The Human Side of Money
Episodes
154: How Financial Advisors Can Build a Client Service Calendar That Drives Consistency
20 Mar 2026
Contributed by Lukas
Most Advisors don’t struggle because they aren’t working hard enough; they struggle because their business hasn’t been intentionally designed to...
153: Rethinking Goals-Based Financial Planning: Using Behavioral Experiments to Improve Client Outcomes with Meghaan Lurtz
25 Feb 2026
Contributed by Lukas
Most financial planning is built around goals. Goals like: Retiring at 60 Spending more time traveling Leaving a legacy through philanthrop...
The 4-Step Playbook to Retain Your Clients During a Firm Transition
13 Feb 2026
Contributed by Lukas
When you’re thinking about making a move to a new firm, there’s always a lingering question: “Will my clients come with me?”...
The Psychology of Goals: 6 Ways Financial Advisors Can Help Clients Follow Through
23 Jan 2026
Contributed by Lukas
Most of your clients’ financial planning goals don’t fail because they’re unrealistic. They fail because behavior hasn’t changed. In this epi...
Best of 2025: A Highlight Reel of Behavioral Finance Strategies That Helped Advisors Grow
18 Dec 2025
Contributed by Lukas
This year’s “Best of” episode is a highlight reel of the most impactful, yet practical strategies discussed in this year’s Human Side of Money...
EP149: Turning Financial Plans Into Purpose-Driven Lives with Emily Rassam
06 Nov 2025
Contributed by Lukas
Most Advisors build plans around numbers. Emily Rassam builds them around people. In this episode of The Human Side of Money, Brendan sits down with E...
148: The Dark Side of Financial Freedom No One Prepares You For with Rick Foerster
22 Oct 2025
Contributed by Lukas
At 38, Rick Foerster became financially independent after helping build a healthcare startup that went public. By every external measure, he had “en...
147: How To Win Clients and Build Plans Using A Human-First Approach with Tim Maurer
10 Sep 2025
Contributed by Lukas
Winning more clients and creating a more client-centric planning experience requires a shift. A shift away from the numbers. A shift towards the human...
146: From IQ to EQ: A Process For Delivering Values-Based Advice With Shannon Harris
27 Aug 2025
Contributed by Lukas
Most Advisors rely on technical expertise (IQ). But when you work with human beings, IQ alone often isn’t enough. You have to combine IQ and EQ (Emo...
145: How One Retiree Experimented His Way to a Fulfilling Retirement with Fritz Gilbert
13 Aug 2025
Contributed by Lukas
What if everything you’ve been taught about preparing clients for retirement is only half the story? Fritz Gilbert spent a decade writing over 400 a...
144: How To Stay Connected (And Deepen Trust) Between Client Meetings With Dr. Megan McCoy
30 Jul 2025
Contributed by Lukas
What if the most important trust-building moments with clients aren’t during meetings, but actually in between them? It turns out that your communic...
143: Why Every Retirement Plan Needs Purpose Before Portfolios with Tony Hixon
16 Jul 2025
Contributed by Lukas
Most retirees prepare financially, but still feel lost when they step away from work. Why? Because emotional readiness is just as critical as a fully ...
142: Transforming Your Onboarding Process Into A Referral Engine with Libby Greiwe
02 Jul 2025
Contributed by Lukas
What if your onboarding process could become your most powerful referral engine? Most advisors overlook onboarding as a strategic growth tool—and th...
141: The Power of Storytelling: How To Craft Stories That Convert Prospects Into Clients with Stacy Havener
18 Jun 2025
Contributed by Lukas
The most common mistake advisors make with prospects? They deliver a logically-driven pitch showcasing all the ways they can help. But, prospects make...
140: The Human Side of Retirement with Dan Haylett (Part 2)
04 Jun 2025
Contributed by Lukas
What if retirement planning wasn’t just about saving but about learning how to spend? In Part 2 of The Human Side of Retirement, Brendan Frazier c...
139: The Human Side of Retirement with Dan Haylett (Part 1)
21 May 2025
Contributed by Lukas
Retirement isn’t just about reaching a number – it’s a deeply personal transition that requires more than financial planning. By und...
