In an era of fake news, our society is in a bit of a moral panic. But Dr. Jeff Hancock, an expert in social media behavior, has found that it's human psychology, not technology, which drives deception and distrust. In this episode, he and Bill Coppel — Managing Director and Chief Client Growth Officer at First Clearing — discuss how to navigate the digital landscape to maintain trust and how we can use technology to help build it.

In this episode, you'll hear:

·         How trust has evolved over time

·         The many definitions and kinds of trust

·         The new forms of trust we're seeing today

·         How we evaluate someone's trustworthiness

·         What role social media plays in the trust formula

·         How reputation has changed with the rise of social media

·         How differences in communication lead to distrust between generations

·         What role technology will play in maintaining trust between advisor and client

Dr. Jeff Hancock is a psychologist and professor of communications at Stanford University. He is the founder of the Social Media Lab at Stanford and also serves as director of Stanford's Center for Computational Social Science. A leading expert in social media behavior and the psychology of online interaction, Jeff studies how social technologies and artificial intelligence affect us, from how we trust, to how we develop and maintain relationships, to understanding how technology is affecting our well-being. His view isn't that social media is good or bad, but that it amplifies everything and we must learn to navigate the effects.

Before earning his PhD in psychology, Jeff served as a customs officer in Canada. Prior to joining the Stanford faculty, he was an associate professor of cognitive science and communication at Cornell University. He lives in Silicon Valley with his wife and daughter, and still enjoys playing hockey regularly and does his best to keep pucks out of the net.

Ways to contact Jeff:

Email: [email protected]

Website: Stern Speakers: Jeff Hancock

Many advisors are at a crossroads in their careers and are wondering what's next. Consultant Leo Pusateri believes advisors must spend time looking inward in order to have authentic relationships with clients. In this episode, he and host Bill Coppel – Managing Director & Chief Client Growth Officer at First Clearing – explore how gaining a better understanding of their own emotions can help advisors redefine their value.

In this episode, you'll hear:

• Seven key emotions every advisor should explore
• What's causing the "communication illness" in our industry
• How deep, personal introspection can make you a better advisor

As President, and CEO of Pusateri Consulting and Training, Leo Pusateri helps financial professionals discover, articulate and capitalize on their value by learning to live lives of significance and bringing authenticity to their client relationships. Known as the "Value Man," Leo has been providing inspiration and guidance to advisors globally for more than 30 years. He is frequently quoted in industry publications and is the author of Mirror Mirror on the Wall, Am I the Most Valued of Them All? and You are the Value. His third book is set to release later this year.

For more about Leo—

Books: Mirror Mirror on the Wall, Am I the Most Valued of Them All? and You Are the Value

Pusatericonsulting.com

Why hire a travel agent when you can DIY online? The answer: guidance, empathy & trust. These are the human elements that technology can never replace. In this episode, Pat Blassie, President of Altair Travel & Cruises, joins Bill Coppel – Managing Director & Chief Client Growth Officer at First Clearing – to discuss the power of relationships for her travel business's success, & how financial advisors can leverage this same power.

In this episode, you'll hear:

• What it looks like to position your business as value-driven instead of price-driven
• How the role of the travel advisor is still relevant today
• How to start conversations that lead to relationships
• The role of trust in the travel industry
• The value of creating experiences
• How to meet fundamental human needs to feel known and connected

Pat Blassie is owner and president of Altair Travel and Cruises, which she has grown to 50 agents since the agency's beginning. Pat has built a business around her simple understanding of the power of relationships despite technology's disruption of the travel industry. She is a frequent guest on St. Louis Radio and contributes to a column in the St. Louis Post Dispatch.

Ways to contact Pat—

Website: https://altairtravel.com

Disclosure: This content is provided for general informational purposes only. The views expressed by non-affiliated guest speakers are their own and do not necessarily reflect the opinion of First Clearing or its affiliates. First Clearing and its affiliates do not endorse any guest speakers or their companies, and therefore give no assurances as to the quality of their products and services. This channel is not monitored by First Clearing. For more information on our podcasts, visit firstclearing.com. First Clearing is a trade name used by Wells Fargo Clearing Services, LLC, member SIPC, a registered broker-dealer and non-bank affiliate of Wells Fargo & Company. Copyright 2019. Wells Fargo Clearing Services, LLC. All rights reserved. First Clearing provides correspondent services to broker-dealers and does not provide services to the general public.

