The Human Side of Money

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

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

May 7, 2025 • 99 mins
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 com...
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137: A 4-Step Framework To Guide Anxious Clients Through Uncertain Markets

April 29, 2025 • 49 mins
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 cr...
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136: A Process For Rewiring Financial Behavior and Identity with Danielle Howard

April 23, 2025 • 103 mins
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 proc...
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135: Breaking Money Silence with Kathleen Burns Kingsbury

March 26, 2025 • 81 mins
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 mo...
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134: Turn Clients Into Raving Fans By Creating Memorable Experiences with Dennis Moseley-Williams

March 13, 2025 • 108 mins
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 ...
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133: Creating A Visual Discovery Meeting Experience with David Armstrong

February 26, 2025 • 102 mins
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 a...
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132: The Search For Purpose and Meaning In Retirement with Tom Pendergast

February 12, 2025 • 96 mins
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...
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131: The Soul of Wealth: Connecting Money and Meaning with Dr. Daniel Crosby

January 29, 2025 • 79 mins
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...
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130: Behavioral Finance Ideas Proven To Enhance Client Outcomes with Dan Egan

January 15, 2025 • 83 mins
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 yea...
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129: The Best Ideas and Insights from 2024

December 31, 2024 • 75 mins
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 tha...
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128: The 3 R’s of Relationship Marketing with Bill Cates

December 11, 2024 • 84 mins
"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 lea...
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127: Preparing Your Clients and Practice for Behavioral Finance 3.0 with Meir Statman

November 27, 2024 • 97 mins
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, h...
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126: Love & Money: The Keys To Financial Success As A Couple with Doug and Heather Boneparth

November 13, 2024 • 90 mins
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 advi...
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125: Building A Screening Process To Identify Perfect-Fit Prospects Ready To Act with Dr. Meghaan Lurtz

November 1, 2024 • 77 mins
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 ...
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124: A Step-By-Step Process For Conducting “Re-Discovery” Meetings With Long-Time Clients with Ben Haas

October 16, 2024 • 95 mins
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. ...
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123: The Language of Loss: How to Communicate With Grieving Clients with Kathi Balasek

October 4, 2024 • 100 mins
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 proce...
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122: Implementing A “Family EOS” Approach To Create More Intentional Goals with Isaac Presley

September 18, 2024 • 93 mins
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 cl...
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121: A Playbook To Master The Human Side of Advice with Michael Kitces

September 4, 2024 • 114 mins
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 #...
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120: The Three Cornerstones of a Happy And Fulfilling Retirement with Michael Finke

August 23, 2024 • 98 mins
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 thr...
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119: A 3-Step Process for Crafting a Statement of Financial Purpose with Andy Baxley – Part II

August 8, 2024 • 83 mins
*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...
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