62: The Psychology of Communicating and Delivering Advice with Dr. Derek Tharp

Your client's decisions are almost always subconsciously driven by invisible influences. Should I wear a suit? Should CNBC be on in the lobby? Does the way I'm presenting the info influence the client's decision? Should I offer free financial planning in the beginning or charge for it? Whether these things should influence a client's decision-making or not, they do. Fortunately, Derek Tharp has conducted the research for these questions and joined the show to share the psychological insights advisors need to know to improve the communication and delivery of advice. We discuss: What are prospective clients subconsciously assessing to determine trust and credibility How your clothes signal different things to different people The "Guardrails" approach that improves confidence and behavior around retirement spending The "Mapquest" vs "GPS" approach in financial planning Why initial planning fees impact the perceived value of ongoing planning To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here Resources: 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 Connect with Brendan Frazier:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier