Podcasts

Many advisors are reluctant to think about retiring; some are deeply resistant. In this podcast, Scott and Ken explore this ambivalence about retiring and discuss how two parts of the brain impact the way advisors think about exiting the business.

Meeting with CPAs, attorneys and other professional centers of influence (COIs) is an efficient method of building a pipeline of prospective clients. Here, Scott and Ken consider how "the offer" creates more impact when meeting a potential referral advocate.

Many advisors are inhibited about their new business acquisition efforts because of a fear of rejection. In this podcast, Scott and Ken share their experiences of helping advisors find the courage to engage more directly with prospects.

With the accumulation of wealth comes an increasing number of decisions that have potentially serious consequences. In this podcast, Scott and Ken show how checklists help clients understand their new, complicated situation and how the right list assists decision-making.

Wealth-management checklists help uniquely successful families understand the complexity of their wealth and allow advisors to keep track of a complicated number of deliverables. Scott and Ken explore how to use wealth-management checklists to engage new or prospective clients.

As advisors transition from asset managers to holistic wealth advisors, their assumptions about client reviews must change to reflect a different business model. Here, Scott and Ken explore how to structure a review meeting that focuses on clients, not their investments.

In a holistic wealth-management business model, the quality of the advisor-client relationship increases. Additionally, the relationship's focus shifts away from asset management toward wealth-management challenges. Here, Scott and Ken explain how to design client experiences that build stronger relationships.

Research has revealed that the human brain struggles to cope with complexity. Here, Ken and Scott discuss the latest information on narrow framing, how to help clients manage complexity and the challenges that advisors face when managing their own complicated businesses.

It's surprisingly difficult for newly wealthy clients to trust their existing advisor. Here, Scott and Ken explore the psychological challenges that people face when they achieve a higher level of wealth. They discuss why it is hard to surrender complete control of your financial destiny.

Wealthy families often face significant decisions about the ultimate dispensation of their wealth. Here, Scott and Ken show how an advanced financial planning tool can create a gifting capacity analysis to help families answer the question "How much can I afford to give?"

Many advisors build teams to help scale their practice. Although some people feel that team meetings are a waste of time, in reality they are critical. In this podcast, Scott and Ken discuss the value of team meetings and how to use the three-meeting model.

There are few industries more data-driven than financial services, except when it comes to managing teams. Here, Scott and Ken explore the role of goals in managing high-performance teams and the importance of adding different types of goals to a team-management process.