Show Links


*If you want to be notified when the next episode packed full of practical tips and strategies to master the human side of money will be released, you can:

  • Subscribe to the Show
  • Join the community of like-minded advisors and planners across the world being notified via email. In addition to podcast releases, you’ll get our monthly “Wisdom Round Up” where we deliver to you the best content from around the industry on applying behavioral finance and mastering the human side of money.


*The featured partner for this episode is a must-have tool for helping clients follow-through and implement advice. After all, the best advice is useless in the absence of execution. Rather than stressing about follow-up calls and emails, Knudge provides a built-in system designed to improve follow-through. Best of all, you can try it with 12 clients for free.

Episode Summary

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

The ability to listen.

More specifically, listening with empathy and curiosity.

Your ability to truly listen is easily the most influential tool to consistently convert prospects into life-long clients.

As Bill Bachrach says, “Trust is built not by telling your story but by listening to theirs.”

In this episode, we’ll look at:

  • The neuroscience and benefits of listening
  • 3 ideas to instantly improve your listening skills
  • An advisor testimonial on the power of listening


10 Insights To Master The Human Side of Advice (Article)

10 Insights To Master The Human Side of Advice (Podcast)

Episode 75: Understanding The Brain To Ignite Motivation Within Clients and Prospects with Ted Klontz

Episode 108: The Secrets To Communicate With Confidence In Any Situation with Matt Abrahams

You’re Not Listening: What You’re Missing And Why It Matters by Kate Murphy


Whenever you’re ready, there are 3 ways I can help you take your relationships and your practice to the next level:

  1. The Ultimate Intro Meeting: Learn how to qualify and convert prospects in 30 minutes without being salesy
  2. HSOA Core Membership: Exclusive content, courses and conversations to master the human side of advice with like-minded advisors

If you’re interested, let me know here.