Explore every episode of the podcast Top Advisor Podcast
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Episode #71 The Future of Niche Marketing for Financial Advisors – Proper Diagnosis and Targeting with Reese Harper, CFP® | 21 Aug 2024 | 00:42:28 | |
Are you looking for the secret to unlocking your client’s financial potential and taking your advisory business to the next level? Of course you are! In this episode of Top Advisor Podcast, Bill Cates and guest Reese Harper – founder of Dentist Advisors – take a deep dive into the strategic benefits of niche marketing for financial advisors. Reese shares his personal success story of targeting dentists and how it led to his hugely successful advisory business. Reese Harper’s insights on niche marketing for financial advisors, the geographical expansion of his business, and the benefits of a centralized service model will revolutionize the way you approach serving your clients. Reese and Bill discuss the financial diagnostic tool, “Elements.” This is like an EKG for your clients’ financial lives. Bill and Reese discuss:
Resources:
Connect With Bill Cates:
Connect With Reese Harper:
About Reese Harper: In 2007, Reese Harper founded Dentist Advisors with the aim of assisting dentists in making intelligent financial decisions and achieving financial independence. Since then, he has consulted with dentists across the country, helping them reach their personal and business financial goals using a scientific, data-driven decision-making methodology and technology he developed called Elements®. Simultaneously, over the past several years, Harper’s team has been working to transform the Elements methodology into a turnkey system that can be utilized by financial advisors to provide a next-generation user experience and increased value for their clients. The Elements Financial Planning System simplifies the process for financial advisors to organize and evaluate their clients’ comprehensive financial data at a glance. This enables them to focus on the functional and emotional jobs that drive results for their clients. | |||
| Episode #70 Strategic Email Marketing for Financial Advisors with James Pollard | 07 Aug 2024 | 00:38:48 | |
Is email marketing for financial advisors dead? Not by a long shot! Are there productive and unproductive ways to use email in your marketing process? You bet! Email is still an effective and affordable marketing/prospecting tool that – if used correctly – can contribute significantly to your new-client growth. Discover the secret to leveraging the potent power of personalized email marketing for financial advisors! In this episode, Referral Coach Bill Cates interviews James Pollard, the host of The Financial Advisor Marketing Podcast and founder of TheAdvisorCoach.com. Discover the secrets to cutting through the email clutter, attracting Right-Fit Clients, and leveraging email to increase your revenue without boosting marketing expenses. Bill & James discuss:
Resources: Connect With Bill Cates:
Connect With James Pollard:
About James Pollard: James Pollard is the host of the “Financial Advisor Marketing” podcast, which boasts over 250 episodes specifically crafted to assist financial advisors in client acquisition. He is also the founder of TheAdvisorCoach.com, a leading resource in the financial advice industry known for its extensive business-building information. Since 2015, his products and services have aided over 50,000 financial advisors in expanding their clientele. James’ expertise has been featured in esteemed publications such as Forbes, Financial Advisor Magazine, and The Journal of Financial Planning. In addition, he has had the honor of addressing financial advisor groups worldwide, engaging audiences ranging from small, intimate gatherings of ten to large conferences with thousands of attendees. | |||
| Episode #61 Becoming Fluent with The Language of Referrals – A Special Episode with Bob Burg Interviewing Bill Cates | 27 Mar 2024 | 00:44:56 | |
Announcing! Bill Cates’s Newest Book… The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients. Every financial professional understands the power of referrals and personal introductions. Marketing experts extol the virtues of building a referral-based business. However, while providing overarching strategies and concepts, they don’t tell you how to actually create results. In this exclusive interview, Bob Burg (author of Endless Referrals and The Go-Giver Series) interviews Bill Cates – widely known as “The Original Referral Coach” in financial services. While discussing the release of Bill’s latest book, The Language of Referrals, Bob and Bill explore the core principles and practical strategies for mastering the art and skill of building a referral-based business. They offer insights into promoting introductions, overcoming objections, effectively getting introduced, and more! Bill and Bob discuss:
Resources:
Connect With Bill Cates:
Connect with Bob Burg:
About Bob Burg: Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals. Bob has regularly addressed audiences ranging in size from 50 to 16,000 — sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes, and political leaders including a former United States President. Bob is the author of a number of books on sales, marketing, and influence, with total book sales approaching two million copies. The American Management Association named Bob one of the 30 Most Influential Leaders and he was named one of the Top 200 Most Influential Authors in the World by Richtopia. Bob is an advocate, supporter, and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. | |||
| Episode #60 The Biggest Mistake Clients & Advisors Make in Life Expectancy Planning with Mark Pace, CLU, RHU, ChFC | 13 Mar 2024 | 00:41:03 | |
According to actuaries, you and your clients are underestimating how long you are going to live. Therefore, most people don’t plan properly, and most financial advisors aren’t even aware of this. This interview with Marc Pace – Founder of the Vital Longevity Institute – has two parts:
Mark and Bill discuss:
Resources:
Connect With Bill Cates:
Connect With Mark Pace:
About Mark Pace: As founder of The Vital Longevity Institute and creator of the Vitalign System and the Complete Wealth Planning System, Mark Pace has exposed once and for all the deeply held yet false and ruinous beliefs holding everyone back. Spoiler alert: these false beliefs are the cause of practically every type of suffering in our society. Mark has been delivering quantum change dynamics that, for the first time in history, counteract the cultural forces preventing people from living their perfect life, the one they deserve, the one they were meant for. He teaches a simple, powerful, proven, and immediately effective daily process for making rapid, permanent, positive changes. And, he inspires people to reset their life clocks so that their future will always be bigger, better, and brighter than their past… no matter how long they live! Mark’s work is based on 40-plus years of entrepreneurial success, 20 years of research, and over three years of field testing. | |||
| Episode #59 Strategic LinkedIn Prospecting for Financial Advisors with Armando (Mando) Sallavanti III, CFP®, CLTC® | 28 Feb 2024 | 00:37:01 | |
Are you producing results with LinkedIn? Or do you wonder why you even have an account? I’ve run into very few advisors who are seeing a straight line to ROI with their activities on LinkedIn. Mando Sallavanti is clearly an exception! Effective LinkedIn prospecting for financial advisors requires more than just creating a profile and posting content. It also requires a strategic approach to engaging with your target audience, building relationships, and converting prospects into clients. In this episode, Referral Coach Bill Cates interviews Armando (Mando) Sallavanti III, CFP®, CLTC®, SaaS’s Financial Planner. Mando shares his journey to success as a financial advisor using LinkedIn. Mando emphasizes the power of authenticity and active engagement on the platform, making 70 comments per day to attract potential clients. (Say what?) And he focuses on creating conversations and building relationships by engaging with influencers in his target market. Bill and Mando discuss: ● His experience of pursuing his natural market, hiring a marketing agency, and using automation on LinkedIn, which didn’t yield results. Resources: ● RapidFire Referrals Connect With Bill Cates: ● BillCates@referralcoach.com Connect With Mando Sallavanti III: ● LinkedIn: Mando Sallavanti III About Mando Sallavanti III: Armando Sallavanti is a registered representative of and offers securities and investment advisory services through MML Investors Services, LLC. Member SIPC. Supervisory Office: 2 Bala Plaza, Ste 901, Bala Cynwyd, PA 19004. Tel: 610.766.3000. Sallavanti Financial Services Co. is not a subsidiary or affiliate of MML Investors Services, LLC. or its affiliated companies. MassMutual refers to Massachusetts Mutual Life Insurance Company (Springfield, MA 01111-0001) | |||
| Episode #58 Building Connections that Turn Into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting | 14 Feb 2024 | 00:29:49 | |
Alice Tang, a highly successful financial advisor known for her passion for supporting millionaire women and helping the next generation achieve financial success. It’s no secret that the affluent women’s market is a lucrative, ever-growing niche in the financial industry. This episode touches on this topic AND a whole lot more! In this episode, Bill Cates interviews Alice Tang, ChFC®, MIM, Vice President and Partner at BPG Wealth Management LLC. Alice is a highly successful financial advisor known for her passion for supporting millionaire women, and helping the next generation achieve financial success. This interview offers valuable insights into leveraging Centers of Influence, LinkedIn, strategic networking, and podcasting. Alice and Bill dive into the importance of strategy and discipline when targeting this unique demographic, and Alice shares practical advice for building authentic connections, creating impactful conversations. and nurturing relationships. Alice also shares her inspiring personal journey from growing up in Hong Kong to becoming a successful financial planner in Oregon. She reveals how her podcast serves as a relationship-building tool with clients and shares tips on leveraging LinkedIn for business growth. Bill and Alice discuss:
Resources:
Connect With Bill Cates:
Connect With Alice Tang:
About Alice Tang: Alice Tang started her second career as a financial advisor in 2000. Many of Alice’s clients are female business owners and executives. She strives to be a leader and inspiration to professional women. Alice helps her clients define their relationship with money with a goal to achieve financial freedom by executing her financial planning process and leveraging tax-advantaged strategies. Her vision is a community full of confident and happy retirees, and it starts with women taking charge of their money. Alice has frequently spoken on the topic of “Why Women need to be In Charge of their Money” and “Your Network Your Prosperity – How to Build a Strong Network by Paying It Forward”. | |||
| Episode #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis | 17 Jan 2024 | 00:45:23 | |
It’s not an accident that Productivity and Proactive start with the same three letters. Pro can mean For and Forward. I’m all for moving forward, how about you? If you’re like most advisors, there are days where you feel very productive and know that you are moving your business forward. You probably have other days (too many?) where you’re simply being reactive. You’re doing things you know you need to do, but those days don’t often feel as rewarding. Is it possible to go from a reactive practice to a proactive practice? Is it possible to decrease your time working, while simultaneously increasing your revenue? In this episode, Referral Coach Bill Cates interviews Brian Margolis, Founder of Productivity Giant and author of “The Index Card Business Plan.” Brian and Bill explore the power of using pillars to maximize financial advisor productivity. Brian explains the three categories of pillars and shares strategies for overcoming internal resistance. He also emphasizes the importance of focus management and shares real-life success stories of advisors who have implemented The Pillar System. Bill and Brian discuss:
