Tag Archives: Author

Episode #62 The Fastest Way to Win (and Keep) Ideal Clients with Jay Baer, CSP, CPAE

April 10, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAdvisor, AI, Artificial Intelligence, Author, Client Events, Client Experience & Loyalty, Client Relationships, Client Service, COI's, Communicating Your Value, Creating Advocates, Efficiency, Financial Advisors, Financial Advisory Industry, Jay Baer, Leadership, Life Balance, Managing Client Expectations, Marketing, Philanthropy, Podcast, Practical Strategy, Practice Management, Proactive Communication, Professional Speakers, Prospecting, Psychological Impact, Referrals, Referrals & Introductions, Researcher, Responsiveness, Social Media, Target Marketing, Technology, Time To Win, Top Advisor, Trust, Trust-Buildingtopadvisorpodcast

Speed Kills? Speed Wins? It depends!

According to research – speed impacts revenue, speed impacts loyalty, and speed impacts emotions.

Understanding this crucial dynamic, Bill Cates engages in a compelling conversation with Jay Baer, a distinguished business growth and customer experience strategist, researcher, author, keynote speaker, and B2B influencer.

Jay’s newest book, Time to Win: How to Exceed Your Customers’ Need for Speed, will likely change how you view some aspects of your client service model.

Together, they dive into the critical role of speed and responsiveness in client service for financial advisors. Jay introduces his Time to Win Framework, offering six strategies to improve responsiveness. They also cover proactive communication, managing expectations, and the psychological effects of responsiveness on client trust.

Jay & Bill Discuss:

How your clients’ expectations around responsive service have changed, and why you better pay attention
The quality of information from Artificial Intelligence, concerns about its impact on financial advisors, and its potential as an efficiency tool.
What Jay means by speed, and why it has become such an important element of the client experience
How clients equate speed of response with respect, and how that impacts loyalty and referrals.
How long clients will be patient waiting to hear back from their advisor.
Why advisory firms need to elevate speed on their priority list (because prospects and clients already have).
Overview of Jay Baer’s “Six-Piece Time to Win Framework.”
How and why you better change your approach to responding to client queries when you don’t have an immediate answer.
Jay’s unexpected success as a tequila influencer and educator.
…And more!

Resources:

Connect With Bill Cates:

Connect with Jay Baer:

About Jay Baer:

Jay Baer started his career in politics, as a direct mail specialist for a United States Senator.

After brief forays into government service (as a spokesperson), and environmental services (as a marketer for a garbage company), he stumbled upon the Internet back when domain names were still free.

Seeing and seizing a business growth opportunity, Jay created and sold multiple digital marketing and customer experience companies, including Convince & Convert, one of the world’s most successful digital strategy advisory firms.

In the early 2000s, Jay conducted a tour for the publication of his first book. This adventure ultimately spawned his career as a well-known keynote speaker and event host.

Because Jay was a strategist and advisor long before he was a professional speaker, his presentations are highly customized, and filled with useful frameworks and practical advice. Organizers bring him back time after time because he constantly writes new material, and audiences grow their businesses as a result of his advice.

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

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

To say that people have an emotional relationship with money would be an understatement!

While you may be a CFP, or a ChFC, or any number of the many certifications available in this industry, perhaps the most important thing you could do to serve your clients is obtain an PhD in psychology. (Smile)

Today, my featured guest and I are going to talk about some of the emotions both YOU and YOUR CLIENTS have around money – especially when the market and/or the economy are sagging or volatile.

Much has been written about the beliefs and emotions around the relationship with money that our clients bring with them, and its impact on the work we do.

That being said… YOUR beliefs and emotions around money will shape your thoughts, decisions, and ADVICE. For you and for your clients, these beliefs and emotions are often unconscious, but need to be considered in order to create the best possible plans and recommendations for your clients.

Your clients bring their money stress to you. How you receive that stress, how you handle your own money stress, and the energy you bring to youe client meetings can help you build the strongest possible client relationships.

In this episode, Referral Coach Bill Cates interviews Ellen Rogin CPA, CFP®, Abundance Activist, Financial Intuitive, and a New York Times best-selling author. This interview is an exploration of how your clients’ emotions and beliefs interact with your own emotions and beliefs – to either reduce or increase client stress.

Bill and Ellen discuss:

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

Resources:

Connect With Bill Cates:

Connect With Ellen Rogin:

About Ellen Rogin:

Ellen Rogin is a money expert and financial intuitive who helps people transform their relationships with money so they can have happier, more abundant lives. Her book, Picture Your Prosperity, was a New York Times bestseller, and her work has been featured on CNBC, ABC, NPR, TIME, and Oprah Magazine.

As a CPA and CFP®, Ellen worked for many years as a traditional financial advisor before selling her successful wealth management firm. She now combines her intuitive abilities and financial experience to connect with the energy of money and deliver “Messages from Money” to her clients. Sounds weird? It did at first to Ellen, too! Yet people worldwide have found her understanding of their relationships with money to be uncanny.

Ellen’s consultations help people gain insights on how to grow their businesses, expand their wealth, and bring an increased sense of peace around money. She is also a sought-after speaker and has trained and coached thousands of conscious financial advisors and entrepreneurs worldwide to use the “Art of Prosperity” to grow their businesses and their wealth.

Ellen serves on the Board of Directors for Metropolitan Capital Bank and Trust and The Ghana Scholarship Fund. She earned her MBA at NYU Stern School of Business.

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

September 6, 2023Education, Finance, Marketing, Speaking, UncategorizedAuthor, Client Acquisition Strategies, Client Meetings, Conferences, Divorce, Financial Advisors, Financially Savvy, Followers, Hosting Events, LinkedIn, Material Possessions, Meaningful Connections, Media Outlets, Morgan Stanley, Nicole Middendorp, Optimize LinkedIn Presence, Podcast, ROI, Spending Money on Experiences, Top Advisor, Wealth Management, Womentopadvisorpodcast

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.

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