Standard Deviations with Dr. Daniel Crosby

Tune in to hear:- What can Alex share about his financial literacy startup, Futurvest, and what needs or gaps did he see in the financial literacy space? - Knowing what we know about behavior, what does effective financial literacy education look like?- Is there a way we can take the fight of financial literacy to an institutional level? Also, is there any hope of having financial literacy win out when large companies often monetize people’s poor financial decisions?- If Alex had to do it all over again, with two decades of experience behind him, what would he do differently as an advisor?- What is Alex’s niche and how does he differentiate himself from 300,000 peers? - Where does Alex think the financial service industry will be in 25 years from now?- How has Alex’s relationship with his clients changed him for the better?https://www.lakeavefinancial.comhttps://www.futurvest.comCompliance Code: 1358-OAS-8/1/2022

Tune in to hear:- What are some of the psychological mechanisms that make our vision of ourselves so cloudy at times?- If Melina hoped to draw out a deeply personal answer to the question “what are your financial goals,” how would she go about constructing the question?- What are the hallmarks of a psychologically sophisticated brand and what is the psychological impact of this authenticity?- What is the “surprise and delight” approach and why isn’t it more ubiquitous in customer service and UI design?- How can we protect ourselves against being on autopilot as consumers? How do business owners encourage getting their clients in this kind of groove?- How is pricing strategy a lot more complicated than it seems on the surface?https://thebrainybusiness.comCompliance Code: 1274-OAS-7/20/2022

Tune in to hear:- What does Ashvin propose as a better measure of investor success above risk adjusted returns?- What are the two main reasons why we invest? Ashvin thinks that, with a traditional portfolio, we will be disappointed with at least one of these two dimensions at any given moment - why is this the case?- What is the three-tiered investment approach that Ashvin came up with and how does it help ameliorate some of the disappointment implicit in investing?- How does this bucketing approach help clients in both bear and bull markets?- How does everything we’ve discussed today, with respect to the wealth allocation framework, improve investor behavior?http://www.aspirationalinvestor.comCompliance Code: 1118-OAS-6/27/2022

Tune in to hear:- Why is it often complicated to offer a simple and elegant solution for the common behavioral dilemmas that advisors face?- Why might psychological shortcuts potentially lead to gender bias in asset allocation?- Are there any salient differences between men and women, on average, in regards to risk tolerance?- How can we systematize the information gathering process during client intake in order to give more equitable advice?- Why is there often a discrepancy between where clients perceive value in working with an advisor and where the advisors themselves perceive they are adding value?- What are some ways that advisors can prime their clients for more effective goal setting?- If Samantha could offer just one small behavioral intervention to make life a little better for each of us, what would she suggest?https://twitter.com/SamanthaLamas4Compliance Code: 1116-OAS-6/27/2022

Tune in to hear:- What role does positive psychology play in financial planning? More broadly, what is positive psychology and how is it differentiated from the popular conception of behavioral finance as the study of bias?- What is the “three good things” intervention and why does it work? Is it applicable in a financial context as well?- What do you do when someone attributes the best things in life to happenstance or luck? How can you potentially reorient this into something with a more internal locus of control?- Why is money uniquely ripe for conflict and why are advisors well-positioned to help?- What are the primary stages of financial conflict resolution?- Is neuroticism the main personality trait, of the “Big 5,” that advisors would want to be aware of in their clients or do other personality traits play a big role in making sound investment decisions as well?https://www.linkedin.com/in/sarahasebedophdcfpCompliance Code: 1117-OAS-6/27/2022

Tune in to hear: - As one of the founders of the discipline of financial therapy, what light can Dr. Archuleta shed on the origin story of this unique discipline?- What are the lines of demarcation between financial planning, financial therapy and traditional therapy? Should financial planners look to make referrals, when necessary, for financial therapists or is this a largely academic discipline?- What’s a concrete example of a concern that is out of the scope of a traditional financial advisor’s practice but not necessarily appropriate for a psychologist either?- What is solution-focused therapy and why did Dr. Archuleta find it to be particularly instrumental in a study she was doing?- How can we encourage people to be a little more thoughtful about their goal setting process?- What is “fuzzy trace theory” and what is its relationship to risk tolerance?https://www.linkedin.com/in/kristy-archuleta-ph-d-lmft-cft-i-tm-273a5722Compliance Code: 1047-OAS-6/15/2022

Tune in to hear:- How did Nick land on a kinder, more gentle approach, to personal finance?- What is the least conventional bit of financial advice that a reader may come across in Nick’s new book?- Nick’s new book states that most savings advice is problematic - where does he differ from the conventional wisdom with respect to savings advice?- How should we think about lifestyle creep from a data driven perspective?- How should people think about investing at a time when inflation is rising this dramatically and when the market is not keeping pace?- A sub chapter of Nick’s book says that “not even God can beat dollar cost averaging.” Why, historically, has waiting for a more opportune time to enter the market not been an effective strategy?- How do you buy in a crisis and why shouldn’t we fear volatility?- Did Nick change his mind about any major issue as he did the research for his new book?https://twitter.com/dollarsanddatahttps://ofdollarsanddata.com/justkeepbuyingCompliance Code: 1022-OAS-6/13/2022

