Ep 85: The Science Behind Growing Wallet Share — With Barnaby Riedel, PhD
What are your clients not telling you? What could you do differently to earn greater trust?
In this episode, Laura Gregg talks with Barnaby Riedel, one of the architects of FlexShares’ behavioral study on growing wallet share. The findings provide a sensible groundwork to build more productive and mutually rewarding client relationships.
Barnaby discusses:
- His firm, RDCL, and its work in the financial industry
- Why most research on growing wallet share falls short
- The five client personas advisors need to understand
- How you can tailor your approach to build trust (and wallet share) with each client type
- And more
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Ep 84: Why Settle for “Satisfied” Clients? — Brendan Frazier on the Value of Emotional Connection
Provide good numbers and exceptional service and you’ll have a satisfied client. Create a personal connection, and you may be surprised at the results.In this episode, Laura Gregg and David Partain speak with financial advisor Brendan Frazier, founder of Wired Planning and host of The Human Side of Money podcast. Brendan offers three simple steps to help you exceed mere ‘satisfaction' in your client relationships.
Ep 83: Getting to Yes! Why You Need to Acknowledge Behavioral Finance — With Michael Pompian
Most advisors recognize that, when it comes to making investment decisions, a client’s emotions can derail a plan.Equipping yourself with knowledge on behavioral finance and financial personas could be the key to a more successful approach to ensuring your clients stick to their plan. In this episode, Laura Gregg and David Partain talk with Michael Pompian, CFA, CAIA, CFP, an author and authority on behavioral finance, about his research on the topic and his practical experience understanding how client emotions can impact your practice, your clients’ experience and their investment outcomes.
Ep 79: The Rules Have Changed! How to Get More From Clients - With Bev Flaxington
This conversation takes a closer look at the behavioral research behind our five client personas. Renowned behavioral expert and consultant Beverly Flaxington will share insights to help advisors understand clients’ behavior, build trust and increase wallet share. What makes “The Ask” for more money to manage so awkward and even counterproductive? Listen as Laura Gregg and David Partain talk with Beverly Flaxington, Human Behavior Coach, a three-time bestselling author, and Founder of The Collaborative. They discuss how advisors can better understand their clients’ motivations to build trust, improve the client experience and grow wallet share.