The Human Side of Money - podcast cover

The Human Side of Money

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!

Episodes

140: The Human Side of Retirement with Dan Haylett (Part 2)

What if retirement planning wasn’t just about saving but about learning how to spend? In Part 2 of The Human Side of Retirement, Brendan Frazier continues his conversation with Dan Haylett to explore the emotional and psychological aspects of decumulation. They dig into the behavioral side of this transition, why a "save, save, save" mindset can hold clients back, and how to reframe retirement as a time to pursue fulfillment. And they offer practical strategies advisors can use to guide clients ...

Jun 04, 202557 min

139: The Human Side of Retirement with Dan Haylett (Part 1)

Retirement is a complex, human problem, not just a math equation. Guest Dan Haylett discusses how work provides more than money, offering crucial connections and structure that need replacing in retirement. He introduces his Retirement Planning Workbook, a tool using exercises beyond finance to help clients explore purpose, identity, and relationships, ensuring they can spend their money meaningfully and thrive in their post-work life.

May 21, 20251 hr

138: How To Communicate The Intangible Value of Financial Planning with Michael Lecours

Financial planning is a service-based business. You're selling the invisible. It can't be seen, touched or experienced before buying. Prospects are forced to search for other ways to evaluate the value of working with you (most of which are NOT great options to inform such an important decision!). Fortunately, Michael Lecours, a financial advisor and co-founder of fpPathfinder, joined the show to explain the challenges of communicating the value of an intangible service and share specific ideas ...

May 07, 20251 hr 40 min

137: A 4-Step Framework To Guide Anxious Clients Through Uncertain Markets

The conversations you have with clients during uncertain markets are the most important you’ll ever have. Helping them safely and confidently navigate times like these is likely the single most important thing you’ll ever do… If you know how to do it! In this episode, Brendan walks through a 4-step framework to equip you with everything you need to confidently guide your clients through uncertain markets You’ll Learn: The critical mindset shift you must make before these conversations What goes ...

Apr 29, 202550 min

136: A Process For Rewiring Financial Behavior and Identity with Danielle Howard

Most advisors know they need to integrate the human element into their practice. But, it’s hard to decide WHAT to do and HOW to do it. Fortunately, Danielle Howard has successfully studied, tested and integrated the human element into her practice for over 30 years. And, through those years of learning and testing, she built the “Journey of Financial Health” process. In this conversation, Danielle reveals the steps of this process and how it helps her uncover client’s mindsets, beliefs, and iden...

Apr 23, 20251 hr 43 min

135: Breaking Money Silence with Kathleen Burns Kingsbury

Talking about money remains one of the most challenging topics for many, often shrouded in silence and taboo. Why do we hesitate to engage in money conversations, and how can financial advisors help break this cycle? Join Brendan Frazier as he chats with Kathleen Burns Kingsbury, the mastermind behind KBK Wealth Connection and author of "Breaking Money Silence." Together, they delve into why we’re so reluctant to talk about money and offer actionable steps to conquer these barriers. You’ll Learn...

Mar 26, 20251 hr 22 min

134: Turn Clients Into Raving Fans By Creating Memorable Experiences with Dennis Moseley-Williams

Financial advice is no longer just about offering services—it’s about creating real, meaningful experiences for clients. Because an experience unlike any other is the difference between a one-time sale and a lifelong client. You want to create experiences so exceptional that your clients aren’t even interested in hearing about an alternative. And, they can’t wait to tell their friends and family about it. Fortunately, Dennis Moseley-Williams is a client experience guru and explains how to elevat...

Mar 13, 20251 hr 49 min

133: Creating A Visual Discovery Meeting Experience with David Armstrong

If you want to grow your advisory business by bringing on new clients, you have to get three things right: Your marketing, messaging and meetings. Marketing: You have to attract the right prospects and repel the wrong ones. Messaging: You have to connect with the prospect. Meetings: You have to create an experience that infuses trust and clarity. Most advisors execute one or two of these at a high level. But those excelling at all three are growing the fastest. David Armstrong, President and Co-...

