Asking questions is a proven, tested technique to increase likability, build trust and uncover personal, sensitive but valuable information.
There are four pillars for delivering and conducting the ultimate discovery meeting.
How can we design and deliver our advice in a way that clients implement it? Enter the commitment device.
After publishing the 50th episode of my podcast, I’ve boiled down countless hours of information into the 10 ideas and insights every advisor needs to know:
There's a superpower skill for building trust and uncovering valuable information. Unfortunately, it's counterintuitive and unnatural for most people: Asking great questions.
Until clients start asking for someone to change their behavior, stay focused on what they want and slip in what you know they need.
The future of financial advice is evolving. The real value of an advisor not only requires the ability to build a plan and portfolio, but to guide clients through the process, unearth their values and emotions, and change their behavior for the better. A realm of the relationship is called the human side of money. Here today to talk about that human side and how advisors can leverage the science of behavioral finance is Brendan Frazier.