Tune in to hear:- If Tim could personify himself as a guitar, what type of guitar would he be?- Tim thinks that engagement, performance and persuasion all begin with behavioral science and that behavioral science begins with the unconscious. What does this mean from a scientific perspective and how can we tap into these unconscious motivations?- The unconscious is pretty intensely guarded, and sometimes for good reason - how can we push through this and access information below the deck that is useful for behavioral change?- What is the EAST framework for thinking and what does this acronym stand for?- What does Tim consider to be the three keys to making something easy?- Sometimes needlessly complicating a process can lead people to esteem it more highly - how can we decipher when this principle is going to be more persuasive or if ease will be more persuasive?- How do we make something like finance, which is so fear inducing, more attractive to people?- How can we use social cues to help herd people in a positive direction rather than one with selfish or malicious intent?- How can we make our behavioral interventions more timely?https://www.behavioralchemy.comhttps://behavioralgrooves.comCompliance Code: 1019-OAS-6/13/2022

Tune in to hear:- When we narrow down the financial advisors to those who we would trust to manage our spouse’s or parent’s finances, Steve thinks that we do so largely on behavioral factors alone. Which behavioral considerations make someone a trusted advisor?- From the outside looking in (i.e. if you don’t personally know an advisor beforehand), how can one make a determination about whether an advisor is going to be one of the handful of advisors that another advisor might entrust with their family’s finances?- Where does Steve think we are headed as an industry? How might we communicate the broader value we can offer to the investing public when they still largely think of us as “stock pickers?”- What has Steve seen that really knits clients and advisors together?- What is one thing, from a productivity standpoint, that Steve sees advisors failing to do or a place where they’re leaving value on the table?- What’s an example of a common high effort, low impact advisor behavior?- How can we begin to combat inflation at a time like this?https://podcasts.apple.com/us/podcast/the-admired-advisor-podcast/id1519857134https://books.google.com/books/about/27_Principles_Every_Investor_Should_Know.html?id=C6yGxgEACAAJCompliance Code: 0994-OAS-6/8/2022

Tune in to hear:- Jeff is known on Twitter for his complex deep dives into the world of tax legislation - what got him interested in this in the first place?- What is keeping us from a more simplified tax code? Is it really as complicated as it appears or is there some subterfuge here where the complexity is just a feature and not a bug?- When Jeff hears politicians and everyday people talking about tax schemes - which ideas sort of make him cringe and which ideas around taxation does he find to be widely misrepresented?- How does Jeff see the conversation around “taker states” vs. “maker states” playing out? Does this cause infighting and strife and is there anything that can be done to address this?- If Jeff could wave a magic wand and become president, what immediate changes would he make to the US tax code?- What are some common sense steps the average person can take to minimize their tax burden?- What are a couple of the strangest things he’s ever seen written off?- What can advisors do, with the respect to tax, to set themselves apart from the crowd without taking on excessive risk?https://twitter.com/CPAPlannerhttps://www.linkedin.com/in/jeff-levineCompliance Code: 1020-OAS-6/13/2022

Tune in to hear:- What was Drew’s experience studying under Richard Thaler like?- Drew thinks that you have to hold a willingness to be right and to be wrong in equal measure at all times - is this something that Thaler modeled in his behavior and how does he think about this in the context of his own firm?- What’s an analogy we can draw between Hank Aaron’s batting behavior and the act of picking stocks?- What are a few techniques Drew has discovered to de-bias his thinking a bit?- Drew is great at distilling highly complex concepts into easily understandable ideas - is this an important part of getting his institutional clients on the same page?- What are "unknown knowns" and what do they have to do with confirmation bias? Why is the market so averse to ambiguity?https://www.albertbridgecapital.comCompliance Code: 0983-OAS-6/6/2022

Tune in to hear:- Where are we at, as an industry, in terms of the application of behavioral sciences to the world of work? Where does Jez see us headed next or what’s his outlook for the industry?- Compared to something like tech, where does the financial industry fall on the adoption curve of behavioral sciences? - In what field might we have the next big, unexplored vertical jump for applied behavioral sciences?- What was the case study about helping regular folks save more money and what practical things emerged from this study?- Why is a degree of granularity so important when making a behaviorally-driven plan?- How can we fight the idea that grand behavioral changes require grand behavioral interventions? - How did Jez help Mexico implement a country-wide campaign to tackle obesity using behavioral science? What can we learn from this example?https://www.goodreads.com/book/show/49190518-ripplehttps://www.cowryconsulting.com/consultants/jez-groomCompliance Code: 0934-OAS-5/26/2022

Tune in to hear:- What are some of the primary drivers of asset flows from a behavioral perspective?- Soft factors account for a lot more of clients’ decision-making process about their assets - what is the takeaway, for asset managers and financial advisors, from this revelation?- What are the three different types of trust that Herman breaks down in his book?- Interpersonal trust might be the most important pillar of trust, as well as being the most within an advisor’s sphere of control. What can one do to build and fortify this with our client base?- What is the number one most trusted profession in both the US and nearly globally? Why might this be the case?- Why are financial professionals rated so low on the Edelman Trust Barometer? Could they ever be trusted at the same level as those in a medical profession?- What are the “Big 5” personality traits and how can they be applied to deepen the understanding between clients and advisors?https://www.thetrustmandate.comhttps://www.prospectabriefings.comCompliance Code: 0919-OAS-5/24/2022

