Tag Archives: Advisor Success

Ep. 116 – 33 Years and $1.5 Billion AUM – What still keeps this advisor up at night? with Albert Fox, CFP®, CIMA

Creating Advocates, Leadership, Practice Management, Referrals & Introductions, , , , , , , , , , , , , , , , , , , , , , , , , , , ,

What does it take to build a financial practice that grows to $1.5 billion in assets under management? In this episode, Bill Cates talks with Albert Fox, co-managing partner of Fox, Penberthy, and Dean, about the systems, mindset, and mission behind that growth.

Albert Fox explains how his team helps clients navigate major life transitions, turning complicated financial puzzles into clear, workable plans.

Bill Cates loves the way Al comes up with one pithy and thought-provoking line after another.  Here are a few highlights…

  • “Lives are messy to begin with, and families are messy, and people are messy, and their finances don’t have to be.”
  • “We take that responsibility incredibly seriously and we view ourselves as critical infrastructure in families’ lives for them to execute their best lives.”
  • “When someone says, “This is important to me, well, then it becomes important to us.”
  • “We have a healthy paranoia about Artificial Intelligence.”
  • “When it comes to AI, laziness is going to get massively punished and deep thinking is going to become enhanced.”
  • “Human empathy is never replaceable with Artificial Intelligence.”
  • “Words are empty, actions are everything. And when actions are repeated, they telegraph intentions.”
  • “Our job is to show up for every one of the workouts so that the client can lift the trophy. It’s their trophy, we make sure they win it.”

If you’re looking for a great perspective on the financial advisory business and a fun – even entertaining conversation – this episode is for you!

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ABOUT ALBERT FOX, CFP®, CIMA

Albert Fox is a co-managing partner of Fox, Penberthy & Dehn – a three-partner practice supported by a team of 13 specialists in financial planning, investment research, client service, marketing, and branding. His firm manages over $1.5 Billion in client assets.

Albert believes lasting impact begins with strong infrastructure and that fulfilling careers are built through broad, hands-on experience. By encouraging team members to explore multiple roles, Albert helps create well-rounded professionals with long-term paths for growth.

In college and high school, Albert competed as a powerlifter and was named an All-American and two-time Junior National Champion. He continues to enjoy sports as an active golfer, cyclist, and Phillies fan, with other passions including food, wine, travel, and theater.

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#107 – 3 Top Advisor Growth Strategies – Part 1 with Bill Cates, CSP, CPAE

Client Experience & Loyalty, Creating Advocates, Philanthropy, Referrals & Introductions, , , , , , , , , , , , , , , , , , , , , , , , , ,

Welcome to a special solo edition of the Top Advisor Podcast! In this episode, host Bill Cates pulls from decades of coaching, interviewing, and his own experience to deliver a powerful session on best practices for bringing in new clients and creating real advocates for your business.

Unlike typical interview-driven episodes, today’s focus is on actionable principles, strategies, and tactics that top advisors are using right now.

Bill dives deep into what it means to be truly referable and remarkable, i.e., “worthy of remark” – exploring the vital difference between simply keeping clients happy and elevating your relationships to the level where clients enthusiastically introduce you to others.

You’ll hear real examples from standout advisors, learn about the game-changing 3 Rs of relationship marketing, and discover how targeting the right markets, building strong personal connections, and embracing your clients’ money beliefs can transform the growth and reputation of your practice.

Packed with concrete examples, episode references, and tested tools, this solo session is your roadmap to moving from incremental to exponential growth, cultivating a culture of introductions, and becoming the advisor everyone talks about.

Tune in for inspiration, insights, and practical steps you can start using today.

3 Top Takeaways

  • Being Referable Means Going Beyond Good Service: Bill Cates emphasizes that referability is about creating deeper engagement and trust with clients. It’s not just about solid financial planning; it’s about forming value connections and personal connections that turn clients into advocates.
  • Build a Clear Target Market and Reputation: Many top advisors cited in the episode have a well-defined target market, which makes their messaging more relevant, strengthens their reputation, and leads to more introductions. As Bill Cates points out, “vague intentions produce vague results; clear intentions produce clear results.”
  • Leverage Empathy & Money Stories: Helping clients explore and reframe their beliefs about money builds lasting relationships and positions you as a trusted advisor. Bill Cates shares how unpacking “broken money stories” brings a rich value to your clients that few advisors leverage. This strategy creates advocates and unsolicited referrals.

Whether you’re a seasoned pro, just starting out, or somewhere in between, these principles, strategies, and tactics are game changers for client acquisition and building a thriving practice.

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#85 Helping Clients Sleep Well at Night with Financial Planning with Pamela Sams

Client Experience, Client Experience & Loyalty, communicating your value, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , ,

Does financial security keep you up at night?

In this episode, Referral Coach Bill Cates interviews Pamela Sams, founder of Jackson Sams Wealth Strategies. Discover how Pamela has harnessed the power of having a clear mission and target market to build a thriving community of advocates. With a focus on helping professional women secure their financial future so they can “sleep well at night,” Pamela shares the origin of her unique SWAN (Sleep Well At Night) philosophy. They also explore the journey of financial planning that turns financial “ugly ducklings” into confident “swans” and dig into how behavioral finance plays a pivotal role in guiding clients.

Pamela discusses: 

  • (03:11) Her journey into financial advising
  • (04:52) The inspiration and significance behind the SWAN story
  • (06:08) The process of building a community of advocates
  • (10:11) How behavioral finance benefits her clients
  • (17:03) The dynamics of having family members work in her practice
  • (25:55) Tools like “Unlock Your Money Blocks” and leveraging media for business growth
  • …And more!

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About GUEST:

For 19 years, Pamela has been helping women improve their personal and financial wealth through solid financial life planning. Pamela believes it is important to align your money decisions with what’s important in your life. She knows how to listen, engage in meaningful conversations with her clients to gain a better understanding of what is important to them, their goals and values. Pamela believes that financial planning is about a woman’s values not just their money.

Her education and training enable her to help clients successfully navigate through the myriad of personal and financial decisions they face during their lives. She assists them in working to attain a higher level of financial security through education, understanding and scenario planning. With this knowledge, she develops a customized approach for each client’s planning needs.

Pamela has become a strong voice in the area of personal finance for women. Her knowledge in this area has made her a sought-after speaker. She has been quoted in articles in various financial publications.

Throughout her financial services career, she has acquired several client service and financial planning awards. She has membership in the Million Dollar Roundtable (MDRT). Membership in MDRT is a highly recognized mark of excellence and limited to only the most successful in the financial services profession. This places Pamela among the top professionals in the global life insurance and financial services industry. Pamela was featured in the Women in Wealth section of Fortune Magazine November 2020 issue as a top Wealth Manager in the Washington DC metro area.

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