In part two of their conversation, financial advisors Alex Murguia and Dan Haylett explore the challenges of financial advising, focusing on client objections, the importance of listening, and integrating emotional well-being into financial planning. They discuss strategies for engaging clients, the role of structure in retirement, and the risks that come with a lack of it. Dan also shares insights from his book, The Retirement You Didn't See Coming, highlighting the need for a holistic approach that addresses both the financial and...
In part two of their conversation, financial advisors Alex Murguia and Dan Haylett explore the challenges of financial advising, focusing on client objections, the importance of listening, and integrating emotional well-being into financial planning. They discuss strategies for engaging clients, the role of structure in retirement, and the risks that come with a lack of it. Dan also shares insights from his book, The Retirement You Didn't See Coming, highlighting the need for a holistic approach that addresses both the financial and non-financial sides of retirement.
Takeaways
- Advisors should be prepared to handle client objections with curiosity and understanding.
- Listening is a crucial skill that can enhance client relationships.
- Using worksheets can facilitate deeper conversations with clients.
- Structure in daily life is essential for mental wellbeing, especially in retirement.
- Lack of structure can lead to unhealthy habits, including substance abuse.
- Money is a significant emotional factor in people's lives and should be addressed in planning.
- Advisors have a unique opportunity to facilitate discussions about money and emotions.
- Dan's book is designed to be a resource that can be referenced at any time during retirement.
- The most dangerous day in retirement often comes when novelty wears off.
- Financial advice should integrate both the mathematical and human aspects of money.
Chapters
00:00 The Importance of Open Conversations
00:58 Handling Client Objections
04:36 Creating Structure in Retirement
09:40 The Risks of Lack of Structure
14:05 The Interconnection of Money and Emotions
15:40 The Structure of 'The Retirement You Didn't See Coming'
Links
Are you an Advisor? Ready to take your prospect and client conversations to the next level? Join Wade Pfau and Alex Murguia for a free webinar, “How to Close Prospects & Increase Wallet Share.” You’ll see how the RISA framework streamlines meetings, builds trust faster, and creates a scalable process for long-term growth
Two live sessions available: October 8 or 9, from 1:00–2:30 PM ET
Visit risaprofile.com/podcast to register now.
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