Brendan Frazier @jbrendanfrazier Twitter profile

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Brendan Frazier

1 year

Over the last 4 years, I've listened to over 175 podcasts on behavior, psychology, and communication. Here are the 12 best episodes for advisors looking to apply the human side of advice in their practice, process, and conversations. 👇👇

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Brendan Frazier

@jbrendanfrazier

3 months

There’s a lot of things about humans that I don’t understand. Near the top of that list is the desire to be the first one to board a plane. Why would you want to be stuck inside a metal tube for any longer than you have to be??

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Brendan Frazier

@jbrendanfrazier

4 years

“Babe, cancel all of our plans for the rest of the week.”

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Brendan Frazier

@jbrendanfrazier

2 years

Financial Advisors... Let's use this thread to share your one-page plans. I'll start by sharing three that I think every advisor needs to see. *More than one page is completely acceptable* 👇👇

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Brendan Frazier

@jbrendanfrazier

3 months

@RyanBurklo This seems to be the one response. To which my question is what’s the worst case scenario?

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Brendan Frazier

@jbrendanfrazier

1 year

Financial Planners… You think charging $4,000 for a plan is a lot of money? Most Americans drop that much (or more!) every year for someone to clean their house. Perspective is everything.

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Brendan Frazier

@jbrendanfrazier

2 years

Over the last 3 years, I've listened to over 150 podcasts on behavior, psychology and communication. Here are the 11 best episodes for advisors wanting to apply the human side of advice in their practice, process, and conversations. 🧵

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Brendan Frazier

@jbrendanfrazier

2 years

Bad news for all the 2x podcast listeners…

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Brendan Frazier

@jbrendanfrazier

3 months

Financial Advisors... Let's use this thread to share your one-page plans. I'll start by sharing 3 that every advisor needs to see. *More than one page is completely acceptable* 👇👇

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Brendan Frazier

@jbrendanfrazier

8 months

This family trip to Chicago would have been worth $11,500 in 30 years. But I’m not interested in maximizing my wealth. I want to maximize my life.

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Brendan Frazier

@jbrendanfrazier

1 year

If you work with pre-retirees, you HAVE to check this out. In less than 1 minute, ChatGPT created this mind map of the top challenges faced by pre-retirees. Feel free to steal this and let it guide your content efforts. You literally have a list of 20 topics ready to go.

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Brendan Frazier

@jbrendanfrazier

3 years

Financial Advisors... Use this thread to list your best or favorite question you ask in a first meeting. 👇🏽👇🏽

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Brendan Frazier

@jbrendanfrazier

6 years

“No shrink worth his $200/hour would label you pathological and show you the door, yet that is largely what behavioral finance has given the investing public: a long list of biases with very few solutions.” - @danielcrosby in The Behavioral Investor

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Brendan Frazier

@jbrendanfrazier

6 years

“In everything you do, time amplifies the difference between the long and short-term games. The question you need to think about is when and where to play a long-term game. A good place to start is with things that compound: knowledge, relationships, finances.” - @farnamstreet

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Brendan Frazier

@jbrendanfrazier

2 years

"What's your favorite question to ask in a first meeting?" I asked this question to advisors around the world. And received 150+ responses. Here are the ones that will take your meetings to the next level:

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Brendan Frazier

@jbrendanfrazier

1 year

Saw this last night and can’t unsee it. Warning for parents: High likelihood of tears. 😭

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Brendan Frazier

@jbrendanfrazier

10 months

For research and evidence-based reasons, I’m not a fan of trying to persuade with facts and logic. But, if I were going to try, this is 100% the tool I would use!

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Brendan Frazier

@jbrendanfrazier

2 months

Finally diving in. Who’s read it? What do you think??

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Brendan Frazier

@jbrendanfrazier

3 months

@markcecchini Exactly!

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Brendan Frazier

@jbrendanfrazier

3 months

@BrascettaAlexa I can get on board with that!

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Brendan Frazier

@jbrendanfrazier

3 months

@WolfBridge I do it in the terminal!

