The Human Side of Money

At 38, Rick Foerster became financially independent after helping build a healthcare startup that went public. By every external measure, he had “enough.” But internally, he felt restless, disoriented, and unsure of what came next.

In this candid conversation, Rick and Brendan Frazier explore what happens on the other side of enough, when financial freedom collides with the deeper human questions of identity, belonging, and purpose.

Rick shares how he went from chasing the next big venture to intentionally disrupting the rhythms of his life, creating the space to explore meaning, creativity, and fulfillment. He opens up a...

What happens when you chase growth, double revenue year after year, and finally realize the business you’ve built is slowly consuming your life?

Brad Johnson, Co-Founder of Triad Partners and former host of The Elite Advisor Blueprint, shares the raw story of leaving behind a secure, high-paying role to pursue a new vision of what success in financial advice can look like. From sleepless nights as a new entrepreneur to creating a culture that prioritizes family and freedom, Brad opens up about the lessons, struggles, and breakthroughs that shaped Triad’s mission: help Advisors build a busin...

Winning more clients and creating a more client-centric planning experience requires a shift.

A shift away from the numbers. A shift towards the human.

In this episode, Tim Maurer, Chief Advisory Officer at Signature FD shares his insights on building a human-first approach to transform both your prospecting and your planning.

Instead of relying on advisor-driven presentations, Tim focuses on connecting with what truly drives people – values, stories, and emotions – so that clients feel ownership of their plan. And they trust that you’re the person to guide them along the way.

You’...

Most Advisors rely on technical expertise (IQ).

But when you work with human beings, IQ alone often isn’t enough.

You have to combine IQ and EQ (Emotional Intelligence).

Shannon Harris, Managing Partner at Ecclesiastes Wealth Partners, has developed an approach that blends IQ with EQ by delivering values-based advice designed to reshape every client conversation.

In this episode, she shares why she completely rebranded her firm to focus on values-based advice and the framework she uses to deliver that value in every conversation.

You’ll Learn:

What if everything you’ve been taught about preparing clients for retirement is only half the story?

Fritz Gilbert spent a decade writing over 400 articles about life after work on his blog The Retirement Manifesto. But the real transformation happened after he actually retired.

In this episode, Fritz reveals the surprising emotional challenges retirees face — from losing structure and identity to silently wondering, “Is this all there is?”

If you want to help clients move from simply retired to truly thriving, this conversation will teach you how to guide clients through the non-financial side of...

What if the most important trust-building moments with clients aren’t during meetings, but actually in between them?

It turns out that your communication between meetings ( texts, emails, calls, etc.) can significantly impact trust, satisfaction, and client retention.

In this conversation, Dr. Megan McCoy shares her breakthrough research on the power of between-meeting communication and how Advisors can create a “web of support” plan to help improve trust, satisfaction and client retention.

You’ll Learn:

Most retirees prepare financially, but still feel lost when they step away from work. Why? Because emotional readiness is just as critical as a fully funded retirement account.

Tony Hixon, CIMA®, RFC® knows this firsthand. After a personal tragedy reshaped his view of retirement, he realized that wealth without purpose leaves a void.

Fortunately, Tony created an innovative solution. 

In this episode, he shares how his Refocus Coaching Academy helps retirees find meaning, fulfillment, and purpose in life after work. 

He also reveals the four emotional pillars that guide his process—and ho...

What if your onboarding process could become your most powerful referral engine?

Most advisors overlook onboarding as a strategic growth tool—and that’s a mistake.

In this episode, Brendan Frazier sits down with Libby Greiwe, founder of The Efficient Advisor, podcast host, and author of The First 100 Days: The Advisor’s Blueprint for a Remarkable Client Experience.

Libby walks through how to assess your current process, design it around your clients’ emotions, and shift their experience from uncertainty to confidence.

All while laying the foundation for lifelong loyalty and a steady s...

The most common mistake advisors make with prospects?

They deliver a logically-driven pitch showcasing all the ways they can help.

But, prospects make decisions with the emotional part of the brain. And, that’s why logical pitches fall on deaf ears.

Stacy Havener, Founder and CEO at Havener Capital Partners, has raised billions for boutique asset managers, and she did it with words, not numbers. Her story-driven method taps into something most pitches miss: emotion.

If you want to connect with prospects, you need to master the art of storytelling.

...

What if retirement planning wasn’t just about saving but about learning how to spend?

In Part 2 of The Human Side of Retirement,  Brendan Frazier continues his conversation with Dan Haylett to explore the emotional and psychological aspects of decumulation.

They dig into the behavioral side of this transition, why a “save, save, save” mindset can hold clients back, and how to reframe retirement as a time to pursue fulfillment.

