Tag Archives: Client Acquisition

Episode #74 How Target Markets and Work-Life Balance Drive Client Growth with Chad Hufford



If you think work-life balance is hard to achieve, you’re probably right.

With that said, THIS advisor has done it. His path to success is amazing!

The strategic decisions he made early in his career have allowed him to build a practice and a life that many aspire to.

In this episode, Referral Coach Bill Cates interviews Chad Hufford, owner of Veritas Wealth Management and bestselling author of “Forging Financial Freedom,” to discover how he built a successful financial practice that prioritizes both high achievement and personal freedom through work-life balance.

Chad reveals the critical early decisions that shaped his business, the importance of having a specific target market, and his unique approach to client responsiveness.

Bill and Chad discuss: 

  • How Chad established work-life balance as a priority at the beginning of his career and made some hard choices to fully live out his vision.
  • The importance of a well-defined target market for achieving exponential growth.
  • Chad’s unique perspective on being responsive to clients without being constantly available. (You will probably envy what he’s created here.)
  • The role of podcasting in Chad’s marketing strategy, and his plans for future growth.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Chad Hufford:

About Chad Hufford:

Born and raised in Anchorage, Alaska, Chad grew up in the financial industry, learning under his father, Steve. Chad graduated from the University of Alaska, and seeing the great need for holistic financial advice and coaching, he opened his own financial service practice in 2007 in Anchorage, Alaska, and now serves clients and their families across the US.

He founded Veritas in 2014 as he continued to expand his team and services. Soon after Veritas opened its doors, Chad began his relationship with Ramsey Solutions as Dave Ramsey’s SmartVestor Pro and is the longest-tenured Ramsey SVP in Alaska.

With a strong background in athletics, Chad brings a coaching mindset and the heart of a teacher to financial planning and investing as he strives to both empower and educate his clients on their journeys to financial freedom and independence.

Chad and his wife, Tiffany (also a life-long Alaskan), have been blessed with six wonderful children. Tiffany stays busy homeschooling the kids, and the whole family is very involved in their church and local community.


Episode #70 Strategic Email Marketing for Financial Advisors with James Pollard



Is email marketing for financial advisors dead?  Not by a long shot!

Are there productive and unproductive ways to use email in your marketing process?  You bet!

Email is still an effective and affordable marketing/prospecting tool that – if used correctly – can contribute significantly to your new-client growth. 

Discover the secret to leveraging the potent power of personalized email marketing for financial advisors!

In this episode, Referral Coach Bill Cates interviews James Pollard, the host of The Financial Advisor Marketing Podcast and founder of TheAdvisorCoach.com.

Discover the secrets to cutting through the email clutter, attracting Right-Fit Clients™, and leveraging email to increase your revenue without boosting marketing expenses. 

Bill & James discuss:  

  • The myth that email marketing for financial advisors is dead and revealing its unparalleled efficiency in the financial advisory realm.
  • Getting started with email marketing, including the critical steps to follow in order to achieve success.
  • The crucial role of personalizing your emails and the significant impact it can have on client engagement and relationship building.
  • The most effective subject lines for email marketing campaigns.
  • The biggest mistakes advisors make with email marketing.
  • Strategic calls to action and maximizing conversion rates.
  • Addressing objections and building trust with potential clients.
  • … And more!

 

Resources: 

Connect With Bill Cates:

Connect With James Pollard:

 

About James Pollard:

James Pollard is the host of the “Financial Advisor Marketing” podcast, which boasts over 250 episodes specifically crafted to assist financial advisors in client acquisition.

He is also the founder of TheAdvisorCoach.com, a leading resource in the financial advice industry known for its extensive business-building information. Since 2015, his products and services have aided over 50,000 financial advisors in expanding their clientele.

James’ expertise has been featured in esteemed publications such as Forbes, Financial Advisor Magazine, and The Journal of Financial Planning.

In addition, he has had the honor of addressing financial advisor groups worldwide, engaging audiences ranging from small, intimate gatherings of ten to large conferences with thousands of attendees.


Feature

Episode #69 Growth Through Books and Financial Advisor Target Markets with Michael Budnick



When it comes to financial advisor target markets, one proven strategy to create extraordinary success in your business is to be crystal clear and laser focused on your Right-Fit Clients™.

That’s exactly what our guest has done to build his successful advisory practice.  

And one tool he uses to demonstrate his focus, credibility, and wisdom is a book – a book written specifically for his target market.

Michael Budnick, International Bestselling Author and Holistic Financial Planner, exemplifies this approach, targeting a specific demographic with tailored services and thought leadership. 

In this episode, Michael shares his unique story and lessons learned in building his business. He demonstrates the importance and value of focusing on a specific target market, and the role of his books in attracting new clients.

