As our lives become more and more digitized, our clients' expectations are only going to grow. Rather than fear technology or attempt to compete with it, Doug Fritz says financial advisors can utilize it to redefine their value. In this episode, he and host Bill Coppel explore what it would look like for advisors to leverage technology to bridge the widening gap between client expectations and experience.

In this episode, you'll hear:

• How client sentiments and expectations are changing
• How natural language generation will change financial advising
• Ways advisors can complement the new technology and augmented reality experiences
• The importance in a firm's ability to identify what makes them unique
• How advisors can create client experiences similar to Amazon
• How advisors can leverage technology to improve the processes they're already doing
• What benefits artificial intelligence and CRMs can bring to client relationship management
• Examples of technologies advisors can use to help focus on experiences

As CEO and founder of F2 Strategies, a leading technology and marketing consulting firm to the wealth management industry, Doug Fritz offers a valuable perspective on the effect technology will have on the industry's future. His experience has made him an authority on several digital assets, from artificial intelligence to natural language generation, and a leading voice on how advisors can leverage these tools to remain relevant.

Ways to contact Doug

Website: https://f2strategy.com

Email: [email protected]

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

Whether we realize it or not, people have a surprisingly powerful impact on each other and social influence plays a tremendous role in shaping human behavior. Dr. Jonah Berger, professor at the University of Pennsylvania's Wharton School of Business has spent over 15 years studying these concepts within the field of behavioral science. In this episode, he and host Bill Coppel – Managing Director and Chief Client Growth Officer at First Clearing – discuss the ways in which we can motivate ourselves and others, be more influential, and use our understanding of how social influence works as a powerful business tool.

When evaluating how people choose the financial advisor that they do, returns are only one of the features that factor in to the decision. Dr. Jonah Berger joins host Bill Coppel to talk about the importance of value creation for one's clients by understanding what drives customer behavior and by understanding the impacts of social influence. Jonah talks about the motivations that shape our decisions via a six-step framework called STEPPS. This framework is an acronym that stands for Social Currency, Triggers, Emotion, Public, Practical Value, and Stories. Among the takeaways is a discussion around the power of stories and how financial professionals can communicate information in this way so that their clients can in turn take those same stories to transmit information to someone else and be an advocate for their services.

In this episode, you'll hear:

• How the concept of social currency relates to financial services
• How to help your clients become advocates for you
• What the psychological drivers are for why we share via a practical framework
• Best practices for communicating with clients and ways to stay top-of-mind

Jonah Berger is a marketing professor at the University of Pennsylvania's Wharton School of Business. He has published dozens of articles in top-tier academic journals, and accounts of his work frequently appear in popular outlets such as The New York Times, NPR, The Wall Street Journal, and the Harvard Business Review. He is a New York Times best-selling author of the book Contagious: Why Things Catch On, as well as Invisible Influence: The Hidden Forces that Shape Behavior. He has spent over 15 years studying the behavioral sciences that underlie how people make decisions, how ideas and products catch on, and how social influences shape behavior. He also consults with top Fortune 100 companies, including Google, Apple, and Vanguard, to name a few.

Ways to contact Jonah/learn more:

Website: jonahberger.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 and Company. Copyright 2018 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. CAR 1218-02591

In a world that places so much value on productivity and success, we often lose sight of what truly matters. What if our measure of success was something beyond the amount of wealth we accumulated? In this episode, Seth Streeter and host Bill Coppel– Managing Director and Chief Client Growth Officer at First Clearing– pose this question and explore what it means to redefine success and the ways it could change how we manage wealth.

Hard work and productivity are important, but if we base our self-worth on conditional things, it will never be sustainable. What has to complement that hard work and success is an inner journey of fulfillment and connection with something beyond traditional achievement. Through more than 25 years in the financial services industry, Seth Streeter has found that helping clients optimize their finances for retirement doesn't necessarily equal happiness. Along with his own personal experiences, this has led him to question and then reshape the definition of success, as well as lead others to redefine it for themselves. He believes that advisors are in a privileged seat with the opportunity to help clients identify sparks in their lives and empower them to reach the fullest expression of themselves. The conversation starts with money, but through vulnerability, it can rekindle a sense of wonder and identify the possibilities along an individual's life journey towards finding their purpose.

 In this episode, you'll hear:

• The important difference between conditional and unconditional self-worth
• 10 categories by which to define wealth
• What a uniquely human experience looks like in an age of AI and robo-technologies
• How to start conversations with people that lead them to discover the fullest expression of themselves
• Pivotal points in life that can spark finding your inner calling
• How advisors can move the conversation past managing money to personal fulfillment
• How advisors can leverage vulnerability to redefine their relationships with clients and distinguish their value

Growing up in a family whose farming mindset placed high value on productivity and hard work, Seth Streeter's degree of success became his sense of self-worth. After co-founding Mission Wealth, a leading wealth management firm serving the Western U.S., Seth faced several hardships in his personal life that forced him to reconsider his own definition of success. As CEO of the firm, he helps people to reframe their perspective of wealth beyond the financial aspect and to discover what he calls an Inspired Life Purpose. Seth is a thought leader in the area of conscious financial planning and his TED Talk from 2016 entitled "The Untethered Life: Wealth Redefined" has thousands of views.