Tune in to hear:- Has Kurt ever noticed a problem that isn’t ostensibly behavioral in nature that ended up being behavioral?- How can we craft a cohesive work culture without contributing to problems like group think?- From a leadership perspective, how can we open ourselves up to new ideas and not fall prey to confirmation bias? Also, if we are the person that’s going to question the status quo of an organization - how can we do that in a way that it’s likely to get picked up?- What is a when-then rule and how can it help us make better decisions?- What is one thing that Kurt has learned from a guest on his podcast, Behavioral Grooves, that surprised him or that he has since applied in his own life?- What is something he has changed his mind about since he began hosting the podcast?- What are one or two behavioral changes the average person could make to improve their life?https://twitter.com/whatmotivateshttps://www.linkedin.com/in/kurtwnelsonCompliance Code: 0781-OAS-5/5/2022

Tune in to hear:- How did Peter get started reviewing frozen pizzas?- What is it that most people misunderstand about investing?- How does Peter, as an advisor, go about crafting a vivid and salient personal vision for his clients?- How can you bring clients back to a vision of their future selves in a difficult moment?- How, practically, does Peter try to maximize anxiety-adjusted returns when creating a portfolio?- What are some behavioral similarities between cake mixes and portfolios?- Why did Peter dedicate an entire chapter of his book to market downturns?- How does one educate their clients honestly about potential market downturns gently without scaring them off?https://www.amazon.com/Making-Money-Simple-Complete-Financial/dp/1119537878https://peterlazaroff.com/podcast/Compliance Code: 0783-OAS-5/5/2022.

Tune in to hear:- How does technology shape the way we act? Sometimes we don’t even know the water that we are swimming in with regards to technology - how can this induce us to make good or poor decisions?- Is there a way that tech can facilitate some of the soft skills of client interaction (e.g. care, empathy and connection)?- What role should self-care, self-work and introspection play in advisors being better behavioral coaches for their clients?- When Natalie had realizations about personal shifts she needed to make to better serve her clients, what was the catalyst that spurred her personal growth?- How can we as an industry help convey the fact that the soft skills and behavioral elements of a financial practice are critically important to its success?- In Natalie’s experience, what does good goals-based planning look like?- How can we make the advice we give our clients stickier?https://www.linkedin.com/in/natalie-taylor-cfp%C2%AE-bfa%E2%84%A2-0822a7ahttps://www.natalieanntaylor.com/Compliance Code: 0729-OAS-4/28/2022

Tune in to hear:- How has Meb’s world, and domestic, travel shifted the way he thinks about investment?- What is Meb’s least popular idea about investing?- Why is it so important to codify and pre-commit to your own sell strategy?- What is Meb’s “red light, green light” approach? How does he think about market timing and tactical asset allocation?- Meb likes to give out free business ideas that he doesn’t have the bandwidth to take on himself. Has anyone ever run with one of these ideas and what is his latest and greatest business idea?- What lessons has Meb learned across his experiences as an angel investor?https://www.cambriafunds.com/https://mebfaber.com/Compliance Code: 0671-OAS-4/22/2022

Tune in to hear:- What are some of the flimsy tethers in peoples’ lives that keep them from achieving financial greatness?- If an advisor’s number one job is not to make you money, what might it be?- What are the 11 different dimensions of wealth that Seth’s firm lays out? How did he arrive at these?- How do these provide a helpful framework for clients during times of crisis?- How do you balance giving your children a great amount of access without spoiling them or diminishing their self-reliance?- Should we talk with our children about our income level and our net worth?- Is it a reality for anyone other than those who are already wealthy to switch from a job that’s making them miserable to a more fulfilling, but potentially lower paying, position?- How can advisors best support their clients during divorce and other hard times? What is the appropriate level of intervention or closeness in these cases?https://missionwealth.com/https://www.youtube.com/watch?v=qHNhNjNwGVYCompliance Code: 0561-OAS-4/4/2022

Tune in to hear:- How does Dr. Bookstaber think about and define risk in the most practical terms possible?- Does the way people like us talk about risk differ in an overly academic way from how people in the street think about it?- Which of the sort of commonly discussed current risks seem legitimate to Dr. Bookstaber and which might loom larger in peoples’ minds than they should?- Why aren’t geopolitical conflicts more catastrophic to the market than they are with how intertwined the global economy is?- How should we think about a world where you have to take risks to keep up with inflation but where asset prices seem stretched by some measures?- Do we now live in a world that’s high-risk in theory but where governments and regulatory bodies keep the scales from tipping too far in a catastrophic direction? Were the FEDs actions during Covid-19 a singular response for a singular time in history?- How can we be skilled risk managers when we have an asymmetry in the way we weight pessimistic vs. optimistic outcomes?https://fabricrisk.comhttps://www.amazon.com/End-Theory-Financial-Economics-Interaction/dp/0691169012Compliance Code: 0570-OAS-4/5/2022

Tune in to hear:- Dr. Portnoy says we’ve created a “Behavioral Finance entertainment complex that does very little to help real people make real decisions.” What does he mean by this?- Do you think we overlook the good behavioral finance has done because the good is subtle and simple?- What does he see as the good, the bad and the ugly of “nudging?” How can or can’t it be applied to the field of wealth management?- How can we make the distinction between normalizing clients’ maladaptive behaviors without condoning the actions?- What are some tips on how to move towards a more empathic practice and what does empathy look like in the context of an advisor-client relationship?www.shapingwealth.comTwitter: @brianportnoyCompliance Code: 0534-OAS-3/29/2022

Tune in to hear:- Are various addictive behaviors (e.g. gambling, drug abuse) potentially symptoms of a larger societal issue?- What percentage of people in standard therapy might benefit from a finance-centric therapeutic approach?- What are some of the most common, or universal, expressions of financial dysfunction that Dr. Lutter sees in her work?- Are there some cases where having financially dependent adult children is an appropriate course of action because of cultural or other differences?- How does Dr. Lutter operationalize happiness?- The four elements of happiness that Dr. Lutter lays out are heightened in those who work with financial advisors. Do what does she attribute this sizable happiness gap?- Those who work with financial advisors are shown to have much better communication with their romantic partner or spouse. Why might this be the case?- High net-worth individuals without financial guidance are less happy than those with financial guidance. Why might this be true?- What are some of the most counterintuitive or surprising findings Dr. Lutter has encountered over the course of her career?www.angieherbers.comhttps://twitter.com/sonyalutterCompliance Code: 0482-OAS-3/21/2022

Tune in to hear:- How does non-compliance with advice, and the gap between knowing and doing, present on a macro level and impact our lives?- Is the financial services industry, as a whole, guilty of delivering advice without much regard for how it is retained and implemented?- How is the term non-compliance potentially problematic?- What are some individual characteristics of advice givers that helps their advice be stickier?- What are some of the big drivers that cause professionals to use too much jargon?- What are some potential resources for financial advisors who are hoping to be more culturally sensitive?https://moneymindandmeaning.comCompliance Code: 0430-OAS-3/9/2022

Tune in to hear:- As a student of great advisory practices, what are some of the consistent themes that Jackie encounters across the board? - Are there specific examples of advisors who have created a unique experiential piece for their clients. If so, what did these experiences look like?- Where do we get it wrong as an industry around some of the most discussed buzzwords?- What is a common misunderstanding about next generation investors?- How can one resolve the catch 22 of being intentional about crafting themselves as a brand while remaining authentic?- What exactly is human capital beyond its obvious connotations? What benefits can teams accrue by really focusing in on this?- How are advisors able to effectively standout and differentiate themselves when the services they offer are, realistically, quite similar to many of their competitors? - What is it that has allowed First Trust to build a successful business in the world of asset management at a time when many of the broader industry trends are going against them?https://www.linkedin.com/in/jackiewilke Compliance Code: 0429-OAS-3/9/2022

Tune in to hear:- Of the “36 questions that lead to love,” what are a few that Dr. Lurtz zeros in on and what makes these questions so powerful? Can these be applied in client-advisor relationships as well? - What is the peak end rule and how can understanding it help us set better goals with our clients?- As practitioners, how can we drive home the salience of our future selves both for ourselves and our clients?- How can we distinguish financial stress from financial anxiety and what are some client communication strategies to help manage this? - How is the financial advisor community doing, on average, in the face of the mental and fiscal adversity that came along with the global pandemic? - What can advisors do to better take care of themselves so that they are better positioned to care for their clients’ needs?https://www.linkedin.com/in/meghaanlurtzCompliance Code: 0229-OAS-2/4/2022

Tune in to hear:- What are some different attitudes about aging and death held across the world? How particular is the western attitude about these things relative to the rest of the world?- How do these attitudinal perspectives shift the concrete outcomes (e.g. levels of happiness and fulfillment) for people who are themselves aging?- Where should one begin if they would like to start incorporating more eastern ideas around death and not push back so much against the natural aging process?- In 12-15 years, America will have its most aged population yet. What are the societal implications for this national “greying” and are we prepared for the implications of this as a country?- What are the pros and cons of working past the traditional retirement age of 65?- How can we mentally prepare ourselves for retirement outside of a fixed savings benchmark?- Are there practical steps we can take to drive home the salience of the reality of our aging?- What is a potential colloquial definition of Existentialism and how can it be practically applied to improve one’s quality of life? - What are some good reading resources for applying existentialism practically? Instagram: @old_methuselahCompliance Code: 0216-OAS-2/2/2022

Tune in to hear:- Why is ESG such an important part of Rob’s financial practice?- How can we achieve financial wellness without merely paying lip service to things like environmentalism?- How can the average client strike an ideal balance of the three attributes of ESG? - Rob grew up in Argentina during a time of extreme inflation. What did these formative years in this environment teach him about financial wellness?- What practical steps can we take to reduce the wealth gap and ensure that less people are on the brink of a financial emergency?- What is our extreme hesitancy to have meaningful money conversations when it plays such a central role in living a happy and stable life?- What does Rob think the industry will look like 25 years from now?https://www.linkedin.com/in/robertjgardner/?locale=es_ESCompliance Code: 0180-OAS-1/28/2022

