do we get people to shift from a solipsistic approach to what Jeff describes as “other focused?” Considering this - should one’s advisor play a role in encouraging this shift within them?- What role does hard work play in crafting a meaningful money journey? How can this element of wellness be sustained once one is retired?- If someone who is listening doesn’t already have an advisor and they are looking to find one with a very holistic approach that goes beyond the meat and potatoes of their financial life, how should they go about vetting various advisors?https://www.jeffbernierauthor.comCompliance Code: 0108-OAS-1/17/2023

Tune in to hear:- Why is understanding our own money stories such a valuable principle? What is Jamie’s money story?- Did Jamie’s dad’s career trajectory or unexpected death shift the way Jamie approached his own career?- Is it pretty typical for people to full-heartedly accept or reject their family of origin’s money scripts/styles?- Why do we frequently search for external answers, rather than our intrinsic value, on how to maximize our wealth?- Does Jamie foresee a world where advisors take a more active role in talking about and monitoring health outcomes for their clients or does this seem unrealistic?- What role does community play in helping people create a life of financial wellness? How can people be more intentional about creating community in a disconnected world?https://twitter.com/RetirementRiskshttps://www.jamiehopkins.comCompliance Code: 0092-OAS-1/13/2023

Tune in to hear:- What is the three part formula for meaning that Derek has proposed and how do these three aspects tend to shape a meaningful life?- What is the role of money in getting these three parts to work in unison? Can money help our lives be more purposeful, coherent and significant?- Why do we sometimes seem hardwired to pursue the “thin meaning” when the “thick meaning” is often accessible and a lot more conducive to our long-term happiness?- How can an awareness of our own finitude help prompt better financial decision making?- How can we introduce a practice of talking about end of life things in a country where these kinds of discussions are a bit frowned upon?- How can we make the idea of our future self more practical, more real and more salient?www.moneyhealth.blogCompliance Code: 2255-OAS-11/21/2022

Tune in to hear:- Why do we take our autonomic nervous system for granted and why does it have such a profound effect on our ability to be successful communicators?- What are the different hierarchical states of the nervous system and what role do each of these play in determining the stories we tell ourselves? - How would Laura’s work with a client look different than a CBT (Cognitive Behavioral Therapy) approach and why does she believe that nervous system work should come before one should attempt to change their mindset about something?- Our physical health really underpins our mental health much of the time. When a client is going through a period of stress, and not physical dysfunction, what is a way to introduce “body first” messaging that won’t alienate that client?- What practical tips does Laura have for the average advisor who is personally taking on a lot of the emotional weight of their client’s problems?- How can financial professionals be better at providing context for their clients within Laura’s nervous system focused framework?- Why does choice play such an important role in regulating the state of our nervous system?- Laura believes that working with the nervous system directly can have profound effects on our financial decision making. Why is this the case?https://lauralisalarios.com/deepen-masterclassCompliance Code: 2346-OAS-12/5/2022

Tune in to hear:- Why are love and money so uniquely combustible?- Why do we often not give our significant other the benefit of the doubt? How can we give our partners more grace and understanding?- What do you do if a couple is stonewalling one another?- Can understanding your partner’s money type or money script play a role in giving them this grace?- How accurately are couples assessing each other's spending habits and what can be done to combat this trap of both spenders getting the marriage in trouble?- How can we encourage and model radical responsibility for our clients and encourage them not to point fingers at their partners?https://enlite.worldhttps://www.amazon.com/Love-Money-exercises-strengthen-relationship/dp/B0BFV9L5HNCompliance Code: 2109-OAS-11/3/2022