Feb 26, 20251 hr 42 min

132: The Search For Purpose and Meaning In Retirement with Tom Pendergast

We all have an idea of what retirement will be like. But what happens when reality doesn’t match your expectations? For many, the transition from a structured career to unstructured free time isn’t as easy as it seems. That’s exactly what happened to Tom Pendergast. Tom is a retired professional who found himself facing an unexpected challenge: boredom In this episode, Tom reveals his personal journey through the human side of retirement—the identity shifts, the search for purpose, and the unexp...

Feb 12, 20251 hr 36 min

131: The Soul of Wealth: Connecting Money and Meaning with Dr. Daniel Crosby

We all know that true wealth goes far beyond money. Yet, we all act as though money is the ultimate end game. Like when your client says, “Once I get to $_____, then I’ll be ready.” But money is simply a tool to fund the life you want to live. And once you know how to use it, it’s a powerful tool for enhancing your happiness, meaning and fulfillment. But what are the ways that money can buy happiness? How can you use money to feel more fulfilled? Fortunately, Dr. Daniel Crosby is a leading exper...

Jan 29, 20251 hr 20 min

130: Behavioral Finance Ideas Proven To Enhance Client Outcomes with Dan Egan

As Betterment’s Director of Behavioral Science, Dan Egan knows that understanding human behavior is key to your client’s financial success. But knowing that’s true and knowing what to do about it are two different things. There are a lot of opinions thrown around in the behavioral finance space on what works and what doesn’t. And you probably don’t want to “test” some of these ideas on clients you hope to work with for 10-30 years. For years, Dan has been testing behavioral finance interventions...

Jan 15, 20251 hr 24 min

129: The Best Ideas and Insights from 2024

The Human Side of Money in 2024: Released 24 episodes Delivered 1,933 minutes of content on the human side of advice Inside those 24 episodes and 1,933 minutes lie countless ideas, insights, and nuggets that will do two things: Enhance and enrich your clients’ lives and forever change the trajectory of your business and career. But, there were certain ideas inside each episode and conversation that delivered more impact than others. Certain insights and nuggets that move the needle a little bit ...

Dec 31, 20241 hr 16 min

128: The 3 R’s of Relationship Marketing with Bill Cates

"If you’re not relevant, you’re ignored. If you’re not compelling, you’re forgotten.” Bill Cates, the "OG" of relationship marketing, knows that genuine connections are the heart of a thriving and growing practice. But with technology constantly reshaping how we connect, how do you still leverage a human connection? For decades, Bill has mastered the art of building trust, creating relevance, and fostering relationships that lead to referrals. And, in this episode, he shares the 3 R’s of relatio...

Dec 11, 20241 hr 25 min

127: Preparing Your Clients and Practice for Behavioral Finance 3.0 with Meir Statman

Meir Statman, a trailblazer in behavioral finance, says: “Financial well-being underlies life well-being.” Advisors know their clients want to feel happy and fulfilled and make decisions aligned with their values. But weaving that into financial advice? That’s the challenge. And, that’s the next frontier for behavioral finance. Meir has witnessed every generation of behavioral finance up to this point. And, in this episode, he shares how advisors can prepare their clients and their practice for ...

Nov 27, 20241 hr 38 min

126: Love & Money: The Keys To Financial Success As A Couple with Doug and Heather Boneparth

Does money talk strengthen your relationship—or strain it? Doug and Heather Boneparth, a dynamic husband-wife team and experienced financial advisors, share the inside scoop on what makes relationships tick—financially and emotionally. Drawing from personal experience, they reveal practical ways for couples to redefine financial responsibilities, appreciate non-monetary contributions, and set shared goals for the future. For advisors, Doug and Heather break down how to create balanced, inclusive...

Nov 13, 20241 hr 31 min

125: Building A Screening Process To Identify Perfect-Fit Prospects Ready To Act with Dr. Meghaan Lurtz

Here’s a question for you: On a scale of 1-10, how confident are you that your screening process will yield conversations with prospects who are a good fit AND ready to take action? If you answered anything less than an 8, you’re in good company. Most advisors spend way too much time meeting with prospects only to find out they aren’t a good fit. Fortunately, Meghaan Lurtz has researched and written about this process. In this episode, she reveals the steps to build a screening process that brin...

