Category Archives: Education

Episode #59 Strategic LinkedIn Prospecting for Financial Advisors with Armando (Mando) Sallavanti III, CFP®, CLTC®

February 28, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAuthentic, Blogs, Client Acquisition, Cold Calls, Commenting, Connection, Conversations, Empathy, Engagement, Financial Advisors, Household Income, Influencers, Instagram, LinkedIn, Mando Sallavanti III, Marketing Strategies, Messaging, Personal Brand, Personal Connection, Podcast, Profile Views, Prospecting, Real-Life Scenarios, Relatable Content, Target Market, Technical Information, Top Advisor, Values, Visibility, YouTube Videostopadvisorpodcast

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

February 14, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAlice Tang, Authenticity, Bill Cates, Clients, COI's, Community, Consultant, Decision-Making Processes, Discipline, Engage, Engagement, Experiences, Financial Advisors, Financial Planning Firm, Give Back, Hong Kong, Humble Beginnings, LinkedIn, Meaningful Comments, Millionaire Women, Monetized, Oregon, Podcast, Potential Clients, Prospecting, Referral Process, Relationships, Social Media, Strategy, Successful Women, Support, Target Marketing, Top Advisor, Top-Performing Advisor, True Self, Website, Womentopadvisorpodcast

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 Conversations – featuring 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 #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis

January 17, 2024Education, Finance, Marketing, SpeakingApproach, Assets Under Management, Bill Cates, Brian Margolis, Client Events Philanthropy, Client Experience & Loyalty, Client Relationships, COI's, Communicating Your Value, Confidence, Consistency Pillars, Creating Advocates, Discomfort, Effectiveness Pillars, Financial Advisors, Financial Growth, Focus Management, Increase Productivity, Leadership, Learning Pillars, Life Balance, Marketing, Mental Energy, Pillar System, Podcast, Practice Management, Productivity, Productivity Giant, Prospecting, Referrals, Referrals & Introductions, Return on Investment, Revenue, Social Media, Strategic Pillars, Target Marketing, The Index Card Business Plan, Top Advisor, Top Advisor Podcasttopadvisorpodcast

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.

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Episode #55 Tracking Success: Measuring the Impact of the Client Journey in Financial Planning with Kalli Fedusenko

January 3, 2024Education, Finance, Marketing, SpeakingAwareness, Client Acquisition, Client Feedback, Client Journey, Engagement, Financial Advisors, Financial Planning, Interest, Kalli Fedusenko, LinkedIn, Onboarding Experience, Ongoing Relationship, Personalization, Podcast, Positive Client Experience, Prospect Experience, Referrals, Relationships, Social Media Reach, Top Advisor, Valuable Content, Website, YouTubetopadvisorpodcast

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:

RapidFire Referrals

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.

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Episode #54 Family Legacy Planning: Guiding Your Clients on the Path to Generational Wealth with Randy Jones

December 13, 2023Education, Finance, Marketing, Speaking, UncategorizedEmpowering Conversations, Financial Advice, Financial Advisors, Financial Assets, Financial Goals, Financial Literacy, Financial Planning, Generational Wealth, Goals, Gratitude, Insurance, Intellectual Growth, Legacy, Legacy Planning, Mindset, Motivations, Obstacles, Physical Well-being, Podcast, Randy Jones, Risk Assessment, Top Advisor, Trust, Wealth Managementtopadvisorpodcast

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:

Randy’s unconventional path to becoming a wealth management advisor.
Purpose Driven Financial Planning – it’s not just about the money.
Randy’s approach of family legacy planning that evolves and grows with clients.
Randy’s Legacy System and why to focus on our legacy to our future generations.
The different assets individuals have, including physical, intellectual, ethical, and material assets, and their importance in building a legacy.
The distinction between flashy wealth and true wealth.
The significance of early financial education and instilling values in children.
What you need to know about The Family Constitution and The Synergy Consortium.
… And more!

