Feature

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

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

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:

  1. How the LinkedIn algorithm works and how you can use this knowledge to your advantage for better results.
  2. 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).
  3. 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: 

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.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Episode #48 Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham

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

This may be one of the most important interviews we’ve done since the inception of Top Advisor Podcast.

The very best advisors know that their job is more than managing investments or selling insurance.  The very best advisors are increasingly focused on Longevity Planning for the Baby Boomer clients.

These advisors prioritize building strong, meaningful connections with their clients, getting to know their individual life stories, and providing guidance through critical life-changing events.

In this episode, Referral Coach Bill Cates and Steve Gresham delve into the fascinating world of longevity planning and the importance of being prepared for unexpected events. As advisors, it’s crucial for us to anticipate these events and help our clients navigate through them with expertise and care.

You’ll hear real-life examples of advisors who have let their clients down in this area as well as examples of advisors who showed up big time for their clients. 

But it doesn’t stop there. Bill and Steve explore the growing demographic wave of older individuals and the unique challenges they face. Longevity planning is not something to be taken lightly.

Steve Gresham & Bill Cates discuss: 

  • The concept of “family conversation” and why it is important for advisors to have the courage to engage with their clients.
  • The 7 moments that matter in a client’s life AND the 7 phone calls every advisor should be prepared to receive.
  • Why clients may hesitate to share personal health information with their advisors due to concerns about empathy and a safe space.
  • The life events that may be a surprise to clients – but not to their advisors – who should be prepared and experienced in dealing with them.
  • How financial advisors can ensure that they are addressing the concerns and needs of aging clients, even if the clients may feel hesitant to share personal health information.
  • What longevity planning is, and key issues to consider when creating a longevity plan for clients.
  • Stories of success and failure in longevity planning.
  • …And so much more!

As always, this episode is packed with valuable information and practical strategies for financial advisors to better serve their clients. So, get ready to learn the secrets to success in the world of longevity planning as we dive into an engaging conversation with Steve Gresham. 

Resources: 

Connect With Bill Cates:

Connect With Steve Gresham:

About Steve Gresham:

Steve Gresham is a leader in understanding trends facing the wealth management industry.

Steve is the Chief Executive Officer of The Execution Project, which provides engaging content and executive consulting services to help firms and their advisors meet the needs of the retiring age wave. He is also the managing partner of the premier executive community in the financial services industry, Next Chapter, and acts as a senior educational advisor to the Alliance for Lifetime Income.

Prior to founding his consulting firm, he was EVP and Head of the Private Client Group at Fidelity Investments from 2008-2017. During this time, he drove the retail investor strategy that more than doubled client households to 1.6 million and assets under administration to more than $2 trillion. With a focus on the client experience, the Private Client Group team ended net asset outflow and pushed the client satisfaction score from 8 to 63.

Steve joined Fidelity in October 2008 after seven years of helping to lead the turnaround of The Phoenix Companies and its successful asset management spinoff, Virtus Investment Partners (NYSE -VRTS).

Gresham has a history of achieving results across firms. In addition to his success at Fidelity, he led successful efforts as an executive or consultant at many financial services companies in the global marketplace, including:

  • Merrill Lynch Private Wealth International’s Private Wealth offering
  • Merrill Lynch Canada
  • The Smith Barney Consulting Group
  • The Citigroup Private Bank
  • The Charles Schwab Company
  • AGF Funds
  • Prudential
  • AIM Distributors

He has a Telly Award for innovation in financial services marketing, a Mutual Fund Marketer of the Year Award by Institutional Investor/Fund Action, and was recognized with the Pioneer Award for lifetime industry contributions from the Money Management Institute.

When Steve is not consulting/speaking on wealth management or financial technology, Steve can be found in his woodshop creating custom works of art for local and national clients.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Episode #47 From Bucket Lists to Live It Lists – an Advisor’s path to $1M in Annual Production in 5 Years with Nicole Middendorf, CDFA

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

From $0 to $1M in annual production in only 5 years sounds impossible, right? Think again.

Successful wealth advisor and certified divorce financial analyst, Nicole Middendorf, CDFA, joins us to share her journey from a troubled marriage to discovering her true purpose and helping others along the way – while building a truly Top Advisor practice. 

To distract from her divorce, she created her Live It List to help her find joy by pursuing meaningful experiences. She now brings her Live It List concept to her clients to help them do the same.

During this lively conversation, Nicole shares her insights about combining financial planning with helping clients achieve their goals and dreams.

Nicole also discusses her decision to go independent and build a team around her, as well as her client acquisition strategies, including hosting events and utilizing LinkedIn.

