Category Archives: Practice Management

#111 – The Ideal Week for Financial Advisors with Brian Margolis

Life Balance, Practice Management, , , , , , , , , , , , , , , , , , , , , , , , ,

Are you running your week, or is your week running you?
Brian Margolis, founder of Productivity Giant explains why most advisors spend too much time reacting to emails, distractions, and day-to-day chaos, and how you can reverse that trend.

Key Takeaways:

  • Pillar System: Identify 5-7 weekly “pillars” – the most high-leverage activities that, done consistently, drive your long-term results. Success lies in consistency, even if the payoff isn’t immediately obvious.
  • Pro Time (Protected, Proactive Time): Schedule focused, undisturbed blocks in your calendar – ideally in the morning – to work on your business, not just in it.
  • Mold & Batch: Treat your Pro Time as your most important client. Mold your calendar around it, and batch similar tasks together to avoid the productivity-killing cost of context switching.
  • Plan Your Day: Don’t start your morning until it’s finished on paper. Brian Margolis shares his “four column” legal pad system to organize priority projects, tasks, and even personal to-dos.

  Quick Implementation Tips 

  • Set Recurring Pro Time: Make it a standing appointment with yourself on your calendar – before meetings or client work fills the space.
  • Try a Reverse Timer: When tackling email, set a 10–15-minute timer to process as much as you can, saving longer items for later.
  • Batch for Focus: Group similar tasks. For example, process prospecting emails together, handle admin tasks in one block, and reserve creative work for your freshest hours.

This episode is packed with actionable strategies to help you work smarter, protect your pro time, and achieve the results you want.

Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action!

Sponsor: 

 Connect with Brian Margolis:

 Resources: 

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About Brian Margolis

Brian Margolis is a former environmental scientist who turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book The Index Card 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 SharkTank 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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#110 – Cultivating Community and Challenging Retirement Myths with Derek Coburn

Life Balance, Practice Management, , , , , , , , , , , , , , , , , , , , , , , , , ,

Thrilled to have interviewed Derek Coburn on the latest episode of the Top Advisor Podcast!

Derek built and sold a thriving financial practice, created the renowned networking community Cadre, and is a bestselling author challenging the conventional views on retirement.

Whether you’re a financial advisor or a growth-minded professional, his journey and perspectives are a must-listen. Here are 3 key takeaways for you:

  1. Curated Networking Beats Cold Outreach:
    Derek found greater success – and deeper relationships – by moving away from mass networking events and instead hosting highly curated, small-group gatherings that create meaningful connections.Tired of large, impersonal networking events? Derek shares how hosting smaller, curated roundtable lunches led to deeper connections and eventually grew into Cadre, a thriving community for entrepreneurs and business leaders
  2. Redefining Retirement:
    Question the traditional model of retirement. The story of Derek’s Dad and his book Let’s Retire Retirement shows that maintaining purpose beyond 65 can not only improve well-being but also offer financial flexibility.Derek challenges traditional thinking about retirement, asking: Should we be steering clients toward a destination they may not truly want?
  3. It’s About Being Present, Not Just Planning:True wealth is about maximizing meaningful moments with family and friends throughout life—not deferring them until “someday.” Don’t underestimate the value of $50,000 moments.Check out this episode for practical ideas on building your network, challenging outdated industry advice, and living life more fully now and later!

Episode Sponsors: 


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Resources:

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#109 – How Financial Advisors Win & Keep Business Owner Assets with Scott Bushkie

Client Experience & Loyalty, Practice Management, , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business.

That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors.

If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode:

  1. Start the Conversation Early:
    Don’t wait for your clients approach you for a conversation about selling their business. Proactively discuss their exit plans and the value of their business before someone else does.
  2. Build a Trusted Team:
    Business owners expect their advisor to have a team of experts (including tax, M&A, and legal professionals) ready to help maximize their value and minimize taxes during this critical transition.
  3. Never Accept the First Offer:
    The study revealed that business owners almost always net a significantly higher sale price (sometimes 60–100% more) when they run a competitive sale process rather than accepting unsolicited offers.

