Standard Deviations with Dr. Daniel Crosby

Tune in to hear: What does Swiss-born British author Alain de Botton have to say about Macbeth’s cynical soliloquy on the brevity and meaningless of life? Why does he state that despair and hope are two sides of the same coin? How does storytelling make a truth durable in our minds by linking an idea to an ego? Why is our internal dialogue one of the most important stories that we tell? How can we go about making it a more productive dialogue and less self-depricating? How can Albert Ellis’ “ABC Model” help us counteract irrational thoughts and cognitive distortions? What is an exercise you can work through to help correct detrimental self-speak? What is The Significant Objects Project and what can it teach us about the importance of narrative as it relates to valuation? Links The Soul of Wealth Orion’s Market Volatility Portal Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 3328-U-25338

Tune in to hear: What mindset differences does Brad notice between advisors who are barely getting by and the ones who are 2-4xing their business? Why is focusing on talent acquisition and having a convincing growth story such an important part of growing your business? What is the baseline mindset that Brad often has to move advisors away from to encourage their growth? What distinguishes high-growth cultures from mediocre cultures and what are some actionable ways a company can improve their culture? What’s the psychology behind closing the knowing-doing gap for advisors? What are two actionable things listeners can begin practicing today to grow themselves or their business? Links The Soul of Wealth Orion’s Market Volatility Portal Brad Johnson on Twitter Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 2721-U-25279

Tune in to hear: What is Rudyard Kipling’s poem “If –” about and what can it teach us about remaining poised in the face of chaos? What are some qualities of the investors who fare best in turbulent markets? What roles does EQ (Emotional Intelligence) play in investment decision making? What are some practical steps for remaining calm in a churning world? Why is “sleeping on it” such powerful advice when it comes to investment decision making? How can we anchor to non-financial metrics to regain a measure of control during market downturns? Links The Soul of Wealth Orion’s Market Volatility Portal Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1048-U-25099

Tune in to hear: What insight did Joe have that prompted him to start applying Behavioral Finance in practical ways while much of the industry was focused elsewhere? Why are so many firms relying on the old-fashioned educational approach when building client-centric tools and technology seems to be the way forward? What is an example of a compelling promise a wealth management firm could make to their clients? Is it time for those who entered the business because they love picking stocks and crunching numbers to roll off, re-educate or learn new skills? Also, what can we do to attract the next generation of talent? When Joe looks at the RIAs he’d want to invest in vs. those he would pass on, what are the defining differences between them? How can Joe separate the wheat from the chaff during their vetting process? Links Joe Duran on LinkedIn Rise Growth Partners Joe Duran on Twitter Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 3066-OAS-11/27/2024

Tune in to hear: What does Dimensional see about the future of the industry that encouraged them to launch something like ‘Life Invested.’ Why does a “human first” investment model have the power to endure in a way that other investment models, such as those centered around sales, have not? How can we give the “human first” approach more definitional clarity for those who are new to the concept? What would Breanna say to those advisors who are nervous they are going to open a “Pandora’s Box of emotion” when they become more vulnerable with their clients? As someone who does a lot of self-reflection, what advice does Breanna have for advisors who want to use the things that we are discussing today as a window onto self-improvement? Links Connect With Bre on LinkedIn Watch Tune Out the Noise ~ Code: MARKETSWORK Work with Dimensional You Know More about Investing Than You Think Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 3061-OAS-11/27/2024

Tune in to hear: Examples of when emotional connection can play a decisive role in sales. How, practically, can advisors shift their focus a bit from the technical to fostering deep, emotional connections with their clients? What is motivational interviewing, what is based on and what does it look like in practice? Where does the discovery process often go wrong and what can we do to make it go right? How can silence be a powerful tool in client meetings? How can advisors help their clients’ goals become more vivid and salient for them? What is EQ, or emotional intelligence, and why does it matter so much for advisors? Also, what specifically is Dr. Lynn doing with her workshops and her scorecard? What is one sub facet of emotional intelligence that we could all stand to work on? Links Dr. Christina Lynn on LinkedIn Mariner Wealth Advisors Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 2455-OAS-9/23/2024

