Money, Mind And Meaning

Tune in to hear:- We frequently hear the term “emotional intelligence” thrown around pretty loosely, but what is a deeper dive into its definition?- Does Dr. McCarthy see people frequently using emotional intelligence towards Machiavellian ends or is this quite uncommon in her experience?- Why is EQ so important for leaders and individuals more broadly and why is it extra important in the context of financial services?- What did Dr. McCarthy focus on in her dissertation work and what were her findings around referrals and emotional intelligence?- To what extent is emotional intelligence an inherent vs. a learned trait? What roles do nature and nurture play in EQ?- How do the didactic and experiential combine to inform emotional intelligence?- In the age of AI, what is the place of the human-first financial advisor?https://amplifyyourvoice.studioCompliance Code: 3009-OAS-11/2/2023

Tune in to hear:- What is all weather investing and what are its behavioral underpinnings?- Does Eric strategically rebalance the all weather portfolios or are the allocations fairly static? If they are dynamic, what signals do they look for when making a change?- What is the trend-oriented global macro program that Eric implements?- How can one strike a balance between the realities of trying to sell product, run a business and make their clients happy with this very measured, all weather approach?- Why do alts often fall short of their promise and how does Eric strive to be very different in his approach to alternative investments? - Eric thinks that markets and trend can be a canary in the coal mine for larger events. How does he think this plays out broadly and on a more granular level?- Why led Eric to using a very systematic approach to investing?- Eric describes himself as a bit pessimistic - what steps does he put in place to help him overcome this pessimism when considering allocations?- Many experts

Tune in to hear:- What convinces Akhil that we can forecast markets with any level of precision when lots of highly intelligent people have tried and failed?- How often does Akhil think market cycles occur, on average, and how can we use that to our benefit?- Once novel market anomalies or truths are discovered, they tend to get arbitraged away to zero unless they have a behavioral element to them that is hard to predict. Is there a behavioral thread that runs through the sorts of cycles Akhil talks about, or does he fear that by publishing this book, that the information might get arbitraged away?- On a high level, what does Akhil’s model focus on in particular and how did he come across it? Why does he place such primacy on the land market within markets more generally?- What brings about the recovery stage and what is going on in peoples’ heads in these moments?- During the mid-cycle is there broad recognition that things are getting better or are peoples’ brains somewhat stuck in the prior cycle?- What is

Tune in to hear:- What is the backfire effect and how can you get your prospects to drop their old fund manager without crushing their ego?- Why is solving an emotional problem with a rational solution rarely effective? How can we encourage behavior change while giving our prospects a chance to save face?- What is the blemishing effect and how does it relate to the Pratfall effect?- Why can embracing our shortcomings be so powerful and how can we use this to build trust in sales meetings?- How do mirror neurons account for the empathy and connection that occurs during storytelling?- What are the components of an effective story?https://www.stacyhavener.comhttps://www.billiondollarbackstory.comCompliance Code:

Tune in to hear:- Saundra really balances being warm and welcoming with a great deal of candor. How has this served her professionally over the years?- How do people find the strength of will and confidence to call their clients out on behavior that is incongruent with their goals if their designations alone don’t provide this confidence?- Saundra has created two certificate programs - Financial Fitness Coach and Accredited Personal Finance Coach. What are the most unexpected parts of these programs and what is missing from most advisor education?- Excavating your own skeletons can be so challenging. How does Saundra undertake this process with financial professionals in a way that is appropriately deep but also doesn’t scare them off?- In terms of building client rapport - what do financial professionals do well, where do they fall short and how can we improve as an industry?- How can advisors start taking small steps to put themselves in a mindset that better prepares them to handle the emotional nuance req

Tune in to hear:- Matt interviewed hundreds of advisors and leaders in their space to gather how they envisioned the future of financial advice. What themes or common threads started to emerge in these interviews?- How, specifically, might things become "more human" moving forward in the financial services industry?- Why does Matt believe that advisors should never lower their fees?- Matt published a video 3 years ago about how advisors should approach AI. What did he say then and how might he shift his advice now, if at all, considering the current landscape of AI?- Why is transparency so important for advisors and what does this often look like?- Why does Matt see a need for innovation labs and what might these look like? What have the failures of the past taught him about how to do this in the right way?https://www.mattreiner.comCompliance Code: 2441-OAS-9/1/2023Orion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, L

Tune in to hear:- What is Amanda’s story about her “$19k haircut” and how did it lead her down the path she’s on today?- How did Amanda’s parents react to her financial situation when she finally decided to disclose it? Did this transform their relationship much?- Amanda thinks that all financial problems should be approached with two premises in mind. What are these and how did she settle on them?- What are family money scripts and what four pillars of family money scripts does Amanda set forth?- Once someone has an awareness of their money script, where do they go next?- Has Amanda noticed any patterns, correlated with geography or occupation, in the way that people think about and behave in regard to money?https://amandaclayman.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please