138: How To Communicate The Intangible Value of Financial Planning with Michael Lecours
07 May 2025
Contributed by Lukas
Financial planning is a service-based business. You’re selling the invisible. It can’t be seen, touched or experienced before buying. P...
137: A 4-Step Framework To Guide Anxious Clients Through Uncertain Markets
29 Apr 2025
Contributed by Lukas
The conversations you have with clients during uncertain markets are the most important you’ll ever have. Helping them safely and confidently naviga...
136: A Process For Rewiring Financial Behavior and Identity with Danielle Howard
23 Apr 2025
Contributed by Lukas
Most advisors know they need to integrate the human element into their practice. But, it’s hard to decide WHAT to do and HOW to do it. Fortunately, ...
135: Breaking Money Silence with Kathleen Burns Kingsbury
26 Mar 2025
Contributed by Lukas
Talking about money remains one of the most challenging topics for many, often shrouded in silence and taboo. Why do we hesitate to engage in money ...
134: Turn Clients Into Raving Fans By Creating Memorable Experiences with Dennis Moseley-Williams
13 Mar 2025
Contributed by Lukas
Financial advice is no longer just about offering services—it’s about creating real, meaningful experiences for clients. Because an experience u...
133: Creating A Visual Discovery Meeting Experience with David Armstrong
26 Feb 2025
Contributed by Lukas
If you want to grow your advisory business by bringing on new clients, you have to get three things right: Your marketing, messaging and meetings. Mar...
132: The Search For Purpose and Meaning In Retirement with Tom Pendergast
12 Feb 2025
Contributed by Lukas
We all have an idea of what retirement will be like. But what happens when reality doesn’t match your expectations? For many, the transition from a ...
131: The Soul of Wealth: Connecting Money and Meaning with Dr. Daniel Crosby
29 Jan 2025
Contributed by Lukas
We all know that true wealth goes far beyond money. Yet, we all act as though money is the ultimate end game. Like when your client says, “Once I ge...
130: Behavioral Finance Ideas Proven To Enhance Client Outcomes with Dan Egan
15 Jan 2025
Contributed by Lukas
As Betterment’s Director of Behavioral Science, Dan Egan knows that understanding human behavior is key to your client’s financial success. But kn...
129: The Best Ideas and Insights from 2024
31 Dec 2024
Contributed by Lukas
The Human Side of Money in 2024: Released 24 episodes Delivered 1,933 minutes of content on the human side of advice Inside those 24 episodes and 1,...
128: The 3 R’s of Relationship Marketing with Bill Cates
11 Dec 2024
Contributed by Lukas
“If you’re not relevant, you’re ignored. If you’re not compelling, you’re forgotten.” Bill Cates, the “OG” of relationship...
127: Preparing Your Clients and Practice for Behavioral Finance 3.0 with Meir Statman
27 Nov 2024
Contributed by Lukas
Meir Statman, a trailblazer in behavioral finance, says: “Financial well-being underlies life well-being.” Advisors know their clients want to fee...
126: Love & Money: The Keys To Financial Success As A Couple with Doug and Heather Boneparth
13 Nov 2024
Contributed by Lukas
Does money talk strengthen your relationship—or strain it? Doug and Heather Boneparth, a dynamic husband-wife team and experienced financial advisor...
125: Building A Screening Process To Identify Perfect-Fit Prospects Ready To Act with Dr. Meghaan Lurtz
01 Nov 2024
Contributed by Lukas
Here’s a question for you: On a scale of 1-10, how confident are you that your screening process will yield conversations with prospects who are a g...
124: A Step-By-Step Process For Conducting “Re-Discovery” Meetings With Long-Time Clients with Ben Haas
16 Oct 2024
Contributed by Lukas
Here’s the outline for most review meetings with long-time clients: How is life? How is the family? Any major changes or updates? Here’s your sit...
123: The Language of Loss: How to Communicate With Grieving Clients with Kathi Balasek
04 Oct 2024
Contributed by Lukas
Financial advisors are on the front lines of bad news. Your entire business is filled with clients who have either experienced grief or will experienc...
