#87 Building Your Financial Advisory Team with Top Talent – Insights from Steve Perry

Leadership, Practice Management, , , , , , , , , , ,

What does it mean to truly scale your advisory team without sacrificing quality or culture?

In this episode, Referral Coach Bill Cates interviews Steve Perry, founder and president of Well Recruiting Solutions, as they delve into the art of building teams with top talent.

Discover the innovative approaches Steve uses to overcome the biggest hurdles financial advisors face in recruiting the right people.

From leveraging technology to crafting a compelling value proposition, Steve shares his unique insights gained from 16 years of hiring and managing financial professionals.

Steve discusses: 

  • (05:22) How mission-driven recruitment aligns with long-term business goals
  • (08:55) Overcoming the abundance of data in recruitment with strategic filtering
  • (09:25) Recruiting overload in the tech era
  • (11:24) The significance of breaking down roles within firms for effective scaling
  • (18:00) Leveraging firm values in recruitment
  • (24:28) Quantifying aspirations in hiring to recruit top talent
  • (26:30) The 3 different types of talent: potential, emerging, and proven
  • (34:21) Cost of hiring delays revealed
  • (36:45) The benefits and challenges of automated applicant systems
  • …And more!

Packed with practical advice and proven strategies, this episode is a must-listen for financial advisors looking to grow with the right people in the right roles. 

Sponsors:

Connect With Steve Perry:

Cates Resources: 

Connect With Bill Cates:

About Steve Perry:

Steve Perry, Founder and CEO of The Well Recruiting Solutions, brings over 17 years of leadership experience in the Fortune 100 sector. Known for his ability to drive team growth and operational excellence, Steve has consistently exceeded benchmarks in recruitment, retention, and performance. His career is marked by a dedication to innovation, team development, and creating scalable solutions for businesses.

Steve’s expertise includes interviewing thousands of candidates, hiring hundreds, and leading large teams to achieve record-breaking success. His strategic approach to recruiting and team building has helped organizations bridge talent gaps and achieve sustainable growth.

After nearly two decades of corporate leadership, Steve founded The Well Recruiting Solutions as a response to a calling from God. Leaving a seven-figure executive leadership career, he set out to build an innovative, world-class recruiting company that not only delivers exceptional results for its clients but also makes a meaningful impact on the world.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#86 Become a Million-Dollar-Advisor with Dave Mullen

Client Experience, Client Experience & Loyalty, communicating your value, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , ,

Are you ready to become a million-dollar advisor, or are you already there wanting to push your success further? Discover the core strategies that separate high-performing financial advisors from the rest in our latest episode.

In this episode, Referral Coach Bill Cates interviews Dave Mullen, a veteran in developing top financial advisors, for an engaging discussion. With over 44 years of experience, Dave unravels insights backed by his bestselling books, such as “The Million Dollar Financial Advisor Team.”

Dave discusses: 

  • (05:40) Seven traits of successful advisors, from optimism to time management.
  • (09:31) The importance of client segmentation and how it increases productivity.
  • (15:42) Transitioning from client service to creating a client experience that builds trust.
  • (19:32) Crafting an unforgettable onboarding process for new clients.
  • (24:30) Mastering the art of gaining referrals through a structured, strategic approach.
  • …And more!

With practical advice and proven strategies, this episode is a must-listen for financial advisors aiming for excellence. For more insights and processes, visit Altius Learning and unleash the full potential of your practice.

Sponsors:

Resources: 

Connect With Bill Cates:

Connect With Dave Mullen:

About Dave Mullen:

Dave Mullen is Founding Partner & Principal of Altius Learning. Dave retired as a managing director at Merrill Lynch in 2007, where he personally hired, trained, and managed over 500 financial advisors over 27 years. He has worked with over 100 individual million-dollar and multimillion-dollar advisors, including five of Merrill Lynch’s top 30. His responsibilities included, Financial Advisor, Complex Manager, National Sales Manager and Managing Director.

During his management career, Dave was recognized numerous times for being one of Merrill Lynch’s top national managers. While at Merrill Lynch, his advisor training programs had a consistent success rate significantly higher than the industry average.

Dave founded LearnTactix, now called Altius Learning, in 2007 with the objective of creating training and coaching programs that would be career-changing experiences for participating advisors and managers. He is the author of three bestselling books: The Million Dollar Financial Services Practice (one of On Wall Street magazine’s top picks and a Top Five choice by AdvisorOne); The Million Dollar Advisor—Powerful Lessons and Proven Strategies from Top Producers (one of On Wall Street magazine’s top picks); and his new book The Million-Dollar Financial Advisor Team. He has been featured in Investment News and Smart Money magazines.