Tune in to hear:- What are the 5 coaching dimensions that Jay uses to help advisors and how did he arrive at these?- What is “the protocol system” and how has Jay utilized it to better his mental and physical wellbeing?- What was it that allowed Jay to put himself back together after a bout of acute depression?- What role should leadership and accountability play in a great advisory practice?- What should client communication systems look like in an ideal setting?- What should an ideal wealth management system look like? Why does Jay like to break this into 3 constituent parts and what are those?- What business systems need to be in place to have an effective advisory practice and where has Jay noticed the most glaring deficiencies? https://www.resilientadvisor.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor So

Tune in to hear:- How does salience work with respect to different advisory fee models?- How can we use social accountability to better help clients see through their plans?- As the “meat and potatoes” of financial planning gets automated away, what does the future look like for financial planners? Will they operate in a broader life coach type capacity or does this feel off base?- Why is AI potentially “the kiss of death” for tech vendors?https://www.kitces.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please visit https://orion.com/OCIO/custom-indexing for more information on Custom Indexing. Compliance Code: 2240-OAS-8/14/2023Ad Compliance Code: 2120-OPS-8/2/2023Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion

Tune in to hear:- What life journey brought Kathi to a place where she focused on grief professionally?- Why did Kathi experience guilt and shame around her lack of financial literacy in a moment of crisis?- People often say very inappropriate things when they are struggling to address the grieving, even if well-intentioned. Why is this the case and what can be done about it?- Why something as simple as asking a deceased person’s name can be so meaningful to their loved ones.- What does it mean to be "grief literate?"- What is it about the unique combination of loss and money that makes us so reticent to talk about it?- What is "disenfranchised grief" and how can loved ones, advisors or others avoid falling prey to this phenomenon?- How does Kathi work with advisors who are a bit hesitant to talk about grief and other intimate topics?- What are some best practices / things to say when talking to someone who is actively grieving?- How can we strike a good balance between sitting with someone in their grief and

Tune in to hear:- What the landscape of financial planning looks like broadly in the United States.- How working with a financial advisor plays a prophylactic role that extends just beyond mere performance and into mental health and one’s interpersonal relationships.- Why money is an emotional hair trigger for so many people.- Whether or not you can take your clients further than you’ve taken yourself.- What “The Pratfall Effect” is and how can you use it to your advantage.Orion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions, Inc. (“Orion”). Please visit https://orion.com/OCIO/custom-indexing for more information on Custom Indexing. Compliance Code: 2129-OAS-8/2/2023Ad Compliance Code: 2120-OPS-8/2/2023Connect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with Orion

Tune in to hear:- What’s the number one misconception about sports psychology? What are the Monday morning quarterbacks missing when they comment on a game?- Has Dr. Poole noticed any common thread shared by the championship teams she has worked with over the years?- How do teams really individualize their overarching goal above and beyond simply aiming to win and take home the championship trophy? Does this customization really help with overall buy in to the team culture and with collaboration between teammates?- What are some of the ingredients, or elements, that makeup a good team culture? Does this look very different from team to team or are there elements that are consistent across the board?- If Dr. Poole was called in to help a team that was in a major slump, in both performance and culture, where would she start to try to pull them out of this?- Are most teams pretty responsive to Dr. Poole’s process, as a rule, or does it vary a lot from sport to sport or team to team?- Are visualization exercises

Tune in to hear:- What does the Partnership for Southern Equity really focus on and what is Sterling’s role there?- What is the difference between equity and equality and why is this an important distinction to make when talking about the kind of work the PSE does?- What things, governmentally or institutionally, are still in place structurally that disadvantage Black and brown people from economic equality?- Atlanta consistently ranks among the highest of American cities with the greatest economic disparity. At a city-wide level, what drives this massive wealth gap?- How can one balance an awareness of the past, and a realization that people don’t start on even ground in life, with a cautious optimism about how we can move forward?- When some of the biggest drivers of wealth inequality are so organic, like who you choose to marry, how can we make meaningful progress?- What things have we not gone over that might move the needle towards a more equitable future in America?https://psequity.orgOrion Portfolio So

Tune in to hear:- Why does Stacy believe that every company should have a well crafted origin story? Why does this speak to the authenticity of a brand?- What’s the importance of a hook or conflict within a corporate brand story?- How can we present a hook that helps with brand buy-in without the story relying on the classic narrative tools of danger, suspense and intrigue?- What are some brands that effectively make their customers the hero of their brand story?- What role does a “villain” play in a brand’s story and is this usually another business (e.g. competitor) or more ideological in nature?https://www.stacyhavener.comhttps://www.billiondollarbackstory.comOrion Portfolio Solutions, LLC, an Orion Company, is a registered investment advisor. Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor.Custom Indexing offered through Orion Portfolio Solutions, LLC a registered investment advisor. Orion Portfolio Solutions, LLC, is a subsidiary of Orion Advisor Solutions,