Resources: Connect With Bill Cates:
Connect With Brian Margolis: About Brian Margolis: Brian Margolis is a former environmental scientist turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book “The Index Car Business Plan for Sales Pros and Entrepreneurs” Brian’s Pillar System helps sales pros and entrepreneurs create a strategy so simple, it fits on an index card…but so powerful it’s helped create 7-figure earners and has been licensed by some of the largest companies in the world to train their teams. Brian has been a partner or consultant in multiple ventures ranging from startups to national brands. He has worked with everyone from Shark Tank Entrepreneurs to Fortune 500 companies. Both his accomplishments and failures span a variety of industries. In addition to his above work, and appearances on some of the largest business and sales podcasts in the world, he is still in the trenches having done thousands of individual coaching sessions with sales pros and entrepreneurs. | |||
| Episode #55 Tracking Success: Measuring the Impact of the Client Journey in Financial Planning with Kalli Fedusenko | 03 Jan 2024 | 00:33:51 | |
Are you winging it when it comes to serving your client all along the client journey? Or do you embrace and follow a clear strategy for enhancing client and prospect experiences and establishing strong relationships with them throughout the entire client journey? Attending to all phases of the client journey will always be the fuel to your success. In this episode, Referral Coach Bill Cates interviews Kalli Fedusenko, Founder of KalliCollective. They explore the crucial aspects of building relationships with clients and prospects via the powerful client journey process. She Kalli delves into the stages of the client journey and the power of online platforms in your marketing. Also, KellyShe also discusses surprising topics to share that resonate with clients. Bill and Kalli discuss:
Resources: Connect With Bill Cates:
Connect With Kalli Fedusenko: About Kalli Fedusenko: Kalli Fedusenko is the founder of KalliCollective, a firm specializing in marketing for the financial services industry. With over 10 years of experience in the financial planning industry, a former position as Digital Marketing Coach For The FPA, and being formerly licensed with the series 7 & 63, Kalli can provide you with an insight and understanding into your practice and objectives. She specializes in brand strategy, web content strategy, video content planning, and more. This powerful combination of creativity and strategy makes Kalli the most effective guide to give your brand a voice. | |||
| Episode #54 Family Legacy Planning: Guiding Your Clients on the Path to Generational Wealth with Randy Jones | 13 Dec 2023 | 00:40:01 | |
Family legacy planning involves more than just helping your clients accumulate assets. Creating a lasting legacy for your clients means crafting a set of values, purpose, and financial knowledge that lasts for generations. In this episode, Referral Coach Bill Cates interviews Randy Jones, Wealth Management Advisor at Financial Growth Partners. Randy shares his insights on family legacy planning, emphasizing the need to connect all aspects of a client’s life to create a comprehensive financial plan. He introduces his legacy system for creating generational wealth and discusses the interconnectedness of money and time. Randy also shares the importance of creating a family constitution to guide future generations. Bill and Randy discuss:
Resources: Connect With Bill Cates:
Connect With Randy Jones: About Randy Jones: Randy Jones has been in the finance industry for 26 years. As a wealth management advisor at a financial services company, Randy has access to all the same products and programs as any other financial advisor, but that’s not why people come to him. They come to him for a plan. Randy’s plans are not in a leather-bound book that you put on a shelf in hopes of reading someday. They are plans that you can live, and they change and grow with you and your family. In life, you have other assets that mean more to you than money. Yet, for most people money has/is/will be more of an obstacle than an asset. You can change this if you are willing to change the way you think. You first must ask yourself “Do I want another product, or do I want a plan?” Randy helps you create your experiences. He teaches “It’s better to givethan to receive.” He helps you live your dreams, appreciate life, and live in the wow! | |||
| Episode #53 Using Financial Advisor Podcasts to Acquire Ideal Clients with Misty Lynch, CFP® | 29 Nov 2023 | 00:39:27 | |
Have you ever wondered if the hosts of financial advisor podcasts actually get new clients from it? Is all the effort worth it? And, by the way, do many of your prospects and clients seem to have limiting beliefs and mistaken assumptions about money? In this episode, Referral Coach Bill Cates and his guest Misty Lynch, CFP®, author of the book Demystifying Money and host of the Demystifying Money Podcast have a lively discussion on these two (and other) topics. Misty shares her journey from a financially struggling family to becoming a top financial advisor, highlighting the power of a positive money mindset. She explains how her unique blend of financial planning and life coaching helps clients overcome financial challenges and make informed decisions. Additionally, Misty discusses the power of financial advisor podcasts, and reveals how podcasting has helped her acquire more ideal clients and bring great value to many listeners. Bill and Misty discuss:
Resources:
Connect With Bill Cates:
Connect With Misty Lynch: About Misty Lynch: Misty Lynch, CFP®, is a personal finance expert and the Owner and CEO of Sound View Financial Advisors, LLC. Misty hosts the unscripted reality show HEARTBROKE and the Demystifying Money podcast. She is also the author of DEMYSTIFYING MONEY and a personal finance expert and resource for media outlets, including The New York Times, Cosmopolitan, CNBC, CNN, Investopedia, Real Simple, Student Loan Hero, and many others. Investopedia named her one of the Top 100 Financial Advisors in 2021, and US News and World Report called her one of the 9 Women in Finance to Follow “because sometimes you need life advice, not just financial advice.” | |||
| Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway | 15 Nov 2023 | 00:37:45 | |
While curiosity may have killed the cat, it didn’t hurt this advisor! How about you? Have you developed a strong Curiosity Muscle? Do you exercise it often as you endeavor to bring more ideal clients into your business? Curiosity will serve you well in this business:
Today’s featured guest, Chris Ridgway, has attained rapid success in this business through personal observation, curiosity, and a strong belief in his value. In this episode, Referral Coach Bill Cates interviews Chris Ridgway, Growth and Development Director & Financial Advisor with Northwestern Mutual. They explore the power of curiosity in the financial advisory industry, emphasizing the importance of being genuinely interested in people and their stories. Additionally, Chris shares his unique approach to client acquisition through observation and connection, finding common interests, and aligning values. Bill and Chris discuss:
Resources:
Connect With Bill Cates:
Connect With Chris Ridgway: About Chris Ridgway: Chris Ridgway is the Growth and Development Director & Financial Advisor at Northwestern Mutual. Chris believes the starting point of any financial conversation should be with you — your life, your family, your priorities, and your goals. He will listen to what’s important to you and design a financial plan from multiple strategies specifically designed to help get you where you want to be. Chris is committed to helping you get closer to your dreams. When you partner with him, you can expect a judgment-free, pressure-free environment with conversations that will be jargon-free. Chris strives to provide you with the best experience possible | |||
| Episode #51 Creating Interesting, Edgy, and Authentic Content Marketing for Financial Advisors That Turns Prospects into Clients with David B. Armstrong, CFA | 01 Nov 2023 | 00:47:11 | |
This is an interview you don’t want to miss. David Armstrong, CFA has found a way to message his value and attract new clients who are perfect for his business. He does it in a genuine, compelling, and slightly fun way. In this episode, Referral Coach Bill Cates interviews David Armstrong, President & Co-Founder of Monument Wealth Management. They explore the importance of finding the right fit with clients and the value of clear and compelling messaging. They talk about the role of differentiation in the financial industry and the benefits of content marketing for financial advisors. Bill and Dave discuss:
Resources:
Connect With Bill Cates:
Connect With Dave Armstrng: About our guest: Dave Armstrong discovered his passion for finance in his mid-20s. Unable to spend money over several different deployments while serving in the Marine Corps, he became a self-taught investor. He proudly remembers his investing performance to be, “Along with a few bucks of cash income as a bouncer, good enough to pay for a graduate degree, a new car, and two years of living expenses.” After returning home from active duty for an MBA at his alma mater, the University of South Carolina, Dave became a CFA Charterholder and started working at a large Wall Street firm in New York City. After 8 years, it became abundantly clear to Dave that the financial services industry was drowning in a sea of sameness. He felt that true wealth planning either didn’t exist or was nothing more than a smokescreen to generate a generic asset allocation and sell products. Creativity was nonexistent, the culture was focused on shareholder profits first, and advisors were accountable to sales managers, not their clients. He was unimpressed, to say the least—and very, very bored. So, fed up with it all, he co-founded Monument Wealth Management in May of 2008 and experienced a very real-life example of the difficulty in market timing. Dave is a combat veteran and served as an officer in the United States Marines Corps on both active duty and in the reserves, retiring at the rank of Lieutenant Colonel. He proudly tackled his post-retirement, mid-life crisis head-on by journeying out on a solo, month-long backpacking trip along the Pacific Crest Trail which totaled over 200 miles through the California Sierra Mountains. He currently hosts the OFF THE WALL podcast with co-host Jessica Gibbs, where they interview top experts on topics aimed at helping founders and high-earning execs build wealth with purpose. He also currently serves on the Board of Directors for the Marine Corps Heritage Foundation which stewards the National Museum of the Marine Corps in Quantico Virginia, The Community Foundation for Northern Virginia and The Station Foundation which assists Special Operations warriors navigate the rough terrain of transition and reintegration back to civilian life. His passions outside of work are fostering dogs for the Lab Rescue of Central Potomac, cheering on his beloved Gamecocks, quoting 80’s movies, and scoring under 100 on the golf course. His two current hobbies are hosting the Moments in Leadership podcast, where he conducts long-form interviews with senior military leaders, and Ham Radio but admits that could change at any moment because his wife Sara keeps calling him a dork. | |||
| Episode #69 Growth Through Books and Financial Advisor Target Markets with Michael Budnick | 24 Jul 2024 | 00:29:20 | |
When it comes to financial advisor target markets, one proven strategy to create extraordinary success in your business is to be crystal clear and laser focused on your Right-Fit Clients. That’s exactly what our guest has done to build his successful advisory practice. And one tool he uses to demonstrate his focus, credibility, and wisdom is a book – a book written specifically for his target market. Michael Budnick, International Bestselling Author and Holistic Financial Planner, exemplifies this approach, targeting a specific demographic with tailored services and thought leadership. In this episode, Michael shares his unique story and lessons learned in building his business. He demonstrates the importance and value of focusing on a specific target market, and the role of his books in attracting new clients. Bill & Michael Discuss:
Resources:
Connect With Bill Cates:
Connect With Michael Budnick:
About Michael Budnick: Michael Budnick is a holistic fiduciary investment adviser with Royal Fund Management. Michael has specialized in investment and retirement planning for over 25 years. His mission is to help his clients define how they want to live their retirement, and then help them realize those goals by creating a retirement strategy that is unique to them. Previously, Michael served as Vice President for Great-West Retirement Plan Services, at that time a $41.5 billion institution. Michael managed and supervised all the company’s account executives and administrative staff in his Houston, St. Louis, and Oklahoma City offices. His leadership brought about an expansion of $1.2 billion of new assets under management for the firm. As a result, a new 16th region was created to better serve the expanded client base. These new clients included the Cities of Houston and Austin and the State of Oklahoma. As VP, Michael was responsible for the high-level management of $2.2 billion in assets and 55,000 plan participants. In addition to helping people plan for retirement, Michael also focuses on preparing for the costs of college. As the founder of College Tuition Advisors, Michael works with students and parents to create a strategic plan for paying for college without jeopardizing their future. His goal is to ensure that every family can provide higher education for their children without endangering their finances or future retirement goals. Michael holds life and health insurance licenses in Texas and California and has passed the Series 65 securities exam. He also has been a College Financial Planner for over 10 years and a licensed real estate agent. Michael enjoyed a wide range of exciting hobbies, including hiking, roller and ice skating, snow and water skiing, football, horseback riding, mountain biking, and travel. These adventures are all being put on hold for the next few years, as Michael’s free time has been fully absorbed in learning a completely new set of skills: that of being a parent, with his partner Andrea, of their wonderful baby girl, Sarah Michele, born January 14th, 2019. | |||
| Episode #50 How Advisors Can Reverse a Client’s Negative Relationship with Money with Ellen Rogin, CPA, CFP® | 18 Oct 2023 | 00:39:47 | |
To say that people have an emotional relationship with money would be an understatement! While you may be a CFP, or a ChFC, or any number of the many certifications available in this industry, perhaps the most important thing you could do to serve your clients is obtain an PhD in psychology. (Smile) Today, my featured guest and I are going to talk about some of the emotions both YOU and YOUR CLIENTS have around money – especially when the market and/or the economy are sagging or volatile. Much has been written about the beliefs and emotions around the relationship with money that our clients bring with them, and its impact on the work we do. That being said… YOUR beliefs and emotions around money will shape your thoughts, decisions, and ADVICE. For you and for your clients, these beliefs and emotions are often unconscious, but need to be considered in order to create the best possible plans and recommendations for your clients. Your clients bring their money stress to you. How you receive that stress, how you handle your own money stress, and the energy you bring to youe client meetings can help you build the strongest possible client relationships. In this episode, Referral Coach Bill Cates interviews Ellen Rogin CPA, CFP®, Abundance Activist, Financial Intuitive, and a New York Times best-selling author. This interview is an exploration of how your clients’ emotions and beliefs interact with your own emotions and beliefs – to either reduce or increase client stress. Bill and Ellen discuss:
Resources: Connect With Bill Cates:
Connect With Ellen Rogin: About Ellen Rogin: Ellen Rogin is a money expert and financial intuitive who helps people transform their relationships with money so they can have happier, more abundant lives. Her book, Picture Your Prosperity, was a New York Times bestseller, and her work has been featured on CNBC, ABC, NPR, TIME, and Oprah Magazine. As a CPA and CFP®, Ellen worked for many years as a traditional financial advisor before selling her successful wealth management firm. She now combines her intuitive abilities and financial experience to connect with the energy of money and deliver “Messages from Money” to her clients. Sounds weird? It did at first to Ellen, too! Yet people worldwide have found her understanding of their relationships with money to be uncanny. Ellen’s consultations help people gain insights on how to grow their businesses, expand their wealth, and bring an increased sense of peace around money. She is also a sought-after speaker and has trained and coached thousands of conscious financial advisors and entrepreneurs worldwide to use the “Art of Prosperity” to grow their businesses and their wealth. Ellen serves on the Board of Directors for Metropolitan Capital Bank and Trust and The Ghana Scholarship Fund. She earned her MBA at NYU Stern School of Business. | |||
| Episode #49 LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss | 04 Oct 2023 | 00:47:02 | |
I’m willing to wager that you and your marketing team have no clue how the LinkedIn algorithm works. And because of that, you are wasting precious resources (time and dollars) on posting content that hardly anyone sees. So, what are the best strategies on LinkedIn for financial advisors to get their posts seen? LinkedIn has a different business model than most other social media platforms. Therefore, how you use LinkedIn for business growth requires a unique strategic approach. In this episode, Bill Cates interviews Richard Bliss, CEO of BlissPoint and Author of DigitalFirst Leadership. They explore 3 big topics around LinkedIn for financial advisors, designed to help you turn the social media platform into an effective business-building tool:
In this eye-opening session, Bill and Richard discuss:
Resources: Connect With Bill Cates:
Connect With Richard Bliss: About our guest: Richard Bliss is the founder of BlissPoint Consulting, a social media consulting company that helps improve executives’ online communications and sales teams’ social selling behaviors. A LinkedIn Top Voices Influencer, experienced executive communications manager, and social media coach, Richard has helped thousands of people master social media tools and become fluent in social conversations. | |||
| Episode #48 Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham | 20 Sep 2023 | 00:45:51 | |
This may be one of the most important interviews we’ve done since the inception of Top Advisor Podcast. The very best advisors know that their job is more than managing investments or selling insurance. The very best advisors are increasingly focused on Longevity Planning for the Baby Boomer clients. These advisors prioritize building strong, meaningful connections with their clients, getting to know their individual life stories, and providing guidance through critical life-changing events. In this episode, Referral Coach Bill Cates and Steve Gresham delve into the fascinating world of longevity planning and the importance of being prepared for unexpected events. As advisors, it’s crucial for us to anticipate these events and help our clients navigate through them with expertise and care. You’ll hear real-life examples of advisors who have let their clients down in this area as well as examples of advisors who showed up big time for their clients. But it doesn’t stop there. Bill and Steve explore the growing demographic wave of older individuals and the unique challenges they face. Longevity planning is not something to be taken lightly. Steve Gresham & Bill Cates discuss:
As always, this episode is packed with valuable information and practical strategies for financial advisors to better serve their clients. So, get ready to learn the secrets to success in the world of longevity planning as we dive into an engaging conversation with Steve Gresham. Resources: Connect With Bill Cates:
Connect With Steve Gresham:
About Steve Gresham: Steve Gresham is a leader in understanding trends facing the wealth management industry. Steve is the Chief Executive Officer of The Execution Project, which provides engaging content and executive consulting services to help firms and their advisors meet the needs of the retiring age wave. He is also the managing partner of the premier executive community in the financial services industry, Next Chapter, and acts as a senior educational advisor to the Alliance for Lifetime Income. Prior to founding his consulting firm, he was EVP and Head of the Private Client Group at Fidelity Investments from 2008-2017. During this time, he drove the retail investor strategy that more than doubled client households to 1.6 million and assets under administration to more than $2 trillion. With a focus on the client experience, the Private Client Group team ended net asset outflow and pushed the client satisfaction score from 8 to 63. Steve joined Fidelity in October 2008 after seven years of helping to lead the turnaround of The Phoenix Companies and its successful asset management spinoff, Virtus Investment Partners (NYSE -VRTS). Gresham has a history of achieving results across firms. In addition to his success at Fidelity, he led successful efforts as an executive or consultant at many financial services companies in the global marketplace, including:
He has a Telly Award for innovation in financial services marketing, a Mutual Fund Marketer of the Year Award by Institutional Investor/Fund Action, and was recognized with the Pioneer Award for lifetime industry contributions from the Money Management Institute. When Steve is not consulting/speaking on wealth management or financial technology, Steve can be found in his woodshop creating custom works of art for local and national clients. | |||
| Episode #47 From Bucket Lists to Live It Lists – an Advisor’s path to $1M in Annual Production in 5 Years with Nicole Middendorf, CDFA | 06 Sep 2023 | 00:43:54 | |
From $0 to $1M in annual production in only 5 years sounds impossible, right? Think again. Successful wealth advisor and certified divorce financial analyst, Nicole Middendorf, CDFA, joins us to share her journey from a troubled marriage to discovering her true purpose and helping others along the way – while building a truly Top Advisor practice. To distract from her divorce, she created her Live It List to help her find joy by pursuing meaningful experiences. She now brings her Live It List concept to her clients to help them do the same. During this lively conversation, Nicole shares her insights about combining financial planning with helping clients achieve their goals and dreams. Nicole also discusses her decision to go independent and build a team around her, as well as her client acquisition strategies, including hosting events and utilizing LinkedIn. Bill and Nicole discuss how Nicole:
Resources:
Connect With Bill Cates:
Connect With Nicole Middendorf: About Nicole Middendorf: Nicole Middendorf is a knowledge junkie, a mentor, and a born coach. She is an entrepreneur who has run her own business since 2003. Nicole is the author of five books and the mother of two phenomenal children. She is also a world traveler, a philanthropist, and an accomplished public speaker. As a speaker, Nicole shares a real-life perspective on life and happiness with audiences across the country. Her primary goal is to inspire others to make real changes in their lives by taking complicated things, making them easy to understand, and giving actionable items to make change. Nicole loves to work hard to empower individuals to make crucial, positive changes in their own lives. Nicole’s books have received local and national press coverage. She has become known for her thoughtful, concise quotes, relaxed on-air presence, and articulate delivery during both radio and television interviews. The world needs more people—especially women—to be financially savvy, wholly independent, happy, and living a life of balance. Through Nicole’s writing, public speaking, coaching program, and work, she wants to be the one who supports them on all levels. | |||
