The Human Side of Money

Most financial decisions aren’t math problems. They’re emotional. In this episode, Brendan Frazier sits down with Parul Somani to break down why traditional decision-making frameworks fail when uncertainty is high and emotions are involved. Parul shares her personal story of navigating a cancer diagnosis just days after giving birth and how that experience forced her to rethink how decisions are made. Instead of relying only on data and logic, she introduces the “Path of Least Regret” framework, a practical approach to making decisions when outcomes are unknown. If you work with clients facing big life decisions, this conversation will help you guide them more effectively. You’ll learn how to: Move clients from certainty-seeking to clarity Use emotions as signals instead of distractions Help clients define what truly matters Reduce decision paralysis and second-guessing Coach clients through uncertainty with confidence Subscribe to the Wired Advisor newsletter packed with behavioral-backed resources to help you grow your business → Click Here Connect With Brendan: RFG Advisory LinkedIn: Brendan Frazier

Most Advisors don’t struggle because they aren’t working hard enough; they struggle because their business hasn’t been intentionally designed to scale. In this episode, Brendan Frazier shares a powerful lesson from Ray Kroc, the visionary behind McDonald’s expansion, and how his approach to business transformation applies directly to Advisory firms. Kroc didn’t grow the business by improving the product; he transformed it by simplifying operations, creating consistency, and building systems that could scale. That same challenge exists in many advisory businesses today. Advisors are often stuck in reactive mode, responding to emails, handling client requests, and relying on memory to deliver value, while questioning whether they’re doing enough. Brendan walks through a practical framework to shift from that reactive cycle to a structured, systematized client experience. By segmenting clients, mapping out a clear service model, and standardizing workflows, Advisors can create consistency, free up time, and build a business that grows without breaking. The result isn’t just operational efficiency; it’s a better client experience, greater confidence in your process, and a firm that increases in both profitability and long-term value You’ll Learn: How to transition from reactive client service to a structured, scalable system A 3-step framework to segment clients and reduce service complexity How to build a client service calendar that drives consistency and clarity Why workflows and defined roles unlock time, efficiency, and better outcomes How systematization improves client experience while increasing firm value Download the profitability workbook here → https://rfgadvisory.com/podcast/client-service-calendar-financial-advisors/ Connect with Brendan Frazier on LinkedIn: Brendan Frazier

Most financial planning is built around goals. Goals like: Retiring at 60 Spending more time traveling Leaving a legacy through philanthropy But there’s a structural flaw in that model: human beings are notoriously poor predictors of their future preferences. What we think will make us happy at 60 often looks very different once we get there. Yet as Advisors, we routinely ask clients to define long-term goals without fully pressure-testing the assumptions behind them. In this episode, Meghaan Lurtz explains how we can shift away from the shortcomings of goals-based planning by focusing on the power of experiments. Instead of asking our clients to commit to big, static goals, we can help them design small, intentional experiments. Help them test the retirement, test the travel, and test the hobbies they “think” they’ll enjoy one day. Because a client who has tried something knows what they want. And an Advisor who helps them get there becomes indispensable. If you want deeper conversations, more engaged retirees, and clients who actually use their money in ways that improve their lives, then this episode offers a practical framework you can implement immediately. You’ll Learn: Why goals-based planning may be unintentionally limiting your clients’ happiness The simple 4-step experiment framework that unlocks confident spending and clearer decisions How to help chronic under-spenders safely test higher spending without triggering fear Why debriefing client experiences may be more powerful than the financial plan itself Subscribe to the Wired Advisor newsletter packed with behavioral-backed resources to help you grow your business → Click Here Links To Resources Mentioned: “Helping Underspenders and Savers Understand They Can Spend More With 4 Stages Of Experiments” Connect With Brendan: RFG Advisory LinkedIn: Brendan Frazier About Our Guest: Meghaan Lurtz, Ph.D., FBS™ is a globally recognized expert on the psychology of financial planning and the human dynamics of money. She is a partner at Beyond The Plan®. Dr. Lurtz is also a Professor of Practice at Kansas State University, teaching in the Advanced Financial Planning and Financial Therapy Certificate Programs, and a Lecturer at Columbia University, where she teaches Financial Psychology. Her academic and professional contributions include published research in Journal of Financial Planning, Journal of Consumer Affairs, and Financial Planning Review, as well as regular columns on Kitces.com. Her expertise has been featured in The Wall Street Journal, BBC, Million Dollar Roundtable, New York Magazine, and more. She has co-authored chapters in the CFP Board’s textbook Client Psychology and serves on multiple fintech boards bridging financial advice with mental health. Meghaan is a past President of the Financial Therapy Association.

When you’re thinking about making a move to a new firm, there’s always a lingering question: “Will my clients come with me?” You think they will, but there’s no way to know for sure. In this episode, Brendan Frazier shares a practical four step framework to help Financial Advisors confidently communicate a firm transition while maximizing client retention. You’ll Learn: Why client attrition is as much emotional as it is financial How to communicate a firm transition so clients are retained and trust is protected The 5C Framework for communicating a firm transition with confidence Additional Resources & Links: Downloadable PDF: The 5C Framework Learn More About RFG: www.rfgadvisory.com

Most of your clients’ financial planning goals don’t fail because they’re unrealistic. They fail because behavior hasn’t changed. In this episode, Brendan Frazier breaks down why clients struggle to follow through and achieve their most important financial goals and what Advisors can do to change that. If you want to help your clients maximize the likelihood of accomplishing their goals, you have to understand the psychology of goals. In this episode, you’ll learn: Why understanding motivation matters more than setting better goals How clarity, confidence, and small wins increase follow-through Why identity-based change leads to more sustainable client behavior At RFG Advisory, our Chief Behavioral Officer, Brendan Frazier, helps Advisors improve prospecting, communication, and client relationships using proven behavioral frameworks that lead to sustainable growth. Subscribe to the Wired Advisor newsletter packed with behavioral-backed resources to help you grow your business → Click Here Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Links to Additional Resources: Blog Article: Busy Isn’t Strategic: How Time Fragmentation Sabotages Financial Advisor Growth Downloadable Playbook: Reactive to Intentional: The Financial Advisor Playbook for Sustainable Growth

This year’s “Best of” episode is a highlight reel of the most impactful, yet practical strategies discussed in this year’s Human Side of Money podcast episodes. These strategies are designed for Financial Advisors who want human-centric steps they can implement into their business’ growth plan. What You’ll Learn: Why generic “don’t worry” emails can backfire How a repeatable framework can help calm anxious clients How efficiency could harm the client experience How to deepen client trust between meetings Learn more at www.rfgadvisory.com

Most Advisors build plans around numbers. Emily Rassam builds them around people. In this episode of The Human Side of Money, Brendan sits down with Emily Rassam, Partner and Senior Financial Planner, to explore how she infuses purpose and emotion into every aspect of the planning process. Emily’s approach goes beyond spreadsheets and projections. It’s about helping clients clarify their values, align their decisions, and live intentionally with their wealth. The conversation goes deeper into helping clients define “enough,” connect values to goals, and navigate trade-offs that honor what matters most. Emily offers a window into how she integrates behavioral insights and purposeful planning to make every plan a living, evolving reflection of a client’s life. You’ll Learn: How to uncover the deeper motivations behind client goals The importance of connecting values and money decisions Ways to help clients spend intentionally and celebrate financial joy How to apply behavioral principles to deepen planning conversations Practical scripts to guide clients through trade-offs and “enough” conversations Listen now to learn how to turn every plan into a purpose-driven partnership that reflects the human side of advice. To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here About Our Guest: Emily Rassam is a Partner and Senior Financial Planner known for blending technical expertise with the emotional intelligence required to guide clients through life’s biggest financial decisions. With nearly two decades in the industry, Emily has become a recognized voice in behavioral finance and intentional planning. She’s been featured by Investopedia for her insight on creating purpose-driven financial strategies and was recently named a Partner at Archer Investment Management. Her work centers on helping clients move beyond accumulation toward alignment, using money as a tool to live richer, more meaningful lives. Connect with Brendan: RFG Advisory LinkedIn: Brendan Frazier

