Chapter 6

Steve Manuel, a seasoned financial professional, industry leader, and author of The Game Changing Advisor, has built a reputation on trust, strategy, and a client-first approach. From his early days as a stockbroker in San Francisco to coaching top-tier financial planners at SAFECO and USAA, Steve brings valuable insights into what makes a game-changing financial advisor.
Chapter 6: How Clients Think

• Trust is described as the "glue of life" and a key foundation in financial advising. Can you share a real-world example of how building trust with a client led to a long-term, successful relationship?
• The idea that we "think with our hearts" challenges the traditional view of financial decision-making. How does understanding a client's emotions and behavioral biases change the way financial advisors approach planning?
• How can financial advisors apply the “Moneyball” approach—focusing on small, undervalued strengths—to help clients achieve their long-term financial goals?

                                         In this episode, Steve discusses:

• Build trust through consistent actions, active listening, and regular check-ins to deepen client relationships beyond business
• Tailor communication and planning by understanding clients' emotional and behavioral biases
• Foster moments of connection that create lasting impact and strengthen long-term partnerships
• Use data-driven strategies to uncover undervalued opportunities and challenge traditional advisory approaches
• Model effective behavior and stay committed to client goals to inspire confidence and long-term loyalty

Connect with Steve Manuel:Website: https://thegamechangingadvisor.com/Steve’s Book: https://www.amazon.com/dp/1964046483

Show notes by Podcastologist: Angelo Paul Tagama
Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.