Tune in to hear:- Now that she has space from it, and also expertise in the field, what were some of the factors that drove her parents to such conspicuous consumption?- Where do our money scripts originate from? Are we shaped definitively by our environment & upbringing or can we forge a new path for ourselves?- How did Michelle come to a place where she was more comfortable reckoning with her own money story and opening up about this to others?- How can we be aware of different life stages and make sure that we are meeting our clients where they’re at?- How can we normalize our clients’ money behavior without reinforcing maladaptive behaviors?- What is contextual self-control?www.michelleab.comCompliance Code: 0203-OAS-2/1/2022

Tune in to hear:- What in particular about the environment, including the pandemic and lockdown, contributed to the sort of fervor and madness we saw around meme stocks like Gamestop?- Risk, excitement and novelty were somewhat systematically stripped from our lives during the initial quarantine - what role, if any, did this play in the meme stock phenomenon?- How did the trading apps themselves, and the gamification of trading, catalyze some of these behaviors?- Who is Keith Gill and how did he become so central to this movement?- How central to the phenomenon of Wall Street Bets was the moral dimension of “sticking it to the man?”- Many of these meme stocks are still soaring greatly above where they were 2-3 years ago, and yet Spencer thinks that this “revolution” is bound to fail. Why does he think this is the case?- Will the phenomenon of "Finfluencers" continue or will further regulation and other obstacles put an end to this?- Did many financial professionals use the Wall Street Bets phenomenon as a sort of Trojan Horse to benefit themselves?Twitter @spencerjakabhttps://spencerjakab.com/Compliance Code: 0158-OAS-1/25/2022

Tune in to hear- Why did Emily feel the need to include elements of humor in her new book ‘Stacked: Your Super Serious Guide to Modern Money Management?’- What is “the one magical idea to rule them all” that Emily and Joe lay out in their book?- Do we ever need to do more digging to ensure that our financial goals are personal and authentic enough that they give us the fuel to take on the tough parts of saving and investing for our future?- Should we try to maximize our earning potential or crank up our thriftiness?- Since you can’t frugal your way to wealth - what practical tips does the book offer for increasing income or for diversifying income streams?- How do we educate folks about market histories and managing expectations without scaring them off from investing?- What is a money script? Why is understanding our own personal money script such an important step in getting started with investing? - How do we illuminate our money scripts if they are indeed unconscious?- In the process of researching and writing this book, did Emily change her mind about anything?www.emilyguybirken.comCompliance Code: 0147-OAS-1/24/2022

Tune in to hear:- Of all times to start a boutique fund, why would James start one in the current climate where the 3 largest asset managers control more of the market share than ever before?- What edge does a small, boutique asset manager have in a world where there are such well-resourced competitors?- How are ESG like suggestions typically met by the companies that James invests in?- What’s it like to run a high conviction fund? How does James think about conviction and diversification and what lead him to take this unusually concentrated approach?- Why does James think ESG screening is important and how, specifically, does he incorporate it into his process at Ethos?- How does James think about ESG and investing in countries where the bar for ESG is set very low?- What makes him think emerging markets, which have been priced attractively for many years now compared to the US and which have underperformed, are poised to do well in the future?https://ethosinvest.com/https://yis.org/ Compliance Code: 3115-OAS-12/15/2021

Tune in to hear:- Behavioral Coaching is one of the most important things a financial professional can do for their client, yet surveys show that clients don’t put a lot of value on it. How can we bridge this gap and help our clients see how much value we can deliver here?- Brendan claims that many advisors are creating “reverse rapport” in their first client meetings. What does he mean by this and how are they getting it wrong?- How do we help our clients prepare for an uncertain future when not only the markets themselves, but also the market participants, are both so subject to change?- Might we be too focused on “igniting the fuel” of a client’s investment plan? Can removing friction be an equally, if not more, effective strategy to help them achieve their goals?www.wiredplanning.comCompliance Code: 3123-OAS-12/16/2021

Tune in to hear:- What are some potential arguments against a traditional 60/40 portfolio and how do they hold up?- How would Phil define alternative investments? Also, is their bad reputation deserved for any reason and where did this reputation originate from?- What are 2-3 potential criteria to help discern the which alts can act as legitimate diversifiers in your portfolio vs. those that might have some bad actors or ulterior motives?- What is one of the alternative investment strategies in Phil’s book that is often overlooked?- How should one think about a percentage allocation to alts in light of everything we’ve discussed? What does it take to really begin to see they difference they can make in your portfolio?- How does Phil think about things such as wine, art, cars and trading cards among the other alternative investment vehicles?- How should folks think about whether or not to invest in crypto at all? If they are committed to, and interested in investing in, crypto - which particular crypto alts should they consider buying?- How is Phil incorporating alts into his own portfolio?Twitter: @bipsandpiecesWeb: www.savantwealth.comCompliance Code: 3117-OAS-12/15/2021

