Tag Archives: Client Relationships

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

July 24, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAdvocates, Books, Budnick Wealth Management, Client Acquisition, Client Experience & Loyalty, Client Relationships, COI's, College Tuition Advising, Communicating Your Value, Creating Advocates, Credibility, Financial Advisor, Leadership, Life Balance, LinkedIn, Marketing, Michael Budnick, Nurses, Philanthropy, Podcast, Practice Management, Prospecting, Referrals & Introductions, Retirement Planning, Social Media, Target Market, Target Marketing, The Prosperous Nurse, Top Advisortopadvisorpodcast

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.

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

July 10, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors#Coaching, Accumulators, Asset Management, Authenticity, Bill Cates, Business Growth, Business Partnership, Client Acquisition, Client Experience & Loyalty, Client Relationships, Client-Centered Why Story, COI's, Communicating Your Value, Creating Advocates, Financial Advisors, Financial Planning, Future Goals, Ideal Clients, Industry Insights, International Work, Language Of Referrals, Leadership, Life Balance, Long-Term Vision, Market Segment, Marketing, Marketing Message, Niche Market, Personal Connection, Personal Stories, Philanthropy, Podcast, Practice Management, Professional Development, Prospecting, Radical Relevance, Rapport, Referral Coach, Referrals & Introductions, Retirement, Social Media, Specialization, Target Marketing, Top Advisor, Trusttopadvisorpodcast

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.

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Episode #64 Storytelling for Financial Advisors: How to Stand Out and Win More Ideal Clients with Jason Jenkins

May 8, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsActive Listening, AI, Authenticity, Business Marketing, Client Events, Client Experience & Loyalty, Client Relationships, COI's, Communicating Your Value, Creating Advocates, Emotional Resonance, Financial Advisors, Founders Story, Human Connection, Jason Jenkins, Leadership, Life Balance, Marketing, Philanthropy, Podcast, Practice Management, Prospecting, Prospects, Question Funnel, Referrals, Referrals & Introductions, Social Media, Target Marketing, Top AdvisorJack Hall

Your continued success is predicated on your continued relevance and becoming “the advisor of choice.” Sometimes, that’s easier said than done. However, one of the most effective ways to accomplish this and build lasting client relationships is through storytelling for financial advisors. Our guest calls this the Founders Story.

As artificial intelligence (AI) and the internet continue to transform the accessibility of financial information, creating a strong human connection has become more important than ever before.

Our featured guest, Jason Jenkins, delivers two critical strategies for connecting fast with prospects, and winning new, right-fit clients:

The Founders Story
The Question Funnel

Join Bill Cates and Jason Jenkins, Executive Vice President Of Sales at Simplicity Group, as they delve into the indispensable value of human connection and personalized storytelling for financial advisors .

Jason and Bill discuss:

How to use your The Founder’s Story as a powerful method to connect with clients.
A structured approach to craft your own story, and if you already have one, to make it even more impactful.
How to use a Question Funnel to elevate your client/prospect meetings – to bring more value and win new clients. Key skill sets for advisors to differentiate themselves to be successful in the future – both near and long-term.
The power of active listening and authenticity as part of storytelling for financial advisors.
…And more!

Resources:

Connect With Bill Cates:

Connect with Jason Jenkins:

About Jason Jenkins:

Founder of AssetLock and currently Executive Vice President of Sales at Simplicity Group Holdings, Jason has been in the financial industry for over 20 years and brings an independent, client-centered approach to the firm. Jason graduated from Westmont College in 1997 with a B.A. in Business & Economics. He later received his MBA from Point Loma Nazarene University in 2005.

In 2010, Jason was recognized by San Diego Metropolitan Magazine with the ‘Top 40 Under 40″ distinction, recognizing San Diego’s “Brightest Leaders of Today and Tomorrow”. Jason has also helped start a non-profit, the Human Factor Leadership Academy, that is helping educate underprivileged children in Ghana, Africa.

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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 #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis

January 17, 2024Education, Finance, Marketing, SpeakingApproach, Assets Under Management, Bill Cates, Brian Margolis, Client Events Philanthropy, Client Experience & Loyalty, Client Relationships, COI's, Communicating Your Value, Confidence, Consistency Pillars, Creating Advocates, Discomfort, Effectiveness Pillars, Financial Advisors, Financial Growth, Focus Management, Increase Productivity, Leadership, Learning Pillars, Life Balance, Marketing, Mental Energy, Pillar System, Podcast, Practice Management, Productivity, Productivity Giant, Prospecting, Referrals, Referrals & Introductions, Return on Investment, Revenue, Social Media, Strategic Pillars, Target Marketing, The Index Card Business Plan, Top Advisor, Top Advisor Podcasttopadvisorpodcast

It’s not an accident that Productivity and Proactive start with the same three letters.

Pro can mean For and Forward. I’m all for moving forward, how about you?

If you’re like most advisors, there are days where you feel very productive and know that you are moving your business forward. You probably have other days (too many?) where you’re simply being reactive. You’re doing things you know you need to do, but those days don’t often feel as rewarding.