Case in Point: The Danger of Waiting

Hear what happens when a trusted advisor “waits for the call” after a client sells – only to lose out on tens of millions in new assets because they weren’t proactive.

Or discover how partnering with experts and running a competitive sale process turned an initial $31M offer into a $51M payday for both the business owner and their advisor.

Advisors: This is an immediate opportunity to be the hero your business owner clients need or risk losing them at the most pivotal moment of their financial lives.

Episode Sponsor:

 

 

 

Connect with Scott Bushkie – Cornerstone Business Services:

Resources:

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About Scott Bushkie

Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 25 years in mergers & acquisitions, Scott is a recognized leader in the lower middle market, helping business owners sell their companies, grow through acquisition, and understand the realistic value of their businesses in today’s market.

Over the years, Scott has successfully executed hundreds of transactions, domestically and internationally. He has the trust and respect of CPA and financial advisor alliances, investment banks, and other professional service firms within the M&A marketplace.

A leading authority on lower middle market M&A, Scott’s expertise is sought after by major media outlets including the New York Times, Chicago Tribune, Associated Press, CBS, and iHeart Media. The best-selling author of Finish Strong: Sell Your Business on Your Terms, he also guest authors content for numerous newspapers, magazines, and trade publications.

As a keynote speaker, Scott engages diverse audiences from national organizations to regional trade groups and international delegations. He focuses on empowering business owners to maximize the single largest transaction of their life: the sale of their business. Additionally, he equips financial advisors with strategies to better serve these owners and, in turn, significantly grow their AUM.

Scott is the founder and past chair of the Wisconsin chapter of Midwest Business Brokers & Intermediaries (MBBI), past chair of the International Business Broker Association (IBBA), past chair of the M&A Source, and the founding president of the Wisconsin chapter of EO.

Scott has been named Fellow of IBBA, Fellow of M&A Source, and was a 2025 inductee into the IBBA Hall of Fame—in each instance the youngest person in the world to receive these prestigious lifetime designations, recognizing industry expertise and contributions to the profession.

In 2018, Scott launched the Cornerstone International Alliance (CIA), providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. In 2025, CIA had approximately 30 partner firms worldwide and facilitated the transition of $2 billion in enterprise value.

Scott also partnered with a third-party research firm to produce the 2025 National Study on Selling Your Business. The first of its kind, the study provides groundbreaking research into business owner attitudes, trends, and expectations about selling their business.

Scott holds designations as a Mergers & Acquisitions Master Intermediary (M&AMI), a Certified M&A Professional (CM&AP), and a Certified Business Intermediary (CBI). He is a registered representative of the broker dealer Ceiba Financial with the Series 62 & 63 securities licenses.

Scott’s diverse background includes entrepreneurial endeavors, management, finance, and marketing. He has operated small startups and worked with international corporations. He is a graduate of the University of Wisconsin – Whitewater. Scott and his wife Cassie live in Green Bay with their three children.

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#108 – Maximizing Client & Advisor Outcomes Through Cash Flow Management with David Mozeika

Client Experience & Loyalty, Creating Advocates, Practice Management, Referrals & Introductions, , , , , , , , , , , , , , , , , , ,

The national average savings rate in the U.S. is a dismal 4%. 

If you could help your clients raise that rate as high as 20%, what would that mean to your clients and to your business?

Our featured guest, David Mozeika, is a top-performing financial advisor with over two decades of experience and Forbes recognition, who has revolutionized the way advisors and clients think about money movement.

Rather than relying on traditional budgeting or chasing higher rates of return, David Mozeika advocates for a proactive approach he calls “Income Under Management.”