Tune in to hear:- What are some of the accomplishments of financial psychology thus far and where should we be headed next?- Why does Wade diverge from a lot of the popular thinking around insurance products and what does the industry get wrong when it comes to these products and retirement income?- Is it safe to say that a lot of the benefit of these “unpopular tools” is behavioral in nature? - What question was Wade hoping to answer when he dove into RISA (Retirement Income Style Awareness) research at a high level?- In their research did Wade and Alex find any sort of overlap with factors like risk composure or are the retirement styles a separate beast?- Learn more about the psychology of decumulation and how an awareness of someone’s retirement income style preferences could help you solve for the particular complications of distribution- Are the four retirement income styles distributed pretty evenly amongst the population or are some particularly popular or unpopular? How greatly would their advice shift from one style to another?- Did Alex and Wade note any gender differences across proclivities towards the different retirement income styles?https://risaprofile.comCompliance Code: 2105-OAS-11/3/2022

Tune in to hear:- What are some problems that money solves well and what are some problems it does a poor job of solving?- Has Carl recently pivoted a bit in his career to focus more on the philosophical or, more broadly, “life stuff?” If so, why? - Has Carl found any common thread between people who feel a sense of security, both financially and in a broader sense?- What are some things that the financial services industry isn’t speaking about that are topical and need to be addressed?- How can those in the financial advising community take better care of themselves on route to taking better care of their clients?- How has Carl benefited personally from asking good questions and listening?Compliance Code: 2093-OAS-11/2/2022https://twitter.com/behaviorgap

Tune in to hear:- What might account for the very low conversion rate following viral content on social media?- Are new followers a good metric for measuring the success of a post or not necessarily?- Why is it so difficult to “engineer virality” and why does this often fall flat?- Is it smart to try to monetize a viral moment with sponsored content or is this likely to backfire?- Some advisors are reluctant to become active on social media because it seems to favor negative content at times. Is this an accurate portrayal and how can we use social media in more positive ways?- How should financial professionals think about the various social platforms and how their brand’s personality aligns with that of the platform’s?- What can be done to better educate the investing public and how can these relationships eventually grow into leads and solid personal connections?https://www.linkedin.com/in/tinapowellCompliance Code: 2229-OAS-11/17/2022

Tune in to hear:- What are some of the most common misconceptions about Anika’s work and more broadly about those on the autistic spectrum?- What is ABA and why is early intervention so important?- What might account for the precipitous growth in autism spectrum disorders? Is it superior diagnostic abilities or something else?- Why do autism spectrum disorders often go undiagnosed in girls?- What are some of the unique financial considerations for advisors with clients or children on the spectrum?- How can advisors better connect with and serve their neurodivergent clients?- For financial advisors serving families with autistic children, what should they know about the stressors that accompany this and how can they be more empathic and well informed?- What can neurotypical folks learn from people who are on the spectrum?https://abilearningcenter.comCompliance Code: 2072-OAS-11/1/2022

Tune in to hear:- What about the investment world clicked for Shannon, and drew her in, at such a young age?- Did Shannon start out as an analyst for a hedge fund manager or how did her career unfold?- Was it a difficult decision for Shannon to pivot from investment banking to managing a more DIY retail business?- What does RFG focus on in-particular and what did they win a “wealthie” award for?- Shannon built RFG in Alabama. How did she settle on such an unconventional place to build out her world class platform?- What would the culture and team makeup look like for the “RIA of the future?”- What does the tech stack look like for the RIA of the future?- How will the RIA of the future address longevity risk?Compliance Code: 2084-OAS-11/1/2022https://rfgadvisory.comhttps://twitter.com/sspotswoodrfg

Tune in to hear:- How did Kurt grow TownSquare in a span of about 5 years and to what does he attribute this meteoric rise?- How does Kurt Brown believe that their OCIO function can help wire house advisors make the transition to independence?- When should investors look for passive vs. active exposure and how can we avoid paying extra for those who are being deceptive and marketing effectively passive management as active?- In the current market we are in, which is of course a little volatile, how would Kurt encourage people to think about active vs. passive management?- How can we better manage our tax alpha?https://www.townsquarecapital.com Compliance Code: 2049-OAS-10/28/2022