Tune in to hear: Get a better sense of the size and scope of the racial wealth gap problem in the US. Should financial advisors play a role in addressing these inequalities? Also, do historical factors, such as systemic discrimination and redlining, largely to blame for the genesis of this disparity? What sort of systemic inequities and injustices are we up against today and what can we do to combat these? What cultural differences, and attitudes, towards money, risk and investing should non-black practitioners be aware of when working with black clientele? What can we do as an industry to win some trust back and will part of that be through education and outreach? Does Adam see tech as a potential equalizer or exacerbator of the racial wealth gap? How can we best meet each client where they are at, as individuals? Citations 17 cents on the dollar Inheritance likelihood and magnitude Black wealth holdings 228 Years Links Adam Tolliver on LinkedIn Adam Tolliver on Youtube Artisan Financial Strategies The Hidden Cost of Being African American The Black Tax: The Cost of Being Black in America Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here. Compliance Code: 2356-OAS-9/13/2024

Tune in to hear: What elements do “tulip mania,” the roaring twenties and the .com bubble share and what should be our biggest takeaway from these historic market events? What is the "affect heuristic" and how should we be thinking about it in relation to our investment decision making? How do the emotional states of euphoria and despair effect our risk tolerance? Do these emotions also effect how much we are willing to pay or sell an asset for also? What are somatic markers and how do they influence our decision making process? What can we learn from “circular techniques” in martial arts? What is the “Save More Tomorrow” Campaign and how does it exploit our status quo bias for good? How can goals based investing create more emotional buy in to your portfolio? Links The Soul of Wealth Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 2339-OAS-9/12/2024

Tune in to hear: From Michael’s vantage point, what did he observe during this recent market downturn? How can those nearing retirement overcome the tendency to have knee jerk responses to major negative market events? How can we better inoculate people against volatility before it happens? During a significant financial downturn is it more effective for advisors to be proactively counseling their clients or should they wait for their clients to make the first move? Why is mean reversion such a powerful force, particularly in US markets in recent years? What has Michael’s research taught him about tracking and how has it refined the more popular, simplistic conception of tracking? Links Michael Finke on LinkedIn The American College of Financial Services Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here . Compliance Code: 2332-OAT-9/11/2024

Tune in to hear: Relative to all the other behavioral experts out there, what stands out about Greg and his work? How did he arrive at this unique point of emphasis? How has Behavioral Finance come full circle in recent years? What have been the biggest shifts in Behavioral Finance in the past decade? Also, how does he anticipate it might change in the decade to come? What can Behavioral Finance teach us about risk and how widely implemented are these learnings in the field today? How does Greg think about the problem of multiple risk preferences within a household? What is Greg’s understanding of the role of emotion in financial decision making? When is it useful and when is it not? Where does Greg see Behavioral Science intersecting with AI as we move forward in finance? Links Greg Davies on LinkedIn Oxford Risk Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here . Compliance Code: 2327-OAS-9/10/2024

Tune in to hear: What was Megan’s favorite finding in the deep research she did for this book? Learn about Truman’s financial anxiety and how this impacted him. Why is it harder to pivot and recover from financial pitfalls than it used to be? What advice did Calvin Coolidge get from his stock broker? How did George Washington make his money and what differentiated him from his peers? Why does Megan find Hoover’s money story so captivating? Learn more about Jimmy Carter’s financial story. Which president was the best money manager and which was the worst and what can we learn from their examples? How much should a candidate’s personal finance skills impact our vote, if at all? Links Megan Gorman on LinkedIn Chequers Financial Management All the Presidents’ Money Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here . Compliance Code: 2008-OAS-8/8/2024