Resources:

RapidFire Referrals

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!

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Episode #53 Using Financial Advisor Podcasts to Acquire Ideal Clients with Misty Lynch, CFP®

November 29, 2023Education, Finance, Marketing, Speaking, UncategorizedAnxiety, Attitudes, Beliefs, Budgets, Care, Careers, Certified Financial Planner, Certified Life Coach, Clients, Coaching Techniques, Conditioning, Credibility, Emotions, Entrepreneurship, Experiences, Families, Finances, Financial Advisors, Financial Decisions, Financial Habits, Financial Literacy, Financial Planning, Goals, Handling Finances, Happiness, Income, Informed Financial Decisions, Investment Management, Investopedia, Lawyer, Leads, Lifestyle, Misty Lynch, Money, Money Mindset, Money Stress, Networking, Personal Growth, Podcast, Positive Impact, Potential Clients, Recession, Referrals, Relationships, Social Media, Spending, Success, Top Advisor, Vulnerability, Women Business Owners, Word of Mouthtopadvisorpodcast

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:

Her personal story of how her interest in finance started in grade school and was solidified by her parents’ financial struggles.
Her decision to marry become both a Certified Financial Planner AND a Certified Life Coach.
Why she wrote her book Demystifying Money and how it serves as a credibility builder, lead magnet, and referral tool.
How she went from hosting a Radio Show to her current podcast, and how it helps her attract ideal new clients.
The two effective strategies to monetize financial advisor podcasts.
Her experience as the host of the television show HeartBroke, a money-makeover show with ten different couples – revealing their money mindsets and improving their financial situation.
…And more!

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.”

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Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway

November 15, 2023Education, Finance, Marketing, Speaking, UncategorizedAccountants, Aligning Values, Attorneys, Benefits, Bill Cates, C-Suite Executives, Client Acquisition Strategy, Clients, Common Interests, Credibility, Curiosity, Financial Advisors, Financial Advisory Business, Follow-up, Helping Others, HR, Initial Conversation, Insights, Knowledge, Meetings, Partnership, Plant Directors, Podcast, Positive Impact, Prospects, Referrals, Spreading Value, Tax Preparers, Tax Strategists, Top Advisor, Webinarstopadvisorpodcast

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:

You will meet new people.
You will serve your clients better by knowing more about them.
You will learn about other’s in your clients’ lives who could be candidates for your important work.

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:

Curiosity as a valuable trait for financial advisors.
How Chris implements personal observation in daily interactions.
How to obtain the contact information of prospects, and the reason for follow-up after a conversation.
Chris’ unique “Pillar of the Community” approach to meeting CEOs and other high-level prospects.
How laying out your entire process and philosophy to Centers of Influence can help build trust and referability while creating productive COI relationships.
The power of nesting in a company to turbo-charge prospecting opportunities.
…And more!

Resources:

Connect With Bill Cates:

Connect With Chris Ridgway:

LinkedIn: 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

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Episode #51 Creating Interesting, Edgy, and Authentic Content Marketing for Financial Advisors That Turns Prospects into Clients with David B. Armstrong, CFA

November 1, 2023Education, Finance, Marketing, Speaking, UncategorizedAligning with Clients, Authenticity in Messaging, Compliance Burdens, Compliance Restrictions, Creative Communication, Cultural Shift, Dave Armstrong, Differentiation in the Financial Industry, Educational Content, Financial Advisors, Financial Arrangements, Financial Planning, Lack of Creativity, Market Updates, Marketing for Financial Advisors, Podcast, Podcast Statistics, Relatable Content, Starting Own Firm, Target Market, Top Advisor, Traditional Law Firm-Type Office, Unique Messaging, Valuable Insights, Wealth Managementtopadvisorpodcast

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:

The importance of differentiation and how to convey that to prospective clients.
Why losing a client can be a “gift” to the firm.
The powerful crossroads where Digital Marketing & Referrals come together to produce a flow of ideal clients.
How Dave and his team incorporate humor into their website and marketing materials to create an authentic and relatable brand.
Dave’s decision to bring dogs to the office, the positive response from clients, and the impact on the firm’s culture and branding.
How Dave’s outspoken “critic” of the financial services industry has become a magnet for great clients.
Reasons for starting a podcast as a means to better communicate important information and connect with clients.
How the right content marketing for financial advisors can be used to generate a clear and tangible ROI.
…And more!

