Standard Deviations with Dr. Daniel Crosby

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 should they consider buying?- How is Phil incorporating alts into his own portfolio?Twitter: @bipsandpiecesWeb: www.savantwealth.comCompliance Code: 3117-OAS-12/15/2021

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-12/15/2021

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 client relationships to the next level?https://chieffinancialmom.comCompliance Code: 3025-OAS-12/1/2021

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 era of NFTs and blockchain technology, is the future of trading cards still cardboard or will this fall out of favor with the rise of these technologies?- If one is new to collectible markets, such as baseball cards, what is a way they could dip a toe into these investments and limit their risk?www.bradleyjohnson.comCompliance Code: 2959-OAS-11/22/2021

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-11/17/2021

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 practice, and the business of your family?- How does a margin of safety look different for an entrepreneur vs. an investor in capital markets?- How can we see the world through the eyes of our grandchildren and great-grandchildren when we’ve never met them? Also, how can we avoid our natural tendency to scapegoat the upcoming generation for our problems?- How can we begin to overcome the great amount of wealth inequality in our nation?- How can one think through charitable giving, that actually moves the needle, with their clients?www.firstgenerationwealth.comwww.balentine.comCompliance Code: 2778-OAS-11/1/2021

- 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/UCWVDdtyWwj61yKLm0unERjwCompliance Code: 2643-OAS-10/13/2021