Robert Sofia - The Five Principles of Marketing Psychology

Tune in to hear:What life experiences put Jane on a path to become a listening coach?What is generative listening and how does it differ from other forms of listening?In what ways did becoming familiar with generative listening transform Jane’s life?What does Jane mean when she says “listening to ignite thinking in others?”What role does empathy play in the process of being a generative listener?What are the five levels of listening that Jane delineates?How should responses be crafted to encourage or deepen generative listening?What does Jane’s mnemonic “EARS” stand for?Why do speaking skills get so much attention, in books and coaching, while listening often goes ignored?Some tips on how to listen to those who you don’t necessarily share values with.How can we be better about remembering names after meeting others?How might we carve out more time to just think deeply in our work lives?LinksJane Adshead GrantJane’s BooksJane Adshead Grant on LinkedInTime to ThinkConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0625-OAS-3/11/2024

Tune in to hear:What makes women so uniquely good as behavioral investors?Why have many thought of women as particularly risk averse for so many years and what systems, on the trading floor and elsewhere, have perpetuated this misconception?Some book recommendations on women in investing and its history.Examples of how insidious the bias against women in finance can be.What can we do to attract more women to financial services when we know they are so well suited for the field?What can we be doing better, as an industry, around how we treat and communicate with our clients who are women?Why is the financial services industry seeing fewer and fewer new recruits and how can we get young talent interested in this work? Might career changers play a big role here?If Lindsey were to design a training and hiring program for new advisors, what changes might she make to improve the terrible attrition rate the industry currently has?LinksLindsey Lewis on LinkedInLindsey Lewis on InstagramThe Center for Women in Financial ServicesWomen Working in Wealth PodcastConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0620-OAS-3/11/2024

Tune in to hear:How might financial planning conversations need to change in light of the new longevity many will experience?How will the “100 year life” affect the 3 life stages (education, work and retirement) that used to be more clearly delineated?How might we be able to give more salience and power to our mental image of a future self? What does Dr. Mathar’s research around this topic suggest?What are the differences between financial wellbeing and financial independence?If financial independence is all about a dollar value, how does financial wellbeing look different?Are there any heuristics Dr. Mathar can offer about following the money vs. following your dreams?LinksDr. Thomas Mathar on LinkedInAegon UKConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0564-OAS-3/6/2024

Tune in to hear:What did Philip’s research on the drivers of financial advice seeking uncover? Additionally, what might stand in the way of clients taking advice?What can the industry do to reduce economic barriers to entry for getting advice?What about reducing emotional barriers to entry for getting advice?What mistakes do advisors make when it comes to changing behavior and what could we be doing better as an industry?What is Philip’s “SHAPE” framework and how can it be applied to your business?Why might we be asking for referrals in the wrong way and what can we do to improve this?Philip breaks down client anxiety into two distinct categories. What are each of these types of anxiety and what should each of these signal to advisors?How can advisors best demonstrate their value in this new world we find ourselves in?LinksPhilip Courtenay on LinkedInHumans and MoneyConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0566-OAS-3/6/2024

Tune in to hear:What lead Dr. Griner to focus his work and research around compassion specifically?When clinicians like Dr. Griner talk about compassion, what are they talking about exactly and how might this differ from the popular conception of compassion?How do we balance our desire to want to end someone’s suffering without falling into the trap of just wanting to fix everything or go directly to solutions?What are some examples where compassion might look assertive, firm or even defiant?How can we strike a balance between being service-driven and compassionate with meeting our own needs and self-compassion?In his book Dr. Griner lays out six principles of compassion – what are a few of these and how did he arrive at them?How might we apply the thought that “it’s not my fault, but it is my responsibility” in our daily lives?What are the 3 emotional systems Dr. Griner lays out in his book and how do they interact?Why is our “soothing system” typically the least developed of our 3 emotional systems?For those who have particularly large red (anxiety system) or blue (motivation system) circles but malnourished green (soothing system) circles, how can they begin to cultivate this within themselves a bit more?What is the relationship between self-compassion and compassion for others, and why is it often so hard to cut ourselves some slack?LinksDr. Derek GrinerCompassion Focused Therapy WorkbookThe Compassionate Mind FoundationConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0385-OAS-2/21/2024

Tune in to hear:What is the “Dumb Ways to Die” music video and why was it originally created?Was the above an effective behavioral intervention or did it fall short?Why is buy-in for employer sponsored retirement savings plans so low and what might be done to remedy this?Why might marketing campaigns with behavioral interventions outperform more overt, standard marketing approaches?What did Charlie Munger say was a differentiator in Berkshire’s approach?LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0502-OAS-3/4/3024

Tune in to hear:What were some of Nikola Tesla’s eccentricities?What is “The Spotlight Effect” that Morgan Housel observed when working as a valet at a high-end hotel in Los Angeles?What is Morgan Housel’s “Man in the Car Paradox” and what lessons can be learned from it?What is the psychological principle “The Anchoring Effect?”Why does ego driven spending do so little to sate our desire to belong?How social media may be playing a role in the loneliness epidemic.LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0317-OAS-2/12/2024

Tune in to hear:What strategy did Alexander the Great use to overtake Tyre in 332 BC? Why did this military victory leave Alexander feeling more grief stricken than triumphant in the end?Why did Hephaestion’s death mark a turning point for the Macedonian Empire?What are “The Top Five Regrets of the Dying?”What makes up Martin Seligman’s “PERMA” model of well-being and how can we apply this in our own lives?LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0275-OAS-2/5/2024

Tune in to hear:What common ground, if any, can be found across nearly all spiritual and religious traditions on the globe?What does academic research have to say about the benefits that accrue to those who are generous?Why doesn’t spending money on ourselves bring about long-lasting joy and what role does the “hedonic treadmill” play in this?Why do the benefits of giving transcend economic and cultural boundaries?It is clear that generosity makes us happier, but can it also make us richer?LinksThe Soul of WealthConnect with UsMeet Dr. Daniel CrosbyCheck Out All of Orion’s PodcastsPower Your Growth with OrionCompliance Code: 0239-OAS-1/31/2024

Tune in to hear:- With all of the possibilities out there, why has Jon landed on his current path and why does he think that pro bono work is so vital?- Jon’s organization just completed a very comprehensive study on pro bono financial planning. Were there any results that really stood out or surprised him?- What did Jon’s research unearth about the moral case for doing financial planning?- What case can be made for doing pro bono financial planning from a business perspective?- What accounts for the delta between how many advisors want to do this work and how few firms are offering it?- What professional development opportunities does pro bono work open your firm up to?- From a behavioral perspective, how do we ensure that pro bono clients have skin in the game and are proactive about changing their financial circumstances?- Can pro bono financial planning begin to chip away at the racial wealth gap?- If listeners are excited by the prospect of getting involved with the pro bono movement but their firm doesn’t currently support this path, what is the best way for them to get started?www.ffpprobono.orgCompliance Code: 0124-OAS-1/17/2024