Dave holds a BA and MBA from the University of Georgia, and has attended the Executive Leadership Program at The Wharton School at University of Pennsylvania. Dave is an avid mountain bike rider and skier. He and his wife Cynthia have 4 children and reside in Denver, CO.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#85 Helping Clients Sleep Well at Night with Financial Planning with Pamela Sams

Client Experience, Client Experience & Loyalty, communicating your value, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , ,

Does financial security keep you up at night?

In this episode, Referral Coach Bill Cates interviews Pamela Sams, founder of Jackson Sams Wealth Strategies. Discover how Pamela has harnessed the power of having a clear mission and target market to build a thriving community of advocates. With a focus on helping professional women secure their financial future so they can “sleep well at night,” Pamela shares the origin of her unique SWAN (Sleep Well At Night) philosophy. They also explore the journey of financial planning that turns financial “ugly ducklings” into confident “swans” and dig into how behavioral finance plays a pivotal role in guiding clients.

Pamela discusses: 

  • (03:11) Her journey into financial advising
  • (04:52) The inspiration and significance behind the SWAN story
  • (06:08) The process of building a community of advocates
  • (10:11) How behavioral finance benefits her clients
  • (17:03) The dynamics of having family members work in her practice
  • (25:55) Tools like “Unlock Your Money Blocks” and leveraging media for business growth
  • …And more!

Sponsors:

Resources: 

Connect With Bill Cates:

Connect With Pamela Sams:

About GUEST:

For 19 years, Pamela has been helping women improve their personal and financial wealth through solid financial life planning. Pamela believes it is important to align your money decisions with what’s important in your life. She knows how to listen, engage in meaningful conversations with her clients to gain a better understanding of what is important to them, their goals and values. Pamela believes that financial planning is about a woman’s values not just their money.

Her education and training enable her to help clients successfully navigate through the myriad of personal and financial decisions they face during their lives. She assists them in working to attain a higher level of financial security through education, understanding and scenario planning. With this knowledge, she develops a customized approach for each client’s planning needs.

Pamela has become a strong voice in the area of personal finance for women. Her knowledge in this area has made her a sought-after speaker. She has been quoted in articles in various financial publications.

Throughout her financial services career, she has acquired several client service and financial planning awards. She has membership in the Million Dollar Roundtable (MDRT). Membership in MDRT is a highly recognized mark of excellence and limited to only the most successful in the financial services profession. This places Pamela among the top professionals in the global life insurance and financial services industry. Pamela was featured in the Women in Wealth section of Fortune Magazine November 2020 issue as a top Wealth Manager in the Washington DC metro area.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#84 EXACTLY What to Say (And Ask) with Phil M. Jones, CSP, CPAE

communicating your value, Leadership, Marketing, Practice Management, Prospecting, Top Advisors, , , , , , , , ,

“My book is titled Exactly What to Say, but maybe I should have called it, Exactly What to Ask.”

In this enlightening episode of the Top Advisor Podcast, host Bill Cates sits down with Phil M. Jones, CSP, CPAE, the renowned expert and author of the bestselling book – Exactly What to Say: The Magic Words for Influence and Impact.   Phil and Bill delve into the art and science of building an effective flow of questions that advisors can use to build trust, gain new clients, and serve those clients better.

While Phil is celebrated for his mastery of the precise language that can transform conversations, this discussion shifts the focus to the power of asking the right questions.

With financial advisors as the target audience, Phil emphasizes the importance of gaining a deep understanding of clients’ contexts before offering solutions, highlighting a strategy that invites dialogue and builds trust. 

This interview of Phil is jampacked with practical techniques, such as the OFQ (Opening, Fact, Question) method, and reveals how asking better questions can lead to improved client relationships, increased referrals, and ultimately, better service. 

Bill Cates and Phil Jones discuss:

  1. The danger of giving advice without proper context and the necessity of understanding a client’s full situation.
  2. The incredible power of curiosity-driven conversations.
  3. The technique of question stacking and creating sequences.
  4. How to use perspective-shifting questions.
  5. Overcoming inertia in clients to move them to take actions that are in their best interest.
  6. How slowing the process can help you achieve smoother and faster outcomes.
  7. The transformative power of intentional language in building rapport and trust.
  8. …And so much more!

Sponsors:  USE OUR LATEST FORMAT & LINKS – Not sure if these are correct. 

