174: The #1 Habit I'd Steal from The Top 1% of Financial Advisors (Missing Visuals - EP 3 of 3)

174: The #1 Habit I'd Steal from The Top 1% of Financial Advisors (Missing Visuals - EP 3 of 3)

From Do Business. Do Life. — The Financial Advisor Podcast — DBDL by Brad Johnson

June 24, 2026 · 16 min · Episode 174

About this episode

In this episode, Brad Johnson discusses the critical communication skills that separate the top 1% of financial advisors from the rest, focusing on the importance of visual aids and co-creating plans with clients.

Your prospect's eyes glaze over about ten minutes into the meeting. You can feel it—they're sitting right there, but they've checked out. And here's the uncomfortable part: it's usually not because your advice is bad. Most advisors lose the room for a reason they never see coming, and they keep doing the exact thing that causes it in every single appointment. In Part 3 of the Missing Visuals series, I break down the one skill I've watched separate the top 1% from everyone else, and why the way you're communicating your best ideas might quietly be costing you clients. 3 Insights From This Week’s Episode… #1.) Draw: The $10M Client Story Most advisors rely on words to explain complex ideas, then wonder why prospects nod along but never move forward. I share the story of an advisor who used a simple drawing to help close a $10M client—and why it reveals a bigger problem in how advisors communicate value. #2.) Co-Create: Why Prospects Push Back When a prospect feels like a plan is being sold to them, resistance naturally shows up. We explore what changes when the meeting stops feeling like a pitch and starts becoming something the advisor and prospect build together. #3.) Teach: The…

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