Tune in to hear: Did Cady’s recent book, The Art of the Sabbatical , come from a place that was very personal and meaningful to Cady? If so, what was it that made this project so personal for her? In Cady’s experience, are many of those hoping to take a sabbatical doing so to just take a break from work or are they in search of a deeper, transformative end goal? How should one start to think about the financial realities of preparing for a sabbatical and how will they know when they’re ready? Is there an optimal length of time, on average, for a sabbatical to be? What would Cady say to someone who fears using FMLA, for reasons of burnout, for fear of stigma or a reputational shift at their place of work? Why is there such a big stigma around taking breaks from work? Where did the paradigm come from that we should work for decades and then have decades of leisure, rather than a more integrated process of taking breaks throughout our working life? What are a couple fundamental do’s and don’ts of putting together a successful sabbatical? What can be done to minimize career harm upon re-entry post sabbatical? Are there any stories from Cady’s clients’ lives that illustrate really transformative experiences that happened over a sabbatical? For those with a few weeks vacation time, what might be a productive way of thinking about how to best use that time? Links Cady North on LinkedIn North Financial Advisors Cady North The Art of the Sabbatical Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here . Compliance Code: 1993-OAS-8/7/2024

Tune in to hear: What is the disconnect between selling an advisory business, as it is popularly conceived, and as it usually goes down in the real world? What should people know about the process that they may not currently understand? What are the big things that are missing from the “highlight reel” version of selling a business and how can people become more aware of this? If Emily could give advisors just one tip on maximizing their saleability, and standing out in a very crowded field, what would she say? Is there anything advisors can do to avoid a “cult of personality” trap that could make the business hand-off harder than it might otherwise be? How can we humanize this transaction from every angle, including the client side of things, and what role does talent play in getting a premium for what you’ve built? How do we better prepare advisors for the psychological loss of their business? For those doing due diligence on an M&A, how can they make the cultural piece more practical and straightforward? Also, what parts of company culture are more malleable and what parts are more immutable? How do people sometimes get in their own way when they are trying to make this big transaction happen? Links Emily Blue on LinkedIn Hue Partners Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion The Advisor Academy is Orion’s free, continuing education platform for advisors where you can get CE credits on the go. To sign up for the platform, click here. Compliance Code: 1973-OAS-8/6/2024

Tune in to hear: What got Dr. Eckhart into Psychology in the first place, and how did he end up moving into family wealth consulting? What are some of the significant differences in family dynamics among upper middle class families and ultra high net worth families? What does Dr. Eckart mean, exactly, when he refers to family mythology and how might future generations struggle to perpetuate these mythologies at times? What are the psychological complexities of “The Great Wealth Transfer” that are often overlooked in standard industry discussions? What are some potential signals that an advisor is over their head and that it is time to call in help? What clinical skill set does Dr. Eckhart wish he could impart to listeners of the show? Links Dr. Charles Eckhart on LinkedIn Cathexis Group James Hughes - Family Wealth Dr. James Grubman - Strangers in Paradise Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1904-OAS-7/31/2024

Tune in to hear: What does Clare and her team at Essentia Analytics focus on specifically? How can one score the decision making skill involved in stock picking when so much is relative to timing? How does Essentia Analytics score all 7 data points they lay out on their website? One of the trick things about behavioral investing is you can get a good result for a bad reason and vice versa. How does Clare’s team think about this and try to account for it? Recent research Clare and her team did shows that decision making hygiene is 1.5x more predictive of beating a benchmark in a subsequent year. Can she tell us more about this study and its implications? Why does the above correlation/relationship lose predictive power after 3 years on average? Could greater awareness, using tools like this, make fund managers more aware of issues like style drift? How can we make a compelling case that gets people to focus more on process and less on outcomes? Links Clare Flynn Levy on LinkedIn Behavioral Alpha Essentia Analytics Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1385-OAS-5/31/2024

Tune in to hear: How should we think about the “presidential election cycle pattern” as a forecasting tool? Does it have much merit and how is it playing out so far in 2024? How should we think about time effects in an election year? Also, what is the trend for election year market performance like as you move through the year? What would Tim tell clients who want to invest based on their political views? Research has found that when investors’ political candidate of choice is not elected, they invest more internationally and are less bullish on the US. In addition, they are more averse to risk for that period of time and that there is a 2.7, annualized, under performance for those investors. What does Tim think about these findings? Why is having a contentious Congress potentially not that bad? What is Tim’s counsel for those worried about the 2024 election, as it relates to investing? Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1569-OAS-6/24/2024 OCIO services offered through TownSquare Capital, LLC, an Orion Company, a Registered Investment Advisor. TownSquare Capital, LLC, is an affiliated company of Orion Portfolio Solutions, LLC.

