Case Studies | Top Advisor Podcast

If you think numbers and charts are enough to win clients, think again.

In this episode, Referral Coach Bill Cates interviews renowned author and speaker Mitch Anthony about the decisive role of storytelling and life-centered financial planning.

Mitch shares how neuroscience has proven that emotional connection, not just data, drives decisions, and how financial advisors can uncover deeper client relationships through meaningful conversations.

He also unpacks the real promise advisors should be making, that is, helping clients get the best life possible with the money they have.

Mitch and Bill Discuss:

How story-based communication triggers emotional engagement and decision-making better than logic-heavy pitches
Why advisors should uncover the client’s story before telling their own, and how that builds trust
The importance of using relatable metaphors to explain complex financial concepts
The shift from ROI-focused advising to Return on Life (ROL) and values that can’t be easily compared
Simple but profound questions advisors can ask to build deeper connections without taking more time
…And more!

Highlights:

[00:04:15] Mitch defines “storyselling” and why it works so well
[00:14:30] The mistake most advisors make with stories – and how to fix it
[00:26:10] What life-centered planning really means (hint: it’s not just about the numbers)
[00:38:45] How to shift your discovery process to focus on “return on life”
[00:48:00] Mitch’s advice to advisors looking to deepen client loyalty

Sponsors:

EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide

Connect With Mitch Anthony:

Resources:

Connect With Bill Cates:

About Mitch Anthony:

For more than two decades, Mitch and his team have provided training and development for both individual advisors and major organizations throughout the world. Mitch personally consults with firms around the world on both life-centered financial planning and relationship development.

Mitch is a consistently top-rated presenter who has spoken around the world, from private client events to audiences of more than 10,000. He has been named “one of the most meaningful speakers in financial services today” and hailed as one of the industry’s top “Movers & Shakers” for his pioneering work. Along with Texas Tech University, he has developed a certificate program in Life-Centered Financial Planning.

Mitch is a sought-after expert for the media and a regular columnist for Financial Advisor magazine. His columns have appeared on CBS MarketWatch and in the Journal of Financial Planning. Mitch is also host of the daily radio feature, The Daily Dose, heard on over 100 radio stations nationwide.

StorySelling for Financial Advisors, cited by Financial Advisor magazine as the number one “must-read” book for financial professionals, is an industry standard. In addition to The New Retirementality (now in its 5th edition) and Your Clients for Life, Mitch is the author of many groundbreaking books for advisors and consumers, including Defining Conversations, The Financial Professional’s StoryBook, Your Client’s Story, Selling with Emotional Intelligence, The Financial Lit-Kit (The Cash in the Hat, The Bean is not Green, and Where Did the Money Go?), and Life-Centered Financial Planning.

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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.

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Tag Archives: Case Studies

#99 – What Every Advisor Needs to Know About Storyselling and Life Planning with Mitch Anthony