Just like wanted to have the experience. I love the philosophical conversation. This is like 15 takes and that’s what it looks like after like draft. He is also a columnist for Morningstar magazine and a contributor to Yahoo Finance. [00:16:51] Carl Richards: I get this email all the time from big like the head of training at huge firms that you would all recognize saying, “Could you come help our advisors learn how to talk to humans?” and there’s a bunch. It was mine and I thought I was pretty good at this in terms of making things simple and easy to understand and I was just getting blank stares and out of a certain act of desperation, this is not a blackboard but it was like there was a whiteboard on the wall and I jumped up and said, “No, like this,” just purely out of an act of desperation. So, can we go into the formation of your question that you formulated over years in this business that you would open kind of this discovery session with the very first appointment and why you settled on that question? Instagram, Twitter, Facebook, Images, Youtube and more on IDCrawl - the leading free people search engine. Carl Richards, CFP® New York Times Columnist and Author, The Behavior Gap: Simple Ways to Stop Doing Dumb Things with Money As a woman who personally knows the high price of money silence, I highly recommend that you read Kathleen Burns Kingsbury’s latest book, Breaking Money Silence . I’m sure a lot of your listeners can relate to this, sitting at a desk when I was a financial advisor, a big brokerage firm, it will go unnamed, but has a bull as its symbol and is owned by a bank sitting at a desk trying to explain a relatively complex subject to a client and these were smart like all of our clients, smart, intelligent, successful people. Many of their peers balk at the reputational and financial risks. That seems right. So, that would’ve been 12 + 7, 15, 16 years. If it’s more than one page, Carl will help you shorten it today with tips on where to focus, how to view advisors and your plan, and most importantly, what to … Let me just tell you one real quick like this is so important. You used to be a United States resident. So, it’s make a plan so we still plan. I don’t mean they don’t like they care that you know but they don’t want to know. Most of us didn’t sign up to be marriage counselors. Thanks for listening in and I will catch you on the next show. It would be fun. Yeah. It turns out people travel. It was just Ron Lieber at the New York Times would open Kent’s emails for some reason. Again, and that’s one case wherein Steve was the not engaged partner in this case the wife was not the engaged partner. Yes. Here’s where you are today. Like we’re seven minutes into our meeting. As a former financial planner, Carl found tons of inspiration for his Sketch Guy column, which has been appearing weekly in The New York Times since 2010. So, I’m just sort of begging you gently like I’ve been a little I like to balance drill sergeants and empathetic. We’ve got to stop filling out the question. It’s awesome and I’m glad. [00:14:37] Brad Johnson: Wow. Welcome to The Society of Advice. Yes it’s possible to grow your business and work less, this is a model we’ve replicated over and over in markets all over the country… So, if you’d like to apply to see if it makes sense for us to have a 1-on-1 conversation on how to overcome what may be getting in your way, you can do that at bradleyjohnson.com/apply. Let me just say one more thing about this. And Julie, longer pause, gets emotional and says, “Carl, I just want to have a family and I haven’t even had time to think about it.” And I’m like that’s relatively dramatic example, but of the hundreds of times I’ve done this, most of them are that far off. It’s just not true. So, here’s what to do next if you’d like your free copy. That if you don’t feel thoroughly diagnosed, you get a second opinion, you google, right? We put some framework. [00:23:14] Brad Johnson: Yeah. One is that that we think complexity shows how smart we are. This week’s first review comes to us from user BenschD who says: Dave, always awesome reading a review from someone I’ve gotten the chance to interact with personally. When I go meet with my attorney, this happened us. Talk about the power of that and why that’s important if you don’t mind. He works with advisors and he likes to say, “What are you solving for?” and actually a colleague of mine here. In the literature, you call it solve for the next local optimum. We just release the pressure so I use the word “gets”. What were you thinking? I don’t know anyone that’s doing [inaudible] work that’s not scared why they’re doing it. I’m just plugging him at the beginning of this conversation. They overcame both those barriers and they’re still there. I can think multiple times where advisors will call in and we’ll help them actually build the plan on our side so we’re marrying insurance planning with asset management and they’ll be like, “Hey, I’ve got a great prospect. Professionally, I started listening when I began my career in financial services in 2017. Let me know if you listen to the show, how you found it, what guests I should have on, etcetera. Tell me why. Please keep pushing. We need to make a difference. So, we’re filling out the questionnaire. And then there’s a whole story behind that but that’s how they first sort of appeared in The Times and then now October will be 10 years. I think the reason I really will hammer that home is because if you’re thinking about doing it and you’re like, “What’s wrong with me? Richards has also become a staunch believer in the power of social media. [01:05:32] Brad Johnson: Thanks for checking out the latest show. And so, I think that’s the other, the more benign version of this is just a natural progression as you move along the industry, any industry, attorneys are guilty of this that any industry as you get smarter and smarter and more and more experienced, you think someone cares. It was like here’s your retirement account, here’s your bank account, and we’re going to do this and then when you retire, we’ll reverse the arrow like it was just sort of a cash flow because you’ve seen the estate planners do this all the time. I’ve been listening to Bradley Johnson for over a year and he and his guests have really opened my mind about how to build a great business. It becomes an ongoing process, so I like to think in 90-day segments like here’s what we’re going to work on for the next 90 days and the other analogy I use quickly is pilots. They care about their problems. A no-holds barred conversation for Real Financial Advisors with industry nerd Michael Kitces and client communication expert Carl Richards. We then dive into a Discovery session where we ask a lot of questions based on your survey. Clients do not care. And so, I said, “Tell me a little bit more about freedom, like what does that mean?” “Oh Carl, I just want a little flexibility.” There were pauses and some uncomfortable shifting and so, “I want a little flexibility.” “Okay. Like, can we just get the mindset right? Even better, the shows are always entertaining.” BCLowrey, always awesome to hear from a long-time listener, so thanks for taking the time to share your thoughts on the show. , I grab some time with the kids to WealthManagement.com exclusive articles with takeaways! We are in conversation t think it ’ s the big… assets for safekeeping likes to steer of... Those feelings to offer is goal clarification 00:50:10 ] Carl Richards word is through his Secret Society of financial... Johnson: well, I have to remind themselves which you ’ re the the! Our situation well enough to tell us what to do with this like please the. Took him by surprise the book fear around that video conversation, I ’ m sorry ” this kills.. With some virtual thoughts from Carl Richards original Sketch was, the difference isn ’ t much care where ”... Own practice Ah, that just basically come to represent my life ’ s like... 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