Resources: 

Connect With Bill Cates:

Connect with Phil M. Jones:

About Phil M. Jones, CSP, CPAE:

Best known for his international best-selling book, Exactly What to Say® – The Magic Words for Influence and Impact and his vast experience as a professional speaker at conferences and events, what is often overlooked is the strategic intellect Phil provides behind the scenes for some of the world’s biggest brands to understand their critical conversations and the success language required to maximize their effectiveness.

Phil thinks and acts differently. His precise insights around communication, added to a proven personal pedigree of peak performance and a richness of real-world experience mean that Phil is the kind of thought leader whose counsel is sought by other thought leaders.

He believes with passion that the answer to increased success, in every area of life, is to ask better questions, focus on QUALITY of conversation as well as quantity and that quite often, the difference between you, and all the others, is knowing exactly what to say, when to say it, and how to make more of your conversations count.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#83 Charging for Financial Planning Services with Steven Kaplan & Ben Skupp

Client Experience, Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , ,

What if you could cut through the noise and offer your clients true value beyond just product performance?

In this episode, Referral Coach Bill Cates interviews co-founders of Holistic Financial Planners Steven Kaplan and Benjamin Skupp about charging for advice. They share their journey into adopting a new financial model that enabled them to work a flexible schedule and still deliver high client value. Throughout the episode, Steven and Ben explain how adopting a fee-based advisory model can foster healthier client relationships and present a sustainable career path for financial advisors.

Ben and Steve discuss: 

  • (03:30) The transition to a fee-based model for financial advice
  • (09:27) The benefits both advisors and clients experience from the fee-for-advice model
  • (13:00) How to propose and execute this model with clients
  • (16:58) How to ensure clients perceive your value beyond product sales
  • (32:03) Tips for advisors interested in shifting their business model and how to find Mindshift financial coaching
  • (36:11) Real-life success stories from advisors who made the switch
  • …And more!

Sponsors:

Resources: 

Connect With Bill Cates:

Connect With Steven Kaplan and Ben Skupp:

About Steven Kaplan and Ben Skupp:

Steven M. Kaplan, ChFC®, is a Senior Financial Planner.  He is a graduate of Pennsylvania State University, is series 7, 63, and 66 licensed, and has his Accident and Health Insurance license along with his Property and Casualty Insurance license. At Holistic Financial Planners, Steven is completely dedicated to his client’s financial success.  As a coach and planner, Steven helps clients bring clarity to their current financial picture and holds them accountable to make sure to help them achieve their financial goals.  He is making sure they are living for the present without neglecting the future while being as efficient as possible.

Benjamin Skupp, ChFC® is a Financial Planner. He is a graduate of West Chester University, is Series 7, 63 securities licensed, and has his Life, Accident and Health insurance license. At Holistic Financial Planners, Benjamin is determined to providing his clients comfort and confidence in achieving their lifetime goals through financial coaching and planning. In doing so, his caring and focused approach helps him understand problems from all perspectives and find customized solutions to best serve his clientele.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#82 Financial Focus for College Athletes: A Winning Game Plan with Jeff Durr

Client Experience, Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , ,

Ever wondered how financial advisors can truly connect with niche markets? What if we told you the secret lies in a unique combination of athletics, education, and strategic branding?

In this episode, Referral Coach Bill Cates interviews Jeff Durr from RU Financial Athletic Department, revealing how he’s turning the world of financial planning on its head by focusing on college athletes. Jeff explains his unique “Lighthouse Effect” strategy, which leverages student-athlete commonality to foster long-term trusting relationships. A former college athlete himself, Jeff understands the critical importance of financial literacy among young sports enthusiasts and shares how he’s built a brand that resonates deeply with this audience. This episode dives into the art of relationship building and brand growth through speaking engagements, alongside practical insights into successful LinkedIn strategies and social media presence development.

Jeff discusses: 

  • (05:30) The origins of RU Financial Athletic Department and its mission
  • (07:51) Overcoming misconceptions about young athletes lacking financial worth
  • (10:44) The structure of his team and the Lighthouse Effect marketing
  • (17:14) The role of speaking engagements in building brand awareness and client relationships
  • (19:31) Effective LinkedIn networking techniques
  • …And more!

Sponsors:

Resources: 

Connect With Bill Cates:

Connect With Jeff Durr:

About Jeff Durr:

Jeff Durr brings his passion for athletics into the financial advisory industry, drawing from his experience as a college football player at the University of Maine. As the Senior Partner at RU Financial Athletic Department and Senior Vice President and Chief Development Officer at MassMutual, he leads the training and development of financial advisors across the country. Since 1988, Jeff has leveraged his extensive experience in financial services to provide personalized coaching and guidance to both current advisors and college athletes transitioning into financial advisor roles.