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Brendan Frazier

@jbrendanfrazier

3 years

Words and phrases that impress you more than your clients: •Fiduciary •Fee-Based •Wealth Management •Comprehensive •Customized •Holistic •Financial Planning •Risk Management •Volatility •Asset Allocation •Goals-Based •Best Interest

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Brendan Frazier

@jbrendanfrazier

1 year

Every advisor always wants to know what questions to ask. More important than WHAT you ask is WHEN you ask it. Here are the best questions for each step of the client journey:

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Brendan Frazier

@jbrendanfrazier

1 year

Words and phrases that impress you more than your clients: •Fiduciary •Fee-Based •Wealth Management •Comprehensive •Customized •Holistic •Financial Planning •Risk Management •Volatility •Asset Allocation •Goals-Based •Best Interest

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Brendan Frazier

@jbrendanfrazier

2 years

If you're like most advisors, you're intrigued by the idea of a "financial purpose statement." But, you're not exactly sure what they're supposed to sound like. Here are 10 examples to help get you started:

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Brendan Frazier

@jbrendanfrazier

4 years

Use this approach to help clients vividly describe their “goals”, and you’ll have clients for life (along with their friends and family). 99% of your competition isn’t doing this. (H/T @ramit - the best in the business when it comes to this stuff)

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Brendan Frazier

@jbrendanfrazier

1 year

I've read "The Psychology of Money" by @morganhousel three times now (yes, I may have a problem). Here are the main things financial advisors need to know to better serve their clients:

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Brendan Frazier

@jbrendanfrazier

3 months

Did I finish my “To Do” list before I left the office today? No. Why? It was “Guy’s Night.” And these are the nights that I’ll never forget. Not the ones where I fill out a few more spreadsheets.

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Brendan Frazier

@jbrendanfrazier

2 years

Dear all financial advisors with nothing better to do than debate fee structures... I have a crazy idea. Instead of telling clients what's best for them, what if you just let them decide? 🤯

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Brendan Frazier

@jbrendanfrazier

1 year

Imagine you are on a flight experiencing some extreme turbulence. You have two options: 1) Jump Out 2) Stay Seated Which option gives you the best chance of reaching the destination? *Conduct the same exercise substituting flights for markets*

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Brendan Frazier

@jbrendanfrazier

6 months

Oops 😳

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Brendan Frazier

@jbrendanfrazier

2 years

If you’re a financial advisor questioning your value, remember this: People will always desire more -Time - Money - Peace of Mind Your work increases all three.

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Brendan Frazier

@jbrendanfrazier

7 months

Announcing your new host of The Human Side of Money podcast! Expect a content shift from humans to trucks, tools and Paw Patrol.

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Brendan Frazier

@jbrendanfrazier

5 years

Just left the dentist. A profession that also prescribes preventative advice and battles with adherence issues. Ex: I need to floss more often The strategy: -Tell me to floss -Put one pack in a bag -Educate on the benefits % chance I floss more in six months than today: 0️⃣

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Brendan Frazier

@jbrendanfrazier

2 years

Dear all financial advisors who talk about fee structures, See below.

Carl Richards

@behaviorgap

2 years

Why would you waste one minute being publicly critical of competitors instead of demonstrating your own value?

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Brendan Frazier

@jbrendanfrazier

1 year

Nobody wants to maximize their net worth. Everybody wants to maximize their life.

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Brendan Frazier

@jbrendanfrazier

9 months

If you work with pre-retirees, you have to look at these numbers. There's a glaring gap between what pre-retirees think is important and what retirees say is actually important once you get there.

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Brendan Frazier

@jbrendanfrazier

1 year

Financial Advisors... Let's use this thread to list your favorite question to ask in a first meeting. 👇👇

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Brendan Frazier

@jbrendanfrazier

3 years

A gut-wrenching reminder that your client’s financial success has more to do with their behavior than their balance sheet. 🤯 70% of clients implement LESS THAN 20% of recommendations. Clients don’t just need your knowledge. They need your behavior-changing abilities.

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Brendan Frazier

@jbrendanfrazier

1 year

I often pound the table on why money decisions should look beyond the spreadsheet. Personal, real-life example: I bought a car warranty. Why? Not to save money. But to save my marriage.

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Brendan Frazier

@jbrendanfrazier

1 year

I've researched, explored and tested countless ideas to get clients to actually follow-through. Most barely move the needle. But, this one almost eliminated the problem altogether: Connect planning to purpose. Don't tell someone what to do. Remind them WHY they're doing it.

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Brendan Frazier

@jbrendanfrazier

2 years

Why do clients leave their advisor? 3 of the top 4 reasons have nothing to do with plans, portfolios, or technical knowledge...