Nov 01, 20241 hr 17 min

124: A Step-By-Step Process For Conducting “Re-Discovery” Meetings With Long-Time Clients with Ben Haas

Here’s the outline for most review meetings with long-time clients: How is life? How is the family? Any major changes or updates? Here’s your situation. Everything looks good. See you next year. And, that’s not bad. But there’s a better way. It’s called a “Re-Discovery” meeting. And, not only, does it keep your clients engaged while reinforcing your value. It deepens your relationship with them and enhances their life. Most advisors love the idea. They just need to know how to do it. In this epi...

Oct 16, 20241 hr 36 min

123: The Language of Loss: How to Communicate With Grieving Clients with Kathi Balasek

Financial advisors are on the front lines of bad news. Your entire business is filled with clients who have either experienced grief or will experience grief at some point in their lives. When that time comes, you’ll often be one of the first people they talk to. And, unfortunately, we aren’t naturally “grief-literate.” We feel awkward, don’t know what to say, and generally mishandle the conversation. But, when you have a process for handling grieving clients, you can capitalize on the opportuni...

Oct 04, 20241 hr 40 min

122: Implementing A “Family EOS” Approach To Create More Intentional Goals with Isaac Presley

Are your clients drifting aimlessly or swimming purposefully towards their financial goals? The default for clients is to pick goals on autopilot. Goals that have been determined by society, friends, and their upbringing. In this episode, Isaac Presley shares how he creates the time and space for his clients to create more intentional goals using a “Family EOS” approach. You’ll Learn: The “Time Bucketing” exercise to help clients prioritize goals The “Family EOS” approach and how to introduce it...

Sep 18, 20241 hr 34 min

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 the path to mastering the human side of advice. You’ll Learn: What Michael says is the #1 skill for financial advisors The drawbacks to marketing the human side ...

Sep 04, 20241 hr 55 min

120: The Three Cornerstones of a Happy And Fulfilling Retirement with Michael Finke

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 the foremost authority on this topic and shares with us the three cornerstones of a happy and fulfilling retirement and how to incorporate...

Aug 23, 20241 hr 38 min

119: A 3-Step Process for Crafting a Statement of Financial Purpose with Andy Baxley – 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 that are truly important in life. Most advisors love the idea, but they don’t know how to do it. Fortunately, Andy Baxley created an entire course on it. And...

Aug 08, 20241 hr 23 min

118: A 3-Step Process For Crafting A Statement of Financial Purpose with Andy Baxley – 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 entire course on it. And, in this episode, he reveals the 3-step process he takes his clients through to craft a statement of financial purpose. You'll Learn: A script to intro...

Jul 11, 20241 hr 19 min

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 works Why prospects forget 90% of what you say within 3 days Why it's crucial to "calibrate" at the beginning of every interaction with a cl...

Jun 20, 20241 hr 18 min

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 with their partner Money is an emotionally-charged topic that you simply can't avoid in a relationship. In this episode, Dr. Sonya Lutter provides a guide for everyt...

Jun 05, 20241 hr 14 min

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, we'll look at five things you've never been taught but HAVE to know to conduct the ultimate intro meeting: Navigating The Trust Zone Inside The Pros...

May 15, 202435 min

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 a roadmap for advisors to combine financial psychology with technology on the path to transforming their client out...

May 02, 20241 hr 29 min

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 goals.= *To receive the monthly "Wisdom Round-Up" newsletter full of practical ways to apply the human side of advice --> Go Here. *Follow Brendan for insight...

Apr 18, 202439 min

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 to work with you? If you answered yes to any of these questions, then here's the harsh truth you need to hear: Getting prospects to become clients requires more than expertise. It req...

Apr 03, 20241 hr 6 min

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 the power of listening The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach...

Mar 28, 202435 min
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