Jeff is deeply committed to educating and empowering college athletes by equipping them with financial literacy to make informed decisions upon graduation. He designs tailored programs that help athletes create financial game plans, preparing them to “win” in life after sports. For former athletes, Jeff guides them in building long-term financial strategies and actively recruits them to impact athletic departments and alumni networks across universities nationwide.

His core competencies include business development, mentoring, team building, and specialized financial advising, with a focus on retirement, estate planning, and risk management. Jeff emphasizes the transferable skills athletes bring to the profession, helping them secure necessary licenses, gain hands-on experience, and understand the fundamentals of financial advising. His leadership is centered on trust-building, ethical practices, and continuous learning, fostering a collaborative environment that promotes professional growth and client success. Jeff is passionate about creating a supportive network where former athletes can uplift one another while making a meaningful impact in the financial advisory field.

He holds a BA in Psychology from the University of Maine, where he played college football. Jeff has three children: Sophia, a Rutgers University graduate; Olivia, a Kutztown University graduate; and Jeffrey Jr., who attends Kean University.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#81 Generational Wealth Transfer: The 100 Year Family Strategy with Josh Kanter, JD

Client Experience, Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , ,

In today’s episode, we dive deep into the world of multigenerational wealth management and generational wealth transfer with esteemed guest Josh Kanter, JD, a family office executive, advisor, and founder of leafplanner. 

We explore the groundbreaking “100-Year Family” concept, emphasizing the importance of maintaining family legacy and wealth across generations.

Josh shares invaluable insights on orchestrating effective family meetings to prepare for the $84 trillion generational wealth transfer. 

We’ll also delve into the complexities of family financial ecosystems and how leafplanner revolutionizes holistic family advisory services.

Drawing from his personal journey through a Supreme Court tax case, Josh discusses his motivation in shaping better financial outcomes for families.

In this episode, Referral Coach Bill Cates interviews Josh Kanter, JD, an attorney and founder of Leaf Planner, about managing family wealth. Josh brings a unique perspective gained from his own family’s legal challenges. You’ll learn about the concept of the “100-year family,” how to conduct family meetings that foster communication and involvement, and delve into leafplanner, a tool designed to simplify complex family enterprises.

Bill Cates & Josh Kanter discuss:   

  • The 100-Year Family Concept: Emphasizes multigenerational wealth preservation, legacy building, and aligns with Simon Sinek’s “Infinite Game” philosophy.
  • Family Meetings: Critical for managing generational wealth transfer, though often challenging due to complexity and lack of direct compensation for advisors.
  • Facilitation of Family Meetings: Requires in-depth preparation, individual interviews, travel, meeting facilitation, and detailed follow-up.
  • Leafplanner:  A tool that simplifies complex financial scenarios with tools like the Complexity Calculator and provides a “single family office” perspective for holistic management.
  • Josh Kanter’s Family Consulting: Josh works with select families on a referral basis while maintaining a collaborative, non-competitive approach with existing advisors.
  • The Supreme Court:  How Josh won a case in The United States Supreme Court and how that shaped the mission for his business. 

Resources: 

Connect With Bill Cates:

Connect With Josh Kanter:

About Josh Kanter:

Josh Kanter is the Founder & CEO at leafplanner & Principal at Josh Kanter Wealth Advisory Services.

Through leafplanner and Josh Kanter Wealth Advisory Services, Josh Kanter’s goal is to share his experience, knowledge, and tools to help the 100-year family survive and thrive by providing thoughtful, personalized family, business, and legal consulting services to his clients.

Following several years in the legal space, he decided to focus on his family business, where he currently serves as President of Chicago Financial, Inc., a single-family office overseeing a complex organization of trusts, investment, and philanthropic entities for a multi-branch and multi-generational family. With experience in areas including hedge fund investments, private equity, real estate, venture capital, and art, he continues to help direct these entities.

In 2011, he founded Alliance for a Better Utah (ABU) to fulfill his passion for giving back. ABU is committed to improving the lives of all Utahns by ensuring balance, transparency, and accountability in Utah politics, policy, and government. In addition, he currently serves as the Chair Emeritus of the International Sculpture Center and is a board member of Action Utah.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#80 Building Strong Strategic Partnerships with Duncan MacPherson

Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , ,

What would you call a strategic partner if not a center of influence?