At 38, Rick Foerster became financially independent after helping build a healthcare startup that went public. By every external measure, he had “enough.” But internally, he felt restless, disoriented, and unsure of what came next. In this candid conversation, Rick and Brendan Frazier explore what happens on the other side of enough, when financial freedom collides with the deeper human questions of identity, belonging, and purpose. Rick shares how he went from chasing the next big venture to intentionally disrupting the rhythms of his life, creating the space to explore meaning, creativity, and fulfillment. He opens up about the messy middle of transition, the trap of tying self-worth to productivity, and why freedom without direction can quickly feel like emptiness. You’ll Learn: ► Why reaching “enough” can trigger confusion instead of clarity ► How to help clients find meaning beyond achievement and accumulation ► The difference between financial independence and psychological independence ► Why true fulfillment often starts where financial independence ends ► How clients can discover identity when work is no longer their defining role About the Guest: Rick Foerster Rick Foerster is a writer, investor, and former healthcare executive exploring the intersection of work, meaning, and identity. After helping grow a healthcare startup through an IPO and reaching financial independence at 38, Rick turned his focus toward understanding what comes after success. His writing project, The Other Side of Enough, investigates the emotional and psychological journey of people who’ve achieved financial freedom, and what it truly means to live a fulfilling life.

Winning more clients and creating a more client-centric planning experience requires a shift. A shift away from the numbers. A shift towards the human. In this episode, Tim Maurer, Chief Advisory Officer at Signature FD shares his insights on building a human-first approach to transform both your prospecting and your planning. Instead of relying on advisor-driven presentations, Tim focuses on connecting with what truly drives people – values, stories, and emotions – so that clients feel ownership of their plan. And they trust that you’re the person to guide them along the way. You’ll Learn: Tim’s 4 steps for human-first prospecting that converts Ideas for building plans that clients embrace and act on How to shift from advisor-driven to client-inspired advice Why removing emotions from money is actually a mistake A philosophy for using money to create memorable experiences *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: 55: Infusing Life Into The Financial Planning Process with Tim Maurer 141: The Power of Storytelling: How To Craft Stories That Convert Prospects Into Clients with Stacy Havener Thinking, Fast and Slow by Daniel Kahneman Blink by Malcolm Gladwell Die With Zero by Bill Perkins Nudge by Richard H. Thaler and Cass R. Sunstein Give to Grow by Mo Bunnell The Courage to Be Disliked by Ichiro Kishimi and Fumitake Koga The Wim Hof Method by Wim Hof Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Tim Maurer: SignatureFD LinkedIn: Tim Maurer About Our Guest: As the Chief Advisory Officer at SignatureFD, Tim acts as the coach and advocate of their experienced corps of advisors in pursuit of the optimal delivery of their unique client experience. They partner with clients to “activate” their wealth in four key areas: Grow, Protect, Give, and Live. Anchoring in these core pillars offers a level of transparency to wealth management, enabling clients to better understand how they can use their wealth to achieve their goals and impact the things that matter most to them – what SignatureFD calls Net Worthwhile™. A graduate of Towson University, Tim taught financial planning at his alma mater for seven years. His third book, Simple Money, is an exploration of prescriptive personal finance through the lens of behavioral science. He is a regular CNBC contributor and writes for Forbes.com. A central theme drives his writing and speaking: Personal finance is more personal than it is finance. Regardless of income or net worth, Tim believes it is our underlying values and goals that drive our behavior with money, which ultimately determines our satisfaction in work and life. Couching timely application in timeless wisdom, he educates at private events as well as in television, radio, print, and online media. With a passion for relational communication, he has been featured on NBC’s TODAY Show, CNBC, and ABC’s Nightline; on NPR programs The Diane Rehm Show and Marketplace; as well as in The Wall Street Journal, The Washington Post, The New York Times, The Baltimore Sun, Kiplinger’s Personal Finance, U.S. News & World Report, and Money magazine, among others. Tim is a husband and father first and lives in Charleston, South Carolina, where his wife Mika and two boys, Kieran and Connor, are active members of their community. Outside of personal finance, his favorite pursuit is music, whether consuming or contributing on the drums, keys, or, only occasionally, the upright bass. He is also part of a group dedicated to serving the second poorest country in the Western hemisphere, Nicaragua, through micro-finance and entrepreneurial ventures. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed o

Most Advisors rely on technical expertise (IQ). But when you work with human beings, IQ alone often isn’t enough. You have to combine IQ and EQ (Emotional Intelligence). Shannon Harris, Managing Partner at Ecclesiastes Wealth Partners, has developed an approach that blends IQ with EQ by delivering values-based advice designed to reshape every client conversation. In this episode, she shares why she completely rebranded her firm to focus on values-based advice and the framework she uses to deliver that value in every conversation. You’ll Learn: Why IQ alone often isn’t enough and how EQ can elevate your business How she applies values-based conversations in every meeting How she uncovers a client’s top 5 values with a simple exercise How she uses the client’s values to help them make better decisions The common quantitative and qualitative results of embracing this approach To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: Values Exercise – Think2Perform The Ruthless Elimination of Hurry by John Mark Comer Equipping for Impact – Coaching program tailored to financial professionals Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Shannon Harris: Website: Ecclesiastes Wealth Partners LinkedIn: Shannon Harris About Our Guest: Shannon Harris is the Managing Partner and an advisor at Ecclesiastes Wealth Partners, recognized by Forbes as one of the Top Women Wealth Advisors. With over 25 years of experience, she blends financial planning with emotional intelligence, delivering values-based advice that aligns money with what matters most. Her unique approach is rooted in behavioral finance and life coaching, helping clients make meaningful, purpose-driven financial decisions. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

What if everything you’ve been taught about preparing clients for retirement is only half the story? Fritz Gilbert spent a decade writing over 400 articles about life after work on his blog The Retirement Manifesto. But the real transformation happened after he actually retired. In this episode, Fritz reveals the surprising emotional challenges retirees face — from losing structure and identity to silently wondering, “Is this all there is?” If you want to help clients move from simply retired to truly thriving, this conversation will teach you how to guide clients through the non-financial side of retirement. You’ll Learn: The 4 psychological phases of retirement The 90/10 rule of retirement no one prepares you for How Fritz shifted from a saving to spending mindset The #1 mindset that helped him create a thriving life after work The emotional transition most retirees go through and how to prepare for it *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: Book: Keys to a Successful Retirement by Fritz Gilbert Book: Control Your Retirement Destiny by Dana Anspach Book: Purpose Code by Jordan Grumet Charity: Freedom for Fido Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Fritz Gilbert: LinkedIn: Fritz Gilbert Website: The Retirement Manifesto About our Guest: Fritz Gilbert is a writer focused on helping people achieve a great retirement. Following his 33-year career in Corporate America, he has dedicated his retirement to writing on the topic and has become one of the leading bloggers on the subject of retirement, with a focus on both the “harder” (financial) and “softer” (lifestyle) issues that are critical to success after crossing “The Starting Line”. His award-winning blog, The Retirement Manifesto, captures “the present before it becomes the past” as it chronicles his journey to and through retirement. His large following is primarily comprised of people approaching, or living in, retirement. His first book, Keys to a Successful Retirement, is a summary of the 24 keys he has identified and experienced in his own successful transition to retirement and is a “must-read” for anyone within five years of retirement. Fritz and his wife, Jackie, reside in the mountains of Blue Ridge, Georgia with their four rescue dogs. They enjoy cross-country travel in their RV to visit their daughter and her family in the Pacific Northwest and are active in charitable work in their local community. When he’s not writing, Fritz enjoys a focus on physical fitness and spends as much time as possible in the mountains surrounding their retirement cabin. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