Tune in to hear:- What exactly is Neuromarketing and what makes it so powerful?- There are more brands and advertisements vying for our attention every year. How does Nueromarketing fit into this picture and help brands really stand out?- What are the six pillars of Neuromarketing that Kristin eventually settled on and where did she source these ideas from?- Why is making marketing highly personal so important and what might a concrete example of this look like within financial services?- What does it mean to make your marketing “contrastible” and what is a practical example of this?- How do those in knowledge fields take their somewhat ethereal offerings and make them more tangible?- Does being memorable necessarily mean that you will alienate some people?- How can we make our brand visually stand out above and beyond our graphic design and branding?- When creating emotional ad content, do we have to be sure that it speaks to who the company/brand really is? Does this ever backfire?Compliance Code: 3110-OAS-12/15/2021

Tune in to hear:- What are some unique financial considerations for those with high-level government security clearances?- What role does financial instability often play in cases of corporate and governmental espionage?- Financial instability is often at the root of why people participate in espionage. What implications does this tendency have for the broader population?- We often have very different subjective realities than our partners regarding personal finance. How can we better bridge this experience gap, and are there times when one party is just objectively in the wrong?- How common are issues of “financial infidelity” in romantic or professional relationships?- Should financial professionals act as more of a blank slate, making space for each client’s unique values, or should they lead with their own personal values?- How can financial advisors take better note of their clients’ body language and appropriately use this information?- What are some pragmatic steps advisors can take to take their client relationships to the next level?https://chieffinancialmom.comCompliance Code: 3025-OAS-12/1/2021

Tune in to hear:- Robert says in marketing “you must get past the mental filter.” If we are going to get past the mental filter, how can we do it in a way that doesn’t land flat on its face or go too far?- How can one evoke an emotional response in a nuanced way without seeming corny or disingenuous? Are there certain business for whom this approach may not be effective?- How can a marketing approach build familiarity without becoming overly repetitive, rote or in your face?- Irresistible offers are one of the five principles of effective marketing. How can you craft an offer your client can’t refuse?- What is one big promise that financial professionals can tell their clients they will deliver on?- Signaling trustworthiness is a crucial aspect of advertising. What steps can advisors take to both be trustworthy and to convey this to their target market?- Why is merely being trustworthy often not sufficient to scale your business?Twitter: @RobertSofiaCompliance Code: 3017-OAS-11/30/2021

Tune in to hear:- How did Brad originally get into the finance industry and how did he get into trading cards?- What are some of the draws, or compulsions, that get people into card collecting?- What time period was referred to as “the junk wax era” in Baseball Cards and why was this such a poor time to collect?- Are there any big takeaways that we can learn about broader capital markets from the ebbs and flows of sports trading card history?- "Fanatics" is taking over Topps long held spot as the MLB’s licensed provider of trading cards. What does this shift signal for trading cards as an asset class and what are the other implications at play here?- What sense, if any, can be made of the explosion of value in collectibles and trading cards during a time where they seemed particularly peripheral to what mattered?- Do trading cards, as a class, tend to rise and fall together? Can diversifying between various sports and other collectibles, such as Magic or Pokemon cards, actually make a real difference?- In the era of NFTs and blockchain technology, is the future of trading cards still cardboard or will this fall out of favor with the rise of these technologies?- If one is new to collectible markets, such as baseball cards, what is a way they could dip a toe into these investments and limit their risk?www.bradleyjohnson.comCompliance Code: 2959-OAS-11/22/2021

Tune in to hear:- Is the market always crazy or does it go through long periods of predictability in many peoples’ lifetimes? Is uncertainty implicit in capital markets?- There’s always going to be a reason to fear, there’s always going to be a reason not to invest. What pragmatic steps can we take to invest thoughtfully in the face of this?- Why might concentrated, active portfolios make more sense for some subset of the population?- What are some potential catalysts that could bring active management back in favor?- How does Emilie think about active management from an angle of creative destruction?- Financial wellness is a term that is thrown out there a lot, but it is rarely elucidated in depth or operationalized. What does financial wellness really look like?- Has Emilie noticed patterns of how clients’ behaviors and concerns differ between those with varying tiers of wealth?- What’s a financial concern for women that men are largely oblivious to?Instagram @emiliedayanhillCompliance Code: 2928-OAS-11/17/2021

Tune in to hear:- What might the lay person, who is enthusiastic about behavioral economics, not know about its historical origins?- What was the larger zeitgeist that gave rise to an envy of physics, and hard science, within economics?- Are there commonly used methods in the world of financial planning that may be rooted in some unexamined assumptions?- When consulting clients, how do we strike a balance between realizing that our theories and knowledge will always be imperfect while we also know that giving our clients something to hang on to is useful?- Where does empathy come from in the client advisor relationship? Is this an innate trait or can one teach themselves to be empathetic?- Dr. Ragatz is in charge of Carson's next generation initiatives. What has she noticed in this role? How does the next generation differ, what do they value and how might they go on to shape the industry?https://www.linkedin.com/in/julie-ragatz-ph-d-2a40b826/Compliance Code: 2830-OAS-11/5/2021