As consumer demand is increasing and financial advisors are aging, the industry is facing a succession crisis. Industry veteran Carolyn Armitage asks, "Who is there to advise advisors?" In this episode, she joins host Bill Coppel – Managing Director and Chief Client Growth Officer at First Clearing – to discuss how advisors can prepare for the next chapter and better serve their clients.

In this episode, you'll hear:

• Why advisors are not taking the time to think about what the transaction and transition of succession will look like
• Overlooked elements of planning for succession
• The emotional aspects of selling your firm
• Where advisors can find a sense of identity in the transition
• How to set a solid vision for the next phase of life
• How to understand your firm's valuation in context
• Why advisors need financial advisors
• Why a lack of preparedness is underserving clients

Financial Planning recently named Carolyn Armitage as one of 19 people who will change wealth management in 2019. Carolyn is a managing director of ECHELON Partners, a frequent keynote speaker and a leading authority in private wealth management who is quoted extensively in industry publications. She also founded and runs True Circle Organization, a public nonprofit that works to improve the lives of homeless people in Southern California.

Ways to contact Carolyn

Website: www.echelon-partners.com

Email: [email protected]

Disclosure: This content is provided for general informational purposes only. The views expressed by non-affiliated guest speakers are their own and do not necessarily reflect the opinion of First Clearing or its affiliates. First Clearing and its affiliates do not endorse any guest speakers or their companies, and therefore give no assurances as to the quality of their products and services. This channel is not monitored by First Clearing. For more information on our podcasts, visit firstclearing.com. First Clearing is a trade name used by Wells Fargo Clearing Services, LLC, member SIPC, a registered broker-dealer and non-bank affiliate of Wells Fargo & Company. Copyright 2019. Wells Fargo Clearing Services, LLC. All

Work has shifted from being strictly a source of income to becoming a major source of personal identity, so the way we think about retirement should change, too. In this episode, author Dr. Michelle Silver joins Bill Coppel — Managing Director and Chief Client Growth Officer at First Clearing — to question common assumptions about retirement and explore the non-financial aspects of this important life transition.

Michelle earned her Ph.D. in public policy from the University of Chicago, and is a professor at the University of Toronto. Her book, Retirement and its Discontents: Why We Won't Stop Working Even If We Can, follows doctors, CEOs, elite athletes, professors and homemakers as they transition into retirement. 

In this episode, you'll hear:

• Surprising reasons why retirement can be disappointing
• Why maintaining structure and a sense of social connectedness matters
• How financial advisors can help clients prepare for this important life transition

For more about Michelle—

Book: Retirement and its Discontents: Why We Won't Stop Working Even If We Can

Website: michellepannorsilver.com

If you're only talking to clients about investments, then you're missing the issues that are actually top of mind, and for financial advisors' biggest client base those issues are related to aging. In this episode, industry veteran Steve Gresham and host Bill Coppel — Managing Director and Chief Client Growth Officer at First Clearing —continue their conversation around the need to tackle what can sometimes be uncomfortable topics.

In this episode, you'll hear:

• Why longevity planning matters
• How advisors are adopting incremental services that are resonating with Baby Boomers
• Why true customer centricity is an act of extreme humility

 With more than 35 years in the industry, Steve Gresham has been at the forefront of financial services transformation and innovation for decades. He is the author of five books about the wealth management industry and has been featured in Business Week, Fortune, Investment News and The New York Times.

For more about Steve —

Book: The New Advisor for Life

Website: thegreshamco.com

Financial advisors tend to view their clients in a frozen moment of time—treating their needs as static. Industry veteran Steve Gresham believes the biggest challenge facing advisors is staying in touch with clients as their lives change. In this episode, he and host Bill Coppel — Managing Director and Chief Client Growth Officer at First Clearing — discuss how advisors can be proactive in offering a better client experience.