What if the most important trust-building moments with clients aren’t during meetings, but actually in between them? It turns out that your communication between meetings ( texts, emails, calls, etc.) can significantly impact trust, satisfaction, and client retention. In this conversation, Dr. Megan McCoy shares her breakthrough research on the power of between-meeting communication and how Advisors can create a “web of support” plan to help improve trust, satisfaction and client retention. You’ll Learn: Ways to personalize communication at scale A framework for “between meeting” communication How to balance task-based and relationship-based outreach Signs your client has financial anxiety (even when they say they’re “fine”) Why you need the right message delivered through the right medium *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here *To get the “Affiliation Guide” outlining a business model designed to help build your business ->Click Here Resources: Book: Financial Planning Counseling Skills Book: Facilitating Financial Health: Tools for Financial Planners, Coaches, and Therapists Book: Happy Money: The Science of Happier Spending Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Dr. Megan McCoy: LinkedIn: Dr. Megan McCoy About Our Guest: Megan McCoy, Ph.D., LMFT, AFC®, CFT-I™, is an Assistant Professor at Kansas State University’s Department of Personal Financial Planning. She teaches courses at the undergraduate, graduate, and doctoral levels focused on financial well-being, financial therapy, and couple dynamics regarding finances. Dr. McCoy holds a B.A. in Psychology from The University of North Carolina and an M.A. in Marriage and Family Therapy from Drexel University. Dr. McCoy also attended the University of Georgia, where she earned a Ph.D. in Human Development and Family Science with an emphasis in Marriage and Family Therapy. She is a licensed Marriage and Family Therapist, an Accredited Financial Counselor®, and a Certified Financial Therapist-I™. During her doctoral program, she developed a specialization in financial therapy and client psychology. She had the opportunity to work with clients alongside financial planning students to treat clients’ financial well-being together. Observing and learning from financial planners’ work with clients enabled Dr. McCoy to gain more insights into the psychology of financial planning. She serves on the Financial Therapy Association’s Board of Directors and was the past Associate editor of the Journal of Financial Therapy. She is currently co-editor for the Financial Planning Review. She was also a guest editor on a special issue on finances for Contemporary Family Therapy. Dr. McCoy’s research interests focus on financial therapy, financial well-being, and financial communication, as well as diversity, equity, and inclusion issues. She has published over forty articles in top-tier mental health, family science, financial counseling, and financial planning journals. This year, her research has won awards from the National Council of Family Relations and the Financial Therapy Association. Dr. McCoy has been awarded grants from the Financial Planning Association, the National Endowment for Financial Education, and FP Canada to continue research on how to integrate client psychology topics into financial planning to foster trust and commitment with clients. Dr. McCoy has also been featured as a financial well-being expert on the Today Show, NPR, BBC, the Wall Street Journal, and many other media outlets. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in

Most retirees prepare financially, but still feel lost when they step away from work. Why? Because emotional readiness is just as critical as a fully funded retirement account. Tony Hixon, CIMA®, RFC® knows this firsthand. After a personal tragedy reshaped his view of retirement, he realized that wealth without purpose leaves a void. Fortunately, Tony created an innovative solution. In this episode, he shares how his Refocus Coaching Academy helps retirees find meaning, fulfillment, and purpose in life after work. He also reveals the four emotional pillars that guide his process—and how adding a life coach to the financial planning team has transformed client outcomes. You’ll Learn: How a life coach fits into financial planning The four pillars of emotional retirement preparation A step-by-step process to create a purpose-driven retirement How his mom’s retirement changed his outlook on retirement Why 89% of clients are emotionally unprepared for retirement *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: Retirement Stepping Stone: Find Meaning, Live With Purpose, and Live a Legacy by Tony Hixon Refocus Coaching Academy Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Tony Hixon: Hixon Zuercher LinkedIn: Tony Hixon TonyHixon.com About Our Guest: Mr. Hixon is Co-Founder and Chief Executive Officer of Hixon Zuercher Capital Management. In addition to leading the firm, Tony also serves on the firm’s Wealth Management Team and is a Co-Portfolio Manager on the Asset Management Team. Tony has had experience providing investment services since 2003 and providing financial advisory services since 1999. Prior to co-founding Hixon Zuercher Capital Management, Tony worked at a CPA firm for nearly four years specializing in accounting, tax planning, and tax preparation for high-net-worth individuals. In 2021, Tony released his book: Retirement Stepping Stones: Find Meaning, Live with Purpose and Leave a Legacy. In it, he shares the heartbreaking story of his mom, Pam Hixon, who tragically took her own life after struggling to find purpose in retirement. Tony instructs his readers on how they can prepare for a meaningful retirement beyond the numbers. He continues to write weekly articles on topics like family, finances, faith, and retirement at TonyHixon.com. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

What if your onboarding process could become your most powerful referral engine? Most advisors overlook onboarding as a strategic growth tool—and that’s a mistake. In this episode, Brendan Frazier sits down with Libby Greiwe, founder of The Efficient Advisor, podcast host, and author of The First 100 Days: The Advisor’s Blueprint for a Remarkable Client Experience. Libby walks through how to assess your current process, design it around your clients’ emotions, and shift their experience from uncertainty to confidence. All while laying the foundation for lifelong loyalty and a steady stream of referrals. You’ll Learn: How you can assess your onboarding process to identify areas for improvement Designing your onboarding experience to align with your clients’ emotions The three layers that make up a great onboarding process How a “Domino’s pizza tracker” style system can help keep clients informed and engaged How hosting signing parties for paperwork could reduce friction and improve the client experience The role of remarkable human connections and clear expectations plays in onboarding success *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: The First 100 Days Course Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Libby Greiwe: The Efficient Advisor LinkedIn: Libby Greiwe About our Guest: Libby Greiwe helps financial advisors build efficient, systematized businesses—so they can work less, feel less overwhelmed, and fall back in love with their practice. When she began her career in financial services, Libby was logging 80-hour weeks at a large brokerage firm. It didn’t take long for her to recognize that most advisors weren’t struggling due to a lack of knowledge—they were struggling because they lacked efficient systems. That realization set her on a mission to change the way advisors work. Through The Efficient Advisor, Libby now teaches advisors how to organize their practice, streamline operations, and deliver an exceptional client experience—while reclaiming their time and energy. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

The most common mistake advisors make with prospects? They deliver a logically-driven pitch showcasing all the ways they can help. But, prospects make decisions with the emotional part of the brain. And, that’s why logical pitches fall on deaf ears. Stacy Havener, Founder and CEO at Havener Capital Partners, has raised billions for boutique asset managers, and she did it with words, not numbers. Her story-driven method taps into something most pitches miss: emotion. If you want to connect with prospects, you need to master the art of storytelling. In this conversation, she unpacks why logic-based pitches fail, how to structure a first meeting to connect at a human level, and the neuroscience behind compelling narratives that convert. You’ll learn: How you can set the tone for a vulnerable and authentic conversation How to turn a good story into a compelling offer that moves clients to action Structuring prospect meetings to build an emotional connection and trust from the start The science behind storytelling and how it triggers buying decisions at a subconscious level Tips for creating powerful “backstories” and using emotional cues that resonate with your audience *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: The Courage to Be Disliked by Ichiro Kishimi and Fumitake Koga Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Stacy Havener: LinkedIn: Stacy Havener Website: Havener Capital Partners About our Guest: Stacy Havener is the Founder/CEO at Havener Capital Partners, a sales and marketing agency that helps boutique asset managers build, launch and grow funds. Havener Capital is on a mission to level the playing field in asset management by raising $100B for boutiques over the next decade. Stacy holds her Series 6, 7, 24, 63, 66, and 79 licenses and is a registered representative of Compass Securities Corporation. She received her Bachelor of Arts in English Literature from Western Connecticut State University, graduating summa cum laude in 1998. That same year, Stacy was named to both the NCAA and the GTE/CoSida Academic All-American teams for Division III Women’s Soccer and subsequently nominated for NCAA Woman of the Year. Based in Newport, RI, Stacy often spends her mornings walking the beach, sipping a Dunkin’ coffee, and listening to 90’s hip hop – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