Tune in to hear:- The old American adage of “shirtsleeves to shirtsleeves in three generations” seems to be an enduring sentiment across many other cultures. Why is it such a tricky thing to sustain wealth across multiple generations and what can be done to remedy this?- Why is pointing the finger at the third generation an overly reductive approach? What could the first generation do differently to help sustain their wealth legacy?- For those who want to leave a financial gift to future generations, how can we overcome this found money / “house money” effect. How can we make it feel more tangible, real and earned?- How can families with means teach their kids the attitudinal aspects of wealth preservation, like thrift and scarcity? Do they have to impose limitations where there are few or is there another way to do so?- In his book, he encourages people to not mistake their wealth with their legacy. What exactly did he mean by this?- Why is it important to distinguish between your business, or personal practice, and the business of your family?- How does a margin of safety look different for an entrepreneur vs. an investor in capital markets?- How can we see the world through the eyes of our grandchildren and great-grandchildren when we’ve never met them? Also, how can we avoid our natural tendency to scapegoat the upcoming generation for our problems?- How can we begin to overcome the great amount of wealth inequality in our nation?- How can one think through charitable giving, that actually moves the needle, with their clients?www.firstgenerationwealth.comwww.balentine.comCompliance Code: 2778-OAS-11/1/2021

- As someone who works in practice management and as a trainer, how does Penny get advisors to embrace the power of practice management when there are plenty of advisors who are financially successful who are violating all the best practices?- If Penny created her own top 25 advisor list, what criteria would she choose to decide who belongs on that list?- What are some practical means of gaining psychographic insights into clients’ and is there a framework one can use when thinking about clients’ psychology?- Have the psychographics of the average client changed over the past 18 months? How have they shifted if so?- In a sea of 300,000 advisors, what are some pragmatic ways you can stand out from that pack?- What is Penny’s spiciest take on how the industry will change in the coming years?- People really struggle to confront their own mortality. With such a great psychological hurdle at the crux of the conversation, how do you get anyone to plan for succession?https://www.youtube.com/channel/UCWVDdtyWwj61yKLm0unERjwCompliance Code: 2643-OAS-10/13/2021

Tune in to hear:- Morningstar recently conducted an in-depth study on the financial biases that people bring to the table. What are the real world, fiscal impacts of these biases?- In the study, were they able to quantify a percentage or a dollar amount difference between biased and unbiased folks?- 2% of people in their study showed no evidence of bias - are their really people out there that are almost completely bias free, or was this an anomaly in the study?- There was only one bias that showed a significant skew for a certain demographic - which one was it and why might this be the case?- In most studies men show up as overconfident with financial decisions, when compared to women - why didn’t this play out so dramatically in the Morningstar research?- Did Steve’s team’s study look at lose aversion at all?- What are the 6 facets of the “Create” model that Steve created as a sort scaffolding for guiding client behavior.- If we have a client with a history of traumatic or bad financial experiences, how can we help them envision different outcomes and possibilities?- How can behavioral science be used to improve one’s religious or spiritual practice?- What does the research show about the benefits of having a personal spiritual practice and what might this look like for different people?Web: behavioraltechnology.coCompliance Code: 2537-OAS-9/28/2021

Tune in to hear:- Ric Edelman started off as a reporter - does Ric think that an advisor could start “Edelman 2.0", so to speak, using the same formula with education at the forefront?- Why might it be wise to “narrowcast” rather than broadcast?- What are two or three actionable steps that American investors can take now?- Why does Ric think that Blockchain technology is one of the top four inventions in the history of commerce?- How does one strike a balance between being enthusiastic about Blockchain technologies while not falling into a camp of blind adoration or misinformed distrust?- In addition to behavioral facets, what other conditions would Ric look for to determine the suitability of crypto for a client?- Might crypto and the blockchain be able to help us overcome historical wealth inequality issues?www.dacfp.comCompliance Code: 2488-OAS-9/21/2021

Tune in to hear:- Many are very focused on the behavioral coaching elements of behavioral finance, but overlook the upside of integrating the findings of behavioral finance into actual asset management. How can we be better about balancing the two?- Toews’ portfolios attempt to anticipate declines. How specifically does he go about that and what specific signals is he looking for?- How can we think about tactical signals in a world that moves so quickly, like we saw with the corona crisis?- What does it look like, specifically, to create an action plan for an unfavorable market?- Does Phillip ever worry that he’s unnecessarily planting seeds of fear and doubt where there are none?- How are we not thinking about bonds correctly these days?- Why are pre-commitments so vital, why do they work and what is the science behind them?- How can one strike a balance between being attune to the reality of the wealth destroying effects of market bubbles while not being so sensitized to them that you see them everywhere?www. biicoaching.comCompliance Code: 2441-OAS-9/10/2021

Tune in to hear:- What event prompted Dr. Howard to move from using a market efficiency / rational markets framework to a framework of behavioral finance?- How can we discover market inefficiencies that are exploitable if the price is almost always wrong and not reflecting true value?- If the behavioral dislocations of market prices are so vast, and the price is always wrong, why is the industry so bad at generating persistent returns?- It appears that the “best ideas” of active managers do out perform the benchmark, but career risk and other incentives cause them to over-diversify. Why are these “best ideas” so powerful?- When choosing a fund manager - people often approach it by asking an “easy question” such as: how much money do you manage or how long have you been doing this? Why might these not be an optimal measure of their investment proficiency?- If Dr. Howard were to design a behaviorally-informed manager due diligence process, what would it look like?- How does Dr. Howard find, select and coach his clients to ensure that they are willing to take on his rather unconventional investment approach?- Lots of different specialists throw the word behavioral around, but what they are analyzing is often very different.What are the constituent parts of what Dr. Howard would call a behavioral signal?https://www.athenainvest.comCompliance Code: 2430-OAS-9/8/2021