Bill and Nicole discuss how Nicole: 

  • Transitioned from being a wirehouse advisor to running her own wealth management firm, building her team, and becoming a $1M producer in only 5 years.
  • Uses her Live It List concept to add a comprehensive dimension to financial planning that very few advisors consider. 
  • Uses her Live It List concept as a tremendous referral generator, as well as creating a huge following on social media and in her community.
  • Hosts Live It List events and utilizes LinkedIn to attract and win ideal clients.
  • Leverages TV appearances to boost her client acquisition and overall reputation.
  • …And so much more!

Resources: 

Connect With Bill Cates:

Connect With Nicole Middendorf:

About Nicole Middendorf:

Nicole Middendorf is a knowledge junkie, a mentor, and a born coach. She is an entrepreneur who has run her own business since 2003. Nicole is the author of five books and the mother of two phenomenal children. She is also a world traveler, a philanthropist, and an accomplished public speaker.

As a speaker, Nicole shares a real-life perspective on life and happiness with audiences across the country. Her primary goal is to inspire others to make real changes in their lives by taking complicated things, making them easy to understand, and giving actionable items to make change.

Nicole loves to work hard to empower individuals to make crucial, positive changes in their own lives. Nicole’s books have received local and national press coverage. She has become known for her thoughtful, concise quotes, relaxed on-air presence, and articulate delivery during both radio and television interviews.

The world needs more people—especially women—to be financially savvy, wholly independent, happy, and living a life of balance. Through Nicole’s writing, public speaking, coaching program, and work, she wants to be the one who supports them on all levels.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Episode #46 The Why & How to Writing a Book That Attracts Ideal Financial Advisory Clients with Paul G. McManus

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

Have you ever pondered the idea of writing a book? You know that it could boost your credibility, demonstrate your expertise, and serve as an impressive introduction to your clients and centers of influence. So why haven’t you done it yet?  More than likely, it feels overwhelming – you don’t have the time or it’s beyond your capabilities, or both!

Fear not, in a truly enlightening episode, Bill sits down with Paul G. McManus, author of The Short Book Formula: A Financial Professional’s Guide to Writing a Book in 6 Weeks to Attract Ideal Clients. Together, they’ll guide you through the process and dive deep into the world of writing, producing, and leveraging a book to generate more clients. They debunk the fears and mistaken assumptions that may have held you back – until now.

McManus unveils a game-changing formula for writing a book in just six weeks—a formula that has already empowered over 500 financial advisors and other professionals to establish their authority and credibility with their very own written work. 

But there’s more. McManus also delves into the untapped power of LinkedIn as a business development tool. He reveals the secrets to attracting and converting your ideal clients through this dynamic platform.

PLUS – Paul and Bill discuss 3 case studies from advisors who have used their book to create unexpectedly significant growth.

If you’ve ever wondered about the potential of having your own book, fretted over your ability to write one, and wondered about the ROI, this episode is a must-listen. 

Bill and Paul discuss: 

  • The definition of authority marketing and how it can help you attract more ideal clients.
  • How financial professionals can write a short (and high-quality) book in only six weeks.
  • The benefits of writing a book as a meaningful way to establish yourself as an expert.
  • Case Study #1:  Mark Miller, a successful financial advisor who used his book The Tax-Free Business Owner to attract his ideal business-owner clients
  • Case Study #2:  Alex Sorkin’s business model of working exclusively with CPAs, and how he uses his book as bait to attract them on LinkedIn.
  • Case Study #3:  Michael Budnick’s book, The Prosperous Nurse, is the first in a series of short books targeted to medical professionals.
  • The benefits of a shorter book, including lower printing costs and the ability to give it away easily.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Paul McManus: 

About Paul McManus:

Paul G. McManus is the founder of More Clients More Fun LLC, MCMF Publishing, Creator of The Million Dollar Producer LinkedIn Program, and host of The Million Dollar Producer Show Podcast. He has worked closely with over 500+ financial advisors, CPAs, life insurance producers, and business advisors since 2015. He is also the author of Million Dollar Producer: The Secret Playbook For Financial Professionals To Land High-Value Clients Using LinkedIn. He lives in San Diego, California with his wife Atsuko and his two Boston Terriers, Moo and Potato Chips.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Episode #45 How to Revolutionize Digital Marketing for Financial Advisors with Stephen Beach

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

Digital marketing for financial advisors can be an overwhelming and/or confusing topic for many.

Financial advisors are often challenged by what marketing strategy is right for them, how to communicate their value, and what outside resources might be right for them.

Can you relate? 

