Tune in to hear:

• Examples of when emotional connection can play a decisive role in sales.
• How, practically, can advisors shift their focus a bit from the technical to fostering deep, emotional connections with their clients?
• What is motivational interviewing, what is based on and what does it look like in practice?
• Where does the discovery process often go wrong and what can we do to make it go right?
• How can silence be a powerful tool in client meetings?
• How can advisors help their clients’ goals become more vivid and salient for them?
• What is EQ, or emotional intelligence, and why does it matter so much for advisors? Also, what specifically is Dr. Lynn doing with her workshops and her scorecard?
• What is one sub facet of emotional intelligence that we could all stand to work on?

Links

• Dr. Christina Lynn on LinkedIn
• Mariner Wealth Advisors

Connect with Us

• Meet Dr. Daniel Crosby
• Check Out All of Orion’s Podcasts
• Power Your Growth with Orion

Compliance Code: 2455-OAS-9/23/2024

Tune in to hear:

• Get a better sense of the size and scope of the racial wealth gap problem in the US.
• Should financial advisors play a role in addressing these inequalities? Also, do historical factors, such as systemic discrimination and redlining, largely to blame for the genesis of this disparity?
• What sort of systemic inequities and injustices are we up against today and what can we do to combat these?
• What cultural differences, and attitudes, towards money, risk and investing should non-black practitioners be aware of when working with black clientele?
• What can we do as an industry to win some trust back and will part of that be through education and outreach?
• Does Adam see tech as a potential equalizer or exacerbator of the racial wealth gap?
• How can we best meet each client where they are at, as individuals?

Citations

• 17 cents on the dollar
• Inheritance likelihood and magnitude
• Black wealth holdings
• 228 Years

Links

• Adam Tolliver on LinkedIn
• Adam Tolliver on Youtube
• Artisan Financial Strategies
• The Hidden Cost of Being African American
• The Black Tax: The Cost of Being Black in America

Connect with Us

• Meet Dr. Daniel Crosby
• Check Out All of Orion’s Podcasts
• Power Your Growth with Orion
  

The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here.

Compliance Code: 2356-OAS-9/13/2024

Tune in to hear:

• What elements do “tulip mania,” the roaring twenties and the .com bubble share and what should be our biggest takeaway from these historic market events?
• What is the "affect heuristic" and how should we be thinking about it in relation to our investment decision making?
• How do the emotional states of euphoria and despair effect our risk tolerance? Do these emotions also effect how much we are willing to pay or sell an asset for also?
• What are somatic markers and how do they influence our decision making process?
• What can we learn from “circular techniques” in martial arts?
• What is the “Save More Tomorrow” Campaign and how does it exploit our status quo bias for good?
• How can goals based investing create more emotional buy in to your portfolio?

Links

• The Soul of Wealth

Connect with Us

• Meet Dr. Daniel Crosby
• Check Out All of Orion’s Podcasts
• Power Your Growth with Orion

Compliance Code: 2339-OAS-9/12/2024