Clarify Pain to Unlock Client Action [194]

Elementality for Financial Advisors | Elements Financial Vitals System™

#Trading #Entrepreneur #Business #Elements Technology, Inc #Personalfinance #Wealthmanagement #Finance #Financialplanning #Investing #Investmentmanagement #Jordan Haines #Financialadvisor #RIA #CFP® #Financialplanner

17:27

Why do so many of us get nervous when public speaking? Communication expert Lawrence Bernstein says the key to dealing with the pressure is as simple as having a casual chat. He introduces the "coffee shop test" as a way to help you overcome nerves, connect with your audience and deliver a message that truly resonates. After the talk, Modupe explains a similar approach in academia called the "Grandma test," and how public speaking can be as simple as a conversation with grandma. Want to help shape TED’s shows going forward? Fill out our survey ! Become a TED Member today at https://ted.com/join Hosted on Acast. See acast.com/privacy for more information.…

about a year ago 33:50

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Jordan continues his conversation with Abby Morton about developing a financial coaching offering that effectively engages participants—especially in an employer-sponsored context. They delve into the challenges of capturing and sustaining employee interest, even when initial enthusiasm is high.

Jordan and Abby explore a framework that includes uncovering and articulating the true pain points clients experience. By helping clients name and understand their financial anxieties, advisors can foster trust, encourage action, and bring meaningful value at scale. Tune in to learn how focusing on the underlying financial “pain” can enhance your coaching approach and drive better engagement.

240 episodes

Clarify Pain to Unlock Client Action [194]

Elementality for Financial Advisors | Elements Financial Vitals System™

published about a year ago

MP3•Episode home

240 episodes

All episodes

Elementality for Financial Advisors | Elements Financial Vitals System™

1
How To Sell An Employee Wellness Service [218] 46:19

5 days ago46:19

46:19

Jordan welcomes Abby Morton to the program to talk about how to sell an employee financial wellness program to employers. In this episode you’ll learn the data behind the opportunity for employer-sponsored financial wellness programs as well as… What motivates employers to purchase a financial wellness service What motivates employees to engage with a wellness program And what motivates advisors to build this service in the first place Sign up for the webinar on June 10 using this link.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
When Scale & Consistency Destroy Progress [217] 8:01

12 days ago8:01

8:01

Building something that is relevant and valuable to clients take a period of inconsistency that can oftentimes feels chaotic. Today, Jordan advocates for inconsistency in a “pre-scale” phase of developing effective services for clients—an effect.

Elementality for Financial Advisors | Elements Financial Vitals System™

1
How To Start Building A Coaching Service [216] 14:23

19 days ago14:23

14:23

Jordan describes how to get started building a stand-alone coaching service for clients that may not be a good fit for traditional financial planning services. Jordan explores why these questions must be answered before you build anything: What is your motivation for this program? Why would someone need this service over your core financial planning service? What is the clients’ core job to be done? How will you know if your program is successful for you and for the client?…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
How To Unlock The Power Of Client Referrals (Replay) 22:45

26 days ago22:45

22:45

Carl Richards shares his innovative approach to getting client referrals, moving away from traditional uncomfortable methods to a more authentic strategy that focuses on genuine conversations over coffee. Through real examples and success stories, Carl demonstrates how asking clients for business development advice can lead to unexpected opportunities and valuable relationships.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Qualifying Prospects And Discovering Value [214] 16:08

5 weeks ago16:08

16:08

Jordan explores "The Four Conversations" by Blair Enns, focusing on the qualifying and value conversations in the sales process. He talks about transforming sales from presentations to meaningful dialogues, examining how to qualify prospects and understand what truly constitutes value for clients.

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Settling The Debate: Theory Vs. Proven Systems [213] 18:18

6 weeks ago18:18

18:18

Jordan explores the power of prototyping in financial planning, drawing inspiration from James Dyson's journey of creating the perfect vacuum cleaner. Jordan breaks down his prototyping process to help financial advisors become more comfortable with testing and iterating new ideas before scaling them.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
4 Topics For Your Quarterly Service Calendar [212] 11:19

7 weeks ago11:19

11:19

Jordan explains how advisors can implement a quarterly service calendar to proactively monitor client financial health through address 4 key questions about retirement readiness, asset mix, income usage, and risk management. advisors can create an efficient system of verifying, analyzing, and reporting on their clients' financial progress.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
How To Build A Monthly Service Calendar [211] 19:42

8 weeks ago19:42

19:42

Jordan explains how financial advisors can implement a monthly service calendar to proactively monitor and communicate with clients about their financial health. ⁠The episode breaks down a three-step process - verify, assess, and report - that advisors can use to efficiently review and provide feedback on specific financial elements like savings rate and liquidity, typically taking no more than 4-5 hours per month for a client base of 100-150 people.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Stop Being Mistaken For Everyone Else [210] 14:40

9 weeks ago14:40

14:40

Jordan explores why financial professionals need to intentionally position themselves to avoid being mentally categorized alongside other financial specialists. Learn how to differentiate yourself through clear contrasts and category ownership, transforming from a commodity into a true decision-making partner who delivers cohesive, designed experiences for clients.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Zero Assets, Zero Shame [209] 16:06

10 weeks ago16:06

16:06

Reese Harper and Abby Morton break down how to help young professionals just starting their financial journey. Through the case study of a young working professional they discuss practical strategies for building wealth, from establishing emergency savings to growing income potential. The conversation offers valuable insights for both advisors working with early-career clients and young professionals seeking to establish a strong financial foundation.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
What Are You Solving For? [208] 10:52

11 weeks ago10:52

10:52

Jordan explores the concept of "solving for chaos" in financial advisory services. Drawing from his experience at Dentist Advisors, Jordan discusses how identifying and addressing financial chaos through organized, intentional processes can transform client relationships and deliver meaningful value.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Your Price Is Not The Problem (4 of 4) 10:29

12 weeks ago10:29

10:29

Jordan dives into the fourth and final component of client perceived value: price. He explores why pricing isn't usually the real problem when clients object to costs, but rather a symptom of not effectively communicating value. Through personal experiences at Elements and as a financial advisor, Jordan demonstrates how understanding and confidently solving core client problems leads to natural price justification. This episode completes a four-part series examining the essential components of client perceived value: understanding the problem, providing the right solution, establishing trust, and justifying price.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Why Prospects Don’t Trust You Or Your Firm (3 of 4) 8:03

13 weeks ago8:03

8:03

Jordan discusses the third component of client-perceived value: people. In addition to building trust and confidence with prospects, a financial advisors objective is to generate certainty that you and your firm will apply your services to solve their problems. Jordan also discusses the importance of positioning you and your firm in the minds of prospects compared to other financial professionals.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Make Financial Advice More Tangible (Part 2/4) [205] 16:50

14 weeks ago16:50

16:50

Jordan explores how to help prospects understand how a financial advisor’s service can solve their core job to be done, rather than just treating symptoms. In this episode you’ll learn the importance of sequencing your service description after problem diagnosis, how to effectively position yourself in the minds of your prospects, and how to achieve service clarity through the three-ten framework.…

Elementality for Financial Advisors | Elements Financial Vitals System™

1
Your Prospect's Problem Dictates Your Value (Part 1/4) [204] 13:01

15 weeks ago13:01