In this episode, you'll hear:

• The top reasons clients leave their advisors
• Why advisors should consider adding an incremental service
• How empathy helps set the most successful advisors apart

With more than 35 years in the industry, Steve Gresham has been at the forefront of financial services transformation and innovation for decades. He is the author of five books about the wealth management industry and has been featured in Business Week, Fortune, Investment News and The New York Times.

For more about Steve —

Book: The New Advisor for Life

Website: thegreshamco.com

We often think communication is as natural as walking, but really, it requires much thoughtfulness and preparation. With vastly different communication practices across generations and an overwhelming amount of distraction in today's digital landscape, we must learn to adapt and step out of our comfort zones. In this episode, author and coach Matt Abrahams joins Bill Coppel to discuss how we can be more effective communicators.

In this episode, you'll hear:

·         Key factors to getting your audience's attention

·         The connection between mindfulness and effective communication

·         What it will look like to have 5 different generations in the workplace

·         Ways to manage our anxiety about speaking in public

·         Suggestions for practicing speaking and presentations

·         How different generations interact in face-to-face communication

·         The 3 steps to becoming a more effective communicator

Matt Abrahams is a writer, educator, scholar and coach in the area of communication. As co-founder of BoldEcho, a communication coaching consulting practice, Matt leads workshops and coaches individuals to deliver more confident and compelling presentations. He has also published a book, Speaking Up Without Freaking Out, and curated a collection of resources on his blog to help people manage anxiety and become more comfortable in their speaking.  

Ways to contact Matt—

Websites: https://nofreakingspeaking.com, https://boldecho.com

Books: Speaking Up Without Freaking Out

Our world's larger economic forces have us convinced that our life focus should be on jobs and profits, but what we want more than anything is freedom. Founder of the Kinder Institute of Life Planning, George Kinder joins host Bill Coppel – Managing Director and Chief Client Growth Officer at First Clearing – to discuss the benefits of shifting the advisor-client conversation from money to life vision.

In this episode, you'll hear:

• What it looks like to focus on the human side of money
• How institutions influence our life goals
• What true freedom means
• How freedom can be measured and democratized
• The five life pursuits that people value most
• How mindfulness is connected to happiness
• How the Life Planning approach fits into relationships and affects generations

 Internationally recognized as the father of the Life Planning movement, George Kinder is revolutionizing financial planning with his focus on the concept of freedom. George is a Harvard graduate and after 30 years of experience in the industry and wrestling with questions about the human side of money, he founded the Kinder Institute of Life Planning. He's a speaker and author, with his latest book, A Golden Civilization and The Map of Mindfulness, set to release in March.

Ways to contact George—

Website: https://kinderinstitute.com

Books: A Golden Civilization and The Map of Mindfulness, The Seven Stages of Money Maturity, Lighting the Torch, and Life Planning for You

Conversations surrounding the provision of holistic financial advice have been occurring for years, but the time to embrace this approach is now. In this episode, writer and speaker Michael Kitces joins Bill Coppel — Managing Director and Chief Client Growth Officer at First Clearing —to discuss key insights to aid financial advisors in acclimating to the evolving industry landscape.

In this episode, you'll hear:

• How to navigate today's technology disruption
• Why generational differences matter
• Why taking a holistic approach to financial advice is important
• What distinguishes portfolio-centric advice from client-centric advice
• Suggestions for reaching new clientele

Michael Kitces is an active writer and keynote speaker whose work is frequently featured in Businessweek and The Wall Street Journal as well as on CNBC and NBC Nightly News. An industry thought leader, he is founder of the popular Nerd's Eye View financial planning blog and hosts the Financial Advisor Success podcast which shares insights and success stories from top industry consultants and successful financial advisors with the goal of elevating your business and taking it to the next level. Michael is a partner and director of wealth management for the Pinnacle Advisory Group.

Ways to contact Michael—

Website: https://www.kitces.com/

Podcast: Financial Advisor Success https://www.kitces.com/podcast