Money, Mind And Meaning

Tune in to hear:- Of the “36 questions that lead to love,” what are a few that Dr. Lurtz zeros in on and what makes these questions so powerful? Can these be applied in client-advisor relationships as well? - What is the peak end rule and how can understanding it help us set better goals with our clients?- As practitioners, how can we drive home the salience of our future selves both for ourselves and our clients?- How can we distinguish financial stress from financial anxiety and what are some client communication strategies to help manage this? - How is the financial advisor community doing, on average, in the face of the mental and fiscal adversity that came along with the global pandemic? - What can advisors do to better take care of themselves so that they are better positioned to care for their clients’ needs?https://www.linkedin.com/in/meghaanlurtzCompliance Code: 0229-OAS-2/4/2022

Tune in to hear:- What are some different attitudes about aging and death held across the world? How particular is the western attitude about these things relative to the rest of the world?- How do these attitudinal perspectives shift the concrete outcomes (e.g. levels of happiness and fulfillment) for people who are themselves aging?- Where should one begin if they would like to start incorporating more eastern ideas around death and not push back so much against the natural aging process?- In 12-15 years, America will have its most aged population yet. What are the societal implications for this national “greying” and are we prepared for the implications of this as a country?- What are the pros and cons of working past the traditional retirement age of 65?- How can we mentally prepare ourselves for retirement outside of a fixed savings benchmark?- Are there practical steps we can take to drive home the salience of the reality of our aging?- What is a potential colloquial definition of Existentialism and how

Tune in to hear:- Why is ESG such an important part of Rob’s financial practice?- How can we achieve financial wellness without merely paying lip service to things like environmentalism?- How can the average client strike an ideal balance of the three attributes of ESG? - Rob grew up in Argentina during a time of extreme inflation. What did these formative years in this environment teach him about financial wellness?- What practical steps can we take to reduce the wealth gap and ensure that less people are on the brink of a financial emergency?- What is our extreme hesitancy to have meaningful money conversations when it plays such a central role in living a happy and stable life?- What does Rob think the industry will look like 25 years from now?https://www.linkedin.com/in/robertjgardner/?locale=es_ESCompliance Code: 0180-OAS-1/28/2022

Tune in to hear:- Now that she has space from it, and also expertise in the field, what were some of the factors that drove her parents to such conspicuous consumption?- Where do our money scripts originate from? Are we shaped definitively by our environment & upbringing or can we forge a new path for ourselves?- How did Michelle come to a place where she was more comfortable reckoning with her own money story and opening up about this to others?- How can we be aware of different life stages and make sure that we are meeting  our clients where they’re at?- How can we normalize our clients’ money behavior without reinforcing maladaptive behaviors?- What is contextual self-control?www.michelleab.comCompliance Code: 0203-OAS-2/1/2022

Tune in to hear:- What in particular about the environment, including the pandemic and lockdown, contributed to the sort of fervor and madness we saw around meme stocks like Gamestop?- Risk, excitement and novelty were somewhat systematically stripped from our lives during the initial quarantine - what role, if any, did this play in the meme stock phenomenon?- How did the trading apps themselves, and the gamification of trading, catalyze some of these behaviors?- Who is Keith Gill and how did he become so central to this movement?- How central to the phenomenon of Wall Street Bets was the moral dimension of “sticking it to the man?”- Many of these meme stocks are still soaring greatly above where they were 2-3 years ago, and yet Spencer thinks that this “revolution” is bound to fail. Why does he think this is the case?- Will the phenomenon of "Finfluencers" continue or will further regulation and other obstacles put an end to this?- Did many financial professionals use the Wall Street Bets phenomenon as a sor

Tune in to hear- Why did Emily feel the need to include elements of humor in her new book ‘Stacked: Your Super Serious Guide to Modern Money Management?’- What is “the one magical idea to rule them all” that Emily and Joe lay out in their book?- Do we ever need to do more digging to ensure that our financial goals are personal and authentic enough that they give us the fuel to take on the tough parts of saving and investing for our future?- Should we try to maximize our earning potential or crank up our thriftiness?- Since you can’t frugal your way to wealth - what practical tips does the book offer for increasing income or for diversifying income streams?- How do we educate folks about market histories and managing expectations without scaring them off from investing?- What is a money script? Why is understanding our own personal money script such an important step in getting started with investing? - How do we illuminate our money scripts if they are indeed unconscious?- In the process of researching and wr

Tune in to hear:- Of all times to start a boutique fund, why would James start one in the current climate where the 3 largest asset managers control  more of the market share than ever before?- What edge does a small, boutique asset manager have in a world where there are such well-resourced competitors?- How are ESG like suggestions typically met by the companies that James invests in?- What’s it like to run a high conviction fund? How does James think about conviction and diversification and what lead him to take this unusually concentrated approach?- Why does James think ESG screening is important and how, specifically, does he incorporate it into his process at Ethos?- How does James think about ESG and investing in countries where the bar for ESG is set very low?- What makes him think emerging markets, which have been priced attractively for many years now compared to the US and which have underperformed, are poised to do well in the future?https://ethosinvest.com/https://yis.org/ Compliance Code: 3115-O