And they offer practical strategies advisors can use to guide clients through this transition so retirement becomes not just a financial milestone, but a fulfi...

Retirement isn’t just about reaching a number – it’s a deeply personal transition that requires more than financial planning.

By understanding what truly matters beyond the numbers, you can better support clients in creating meaningful and fulfilling retirements.

In Part One of this episode, Dan Haylett emphasizes the importance of shifting the focus from financial figures to human connection, purpose, and lasting memories.

And he walks through the Retirement Planning Workbook he uses with clients to help them live with purpose, joy and meaning in retirement

You’ll Learn: 

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 communicating the value of an intangible service and share specific ideas to make the financial planning experience more tangible.

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:

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 process and how it helps her uncover client’s mindsets, beliefs, and identities around money.

You’ll Learn:

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:

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 money and offer actionable steps to conquer these barriers.

You’ll Learn: 

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 Moseley-Williams is a client experience guru and explains how to elevate your client experience to create raving fans and grow your business.

You’...

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 at all three are growing the fastest. 

David Armstrong, President and Co-founder o...

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 retirement—the identity shifts, the search for purpose, and the unexpected struggles that come with it.

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 feel more ful...

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 years.

For years, Dan has been testing behavioral finance interventions to figure out what actua...

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 than others. Certain insights and nuggets that move the needle a little bit further. In this episode, I go back through each conversation from 2024 and extract the most impactful ideas and insights advisors need to know. *To...

“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 lead to referrals.

And, in this episode, he shares the 3 R’s of relationship marketing and how they remove friction from the prospecting process and pave t...

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, he shares how advisors can prepare their clients and their practice for the shift to Behavioral Finance 3.0.

What You’ll Learn:

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 advisors, Doug and Heather break down how to create balanced, inclusive conversations that engage both partners, tackling emotional undercurrents to strengthen relationships along the way.

What You’ll Learn:

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 episode, she reveals the steps to build a screening process that brings in prospe...

Here’s the outline for most review meetings with long-time clients:

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.

Most advisors love the idea. They just need to know how to do it.

In this episode...

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 process for handling grieving clients, you can capitalize on the opportunity to forge deeper relationships and grow your busin...

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: 

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: 

Michael Finke’s research shows that the trifecta of a happy and fulfilling retirement incorporates:

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 three cornerstones of a happy and fulfilling retirement and how to incorporate it into your retirement planning work with clients.

You’ll Learn: 

*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 do it.

Fortunately, Andy Baxley created an entire course on it.

And, in this conversation, he reve...

A Statement of Financial Purpose serves as the mission statement for your client’s financial life.

It acts as the north star or lens for making financial decisions to ensure they are aligned with what’s truly most important.

Most advisors love the idea, but they don’t know how to do it.

Fortunately, Andy Baxley created an entire course on it.

And, in this episode, he reveals the 3-step process he takes his clients through to craft a statement of financial purpose.

You’ll Learn:

The growth of your business hinges on your ability to build and establish trust with prospective clients.

In this episode, Kerry Johnson, “America’s Business Psychologist” reveals psychological insights on how to master the art of trust-based selling.

You’ll Learn:

Love and money are two emotional subjects on their own.

And one HIGHLY emotional subject when combined together.

Next time you meet with a couple, think about these numbers:

Money is an emotionally-charged topic that you simply can’t avoid in a relationship.

In this episode, Dr. Sonya Lutter provides a guide for everything advisors need to know when it comes to working with couples.

The intro meeting is the lifeblood of an advisory business.

It’s either the single most expensive or the single most profitable activity that you’ll ever engage in.

Yet, almost everything you’ve been taught about how to conduct these meetings is backwards.

It contradicts everything psychology research tells us that a prospect needs.

In this episode, we’ll look at five things you’ve never been taught but HAVE to know to conduct the ultimate intro meeting:

The combination of financial psychology and technology has a multiplier effect on client outcomes.

Advisors who effectively integrate both into their practice see significantly higher levels of:

But, before you get these outcomes, you have to know how to effectively combine the two.

Fortunately, Emily Koochel pioneered this research and provides a roadmap for advisors to combine financial psychology with technology on the path to transforming their client outcomes.

You’ll Learn:

More important than what questions you ask is how you ask them.

In this episode, shares 8 proven ways to ask better questions that lead to better answers, conversations, and relationships.

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.=

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Three important questions every advisor should answer:

If you answered yes to any of these questions, then here’s the harsh truth you need to hear:

Getting prospects to become clients requires more than expertise. It requires persuasion.

And if you...

There is one skill that will impact your success and your client’s success more than anything else.

The ability to listen.

More specifically, the ability to listen with empathy and curiosity.

In this episode, we’ll look at:

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in t...