Bill & Michael Discuss:

  • Michael’s transition from corporate work to establishing Budnick Wealth Management, specializing in retirement planning and college tuition advising
  • The creation of his books, including The Prosperous Nurse, and how they serve as tools for credibility and client acquisition.
  • His strategic focus on nurses as a target market due to their caring nature and the practical business opportunities they present.
  • The benefits of having a clear financial advisor target market, such as becoming an opinion leader and creating more effective client communication.
  • The various methods he uses to promote his books and attract new clients, including LinkedIn campaigns, book signings, and leveraging client advocates.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Michael Budnick:

 

About Michael Budnick:

Michael Budnick is a holistic fiduciary investment adviser with Royal Fund Management. Michael has specialized in investment and retirement planning for over 25 years. His mission is to help his clients define how they want to live their retirement, and then help them realize those goals by creating a retirement strategy that is unique to them.

Previously, Michael served as Vice President for Great-West Retirement Plan Services, at that time a $41.5 billion institution. Michael managed and supervised all the company’s account executives and administrative staff in his Houston, St. Louis, and Oklahoma City offices. His leadership brought about an expansion of $1.2 billion of new assets under management for the firm. As a result, a new 16th region was created to better serve the expanded client base. These new clients included the Cities of Houston and Austin and the State of Oklahoma. As VP, Michael was responsible for the high-level management of $2.2 billion in assets and 55,000 plan participants.

In addition to helping people plan for retirement, Michael also focuses on preparing for the costs of college. As the founder of College Tuition Advisors, Michael works with students and parents to create a strategic plan for paying for college without jeopardizing their future. His goal is to ensure that every family can provide higher education for their children without endangering their finances or future retirement goals.

Michael holds life and health insurance licenses in Texas and California and has passed the Series 65 securities exam. He also has been a College Financial Planner for over 10 years and a licensed real estate agent.

Michael enjoyed a wide range of exciting hobbies, including hiking, roller and ice skating, snow and water skiing, football, horseback riding, mountain biking, and travel. These adventures are all being put on hold for the next few years, as Michael’s free time has been fully absorbed in learning a completely new set of skills: that of being a parent, with his partner Andrea, of their wonderful baby girl, Sarah Michele, born January 14th, 2019.


Episode #68 Crafting Your Origin Story to Build Trust and Finding Your Niche Market with Dan Brothers, CFP®



Do you have an “origin story”? Are you using it to attract more Right-Fit Clients™ and become more referable?

Have you figured out how to find your niche market – specifically one that’s clearly defined and profitable? Have you moved away from prospecting to attracting people to you?

In this episode of Top Advisor Podcast, host Bill Cates interviews financial advisor Dan Brothers, CFP®, who shares his insights on using his origin story to build rapport and trust with clients. Dan also reveals his strategy for selecting and focusing on a clear target market, that has propelled him to the top echelon among his peers.

Bill & Dan discuss:

  • Utilizing your “Origin Story” to connect with clients and prospects on a personal level
  • The importance of being genuine and authentic in how you communicate your value to prospects and clients.
  • Factors to consider when trying to figure out how to find your niche market in financial advisory.
  • His decision to focus on a niche market of individuals nearing retirement and the subsequent choice of a second niche to focus on asset accumulation.
  • The role of his wife, Ashley Brothers, in defining her own niche with blue-collar-millionaires.
  • …And so much more!

 

Resources: 

Connect With Bill Cates:

Connect With Dan Brothers:

 

About Dan Brothers, CFP®:

Originally from Wappinger Falls, NY, Dan Brothers began his career in 2009. After seeing firsthand what can happen to families after catastrophic loss, Dan joined became an advisor to ensure he would be able to do everything in his power to help individuals and families prepare for what lies ahead.

Dan has built his practice in the North Shore of Boston over the last decade plus. The practice is focused on individuals and families within 5 years of their desired retirement goals.


Episode #59 Strategic LinkedIn Prospecting for Financial Advisors with Armando (Mando) Sallavanti III, CFP®, CLTC®



Are you producing results with LinkedIn? Or do you wonder why you even have an account?

I’ve run into very few advisors who are seeing a straight line to ROI with their activities on LinkedIn.

Mando Sallavanti is clearly an exception!

Effective LinkedIn prospecting for financial advisors requires more than just creating a profile and posting content. It also requires a strategic approach to engaging with your target audience, building relationships, and converting prospects into clients.

In this episode, Referral Coach Bill Cates interviews Armando (Mando) Sallavanti III, CFP®, CLTC®, SaaS’s Financial Planner. Mando shares his journey to success as a financial advisor using LinkedIn. Mando emphasizes the power of authenticity and active engagement on the platform, making 70 comments per day to attract potential clients. (Say what?) And he focuses on creating conversations and building relationships by engaging with influencers in his target market.