Tune in to hear:- Behavioral Coaching is one of the most important things a financial professional can do for their client, yet surveys show that clients don’t put a lot of value on it. How can we bridge this gap and help our clients see how much value we can deliver here?- Brendan claims that many advisors are creating “reverse rapport” in their first client meetings. What does he mean by this and how are they getting it wrong?- How do we help our clients prepare for an uncertain future when not only the markets themselves, but also the market participants, are both so subject to change?- Might we be too focused on “igniting the fuel” of a client’s investment plan? Can removing friction be an equally, if not more, effective strategy to help them achieve their goals?www.wiredplanning.comCompliance Code: 3123-OAS-12/16/2021

Tune in to hear:- What are some potential arguments against a traditional 60/40 portfolio and how do they hold up?- How would Phil define alternative investments? Also, is their bad reputation deserved for any reason and where did this reputation originate from?- What are 2-3 potential criteria to help discern the which alts can act as legitimate diversifiers in your portfolio vs. those that might have some bad actors or ulterior motives?- What is one of the alternative investment strategies in Phil’s book that is often overlooked?- How should one think about a percentage allocation to alts in light of everything we’ve discussed? What does it take to really begin to see they difference they can make in your portfolio?- How does Phil think about things such as wine, art, cars and trading cards among the other alternative investment vehicles?- How should folks think about whether or not to invest in crypto at all? If they are committed to, and interested in investing in, crypto - which particular crypto alts sh

Tune in to hear:- What exactly is Neuromarketing and what makes it so powerful?- There are more brands and advertisements vying for our attention every year. How does Nueromarketing fit into this picture and help brands really stand out?- What are the six pillars of Neuromarketing that Kristin eventually settled on and where did she source these ideas from?- Why is making marketing highly personal so important and what might a concrete example of this look like within financial services?- What does it mean to make your marketing “contrastible” and what is a practical example of this?- How do those in knowledge fields take their somewhat ethereal offerings and make them more tangible?- Does being memorable necessarily mean that you will alienate some people?- How can we make our brand visually stand out above and beyond our graphic design and branding?- When creating emotional ad content, do we have to be sure that it speaks to who the company/brand really is? Does this ever backfire?Compliance Code: 3110-OAS-

Tune in to hear:- What are some unique financial considerations for those with high-level government security clearances?- What role does financial instability often play in cases of corporate and governmental espionage?- Financial instability is often at the root of why people participate in espionage. What implications does this tendency have for the broader population?- We often have very different subjective realities than our partners regarding personal finance. How can we better bridge this experience gap, and are there times when one party is just objectively in the wrong?- How common are issues of “financial infidelity” in romantic or professional relationships?- Should financial professionals act as more of a blank slate, making space for each client’s unique values, or should they lead with their own personal values?- How can financial advisors take better note of their clients’ body language and appropriately use this information?- What are some pragmatic steps advisors can take to take their clien

Tune in to hear:- Robert says in marketing “you must get past the mental filter.” If we are going to get past the mental filter, how can we do it in a way that doesn’t land flat on its face or go too far?- How can one evoke an emotional response in a nuanced way without seeming corny or disingenuous? Are there certain business for whom this approach may not be effective?- How can a marketing approach build familiarity without becoming overly repetitive, rote or in your face?- Irresistible offers are one of the five principles of effective marketing. How can you craft an offer your client can’t refuse?- What is one big promise that financial professionals can tell their clients they will deliver on?- Signaling trustworthiness is a crucial aspect of advertising. What steps can advisors take to both be trustworthy and to convey this to their target market?- Why is merely being trustworthy often not sufficient to scale your business?Twitter: @RobertSofiaCompliance Code: 3017-OAS-11/30/2021

Tune in to hear:- How did Brad originally get into the finance industry and how did he get into trading cards?- What are some of the draws, or compulsions, that get people into card collecting?- What time period was referred to as “the junk wax era” in Baseball Cards and why was this such a poor time to collect?- Are there any big takeaways that we can learn about broader capital markets from the ebbs and flows of sports trading card history?- "Fanatics" is taking over Topps long held spot as the MLB’s licensed provider of trading cards. What does this shift signal for trading cards as an asset class and what are the other implications at play here?- What sense, if any, can be made of the explosion of value in collectibles and trading cards during a time where they seemed particularly peripheral to what mattered?- Do trading cards, as a class, tend to rise and fall together? Can diversifying between various sports and other collectibles, such as Magic or Pokemon cards, actually make a real difference?- In the

Tune in to hear:- Is the market always crazy or does it go through long periods of predictability in many peoples’ lifetimes? Is uncertainty implicit in capital markets?- There’s always going to be a reason to fear, there’s always going to be a reason not to invest. What pragmatic steps can we take to invest thoughtfully in the face of this?- Why might concentrated, active portfolios make more sense for some subset of the population?- What are some potential catalysts that could bring active management back in favor?- How does Emilie think about active management from an angle of creative destruction?- Financial wellness is a term that is thrown out there a lot, but it is rarely elucidated in depth or operationalized. What does financial wellness really look like?- Has Emilie noticed patterns of how clients’ behaviors and concerns differ between those with varying tiers of wealth?- What’s a financial concern for women that men are largely oblivious to?Instagram @emiliedayanhillCompliance Code: 2928-OAS-11/17/

