"Behavioral Coaching" continues to emerge as the primary source of value in a relationship between an advisor and client.
Yet, most advisors have never learned the skill set required to actually influence and change a client's behavior for the better.
It starts by first understanding the forces that influence client behavior both positively and negatively. To learn what works and what doesn't.
(Quick note: Telling someone what to do DOESN'T work!)
Fortunately, Dr. Michael G. Thomas has done extensive research on two forces that often go overlooked:
1) Financial Empathy
2) Data Visualization
He'll explain just how much power these two forces carry and how he uses them to influence client behavior for the better.
In this episode, we discuss:
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.
*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.
*Follow Brendan for insights on mastering the human side of advice:
115: The 5 Pillars of The Ultimate Intro Meeting
114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel
113: 8 Secrets To Asking Great Questions That Get Great Answers
112: Using "Influence" Techniques To Persuade Prospects To Become Clients with Evan Beach
111: The Most Important Skill In Financial Advice
[GREATEST HITS] Episode 18: Understanding A Client's Money Mindset In Order To Maximize Their Well-Being with Sarah Newcomb
110: Leveraging Client Feedback To Create Meaningful Conversations And Engaged Clients with Julie Littlechild
109: How To Deliver Advice That Clients Actually Follow
108: The Secrets To Communicate With Confidence In Any Situation with Matt Abrahams
107: The Communication Superpower For Creating Authority And Urgency with Sten Morgan
106: The Trust Mandate: How To Build High-Trust Relationships With Clients And Prospects with Herman Brodie
105: The Importance of Giving Advice That Sticks with Dr. Moira Somers (Repost)
104: The Best Ideas & Insights From 2023
103: Making The Shift To Human-First Financial Guidance with Ross Marino
102: Delivering Advice That's Easy To Implement By Making It Reasonable Not Rational
101: Building A Human-First Approach Into The Fabric Of An Entire Firm with Shaun Erickson
100: A Collection of Advisor Stories Telling The Power of The Human Side
99: Understanding How Your Client's Past And Future Impacts Financial Decisions Today
98: Creating A Unique Money Vision To Build A Client's Ideal Life with Jake Northrup
97: A Blueprint For Conducting "Re-Discovery" Meetings With Long-Time Clients with Meghaan Lurtz
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