122: Implementing A “Family EOS” Approach To Create More Intentional Goals with Isaac Presley
18 Sep 2024
Contributed by Lukas
Are your clients drifting aimlessly or swimming purposefully towards their financial goals? The default for clients is to pick goals on autopilot. Goa...
121: A Playbook To Master The Human Side of Advice with Michael Kitces
04 Sep 2024
Contributed by Lukas
When you want to learn something about financial planning and advice, the ultimate source is Michael Kitces. Most people know Michael is a spreadsheet...
120: The Three Cornerstones of a Happy And Fulfilling Retirement with Michael Finke
23 Aug 2024
Contributed by Lukas
Michael Finke’s research shows that the trifecta of a happy and fulfilling retirement incorporates: Money Health Social Connection Most financial ...
119: A 3-Step Process for Crafting a Statement of Financial Purpose with Andy Baxley – Part II
08 Aug 2024
Contributed by Lukas
*This is a continuation of the conversation that started in the previous episode (Episode 118). We highly recommend listening to that episode first! A...
118: A 3-Step Process For Crafting A Statement of Financial Purpose with Andy Baxley – Part I
11 Jul 2024
Contributed by Lukas
A Statement of Financial Purpose serves as the mission statement for your client’s financial life. It acts as the north star or lens for making ...
117: Mastering The Art of Trust-Based Selling with Kerry Johnson
20 Jun 2024
Contributed by Lukas
The growth of your business hinges on your ability to build and establish trust with prospective clients. In this episode, Kerry Johnson, “Ameri...
116: The Financial Advisor’s Guide To Love And Money with Sonya Lutter
05 Jun 2024
Contributed by Lukas
Love and money are two emotional subjects on their own. And one HIGHLY emotional subject when combined together. Next time you meet with a couple, thi...
115: The 5 Pillars of The Ultimate Intro Meeting
15 May 2024
Contributed by Lukas
The intro meeting is the lifeblood of an advisory business. It’s either the single most expensive or the single most profitable activity that yo...
114: Combining Psychology With Technology To Transform Client Outcomes with Emily Koochel
02 May 2024
Contributed by Lukas
The combination of financial psychology and technology has a multiplier effect on client outcomes. Advisors who effectively integrate both into their ...
113: 8 Secrets To Asking Great Questions That Get Great Answers
18 Apr 2024
Contributed by Lukas
More important than what questions you ask is how you ask them. In this episode, shares 8 proven ways to ask better questions that lead to better answ...
112: Using “Influence” Techniques To Persuade Prospects To Become Clients with Evan Beach
03 Apr 2024
Contributed by Lukas
Three important questions every advisor should answer: Do you think you provide a valuable and life-changing service? Do you think your clients are b...
111: The Most Important Skill In Financial Advice
28 Mar 2024
Contributed by Lukas
There is one skill that will impact your success and your client’s success more than anything else. The ability to listen. More specifically, th...
[GREATEST HITS] Episode 18: Understanding A Client’s Money Mindset In Order To Maximize Their Well-Being with Sarah Newcomb
20 Mar 2024
Contributed by Lukas
The greatest barrier for every client isn’t lack of information. It’s their own mindset and behavior. Whether it’s someone who over-...
110: Leveraging Client Feedback To Create Meaningful Conversations And Engaged Clients with Julie Littlechild
07 Mar 2024
Contributed by Lukas
Research consistently shows that >90% of clients are satisfied. At first glance, it sounds like a good thing. But, if over 90% of clients are satis...
109: How To Deliver Advice That Clients Actually Follow
01 Mar 2024
Contributed by Lukas
If you want your clients to actually follow through on the advice you give, you have to shift your approach. You have to shift from “Advisor-Dri...
108: The Secrets To Communicate With Confidence In Any Situation with Matt Abrahams
21 Feb 2024
Contributed by Lukas
Your success in this profession and the quality of your relationships are directly correlated with your communication skills. Think about the communic...
107: The Communication Superpower For Creating Authority And Urgency with Sten Morgan
07 Feb 2024
Contributed by Lukas
Most financial advisors’ meetings are underwhelming. They typically include a mix of small talk, dialogue, fact-finding, and a less-than-rivetin...