Tune in to hear:- What has Tim found helpful in helping clients to articulate their life purpose in a practical way?- What is an effective life planning strategy for ultra-high net worth individuals that don’t have a super specific “raison d’etre?”- How can we practically communicate to clients that they are whole and how do we create an environment that encourages them to draw from their internal resources?- Does Victor Frankl or Logo Therapy have anything to teach us about how to connect with clients during times of great sadness and personal distress?- Giving money away is found to reliably be a way in which “money can buy happiness.” Is it appropriate to introduce this concept to clients who don’t have a natural inclination towards altruism?- What is paradoxical intention? Does this have a place within the field of financial advising?- How does Tim Maurer try to introduce the Socratic dialogue in his work?www.triadfa.comwww.timmaurer.comCompliance Code: 1896-OAS-10/11/2022

Tune in to hear:- A criticism that sometimes crops up is: what if this advisor didn’t sign up to be a therapist? What would Ashley say to this critique and what is the baseline set of therapeutic skills necessary for the average advisor?- When should a financial advisor make a referral to a mental health practitioner?- What is circular questioning and what is an example of where an advisor might apply this technique?- From a high level perspective, what is the notion of “stages of change readiness?”- When a client is in a pre-contemplative stage of change, what can an advisor do to help encourage them toward greater readiness? - Is there some sort of thought exercise you can give a client that’s in the pre-contemplative stage of change to sort of catalyze a new way of thinking?- What’s the danger of trying to move someone through the stages of change too quickly?- What does it mean to be “trauma informed” and why might advisors want to be aware of this?- Where should we draw the line between individual autonomy and secrecy in regards to finances in a relationship? When does this become financial infidelity?https://twitter.com/bamconsultshttps://bamfcc.comCompliance Code: 1871-OAS-10/10/2022

Tune in to hear:- What can magic teach us about behavioral science and psychology and how does Paul marry these two worlds together?- How do magicians see the world differently? Does magic make you more or less skeptical and do you now move through the world differently as a result of knowing about the art of how the mind fools us and how we fool each other?- What are the evolutionary origins of behavioral bias and what are the implications of overcoming them?- In his years of study in the field, what is one finding from the behavioral science literature that he finds personally fascinating and under discussed?- Where can behavioral science help us improve our ability to sell?- Does behavioral science have something to tell us about how to have less transactional, deeper relationships with our clients?https://www.paulcraven.comCompliance Code: 1862-OAS-10/6/2022

Tune in to hear:- Dr. Hunt often questions - why am I hearing this now? Why is Dr. Hunt calling for greater thoughtfulness around timing?- How can we be thoughtful about “weaponized narratives” without succumbing to seeing boogeyman around every corner?- How do we think about this narrative formation process when it comes from the inside out? Is that something we should be seeking to do proactively or should we avoid it to truly be our “authentic selves?”- How can one “let their freak flag fly” without being overly reactionary, which is potentially equally inauthentic?- How can we best react to the fact that there is a push, that seems to grow with each year, to focus more on the financial burden of monthly payments than to look at the sticker price of an item (e.g. a car) itself?Compliance Code: 1716-OAS-9/19/2022https://www.epsilontheory.comhttps://twitter.com/EpsilonTheory

Tune in to hear:- Is this an era of particularly anti-college sentiments?- How can we incentivize the shift to better align societal needs with colleges?- How should you think about and weigh the personal passion angle vs. the job security angle when counseling families on potential college paths?- On average, how does being college educated affect one’s life in a broader sense (e.g. divorce rates, personal health)?- Are there any clear downsides to college education? If so, what are some groups of people that might not benefit as much from college?- How important is prestige in general? Does it matter as much as we think and how important is it at the graduate vs. undergraduate level?- How does Ann think about Biden’s student loan forgiveness program?- What is causing the cost of college education to rise so dramatically?- What are some tips for families trying to find the best scholarships?- How can students become more aware of some of the niche scholarships that may be a bit under the radar?- What can advisors do to add more value in regards to college planning?Compliance Code: 1713-OAS-9/19/2022https://howtopayforcollege.com/