What if retirement planning wasn’t just about saving but about learning how to spend? In Part 2 of The Human Side of Retirement, Brendan Frazier continues his conversation with Dan Haylett to explore the emotional and psychological aspects of decumulation. They dig into the behavioral side of this transition, why a “save, save, save” mindset can hold clients back, and how to reframe retirement as a time to pursue fulfillment. And they offer practical strategies advisors can use to guide clients through this transition so retirement becomes not just a financial milestone, but a fulfilling new chapter. You’ll Learn: Mastering the skill of spending money in retirement Creating intentional spending habits to smooth the transition Reframing the success rates of financial plans The significance of the 50 to 70 “sweet spot” years for optimal life experiences *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Dan Haylett: Humans vs Retirement LinkedIn: Dan Haylett TFP Financial Planning About Our Guest: Dan Haylett is the director, Head of Growth, and financial Planner at TFP Financial Planning. As a co-director of TFP, Dan’s “pull back the duvet every morning” purpose is helping our clients spend their time and money on what’s truly important. His passion for understanding and learning about the emotional, behavioural and financial challenges of life after work makes him a true specialist in helping clients have the freedom and confidence to take advantage of their ‘window of spending opportunity’ and live their best life. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Retirement isn’t just about reaching a number – it’s a deeply personal transition that requires more than financial planning. By understanding what truly matters beyond the numbers, you can better support clients in creating meaningful and fulfilling retirements. In Part One of this episode, Dan Haylett emphasizes the importance of shifting the focus from financial figures to human connection, purpose, and lasting memories. And he walks through the Retirement Planning Workbook he uses with clients to help them live with purpose, joy and meaning in retirement You’ll Learn: The importance of understanding the emotional aspects of retirement and his own experiences helping clients navigate this transition The revolutionary “Retirement Planning Workbook” he developed to address the human side of retirement How to help clients spend their savings meaningfully to create lasting memories *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Dan Haylett: Humans vs Retirement LinkedIn: Dan Haylett TFP Financial Planning About Our Guest: Dan Haylett is the director, Head of Growth, and financial Planner at TFP Financial Planning. As a co-director of TFP, Dan’s “pull back the duvet every morning” purpose is helping our clients spend their time and money on what’s truly important. His passion for understanding and learning about the emotional, behavioural and financial challenges of life after work makes him a true specialist in helping clients have the freedom and confidence to take advantage of their ‘window of spending opportunity’ and live their best life. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Financial planning is a service-based business. You’re selling the invisible. It can’t be seen, touched or experienced before buying. Prospects are forced to search for other ways to evaluate the value of working with you (most of which are NOT great options to inform such an important decision!). Fortunately, Michael Lecours, a financial advisor and co-founder of fpPathfinder, joined the show to explain the challenges of communicating the value of an intangible service and share specific ideas to make the financial planning experience more tangible. You’ll Learn: How a dentist office made their service more tangible The invisible influences that drive a prospect’s decision Using a client journey map to enhance client experiences What Airbnb can teach us about marketing the real value of an advisor *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here   Resources: Harvard Business Review: Know Your Customers’ “Jobs to Be Done” fpPathfinder: Popular Checklists & Flowcharts “Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life” by Rory Sutherland “The Checklist Manifesto: How to Get Things Right” by Atul Gawande Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Mike Lecours: fpPathfinder LinkedIn: Michael Lecours About Our Guest: Michael Lecours, CFP® is a Co-Founder of fpPathfinder. He is also a financial advisor and planner at the Wealth Strategies Team. Michael began his career in advertising where he worked to develop marketing strategies for insurance companies, banks, credit unions, RIAs and hedge funds. Now, he leverages his background in advertising to distill complex financial planning concepts into straightforward strategies, apply behavioral finance concepts to the planning process and injects a disciplined approach to all facets of the client experience. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

The conversations you have with clients during uncertain markets are the most important you’ll ever have. Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do… If you know how to do it! In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets You’ll Learn: The critical mindset shift you must make before these conversations What goes on inside the mind of your clients when they call Why your charts and graphs are a waste of time (unless used correctly) *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Most advisors know they need to integrate the human element into their practice. But, it’s hard to decide WHAT to do and HOW to do it. Fortunately, Danielle Howard has successfully studied, tested and integrated the human element into her practice for over 30 years. And, through those years of learning and testing, she built the “Journey of Financial Health” process. In this conversation, Danielle reveals the steps of this process and how it helps her uncover client’s mindsets, beliefs, and identities around money. You’ll Learn: The role of identity in financial decisions The “Journey of Financial Health” Client Process The surveys she uses to facilitate deeper conversations A question to help clients focus on their financial “wins” How to run group workshops and hands-on client experiences *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: “The Soul of Money” by Lynne Twist “Atomic Habits” by James Clear “The Body of Money” by Gayle Colman Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Danielle Howard: Website: Danielle Howard CFP® LinkedIn: Danielle Howard, CFP® CKA® [email protected] 970-927-3909 About Our Guest: As a CERTIFIED FINANCIAL PLANNER™ author, speaker and founder of Wealth By Design, LLC and Danielle Howard, CFP®, she is a catalyst for change around the financial tools, techniques and temperaments that construct a person’s financial life. She is a blogger, podcaster and outspoken advocate for people heading into their fall season of life. Bridging the gap between Wall Street and Main Street, she brings complex financial topics and concepts down to earth. She opens the door to new conversations around money. Her engaging workshop – “Financial Fingerprints to Footprints™” provides an opportunity for people to look at their mindsets around money and learn how to build on the wins or rewrite the scripts. With on-line tutorial opportunities and in person educational events, she brings a fresh perspective to the pecuniary world. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Talking about money remains one of the most challenging topics for many, often shrouded in silence and taboo. Why do we hesitate to engage in money conversations, and how can financial advisors help break this cycle? Join Brendan Frazier as he chats with Kathleen Burns Kingsbury, the mastermind behind KBK Wealth Connection and author of “Breaking Money Silence.” Together, they delve into why we’re so reluctant to talk about money and offer actionable steps to conquer these barriers. You’ll Learn: The generational silence around money and how it’s perpetuated. Real-life stories of breaking money silence and their impact. Risks of avoiding money conversations and unrecognized consequences. Tactical steps for advisors to build trust and facilitate meaningful financial discussions. *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Kathleen Burns Kingsbury: KBK Wealth Connection LinkedIn: Kathleen Burns Kingsbury About Our Guest: Kathleen Burns Kingsbury isn’t your average money mindset coach; she’s a pioneering force in the realm of women and money, setting her apart from conventional counterparts. With over 18 years of specialized experience, she’s dedicated herself to empowering women across finance, business, and entrepreneurship. As a mentor to female entrepreneurs, Kathleen offers invaluable guidance, drawing from her extensive background in wealth psychology and client communication. Her expertise extends to working with financial advisors, helping them navigate the complexities of wealth management while fostering stronger client relationships. Her signature program, “Unleash Your True Value™: How to Shift Your Negotiation Mindset, Boost Your Confidence, and Close More Sales,” is the culmination of her expertise, honed through years of helping women executives, financial advisors, and entrepreneurs break free from money silence. A graduate of Harvard Law School’s Program On Negotiation, Kathleen served as an adjunct faculty member at the McCallum Graduate School at Bentley University from 2009 to 2019, where she taught the Psychology of Financial Planning in the CFP® program. She currently teaches Strategic Negotiations in the Business and Management School at Champlain College. She is certified Co-Active Coach with a Masters Degree in Psychology and Bachelors Degree in Finance. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Financial advice is no longer just about offering services—it’s about creating real, meaningful experiences for clients. Because an experience unlike any other is the difference between a one-time sale and a lifelong client. You want to create experiences so exceptional that your clients aren’t even interested in hearing about an alternative. And, they can’t wait to tell their friends and family about it. Fortunately, Dennis Moseley-Williams is a client experience guru and explains how to elevate your client experience to create raving fans and grow your business. You’ll Learn: Why efficiency is the executioner of experience Why all advisors need a secret belief to share with clients The important distinction between service and experience Lessons about the client experience from The Ritz-Carlton A social media experiment to enhance the client experience *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Dennis Moseley-Williams: Serious Shift | Inner Circle by DMW Strategic Consulting Dennis Moseley-Williams Strategic Consulting LinkedIn: Dennis Moseley-Williams About Our Guest: Dennis is the founder of Dennis Moseley-Williams Strategic Consulting, a practice management company that helps organizations secure and build sustainable relationships by creating experience-driven solutions that deliver results, increase revenues, and build enthusiastic referral-generating communities. A certified expert in the Experience Economy, Dennis helps organizations understand that customer experience is the predominant economic offering in the world today and demonstrates ways in which experiences can be crafted and staged so that they entice, educate, satisfy and transform – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