106: The Trust Mandate: How To Build High-Trust Relationships With Clients And Prospects with Herman Brodie
24 Jan 2024
Contributed by Lukas
Trust is the foundation of success in financial advice. You need trust to get prospects to become clients and you need trust to get clients to follow-...
105: The Importance of Giving Advice That Sticks with Dr. Moira Somers (Repost)
11 Jan 2024
Contributed by Lukas
The perfect plan is rendered useless in the absence of execution. Or, as Dr. Moira Somers says: “What’s the point of technically proficien...
104: The Best Ideas & Insights From 2023
22 Dec 2023
Contributed by Lukas
The Human Side of Money in 2023: Released 35 episodes Crossed over 100k downloads (and almost 200k!) Delivered 2,517 minutes of content on the human ...
103: Making The Shift To Human-First Financial Guidance with Ross Marino
07 Dec 2023
Contributed by Lukas
There’s a critical mistake made by almost every advisor around the world every single day. We focus more on the plan than the person. More on wh...
102: Delivering Advice That’s Easy To Implement By Making It Reasonable Not Rational
30 Nov 2023
Contributed by Lukas
Lack of follow-through and implementation of advice is a widespread problem. One study revealed this gut-wrenching stat: 70% of clients implement less...
101: Building A Human-First Approach Into The Fabric Of An Entire Firm with Shaun Erickson
22 Nov 2023
Contributed by Lukas
In 2012, Shaun Erickson founded Single Point Partners because he wanted to do something different. As a solo advisor at the time, his primary focus wa...
100: A Collection of Advisor Stories Telling The Power of The Human Side
09 Nov 2023
Contributed by Lukas
Mastering the human side of advice will: Enrich your clients’ lives Enhance your relationships with clients Forever change the trajectory of yo...
99: Understanding How Your Client’s Past And Future Impacts Financial Decisions Today
02 Nov 2023
Contributed by Lukas
Your client isn’t just the person sitting in front of you today. It’s who they’ll become 30 years from now. And, it’s who they...
98: Creating A Unique Money Vision To Build A Client’s Ideal Life with Jake Northrup
25 Oct 2023
Contributed by Lukas
It’s one thing for advisors to say they want to get better at the human side. It’s another thing to actually start making changes to your ...
97: A Blueprint For Conducting “Re-Discovery” Meetings With Long-Time Clients with Meghaan Lurtz
11 Oct 2023
Contributed by Lukas
Let’s face it…most advisors’ meetings with long-term clients are lackluster. You ask about life, the kids, any changes in their life...
96: Why Advisors Shouldn’t Give Advice (And What To Do Instead)
04 Oct 2023
Contributed by Lukas
The relationship dynamic between advisors and clients is shifting. It’s shifting away from treating the plan and towards treating the person. Th...
95: Navigating The Dynamics Of Working With Couples And Money with Ashley Quamme
27 Sep 2023
Contributed by Lukas
Every advisor remembers sitting in a meeting with a couple where one person is engaged and the other hasn’t said a word. Or the meeting with the...
94: Why Clients Actually Hire & Fire Their Financial Advisors with Samantha Lamas and Danielle Labotka
14 Sep 2023
Contributed by Lukas
If you want to convert more prospects into life-long clients… You need to know the answer to two questions: Why do people hire a financial advis...
93: The Psychology of Retirement Spending and Prioritizing Peace of Mind with Christine Benz
30 Aug 2023
Contributed by Lukas
Christine Benz has been dispensing financial planning knowledge and impacting the lives of people around the world for decades. She’s written hu...
92: Systems That Scale Human-To-Human Connection Throughout An Advisory Business with Libby Greiwe
16 Aug 2023
Contributed by Lukas
There’s a dilemma that every financial advisor eventually comes face-to-face with. It’s when you realize that you have too little time and...
91: The Email That Wins Clients And Their Trust
10 Aug 2023
Contributed by Lukas
There’s an email you can send that actually: 1) Improves conversion ratios 2) Improves connection and receives responses like “You get me....
90: Building A Service Model To Help Clients Align Money & Purpose with Justin Castelli
02 Aug 2023
Contributed by Lukas
After 18+ years in the industry, Justin Castelli decided to shift his business model away from traditional financial planning. Here’s his quote ...