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Brendan Frazier

@jbrendanfrazier

6 months

Words and phrases that impress you more than your clients: •Fiduciary •Fee-Based •Wealth Management •Comprehensive •Customized •Holistic •Financial Planning •Risk Management •Volatility •Asset Allocation •Goals-Based •Best Interest

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Brendan Frazier

@jbrendanfrazier

1 year

Why do only 33% of people have a will? Why do advisors say estate planning is the task that requires the most follow-up to complete? Because it's a friction-filled process. Here's how you reduce friction and improve follow-through:

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Brendan Frazier

@jbrendanfrazier

5 months

Financial Advisors spend 45% of their time talking to clients about non-financial issues. The #1 topic clients want to talk about? Personal life goals. They don't want to talk about downside capture. They want to explore the possibilities of life.

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Brendan Frazier

@jbrendanfrazier

2 years

A financial plan without implementation is like building a house and never moving in. It’s pointless.

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Brendan Frazier

@jbrendanfrazier

9 months

What is the #1 thing people want from their advisor? Interpersonal skills. Not: •Technical Skills •Knowledge •Service Turns out people want someone who focuses more on the person than the portfolio.

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Brendan Frazier

@jbrendanfrazier

2 years

Advisors, When you uncover emotional data from clients (i.e. values, purpose, money memories, fears), how do keep track of it? I’m sure you could instantly locate a client’s account values. But how do you instantly locate a client’s values?

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Brendan Frazier

@jbrendanfrazier

10 months

Required reading for EVERY. SINGLE. ADVISOR. If you invest in it and regret it… Let me know and I’ll personally refund you the $.

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Brendan Frazier

@jbrendanfrazier

5 years

“If you look at anyone who has ever achieved anything of significance in our world, they have a common thread: they’re incredibly curious!” - @TheMitchAnthony

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Brendan Frazier

@jbrendanfrazier

1 year

A list of approved questions for an intro meeting: • What's on your mind? • Why now? • 3 years from now, what would have to happen to consider this a success? • Scale of 1-10, how do you feel about your current financial situation? • Have you worked with an advisor before?

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Brendan Frazier

@jbrendanfrazier

1 year

The FA Success Podcast w/ @MichaelKitces is the gold standard for our industry. He's now recorded 321 episodes. These are the top 20 focused on the human side of advice. 👇👇

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Brendan Frazier

@jbrendanfrazier

6 months

There's a MAJOR problem with Vanguard's "Advisor Alpha" study no one talks about... It says "behavioral coaching" is worth 1.5%. But, you can't walk into the office and expect to deliver 1.5%. Changing behavior is hard. And, it requires a skill set most advisors don't have.

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Brendan Frazier

@jbrendanfrazier

9 months

What clients value MOST from a human advisor: -Trust & Connection -Support & Coaching -Empathetic Listening -Feeling Heard What clients value LEAST from a human advisor: -Organization -Asset Allocation -Managing Taxes -Market Insights/Projections

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Brendan Frazier

@jbrendanfrazier

2 years

The best financial advisors deliver: •Peace of mind •Hope •Clarity The average financial advisors provide: •Financial plans •Portfolios •White glove service

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Brendan Frazier

@jbrendanfrazier

1 year

The persuasive power of questions on display: Client: “I’ve moved a lot of money to cash recently.” Advisor: "What drove that decision?” Client: “I want to be able to capitalize on a downturn.” Advisor: “What do you need to see to confirm it’s time to capitalize?” (Crickets)

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Brendan Frazier

@jbrendanfrazier

1 year

The difference between KNOWING your account is going to lose 15% at some point and SEEING it lose 15% simply cannot be understated.

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Brendan Frazier

@jbrendanfrazier

1 year

Advisors and Planners... If you intentionally designed your office for conversation and connection... Share a picture below. Let's use this thread to collect examples that inspire others. 👇👇

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Brendan Frazier

@jbrendanfrazier

1 year

I talk to advisors around the world every day. The #1 thing I’ve learned? > 90% lack a defined process to go from prospect to client. So, I built something to help. Cheap? No. Game-Changer? Absolutely. It launches April 20th. DM me for more info.

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Brendan Frazier

@jbrendanfrazier

1 year

99% of my best ideas originate in one of three places: -Exercising Outside -The Shower -Interstate Driving But I spend <2% of my time here. Might be time to rethink where I’m spending my time.