While Bill Cates is the recognized expert and supreme advocate for growing through referrals and personal introductions, there are certain tactics and strategies in the world of digital marketing for financial advisors that shouldn’t be ignored.

This is a Case Study Episode of Top Advisor Podcast.

In this unique episode, Referral Coach Bill Cates interviews Stephen Beach, Co-Founder of Craft Impact, about their work with Burney Wealth Management. They discuss Burney Wealth’s marketing struggles prior to working with Stephen, and how he and his firm helped them develop effective messaging, a results-generating website, and greater overall clarity in their marketing. All of this work has served as a turbo charger to the referral culture Bill had already helped Burney Wealth develop and implement.

Bill and Stephen discuss: 

  • Why a website can be a financial firm’s most important digital asset along with some specific, implementable strategies.
  • Why Burney Wealth decided to offer a sample financial plan template to visitors of their website and how this strategy has exceeded their expectations.
  • Craft Impact’s approach to messaging, including internal workshops using the StoryBrand framework and external interviews with clients.
  • The importance of messaging on a website, specifically the banner, and how it should be emotionally appealing to potential clients.
  • The definition of cognitive fluency and Stephen’s method of helping advisors explain their process in a visual manner.
  • The importance of providing relevant information, checklists, or other tools valuable enough that potential clients are willing to submit their contact information on the website in order to receive them. (Often called, “Lead Magnets.”)
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Stephen Beach: 

About Stephen Beach:

Stephen Beach co-founded a growth and communications agency for a few reasons, among them: to create a successful company that offers employment opportunities, to be a role model to his son, to grow from the challenges of creating a sustainable business, and to help other small and medium size businesses grow their revenue and teams through inbound marketing. 

After graduating from the University of Notre Dame and working for a large pharmaceutical advertising agency, Stephen knew he wanted to create a new kind of marketing agency- one with fresh ideas, personalized support, and proven ROI without the big agency prices and overhead. 

Stephen continues to be a Notre Dame college football fan despite attending the university during the underwhelming Charlie Weis era and the more recent years of disappointment. He loves golf, craft beer (of course) and traveling with his wife, and being a father to his children Auggie, Lola, and Oakley.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Episode #44 Holistic Financial Planning for Women with Craig Richman, CLU®, ChFC®, AIFA®, CDFA®

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

The evidence is in and it’s compelling.

  1. Narrowing a target market to focus on financial planning for women has proven to be a successful move for many advisors.
  2. (Most) Women approach financial planning differently than men. 

“Just the facts mam.” 

  • Women currently control one-third of total U.S. household financial assets – representing more than 10 trillion dollars.
  • By 2030, women in the U.S. are projected to control much of the $30 trillion in financial assets that baby boomers will possess.
  • Since women are living an average of five years longer than men, 90% of all women will be managing their own finances during the final years of their life.

Both female and male advisors are thriving by attracting and serving primarily women.

In this episode of Top Advisor Podcast, Bill Cates interviews Craig Richman (founder of Richman Capital Management), about motivation to become an advisor who focuses on financial planning for women, and why he’s chosen to build a “lifestyle” practice.

Bill and Craig discuss: 

  • Craig’s highly unique journey from professional dancer to financial advisor.
  • When Craig realized that serving female clients and focusing on financial planning for women was the right path for him.
  • Craig’s perspective on what he calls, Intentional Wealth that is much more than managing assets and risk.
  • How his targeting a specific market has benefited both himself AND his clients.
  • Craig’s efforts in building a lifestyle business where he is able to enjoy a successful business that doesn’t come at the expense of truly enjoying life.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Craig Richman: 

About Craig Richman:

Craig Richman is the founder and private money manager at Richman Capital Management. Craig earned his undergraduate degree from Florida Atlantic University in Boca Raton. He holds the Chartered Life Underwriter® (CLU®) and Chartered Financial Consultant® (ChFC®) certifications from The American College in Bryn Mawr, Pennsylvania that address insurance, tax, estate, and financial planning.

In addition, Craig has received the Accredited Investment Fiduciary Analyst® (AIFA®) designation from the Center for Fiduciary Studies and the University of Pittsburgh’s Joseph M. Katz Graduate School of Business which address best practices for fiduciary guidance. 

Craig also has completed the dividend analyst course from Morningstar, Inc., which addresses key education in dividend-paying stocks.

He has completed a mentorship for trading with the Senior Managing Director of Equities from Simpler Trading.

Craig is also a Certified Divorce Financial Analyst® (CDFA®) from The Institute for Divorce Financial Analysts to educate and guide clients to navigate divorce as their advocate.