Resources:

Connect With Bill Cates:

Connect With Dave Armstrng:

LinkedIn: Dave Armstrong

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.

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Episode #50 How Advisors Can Reverse a Client’s Negative Relationship with Money with Ellen Rogin, CPA, CFP®

October 18, 2023Education, Finance, Marketing, Speaking, Uncategorized2008 Market Downturn, Abundance, Anxiety, Assisting Others, Author, Beliefs About Money, Business, Business Opportunities, Client Meetings, Client Relationship, Economic Volatility, Ellen Rogin, Emotional Relationship, Emotions And Fears, Empathy, Fears And Anxieties, Financial Advisors, Generosity, Gratitude, Growth Opportunity, Market Volatility, Mindset, Mood And Energy, New York Times Bestseller, Peace Of Mind, Podcast, Positive Work Environment, Relationship With Money, Smart Money Moves, Top Advisor, Wealth Managementtopadvisorpodcast

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:

The biggest mistake advisors make during client meetings.
A study that demonstrates that when a client is fearful about their money, their IQ goes down, along with their capacity to make intelligent decisions.
The emotional aspects of people’s relationship with money, and how it affects both advisors and clients.
Why a down or volatile market can be the best time for acquiring new clients.
How most advisors stay on the surface with their clients when digging a little deeper will serve both the client and the advisor.
Why advisors should regularly check in on clients’ fears and concerns to provide ongoing support and reassurance.
Why advisors need to bring intentional energy to their client meetings.
How advisors can thrive and grow their businesses during economic downturns.
The benefits of practicing gratitude, such as lower stress, longer life, better health, and increased income.
How your acts of generosity can reduce stress and attract more business.
…And more!

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.

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Episode #49 LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss

October 4, 2023Education, Finance, Marketing, Speaking, UncategorizedAudience, Comments, Conversation with the Audience, Engagement and Conversation, Engaging Prospects, Financial Advisors, Increasing Profile Views, Influencer, Influencer Strategy, LinkedIn, LinkedIn Algorithm, Online Presence, Podcast, Prospects, Real-Life Photos, Recent Content, Relationships, Social Media, Strategies, Tactics, Text-Only Posts, Top Advisor, Video Contenttopadvisorpodcast

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:

How the LinkedIn algorithm works and how you can use this knowledge to your advantage for better results.
How to expand your reach and enhance your credibility without having to make posts (therefore, saving you the headache of getting compliance to approve your content creation).
A little-known strategy for reaching hard-to-reach prospects.

In this eye-opening session, Bill and Richard discuss:

Why videos and clip art often work against you on LinkedIn while “real photos” of achievements or personal moments generate significantly more engagement.
The factors that determine the value of a post – from engagement metrics like Likes and Comments to the ever-important Dwell Time.
The power of a “commenting strategy” that engages with others’ content in a way that leads to new connections and meaningful conversations.
How to position yourself as a trusted authority on LinkedIn and increase your profile views exponentially.
The power of mentioning prospects in your posts and effectively addressing their pain points – leading them to engage with you in a conversation.
The detrimental impact of “posting and ghosting,” and how engaging in conversations within the first hour of posting can boost your impressions by 30%.
The fact that if you get 10 meaningful comments to one of your posts with the first hour, LinkedIn will guarantee 1,000 impressions.
The most effective way to reach out to high-value prospects on LinkedIn for financial advisors to gain their attention, have them connect with you, and start a meaningful conversation.
… And so much more!

Resources:

RapidFire Referrals

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.

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