Episode #64 Storytelling for Financial Advisors: How to Stand Out and Win More Ideal Clients with Jason Jenkins



Your continued success is predicated on your continued relevance and becoming “the advisor of choice.”  Sometimes, that’s easier said than done. However, one of the most effective ways to accomplish this and build lasting client relationships is through storytelling for financial advisors.  Our guest calls this the Founders Story.

As artificial intelligence (AI) and the internet continue to transform the accessibility of financial information, creating a strong human connection has become more important than ever before. 

Our featured guest, Jason Jenkins, delivers two critical strategies for connecting fast with prospects, and winning new, right-fit clients:

  1. The Founders Story
  2. The Question Funnel

Join Bill Cates and Jason Jenkins, Executive Vice President Of Sales at Simplicity Group, as they delve into the indispensable value of human connection and personalized storytelling for financial advisors .

Jason and Bill discuss:

  • How to use your The Founder’s Story as a powerful method to connect with clients.
  • A structured approach to craft your own story, and if you already have one, to make it even more impactful.
  • How to use a Question Funnel to elevate your client/prospect meetings – to bring more value and win new clients. Key skill sets for advisors to differentiate themselves to be successful in the future – both near and long-term.
  • The power of active listening and authenticity as part of storytelling for financial advisors.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect with Jason Jenkins:

 

About Jason Jenkins:

Founder of AssetLock and currently Executive Vice President of Sales at Simplicity Group Holdings, Jason has been in the financial industry for over 20 years and brings an independent, client-centered approach to the firm. Jason graduated from Westmont College in 1997 with a B.A. in Business & Economics. He later received his MBA from Point Loma Nazarene University in 2005. 

In 2010, Jason was recognized by San Diego Metropolitan Magazine with the ‘Top 40 Under 40″ distinction, recognizing San Diego’s “Brightest Leaders of Today and Tomorrow”. Jason has also helped start a non-profit, the Human Factor Leadership Academy, that is helping educate underprivileged children in Ghana, Africa.


Episode #63 Wealthy, Healthy & Wise with David Meinz, MS, RDN, FAND, CSP



Good health and sufficient wealth go hand in hand. They are intricately intertwined. 

Most advisors try to ensure their clients don’t outlive their wealth.

A select few advisors work to ensure their clients wealth does not outlive their health. 

As a nutritional expert and the author of the book Wealthy, Healthy, and Wise: How To Make Sure Your Health Lasts As Long As Your Money Does, David Meinz is on a mission to help advisors lead healthier lives so they can impact more people with their important work. 

David also helps advisors bring this powerful knowledge to their clients, to help their clients stay healthy so that they are able to enjoy their wealth. This, in turn, creates deeper client relationships and generates more referrals. 

Bill and David discuss:

  • The biggest health priorities financial professionals face.
  • The significance of maintaining a healthy weight and the role of insulin levels in weight control.
  • How age and body composition, particularly gut fat, can impact health risks.
  • The impact of alcohol consumption on health.
  • The marketing opportunity for financial professionals to position themselves by addressing the whole person, not just financial advice.
  • Strategies for financial professionals and their clients to reduce and deal with stress.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect with David Meinz:

 

About David Meinz:

David Meinz, MS, RDN, FAND, CSP is a highly sought after international Keynote Speaker and Author. Groups worldwide have utilized his innovative strategies for improving both personal and organizational health performance. His expert insights help organizations of all types and sizes improve employee retention, decrease absenteeism, enhance productivity, and produce more profitable results.

He has successfully presented to Financial Services groups, Young President’s Organizations, Health Care groups, and many others for over twenty years.

Audiences love David’s interactive approach, fun style, and action-oriented focus that allow participants to leave with ideas and action steps that they can implement to produce immediate results.


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Episode #62 The Fastest Way to Win (and Keep) Ideal Clients with Jay Baer, CSP, CPAE



Speed Kills?  Speed Wins?  It depends!

According to research – speed impacts revenue, speed impacts loyalty, and speed impacts emotions.

Understanding this crucial dynamic, Bill Cates engages in a compelling conversation with Jay Baer, a distinguished business growth and customer experience strategist, researcher, author, keynote speaker, and B2B influencer. 

Jay’s newest book, Time to Win: How to Exceed Your Customers’ Need for Speed, will likely change how you view some aspects of your client service model.

Together, they dive into the critical role of speed and responsiveness in client service for financial advisors. Jay introduces his Time to Win Framework, offering six strategies to improve responsiveness. They also cover proactive communication, managing expectations, and the psychological effects of responsiveness on client trust. 

