Herman Brodie, behavioral economics specialist and Founding Director of Prospecta Limited, has spent years studying how people build trust and why they lose it. In this episode, Herman shares essential insights for financial advisors navigating today’s polarized, noise-filled environment, including:
- Why salient headlines and sudden changes capture client attention and how to redirect it.
- Why “behavior residue” and political polarization are showing up in client relationships.
- Why vulnerability outperforms self-promotion when building new relationships.
- Why competence and benevolence are the pillars of lasting trust.
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