Ways to contact Seth

Website: https://sethstreeter.com/

Mission Wealth: https://missionwealth.com/

TED Talk: https://www.youtube.com/watch?v=qHNhNjNwGVY

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 2018. 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. CAR# 0219-01635

In a period of rapid change, financial advisors must learn how to deal with stress and build resilience, for themselves and their clients. In this episode, host Bill Coppel – Managing Director and Chief Client Growth Officer at First Clearing – sits down with Dr. Tim Ursiny, Founder of Advantage Coaching & Training, and discusses how to use emotional intelligence to build powerful, trusted relationships with clients.

In this episode, Dr. Ursiny explains how to meet a client's greatest need – to be heard – and why that ultimately leads to greater personal satisfaction for the client and the advisor.

 In this episode, you'll hear:

• Ways to manage stress and help your clients do the same
• Why providing advice alone is no longer enough
• How to use emotional intelligence to build better relationships with clients

 As a speaker and certified business coach, Dr. Ursiny shares his expertise in areas such as communication skills, navigating change, coaching, and helping individuals and businesses achieve quality and balance in life. He is the author of several books, including "The Confidence Plan: How to Build a Stronger You", "Coaching the Sale" and "The Top Performer's Guide" series.

Ways to contact Tim and access related resources:

Website: advantagecoaching.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 and Company. Copyright 2018 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. CAR-0818-00723

Customers in the digital age are looking for powerful experiences from the people they do business with. Financial advisors and other service professionals need to meet those expectations to create value and stand out. According to international speaker and consultant Scott Deming, creating a client experience that goes beyond a return on investment can make all the difference. It involves taking an interest in your clients as individuals. In this episode, host Bill Coppel – Managing Director and Chief Client Growth Officer at First Clearing – and Scott discuss the ways financial advisors can make a profound difference in their clients' lives through a focus on relationship building and the client experience.

In this episode we explore:

• How to build client loyalty through the "friend factor"
• Ways to de-commoditize your service offerings
• The most important question you should be asking your clients

Across multiple industries, Scott's training and consulting programs have transformed individuals and organizations alike, showing them a practical process for exceeding client expectations and generating lasting customer loyalty. He's also the author of two bestselling books, The Brand Who Cried Wolf and Powered by Purpose. 

Ways to contact Scott and access related resources:

• Web: www.scottdeming.com
• LinkedIn: www.linkedin.com/in/scott-deming-3a0b666
• Books: The Brand Who Cried Wolf and Powered by Purpose

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 firstlearing.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 and Company. Copyright 2018 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. 0818-00731

Client conversations about aging are difficult but essential -- especially when advisors are entrusted to protect their clients and families. Dr. Mikol Davis and Carolyn Rosenblatt, co-founders of aginginvestor.com, join host Bill Coppel – Managing Director and Chief Growth Officer at First Clearing -- to discuss how advisors can start this dialogue in an age where the role of the advisor goes beyond simply managing money.

Engaging in dialogue with someone about aging and diminished capacity can be filled with landmines. From personal feelings of independence to family conflict, these conversations can bring up strong emotions. Dr. Mikol Davis and Carolyn Rosenblatt believe the advisor can play a significant role here, however, they have found that financial advisors typically do not possess the knowledge needed to lead these conversations well. But because statistics show the average advisor works with at least seven clients with some form of diminished capacity, possessing this knowledge is critical. In this episode, Mikol and Carolyn provide things advisors should know when navigating the conversation, such as how to identify signs of diminished capacity in clients, what kind of data to track over time, how to involve family members and third-party mediators in discussions, and where to find resources.

In this episode, you'll hear:

• How society's stigma on aging effects conversations
• When and how to initiate dialogue with clients about aging
• The signs that identify diminished capacity symptoms
• How to involve family members in these discussions
• Why third-party mediators are important
• The unique needs of senior clients
• The signs of elder abuse

Dr. Mikol Davis is a clinical psychologist, gerontologist, author, and mediator with years of experience in mental health and telemedicine. Carolyn Rosenblatt is a medical professional, registered nurse, and attorney. Both have worked extensively with issues of aging, and the two combined their areas of expertise and interest to co-create aginginvestor.com. The site is a resource for the financial services industry to learn about aging, offering books, ebooks, online courses, and checklists related to the topic. They have written two books for financial advisors — Succeed with Senior Clients and Hidden Truths About Retirement and Long Term Care — and a family resource book, titled The Family Guide to Aging Parents.