Craig affiliated with and became a Registered Representative and Investment Adviser Representative of Commonwealth Financial Network®, an independent, privately held broker/dealer that has no proprietary products and an open architecture for advisors to build their businesses. Richman Capital Management is now celebrating its 25th year of working with Commonwealth.

Craig served the community as a board member and past chairman of the Florida Atlantic University’s (FAU) National Alumni Association. He also served as past president of the Rotary Club of Boca Raton and trustee member of the Greater Boca Raton Chamber of Commerce.

Craig is a Registered Yoga Teacher (RYT*200) through Yoga Alliance and has continued advanced studies in vinyasa yoga. He is also certified to teach yoga to veterans through the Connected Warriors not-for-profit organization. He also enjoys golf, walking, fine dining, and single-malt scotch.   

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Episode #43 Are the Riches Really in the Niches? Best Target Markets for Financial Advisors with Bill Cates, CSP, CPAE

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

“If I target a specific market, what about my current clients? And won’t I be missing out on other opportunities?

These are a few of the common questions that come up in the discussion about niche marketing and the best target markets for financial advisors.

While these are valid concerns, they are easily addressed.  Listen to this 35-minute podcast episode from Bill Cates to get the answers … and a whole lot more.

Whether you’ve never even considered narrowing your focus before, are looking for information on the best target markets for financial advisors or are already successfully implementing niche marketing in your business, there is something in this episode for you.

In this solo episode with Bill Cates, you will discover:

  • The 5 most prevalent, logical and overall best target markets for financial advisors to consider.

  • The 7 biggest benefits to pursuing a clear, well-defined, and lucrative target market.

  • The 5 critical characteristics of a viable target market. 

  • 11 specific examples of what real advisors are doing right now to find riches in the niches.

  • Answers to the 3 most burning questions advisors have around this strategy.

Podcast Sponsor Resources

Show Sponsor Resources

Bill’s Resources: 

Connect With Bill Cates:

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Episode #42 The Power of Effective Networking for Financial Advisors – with Michael Goldberg

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

“I tried networking once. It didn’t work!”

Yes!  This is an actual quote from a financial advisor.  Sad!

Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our own “community” of mutually beneficial relationships. And it can be done without ever going to a single networking event.

And don’t forget… It’s not called, “Net-sit” or “Net-eat.”  It’s called “Net-work” for a reason. Forming a great network of folks who can help you build your business does take some effort. The good news is that most of the time that effort can be fun!  

In this episode, Bill Cates interviews Michael Goldberg, author of Knock Out Networking as well as a consultant and trainer to financial professionals for decades. 

With unusually fun and lively banter, Bill and Michael discuss:

  • How Michael’s career as an amateur boxer (hence “Knockout Networking”) informs how he helps advisors become successful networkers. 
  • ​​Why effective networking for financial advisors goes beyond just attending events, emphasizing that it’s a verb that can be applied in a variety of ways, including social media (LinkedIn, etc.)
  • How the pandemic made people more intentional about networking, and how that intentionality is helping advisors achieve better results. 
  • Why and how focusing on a clear target market makes networking for financial advisors easier and more productive.
  • Michael’s three goals for networking events (if you do choose to go this route), and how to break the ice to have more meaningful conversations while you’re there.
  • The importance of preparation for networking events.
  • The difference between networking and selling, and how prospecting at events can be unattractive and off putting. 
  • How to answer the dreaded, “What do you do?” with Michael’s PEEC Statement formula.
  • The importance of time blocking and owning your calendar to manage your time properly and make the most of networking activities.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Michael Goldberg: 

About Michael Goldberg:

Michael Goldberg has helped financial advisors, brokers, agents, reps, wholesalers, and other sales producers add hundreds of thousands of dollars to their bottom line.

His firm Knock Out Networking, LLC is renowned as a speaking and training resource in the financial services industry. Described by clients as “dynamic and motivational”, Michael is a master at invigorating and engaging audiences. His knock-out style is “in your face” and high energy. His content is real world and can be applied immediately. Michael speaks at conferences and associations, runs sales meetings, and delivers results-driven programs on networking, referral marketing, and sales presentations.

“It’s all about Connection” – Michael Goldberg

Boxing, like networking, is a contact sport. The more and better connections you make, the more wildly successful you will be. The state of growing a business and gaining more market share for your top performers is becoming more challenging. Despite technology and all that it has allowed us to accomplish, those with the most contacts, the best relationships, and a greater understanding of how to utilize them will achieve the most success.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Episode #41 Client Experience vs. Engagement: Strategies To Take Your Business To The Next Level with Julie Littlechild

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

Client Engagement!  Client Experience!  Creating “Wow!” 

What’s all the fuss?