By rethinking the flow of funds and intercepting income before it hits spending accounts, he’s helped clients and advisors unlock higher rates of saving and investing, leading to long-term financial confidence. David Mozeika also co-founded Currence, a tool designed to support this innovative method and foster a more collaborative, transformative relationship between advisors and their clients.

This is a game-changing approach to holistic financial planning that creates a huge win for your clients and for you!

Here are 3 key takeaways:

  1. Flip the Savings Script: David introduces the concept of “Income Under Management,” emphasizing that traditional budgeting is backward-looking and often ineffective. Instead, by redirecting income into a separate reservoir account before it hits the spending account, clients automatically become better savers; often without conscious effort.
  2. Create Transformative Client Value: Structuring cash flow in this way not only delivers better client results but can also transform relationships. Clients frequently report a sense of confidence and clarity, with some even saying, “You have transformed my life.” This leads to stronger engagement and higher referability.
  3. Business Impact: By helping clients increase their rate of saving and investing (from the national average of ~4% to 20%+), advisors can dramatically grow their own businesses. More client savings translates into more assets to manage. A true win-win!

 

Sponsor: 

 

Connect with David Mozeika & Currence

 

Resources: 

 

Connect With Bill Cates:

 

About David Mozeika

David Mozeika has dedicated over 20 years to the financial services industry, consistently ranking in the top 1% of his peers. Recognized as a top advisor by Forbes, David has a proven track record of helping clients manage their cash flow to achieve their financial goals. His innovative approach led to the creation of Currence, a platform designed to change the direction of cash flow and introduce a “speed bump” between income and spending.

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#106 – Unlocking Profitability for You & Your Clients with Mike Michalowicz

Client Experience & Loyalty, Creating Advocates, Life Balance, Practice Management, , , , , , , , , , , , , , , , , , , , , ,

“I actually call myself – lovingly – the angel of death because I was not an angel investor. Yeah, I destroyed businesses and, in the process, wiped myself out financially.”

– Mike Michalowicz

I believe that the message in Mike Michalowicz’ book, Profit First is both elegantly simple and powerful

I’ve adopted most of these strategies over the past 6 months and my business has already become more profitable, and my cash-flow management is clearer and smoother than ever before.

This interview of Mike is going to follow two parallel paths.  As a financial advisor YOU are a business owner AND you probably serve a lot of business owner clients.

This interview will give you ideas to bring more value to your clients, and at the same time help you reflect on the profitability of your own business.

Bill and Mike discuss:

  1. Profit First Mentality:
    Mike shared his personal story of financial reset, revealing how shifting your approach to “profit first” can change everything. Instead of waiting for profit at year-end, set it aside from every transaction – just like you pay yourself first in personal finance.
  2. Behavioral Hacks for Profitability:
    Discover the “small plates” strategy. Just as smaller dinner plates lead to smaller portions, breaking your income into dedicated accounts (profit, owner’s compensation, taxes, OpEx) naturally guides prudent spending.
  3. Why Most Business Owners Struggle:
    Did you know 83% of small businesses are living paycheck to paycheck? The traditional formula – sales minus expenses equals profit – actually sets most up for failure. With Profit First, sales minus profit equals expenses, forcing you to run your business sustainably.
  4. Debt & Profit:
    Think you need to pay off debt before saving profit? Think again – profit is the muscle you need to build to sustainably pay down debt over time.
  5. Owner’s Compensation vs. Profit:
    Mike Michalowicz clarified the crucial distinction: Owner’s compensation is your salary for running the business. Profit is a bonus for taking the risk. Don’t confuse or commingle these!
  6. Holistic Advising:
    Advisors, there’s a massive opportunity in linking business and personal finances for your clients. Don’t leave the business side to the accountant – address both for true financial independence.
  7. Commitment Devices: ! This is Powerful !
    Setting up systems (like hiding your profit in a different bank account) creates “commitment devices” – behavioral nudges that help you stick to your plan, just like leaving your gym shoes on the toilet lid to get moving in the morning.