Jay & Bill Discuss:  

  • How your clients’ expectations around responsive service have changed, and why you better pay attention
  • The quality of information from Artificial Intelligence,  concerns about its impact on financial advisors, and its potential as an efficiency tool.
  • What Jay means by speed, and why it has become such an important element of the client experience
  • How clients equate speed of response with respect, and how that impacts loyalty and referrals.
  • How long clients will be patient waiting to hear back from their advisor.
  • Why advisory firms need to elevate speed on their priority list (because prospects and clients already have).
  • Overview of Jay Baer’s “Six-Piece Time to Win Framework.”
  • How and why you better change your approach to responding to client queries when you don’t have an immediate answer.
  • Jay’s unexpected success as a tequila influencer and educator.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect with Jay Baer:

 

About Jay Baer:

Jay Baer started his career in politics, as a direct mail specialist for a United States Senator.

After brief forays into government service (as a spokesperson), and environmental services (as a marketer for a garbage company), he stumbled upon the Internet back when domain names were still free.

Seeing and seizing a business growth opportunity, Jay created and sold multiple digital marketing and customer experience companies, including Convince & Convert, one of the world’s most successful digital strategy advisory firms.

In the early 2000s, Jay conducted a tour for the publication of his first book. This adventure ultimately spawned his career as a well-known keynote speaker and event host.

Because Jay was a strategist and advisor long before he was a professional speaker, his presentations are highly customized, and filled with useful frameworks and practical advice. Organizers bring him back time after time because he constantly writes new material, and audiences grow their businesses as a result of his advice.


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Episode #61 Becoming Fluent with The Language of Referrals – A Special Episode with Bob Burg Interviewing Bill Cates



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: 

  • Bill’s motivation behind writing The Language of Referrals. “Does the world need another book about referrals?”
  • The self-talk and mindset required to produce more and better introductions to quality prospects. 
  • The important difference between “referrals” and “introductions.”
  • The challenges and misconceptions around asking for referrals and how those can impact an advisor’s ability to produce results. 
  • The language of promoting introductions to generate high-quality unsolicited introductions
  • The importance of being specific in asking for introductions and the language that can be used to make a focused request.
  • Understanding and addressing client reluctance to providing introductions. 
  • The language of turning a client’s willingness to refer into introductions and solid connections
  • …And more!

 

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.


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Episode #60 The Biggest Mistake Clients & Advisors Make in Life Expectancy Planning with Mark Pace, CLU, RHU, ChFC



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:

  • Part 1 – Why most people (advisors included) underestimate their life expectancy, and how you can use this new awareness to better serve your clients.
  • Part 2 – How you can use this new knowledge to grow your business.  

Mark and Bill discuss: 

  • The history of the origins of retirement and what that means to you and your clients.
  • A story of a nine-year-old running the wrong race serves as a metaphor for how most people have the wrong goals and expectations in life (and financial planning).
  • The unique traits and habits of individuals who live to be 105 years or older.
  • How the act of seeking and striving, as well as a sense of purpose, can extend the years of your life and the life of your years. 
  • The adjustments you’ll want to make in how you approach planning.
  • The Vital Line program for financial planners, which includes coaching and consulting services to help them change their perception of aging.
  • CASE STUDY:  How belief-modifying techniques, like the “Possibilities Explosion” tool, significantly boosted a financial advisor’s seminar success.
  • …And more!

 

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®



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.
● His decision to shift how he approaches LinkedIn prospecting for financial advisors, and how he discovered his target market in the tech sector.
● The importance of using real-life scenarios and examples in content to make it relatable and resonate with the intended target audience.
● The strategy of making a high number of comments on LinkedIn as a prospecting method to generate opportunities.
● How LinkedIn’s algorithm rewards commenting activity and the importance of striking up conversations with others on the platform.
● Tips on identifying influencers within his target market.
● …And more!

Resources:

● RapidFire Referrals
● Ep. #49 – LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss

Connect With Bill Cates:

● BillCates@referralcoach.com
● Referral Coach Homepage
● Hire Bill for Coaching
● Enroll in The Cates Academy™

Connect With Mando Sallavanti III:

● LinkedIn: Mando Sallavanti III
● asallavanti@financialguide.com

About Mando Sallavanti III:
Mando Sallavanti III is a Certified Financial Planner (CFP) based out of MassMutual Greater Philadelphia. Mando made a mark as the youngest-ever Blue Chip Council qualifier in the company’s history in 2021. His notable accolades include securing titles such as “Rookie of the Year” and “New Advisor of the Year” in 2021. With a primary focus on serving individuals in the Tech sales or SaaS sectors, Mando has skillfully leveraged LinkedIn as a pivotal tool in his professional journey, boasting an impressive following of over 19,000 individuals.