Ways to contact Carolyn and Mikol:

• Website: aginginvestor.com
• Book: Succeed with Senior Clients, Hidden Truths About Retirement and Long Term Care, and The Family Guide to Aging Parents

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 podcast 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 and Company. Copyright 2018 Wells Fargo Clearing Services, LLC. All right reserved. First Clearing provides correspondence services to broker-dealers and does not provide services to the general public. CAR 1018-05438

In the quest to become a great leader, most people want to know the how; they typically don't think much about the who. Lolly Daskal, a world-renown executive leadership coach, believes that great leadership starts from within. In this episode, she and host Bill Coppel – Managing Director and Chief Client Growth Officer at First Clearing – discuss how we can fall into leadership gaps if we don't know who we are.

Self-awareness is an essential quality for leaders. From her cross-cultural leadership expertise, Lolly Daskal has identified seven archetypes of leaders, each having its own power, values, and strengths. However, with each archetype, we can also fall into a gap without realizing it and lead from the archetype's problematic competing side. Leaders must learn to be aware of these impediments, reflect on what is needed in particular moments and circumstances, and use intuition to make connections with others. Without the awareness to make a decision in the moment about how to act, we will likely fall into the gap. But if we are aware that we have choices and practice the discipline of self-reflection, then we can reach a new kind of freedom and success in leadership.

 In this episode, you'll hear:

• Why looking inward is necessary before moving forward
• The 7 archetypes of great leaders
• How we fall into leadership gaps
• Why the best leaders speak less
• The importance of practicing self-awareness and reflection as a leader
• Why self-discipline gives us freedom

 With extensive cross-cultural expertise, spanning 14 countries and six languages, Lolly Daskal is one of the most sought after executive leadership coaches in the world. She is the founder of Lead From Within, a leadership program created to be a catalyst for leaders who want to make meaningful differences in their companies, their lives, and the world. Lolly is a global thought leader around effective leadership and is the author of The Leadership Gap: What Gets Between You and Your Greatness.

Ways to contact Lolly:

• Website: lollydaskal.com
• Book: The Leadership Gap: What Gets Between You and Your Greatness

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 and Company. Copyright 2018 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. CAR-1018-05442

As technology continues to change how we live, are we any better off? Dr. Robert Biswas-Diener researches happiness across the globe and finds that people in industrialized nations are happier now than ever before. In this episode, he and host Bill Coppel – Managing Director and Chief Client Growth Officer at First Clearing – discuss the opportunity financial advisors have to help clients discover what's truly important to them.

As a leading expert in the field of positive psychology, Dr. Robert Biswas-Diener knows the importance of measuring psychological wealth. When it comes to the old adage about money buying happiness, Robert offers money can buy only a "little bit of happiness." The true currency of happiness resides in experiences and strong relationships. By working with clients to understand all the factors of their overall psychological wealth, advisors can help clients make financial decisions that benefit their individual happiness.

In this episode, you'll hear:

• What it means to have psychological wealth
• Why experiences enrich our lives over time
• The effect of material wealth on happiness  

Dr. Robert Biswas-Diener is known as the Indiana Jones of positive psychology, having traveled the world to research happiness across a diverse socioeconomic and geographic spectrum. He trains professionals from a variety of industries in positive psychology techniques and is a leading expert in measuring happiness. Robert has written numerous books, including Upside of Your Dark Side, and Happiness: Unlocking the Mysteries of Psychological Wealth.

For more from Robert:

• Books: Upside of Your Dark Side, Happiness: Unlocking the Mysteries of Psychological Wealth

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 and Company. Copyright 2018 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. 1018-01453.

In a world of constant change we must be alert to succeed, and being alert requires listening. Julian Treasure has more than 30 years of experience in sound and business, and understands both the complexities and power of listening. In this episode, he and host Bill Coppel -- Managing Director and Chief Client Growth Officer at First Clearing -- explore how being conscious about listening can transform our most important relationships.

Although we're often oblivious to it, we're constantly surrounded by - and affected by - sound. Julian says that if we can become conscious about sound and listening, it will lead to dramatic changes in our effectiveness, happiness and productivity.

In this episode, you'll hear:

• How sound affects our overall well-being
• Why the process of listening is more complex than we realize
• The four steps to practicing good listening

With more than 30 years of experience in sound, marketing and business, Julian Treasure founded The Sound Agency, a global consulting firm, to help clients such as Google, Honda and Walmart with audio branding. His TED Talks have more than 70 million views, and one is the sixth-most viewed TED Talk of all time. Julian is also the author of Sound Business and How to Be Heard.

For more about Julian:

• Websites: thesoundagency.com, juliantreasure.com, howtobeheardbook.com
• Books: Sound Business, How to Be Heard

Disclosures: 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 2018. 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. 1018-05053