Tune in to hear: - Some people think that “we can only take our clients as far as we have gone ourselves and that we must do our own work.” Does Neil believe this and, if so, what does “doing the work” look like in the context of a financial professional?- What is Carl Jung’s idea of “a wounded healer?” Also, in terms of our own story, how can we walk the line between being vulnerable and approachable without making our time with the client all about us?- What are the most common sources of stress for financial advisors and what is the potential fallout of stressed advisors trying to comfort stressed advisors? - What are some practical tips for helping advisors manage the stress that can accompany a bad bear market?- Where does Neil think the financial services industry is headed over the next decade?Compliance Code: 1956-OAS-7/21/2023https://www.neilbage.co.uk

Tune in to hear:- Can Nicole speak to the power of podcasts, newsletters and new media and the role these play as she tries to fulfill her personal mission?- Can brands do anything to really humanize and authenticate themselves or do we just favor individual influencers and have a general distrust of institutions now?- What do we need to do as an industry to take women more seriously and how can we meet them where they’re at?- From a behavioral standpoint, women always do better in aggregate than men with regards to investing, and yet on average they consistently undervalue their investing capabilities. What can be done about this?- What can we do as an industry to better understand and better serve women at both an individual and global level?- What are some practical steps that people in the majority can take to advocate for a more inclusive and diverse industry?- What is the best savory Filipino food? What is the best sweet Filipino food? https://linktr.ee/fintechisfemmeCompliance Code: 1279-OAS-5/8/2023

Tune in to hear:Learn how to adapt cognitive biases to your benefit within a sales funnel.What is the mere exposure effect and why is it so powerful?Considering the mere exposure effect, what chance do boutique asset managers have going against giants like BlackRock and how can they set themselves apart?Is there such a thing as too much exposure and how can sales people intuit where to draw the line if so?What is the loss aversion bias and how can it be used to your benefit within a sales context?What is negativity bias and what are its implications for sales? How can you use negativity to better differentiate yourself from the broader market and how much is too much? What is status quo bias and how can it be applied to closing a sale?Why are “sins of omission” typically judged less harshly than “sins of commission?”https://www.stacyhavener.comhttps://www.billiondollarbackstory.comCompliance Code: 1732-OAS-6/26/2023

Tune in to hear:- In studies, non-compliance with financial advice generally hangs around the 50% range. However, many advisors say that their clients are very compliant and that these stats don’t hold true for them. Has Derek noticed this and what does he think accounts for this difference?- What is the “stages of change” model and how might it be applied in practice with clients who are pushing back?- What is a concrete, actionable step an advisor can take to help move their client from the contemplation stage onto the preparation stage?- A lot of clients are held back by their anxiety and fear. Is there a path for removing roadblocks that unearths clients' motivations as well?- What is the “righting reflex?” When does it prove helpful and when does it get in the way?- If you are an advisor and your client is putting up walls, giving pushback and privileging the status quo - what is the best way to move forward and break this stalemate?- What are scaling questions and change rulers and how are they applied

Tune in to hear:- Do certain people have a natural proclivity for deferring gratification for a greater reward at a later date (e.g. exercise and saving) or can this also be learned?- Is whether or not you are more forward-thinking or present-oriented hardwired in you from a young age?- What are some of the things that those who “get retirement right” might know that those who “get retirement wrong” don’t?- Why is working in retirement important for many people and how might this look different from working pre-retirement?- What are the three pillars of retirement satisfaction and what can we do to prepare ourselves for the non-financial ones that are often overlooked?- What are some ways that we can spend money, smartly, that may make us happier?- How does Michael live his life differently based on the research he has done on retirement?http://www.michaelfinke.comCompliance Code: 1148-OAS-4/24/2023

Tune in to hear:- What role did Amy’s mom play in her professional journey and what drives her to do what she does?- What are the 5 steps of Amy’s process for providing effective guidance to advisors while leaving a bit of wiggle room for client personalization?- Her 1st step, “to establish and define a client, planner relationship,” aligns with the CFP’s 1st stage. What does she teach advisors in this stage that might look a little different than folks might expect?- How can we help facilitate a good discovery process, which encourages clients to dig deep, without putting our own fingerprints all over this in the process?- How can you clarify your client’s values and assure that they aren’t being unduly influenced by outside influences?- The 2nd part of Amy’s discovery stage is called “envision.” How does she help her clients’ vision of their future selves be as salient and real as possible?- What are some of the mistakes advisors make when presenting their client with a financial plan and what can we do bet