| Episode #46 The Why & How to Writing a Book That Attracts Ideal Financial Advisory Clients with Paul G. McManus | 23 Aug 2023 | 00:46:59 | |
Have you ever pondered the idea of writing a book? You know that it could boost your credibility, demonstrate your expertise, and serve as an impressive introduction to your clients and centers of influence. So why haven’t you done it yet? More than likely, it feels overwhelming – you don’t have the time or it’s beyond your capabilities, or both! Fear not, in a truly enlightening episode, Bill sits down with Paul G. McManus, author of The Short Book Formula: A Financial Professional’s Guide to Writing a Book in 6 Weeks to Attract Ideal Clients. Together, they’ll guide you through the process and dive deep into the world of writing, producing, and leveraging a book to generate more clients. They debunk the fears and mistaken assumptions that may have held you back – until now. McManus unveils a game-changing formula for writing a book in just six weeks—a formula that has already empowered over 500 financial advisors and other professionals to establish their authority and credibility with their very own written work. But there’s more. McManus also delves into the untapped power of LinkedIn as a business development tool. He reveals the secrets to attracting and converting your ideal clients through this dynamic platform. PLUS – Paul and Bill discuss 3 case studies from advisors who have used their book to create unexpectedly significant growth. If you’ve ever wondered about the potential of having your own book, fretted over your ability to write one, and wondered about the ROI, this episode is a must-listen. Bill and Paul discuss:
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Connect With Paul McManus: About Paul McManus: Paul G. McManus is the founder of More Clients More Fun LLC, MCMF Publishing, Creator of The Million Dollar Producer LinkedIn Program, and host of The Million Dollar Producer Show Podcast. He has worked closely with over 500+ financial advisors, CPAs, life insurance producers, and business advisors since 2015. He is also the author of Million Dollar Producer: The Secret Playbook For Financial Professionals To Land High-Value Clients Using LinkedIn. He lives in San Diego, California with his wife Atsuko and his two Boston Terriers, Moo and Potato Chips. | |||
| Episode #45 How to Revolutionize Digital Marketing for Financial Advisors with Stephen Beach | 02 Aug 2023 | 00:48:53 | |
Digital marketing for financial advisors can be an overwhelming and/or confusing topic for many. Financial advisors are often challenged by what marketing strategy is right for them, how to communicate their value, and what outside resources might be right for them. Can you relate? While Bill Cates is the recognized expert and supreme advocate for growing through referrals and personal introductions, there are certain tactics and strategies in the world of digital marketing for financial advisors that shouldn’t be ignored. This is a Case Study Episode of Top Advisor Podcast. In this unique episode, Referral Coach Bill Cates interviews Stephen Beach, Co-Founder of Craft Impact, about their work with Burney Wealth Management. They discuss Burney Wealth’s marketing struggles prior to working with Stephen, and how he and his firm helped them develop effective messaging, a results-generating website, and greater overall clarity in their marketing. All of this work has served as a turbo charger to the referral culture Bill had already helped Burney Wealth develop and implement. Bill and Stephen discuss:
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Connect With Stephen Beach: About Stephen Beach: Stephen Beach co-founded a growth and communications agency for a few reasons, among them: to create a successful company that offers employment opportunities, to be a role model to his son, to grow from the challenges of creating a sustainable business, and to help other small and medium size businesses grow their revenue and teams through inbound marketing. After graduating from the University of Notre Dame and working for a large pharmaceutical advertising agency, Stephen knew he wanted to create a new kind of marketing agency- one with fresh ideas, personalized support, and proven ROI without the big agency prices and overhead. Stephen continues to be a Notre Dame college football fan despite attending the university during the underwhelming Charlie Weis era and the more recent years of disappointment. He loves golf, craft beer (of course) and traveling with his wife, and being a father to his children Auggie, Lola, and Oakley. | |||
| Episode #44 Holistic Financial Planning for Women with Craig Richman, CLU®, ChFC®, AIFA®, CDFA® | 12 Jul 2023 | 00:27:24 | |
The evidence is in and it’s compelling.
“Just the facts mam.”
Both female and male advisors are thriving by attracting and serving primarily women. In this episode of Top Advisor Podcast, Bill Cates interviews Craig Richman (founder of Richman Capital Management), about motivation to become an advisor who focuses on financial planning for women, and why he’s chosen to build a “lifestyle” practice. Bill and Craig discuss:
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Connect With Craig Richman: About Craig Richman: Craig Richman is the founder and private money manager at Richman Capital Management. Craig earned his undergraduate degree from Florida Atlantic University in Boca Raton. He holds the Chartered Life Underwriter® (CLU®) and Chartered Financial Consultant® (ChFC®) certifications from The American College in Bryn Mawr, Pennsylvania that address insurance, tax, estate, and financial planning. In addition, Craig has received the Accredited Investment Fiduciary Analyst® (AIFA®) designation from the Center for Fiduciary Studies and the University of Pittsburgh’s Joseph M. Katz Graduate School of Business which address best practices for fiduciary guidance. Craig also has completed the dividend analyst course from Morningstar, Inc., which addresses key education in dividend-paying stocks. He has completed a mentorship for trading with the Senior Managing Director of Equities from Simpler Trading. Craig is also a Certified Divorce Financial Analyst® (CDFA®) from The Institute for Divorce Financial Analysts to educate and guide clients to navigate divorce as their advocate. Craig affiliated with and became a Registered Representative and Investment Adviser Representative of Commonwealth Financial Network®, an independent, privately held broker/dealer that has no proprietary products and an open architecture for advisors to build their businesses. Richman Capital Management is now celebrating its 25th year of working with Commonwealth. Craig served the community as a board member and past chairman of the Florida Atlantic University’s (FAU) National Alumni Association. He also served as past president of the Rotary Club of Boca Raton and trustee member of the Greater Boca Raton Chamber of Commerce. Craig is a Registered Yoga Teacher (RYT*200) through Yoga Alliance and has continued advanced studies in vinyasa yoga. He is also certified to teach yoga to veterans through the Connected Warriors not-for-profit organization. He also enjoys golf, walking, fine dining, and single-malt scotch. | |||
| Episode #43 Are the Riches Really in the Niches? Best Target Markets for Financial Advisors with Bill Cates, CSP, CPAE | 14 Jun 2023 | 00:35:05 | |
“If I target a specific market, what about my current clients? And won’t I be missing out on other opportunities? These are a few of the common questions that come up in the discussion about niche marketing and the best target markets for financial advisors. While these are valid concerns, they are easily addressed. Listen to this 35-minute podcast episode from Bill Cates to get the answers … and a whole lot more. Whether you’ve never even considered narrowing your focus before, are looking for information on the best target markets for financial advisors or are already successfully implementing niche marketing in your business, there is something in this episode for you. In this solo episode with Bill Cates, you will discover:
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| Episode #42 The Power of Effective Networking for Financial Advisors – with Michael Goldberg | 24 May 2023 | 00:40:23 | |
“I tried networking once. It didn’t work!” Yes! This is an actual quote from a financial advisor. Sad! Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our own “community” of mutually beneficial relationships. And it can be done without ever going to a single networking event. And don’t forget… It’s not called, “Net-sit” or “Net-eat.” It’s called “Net-work” for a reason. Forming a great network of folks who can help you build your business does take some effort. The good news is that most of the time that effort can be fun! In this episode, Bill Cates interviews Michael Goldberg, author of Knock Out Networking as well as a consultant and trainer to financial professionals for decades. With unusually fun and lively banter, Bill and Michael discuss:
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Connect With Michael Goldberg: About Michael Goldberg: Michael Goldberg has helped financial advisors, brokers, agents, reps, wholesalers, and other sales producers add hundreds of thousands of dollars to their bottom line. His firm Knock Out Networking, LLC is renowned as a speaking and training resource in the financial services industry. Described by clients as “dynamic and motivational”, Michael is a master at invigorating and engaging audiences. His knock-out style is “in your face” and high energy. His content is real world and can be applied immediately. Michael speaks at conferences and associations, runs sales meetings, and delivers results-driven programs on networking, referral marketing, and sales presentations. “It’s all about Connection” – Michael Goldberg Boxing, like networking, is a contact sport. The more and better connections you make, the more wildly successful you will be. The state of growing a business and gaining more market share for your top performers is becoming more challenging. Despite technology and all that it has allowed us to accomplish, those with the most contacts, the best relationships, and a greater understanding of how to utilize them will achieve the most success. | |||
| Episode #41 Client Experience vs. Engagement: Strategies To Take Your Business To The Next Level with Julie Littlechild | 10 May 2023 | 00:39:42 | |
Client Engagement! Client Experience! Creating “Wow!” What’s all the fuss? Did you know that client service, client experience, and client engagement are NOT the same things? Julie Littlechild, founder of Absolute Engagement and author of The Pursuit of Absolute Engagement has focused her business on showing advisors how to move their clients from satisfied to engaged. Why? Because her research shows that while satisfied clients are extremely loyal, there’s a low correlation between that satisfaction and providing referrals and making introductions. So, who does provide referrals and make introduction? Engaged Clients! In this episode, Bill and Julie dive into the important topic of client engagement and what it can mean to your clients and to your business. Julie and Bill discuss:
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About Julie Littlechild: Julie Littlechild is a recognized expert on the drivers and evolution of client experience, client engagement and referral growth. She is responsible for: designing the firm’s strategic vision and product roadmap, conducting on-going investor and advisor research, driving firm growth and representing the company on conference stages around the world. Julie has worked with and studied successful financial advisors and their clients for more than twenty-five years. Prior to founding Absolute Engagement, she launched and ran one of the industry’s leading research firms, focused on client engagement. She is the author of The Pursuit of Absolute Engagement. Julie sat on the national board of the Financial Planning Association, currently sits on an Investment & Wealth Institute advisory board, was twice identified as one of the 25 Most Influential People in Financial Planning, and won an industry Influencer Award in practice management. She holds an MBA from the University of Toronto. | |||
| Episode #68 Crafting Your Origin Story to Build Trust and Finding Your Niche Market with Dan Brothers, CFP® | 10 Jul 2024 | 00:30:00 | |
Do you have an “origin story”? Are you using it to attract more Right-Fit Clients and become more referable? Have you figured out how to find your niche market – specifically one that’s clearly defined and profitable? Have you moved away from prospecting to attracting people to you? In this episode of Top Advisor Podcast, host Bill Cates interviews financial advisor Dan Brothers, CFP®, who shares his insights on using his origin story to build rapport and trust with clients. Dan also reveals his strategy for selecting and focusing on a clear target market, that has propelled him to the top echelon among his peers. Bill & Dan discuss:
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About Dan Brothers, CFP®: Originally from Wappinger Falls, NY, Dan Brothers began his career in 2009. After seeing firsthand what can happen to families after catastrophic loss, Dan joined became an advisor to ensure he would be able to do everything in his power to help individuals and families prepare for what lies ahead. Dan has built his practice in the North Shore of Boston over the last decade plus. The practice is focused on individuals and families within 5 years of their desired retirement goals. | |||
| Ep. #40 Explosive Growth and Getting Referrals Without Asking with Warren Brooks and Terry Parham Jr. | 26 Apr 2023 | 00:26:06 | |
Imagine that you are getting so many unsolicited referrals that your new prospective clients are willing to be placed on a 4-month waiting list to see you. A pipe dream? Not necessarily. Our featured guests on today’s show are experiencing this right now. How are they getting so many referrals without asking? With strategic relationship building, minor celebrity status in their target market, and a dash of effective social media. In this episode, Bill Cates interviews Warren Brooks and Terry Parham – Co-Founders of Innovative Wealth Building. They explain how they’ve built a steady flow of referrals without asking with a strong emphasis on building personal relationships with clients by going the extra mile. Bill, Warren, and Terry discuss:
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Connect With Warren Brooks: Connect With Terry Parham: About Warren Brooks: Warren Brooks is the President, Chief Executive Officer (CEO), and one of the co-founders of Innovative Wealth Building In a world of tough financial choices, Warren has been a beacon of knowledge for his clients since 1999. Warren has started over 1,000 new clients in his career and has amassed an impressive amount of knowledge over the years. As a result, Warren has become locally renowned as the go-to planner for Federal Employees and widows/ widowers that are navigating one of life’s biggest challenges. What’s possibly most impressive is the relentless dedication that Warren has shown his clients over the years. When Warren says he will be there you know that he will, even if that means driving across the country or hopping on an airplane. Prior to becoming a financial planner, Warren honorably served 24 years in the United States Navy and retired as a Senior Chief Petty Officer. Additionally, Warren graduated from the University of Maryland University College with a Bachelor’s degree in Business Management. About Terry Parham: Terry is the Chief Financial Officer (CFO) and one of the co-founders of Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a: Financial Planner, Corporate Trainer, and District Manager. Terry loves to talk about investments and also enjoys diving into the weeds of retirement income planning. When he’s not working directly with clients, Terry spends time mentoring other advisors and presenting financial education to individuals and organizations. Terry graduated from St. Lawrence University with a double major in Economics and Psychology and a minor in Mathematics. Always on the quest for knowledge, Terry has earned the following certifications: Certified Financial Planner (CFP), Chartered Financial Consultant (ChFC), Wealth Management Certified Professional (WMCP), Retirement Income Certified Professional (RICP), and Chartered Life Underwriter (CLU). | |||
| Ep. #39 3 Strategies that Built a Multi-Million Dollar Firm with Todd Gillingham, JD, CFP®, ChFC, CLU | 12 Apr 2023 | 00:37:21 | |
If you’ve ever wondered if sending video messages to your prospects and clients can actually produce tangible, profitable results; then you need to listen to this interview. Have you harnessed the power of a clear, well-defined, and reachable target market – that’s hungry for your value? Are you using client successes, your client-focused why, and other stories to convey your value to prospects and clients? In this episode, Bill Cates interviews Todd Gillingham, the founding partner of Landmark Wealth Management Group. In this high-content, real-world discussion, Todd reveals how he and his team are using video, target marketing, and storytelling to maintain continual growth with ideal clients. You’ll want to listen until the end to discover how Todd and his team help their clients determine what “abundance” means to them and how to achieve it. Bill and Todd discuss how:
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Connect With Todd Gillingham: About Our Guest: Todd Gillingham has more than 30 years of experience advising clients on their investments, retirement planning and estate and charitable giving strategies. You are most likely to see him deep in conversation advising one of his clients, but he is a popular speaker as well, giving hundreds of presentations over the years to community groups, churches and pre-retiree audiences (particularly employees or recent retirees from 3M). He has been recognized as a 10-time recipient of the Five Star Wealth Manager award, given to professionals who show a commitment to clients and demonstrate strong industry credentials. Before joining the Landmark Wealth Management Group, Todd served as an assistant vice president at Lutheran Brotherhood’s corporate office, helping representatives across the country with advanced estate and charitable planning strategies. | |||
| Ep. #38 2 Big Marketing Strategies for Financial Advisors that Most Fail to Use – featuring Sara Grillo, CFA | 22 Mar 2023 | 00:44:08 | |
“Outspoken” “Controversial” “Disruptive” These are some of the words that have been used to describe Sara Grillo. Sara’s on a mission to help advisors rise above the platitudes and sameness they use to describe the valuable work they bring to their clients. In this lively interview, Bill and Sara discuss 2 important (but often overlooked) marketing strategies for financial advisors – the concepts of transparency and brevity – and how to use those concepts in communicating your value. Some of the highlights of this interview…
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Connect With Sara Grillo: About Our Guest: Sara Grillo, CFA, is a financial advisor, marketing consultant, and financial services keynote speaker focusing on LinkedIn lead-generation strategies for wealth management, investment management, financial planning, and RIA firms. All actions taken by Sara Grillo are governed by a professional code of ethics. Before her current role, Sara Grillo worked as a financial advisor at Lehman Brothers. She holds a degree from Harvard University and pursued her Masters at NYU Stern School of Business before obtaining her CFA designation. Sara Grillo is renowned for her outspoken and disruptive perspective on the unethical practices prevalent in the private wealth industry. She specializes in helping ethical financial advisors transparently attract wealthy clients. Her financial advisor marketing strategies prioritize simplicity, honesty, empathy, and high ethical standards over questionable methods. This is how she assists financial advisors and private wealth managers in areas such as marketing, branding, and lead generation. | |||
| Ep. #37 Strategies for Attracting Affluent Women Clients with Adri Miller-Heckmann | 15 Feb 2023 | 00:45:06 | |
How are YOU doing when it comes to attracting and working with affluent women? At this moment in time, women control one-third of total U.S. household financial assets – representing more than 10 trillion dollars. By 2030, women in the U.S. are projected to control much of the $30 trillion in financial assets that baby boomers will possess. Women are also the largest beneficiaries of the current transfer of wealth. Since women are living an average of five years longer than men, 90% of all women will be managing their own finances during the final years of their life. Marketing to affluent women is the most lucrative demographic since the onset of the baby boomers! In this episode, Referral Coach Bill Cates interviews Adri Miller-Heckmann, Founder of FemXAdvisor, about how advisors can make just a few adjustments in their practices to attract more affluent women clients. Adri and Bill discuss:
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Connect With Adri Miller-Heckmann: About Our Guest: Adri Miller-Heckman is a powerful influencer in the world of women. As a former financial advisor and National Training Officer with Smith Barney, she learned firsthand what it takes to succeed as a woman in a male-dominated industry, and it’s not about working longer, harder, or sacrificing more. Adri’s femXadvisor business model provides new solutions, systems, and female-friendly tools fueled by a passion that drives growth. As a globally recognized speaker, author, and consultant in the financial industry, Adri is highly motivational, challenging her audience to expand their vision of what is possible. Using humor and real-life experiences, Adri eloquently transforms thinking from linear to creative, traditional to innovative, conformers to disruptors, and redesigning long-held industry concepts. Adri’s book, Keys to the Ladies Room, has empowered thousands of advisors to create a female-friendly business and marketing plan that appeals to women and attracts clients of both genders. Adri’s new podcast, femXadvisor, is quickly becoming a trusted resource for female financial advisors to embrace their authentic selves. | |||
| Ep. #36 Attracting Affluent Women – Great Niche Markets for Financial Advisors –An Interview with Russ Thornton | 01 Feb 2023 | 00:39:45 | |
“Targeting niche markets for financial advisors” is a common theme these days. Are you sick of hearing that? Do you have a well-defined niche market? Are you casting too wide a net in your marketing efforts? Could you benefit from a narrower target or adopting 2 narrow targets rather than one large target? When you find the right market for you, almost every aspect of client acquisition becomes easier and more effective. Your messaging hits the bullseye in the brains of your prospects and wakes them up to how you might be of value to them. In this episode, Bill Cates interviews Russ Thornton, founder and principal of Wealthcare for Women. Russ explains the benefits of focusing on niche markets for financial advisors and how he found success in serving women in their pre-retirement age. Discover how Russ maintains extremely high client retention and the ways in which he uses blogs and podcasts as effective tools for building relationships with clients. This episode is a must-listen for financial advisors looking to grow their businesses and better serve their clients. Bill and Russ discuss:
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Connect With Ross Thornton: About Our Guest: Russ Thornton is the founder and principal of Wealthcare for Women, headquartered in Atlanta, Georgia. For almost 30 years, Russ has been delivering personal financial advice to clients and families. For instance, he has guided countless women to prepare for retirement, take care of their families, protect their wealth, and, most importantly, live life to the fullest. When he was young, his mom went through a divorce and what she needed was someone in her corner to help her navigate financial uncertainty and look out for her best interests. As an adult, he devoted his career to helping women like his mother. That’s why he started Wealthcare for Women to empower them to make financial decisions that enable them to live comfortably without having to worry about money. | |||
| Ep. #35 Before you ask for referrals, get your mindset right with Bill Cates, CSP, CPAE | 18 Jan 2023 | 00:24:27 | |
Your ability to ask for referrals – to get more new clients through personal introductions – has to start with your mindset. This means that before you ask for referrals and introductions you must first eliminate any limiting beliefs and mistaken assumptions. Without the right thinking and perspective, you’ll be unlikely to use the methods proven to work. Most previous episodes of Top Advisor Podcast involve Bill interviewing a top advisor or top consultant – to bring forth their brilliance for you to put into action. In this episode, Bill’s conversation is with YOU – designed to flip the switch in your brain so you can begin to ask for referrals without begging or pushing. No, you can’t answer through the podcast, but we guarantee this episode will get you talking to yourself about your own current perspective around referrals and personal introductions. In this conversation with you, Bill discusses:
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| Ep. #34 “Growing Wellthy”: The Importance of Holistic Financial Planning With Stevyn Guinnip | 04 Jan 2023 | 00:34:39 | |
6% of retirees say that health is more important than wealth. Are you helping your clients (regardless of their age) with their most important asset – their health? There are two ways you can be of value to your clients in terms of holistic financial planning:
In this episode, Referral Coach Bill Cates interviews Stevyn Guinnip, “the girl named Stevyn”, Founder & CEO of Grow Wellthy about holistic financial planning. Bill and Stevyn discuss how many financial advisors are creating value and building stronger relationships with their clients by helping them with both their financial wellness and physical wellness – guiding their clients to become wealthy AND wellthy. Stevyn discusses with Bill:
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Connect With Stevyn Guinnip: About Our Guest: Stevyn Guinnip, MS, CWC is the founder & CEO of Grow Wellthy and the creator of the Wellth Academy. She grew up a financial advisor’s daughter & enjoyed 20 years as an exercise physiologist and certified wellness coach in the US & Australia. Now Stevyn has blended the world of finance & fitness, helping financial professionals & their clients earn back their health so they can retire ‘wellthy.’ | |||
| Ep. #33: How This Advisor Built a $1M+ Boutique Financial Practice Taking 248 Days off per Year | 15 Dec 2022 | 00:42:22 | |
What if you could net over $1M per year working 30-hour weeks and taking 13 full weeks off every year? What would that mean to you? More time with family and friends? More time on the golf course, boating, fishing, cooking, traveling, and whatever the heck you feel like doing? And what if you could build a successful referral-only practice tapping into a goldmine of referrals from certain types of estate planning attorneys? What would that mean for your business and how would that feel? Is this achievable? Well… Yes, it is! In this episode, Bill Cates interviews Anat Yoder, CFP®, CRPS®, Principal and Wealth Manager at Yoder Wealth Management. Anat explains how she and her business partner (husband Michael Yoder), have been able to significantly reduce the amount of time they spend working so they can have a healthy work-life balance. Bill and Anat discuss:
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Connect With Anat Yoder: About Our Guest: Anat N. Yoder began her professional career in structural engineering, earning her PE license and working on several notable projects, including the Bay Bridge. She became a financial advisor in 2004 in order to direct her problem-solving skills toward work that was more personally meaningful for her. She is active in the community and serves on the board of a local non-profit organization. Anat has a BS in civil engineering, as well as an MS in structural engineering, both from UC Berkeley. She is a Certified Financial Planner (CFP) and a Chartered Retirement Plans Specialist (CRPS).
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| Ep. #32: 5 Brilliant Steps to an Effective Client Acquisition Process with Sandro Forte, FCII, FPFS, FPSA, CSP | 01 Dec 2022 | 00:46:35 | |
Sandro Forte serves as a financial advisor to the Royal Family in the United Kingdom. But that’s not why we interviewed him. We interviewed Sandro because of the insight and wisdom he brings to the client acquisition process. In this episode of The Top Advisor Podcast, Referral Coach Bill Cates sits down with Sandro Forte, CEO of Forte Financial Group, a financial planning firm in the U.K. Sandro is all about using the right processes AND the right words to move prospects along to becoming clients. Bill and Sandro discuss:
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Connect With Sandro Forte: About Our Guest: Sandro Forte is a dedicated, passionate and highly qualified personal success coach. As one of the most influential and sought-after speakers in the world, Sandro has built up an extensive network of contacts and proven himself to be a popular hit with people from all walks of life. Having spoken to more than 1 million conference and session attendees across 86 countries, Sandro has been all over the world providing his message of empowerment and self-improvement. As one of the few speakers to hold the prestigious titles of Certified Speaking Professional Fellow of the Professional Speakers Association, and a Global Speaking Fellow, Sandro is well known for not just being able to motivate and inspire but to create positive outcomes for all the clients he works with. All of his solutions and outcomes are tailored, focusing on the unique needs of the individual to guarantee something actionable. With such an extensive list of clients and a proven success rate, it’s not surprising that all the speaking work he does is actively endorsed by the clients from his past projects. Sandro is a man who has come from a challenging background but has used that as a way to thrive. His unending optimism and enthusiasm are some of the things that his clients love about him because even in the face of challenges, he doesn’t give up. | |||
| Ep. #31: The Secret Sauce to Winning High Net Worth Prospects in the First Meeting with Erin Botsford, CFP® | 09 Nov 2022 | 00:39:51 | |
How would you like to turn high net worth prospects into clients in the very first meeting, instead of chasing them or wondering if they are going to come back for a second appointment? I think it’s safe to say that your answer to the above question is “yes” – as long as that prospect is a good match for your business. First, they have to feel they can trust you. (You’re probably pretty good at doing this already). Second, if there is no triggering event going on in their life, you’ll need to create one. You want to uncover at least one critical issue that will compel them to take action to find resolution. In this episode, Referral Coach Bill Cates sits down with Erin Botsford, CFP, Founder & CEO of The Advisor Authority, and author of Seven Figure Firm. In this lively interview between Bill and Erin, you will discover:
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Connect With Erin Botsford: About Our Guest: Erin Botsford started in the financial industry in 1989 at a time when there were practically no mentors. But after spending over 30 years in the financial services business and achieving at the highest levels (Barron’s Top 100 in all categories – Independent, Advisor, and Women Advisor), Erin sold her business in 2017 in a successful exit, to found The Advisor Authority to help financial advisors as a way to give back to the industry that allowed her to grow. | |||
| Episode #67 The Keys to Courting Ultra High Net Worth Wealth Management Clients with David Kirshenbaum | 19 Jun 2024 | 00:39:51 | |
What would your business (and life) look like if you started working with ultra-wealthy clients ranging from $40 to $100 million? Working with ultra-wealthy clients can be more complex than “merely” high-net-worth clients. These individuals have distinct needs, expectations, and concerns that require a specialized approach from financial advisors, planners, and wealth managers. In this episode of Top Advisor Podcast, featured guest David Kirschenbaum, a Tiger 21 Chair, sheds light on the unique perspectives and requirements of wealthy entrepreneurs. Bill Cates and David Kirschenbaum discuss the fact that these wealthy entrepreneurs are not solely focused on accumulating wealth but also on preserving their assets. This focus necessitates a holistic approach to ultra-high net worth wealth management that includes comprehensive financial planning, tax optimization, risk management, estate planning, and philanthropic strategies. Advisors and wealth managers need to go beyond traditional investment strategies and consider the long-term preservation of substantial wealth. In this engaging conversation, you’ll gain insights into:
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About David Kirshenbaum: David has had a successful career working for a number of entrepreneurial, fast-growing, and diverse businesses across law, real estate, venture capital, private equity, family offices, and operating businesses in senior operations/leadership positions as well as business development and transaction management. Based on these experiences and the growth of a significant network of contacts, long-term relationships, and strategic partners, David decided to launch MeadeCo LLC in 2018. David started his career as a transactional real estate attorney at what is now one of the largest law firms in the world. Following the completion of his MBA, David transitioned to leadership positions in finance, investment management, real estate development, real estate investment and asset management, and private equity. With a strong desire to combine the skill sets that defined him in earlier stages of his career, David was named CEO of a venture capital start-up that was focused on selling products into the world of real estate. While a short-lived experience, David gained valuable insights into the challenges and economics of earlier-stage companies in need of capital. Following his CEO role, David acted as a special situations investment banker working with a variety of companies on matters ranging from restructuring to debt placement for “storied credits” and company sales. Employing entrepreneurial instincts and practical operational knowledge, David was able to complete a series of transactions to assist clients with a variety of needs. While David was pursuing a successful career across a range of industries, he aggressively pursued investments across a broad spectrum of economic activity that broadened his knowledge base and allowed him to leverage hard-fought lessons across three-plus decades of entrepreneurial activity in a variety of endeavors. David’s investment portfolio, together with his role as advisor/mentor and board member to early-stage CEOs has given him a unique perspective on the financial and operational needs of companies that require debt financing or advisory assistance. | |||
| Ep. #30: Asking for Referrals and Getting Referred Up With Maribeth Kuzmeski, PhD. (Part 2) | 26 Oct 2022 | 00:37:31 | |
In Part 1 of this 2-part series – Bill Cates interviewed Maribeth Kuzmeski, Ph.D (RedZoneMarketing.com) about creating more unsolicited referrals. In Part 2, we flip the table! Maribeth is interviewing Bill about asking for referrals and how to get referred up! Maribeth Kuzmeski Gets Bill to Discuss:
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Connect With Maribeth Kuzmeski: About Our Guest: Dr. Maribeth Kuzmeski is the president of RedZone Marketing, an award-winning marketing consulting firm with clients throughout the financial services industry. RedZone Marketing’s primary focus is designing innovative marketing and business growth initiatives for financial service practices. Maribeth has written nine books on marketing and is also a professor at Oklahoma State University teaching marketing, personal branding and name, image, and likeness for student athletes. She has a bachelor’s degree from New House School of Public Communications, Syracuse University, an MBA from George Washington University. And a PhD in business administration from Oklahoma State University. | |||
| Ep. #29: The Difference Between Pursuing Unsolicited Referrals and Asking for Referrals (Part 1) – with Maribeth Kuzmeski, PhD. | 12 Oct 2022 | 00:39:37 | |
Every financial advisor wants referrals without asking – as long as those prospects are an ideal fit for their business. How do you get these qualified unsolicited referrals? And what’s the difference between pursuing unsolicited referrals and actually asking for referrals? In Part 1 of this 2-part interview, Referral Coach Bill Cates CSP, CPAE, interviews Maribeth Kuzmeski, PhD., President of RedZone Marketing, author, and marketing professor at Oklahoma State University. Maribeth’s insights are grounded in her research of financial advisors across The United States. Find out what mistake’s advisors are making and why unsolicited referrals are the best way to get new clients. Maribeth Kuzmeski and Bill Cates discuss:
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Connect With Maribeth Kuzmeski: About Our Guest: Dr. Maribeth Kuzmeski is the president of RedZone Marketing, an award-winning marketing consulting firm with clients throughout the financial services industry. RedZone Marketing’s primary focus is designing innovative marketing and business growth initiatives for financial service practices. Maribeth has written nine books on marketing and is also a professor at Oklahoma State University teaching marketing, personal branding and name, image, and likeness for student athletes. She has a bachelor’s degree from New House School of Public Communications, Syracuse University, an MBA from George Washington University. And a PhD in business administration from Oklahoma State University. | |||
| Ep. #28: Building a Referral Only Practice on a Powerful Story With Tyson Vines | 28 Sep 2022 | 00:37:02 | |
When it comes to building a referral only practice, you want to attract prospects and build client relationships by making two intertwined connections. You want to make a value connection and you want to make a personal connection. Both are necessary, though the mix of the two may vary from client to client. In this episode, Referral Coach Bill Cates is joined by Tyson Vines, Founder & Financial Advisor of V Financial Partners, to talk about his process for attracting and winning new clients and building highly referable relationships with them. Tyson and Bill discuss:
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Connect With Tyson Vines: About Our Guest: After a strong Wall Street career helping sovereign wealth funds, pensions and private banks globally, Tyson Vines wanted to own a financial planning practice. He founded V Financial Partners in 2012 with the mission to care for people and their businesses through personal finance and increase financial literacy in an enjoyable, open and honest way. Tyson’s father passed away when he was in college. Caring for his widowed mother was the top priority. The moment they met a financial adviser, emotions calmed, and comfort flowed with a sound financial plan of investments and insurance solutions. Tyson believes everyone deserves an institutional Wall Street experience. Leaning on his global investment experience navigating the world’s largest investors through the Great Recession, V Financial Partners aims to deliver the same heightened experience to everyone. V Financial Partners offers stability and confidence to their clients. For six years, prior to establishing his practice, Tyson was a Global Consultant Relationship Manager with Victory Capital Management, an investment management subsidiary of KeyCorp. He also worked as a sell-side equity and investment banking associate with KeyBanc Capital Markets. | |||
| Ep. #27: Triple Threat: The Exponential Power of an Effective Financial Advisor Website, Podcast, and Target Market with Jeremy Keil, CFP®, CFA, CIMA® | 14 Sep 2022 | 00:42:58 | |
Is your marketing strategy a Triple Threat? There are three important marketing strategies that every top advisor should consider using in their effort to attract more Right-Fit Clients:
In this episode, Referral Coach Bill Cates sits down with Jeremy Keil, founder of Keil Financial Partners, to discuss how Jeremy employs the above 3 strategies, and how they work together to create an impact greater than the sum of its parts. Jeremy and Bill discuss:
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About Our Guest: Jeremy Keil is the founder and financial advisor at Keil Financial Partners and the host of the Retirement Revealed podcast. He works to simplify complex financial decisions so you can make smarter retirement, investment, and tax planning decisions. Jeremy loves helping people learn more about and feeling more confident about their money. After graduating from college, Jeremy started out by selling suits at Jos A. Bank and working on different political campaigns. While serving as an adjunct professor at Concordia University Wisconsin (Cedarburg), and Wisconsin Lutheran College (Milwaukee), Jeremy learned how to take complex financial topics and explain them in a way that anyone could understand. If he could keep college seniors awake during 8 a.m. Friday classes about corporate finance, you can be sure that while working with Jeremy you’ll know more about, feel better about, and make better decisions about your money. | |||
| Ep. #26: How to Target Millennials as Financial Advisory Clients with Ivory Johnson, CFP®, ChFC | 03 Aug 2022 | 00:39:24 | |
According to Forbes, “Millennials will hold five times as much wealth as they have today, and the group is anticipated to inherit over $68 trillion from their Baby Boomer parents by the year 2030. This will represent one of the greatest wealth transfers in the modern times.” There are already approximately 618,000 millennial millionaires. Millennial millionaires make up approximately 2% of the total U.S. millionaire population. The majority of millennial millionaires have a net worth that ranges from $1 million to $2.49 million and fall between the ages of 34 and 37. Due to inheritances, trusts and estate planning, there will be a steady flow of Millennials getting very rich soon. The reality is that many millennials and younger clients with huge upside want to work with financial advisors, just not in the traditional way. And, you don’t necessarily have to hire younger associates to attract these younger clients. In this episode, Referral Coach Bill Cates is joined by Ivory Johnson, CFP®, ChFC, and founder of Delancey Wealth Management. Ivory and Bill explain the importance of attracting a younger clientele, how to target millennials by adjusting your approach, and how this will benefit your business. Bill and Ivory discuss:
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Connect With Ivory Johnson: About Our Guest: With over two decades of helping families and small businesses create and protect wealth, Ivory Johnson has seen the benefits of developing a financial game-plan. Ivory combines his extensive professional and academic experiences to diagnose an increasingly complicated world. He believes that if you can’t explain it, you don’t understand it, choosing the colloquial in favor of formal. Ivory has a B.S. in Finance from Penn State University, is a Certified Financial Planner (CFP®), a Chartered Financial Consultant (ChFC) and has been recognized by the Global Blockchain Association and RIA DAC for his proficiency in blockchain technology and digital assets. He is also a member of the CNBC Financial Advisor Council made up of 20 high-level financial professionals, and regularly contributes articles to CNBC.com, and has been quoted in Investment News, the Wall Street Journal, Black Enterprise, Money Magazine, Kiplinger’s and other publications. | |||
| Ep. #25: How Your Personal Brand Story Helps Attract New Clients with Deirdre Van Nest | 20 Jul 2022 | 00:47:16 | |
Do you have a Personal Brand Story Do you know your “why” – as in, why you believe in the importance and value of your work? And are you using it to connect with your prospects and clients in a meaningful way – that leads to winning their business and generating referrals? In this episode of Top Advisor Podcast, Referral Coach Bill Cates welcomes Deirdre Van Nest, Founder of Crazy Good Talks. Deirdre tells us why she works with financial advisors, a touching story that revolves around a personal tragedy. She also highlights the power of advisors telling their “why” stories to clients. Bill & Deirdre discuss:
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About Our Guest: Deirdre Van Nest doesn’t believe in boring you with a laundry list of credentials. She is the go-to expert for ‘Mission-Driven” financial professionals and entrepreneurs on how to Make An Impact when you express yourself. Deidre is a top-rated International Keynoter, Trainer, Story Strategist & Artist, and the Creator of the Crazy Good Talks® Blueprint and the Emotionally Engaging Advisortwo practical communication systems that have taught thousands how to capture attention, connect emotionally and Make An Impact. She is passionate about this work and feels blessed every day to help my clients succeed. On a personal note, Deirdre is an Italian & Irish New Yorker living in Minnesota, where she tries hard not to scare people with her loud voice and enthusiastic hand gestures. | |||
| Ep. #24: How to Guide Your Clients as a Sudden Wealth Financial Advisor Featuring Myah Moore Irick | 22 Jun 2022 | 00:40:23 | |
Sudden Wealth can strike in many ways. It can come through an inheritance, an athlete signing a lucrative contract, a legal settlement, the sale of a company, or even winning the lottery. Sudden wealth can bring elation and a host of challenges. Without a sound plan of action, sudden wealth can escape almost as quickly as it came. It can even leave debt in its wake. In this episode of the Top Advisor Podcast, Bill Cates speaks with Myah Moore Irick, who has built and sustained a highly successful practice as a sudden wealth financial advisor helping her clients navigate their newfound fortune and resulting challenges. Bill and Myah discuss:
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About Our Guest: Myah Moore Irick focuses on providing wealth planning strategies to successful executives, individuals and families navigating sudden wealth, and a growing list of professional athletes. Myah possesses a deep understanding of the psychology of wealth: the challenges that executives, individuals, seasoned professionals and even up-and-coming athletes face when making decisions about their financial futures. With this knowledge, Myah can help her clients identify what they want their money to do for their lives, families and communities – and then create a wealth plan for achieving that. Myah is devoted to giving back in her own life. While she spends much of her free time with her husband and three children, she also sits on several boards and committees that promote access to financial literacy, and equity & inclusion in the classroom and the boardroom. She serves on the boards of the Carnegie Science Center, the Energy Innovation Center Institute, and the Pittsburgh Symphony Orchestra, and serves as a strategic partner to InvestmentNews and The Advanced Leadership Initiative (TALI). Her experience as Miss Oregon (with the Miss Universe Organization) in 2003 inspired her ongoing commitment to promoting educational opportunities for women.