Tune in to hear:- What is the role of personal myth making in ameliorating the psychological crisis of modernity that we find ourselves in?- Thinking about the current state of generalized despair at play in the world - are we consuming the wrong messages as we move through the world?- What is the 1st step in Joseph Campbell’s Hero’s Journey?- Why aren’t we answering the call to adventure and, realistically, are we all able to answer it?- What’s the explore / exploit dissonance?- How can we identify which of our dreams are worth heroic pursuit? Also, what is a key distinction between “follow your bliss” and the hero’s journey?- How does the synthesis of our conscious and unconscious ways of being better equip us to address the challenges of life’s journey?- What is the difference between hardship that catalyzes personal growth and pain that paralyzes personal growth?https://twitter.com/tom_morganKCPhttps://thekcpgroup.com/insightsCompliance Code: 1648-OAS-9/12/2022

Tune in to hear:- Which of the ideas from ‘The Psychology of Money’ does Morgan find most useful in his own life? If he had to re-release the book today, what would he change about it or omit from the book?- What did Morgan expect readers to takeaway from the book and how does that contrast with the feedback he has received from readers?- How applicable does Morgan feel the lessons from his book are across cultures?- What’s the best conversation that Morgan has ever had about money and with whom?- How does Morgan like to instruct his kids about money?- How does Morgan like to filter the information that he uses in his writing and what are his most commonly used mental models for understanding his world around him?- When is Morgan’s new book coming out and what is it about?https://twitter.com/morganhouselCompliance Code: 1617-OAS-9/7/2022

Tune in to hear:- Taylor was recently publicly criticized on social media. How did he think through how to thoughtfully craft his reaction to this and how did the community he's built help insulate him from this?- What role should community play for advisors and what can community provide that you couldn’t necessarily get through self-study or other means?- In setting up his podcast, what did Taylor find worked well and what ended up surprising him?- What differentiates marketing tactics and marketing strategies? Why is it so important to setup an overarching strategy and not just cobble together disparate marketing tricks?- What role does authenticity play in crafting a successful marketing strategy?- How can we position behavioral finance to our clients in a way that will fit a little bit better for them?- What are the stages of a marketing funnel and how can we better apply these to promote our business?- How do you manage the fragile balance between content creation that is accessible to everyone and trying to monetize this in some way?https://www.taylorschulte.comCompliance Code: 1367-OAS-8/1/2022

Tune in to hear:- What is “all duration investing” and what behavioral upside might this approach have for investors?- How can you better organize a bucketing approach to reflect those investments’ time horizons?- What about the tendency for all time horizons to become today in the face of behavioral pressure - how can we protect ourselves from this?- Why is the myth that “China owns the USA” constantly perpetuated?- A lot of people think quantitative easing is just printing money - why is this a myth?- Are governmental actions, or lack thereof, partially to blame for where we are at with inflation at the moment?- Are we on the cusp of losing reserve currency status or is this a myth?- Why does Cullen think there should be more nuance around the “buy and hold” principle?- What are some pragmatic applications and implications of the financial myths that Cullen has busted on today’s episode?https://www.pragcap.comhttps://disciplinefunds.comCompliance Code: 1355-OAS-8/1/2022

Tune in to hear:- A lot of the best content creators in this industry are a bit edgy. How can very large companies create good content when they are almost, by definition, required to not be edgy?- If your brand wants to be honest about who they are - how do you begin to introspect and have that conversation?- What’s a potentially interesting brand collaboration for a fintech firm?- When is it appropriate for a brand to take advantage of a viral trend and when might it make sense for them to sit it out so it doesn’t seem disingenuous?- What are some foundational best practices for content creation if people want it to really catch on?- Once someone has “opted in” to your brand, how much should you scale back the advertising and calls-to-action to ensure you don’t alienate them?- How can we harness all the hardship of the past few years into becoming better people?https://twitter.com/SSiyedCompliance Code: 1356-OAS-8/1/2022