If you want to grow your advisory business by bringing on new clients, you have to get three things right: Your marketing, messaging and meetings. Marketing: You have to attract the right prospects and repel the wrong ones. Messaging: You have to connect with the prospect. Meetings: You have to create an experience that infuses trust and clarity. Most advisors execute one or two of these at a high level. But those excelling at all three are growing the fastest. David Armstrong, President and Co-founder of Monument Wealth Management, shares how they have married all three to propel the firm’s growth. You’ll Learn: Why SEO might be dying as a marketing strategy The “Monument Blueprint Process” to go from prospect to client The ‘Peanut Butter and Jelly’ fit strategy for ideal client relationships The future of search and the importance of content in AI-driven results How they use whiteboards for a collaborative and visual discovery meeting *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: Perplexity AI Turo Carsharing Company Financial Advisor Magazine 125: Building A Screening Process To Identify Perfect-Fit Prospects Ready To Act with Dr. Meghaan Lurtz Your Money and Your Brain by Jason Zweig Reminiscences of a Stock Operator by Edwin Lefèvre Zero To One by Peter Thiel and Blake Masters Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with David Armstrong: Linkendln: David B Armstrong Monument Wealth Management Instagram: @monumentwealth Moments in Leadership About Our Guest: David Armstrong is the president and co-founder of Monument Wealth Management, an RIA based in the DC area, recognized as one of America’s top RIAs by Financial Advisor Magazine. Monument Wealth Management is dedicated to providing unfiltered opinions and straightforward advice, which sets them apart from the typical industry offerings. David also hosts the “Moments in Leadership” podcast, where he shares his expertise on leadership and wealth management. The firm’s approach focuses on delivering practical, no-nonsense advice to clients in an often crowded market. To learn more about Monument Wealth Management and their unique approach to financial advisory, visit their website at www.monumentwealthmanagement.com. — Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

We all have an idea of what retirement will be like. But what happens when reality doesn’t match your expectations? For many, the transition from a structured career to unstructured free time isn’t as easy as it seems. That’s exactly what happened to Tom Pendergast. Tom is a retired professional who found himself facing an unexpected challenge: boredom In this episode, Tom reveals his personal journey through the human side of retirement—the identity shifts, the search for purpose, and the unexpected struggles that come with it. You’ll Learn: Why Tom’s initial idea of retirement didn’t match the reality The challenges of shedding a career identity and finding a new purpose Experiments Tom tried to create a more meaningful retirement The role a financial advisor can play in easing the transition *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: 45: Designing A Discovery Process To Maximize Return On Life with Mitch Anthony 120: The Three Cornerstones of a Happy And Fulfilling Retirement with Michael Finke Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Tom Pendergast: Substack: Tom Pendergast LinkedIn: Tom Pendergast About Our Guest: Tom Pendergast is a writer and editor with eclectic interests, including cars, birds, outdoor exploration, baking, cybersecurity, and privacy. He often jokes that he’s no longer fit for corporate work, but his career has included serving as the Chief Learning Officer at MediaPRO, a cybersecurity and privacy education company. Before that, he founded and ran Full Circle Editorial, a book packaging company, with his wife, Sara. During that time, he authored and edited two dozen books and countless articles. He also served on the local school board and remains interested in local politics. He lives in Snohomish, Washington, with his wife, artist Sara Pendergast. They have two grown children and a close-knit circle of friends. Together, they enjoy hiking, racing cars, drinking beer, gardening, watching birds, and making the most of life. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

We all know that true wealth goes far beyond money. Yet, we all act as though money is the ultimate end game. Like when your client says, “Once I get to $_____, then I’ll be ready.” But money is simply a tool to fund the life you want to live. And once you know how to use it, it’s a powerful tool for enhancing your happiness, meaning and fulfillment. But what are the ways that money can buy happiness? How can you use money to feel more fulfilled? Fortunately, Dr. Daniel Crosby is a leading expert in behavioral finance and the author of “Soul of Wealth: 50 Reflections on Money and Meaning.” And, in this episode he’ll share specific ways you can use money to fund the life you want to live. What You’ll Learn: How and why you should use your money to buy time A simple gratitude idea that instantly boosts your happiness Ideas to help clients cope with the discomfort of market uncertainty An exercise to determine whether your spending aligns with your values A personal story that shook him to realize that true wealth is more than money *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: “The Soul of Wealth: 50 Reflections on Money and Meaning” by Daniel Crosby “Standard Deviations” Podcast by Dr. Daniel Crosby Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Dr. Daniel Crosby: LinkedIn: Dr. Daniel Crosby, Ph.D X: @danielcrosby About Our Guest: Dr. Daniel Crosby is a psychologist and behavioral finance expert who helps organizations understand the intersection of mind and markets. Dr. Crosby’s first book, Personal Benchmark: Integrating Behavioral Finance and Investment Management, was a New York Times bestseller. His second book, The Laws of Wealth, was named the best investment book of 2017 by the Axiom Business Book Awards and has been translated into 12 languages. His third book, The Behavioral Investor, was Axiom’s best investment book of 2019 and is a comprehensive look at the neurology, physiology and psychology of sound financial decision-making. When he’s not decoding market psychology, Daniel is a husband and father of 3, a fanatical follower of the St. Louis Cardinals, an explorer of the American South, and an amateur hot sauce chef. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

As Betterment’s Director of Behavioral Science, Dan Egan knows that understanding human behavior is key to your client’s financial success. But knowing that’s true and knowing what to do about it are two different things. There are a lot of opinions thrown around in the behavioral finance space on what works and what doesn’t. And you probably don’t want to “test” some of these ideas on clients you hope to work with for 10-30 years. For years, Dan has been testing behavioral finance interventions to figure out what actually works (and what is a waste of time). In this episode, he reveals proven ideas you can implement to enhance your client’s outcomes without having to go through your own trial-and-error process. What You’ll Learn: How to frame taxes to prevent impulsive decisions How visualizing goals makes saving more consistent Why you should NOT engage clients during a market downturn How robo-advisors actually enhance the value of human advisors The two types of clients most likely to panic during market volatility *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: “Siddhartha” by Hermann Hesse “Zen and the Art of Motorcycle Maintenance” by Robert M. Pirsig “Atomic Habits” by James Clear 30 Lessons for Living by Karl Pillemer, Ph. D. Research by Dilip Soman Research by Eric Johnson Research by Abby Sussman Michael Kitces Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Daniel P. Egan: LinkedIn: Daniel P. Egan Betterment Advisor Solutions About Our Guest: Dan Egan is a behavioral finance professional and the Director of Behavioral Science at Betterment. With years of experience applying behavioral principles to financial technology, Dan focuses on improving client outcomes by helping people make better decisions, especially during stressful times. His work highlights the powerful intersection of psychology and technology in shaping the future of financial advice. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

The Human Side of Money in 2024: Released 24 episodes Delivered 1,933 minutes of content on the human side of advice Inside those 24 episodes and 1,933 minutes lie countless ideas, insights, and nuggets that will do two things: Enhance and enrich your clients’ lives and forever change the trajectory of your business and career. But, there were certain ideas inside each episode and conversation that delivered more impact than others. Certain insights and nuggets that move the needle a little bit further. In this episode, I go back through each conversation from 2024 and extract the most impactful ideas and insights advisors need to know. *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

