Category Archives: Finance

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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.


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



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: 

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®



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



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:

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



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:

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.