The Human Side of Money

Brendan Frazier

Are you ready to delve into the emotional side of money, enhance your practice, and forge deeper connections with your clients? The Human Side of Money Podcast offers actionable ideas and strategies to empower financial advisors with the skills needed to excel in understanding the behavioral aspects of finance. Join Chief Behavioral Officer Brendan Frazier as he shares invaluable insights, tips and strategies. Subscribe now to elevate your practice and client interactions! read less

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121: A Playbook To Master The Human Side of Advice with Michael Kitces

121: A Playbook To Master The Human Side of Advice with Michael Kitces

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 … Read More Read More

Episodes

121: A Playbook To Master The Human Side of Advice with Michael Kitces

121: A Playbook To Master The Human Side of Advice with Michael Kitces

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 … Read More Read More

120: The Three Cornerstones of a Happy And Fulfilling Retirement

120: The Three Cornerstones of a Happy And Fulfilling Retirement

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 … Read More Read More

119: A 3-Step Process for Crafting a Statement of Financial Purpose – Part II

119: A 3-Step Process for Crafting a Statement of Financial Purpose – Part II

*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 … Read More Read More

118: A 3-Step Process For Crafting A Statement of Financial Purpose – Part I

118: A 3-Step Process For Crafting A Statement of Financial Purpose – Part I

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 … Read More Read More

117: Mastering The Art of Trust-Based Selling with Kerry Johnson

117: Mastering The Art of Trust-Based Selling with Kerry Johnson

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 … Read More Read More

116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter

116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter

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 … Read More Read More

115: The 5 Pillars of The Ultimate Intro Meeting

115: The 5 Pillars of The Ultimate Intro Meeting

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, … Read More Read More

114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel

114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel

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 … Read More Read More

113: 8 Secrets To Asking Great Questions That Get Great Answers

113: 8 Secrets To Asking Great Questions That Get Great Answers

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 … Read More Read More

112: Using “Influence” Techniques To Persuade Prospects To Become Clients with Evan Beach

112: Using “Influence” Techniques To Persuade Prospects To Become Clients with Evan Beach

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 … Read More Read More

111: The Most Important Skill In Financial Advice

111: The Most Important Skill In Financial Advice

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 … Read More Read More

[GREATEST HITS] Episode 18: Understanding A Client’s Money Mindset In Order To Maximize Their Well-Being with Sarah Newcomb

[GREATEST HITS] Episode 18: Understanding A Client’s Money Mindset In Order To Maximize Their Well-Being with Sarah Newcomb

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 … Read More Read More

110: Leveraging Client Feedback To Create Meaningful Conversations And Engaged Clients with Julie Littlechild

110: Leveraging Client Feedback To Create Meaningful Conversations And Engaged Clients with Julie Littlechild

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 … Read More Read More

109: How To Deliver Advice That Clients Actually Follow

109: How To Deliver Advice That Clients Actually Follow

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: 1) Control 2) Confidence 3) Autonomy And, when you can provide these three things, it paves the way to behavior change … Read More Read More

108: The Secrets To Communicate With Confidence In Any Situation with Matt Abrahams

108: The Secrets To Communicate With Confidence In Any Situation with Matt Abrahams

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. For example, you’re meeting with a prospective client and they say, “These fees seem high.” That comment wasn’t … Read More Read More

107: The Communication Superpower For Creating Authority And Urgency with Sten Morgan

107: The Communication Superpower For Creating Authority And Urgency with Sten Morgan

Most financial advisors’ meetings are underwhelming. They typically include a mix of small talk, dialogue, fact-finding and a less-than-riveting display of numbers and charts. It’s the main reason why prospects leave your office and don’t respond for months (if ever), despite the fact that they need help. And you knew you could help them. It’s … Read More Read More

106: The Trust Mandate: How To Build High-Trust Relationships With Clients And Prospects with Herman Brodie

106: The Trust Mandate: How To Build High-Trust Relationships With Clients And Prospects with Herman Brodie

Trust is the foundation of success in financial advice. You need trust to get prospects to become clients. And you need trust to get clients to follow-through and do the things you ask them to do. Without trust, you have no business. But, if you know how to consistently build trust with both prospects and … Read More Read More

105: The Importance of Giving Advice That Sticks with Dr. Moira Somers (Repost)

105: The Importance of Giving Advice That Sticks with Dr. Moira Somers (Repost)

The perfect plan is rendered useless in the absence of execution. Or, as Dr. Moira Somers says: “What’s the point of technically proficient advice if the client won’t act on it?” You would think that providing someone a step-by-step plan to accomplish their goals would be all that’s needed to spur someone into action. But, … Read More Read More

104: The Best Ideas & Insights From 2023

104: The Best Ideas & Insights From 2023

The Human Side of Money in 2023: Released 35 episodes Crossed over 100k downloads (and almost 200k!) Delivered 2,517 minutes of content on the human side of advice Inside those 35 episodes and 2,517 minutes lie countless ideas, insights, and nuggets that will do two things: Enhance and enrich your clients’ lives Forever change the … Read More Read More

103: Making The Shift To Human-First Financial Guidance with Ross Marino

103: Making The Shift To Human-First Financial Guidance with Ross Marino

There’s a critical mistake made by almost every advisor around the world every single day. We focus more on the plan than the person. More on what we do than what they need. Our natural approach is plan-centric. Meanwhile, the industry is shifting towards human-first financial guidance. Fortunately, Ross Marino embraced this shift long ago … Read More Read More