Monthly Archives: October 2021

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Ep. #7: Build a Successful Business Operating By Referral Only With Diana DeFrate CFP®, CLU® and Katriina Paavola CFP®

Education, Finance, Marketing, Speaking, Uncategorized, , , , , , , ,

Advisors often ask, “Is it possible to build my business that runs by referral only?”

The answer is, yes! 

However, not every advisory team has been able to create a “by referral only” business where the quantity and the quality of clients have been exactly the right fit.

Are you getting enough in-segment clients through referrals and introductions? 

In this episode, Bill Cates speaks with Diana DeFrate CFP®, CLU®, chief executive officer and founder, and Katriina Paavola, CFP®, founder at DeFrate & Paavola, LLC. Diana and Katriina share how their successful business operates by referral only, sharing how they do so WITHOUT asking for referrals.

Diana and Katriina discuss: 

  • How the changes in their target market have affected their business and caused them to make the decision to become “by referral only.”
  • The marketing strategies they tried that didn’t work, but led them to what does work.
  • Why you should have a ‘wow master’ on your business team to build client relationships
  • How they get referrals WITHOUT asking.

Connect With Diana DeFrate and Katriina Paavola:

Connect With Bill Cates:

About Our Guest:

Diana DeFrate: A former financial executive in media, Diana is a Certified Financial Planner certificate (CFP®), Chartered Life Underwriter (CLU®), CPA, and the second in a family legacy of wealth managers and financial planners. An avid wine enthusiast, Diana is a WSET Advanced Certificate holder, director and co-founder of the Geshtin wine club. 

Katriina Paavola: A Certified Financial Planner (CFP®), MBA, and former media professional, Katriina is a strategic director and financial consultant with specialties in retirement planning and investment management. A native of Finland, Katriina studied international business in London before coming to the U.S. as an executive strategic planner. 

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Ep. #6: Client Appreciation Events: Using Retirement Parties to Grow Your Business with Joe De Sena, CFP®

Education, Finance, Marketing, Speaking, Uncategorized, , , , , , , ,

Retirement is such a major milestone in everyone’s life. And while there is no shortage of ideas for client appreciation events, retirement parties are definitely one worth considering. Hosting one of these unique client events not only helps financial advisors create client loyalty for life, it also provides an excellent opportunity for reaching new qualified prospects.

In this episode, Bill Cates interviews Joe De Sena, CFP®, MBA, private wealth advisor at Siena Wealth Advisory Group, about how Joe has leveraged this event marketing strategy to build and extremely successful financial practice. 

Bottom Line: Joe De Sena’s retirement parties yield new clients almost every time. These are not just “feel-good” events. These are business-building client engagement, client appreciation events. 

In this episode, Bill and Joe discuss: 

  • The success Joe has found in hosting retirement parties for his clients – to help him exceed the $1 billion in AUM mark.
  • What it truly looks like to organize these client appreciation events, whether they are virtual or in-person.
  • How retirement parties lead to appointments with qualified prospects right at the event – without asking for them.
  • Other events Joe’s firm has used to enhance client engagement.

Connect With Bill Cates:

Connect with Joe De Sena

About Our Guest:

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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