Tune in to hear:- What was the process of launching Dr. Biyani’s business Udemy like?- As an entrepreneur, how do you know when you’re a visionary that may be early to an idea vs. when the market is simply telling you your idea isn’t worthwhile?- What advantages does virtual learning have over traditional learning and where might it fall short?- Does Dr. Biyani think that a lot of the all-star talent in a particular field get pulled into online teaching, leaving universities weakened or less relevant?- How might platforms like Udemy democratize education and bring down the rising costs of education?- What are some of the benefits of having a cohort in a remote learning setting?- Dr. Biyani had a previous entrepreneurial venture with 1,000 employees that ended up having to shut its doors. What lessons did he take away from this experience that might be instructive to inspiring entrepreneurs?- How much does appropriate timing and the luck associated with that have to do with having a successful entrepreneurial venture?www.maven.comCompliance Code: 2426-OAS-9/8/2021

Tune in to hear:- What gap did Dr. Chase see in the market? How has investment talent been traditionally vetted and how does this compare to how it optimally should be?- What specific personality assessments do they use and how do they settle on these?- How do Drs. Chase and Pogge utilize Rorschachs to vet different personality styles?- Taking results from a test like The Big 5 at face value might not tell you enough about someone’s personality. How can we further break these down into their constituent parts?- When looking for asset managers - what are some personality attributes that might qualify as a red flag?- How do you adjust for potential lies and deceit occurring in personality testing?- How might the personalities of a closing pitcher and a hedge fund manager look similar or dissimilar?- How do you strike a balance between finding a good fit for your team’s culture and not making “cookie cutter” hires?- How might a more scientific vetting process open the door to more diversity and inclusion in the industry?https://alpha-performance-psychometrics.comCompliance Code: 2404-OAS-8/31/2021

Tune in to hear:- Why do conversations about finances often take on such a moralistic tenor?- Is the moralizing of money a uniquely American problem or does this happen all over the world?- How can we accrue the benefits of being well off without falling prey to the lack of passion that can accompany this at times?- The possession-self link states that we don’t necessarily differentiate between the things we are and who we are. How does this play out practically?- Those with a clear mental picture of their future have positive money experiences and those with a vague mental picture of their future have more negative money experiences. Is this a chicken and egg sort of phenomena?- How can one start to cultivate an internal locus of control?- Sarah created her own form of budget called the ‘Loaded’ budget - what is the psychological upside to using this budget?https://twitter.com/finance_therapyCompliance Code: 2380-OAS-8/25/2021

Tune in to hear:- In a study that Eben helped conduct, clients were three times as likely to say they are very knowledgable about markets than their advisors were likely to say about them. Men had a similarly outsized response and were three times more likely than women to say they were knowledgable. Are clients overestimating their ability to understand markets or are their advisors not giving them enough credit?- What can the financial services community do to minimize the delta between who people are and how we see them?- What is Eben’s take away from men, in general, being more confident in their financial aptitude than women? Are they merely being overconfident?- Should advisors really work to temper their clients’ expectations of forward returns?- How can advisors give plans that actually stick and resonate with their clients?- Is it a financial advisor’s job to be a watch person for financial bubbles?https://toewscorp.comCompliance Code: 2276-OAS-8/12/2021https://biicoaching.com

Tune in to hear:- What is “flow” in a behavioral science context?- How do you begin to measure and study something like flow, which seems very ephemeral and hard to pin down?- Is it possible to reach a flow state performing a task/job you dislike?- How to we push past the stumbling block phase, with a challenging skill like drawing or skateboarding, and eventually work to a level of expertise or ease where flow states become possible?- We have a good sense of what flow looks like in athletics and fine arts, but how does it play out in financial professionals and what benefits does it accrue for them?- Is it within the scope of a financial advisor’s job to help their clients find flow?- If someone has never achieved a flow state, how might they begin to seek that experience out?- Has Jordan come across any surprising findings in his studies of motivation?linkedin.com/in/jordanhutchisonCompliance Code: 2239-OAS-8/9/2021

Tune in to hear:- What does Charlotte’s day to day role as a Chief Behavioral Officer look like?- Has the science of motivating employees shifted a great deal since The Great Depression or do other cultural or economic factors play into people’s loyalty to a particular company?- How accurately can people assess what motivates them to work?- What wrong assumptions do people routinely make about what motivates human behavior?- What is a simple randomized control trial (RCT) that a business could run without hiring 3rd party expertise?- What is Charlotte’s favorite RCT that she has overseen in her career?- Are their parts of human behavior that defy scientific examination?- What are some of the lessons we can learn from the “replication crisis?”www.peoplescience.comhttps://twitter.com/CharlotteBlankCompliance Code: 2237-OAS-8/9/2021