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Brendan Frazier

@jbrendanfrazier

1 year

Things clients don’t care about: •% loss of the Dow, S&P, etc. •Interest rate increases •Wage growth/Unemployment rate Things clients actually care about: •Maintaining their lifestyle •Protecting their legacy •Not worrying about the above

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Brendan Frazier

@jbrendanfrazier

1 year

If you’re a financial advisor questioning your value, remember this: People will always desire more -Time -Money - Peace of Mind Your work increases all three. When you look at it that way, I challenge you to find a better bang for your buck!

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Brendan Frazier

@jbrendanfrazier

10 months

Getting clients to implement your advice is hard. Unless you know research-backed methods that spark behavior change. Introducing the “CRIP” Method. A 4-step framework for delivering advice that clients actually implement:

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Brendan Frazier

@jbrendanfrazier

1 year

Looking for an advisor out there who LOVES listening to podcasts for advisors…

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Brendan Frazier

@jbrendanfrazier

3 years

Reminder as you go into meetings this week: The client across the table cares more about maximizing their life than their net worth.

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Brendan Frazier

@jbrendanfrazier

2 years

This is going to sound harsh but needs to be said… If you’re worried about being replaced by ChatGPT (or A.I.), then you don’t understand your true value.

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Brendan Frazier

@jbrendanfrazier

2 years

Reminder as you prepare for client meetings this week… Whatever your client asks you about (inflation, Ukraine, recession, taxes)… They’re really asking some variation of this one thing: “Am I going to be okay?”

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Brendan Frazier

@jbrendanfrazier

8 months

This happened to blow up and found the front page of Reddit! Here's my favorite comment: "Dudes are out there stressing about whether to enjoy a vacation with family now or have enough invested to buy a used Honda Civic with 70k miles in 30 years if they're not dead." 😂

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Brendan Frazier

@jbrendanfrazier

2 years

Client Meeting Prep Rule #1 : Spend more time on the person than the portfolio.

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Brendan Frazier

@jbrendanfrazier

2 years

The most storied rivalry in finance.

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Brendan Frazier

@jbrendanfrazier

1 year

Document the language your clients use. Then, mirror it back to them. Ex: “I want to make sure I never have to be a greeter at Wal-Mart.” Moving forward, it's not: "We help you retire comfortably." It's: "We'll make sure you never have to be a greeter at Wal-Mart."

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Brendan Frazier

@jbrendanfrazier

2 years

Reminder as you go into client meetings this week… It’s not your meeting. It’s theirs.

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Brendan Frazier

@jbrendanfrazier

2 years

From @MattFizell

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Brendan Frazier

@jbrendanfrazier

2 years

There's a podcast that should be required listening for all advisors. Especially if you're interested in the human side of advice. "Kitces & Carl" with @MichaelKitces and @behaviorgap . Here is a 12-pack of the best episodes focused on the human side. 👇👇

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Brendan Frazier

@jbrendanfrazier

9 months

It will never cease to amaze me that “getting to know clients” is a legitimate competitive advantage.

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Brendan Frazier

@jbrendanfrazier

1 year

You know you’re at a top-notch, game-changing conference when this is the #1 question you hear: “How are they possibly going to top this next year??” SHIFT not only lived up to the hype. It exceeded it. Amazing speakers. Great content. Awesome people. Can’t wait for 2024.

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Brendan Frazier

@jbrendanfrazier

8 months

Reminder as you go into client meetings this week... Purpose -> Plan -> Portfolio (H/T: @MVMoneyVisuals )

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Brendan Frazier

@jbrendanfrazier

2 years

After creating content for advisors, giving presentations for advisors, and training advisors, one thing has become crystal clear… Advisors like knowing what to do. But they LOVE knowing what other advisors are doing.

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Brendan Frazier

@jbrendanfrazier

2 years

There’s impostor syndrome… And then there’s being asked to follow up a Morgan Housel presentation twice in one month. 😳

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Brendan Frazier

@jbrendanfrazier

2 years

Either: 1) I’m living in a bubble. OR 2) This human side of advice thing is gaining some serious steam. 👇🏽👇🏽

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Brendan Frazier

@jbrendanfrazier

1 year

Branding yourself as a “fiduciary” advisor in 2021 is equivalent to being a “stockbroker” in 2001. Before you know it, nobody will care.

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Brendan Frazier

@jbrendanfrazier

1 year

Elite communicators don't ask questions. They command information. Asking a question can raise the stress level of the other person. Here are 5 ways to command information: -"I'm curious..." -"I'm wondering..." -"I'd like to know..." -"Tell me..." -"Describe for me..."