Tune in to hear:- What might the lay person, who is enthusiastic about behavioral economics, not know about its historical origins?- What was the larger zeitgeist that gave rise to an envy of physics, and hard science, within economics?- Are there commonly used methods in the world of financial planning that may be rooted in some unexamined assumptions?- When consulting clients, how do we strike a balance between realizing that our theories and knowledge will always be imperfect while we also know that giving our clients something to hang on to is useful?- Where does empathy come from in the client advisor relationship? Is this an innate trait or can one teach themselves to be empathetic?- Dr. Ragatz is in charge of Carson's next generation initiatives. What has she noticed in this role? How does the next generation differ, what do they value and how might they go on to shape the industry?https://www.linkedin.com/in/julie-ragatz-ph-d-2a40b826/Compliance Code: 2830-OAS-11/5/2021

Tune in to hear:- The old American adage of “shirtsleeves to shirtsleeves in three generations” seems to be an enduring sentiment across many other cultures. Why is it such a tricky thing to sustain wealth across multiple generations and what can be done to remedy this?- Why is pointing the finger at the third generation an overly reductive approach? What could the first generation do differently to help sustain their wealth legacy?- For those who want to leave a financial gift to future generations, how can we overcome this found money / “house money” effect. How can we make it feel more tangible, real and earned?- How can families with means teach their kids the attitudinal aspects of wealth preservation, like thrift and scarcity? Do they have to impose limitations where there are few or is there another way to do so?- In his book, he encourages people to not mistake their wealth with their legacy. What exactly did he mean by this?- Why is it important to distinguish between your business, or personal pract

- As someone who works in practice management and as a trainer, how does Penny get advisors to embrace the power of practice management when there are plenty of advisors who are financially successful who are violating all the best practices?- If Penny created her own top 25 advisor list, what criteria would she choose to decide who belongs on that list?- What are some practical means of gaining psychographic insights into clients’ and is there a framework one can use when thinking about clients’ psychology?- Have the psychographics of the average client changed over the past 18 months? How have they shifted if so?- In a sea of 300,000 advisors, what are some pragmatic ways you can stand out from that pack?- What is Penny’s spiciest take on how the industry will change in the coming years?- People really struggle to confront their own mortality. With such a great psychological hurdle at the crux of the conversation, how do you get anyone to plan for succession?https://www.youtube.com/channel/UCWVDdtyWwj61yKLm

Tune in to hear:- Morningstar recently conducted an in-depth study on the financial biases that people bring to the table. What are the real world, fiscal impacts of these biases?- In the study, were they able to quantify a percentage or a dollar amount difference between biased and unbiased folks?- 2% of people in their study showed no evidence of bias - are their really people out there that are almost completely bias free, or was this an anomaly in the study?- There was only one bias that showed a significant skew for a certain demographic - which one was it and why might this be the case?- In most studies men show up as overconfident with financial decisions, when compared to women - why didn’t this play out so dramatically in the Morningstar research?- Did Steve’s team’s study look at lose aversion at all?- What are the 6 facets of the “Create” model that Steve created as a sort scaffolding for guiding client behavior.- If we have a client with a history of traumatic or bad financial experiences, how can

Tune in to hear:- Ric Edelman started off as a reporter - does Ric think that an advisor could start “Edelman 2.0", so to speak, using the same formula with education at the forefront?- Why might it be wise to “narrowcast” rather than broadcast?- What are two or three actionable steps that American investors can take now?- Why does Ric think that Blockchain technology is one of the top four inventions in the history of commerce?- How does one strike a balance between being enthusiastic about Blockchain technologies while not falling into a camp of blind adoration or misinformed distrust?- In addition to behavioral facets, what other conditions would Ric look for to determine the suitability of crypto for a client?- Might crypto and the blockchain be able to help us overcome historical wealth inequality issues?www.dacfp.comCompliance Code: 2488-OAS-9/21/2021

Tune in to hear:- Many are very focused on the behavioral coaching elements of behavioral finance, but overlook the upside of integrating the findings of behavioral finance into actual asset management. How can we be better about balancing the two?- Toews’ portfolios attempt to anticipate declines. How specifically does he go about that and what specific signals is he looking for?- How can we think about tactical signals in a world that moves so quickly, like we saw with the corona crisis?- What does it look like, specifically, to create an action plan for an unfavorable market?- Does Phillip ever worry that he’s unnecessarily planting seeds of fear and doubt where there are none?- How are we not thinking about bonds correctly these days?- Why are pre-commitments so vital, why do they work and what is the science behind them?- How can one strike a balance between being attune to the reality of the wealth destroying effects of market bubbles while not being so sensitized to them that you see them everywhere?ww