Bill and Mando discuss:

● His experience of pursuing his natural market, hiring a marketing agency, and using automation on LinkedIn, which didn’t yield results.
● His decision to shift how he approaches LinkedIn prospecting for financial advisors, and how he discovered his target market in the tech sector.
● The importance of using real-life scenarios and examples in content to make it relatable and resonate with the intended target audience.
● The strategy of making a high number of comments on LinkedIn as a prospecting method to generate opportunities.
● How LinkedIn’s algorithm rewards commenting activity and the importance of striking up conversations with others on the platform.
● Tips on identifying influencers within his target market.
● …And more!

Resources:

● RapidFire Referrals
● Ep. #49 – LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss

Connect With Bill Cates:

● BillCates@referralcoach.com
● Referral Coach Homepage
● Hire Bill for Coaching
● Enroll in The Cates Academy™

Connect With Mando Sallavanti III:

● LinkedIn: Mando Sallavanti III
● asallavanti@financialguide.com

About Mando Sallavanti III:
Mando Sallavanti III is a Certified Financial Planner (CFP) based out of MassMutual Greater Philadelphia. Mando made a mark as the youngest-ever Blue Chip Council qualifier in the company’s history in 2021. His notable accolades include securing titles such as “Rookie of the Year” and “New Advisor of the Year” in 2021. With a primary focus on serving individuals in the Tech sales or SaaS sectors, Mando has skillfully leveraged LinkedIn as a pivotal tool in his professional journey, boasting an impressive following of over 19,000 individuals.

Armando Sallavanti is a registered representative of and offers securities and investment advisory services through MML Investors Services, LLC. Member SIPC. Supervisory Office: 2 Bala Plaza, Ste 901, Bala Cynwyd, PA 19004. Tel: 610.766.3000. Sallavanti Financial Services Co. is not a subsidiary or affiliate of MML Investors Services, LLC. or its affiliated companies. MassMutual refers to Massachusetts Mutual Life Insurance Company (Springfield, MA 01111-0001)


Episode #55 Tracking Success: Measuring the Impact of the Client Journey in Financial Planning with Kalli Fedusenko



Are you winging it when it comes to serving your client all along the client journey?

Or do you embrace and follow a clear strategy for enhancing client and prospect experiences and establishing strong relationships with them throughout the entire client journey? 

Attending to all phases of the client journey will always be the fuel to your success.

In this episode, Referral Coach Bill Cates interviews Kalli Fedusenko, Founder of KalliCollective. They explore the crucial aspects of building relationships with clients and prospects via the powerful client journey process. She Kalli delves into the stages of the client journey and the power of online platforms in your marketing. Also, KellyShe also discusses surprising topics to share that resonate with clients.

Bill and Kalli discuss: 

  • The different stages of the client journey and what to monitor.
  • Viral content delivered by advisors – specific success examples.
  • The links between the client journey, client experience, and marketing.
  • Why to keep sending your clients back to your website (where YOU control content and experience) rather than just your social media.
  • Strategies for boosting website engagement and follow up.
  • The importance of making your website your content hub for prospects and clients.
  • Why personal content creates the biggest impact with clients.
  • Specific examples and case studies showcasing successful results.
  • The value and risks of posting stock content.
  • Strategies for making it easier for clients to refer advisors.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Kalli Fedusenko:

About Kalli Fedusenko:

Kalli Fedusenko is the founder of KalliCollective, a firm specializing in marketing for the financial services industry.

With over 10 years of experience in the financial planning industry, a former position as Digital Marketing Coach For The FPA, and being formerly licensed with the series 7 & 63, Kalli can provide you with an insight and understanding into your practice and objectives. She specializes in brand strategy, web content strategy, video content planning, and more. This powerful combination of creativity and strategy makes Kalli the most effective guide to give your brand a voice.


Feature

Ep. #18 – How to Produce Results at Levels Most Advisors Dream of With Robert Petrocelli



If you ever doubted that hard work, along with a competitive mindset doesn’t pay off, you will want to listen to this episode.

In this episode, Referral Coach Bill Cates talks with Bob Petrocelli, founder and managing director of Petrocelli Financial Services, LLC. With 42 years in the business, Rob will discuss what has brought him to the top of his game and kept him there for many years.

Robert discusses how: 

  • his business is growing from meeting with accountants and attorneys to create productive relationships
  • his key staff person supports his process for client acquisition
  • he uses his competitive nature shows up in his business
  • one of his largest clients came to him from cold calls

Resources: 

Connect With Robert Petrocelli, Jr.:

Connect With Bill Cates:

About Our Guest:

Since 1979, Robert Petrocelli, Jr. has been providing holistic financial strategies to business owners, individuals, and families that help them protect their assets and meet their long-term financial objectives. Building his own business from the ground up, he has a complete understanding of what it takes to create and conserve wealth while managing the taxation of income and assets during the working years and in retirement. His experience and ongoing education have provided him with great expertise in all areas of estate planning, employee benefits design and management, and investment services.