Tune in to hear: What can Elton John’s stage name teach advisors about how to make and set goals? What can Weezer teach advisors about workflows? What is the DICE acronym that can help advisors create a process around their practice? How can advisors find a partner best suited for their practice and how can this power growth? Also, how should advisors approach due diligence when selecting a partner? What are some “comfort traps” advisors might fall into and what can The Beatles teach us about avoiding these? What will it take to make people more proactive and thoughtful about succession planning and what can Lynyrd Skynyrd teach us about this? Links Matt Ackermann on LinkedIn Center Stage: How to Become the Star of Your Practice Integrated Partners Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1373-OAS-5/30/2024

Tune in to hear: How did Phil pivot from a financial advisor position to roles focused on marketing? Why is a clearly established marketing strategy so critical as a starting point and what does this look like, practically? How important is it to have an affinity for, or direct tie with, the niche client group you may serve (e.g. first responders or dentists)? What should be top of mind for content creators as they strive to stand out in a world inundated with content? What does the path look like from someone realizing they need an advisor to landing on your webpage and even filling out a contact form? What can be done to facilitate this process for would be clients? What can advisors do to have a better digital presence, aside from the obvious of having a well-crafted website? Why does Phil suggest advisors share knowledge freely on LinkedIn and elsewhere? Can marketing help with client retention for next gen and widowed clients? Links Phil Bray on LinkedIn The Yardstick Agency Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1350-OAS-5/29/2024

Tune in to hear: Why do humans seem to have such limited access to understanding what they want, from a financial perspective? Andy believes that the ethos of financial planning is the marriage of capital and purpose. What, specifically, does he mean by this and why does he think it is so critical? Should we try to expand our clients’ notion of capital and what might be the broader impact on their lives if we were to do so? How would Andy tease out the subtle differences between goals, values and purpose and is one of these more fundamental than the rest of them? Does Andy often see dissonance between clients’ professed values and how they spend their money and time? How can we help our clients achieve better alignment with their values? How can advisors take a client’s values and transmute that into a statement of financial purpose? What would Andy say to clients who want an advisor who is effectively just a stock picker and not a guide to fulfilling their financial purpose? Why is a purpose-centered portfolio a great “regret minimization tool?” How often should clients revisit their financial purpose thesis? What are some of the benefits that accrue to both clients and advisors who go with a more bespoke, meaning-centered financial plan? Links Andy Baxley On LinkedIn The Planning Center Statement of Financial Purpose Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1304-OAS-5/23/2024

Tune in to hear: What drove Nuala to write her new book, Tune In: How to Make Smarter Decisions in a Noisy World ? In her book, Nuala talks about four factors that amplify the risk of noise, obscuring our ability to arrive at the truth. What are these factors and why are they so important? How do we overcome the very entrenched obstacles we face when trying to make informed decisions? What does Nuala’s “PERIMETERS” mnemonic stand for and how can multiple layers of bias combine, making us sub-optimal decision makers? What is the role of power in our decision making process, and how can it confound our best efforts? What is the correct stance to take, with regards to power or status, when making decisions? How does memory differ from the “filing cabinet” stereotype that many of us have? What is the “peak end rule” and how does it apply to our decision making process? When can emotion be additive to the decision making process and when is it a distraction that should be avoided? How has Nuala changed as a result of having written her book? What are one or two practical, actionable things listeners can do today to become a better decision maker? Links Nuala Wash on LinkedIn Nuala’s Website Tune In: How to Make Smarter Decisions in a Noisy World Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 1359-OAS-5/30/2024