Is it possible to go from a reactive practice to a proactive practice?

Is it possible to decrease your time working, while simultaneously increasing your revenue?

In this episode, Referral Coach Bill Cates interviews Brian Margolis, Founder of Productivity Giant and author of “The Index Card Business Plan.”

Brian and Bill explore the power of using pillars to maximize financial advisor productivity. Brian explains the three categories of pillars and shares strategies for overcoming internal resistance. He also emphasizes the importance of focus management and shares real-life success stories of advisors who have implemented The Pillar System.

Bill and Brian discuss:

The three pillars essential for financial advisor proactivity: activity/consistency, learning/effectiveness, and strategic.
How to identify skills with the highest ROI – so advisors can make intentional choices related to focus and skill development.
The role of support staff in helping advisors maintain the right habits for success.
The concept of focus management, which emphasizes the need to protect and manage one’s mental energy.
Real-life case studies of success where established advisors have transformed their businesses by focusing on specific pillars adapted to them – including one advisor who doubled their yearly AUM growth while working one less day per week.
The value of the Friday night feeling, indicating the satisfaction of completing key tasks as a reliable measure of success
…And more!

Resources:

Connect With Bill Cates:

Connect With Brian Margolis:

About Brian Margolis:

Brian Margolis is a former environmental scientist turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book “The Index Car Business Plan for Sales Pros and Entrepreneurs”

Brian’s Pillar System helps sales pros and entrepreneurs create a strategy so simple, it fits on an index card…but so powerful it’s helped create 7-figure earners and has been licensed by some of the largest companies in the world to train their teams.

Brian has been a partner or consultant in multiple ventures ranging from startups to national brands. He has worked with everyone from Shark Tank Entrepreneurs to Fortune 500 companies. Both his accomplishments and failures span a variety of industries.

In addition to his above work, and appearances on some of the largest business and sales podcasts in the world, he is still in the trenches having done thousands of individual coaching sessions with sales pros and entrepreneurs.

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Ep. #40 Explosive Growth and Getting Referrals Without Asking with Warren Brooks and Terry Parham Jr.

April 26, 2023Education, Finance, Marketing, Speaking, UncategorizedAdvisors, Business Marketing, Client Relationships, Financial Advisors, Financial Growth, Marketing, Podcast, Referral Strategies, Referrals, Social Media, Top Advisortopadvisorpodcast

Imagine that you are getting so many unsolicited referrals that your new prospective clients are willing to be placed on a 4-month waiting list to see you. A pipe dream? Not necessarily. Our featured guests on today’s show are experiencing this right now.

How are they getting so many referrals without asking? With strategic relationship building, minor celebrity status in their target market, and a dash of effective social media.

In this episode, Bill Cates interviews Warren Brooks and Terry Parham – Co-Founders of Innovative Wealth Building. They explain how they’ve built a steady flow of referrals without asking with a strong emphasis on building personal relationships with clients by going the extra mile.

Bill, Warren, and Terry discuss:

The success resulting from their rapid growth – $100M in assets in their first year of going independent.
Their focus on building relationships with the extended family members of their clients.
How going above and beyond for clients and building personal relationships is the reason behind their explosion of referrals without asking.
How giving back to the community through sponsorships and participation in events can help build “celebrity status” that generates continual interest.
How social media and their website actually converts prospects into clients.
…And more!

Resources:

RapidFire Referrals

Connect With Bill Cates:

Connect With Warren Brooks:

Connect With Terry Parham:

LinkedIn: Terry Parham

About Warren Brooks:

Warren Brooks is the President, Chief Executive Officer (CEO), and one of the co-founders of Innovative Wealth Building In a world of tough financial choices, Warren has been a beacon of knowledge for his clients since 1999.

Warren has started over 1,000 new clients in his career and has amassed an impressive amount of knowledge over the years. As a result, Warren has become locally renowned as the go-to planner for Federal Employees and widows/ widowers that are navigating one of life’s biggest challenges.

What’s possibly most impressive is the relentless dedication that Warren has shown his clients over the years. When Warren says he will be there you know that he will, even if that means driving across the country or hopping on an airplane.

Prior to becoming a financial planner, Warren honorably served 24 years in the United States Navy and retired as a Senior Chief Petty Officer. Additionally, Warren graduated from the University of Maryland University College with a Bachelor’s degree in Business Management.

About Terry Parham:

Terry is the Chief Financial Officer (CFO) and one of the co-founders of Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a: Financial Planner, Corporate Trainer, and District Manager. Terry loves to talk about investments and also enjoys diving into the weeds of retirement income planning. When he’s not working directly with clients, Terry spends time mentoring other advisors and presenting financial education to individuals and organizations.

Terry graduated from St. Lawrence University with a double major in Economics and Psychology and a minor in Mathematics. Always on the quest for knowledge, Terry has earned the following certifications: Certified Financial Planner (CFP), Chartered Financial Consultant (ChFC), Wealth Management Certified Professional (WMCP), Retirement Income Certified Professional (RICP), and Chartered Life Underwriter (CLU).

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