Knowing what matters most to your clients sets the foundation for financial planning. In this episode, Scott Frank, Founder of Stone Steps Financial, explains how he creates an environment for clients to explore what’s important to them and guides them through a financial planning process to help them realize their dreams. Learn about the EVOK method that Scott uses to get to know his clients, receive tips on growing your business by working with other advisors, and discover the three questions that help clients reveal what they really want. Everyone has a story about what money means to them. When someone sits down in your office, it’s so much more than doing business. Your client comes to you with some of their core beliefs about success, identity, legacy, and relationship. The Human Advisor Podcast is dedicated to changing the conversation from how big a financial advisor’s book of business is to how well do they take care of their clients and actually help people. There’s a new breed of modern advisors who want to make a difference and do something meaningful. And in our series, we’re telling their stories.
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Timestamps:
11:50 – Financial advisors are not meant to be heroes.
16:00 – Marketing tips for advisors to cast a wider net.
17:09 – The EVOK method for uncovering what really matters.
20:40 – Tissues & chocolate: creating a safe space for clients.
27:50 – Three powerful questions to unlock the truth.