May 3, 2022
Brendan Frazier is the founder of Wired Planning, a platform dedicated to equipping financial advisors and planners with practical tips and insights to apply behavioral finance and master the human side of advice. Brendan has been on the prestigious Investopedia’s Top 100 Financial Advisors and is a sought after keynote speaker. After graduating with a Bachelor’s degree in Business Administration and Marketing from Belmont University, Brendan worked at Jackson National as a business development consultant. He then served as a regional sales consultant for Raymond James before launching Wired Planning. Brendan hosts The Human Side of Money, a podcast where he speaks with financial experts and thought leaders to explore the relationship between human behavior and money.
Brendan joins us today to discuss the human side of financial advice. He offers ideas for building relationships with clients and reveals how financial advisors can ignite behavioral changes in clients to align them with their financial goals. He defines “reverse rapport,” explains how to avoid it, and highlights the importance of building trust rather than focusing on hard-selling. Brendan also underscores the importance of uncovering a client’s values and financial “why.”
“The human side of advice is everything that you didn’t get in training, but you absolutely need to know it to best serve your clients and your business.” - Brendan Frazier
This week on The Model FA Podcast:
- Brendan’s background and how he started Wired Planning
- The human side of advice and the psychology of money
- Best practices for improving discovery and prospecting process
- The dangers of creating “reverse rapport” and the secret to establishing trust and likeability
- The power of asking great questions
- Weaving the human side of advice into a presentation meeting with clients and prospects
- Creating emotions around numbers and anchoring to a client’s “why”
- How emotionally-connected clients can help you grow your business
Resources Mentioned:
- Book: Advice That Sticks: How to Give Financial Advice that People Will Follow by Moira Somers
- Book: Conversations: How to Manage Your Business Relationships One Conversation at a Time by Ivan Farber
- Book: How to Talk So Kids Will Listen and Listen So Kids Will Talk by Adele Faber
- Book: The Psychology of Money: Timeless Lessons on Wealth, Greed, and Happiness by Morgan Housel
Our Favorite Quotes:
- “Most advisors have a well-defined, logical service model. Adding a human component ensures that there’s a focus on client experience and emotions to drive them to action.” - David DeCelle
- “Ask clients great questions not about their favorite football team, but about them and their financial journey.” - David DeCelle
- “Nothing fuels behavior and increases motivation more than giving somebody the ‘why’ behind what they’re doing.” - Brendan Frazier
Connect with Brendan Frazier:
- Wired Planning
- Podcast: The Human Side of Money
- Brendan Frazier on LinkedIn
- Brendan Frazier on Twitter
- Email: brendanfrazier@wiredplanning.com
About the Model FA Podcast
The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.
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Our Team:
President of Model FA, David DeCelle
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