“If you’re not relevant, you’re ignored. If you’re not compelling, you’re forgotten.” Bill Cates, the “OG” of relationship marketing, knows that genuine connections are the heart of a thriving and growing practice. But with technology constantly reshaping how we connect, how do you still leverage a human connection? For decades, Bill has mastered the art of building trust, creating relevance, and fostering relationships that lead to referrals. And, in this episode, he shares the 3 R’s of relationship marketing and how they remove friction from the prospecting process and pave the way to exponential growth for your practice. What You’ll Learn: The #1 barrier to getting more referrals Brain-based tips for crafting messages that stick Why focusing on a niche can fuel massive growth Why “introductions” beat referrals—and how to ask for them How storytelling creates emotional connections that inspire action *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: Books by Bill Cates “The Language of Referrals” by Bill Cates, CSP, CPAE “Radical Relevance” by Bill Cates, CSP, CPAE “Atomic Habits” by James Clear “Same as Ever: A Guide to What Never Changes” by Morgan Housel Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Bill Cates: LinkedIn: Bill Cates, The Original Referral Coach Referral Coach Top Advisor Podcast with Bill Cates, CSP, CPAE About Our Guest: Bill Cates is a renowned author, speaker, and coach specializing in relationship marketing and client acquisition strategies. With decades of experience, he has helped thousands of advisors and businesses refine their approach to building relevance, creating emotional connections, and generating referrals. Bill’s work combines timeless marketing principles with modern tools to help advisors grow their practices and make meaningful connections with clients. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Meir Statman, a trailblazer in behavioral finance, says: “Financial well-being underlies life well-being.” Advisors know their clients want to feel happy and fulfilled and make decisions aligned with their values. But weaving that into financial advice? That’s the challenge. And, that’s the next frontier for behavioral finance. Meir has witnessed every generation of behavioral finance up to this point. And, in this episode, he shares how advisors can prepare their clients and their practice for the shift to Behavioral Finance 3.0. What You’ll Learn: Why every client needs a diversified “life” portfolio The 3 benefits people derive from spending money Why your neighbor’s finances impact your own well-being The journey from “standard” finance to Behavioral Finance 3.0 The #1 way to improve well-being (That has nothing to do with money) *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: “Thinking, Fast and Slow” by Daniel Kahneman Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Meir Statman: LinkedIn: Meir Statman “A Wealth of Well-Being: A Holistic Approach to Behavioral Finance” by Meir Statman SSRN About Our Guest: Meir Statman is a leading behavioral finance authority and a finance professor at Santa Clara University. His groundbreaking research bridges traditional finance with psychology, offering insights into how emotions and biases impact financial decision-making. Meir’s work encourages advisors to focus on client well-being and life satisfaction, making him a pioneer in helping people use their finances to support meaningful and fulfilling lives. He’s also the author of A Wealth of Well-Being, where he explores the role of behavioral finance in guiding financial choices that promote happiness. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Does money talk strengthen your relationship—or strain it? Doug and Heather Boneparth, a dynamic husband-wife team and experienced financial advisors, share the inside scoop on what makes relationships tick—financially and emotionally. Drawing from personal experience, they reveal practical ways for couples to redefine financial responsibilities, appreciate non-monetary contributions, and set shared goals for the future. For advisors, Doug and Heather break down how to create balanced, inclusive conversations that engage both partners, tackling emotional undercurrents to strengthen relationships along the way. What You’ll Learn: Tools to create inclusive, balanced financial discussions Guidance for couples on shared financial decision-making Techniques to spot and resolve financial resentments before they escalate Ideas for planning meaningful “money dates” that foster future-focused conversations Strategies to redefine financial contributions, helping couples align on long-term goals *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: 116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter The Psychology of Money by Morgan Housel Fair Play by Eve Rodsky The Millennial Money Fix by Douglas Boneparth Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Douglas A. Boneparth: LinkedIn: Douglas A. Boneparth, CFP® Bone Fide Wealth Connect with Heather Boneparth: LinkedIn: Heather Boneparth Bone Fide Wealth Joelle Boneparth About Our Guests: Doug and Heather Boneparth are the co-founders of Bone Fide Wealth, a firm specializing in helping millennials and young couples manage their finances. Doug is a Certified Financial Planner and author with a deep commitment to making personal finance approachable. Heather, having taken a step back from her active role in finances during the pandemic, brings valuable insights into balancing household contributions and facilitating effective financial conversations between partners. Together, they bridge personal and professional experience to bring empathy and practicality into financial advising. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory” or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Here’s a question for you: On a scale of 1-10, how confident are you that your screening process will yield conversations with prospects who are a good fit AND ready to take action? If you answered anything less than an 8, you’re in good company. Most advisors spend way too much time meeting with prospects only to find out they aren’t a good fit. Fortunately, Meghaan Lurtz has researched and written about this process. In this episode, she reveals the steps to build a screening process that brings in prospects who are the right fit and ready to take action. (While also changing the trajectory of trust for the entire relationship!) What You’ll Learn: The best questions to ask in a screening process Why 80% of prospects aren’t ready for your advice What’s going on in the prospect’s mind before your meeting How long do prospects wait before actually contacting an advisor A question you should ask all prospects (but almost no one does) *To sign up for Brendan’s newsletter packed with resources to master the human side of advice → Click Here Resources: COUPLR.AI ​​97: A Blueprint For Conducting “Re-Discovery” Meetings With Long-time Clients With Meghaan Lurtz 75: Understanding The Brain To Ignite Motivation Within Clients And Prospects With Ted Klontz 122: Implementing A “Family Eos” Approach To Create More Intentional Goals With Isaac Presley Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Dr. Meghaan Lurtz: LinkedIn: Meghaan Lurtz Shaping Wealth Columbia SPS School of Professional Studies About Our Guest: Dr. Meghaan Lurtz is a leading global expert on the psychology of financial planning and a Partner at Shaping Wealth. A dedicated educator, she is a Professor of Practice at Kansas State University, teaching in the Advanced Financial Planning and Financial Therapy Certificate Programs. She is also a lecturer at Columbia University, where she teaches Financial Psychology. She serves on multiple financial technology boards, bringing together finances and mental health. She is an active researcher, writer, and ongoing contributor to the Kitces platform, writing about the intersection of money, advice, and well-being. Meghaan has finished her Ph.D. in Personal Financial Planning at Kansas State University. Meghaan is a past President of the Financial Therapy Association. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Here’s the outline for most review meetings with long-time clients: How is life? How is the family? Any major changes or updates? Here’s your situation. Everything looks good. See you next year. And, that’s not bad. But there’s a better way. It’s called a “Re-Discovery” meeting. And, not only, does it keep your clients engaged while reinforcing your value. It deepens your relationship with them and enhances their life. Most advisors love the idea. They just need to know how to do it. In this episode, Ben Haas shares his step-by-step process for turning review meetings into “Re-Discovery” meetings. You’ll Learn: How Covid reshaped how he viewed his role as an advisor The thought process for deciding which clients to try this meeting with Mental accounting strategies that empower clients to spend confidently The “Wealth Management Audit” he sends out prior to a review meeting The moment when Ben realized his review meetings needed a makeover *To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: App: One Second Everyday “Flourish” by Martin E.P. Seligman “What Will I Do All Day” by Patrice Jenkins, PH.D. “Atomic Habits” by James Clear “Advice That Sticks” by Moira Somers, PH.D. Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Benjamin Haas: Haas Financial Group LinkedIn: Benjamin Haas, CFP®, CRPC®, ABFP™ About Our Guest: Benjamin Haas is a financial advisor who believes in the power of human connection in financial planning. With a passion for going beyond the numbers, he helps his clients build deeper, more meaningful relationships with their money. Through his approach, Benjamin empowers clients to not only feel financially safeguarded but also live purposefully. His practice focuses on promoting reflection, guiding clients from merely “fine” to fully flourishing in their lives and retirement. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Financial advisors are on the front lines of bad news. Your entire business is filled with clients who have either experienced grief or will experience grief at some point in their lives. When that time comes, you’ll often be one of the first people they talk to. And, unfortunately, we aren’t naturally “grief-literate.” We feel awkward, don’t know what to say, and generally mishandle the conversation. But, when you have a process for handling grieving clients, you can capitalize on the opportunity to forge deeper relationships and grow your business. In this episode, grief literacy expert Kathi Balasek reveals the essential skills financial advisors need to navigate conversations with clients experiencing grief. You’ll Learn: The #1 reason widows leave their advisors What NOT to say during times of grief and loss How to help clients avoid big decisions during times of grief The significance of creating a “lesson plan” for a post-loss meeting What her advisor did well in her first meeting after losing her husband *To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: “It’s Okay That You’re Not Okay” by Megan Devine Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Kathi Balasek: kathibalasek.com LinkedIn: Kathi Balasek About Our Guest: Kathi Balasek is an educator, grief literacy communication coach, university asst. professor, speaker, and widow advocate. She trains professionals on how to improve their grief literacy communication skills to engage, support, and retain clients and employees going through life’s most difficult transitions. Whether it is the surviving spouse, the family member with a serious health diagnosis, or a major life transition, these conversations are pivotal to knowing exactly what to say and do. Everyone experiences grief and loss as it is a universal experience. However, it isn’t a universal language – let’s change this together! Experiencing the emotional, physical, and financial uniqueness of widowhood firsthand, she learned that the relationship between professionals and bereaved clients is pivotal. Combining her 25 years of teaching, coaching, research, and personal experience, she created Grief Smart Professional as a tool to help professionals retain, connect, and support clients experiencing loss, grief, and widowhood. Grief literacy communication is vital to helping all clients before, during, and after a death occurs. She is a widow advocate. She stands up and fights for the rights of widows, their livelihood, and their financial future. Along with her mission-driven business, Grief Smart Professional, she is a university professor and currently, she teaches at California State University, Chico in the Department of Communication and Education. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Are your clients drifting aimlessly or swimming purposefully towards their financial goals? The default for clients is to pick goals on autopilot. Goals that have been determined by society, friends, and their upbringing. In this episode, Isaac Presley shares how he creates the time and space for his clients to create more intentional goals using a “Family EOS” approach. You’ll Learn: The “Time Bucketing” exercise to help clients prioritize goals The “Family EOS” approach and how to introduce it to clients Why sending a pre-meeting video leads to better conversations How the environment you’re in can influence your conversations How he connects his screening and intro process to accelerate trust *To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: 97: A Blueprint for Conducting “Re-Discovery” Meetings with Long-Time Clients with Meghaan Lurtz 98: Creating a Unique Money Vision to Build a Client’s Ideal Life with Jake Northrup Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Isaac Presley: Cordant Wealth LinkedIn: Isaac Presley About Our Guest: Isaac Presley is the CEO of Cordant Wealth Partners. He frequently writes and speaks on investing and industry topics and his work has been seen in Bloomberg, US News, Yahoo Finance, Business Insider, and Wealth Management magazine. He’s been named the top 100 most influential advisors by Investopedia five times. Prior to joining Cordant, he worked in finance for two Fortune 500 companies. He has a Bachelor’s in Finance from Oregon State University, his MBA from Portland State University, and earned the Chartered Financial Analyst designation in 2011. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

When you want to learn something about financial planning and advice, the ultimate source is Michael Kitces. Most people know Michael is a spreadsheet-loving, technical wizard. What most people don’t know is that he also fully believes in the human side. In this episode, Michael explains the skills and processes advisors need to know on the path to mastering the human side of advice. You’ll Learn: What Michael says is the #1 skill for financial advisors The drawbacks to marketing the human side to prospects Why you can’t believe clients when they tell you their goals Why Michael only wears blue shirts (and how many he owns) The method Michael uses to uncover what clients really value Why the 3-year mark changes everything for an advisory business And more! *To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: 49: Leveraging the Superpower of Questions to Create Connection and Clarity With Dr. Meghaan Lurtz (Part I) 50: Leveraging the Superpower of Questions to Create Connection and Clarity With Dr. Meghaan Lurtz (Part II) 112: Using “Influence” Techniques to Persuade Prospects to Become Clients With Evan Beach Financial Advisor Success Podcast Kitces & Carl Podcast Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Michael Kitces: Kitces.com LinkedIn: Michael Kitces About Our Guest: Michael E. Kitces, MSFS, MTAX, CFP®, CLU, ChFC, RHU, REBC, CASL, is the Head of Planning Strategy for Buckingham Wealth Partners, a private wealth management firm located in St Louis, Missouri, that oversees approximately $50 billion of client assets. In addition, he is the co-founder of the XY Planning Network, AdvicePay, fpPathfinder, and New Planner Recruiting, former practitioner editor of the Journal of Financial Planning, and the publisher of the e-newsletter The Kitces Report and the popular financial planning industry blog Nerd’s Eye View through his website www.Kitces.com, dedicated to advancing knowledge in financial planning. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

Michael Finke’s research shows that the trifecta of a happy and fulfilling retirement incorporates: Money Health Social Connection Most financial advisors know the money part. But how can you incorporate the other health and social connection parts into a financial plan to help your clients live a happy and fulfilling retirement? Fortunately, Michael Finke is the foremost authority on this topic and shares with us the three cornerstones of a happy and fulfilling retirement and how to incorporate it into your retirement planning work with clients. You’ll Learn: The only two places your money can go How to increase your clients’ happiness per dollar spent Why your clients should start taking forced semi-retirements One thing most retirees believe will provide satisfaction but doesn’t The amount of wealth where life satisfaction peaks before falling again The one relationship in your life with the highest correlation to life satisfaction Resources: 98: Creating a Unique Money Vision to Build a Client’s Ideal Life With Jake Northrup 53: The Psychology of Decision-Making in Financial Planning With Hal Hershfield “Your Future Self: How to Make Tomorrow Better Today” “The Secret of Our Success” by Joseph Henrich “Die with Zero” by Bill Perkins “Habits of a Happy Brain” by Loretta Graziano Breuning Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Michael Finke: Michael Finke LinkedIn: Michael Finke LinkedIn: Income Path Software About our Guest: Michael Finke, Ph.D., is a Professor of wealth management and Frank M. Engle Distinguished Chair in Economic Security Research at The American College of Financial Services. He is a nationally known researcher in the areas of retirement income planning, retirement spending, life satisfaction, and cognitive aging. He is a frequent speaker at financial planning conferences and was named one of the 25 most influential people in the field of investment advising in 2020 and 2021 by Investment Advisor Magazine. – Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

*This is a continuation of the conversation that started in the previous episode (Episode 118). We highly recommend listening to that episode first! A statement of financial purpose serves as the mission statement for your client’s financial life. It acts as the north star for making financial decisions that are in alignment with the things that are truly important in life. Most advisors love the idea, but they don’t know how to do it. Fortunately, Andy Baxley created an entire course on it. And, in this conversation, he reveals the 3-step process he takes his clients through to craft a statement of financial purpose. You’ll Learn: The power of helping clients turn vague goals into vivid visions Questions to help clients narrow down what’s most important to them Why you need to help clients separate short-term and long-term goals A framework for turning a statement of financial purpose into tangible goals How to use a statement of financial purpose throughout the planning process Resources: 33: Values-Based Financial Advice That Works in Real Life With Natalie Taylor A 3-Step Process For Crafting A Statement of Financial Purpose – Part I “Die With Zero” by Bill Perkins “Your Money Or Your Life” by Vicki Robin, et al. Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier Connect with Andy Baxley: SOFP Off The Balance Sheet The Planning Center LinkedIn: Andy Baxley About Our Guest: Andy Baxley, CFP®, CIMA®, CeFT®, is a Sr. Financial Planner at The Planning Center. Andy’s approach to financial planning goes beyond the numbers; it’s about helping the individuals and families he serves achieve clarity, confidence, and a sense of purpose around their money. Ultimately, Andy doesn’t just want his clients to feel financially secure; he wants them to feel empowered to plan with a sense of optimism and possibility. — Content here is for illustrative purposes and general information only. It is not legal, tax, or individualized financial advice; nor is it a recommendation to buy, sell, or hold any specific security, or engage in any specific trading strategy. Information here may be provided, in part, by third-party sources. These sources are generally deemed to be reliable; however, neither our guest nor RFG Advisory guarantee the accuracy of third-party sources. The views expressed here are those of our guest. They do not necessarily represent those of RFG Advisory, its employees, or its clients. This commentary should not be regarded as a description of advisory services provided by RFG Advisory, or performance returns of any client. The views reflected in the commentary are subject to change at any time without notice. Securities offered by Registered Representatives of Private Client Services. Member FINRA / SIPC. Advisory services offered by Investment Advisory Representatives of RFG Advisory, LLC (“RFG Advisory or “RFG”), a registered investment advisor. Private Client Services and RFG Advisory are unaffiliated entities. Advisory services are only offered to clients or prospective clients where RFG Advisory and its representatives are properly licensed or exempt from licensure. No advisory services may be rendered by RFG Advisory unless a client agreement is in place. RFG Advisory is an SEC-registered investment adviser. SEC registration does not constitute an endorsement of RFG by the Commission, nor does it indicate that RFG or any associated investment advisory representative has attained a particular level of skill or ability.