89: How Financial Empathy And Data Visualization Influence Client Behavior with Dr. Michael Thomas
19 Jul 2023
Contributed by Lukas
“Behavioral Coaching” continues to emerge as the primary source of value in a relationship between an advisor and client. Yet, most adviso...
88: The Power of Mirroring Clients’ Words
14 Jul 2023
Contributed by Lukas
There’s one communication technique in the skill set of FBI hostage negotiators that stands above the rest. One they describe as being the close...
87: Incorporating The Human Element Throughout The Planning Process with Hannah Moore
05 Jul 2023
Contributed by Lukas
The financial advice industry does an outstanding job of training and developing technical knowledge. The industry is full of advisors and planners wh...
86: A Collection of Wisdom To Conduct The Ultimate Intro Meeting
21 Jun 2023
Contributed by Lukas
The intro meeting is the lifeblood of an advisory business. That 30-60 minute window with a complete stranger is either the most expensive or the most...
85: How (And Why) To Turn Clients’ Vague Goals Into Vivid Visions
08 Jun 2023
Contributed by Lukas
Morningstar research reveals a direct link between savings behavior and mental time horizon. In fact, the research says mental time horizons are more ...
84: A Three-Step Guide To Transform Your Relationship With Money with Bari Tessler
24 May 2023
Contributed by Lukas
When financial advisors meet with clients, it’s easy to focus solely on the numbers and neglect the feelings they elicit. It’s easy to foc...
83: 3 Proven Techniques To Enhance Your Questions And Elevate Your Conversations
17 May 2023
Contributed by Lukas
Asking great questions is a superpower for financial advisors. When done right, asking great questions establishes likeability, accelerates trust, and...
82: A Framework To Facilitate Conversation And Connection Throughout The Planning Process with Josh Gilliam (Part II)
10 May 2023
Contributed by Lukas
In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication. He was seeki...
81: A Framework For Facilitating Conversation And Connection Throughout The Planning Process with Josh Gilliam (Part I)
26 Apr 2023
Contributed by Lukas
In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication. He was seeki...
80: The Golden Circle of Financial Advice: Understanding The Connection Between Goals & Values
21 Apr 2023
Contributed by Lukas
If you work with people and their money to fund something now or in the future, it’s absolutely crucial that you understand the dynamic between ...
79: Behavioral Finance Principles That Actually Improve Financial Behavior with Barry Ritholtz
12 Apr 2023
Contributed by Lukas
As behavioral finance has moved into the mainstream, one thing has become clear. It’s great to know there’s a way to explain a client̵...
78: The Art of Asking Great Questions That Get Great Answers with Warren Berger
27 Mar 2023
Contributed by Lukas
Asking great questions is a superpower for financial advisors. But, it’s not enough to simply ask questions. The types of questions, the timing ...
77: Best Questions For Each Step Of The Client Journey
22 Mar 2023
Contributed by Lukas
Every advisor always wants to know what questions to ask. But, more important than WHAT you ask is WHEN you ask it. A great question asked at the wron...
76: Emotionally-Compelling Conversations To Fast-Track Trust And Likability with Deirdre Van Nest
15 Mar 2023
Contributed by Lukas
We all know that human beings buy on emotion and justify with logic. Yet, when meeting with a prospect, the majority of advisors default to leading wi...
75: Understanding The Brain To Ignite Motivation Within Clients And Prospects With Ted Klontz
02 Mar 2023
Contributed by Lukas
Financial advice requires working with money and people. Working with money is the easy part. You need a calculator and some decent math skills. Worki...
74: Positioning Behavioral Coaching, Top 3 BeFi Ideas, and Introducing Values to Long-Time Clients
22 Feb 2023
Contributed by Lukas
This is the inaugural “Ask Me Anything” (AMA) episode. Whether it’s been emails, Twitter DM’s, LinkedIn messages, one-off virt...
73: The Evolution Of The “Human Dimension” And Helping Clients “Live Big” with Dave Yeske
15 Feb 2023
Contributed by Lukas
Everything changed during FPA Retreat in Cheyenne County, Colorado in 1995. Up to that point, the focus of these gatherings, conferences and presentat...
