In 2005, Josh Gilliam set out to research, read, and learn everything he could about behavioral finance, psychology, and communication.

He was seeking to master the human side of advice.

But, what he found was exactly what most advisors find along this journey:

• Asking someone about their values and purpose in life can be awkward
• There's no textbook on getting a stranger to open up about personal issues
• He had some great conversations but couldn't make it happen in every meeting
• The questions he heard other advisors ask their clients didn't land the way he envisioned

18 years later, he admits it's still a work in progress.

But, he took what he learned and created the [Fi] Life Framework.

A framework he uses to facilitate better conversations and connections with clients and prospects.

A process he can use to create a consistently remarkable human experience throughout his practice.

In this episode, we discuss:

• The [Fi] Self Profile: A tool for learning more about a client's financial beliefs and history
• How helping a client learn about their past created a relationship-altering conversation
• The [Fi] Life Big Decision App: A tool to guide clients toward making better decisions
• Why the human side of advice will provide a natural boost to client testimonials
• Why it’s important to have clients document their decision-making processes

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode, check out www.wiredplanning.com/episode82.

*For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com.

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