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 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:
37: The Irrational And Invisible Influences That Drive Human Behavior with Rory Sutherland
36: Integrating A Life Planning Approach In Your Practice with Scott Frank
35: The Tools To Assess, Predict, and Change Client Behavior with Sarah Fallaw
34: Evidence-Based Methods To Seamlessly Convert Prospects Into Clients with Dan Solin
33: Values-Based Financial Advice That Works in Real Life with Natalie Taylor
32: A 5-Step Planning Process For Syncing Emotional and Financial Well-Being with Amy Mullen (Part II)
31: A 5-Step Planning Process For Syncing Emotional and Financial Well-Being with Amy Mullen (Part I)
30: Exploring the Mindsets and Motivations Driving Money Decisions with Rachel Cruze
29: The Behavioral Coaching Dilemma: Giving Clients What They Want Instead of What They Need
28: The Human Side of Digital Marketing with Samantha Russell
27: Enhancing Client Connection and Outcomes In Virtual Financial Planning Meetings with Dr. Sarah Asebedo
26: Financial Therapy Skills 101 For Financial Advisors with Nathan Astle
25: Uncovering Your Client's Most Meaningful Goals with Samantha Lamas
24: Improving Client Decisions and Behavior Using Brain Science with Graeme Newell
23: The Best Question To Ask Prospects In A First Meeting
22: Jay Mooreland | Applying Behavioral Finance Principles To Coach Clients and Differentiate Your Business
21: Travis Parry | A Research-Based Method To Actually Achieve Work/Life Balance
20: George Kinder | The Future of Financial Planning is Life Planning
19: Brian Portnoy | Mapping Money To Meaning On The Path To Funded Contentment
18: Sarah Newcomb | Understanding a Client's Money Mindset In Order to Maximize Their Well-Being
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