Whether you’re a solo advisor, own a small business, or even part of a larger firm, Profit First adapts. The sooner you start, the greater the impact.

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#105 – Your Road Map to Ideal Clients, Ideal Business, and Ideal Life with Bill Bachrach, CSP, CPAE

Life Balance, Practice Management, Referrals & Introductions, , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

“Most financial advisors work too many hours for too little money for too many of the wrong clients.”
– Bill Bachrach, CSP, CPAE
.

If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen.

We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life.

NOT LOOKING for this exact model?  Keep listening.  The principles, strategies, and tactics discussed can apply to any advisory model.

It’s all about asking great questions, truly listening, and focusing on quality over quantity.

Plus, we discuss practical strategies to transition from a busy, overwhelming practice to your dream client base. Unlock the roadmap to results and become the trusted advisor your clients deserve!

Bill C. and Bill B. Discuss:

  • Most advisors work too many hours for too little money and too many of the wrong clients. Want real change? Focus on fewer, ideal clients – quality over quantity. Build a business that funds your ideal life.
  • Trust isn’t a sales tactic. It’s the foundation. Skip the features and benefits. Ask real questions and listen deeply. Human connection still trumps everything in the financial advisory world.
  • “What’s important about money to you?” That simple question opens up a valuable conversation. Listen without rushing. Silence is powerful. Remember that sometimes people just need extra time to think before revealing what matters most.
  • Referrals aren’t automatic. Clients need to trust you at the highest level before risking their relationships for you. Consistent follow-through and genuine care make the difference. Earn that bridge.
  • AI is here, but human-to-human connection is what sets trusted advisors apart. Use technology for efficiency, but double down on listening and empathy. Be as analog and human as possible with your clients.

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#104 – Building an 8-Figure Financial Practice with Julia Carlson

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

“To grow to an 8-figure business, you have to fire yourself – let go of doing all of the things that you think you have to do as the founder, as the advisor, and really let go so you can step into this visionary leadership role that most founders want to be in.”

Julia Carlson

In this conversation, Julia Carlson shares how she grew her practice from scratch, building a dynamic team and eventually stepping into a visionary leadership role (yes, “firing herself” in the process). 

You’ll hear about her dedication to helping both retirees and entrepreneurs, her passion for holistic financial planning, and her mission to inspire 1,000 entrepreneurs to each give $1 million to causes they care about, ultimately creating a $1 billion movement for good.

Whether you’re looking for insights on scaling a business, creating meaningful differentiation, building a powerful team culture, or simply finding happiness and balance as an advisor, you’ll find Julia brings both practical strategies and a refreshingly authentic perspective. 

Bill and Julia Discuss:

  • How leaders shift from rugged self-reliance to collaborative leadership as their firm scales.
  • How her Retirement Readiness Checklist becomes a magnet for her Right-Fit Clients.
  • The power of serving both pre-retirees and business owners and how this dual focus fuels deeper relationships.
  • Why Julia chose organic growth over acquisitions and what that has meant for her firm’s culture, trust, and scalability.
  • The impact of embedding generosity into a business model and how the $1 Billion for Good movement inspires teams and clients alike.
  • Why modern advisors must blend investment + insurance + planning into one holistic approach.

Sponsor:

Connect With Julia Carlson

Resources: 

Connect With Bill Cates:

About Tessa Santarpia:    

Julia Carlson is the Founder and CEO of Financial Freedom Wealth Management Group, a nationally recognized firm ranked in the top 1% of the industry. An entrepreneur, speaker, author, and educator, Julia has become a respected thought leader on tax-efficient retirement strategies, distribution planning, and exit planning for business owners. She launched her firm at the turn of the century and has since built a reputation for exceptional client service and visionary leadership.

Julia is the author of Money Loves You and has a new book forthcoming in February 2026: Let’s Get You Fired – How Entrepreneurs Scale to 8 Figures by Letting Go and Leading with Vision. Through her coaching and guidance, she helps entrepreneurs grow beyond the hustle, build companies that thrive without their constant presence, and create a legacy of generosity. Her bold mission: help 1,000 entrepreneurs scale to 8 figures and give $1 million each to causes they care about—fueling a $1 billion movement for good.