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| Ep. #23: Defining a Target Market Strategy That Brings More Perceived & Real Value with Don Hilario | 08 Jun 2022 | 00:34:09 | |
Many top financial advisors use a target market strategy that enhances just about every other aspect of their client-acquisition efforts. They are able to build a reputation that begins to draw people in – where they are sought out by prospects with their hand raised saying, “I’ve heard great things about you. You were highly recommended. I know you work with people just like me.” And if you pick the right target market, you’ll likely find more enjoyment and passion in your work. In this episode, Referral Coach Bill Cates speaks with Don Hilario, financial advisor and founder of Hilpan Moxie. Bill and Don discuss how Don found his niche working with Big Tech clients, specifically Google, and how having a very clear target market strategy can earn you validation as an advisor. Bill and Don discuss:
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Connect With Don Hilario: About Our Guest: For over 15 years, Don Hilario has been a financial advisor for Big Tech employees. He collaborates with software engineers, managing directors, and tech recruiters to help them minimize taxes, accelerate growth & align investment decisions with smart goals – so they are specific, measurable, achievable, realistic, and time-oriented. In 2012, Don started his own business, called Hilpan Moxie. Where he connects with his audience across different mediums, including interactive visualizations that empowers client engagement and transforms financial jargon into relatable and compelling stories. When he isn’t working with clients, Don teaches Catechism at St. John Neumann, traveling with his wife and two daughters. And cheering on the New York Knicks! | |||
| Ep. #22: The 3 Roles Any Entrepreneur Financial Advisor Must Play | 25 May 2022 | 00:44:13 | |
In business, when you hear someone talk about the CEO’s role in a company, your first thought is that they’re the leader and top decision-maker for the company. What if we told you that there are two other integral roles in a company that also fall under the CEO umbrella? In this episode, Referral Coach Bill Cates speaks with Travis Chaney, CEO of Dynamic Directions (D2). Bill and Travis talk about the three essential CEO roles in a company that every entrepreneur financial advisor should know about. Bill and Travis discuss:
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About Our Guest: Travis is the CEO of Dynamic Directions (D2), a coaching and consulting firm working exclusively with successful financial advisors – helping each one of them build an extraordinary practice and an extraordinary life and practice for financial advisors. Travis is a former award-winning financial advisor who consistently ranked in the top 1.5% of financial advisors at his broker-dealer. Travis is also the author of Turbo Growth: Proven Strategies to Create an Extraordinary Life and Financial Planning Practice, and has just released his latest book: The 3 CEOs – The Three Most Important Roles Entrepreneurial Financial Advisors Play. Travis lives in Owensboro, Kentucky, with his wife Christy, son Ryland, and two daughters Lucy Jagoe, and Stone. He is a bourbon enthusiast and a country music songwriter. | |||
| Ep. #21: Succession Planning for Financial Advisors with Karen Jessey & Neill Turner | 11 May 2022 | 00:39:53 | |
Many business partnerships begin with two people coming together with like-minded business ideas. In the beginning things are great, both parties get along well and the creative juices flow. Eventually a legal partnership is formed. However, once the business is formed, do you know how your partner deals with setbacks and success? Do you know how they deal with money? What about hiring employees? In this episode, Referral Coach Bill Cates meets with financial advisors Karen Jessey & Neill Turner from Strategic Wealth Partners. They discuss how to successfully navigate the ins and outs of a business partnership, as well as specific considerations around succession planning for financial advisors. They share the process they’ve taken to build Neill’s acumen as the successor of the business as Karen moves towards retirement. Karen & Neill discuss:
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About Our Guests: For over 35 years, Karen Jessey has been helping people feel better about their financial world. Through the years, Karen built a team consisting of top-notch individuals. Together, they create a unique process which helps clients delve into their financial worlds and identify their dreams and goals, as well as potential problems. They value long term relationships that evolve and change as life does. In 2013, she partnered with Neill Turner to create Strategic Wealth Partners. When she isn’t helping clients build their financial future, She enjoys being outdoors and exploring the mountains. However, the ocean calls her name every year and she must find a place to sink her toes into the water. For over a decade, Neill Turner has been helping clients make better financial decisions. His experience waiting tables, earning an engineering degree, owning his own business, and teaching yoga has helped him become not only a successful financial advisor but a great partner. Karen is currently grooming him to take over the company in the future!
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| Episode #66 Strategies for Attracting, Converting, and Accelerating Client Relationships with Tony Maree Torrey | 05 Jun 2024 | 00:36:16 | |
Tired of blending into the crowd? Discover the strategies that will help you forge solid client relationships and become a standout financial advisor. In this episode, Referral Coach Bill Cates interviews Tony Maree Torrey, author of Your Million Dollar Accelerator: Six Proven Strategies to Grow a 7-Figure Financial Practice, and Business Coach for Financial Professionals, to explore strategies to help financial advisors grow their practices. Tony shares her six core strategies for attracting, converting, and accelerating client relationships. Bill and Tony emphasize the importance of clarity in targeting the right market, establishing expert authority, and leveraging networks. Bill and Tony discuss:
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About Tony Maree Torrey: For 20 years, Tony Maree Torrey has been hired by Financial Professionals, Founding CEOs, celebrities, athletes, and other top performers who want to make a difference for themselves, their businesses, and the future. With the power of traditional coaching and psychology, evidence-based, advanced modalities, and smart business strategies clients learn to win from within, activate their highest impact, and expand personal fulfillment.
Australian-born, she arrived in the US in 1989 with nothing but a backpack. Tony Maree climbed the corporate ladder to lead global teams and a $25 M product portfolio. A chronic overachiever, she was simultaneously investing in real estate, building an executive coaching practice, and juggling a busy family life. | |||
| Ep. #20: Cultivating a Company Culture that Drives Long-Term Success with Scott Leibfried, ChFC®, APMA® | 27 Apr 2022 | 00:34:35 | |
How much of a difference does your company culture really make for your clients and your employees? In this episode, Bill invites Scott Leibfried to talk about the “Premium Client Experience” and how his years in the industry have helped him develop the toolkit to strengthen his clients’ and employees’ relationship with his business. Bill and Scott discuss:
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About Our Guest: Scott Leibfried APMA, ChFC is a Private Wealth Advisor at StackStone Wealth, a private advisory practice of Ameriprise Financial Services, LLC. Scott aims to develop a personalized financial plan for his clients so they can gain the confidence they need to focus on what matters to them most in life. He has built a culture design to provide his clients with the best possible experience in the workplace, and at the same time allows his firm, including his staff to flourish! The net result of this intentional culture is that his clients do his marketing for him, meaning they have become advocates for him. They send qualified prospects to him on a regular basis. He has been able to retain and attract great talent for his team. Scott became a private wealth advisor in 1998 when he founded StackStone which headquartered in Dubuque. He also became a pilot in 2011, flying every week for business. He frequently plays pickleball and tennis as well as golf when he has the chance. | |||
| Ep. #19: What’s the Skinny on Becoming a Financial Advisor for Athletes? with Walter Stith | 13 Apr 2022 | 00:34:49 | |
When most people think of financial advisors who work with professional athletes, they probably imagine a glamorous lifestyle of spending time with their favorite players, getting a behind-the-scenes look into professional sports, and free tickets to games. But what is it really like being a financial advisor for athletes? In this episode, Referral Coach Bill Cates sits down with Walter Stith, former NFL offensive lineman turned financial advisor for Morgan Stanley, ranked by Forbes as one of America’s Next Gen Advisors. Walter discusses the lessons he learned while playing professional football, and the importance of protecting your finances from blindside hits. Walter discusses:
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Connect With Walter Stith: About Our Guest: Walter played his college football at Western Michigan University as an offensive tackle. He also went on to play in the NFL for 2 years with the Cleveland Browns and Buffalo Bills. Before finishing up his professional career in CFL with the B.C. Lions in 2009. He has spent the last decade working for Morgan Stanley as a Financial Advisor. He is currently ranked by Forbes as one of America’s next gen advisors. Walter helps his clients protect their financial blind side. Walter lives in Atlanta with his wife Aisha, daughter Kaili, and two sons, Kingston and Chase. When he isn’t protecting his client’s financial blindside, he enjoys being active through running, biking, and hiking.
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| Ep. #17 – How One Top Advisor Uses His Personal Facebook Page to Win New Clients with Joe De Sena, CFP® | 16 Mar 2022 | 00:18:50 | |
When I heard how Joe De Sena was using his personal Facebook page to build his business (and have fun in the process) I was skeptical. Boy was I wrong. In this episode, Bill Cates is joined (for a second time) by Joe De Sena, CFP®, MBA, private wealth advisor at Siena Wealth Advisory Group, to discuss Facebook marketing for financial advisors. Joe discusses his success in using Facebook as a tool for enhanced client engagement, business growth, and lots of fun, without running Facebook Ads. In this episode, Joe discusses:
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Connect with Joe De Sena About Our Guest: Joseph S De Sena: Joe De Sena CFP®, MBA is a private wealth advisor at Siena Wealth Advisory Group. Joe has been a financial advisor for 27 years. Joe is passionate about protecting his clients and their families from the unexpected. Joe loves to travel, read, run marathons and do charity work.
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| Financial Advisor New Client Onboarding Process: How to Deliver a “Wow” Experience With Rod Gibbings, CFP® (Ep. 16) | 02 Mar 2022 | 00:24:57 | |
Having a very specific financial advisor new client onboarding process can get your relationship off to a great start – help them feel good about choosing you and create referrals early in the new relationship. In this episode, Referral Coach Bill Cates is joined by Rod Gibbings CFP®, senior executive financial consultant with Gibbings and Associates Private Wealth Management. Rod discusses how he uses his proprietary Transition Navigator financial advisor new client onboarding process to deliver a wow experience. He also shares how he produces a regular flow of video messages to boost client engagement, gain new clients, and acquire more assets to manage. Rod discusses:
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About Our Guest: As a Certified Financial Planner professional, Rod Gibbings provides sound financial advice and support for high net worth families and retirees. He specializes in the areas of intergenerational wealth transfer, comprehensive estate and retiree income planning. His philosophy is simple: “put people and service first.” | |||