Did you know that client service, client experience, and client engagement are NOT the same things?

Julie Littlechild, founder of Absolute Engagement and author of The Pursuit of Absolute Engagement has focused her business on showing advisors how to move their clients from satisfied to engaged. Why? 

Because her research shows that while satisfied clients are extremely loyal, there’s a low correlation between that satisfaction and providing referrals and making introductions.

So, who does provide referrals and make introduction? Engaged Clients! 

In this episode, Bill and Julie dive into the important topic of client engagement and what it can mean to your clients and to your business.

Julie and Bill discuss:

  • The distinction between client experience and client engagement and how you can measure client engagement.
  • The importance of personalization in all phases of your communication with prospects and clients. 
  • How client engagement goes beyond just clients to include prospects as well. 
  • The mindset challenges clients face when it comes to financial planning, and the importance of personalization in addressing these concerns.
  • The Absolute Engagement Engine, a tool that helps financial advisors understand clients on a deeper level by gathering relevant data throughout their journey with you.
  • How the future of client engagement will be co-created by clients and advisors, personalized, and informed by data.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Julie Littlechild : 

About Julie Littlechild:

Julie Littlechild is a recognized expert on the drivers and evolution of client experience, client engagement and referral growth. She is responsible for: designing the firm’s strategic vision and product roadmap, conducting on-going investor and advisor research, driving firm growth and representing the company on conference stages around the world.

Julie has worked with and studied successful financial advisors and their clients for more than twenty-five years. Prior to founding Absolute Engagement, she launched and ran one of the industry’s leading research firms, focused on client engagement. She is the author of The Pursuit of Absolute Engagement.

Julie sat on the national board of the Financial Planning Association, currently sits on an Investment & Wealth Institute advisory board, was twice identified as one of the 25 Most Influential People in Financial Planning, and won an industry Influencer Award in practice management. She holds an MBA from the University of Toronto.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

Ep. #40 Explosive Growth and Getting Referrals Without Asking with Warren Brooks and Terry Parham Jr.

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

Imagine that you are getting so many unsolicited referrals that your new prospective clients are willing to be placed on a 4-month waiting list to see you. A pipe dream?  Not necessarily. Our featured guests on today’s show are experiencing this right now.  

How are they getting so many referrals without asking?  With strategic relationship building, minor celebrity status in their target market, and a dash of effective social media.

In this episode, Bill Cates interviews Warren Brooks and Terry Parham – Co-Founders of Innovative Wealth Building. They explain how they’ve built a steady flow of referrals without asking with a strong emphasis on building personal relationships with clients by going the extra mile. 

Bill, Warren, and Terry discuss:

  • The success resulting from their rapid growth – $100M in assets in their first year of going independent.
  • Their focus on building relationships with the extended family members of their clients.
  • How going above and beyond for clients and building personal relationships is the reason behind their explosion of referrals without asking.
  • How giving back to the community through sponsorships and participation in events can help build “celebrity status” that generates continual interest. 
  • How social media and their website actually converts prospects into clients.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Warren Brooks: 

Connect With Terry Parham: 

About Warren Brooks:

Warren Brooks is the President, Chief Executive Officer (CEO), and one of the co-founders of Innovative Wealth Building In a world of tough financial choices, Warren has been a beacon of knowledge for his clients since 1999. 

​Warren has started over 1,000 new clients in his career and has amassed an impressive amount of knowledge over the years. As a result, Warren has become locally renowned as the go-to planner for Federal Employees and widows/ widowers that are navigating one of life’s biggest challenges.

What’s possibly most impressive is the relentless dedication that Warren has shown his clients over the years. When Warren says he will be there you know that he will, even if that means driving across the country or hopping on an airplane.

​Prior to becoming a financial planner, Warren honorably served 24 years in the United States Navy and retired as a Senior Chief Petty Officer. Additionally, Warren graduated from the University of Maryland University College with a Bachelor’s degree in Business Management.

About Terry Parham:

Terry is the Chief Financial Officer (CFO) and one of the co-founders of Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a: Financial Planner, Corporate Trainer, and District Manager. Terry loves to talk about investments and also enjoys diving into the weeds of retirement income planning. When he’s not working directly with clients, Terry spends time mentoring other advisors and presenting financial education to individuals and organizations.

​Terry graduated from St. Lawrence University with a double major in Economics and Psychology and a minor in Mathematics. Always on the quest for knowledge, Terry has earned the following certifications: Certified Financial Planner (CFP), Chartered Financial Consultant (ChFC), Wealth Management Certified Professional (WMCP), Retirement Income Certified Professional (RICP), and Chartered Life Underwriter (CLU).

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More