Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with

financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading

financial advisors navigated the inevitable challenges that arise on the path to success

and get insight from leading industry consultants about how to break through to the

next level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone.

Welcome to the 39th episode of the Financial Advisor's Success podcast. My guest on today's

podcast is Sarah Fala. Sarah is the founder and president of Datapoints, a technology company that's creating

behavioral science and assessment tools for advisors to use to better assess, understand,

and coach our client's financial behaviors.

What's fascinating about Sarah's work with data points, though, is the way that they've

applied research rigor to the fundamental question of what are the financial behaviors and traits that lead people to actually turn their

income into wealth. Now, as a visor, many of us are already familiar with the concept of the mild-mannered

millionaire next door who, through steady frugal savings behaviors, this man to accumulate substantial

wealth without being flashy about it.

Well, as it turns out, that original research was done by Thomas Stanley, who was Sarah's father.

And it's his initial work that she is now extending even further and turning into a series of assessment tools that we as advisors can use with our clients.

So in this episode, we talk in some depth about

Sarah's research on how people really build wealth, what those key financial behaviors and

traits really are, including conscientiousness, financial literacy, frugality, planning,

responsibility, and confidence that lead to wealth-building behaviors, why and how data points measures

social indifference, how sensitive you really are to trying to keep up with the Joneses,

to really understand someone's wealth-building potential.

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