A frequent voice in the media, Julia has been interviewed by Barron’s, Forbes, Financial Advisor Magazine, MSN, Reuters, InvestmentNews, USA Today, Yahoo! Finance, and Nasdaq. She has been named an InvestmentNews Women to Watch honoree, and a multi-year Forbes Top Women Wealth Advisor.

She works from the firm’s office in the beautiful coastal community of Newport, Oregon, where she lives with her husband and their three children.

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#103 – Rewire Your Brain: The neuroscience behind the emotions and beliefs that drive financial decisions with Tessa Santarpia

Client Experience & Loyalty, Leadership, Practice Management, , , , , , , , , , , , , , , , , , , , , , , , ,

For the human brain, we all have a negativity bias. It’s not a flaw; it’s actually a survival mechanism. So, it’s not that your clients are necessarily overreacting, it’s more that their biology is perceiving a threat when none might even be there.

Tessa Santarpia.

In this episode of Top Advisor Podcast, my guest Tessa Santarpia and I are diving deep into the fascinating world of neuroscience and its impact on financial decision-making. 

This is a compelling conversation about your clients’ brains – as well as YOUR brain – that offers insight into the way we think, feel, and act around money.

Tessa explains why logic alone doesn’t drive financial behavior and how factors like negativity bias, survival mode, and early “money memories” can have a powerful influence on everything from market anxiety to risk-taking. 

You’ll learn practical, neuroscience-backed techniques that advisors can use to calm client fears, foster meaningful conversations, and build deeper trust.

Plus, Tessa shares actionable strategies for advisors to regulate their own emotions, shift out of survival mode, and cultivate a growth mindset—so they can lead clients by example.

Quick Excerpts:

[00:06:30] “When someone sees red on a chart or a market downturn, the nervous system treats it like a physical threat and their body treats it as such.”

[00:07:40] “There are actually very simple neural techniques that advisors can do to re-engage that rational part of the brain.”

[00:08:55] “The client is not just listening to your words, they’re actually feeling your nervous system.”

[00:11:23] “Advisors have the same brain wiring as their clients. So, the amygdala, the fear center, is still getting hijacked…”

[00:24:18] “The most important thing you can do is to really get out of the head, drop into the body. This is when you just want to allow that emotional wave to pass through you.”

Whether you’re looking for fresh perspectives to enhance client relationships or want to better understand your own (and your team’s) financial behaviors, this episode is packed with insights and tangible takeaways you won’t want to miss!

Sponsor: 

Connect With Tessa Santarpia:

Resources: 

Connect With Bill Cates:

About Tessa Santarpia:    

Chief Executive Officer and Lead Trauma-Informed Healing Facilitator

Tessa Santarpia brings a rare blend of strategic healthcare expertise and deeply embodied healing practice. With a background in Health Policy and Management from Columbia University, she has led physician practice operations in both integrative medicine and mental health clinics, focusing on optimizing systems that prioritize patient experience, access, and impact.

Tessa’s professional path has always been rooted in one question: How can we make alternative healing therapies more understandable, accessible, and backed by science? This curiosity has led her to study the brain and nervous system through the lens of trauma, altered states of consciousness, and embodied healing. She is trained in mindfulness and meditation, somatic breathwork, psychedelic integration, and flow state facilitation, weaving these modalities into the fabric of VISUALIZEin360’s offerings.

As a trauma-informed healing facilitator, Tessa is passionate about creating spaces that support emotional safety, nervous system regulation, and inner transformation. Her leadership is driven by a belief that people deserve tools that meet them where they are and are grounded in both science and spirit.

