The Advisor Club Podcast

In this podcast, we dive into how financial advisors can use the tools outlined by author and speaker Charles Duhigg to become a Super Communicator. We talk about how it is vital to "get out of the shallow end and into the deep end of the pool" regarding emotional connections with clients and prospects. We hit on what are the key question asking techniques that can revolutionize your interactions with client, prospects, spouses, friends, etc.

Using the concepts in the book Switch, we talk about how advisors can "Clear the Path" for clients and prospects, making change easier:

• Motivate clients with If/Then statements
• Examples of how to "Clear the Path for clients," from pre-filling in forms to creating action triggers
• Making it easier for clients to say yes to change

• Give precise direction
• Engage both rational & emotional sides of the brain
• Shape the path to change direction

In Episode 2, we discuss the book Beyond Reason and how it has the potential to strengthen advisors' client relationships. We talk about the book's 5 core emotional triggers (Appreciation, Affiliation, Autonomy, Status, Role) and how using them properly can turn clients into advocates.

On this epsiode, the hosts discuss the origins of Optimus Advisory Group. Both growing up in Southern California, Paul Hewitt & Steve Rumsey both became financial advisors in the mid-1990s. Their paths crossed in 2001 and they've been working together ever since. Listen to how they became independent RIAs, joined forces and later began focusing on providing ETF-based investment solutions and started helping advisors (IARs) and RIAs.