Tag Archives: Client Engagement

#79 Do You and Your Clients Need a Money Detox? with Tammy Lally

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

Are your money beliefs holding you back in your practice?

In this episode, Referral Coach Bill Cates interviews Tammy Lally, CMC®, LUTCF, a certified money coach, financial planner, TED speaker, and author of the book “Money Detox,” about the unproductive and limiting beliefs around money many financial advisors unknowingly harbor. Tammy brings invaluable insights from her years of experience and personal journey, including her TED Talk which has over 2.2 million views, about how to help financial advisors and their clients develop healthier beliefs about money.

You’ll learn how to recognize and address these limiting beliefs, the importance of emotional maturity around finances, how to shift your money mindset to attract more right-fit clients and leverage new opportunities, and practical strategies for creating stronger, healthier financial practices.

Tammy discusses: 

  • Her personal story and how it led to her TED Talk and book, “Money Detox”
  • The concept of money shame and how it affects financial decisions
  • How financial advisors can better understand their clients’ money stories and avoid unconsciously shaming them
  • The importance of curiosity and empathy in enhancing client relationships and financial outcomes
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Tammy Lally:

About Tammy Lally:

Tammy Lally is a Certified Money Coach, TED Speaker, and Author of Money Detox. She helps others master their finances by stopping the cycle of their money shame to rewrite their financial future. Tammy works with people to first conquer their emotions around money and then through a comprehensive financial plan. Tammy has 20 years of experience in the financial industry and 30 years of study in psychology, addiction, recovery, and spirituality. She brings a distinctive blend of financial industry experience, psychological knowledge, and spiritual consciousness to her work. Tammy offers a compassionate approach to money and money shame, which is truly powerful in helping her clients achieve transformative outcomes. Her signature “Money Detox” process is a seven-step journey that allows anyone to achieve financial freedom and joy. She works with individuals, couples, groups, and businesses and has helped thousands of people.

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#78 Maximize Your Referrals: The Secret to Becoming a Highly Referable Financial Advisor with Jeff Jackel

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

Creating a memorable client experience is key to standing out in the competitive world of financial advising.

How can you automate thoughtfulness and build emotional connections to boost referrals?

In this episode, Referral Coach Bill Cates interviews Jeff Jackel, Chief Strategy Officer and Co-founder of Client Giant, to share his expertise on how financial advisors can enhance their referability through personalized client experiences. 

By tuning in, you’ll discover the power of “automated thoughtfulness” and how it can lead to exponential growth in client engagement and referrals.

Bill and Jeff discuss: 

  • The core mission of Client Giant and how it aims to foster personal relationships over transactional ones
  • The principles of creating remarkable and memorable client experiences
  • Success stories of financial advisors who have significantly increased their referrals and revenue by investing in personalized client touches
  • The innovative technology and strategies used by Client Giant to automate thoughtful gestures, leaving a lasting impact on clients
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Jeff Jackel:

About Jeff Jackel:

Jeff Jackel is Co-Founder and Chief Strategy Officer of Client Giant, a tech-enabled client care and concierge service helping business owners and operators in the USA and Canada drive unparalleled repeat and referral business. 

Prior to this, Jeff was Co-Founder and CEO of Chatter Inc., a mobile technology company whose flagship product, BuzzMob (now Appletree) is a leading communication platform in education technology. 

With 15+ years creating and building businesses across a spectrum of competitive industries, Jeff has experience with every aspect from ideation to product development, capitalization, strategic planning, management, content marketing, social media and brand building.

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#77 Using Video to Attract, Engage, and Retain Your Ideal Clients with Katie Braden, CFP®

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

Video marketing is a powerful tool for financial advisors to build trust, provide value, and create meaningful connections with clients.

How can you effectively use video to attract clients and maintain strong client relationships?

In this episode, Referral Coach Bill Cates interviews Katie Braden, CFP®, Founder and Chief Video Officer of Advisor Video Marketing, to explore how financial advisors can effectively use video to attract new clients and strengthen current client relationships. 

By listening to this episode, you’ll learn actionable strategies and best practices for integrating video into your marketing and client engagement efforts, drawing from real-world examples and expert advice from Katie. 

Bill and Katie discuss: 

  • Different ways advisors can use video to enhance client experience and drive business growth
  • Overcoming common fears and obstacles in creating authentic and effective video content
  • Practical tips for setting up and optimizing your video environment for professional quality
  • Specific case studies showcasing how top-performing advisors are successfully using video to build trust and deepen client relationships
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Katie Braden CFP®:

About Katie Braden:

With 18 years in financial services, Katie Braden turned her passion for helping the industry evolve into Advisor Video Marketing. Her mission? To make video marketing accessible and enjoyable for financial advisors. She’s not just another consultant; she’s a pioneer who started one of the first virtual, fee-only financial planning firms. Katie has also consulted for financial professionals in over 35 countries.

She obtained her degree in photography from RMIT University in Melbourne, Australia, before returning to the U.S. and joining her mother’s RIA in 2006. Her credentials include being a CFP® professional, an InvestmentNews 40 Under 40 alum, and ongoing service on the CFP Board’s Women’s Initiative (WIN) Council. Through her workshops and services, she’s here to help you use video to improve your client experience and expand your reach.

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Episode #76 The Power of Total Client Relationships: Transforming Client Engagement for Exponential Growth with Tyson Ray, CFP®, CExP®, CIMA®

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

Building robust client relationships can lead to an increase in referrals, better client retention, and ultimately, a thriving business.