72: The Power Of Finding Flow For Advisors And Clients with Dr. Jordan Hutchison
01 Feb 2023
Contributed by Lukas
Think back to a time when you were “in the zone.” A time when you were completely immersed and focused on what you were doing. Psychologis...
71: 9 Guiding Principles For The Human Side of Advice
25 Jan 2023
Contributed by Lukas
You’ll never truly master the human side of advice until you have the right mindset to do it. And, unfortunately, most advisors need a complete ...
70: Developing The Essential Communication Skills Every Advisor Needs with Dr. Jim Grubman
18 Jan 2023
Contributed by Lukas
In healthcare, client outcomes and client satisfaction are directly correlated to the doctor’s “bedside manner.” The same holds true...
69: The Psychology of Referrals (Part II) with Dan Allison
04 Jan 2023
Contributed by Lukas
Ever wondered why you don’t get more referrals from your clients? Good News: Most advisors have a client base that’s willing to refer. Bad...
68: The Best Ideas & Insights From 2022
27 Dec 2022
Contributed by Lukas
The Human Side of Money in 2022: Released 28 episodes Had 21 conversations with expert guests Delivered 2,342 minutes of content on the human side of...
67: How To Guide Comfortable Conversations That Actually Inspire Change with Jeremy Keil
07 Dec 2022
Contributed by Lukas
Every advisor has two puzzles to solve: What to do and how to get them to do it! The first requires an understanding of numbers. The second is an unde...
66: Establishing A Goal Hierarchy To Create More Meaningful Goals with Eric Trexler
23 Nov 2022
Contributed by Lukas
Most goal-setting exercises have one major flaw. They focus too much on WHAT someone wants to accomplish rather than WHY they want to accomplish it. T...
65: Four Pillars Of The Ultimate Discovery Meeting
16 Nov 2022
Contributed by Lukas
The discovery meeting is the single most important meeting for your clients and your practice. If you’re like most, you’ve probably looked up “t...
64: A Comfortable Approach For Turning Prospects Into Clients Without Being Salesy with Nancy Bleeke
09 Nov 2022
Contributed by Lukas
You can’t help a prospect if they never become a client. You can’t help a client if they don’t implement your advice. Like it or not...
63: Defining Financial Purpose By Viewing Money As A Tool Rather Than A Goal with Derek Hagen
26 Oct 2022
Contributed by Lukas
No client actually cares about maximizing their wealth. Every client cares about maximizing their life. Therefore, money should never be a goal. It sh...
62: The Psychology of Communicating and Delivering Advice with Dr. Derek Tharp
13 Oct 2022
Contributed by Lukas
Your client’s decisions are almost always subconsciously driven by invisible influences. Should I wear a suit? Should CNBC be on in the lobby? D...
61: A Toolkit To Change Client Behavior And Improve Follow-Through of Advice
05 Oct 2022
Contributed by Lukas
The job of a financial advisor and planner isn’t simply to dispense the advice, pat yourself on the back, and walk away as if your job is done. It’...
60: Using Money To Accumulate Happiness Rather Than Wealth with Chris Budd
28 Sep 2022
Contributed by Lukas
Money and happiness will forever be intertwined, specifically the relationship between the two. While money may not be able to buy happiness, it can c...
59: Tools For Discovering And Changing A Client’s Money Mindset with Rick Kahler
15 Sep 2022
Contributed by Lukas
Money decisions are never just about money. Research tells us that about 90% of all financial decisions are made emotionally, not logically. Decisions...
58: The Advisor’s Guide To Money And Behavior with Dr. Brad Klontz
31 Aug 2022
Contributed by Lukas
Whether you’ve been an advisor for four days or four decades, you know that your client’s success has just as much to do with their mind a...
57: The Trust Formula: How To Consistently Build Trust With Clients and Prospects With Mary Schmid
17 Aug 2022
Contributed by Lukas
Trust is the foundation of success in financial advice. Research has found that trust is the #1 characteristic clients look for in a financial advisor...
56: 10 Insights To Master The Human Side of Advice
04 Aug 2022
Contributed by Lukas
Every single advisor and planner recognizes the importance of the human side when working with people and their money. And every single advisor and pl...