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#102 – Low-Cost Ways to Turn Client Satisfaction into Client Loyalty with Richard Weylman, CPAE

Client Experience, Client Experience & Loyalty, COI's, communicating your value, Creating Advocates, Education, Finance, Generational Wealth, Leadership, Life Balance, Life Management, Marketing, Philanthropy, Practice Management, Prospecting, Referrals & Introductions, Social Media, Speaking, Target Marketing, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences. 

In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy. 

Drawing on decades of research and field experience, Richard explains why empathy, thoughtful communication, and personalized experiences are now the keys to standing out – to attract and retain ideal clients.

Richard shares practical strategies and real-life examples, including how small, intentional actions can generate lasting relationships and even significant referrals.

Bill and Richard Discuss:

  • The four keys to remarkable client experiences
  • Why “great service” isn’t enough anymore
  • Why a structured, proactive communication plan sets top advisors apart and how often our clients really expect to hear from you
  • The power of asking better questions
  • Why clients who are merely “satisfied” are always at risk of leaving and how to become the kind of advisor they advocate for with their friends and colleagues
  • … And more!

Sponsor:

Connect With Richard Weylman:

Resources: 

Connect With Bill Cates:

About Richard Weylman:    

Richard was orphaned at age 6, lived in 19 foster homes and attended 11 different schools. Breaking out of those circumstances, he led an award-winning Rolls-Royce Motorcar operation then progressed to heading and then creating the initial sales and marketing organization for The Robb Report, an internationally recognized magazine for the affluent lifestyle.

For nearly three decades Richard has been honored to show business owners and professionals around the world the path to proven business growth and success. He uses his unique ability to see things from the client’s or customer’s perspective and interpret their needs to then create the prescriptive strategies and tactics needed to elevate business performance in today’s marketplace.

As a researcher, author, consultant, and serial entrepreneur, he helps to deliver personalized and dynamic presentations that achieve real outcomes and measurable results.

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#100 – From Top Advisor to Industry Leader: Derrick Kinney’s Secrets for Making Competitors Irrelevant and Attracting Clients

Client Experience & Loyalty, COI's, communicating your value, Creating Advocates, Generational Wealth, Leadership, Life Balance, Marketing, Philanthropy, Practice Management, Prospecting, Referrals & Introductions, Social Media, Target Marketing, , , , , , , , , , , , , , , , , , , ,

Standing out as a financial advisor requires more than credentials; it’s about clarity, connection, and purpose.

How do you move from being “just another advisor” to someone clients instantly trust and want to work with? How do you stop competing on titles and start owning the problems your clients care about most?

In this special 100th episode, Referral Coach Bill Cates interviews Derrick Kinney, bestselling author of Good Money Revolution and former top-ranked advisor, about the mindset and strategies that helped him scale his practice to the top 1% before transitioning into coaching advisors. Derrick explains how clarity of purpose, the right words, and emotional connection can transform an advisor’s business and make competitors irrelevant.

Derrick discusses: 

  • Why he sold his successful advisory practice to pursue writing, coaching, and media work
  • The biggest mistake advisors make when introducing themselves and how to “own a problem” instead of relying on credentials
  • How asking the right questions and not solving problems too quickly keeps prospects engaged and builds trust
  • The importance of narrowing your focus, presenting yourself as a specialist, and connecting with clients’ pain points
  • How visibility in media and storytelling can make competitors irrelevant and attract ideal clients
  • …And more!

Sponsors:

Resources: 

Connect With Bill Cates:

Connect With Derrick Kinney:

About Derrick Kinney:

Derrick Kinney is widely considered one of the most engaging and down-to-earth money and business experts in the country. He built one of America’s top financial firms and helped countless clients become millionaires. Then, he sold it to give everyone access to his Middle-Class to Millionaire Playbook. As America’s Financial Educator, he’s a sought-after guest on top podcasts and a go-to expert on FOX, CNN, CNBC, and Yahoo Finance. He’s also the Wall Street Journal and USA Today bestselling author of Good Money Revolution.

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