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)


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Episode #58 Building Connections that Turn Into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting



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: 

  • How Alice’s journey led her to focus on successful women and inspired her initiative, Women’s Million Dollar Conversationsfeaturing interviews with affluent women ($1M+) sharing insights on finance and empowerment. 
  • Using podcast interviews as a way to build relationships with potential clients, and how it can lead to clients becoming guests (and vice versa). 
  • Strategies to help financial advisors successfully monetize a podcast. 
  • Her systematic process for maintaining productive relationships with key centers of influence. 
  • The importance of having a strategy and being authentic on LinkedIn. 
  • The need for discipline and consistency for engaging on LinkedIn, and creating meaningful conversations with others in the community. 
  • … And more!

 

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”.


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Episode #57 Achieving Rapid Business Growth as a Financial Advisor with Emanuel Jones II, MBA



For today’s featured guest, rapid business growth began with the belief that it was possible, followed by:

  • Keeping his pipeline full.
  • Avoiding pressure on himself. 
  • Helping prospects feel valued and respected.
  • Accentuating financial literacy.
  • Avoiding rushing prospects into financial decisions.
  • Treating prospects and clients like royalty.

In this episode, Referral Coach Bill Cates interviews Emanuel Jones II, MBA, Founder of Jones & Co Wealth Strategies, about his journey from aspiring doctor to achieving rapid business growth through client acquisition as a financial advisor.

Emanuel shares strategies for providing a high-quality client experience. He also highlights the importance of building trust, emphasizing education, and discusses his unique approach to using social media (compliance approved, of course).

Emanuel & Bill discuss: 

  • How Emanuel went from wanting to be a doctor, to starting several businesses, to finally doing what he was meant to do – helping others make smart financial decisions.

  • The lack of trust that many people have in financial institutions.

  • The important role financial advisors have in educating multicultural communities about the benefits and safety of investing.

  • How Emanuel’s emphasis on providing a unique and high-quality experience for clients leads to high-quality, unsolicited referrals – which, in turn, resulted in rapid business growth.

  • The tangible results Emanuel has experienced from his huge presence on Instagram.

  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Emanuel Jones II:

About Emanuel Jones II:

Emanuel Jones II is the founder of Jones & Co Wealth Strategies, a multi-cultural wealth strategies company based in Atlanta. Emanuel is a champion for financial empowerment and literacy for each personal finance client and the professional organization he serves. Proficient in financial planning, retirement planning, investments, and insurance, his goal is to help them secure the best financial legacy.

Based on the pillars of integrity, humanity, and financial strength, Emanuel was recognized by New York Life, one of the largest life insurance companies in the United States, as GO’s Top in Class and named its New Org Agent of the Year 2022. He is a 2021 AAMU RISE Campaign Platinum Award qualifier as well as a 2020 AAMU Black Excellence Campaign Gold Award winner.

Emanuel is an MBA graduate of Emory’s Goizueta School of Business and Johns Hopkins University. Emanuel is a Fiduciary & holds his FINRA Series 6, 7, 63 & 65 licenses. His specialty is working with small businesses, first-generation high earners, entrepreneurs, & corporate employees.


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Episode #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis



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: 

  • The three pillars essential for financial advisor proactivity: activity/consistency, learning/effectiveness, and strategic.
  • How to identify skills with the highest ROI – so advisors can make intentional choices related to focus and skill development.
  • The role of support staff in helping advisors maintain the right habits for success.
  • The concept of focus management, which emphasizes the need to protect and manage one’s mental energy.
  • Real-life case studies of success where established advisors have transformed their businesses by focusing on specific pillars adapted to them – including one advisor who doubled their yearly AUM growth while working one less day per week.
  • The value of the Friday night feeling, indicating the satisfaction of completing key tasks as a reliable measure of success
  • …And more!

 

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



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: 

  • The different stages of the client journey and what to monitor.
  • Viral content delivered by advisors – specific success examples.
  • The links between the client journey, client experience, and marketing.
  • Why to keep sending your clients back to your website (where YOU control content and experience) rather than just your social media.
  • Strategies for boosting website engagement and follow up.
  • The importance of making your website your content hub for prospects and clients.
  • Why personal content creates the biggest impact with clients.
  • Specific examples and case studies showcasing successful results.
  • The value and risks of posting stock content.
  • Strategies for making it easier for clients to refer advisors.
  • …And more!

 

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.