Do you do your financial planning in a vacuum, or do you consider all aspects of your clients’ lives as you work with them? 

In this episode, Referral Coach Bill Cates interviews Tyson Ray, the CEO and founding partner of FORM Wealth Advisors and author of the book The Total Relationship: Four Steps to Breaking the Mold, Transforming the Financial Advisor-Client Partnership and Building True Wealth.

With a nearly $1 billion portfolio, Tyson shares his innovative approach to planning that shifts everyone’s focus from performance metrics to building total relationships with clients. In this insightful discussion, learn how Tyson nurtures a client-centric culture, leverages team expertise, and drives engagement within his client relationships through a comprehensive and caring approach.

Bill and Tyson discuss: 

  • Tyson’s mission to shift the financial advisory industry’s perspective from performance to what he calls The Total Relationship with clients.
  • How Tyson starts all new client relationships using his 4 Key Pillars of The Total Relationship and how that impacts the client experience.
  • How Tyson has created an elite team that helped him capture almost $1 Billion in assets.
  • His decision to only work with clients willing to invest ALL of their assets with his firm and why he believes that’s best for the client.
  • How his practice changed once he realized he need to bring in a COO to manage his team of 17.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Tyson Ray:

About Tyson Ray:

Tyson Ray first learned about investing and the stock market during an economics class in his sophomore year at Badger High School, and at 16 years old, he decided to invest $100 into two different mutual funds. This was his first step on a path he continues to traverse today: using financial strategy to help make people’s lives better. He started his career in financial services after graduating from the Honors program at the University of West Florida and returning to Southern Wisconsin, where his family has lived for generations.

Over the past 25+ years, Tyson has sought to expand his knowledge and expertise through Yale School of Management, Investment Management Theory & Practice, CIMA Certification Registration Education Program, including obtaining the Certified Investment Management Analyst® (CIMA®) Certification and through the College for Financial Planning for the CFP® Certification, including obtaining CERTIFIED FINANCIAL PLANNER™ Certification. Tyson received his Certification in Business Exit Planning to better help entrepreneurs and business owners make the transition of selling their life’s work.

Tyson has been named a 2018-2024 Forbes Best-in-State Wealth Advisor, 2021-2024 Barron’s Top 1200, and a 2005-2024 Chairman’s Council Advisor. He’s also a member of the Financial Planning Association of Wisconsin, and has been recognized for his many philanthropic endeavors in the community, including the Invest in Others Global Community Impact Award and REP. Magazine’s Advisor with a Heart Award for Sustainable Charity for his ongoing work with the Ray’s non-profit, Children’s World Impact.

Tyson is devoted to his wife Jenny and their three children, Nelson, Austin, and Carson. When he has the opportunity, he enjoys spending time outdoors, hunting, fishing, and playing golf.

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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.

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Ep. #8: How to Ensure an Authentic Client Experience with Albert Fox CFP®, CIMA®

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

Financial advisors who focus on an authentic client experience, tend to form the strongest bonds with their clients – where the clients see their advisor as irreplaceable. 

In this episode, Referral Coach Bill Cates is joined by Albert Fox CFP®, CIMA®, executive director and financial advisor at Fox, Penberthy & Dehn. Al discusses how he worked to boost engagement with his clients and maintain truly authentic connections that maximize their client experience. Al also shares how he leverages those connections into introductions to more right-fit prospects.

Albert discusses: 

  • What keeps him performing as a top advisor.
  • What client engagement and an authentic client experience means to him.
  • How he has worked with his team to make authentic connections.
  • How he leverages a great client connection into new clients.

Connect With Bill Cates:

About Our Guest:

Albert A. Fox: Albert Fox CFP®, CIMA® is an executive director and financial advisor with Fox, Penberthy & Dehn, who works directly with high-net worth individuals, families, and small business owners to help them achieve their financial goals. He’s ultimate mission is to inspire a level of confidence in his clients’ financial well-being, so they may pursue their passions and enjoy and preserve the wealth they’ve created. Experience, insight, action. These intrinsic qualities serve as the foundation of Albert’s practice.

Connect With Albert Fox:

 

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Ep. #6: Client Appreciation Events: Using Retirement Parties to Grow Your Business with Joe De Sena, CFP®

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

Retirement is such a major milestone in everyone’s life. And while there is no shortage of ideas for client appreciation events, retirement parties are definitely one worth considering. Hosting one of these unique client events not only helps financial advisors create client loyalty for life, it also provides an excellent opportunity for reaching new qualified prospects.

In this episode, Bill Cates interviews Joe De Sena, CFP®, MBA, private wealth advisor at Siena Wealth Advisory Group, about how Joe has leveraged this event marketing strategy to build and extremely successful financial practice. 

Bottom Line: Joe De Sena’s retirement parties yield new clients almost every time. These are not just “feel-good” events. These are business-building client engagement, client appreciation events. 

In this episode, Bill and Joe discuss: 

  • The success Joe has found in hosting retirement parties for his clients – to help him exceed the $1 billion in AUM mark.
  • What it truly looks like to organize these client appreciation events, whether they are virtual or in-person.
  • How retirement parties lead to appointments with qualified prospects right at the event – without asking for them.
  • Other events Joe’s firm has used to enhance client engagement.

Connect With Bill Cates:

Connect with Joe De Sena

About Our Guest:

Joe De Sena CFP®, MBA is a private wealth advisor at Siena Wealth Advisory Group. Joe has been a financial advisor for 27 years. Joe is passionate about protecting his clients and their families from the unexpected. Joe loves to travel, read, run marathons and do charity work.

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