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Brendan Frazier

@jbrendanfrazier

1 year

This is an actual "Introductory Call" framework taught by a company in the industry. I mean...imagine meeting someone for the first time and talking for 10 minutes without letting them get a word in. It's truly mindblowing this approach is able to land a single client.

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Brendan Frazier

@jbrendanfrazier

3 years

Parents: Raise your hand 🤚 if this hits home… (H/T: @jeremywalter )

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Brendan Frazier

@jbrendanfrazier

2 years

@TKopelman He's lacking clarity on one of two things: 1) The value/benefit of working with you 2) The cost of NOT working with you

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Brendan Frazier

@jbrendanfrazier

2 years

Do you put your phone on Do Not Disturb before every meeting? If the answer is anything other than “Yes,” then you’re not FULLY listening.

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Brendan Frazier

@jbrendanfrazier

3 years

The Psychology of Prospecting: The human brain is wired to seek the answer to these three questions when presented with an opportunity: 1) Why should I care? 2) What’s in it for me? 3) Why you? Always design your marketing and messaging to answer these questions.

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Brendan Frazier

@jbrendanfrazier

1 year

The most effective thing a therapist has ever said to me was in the midst of a crisis where it felt like everything was crumbling. She said: “I’ve done this for years. I’m really good at what I do. You’re going to be just fine.” Reassurance from a professional is empowering.

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Brendan Frazier

@jbrendanfrazier

4 years

Percentage of overall advisor value according to @Vanguard_FA : Behavioral Coaching: 50% Asset Allocation: 12% Estimated percentage of training on each: Behavioral Coaching: <5% Asset Allocation: 70% 🤔

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Brendan Frazier

@jbrendanfrazier

2 years

Words and phrases that impress you more than your clients: - Fiduciary - Fee-Based - Wealth Management - Comprehensive - Customized - Holistic - Financial Planning - Risk Management - Volatility - Asset Allocation - Goals-Based - Best Interest - Wealth Accumulation

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Brendan Frazier

@jbrendanfrazier

3 months

One main reason I decided to make the move to @RFGAdvisory was it offered a platform to do one thing I have never done.... Spread the message about the human side of money to everyday people (not advisors). Today, I officially debuted my first client presentation!

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Brendan Frazier

@jbrendanfrazier

1 year

Reminder as you go into client meetings this week... That person sitting across the table from you? They're sharing things with you that they don't even share with their best friend after a couple bottles of wine. Never take that for granted.

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Brendan Frazier

@jbrendanfrazier

1 year

The majority of prospects have financial advisor anxiety. Their #1 fear? Unfamiliarity with financial planning terminology. Jargon doesn't make you look smart. It makes the prospect feel dumb. All while serving as a barrier to growing your business.

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Brendan Frazier

@jbrendanfrazier

2 years

You can gift ONE book to a fellow financial advisor… What would it be? 👇🏽👇🏽

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Brendan Frazier

@jbrendanfrazier

5 years

If a series existed pairing behavioral finance topics with experts, who or what is missing? •Vision/Goals: @finance_therapy •Inv Behavior: @danielcrosby •Communication: @behaviorgap •Language: @TheMitchAnthony •Question Asking: ? •Decision-Making: @AnnieDuke (Cont.)

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Brendan Frazier

@jbrendanfrazier

9 months

A financial plan without implementation is like building a house and never moving in. It may look good. But, it doesn't do you any good.

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Brendan Frazier

@jbrendanfrazier

1 year

Financial Advisors... When you uncover emotional data from clients (i.e. values, purpose, money memories), how do you keep track of it? I’m sure you could instantly locate a client’s account values. But how do you instantly locate a client’s life values?

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Brendan Frazier

@jbrendanfrazier

3 years

Signing off for 2021. What a year for the human side of advice. My final 2021 tweet is my biggest hope for the industry in 2022: Let’s focus less on fee structure and more on value delivery. Clients care infinitely more about results than fees. Until next year, Brendan ✌️

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Brendan Frazier

@jbrendanfrazier

2 years

Why do only 33% of people have a will? Estate planning is filled with friction. The three main sources: 1) There is no immediate reward for completion 2) Uncomfortable conversations that are easy to avoid 3) You pay a lot of money for #1 and #2

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Brendan Frazier

@jbrendanfrazier

1 year

Currently listening to a car salesman tell me about features I don’t care about or use. Don’t spend time explaining things that you like but your clients don’t care about.

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