Today on the Top Advisor Podcast, Referral Coach Bill Cates interviews Duncan MacPherson about transforming how financial advisors establish and maintain strategic partnerships. Discover why the phrase “centers of influence” might be holding you back and how strategic partnerships can lead to more seamless client referrals and stronger connections. Learn how to build a comprehensive, value-driven network of partners that enhances your client experience and ultimately, your bottom line.

Duncan discusses: 

  • (08:49) Why “centers of influence” should be replaced by “strategic partnerships”
  • (15:08) The difference between influencers, advocates, and strategic partners
  • (21:01) How to approach and develop valuable strategic partnerships
  • (37:35) Productivity vs. busyness and the importance of building a sustainable business
  • …And more!

Sponsors:

Resources: 

Connect With Bill Cates:

Connect With Duncan MacPherson:

About Duncan MacPherson:

Duncan MacPherson, driven by a deep passion for unlocking potential, steers Pareto Systems in his role as CEO. Together with financial professionals and visionary firms, he is committed to designing businesses that achieve both profitability and purpose.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#79 Do You and Your Clients Need a Money Detox? with Tammy Lally

Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , ,

Are your money beliefs holding you back in your practice?

In this episode, Referral Coach Bill Cates interviews Tammy Lally, CMC®, LUTCF, a certified money coach, financial planner, TED speaker, and author of the book “Money Detox,” about the unproductive and limiting beliefs around money many financial advisors unknowingly harbor. Tammy brings invaluable insights from her years of experience and personal journey, including her TED Talk which has over 2.2 million views, about how to help financial advisors and their clients develop healthier beliefs about money.

You’ll learn how to recognize and address these limiting beliefs, the importance of emotional maturity around finances, how to shift your money mindset to attract more right-fit clients and leverage new opportunities, and practical strategies for creating stronger, healthier financial practices.

Tammy discusses: 

  • Her personal story and how it led to her TED Talk and book, “Money Detox”
  • The concept of money shame and how it affects financial decisions
  • How financial advisors can better understand their clients’ money stories and avoid unconsciously shaming them
  • The importance of curiosity and empathy in enhancing client relationships and financial outcomes
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Tammy Lally:

About Tammy Lally:

Tammy Lally is a Certified Money Coach, TED Speaker, and Author of Money Detox. She helps others master their finances by stopping the cycle of their money shame to rewrite their financial future. Tammy works with people to first conquer their emotions around money and then through a comprehensive financial plan. Tammy has 20 years of experience in the financial industry and 30 years of study in psychology, addiction, recovery, and spirituality. She brings a distinctive blend of financial industry experience, psychological knowledge, and spiritual consciousness to her work. Tammy offers a compassionate approach to money and money shame, which is truly powerful in helping her clients achieve transformative outcomes. Her signature “Money Detox” process is a seven-step journey that allows anyone to achieve financial freedom and joy. She works with individuals, couples, groups, and businesses and has helped thousands of people.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

#78 Maximize Your Referrals: The Secret to Becoming a Highly Referable Financial Advisor with Jeff Jackel

Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , ,

Creating a memorable client experience is key to standing out in the competitive world of financial advising.

How can you automate thoughtfulness and build emotional connections to boost referrals?

In this episode, Referral Coach Bill Cates interviews Jeff Jackel, Chief Strategy Officer and Co-founder of Client Giant, to share his expertise on how financial advisors can enhance their referability through personalized client experiences. 

By tuning in, you’ll discover the power of “automated thoughtfulness” and how it can lead to exponential growth in client engagement and referrals.

Bill and Jeff discuss: 

  • The core mission of Client Giant and how it aims to foster personal relationships over transactional ones
  • The principles of creating remarkable and memorable client experiences
  • Success stories of financial advisors who have significantly increased their referrals and revenue by investing in personalized client touches
  • The innovative technology and strategies used by Client Giant to automate thoughtful gestures, leaving a lasting impact on clients
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Jeff Jackel:

About Jeff Jackel:

Jeff Jackel is Co-Founder and Chief Strategy Officer of Client Giant, a tech-enabled client care and concierge service helping business owners and operators in the USA and Canada drive unparalleled repeat and referral business. 

Prior to this, Jeff was Co-Founder and CEO of Chatter Inc., a mobile technology company whose flagship product, BuzzMob (now Appletree) is a leading communication platform in education technology. 

With 15+ years creating and building businesses across a spectrum of competitive industries, Jeff has experience with every aspect from ideation to product development, capitalization, strategic planning, management, content marketing, social media and brand building.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More