Tune in to hear: What was the message that Shawn felt compelled to get out there in his upcoming book, The Advisor Transformation ? What distinction does Shawn draw between success and significance? How does Shawn bring vision into his work at Triad in a way that better synthesizes work and life? What is Martin Seligman’s PERMA Model and what can we learn about finding fulfilling work from this model? Among the advisors Shawn has encountered, what kinds of visions propelled them to great professional heights? Why is a vision that is “I” focused often doomed to fail? What has Shawn done to make the culture at Triad so unique and central to their ethos? What is the most effective way to hire and screen candidates who are a good culture fit? How can advisors better de-commoditize their advisory businesses? Links Shawn Sparks on LinkedIn The Advisor Transformation Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 0936-OAS-4/17/2024

Tune in to hear: How should advisors go about optimizing SEO for their practice and why is it so critical? Why do advisors who offer texting as a communication option get 400% more opt-ins? Why is email so powerful and how can advisors build out a list that will serve them well? Emails with video content really outperform, but many people are hesitant to venture into video. What advice would Robert give to these individuals? How does Robert recommend that advisors go about segmenting their clients to deliver more tailored content? When and how do referrals work best in Robert’s experience? How did Snappy Kraken develop their referral script? What are some of the most innovative and effective client events that Robert has seen? Are there any rules of thumb to follow to plan engaging client events? Links Robert Sofia on LinkedIn Snappy Kraken Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 0924-OAS-4/16/2024

Tune in to hear: What are the 3 primary types, or thresholds, of AI and where are we headed next in this burgeoning field? What is "general purpose AI" and how does it differ from models like ChatGPT? What about "artificial super intelligence?" Why is the developing world, on average, more optimistic about AI than the developed world? Will our pessimism in the west around AI hamper our ability to compete in the race for AI? How, practically, can advisors start implementing AI to better their practice? What are some of Jason’s favorite AI tools he has discovered? How good are current AI marketing tools and where could they improve? What does the deeply personal future of financial planning look like and how will AI augment our ability to build out bespoke approaches for each client? What are some of the first things that will be taken off advisors' plates by AI and what processes will remain firmly human-first? Will AI free us up to serve way more clients than we have previously? How should we think about the ethical piece of AI in a way that doesn’t totally stifle innovation? Links Jason Pereira on LinkedIn Jason Pereira on Twitter Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 0935-OAS-4/17/2024

Tune in to hear: Why is it that we hate uncertainty even more than bad news? How does our dread of uncertainty impact our decision making process? If a client comes in agitated vs. paralyzed, does the means by which we resolve this uncertainty look different from reaction to reaction or do they share a common solution? Is normalization part of regulating your clients emotionally whether it is deeply hot or deeply passive? What are the 4 most common emotional reactions to uncertainty? How can embracing uncertainty sometimes lead to outperformance and a greater sense of purpose? Why is uncertainty often a prerequisite for growth and learning? Links Orion Advisor Academy Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 0682-OAS-3/20/2024

Tune in to hear: Why does Dr. Stutman use a behavioral, rather than a psychological, approach to leadership? What are the differences between these two approaches? What are some of the common qualities shared by many of the world’s best leaders? Also, were any of these particularly surprising or unexpected? What role does admiration play in effective leadership? How do great leaders strike a balance between adhering to first principles while also flexing when contextually appropriate? What do leaders who engender great followership have in common? Did any of this particularly stand out to Dr. Stutman? When we think of leaders who drive results, our caricature is perhaps that they are hard nosed and detail oriented. Is this often the case, or are many results focused leaders quite different from this caricature? If so, what qualities do they often have? What advice would Dr. Stutman give to financial advisors who want to go at it alone for their personal investment portfolio? What tips does Dr. Stutman have for picking out admired leaders in an interview process? Links Admired Leadership Institute All American Speakers Connect with Us Meet Dr. Daniel Crosby Check Out All of Orion’s Podcasts Power Your Growth with Orion Compliance Code: 0623-OAS-3/11/2024