A Statement of Financial Purpose serves as the mission statement for your client’s financial life. It acts as the north star or lens for making financial decisions to ensure they are aligned with what’s truly most important. Most advisors love the idea, but they don’t know how to do it. Fortunately, Andy Baxley created an entire course on it. And, in this episode, he reveals the 3-step process he takes his clients through to craft a statement of financial purpose. You’ll Learn: A script to introduce values conversations to long-time clients His favorite question to help guide clients through tough decisions The best time in the onboarding process to have values conversations The powerful story of how a statement of financial purpose changed a client’s life How values conversations have led to a more referable experience for Andy’s practice *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

The growth of your business hinges on your ability to build and establish trust with prospective clients. In this episode, Kerry Johnson, “America’s Business Psychologist” reveals psychological insights on how to master the art of trust-based selling. You’ll Learn: Signs that a prospect is interested (or not!) The anatomy of an elevator speech that actually works Why prospects forget 90% of what you say within 3 days Why it’s crucial to “calibrate” at the beginning of every interaction with a client How to conduct a “trust check” to know if you can move the conversation forward The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

Love and money are two emotional subjects on their own. And one HIGHLY emotional subject when combined together. Next time you meet with a couple, think about these numbers: 70% have disagreed about their financial situation 73% say finances are a source of tension in their relationship 47% say this tension has impacted the intimacy with their partner Money is an emotionally-charged topic that you simply can’t avoid in a relationship. In this episode, Dr. Sonya Lutter provides a guide for everything advisors need to know when it comes to working with couples. You’ll Learn: Why most financial arguments boil down to a discrepancy in values Why uncovering money scripts can transform finances in the relationship The surprising connection between joint accounts and relationship satisfaction Why clients who work with a financial advisor are 3x happier than those who don’t Eye-opening research on the influence of financial arguments and relationship satisfaction The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

The intro meeting is the lifeblood of an advisory business. It’s either the single most expensive or the single most profitable activity that you’ll ever engage in. Yet, almost everything you’ve been taught about how to conduct these meetings is backwards. It contradicts everything psychology research tells us that a prospect needs. In this episode, we’ll look at five things you’ve never been taught but HAVE to know to conduct the ultimate intro meeting: Navigating The Trust Zone Inside The Prospect’s Mind The Two-Question Framework The Platinum Rule of Prospecting Prepping The Prospect For Success *The Ultimate Intro Meeting Course –> Go Here The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

The combination of financial psychology and technology has a multiplier effect on client outcomes. Advisors who effectively integrate both into their practice see significantly higher levels of: Satisfaction Loyalty Referrals Trust But, before you get these outcomes, you have to know how to effectively combine the two. Fortunately, Emily Koochel pioneered this research and provides a roadmap for advisors to combine financial psychology with technology on the path to transforming their client outcomes. You’ll Learn: Using technology to create a “feel good” moment How to work with couples that have financial secrets Why 6 of 10 clients say their advice isn’t personalized The technology features that lead to higher client engagement The 5 financial psychology actions that create better client outcomes The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

More important than what questions you ask is how you ask them. In this episode, shares 8 proven ways to ask better questions that lead to better answers, conversations, and relationships. The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.= *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

Three important questions every advisor should answer: Do you think you provide a valuable and life-changing service? Do you think your clients are better off with you than without you, even after they pay? Do you find that even though they’re better off with you, they still need a little nudge to make the decision to work with you? If you answered yes to any of these questions, then here’s the harsh truth you need to hear: Getting prospects to become clients requires more than expertise. It requires persuasion. And if you can learn to persuade more effectively, then your life-changing impact will be greater and more widespread. In the popular book Influence: The Psychology of Persuasion, Robert Cialdini presents research on six psychological principles to persuade prospects to become buyers. Fortunately, Evan Beach took the research from the book and created a version specifically for financial advisors. In this episode, he’ll reveal how financial advisors can use influence techniques to persuade more prospects to become clients. You’ll Learn: The sales mindset every advisor should have How and why to implement a waitlist for prospects The psychological reason not to charge for financial plans The “freemium” model he uses for his prospecting process Why advisors are scared to embrace effective sales techniques The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

There is one skill that will impact your success and your client’s success more than anything else. The ability to listen. More specifically, the ability to listen with empathy and curiosity. In this episode, we’ll look at: The neuroscience and benefits of listening 3 ideas to instantly improve your listening skills An advisor testimonial on the power of listening The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

The greatest barrier for every client isn’t lack of information. It’s their own mindset and behavior. Whether it’s someone who over-spends, someone who under-spends, someone who wants to sell out at the worst possible time, or even the person who never sends in the data you need… The key to changing their behavior starts with understanding their money mindset. Sarah Newcomb, Director of Behavioral Science at Morningstar, joined the show to discuss how to better understand a client’s money mindset. We discuss: The framework she and her team developed to assess a client’s money mindset The important distinction between financial and emotional well-being The #1 predictor of savings behavior and how to help clients with it Using a “What-If Journey” to help clients overcome their fears How role models can play a powerful role in changing behavior and overall well-being The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

Research consistently shows that >90% of clients are satisfied. At first glance, it sounds like a good thing. But, if over 90% of clients are satisfied, then client satisfaction ceases to be a differentiator. It’s now tablestakes. Which then prompts the question: “Should we be aiming for something more than satisfaction?” Julie Littlechild suggests we move the bar from “satisfied” to “engaged.” Satisfied clients are happy but passive. Engaged clients are happy and tell the world about what you do. In this episode, Julie explains everything you need to know to turn satisfied clients into engaged clients. You’ll Learn: The 4 drivers that create engaged clients The curse of the agenda and how to use it effectively The #1 thing clients say they want but aren’t getting from advisors The top mistakes advisors make when gathering feedback and input What clients say about discussing non-financial goals with an advisor The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode –> Go Here. *To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

If you want your clients to actually follow through on the advice you give, you have to shift your approach. You have to shift from “Advisor-Driven” to “Client-Inspired” advice. Client-inspired advice provides the client with control, confidence, and autonomy. When you can provide these three things, it paves the way to behavior change and implementation of advice. Here’s what you’ll learn: The psychology and research of giving advice The three essential elements of client-inspired advice Questions and scripts on how to deliver client-inspired advice To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier

Your success in this profession and the quality of your relationships are directly correlated with your communication skills. Think about the communication you have with clients and prospects. It’s almost always “spontaneous communication.” It’s not planned, prepared or scripted. How you respond in these spontaneous situations will oftentimes dictate the outcome of the entire interaction. Fortunately, Matt Abrahams is the foremost authority on how to be more confident and eloquent in the moment. In this episode, he reveals the secrets to communicating with confidence in any situation. Here’s what you’ll learn: Why small talk is important and the mistakes to avoid Why you (ironically) have to prepare to be spontaneous Two ways to buy yourself time on the spot before responding The “Pace, Space, and Grace” framework to be a better listener The “What-So What-Now What” structure to use in almost any situation To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals Connect with Brendan Frazier: RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier