Tag Archives: Clients

Episode #58 Building Connections that Turn Into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting

February 14, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAlice Tang, Authenticity, Bill Cates, Clients, COI's, Community, Consultant, Decision-Making Processes, Discipline, Engage, Engagement, Experiences, Financial Advisors, Financial Planning Firm, Give Back, Hong Kong, Humble Beginnings, LinkedIn, Meaningful Comments, Millionaire Women, Monetized, Oregon, Podcast, Potential Clients, Prospecting, Referral Process, Relationships, Social Media, Strategy, Successful Women, Support, Target Marketing, Top Advisor, Top-Performing Advisor, True Self, Website, Womentopadvisorpodcast

Alice Tang, a highly successful financial advisor known for her passion for supporting millionaire women and helping the next generation achieve financial success.

It’s no secret that the affluent women’s market is a lucrative, ever-growing niche in the financial industry. This episode touches on this topic AND a whole lot more!

In this episode, Bill Cates interviews Alice Tang, ChFC®, MIM, Vice President and Partner at BPG Wealth Management LLC. Alice is a highly successful financial advisor known for her passion for supporting millionaire women, and helping the next generation achieve financial success.

This interview offers valuable insights into leveraging Centers of Influence, LinkedIn, strategic networking, and podcasting. Alice and Bill dive into the importance of strategy and discipline when targeting this unique demographic, and Alice shares practical advice for building authentic connections, creating impactful conversations. and nurturing relationships.

Alice also shares her inspiring personal journey from growing up in Hong Kong to becoming a successful financial planner in Oregon. She reveals how her podcast serves as a relationship-building tool with clients and shares tips on leveraging LinkedIn for business growth.

Bill and Alice discuss:

How Alice’s journey led her to focus on successful women and inspired her initiative, Women’s Million Dollar Conversations – featuring interviews with affluent women ($1M+) sharing insights on finance and empowerment.
Using podcast interviews as a way to build relationships with potential clients, and how it can lead to clients becoming guests (and vice versa).
Strategies to help financial advisors successfully monetize a podcast.
Her systematic process for maintaining productive relationships with key centers of influence.
The importance of having a strategy and being authentic on LinkedIn.
The need for discipline and consistency for engaging on LinkedIn, and creating meaningful conversations with others in the community.
… And more!

Resources:

Connect With Bill Cates:

Connect With Alice Tang:

About Alice Tang:

Alice Tang started her second career as a financial advisor in 2000. Many of Alice’s clients are female business owners and executives. She strives to be a leader and inspiration to professional women. Alice helps her clients define their relationship with money with a goal to achieve financial freedom by executing her financial planning process and leveraging tax-advantaged strategies. Her vision is a community full of confident and happy retirees, and it starts with women taking charge of their money. Alice has frequently spoken on the topic of “Why Women need to be In Charge of their Money” and “Your Network Your Prosperity – How to Build a Strong Network by Paying It Forward”.

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Episode #53 Using Financial Advisor Podcasts to Acquire Ideal Clients with Misty Lynch, CFP®

November 29, 2023Education, Finance, Marketing, Speaking, UncategorizedAnxiety, Attitudes, Beliefs, Budgets, Care, Careers, Certified Financial Planner, Certified Life Coach, Clients, Coaching Techniques, Conditioning, Credibility, Emotions, Entrepreneurship, Experiences, Families, Finances, Financial Advisors, Financial Decisions, Financial Habits, Financial Literacy, Financial Planning, Goals, Handling Finances, Happiness, Income, Informed Financial Decisions, Investment Management, Investopedia, Lawyer, Leads, Lifestyle, Misty Lynch, Money, Money Mindset, Money Stress, Networking, Personal Growth, Podcast, Positive Impact, Potential Clients, Recession, Referrals, Relationships, Social Media, Spending, Success, Top Advisor, Vulnerability, Women Business Owners, Word of Mouthtopadvisorpodcast

Have you ever wondered if the hosts of financial advisor podcasts actually get new clients from it? Is all the effort worth it?

And, by the way, do many of your prospects and clients seem to have limiting beliefs and mistaken assumptions about money?

In this episode, Referral Coach Bill Cates and his guest Misty Lynch, CFP®, author of the book Demystifying Money and host of the Demystifying Money Podcast have a lively discussion on these two (and other) topics.

Misty shares her journey from a financially struggling family to becoming a top financial advisor, highlighting the power of a positive money mindset.

She explains how her unique blend of financial planning and life coaching helps clients overcome financial challenges and make informed decisions.

Additionally, Misty discusses the power of financial advisor podcasts, and reveals how podcasting has helped her acquire more ideal clients and bring great value to many listeners.

Bill and Misty discuss:

Her personal story of how her interest in finance started in grade school and was solidified by her parents’ financial struggles.
Her decision to marry become both a Certified Financial Planner AND a Certified Life Coach.
Why she wrote her book Demystifying Money and how it serves as a credibility builder, lead magnet, and referral tool.
How she went from hosting a Radio Show to her current podcast, and how it helps her attract ideal new clients.
The two effective strategies to monetize financial advisor podcasts.
Her experience as the host of the television show HeartBroke, a money-makeover show with ten different couples – revealing their money mindsets and improving their financial situation.
…And more!

Resources:

Connect With Bill Cates:

Connect With Misty Lynch:

About Misty Lynch:

Misty Lynch, CFP®, is a personal finance expert and the Owner and CEO of Sound View Financial Advisors, LLC. Misty hosts the unscripted reality show HEARTBROKE and the Demystifying Money podcast. She is also the author of DEMYSTIFYING MONEY and a personal finance expert and resource for media outlets, including The New York Times, Cosmopolitan, CNBC, CNN, Investopedia, Real Simple, Student Loan Hero, and many others.

Investopedia named her one of the Top 100 Financial Advisors in 2021, and US News and World Report called her one of the 9 Women in Finance to Follow “because sometimes you need life advice, not just financial advice.”

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Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway

November 15, 2023Education, Finance, Marketing, Speaking, UncategorizedAccountants, Aligning Values, Attorneys, Benefits, Bill Cates, C-Suite Executives, Client Acquisition Strategy, Clients, Common Interests, Credibility, Curiosity, Financial Advisors, Financial Advisory Business, Follow-up, Helping Others, HR, Initial Conversation, Insights, Knowledge, Meetings, Partnership, Plant Directors, Podcast, Positive Impact, Prospects, Referrals, Spreading Value, Tax Preparers, Tax Strategists, Top Advisor, Webinarstopadvisorpodcast

While curiosity may have killed the cat, it didn’t hurt this advisor!

How about you? Have you developed a strong Curiosity Muscle? Do you exercise it often as you endeavor to bring more ideal clients into your business?

Curiosity will serve you well in this business:

You will meet new people.
You will serve your clients better by knowing more about them.
You will learn about other’s in your clients’ lives who could be candidates for your important work.

Today’s featured guest, Chris Ridgway, has attained rapid success in this business through personal observation, curiosity, and a strong belief in his value.

In this episode, Referral Coach Bill Cates interviews Chris Ridgway, Growth and Development Director & Financial Advisor with Northwestern Mutual. They explore the power of curiosity in the financial advisory industry, emphasizing the importance of being genuinely interested in people and their stories. Additionally, Chris shares his unique approach to client acquisition through observation and connection, finding common interests, and aligning values.

Bill and Chris discuss:

Curiosity as a valuable trait for financial advisors.
How Chris implements personal observation in daily interactions.
How to obtain the contact information of prospects, and the reason for follow-up after a conversation.
Chris’ unique “Pillar of the Community” approach to meeting CEOs and other high-level prospects.
How laying out your entire process and philosophy to Centers of Influence can help build trust and referability while creating productive COI relationships.
The power of nesting in a company to turbo-charge prospecting opportunities.
…And more!

Resources:

Connect With Bill Cates:

Connect With Chris Ridgway:

LinkedIn: Chris Ridgway

About Chris Ridgway:

Chris Ridgway is the Growth and Development Director & Financial Advisor at Northwestern Mutual.

Chris believes the starting point of any financial conversation should be with you — your life, your family, your priorities, and your goals. He will listen to what’s important to you and design a financial plan from multiple strategies specifically designed to help get you where you want to be.

Chris is committed to helping you get closer to your dreams. When you partner with him, you can expect a judgment-free, pressure-free environment with conversations that will be jargon-free. Chris strives to provide you with the best experience possible

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Episode #42 The Power of Effective Networking for Financial Advisors – with Michael Goldberg

May 24, 2023Education, Finance, Marketing, Speaking, UncategorizedAdvisors, Business Marketing, Centers of Influence, Clients, Connecting Correctly, Financial Advisors, Financial Growth, LinkedIn, Marketing, Marketing Activities, Mutually Beneficial Relationships, Networking, PEEC statement, Podcast, Referable, Referrals, Target Market, Time Blocking, Top Advisortopadvisorpodcast

“I tried networking once. It didn’t work!”

Yes! This is an actual quote from a financial advisor. Sad!

Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our own “community” of mutually beneficial relationships. And it can be done without ever going to a single networking event.

And don’t forget… It’s not called, “Net-sit” or “Net-eat.” It’s called “Net-work” for a reason. Forming a great network of folks who can help you build your business does take some effort. The good news is that most of the time that effort can be fun!

In this episode, Bill Cates interviews Michael Goldberg, author of Knock Out Networking as well as a consultant and trainer to financial professionals for decades.

With unusually fun and lively banter, Bill and Michael discuss:

How Michael’s career as an amateur boxer (hence “Knockout Networking”) informs how he helps advisors become successful networkers.
Why effective networking for financial advisors goes beyond just attending events, emphasizing that it’s a verb that can be applied in a variety of ways, including social media (LinkedIn, etc.)
How the pandemic made people more intentional about networking, and how that intentionality is helping advisors achieve better results.
Why and how focusing on a clear target market makes networking for financial advisors easier and more productive.
Michael’s three goals for networking events (if you do choose to go this route), and how to break the ice to have more meaningful conversations while you’re there.
The importance of preparation for networking events.
The difference between networking and selling, and how prospecting at events can be unattractive and off putting.
How to answer the dreaded, “What do you do?” with Michael’s PEEC Statement formula.
The importance of time blocking and owning your calendar to manage your time properly and make the most of networking activities.
…And more!

Resources:

Connect With Bill Cates:

Connect With Michael Goldberg:

About Michael Goldberg:

Michael Goldberg has helped financial advisors, brokers, agents, reps, wholesalers, and other sales producers add hundreds of thousands of dollars to their bottom line.

His firm Knock Out Networking, LLC is renowned as a speaking and training resource in the financial services industry. Described by clients as “dynamic and motivational”, Michael is a master at invigorating and engaging audiences. His knock-out style is “in your face” and high energy. His content is real world and can be applied immediately. Michael speaks at conferences and associations, runs sales meetings, and delivers results-driven programs on networking, referral marketing, and sales presentations.

“It’s all about Connection” – Michael Goldberg

Boxing, like networking, is a contact sport. The more and better connections you make, the more wildly successful you will be. The state of growing a business and gaining more market share for your top performers is becoming more challenging. Despite technology and all that it has allowed us to accomplish, those with the most contacts, the best relationships, and a greater understanding of how to utilize them will achieve the most success.

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Ep. #26: How to Target Millennials as Financial Advisory Clients with Ivory Johnson, CFP®, ChFC

August 3, 2022Education, Finance, Marketing, Speaking, UncategorizedAttracting Millennial Clients, Attracting Younger Advisory Clients, Bill Cates, Bitcoin, Clients, Cryptocurrency, Financial Advisor, Ivory Johnson, Podcast, Referral Coach, Social Media, Top Advisor Podcast, Wealth Managementtopadvisorpodcast

According to Forbes, “Millennials will hold five times as much wealth as they have today, and the group is anticipated to inherit over $68 trillion from their Baby Boomer parents by the year 2030. This will represent one of the greatest wealth transfers in the modern times.”

There are already approximately 618,000 millennial millionaires. Millennial millionaires make up approximately 2% of the total U.S. millionaire population. The majority of millennial millionaires have a net worth that ranges from $1 million to $2.49 million and fall between the ages of 34 and 37.

Due to inheritances, trusts and estate planning, there will be a steady flow of Millennials getting very rich soon.

The reality is that many millennials and younger clients with huge upside want to work with financial advisors, just not in the traditional way. And, you don’t necessarily have to hire younger associates to attract these younger clients.

In this episode, Referral Coach Bill Cates is joined by Ivory Johnson, CFP®, ChFC, and founder of Delancey Wealth Management. Ivory and Bill explain the importance of attracting a younger clientele, how to target millennials by adjusting your approach, and how this will benefit your business.

Bill and Ivory discuss:

Why Ivory believes it’s important to work with younger clients – especially the adult children of his older clients.
How to target millennials as advisory clients.
2 important questions Ivory asks every client in order to become more relevant and helpful to them.
How Ivory deals with younger clients and the fun part of working with them.
Why advisors need to have a social media presence to attract millennials.
Ivory’s optimism for technology and digital assets.
and more

Resources:

Connect With Bill Cates:

Connect With Ivory Johnson:

About Our Guest:

With over two decades of helping families and small businesses create and protect wealth, Ivory Johnson has seen the benefits of developing a financial game-plan. Ivory combines his extensive professional and academic experiences to diagnose an increasingly complicated world. He believes that if you can’t explain it, you don’t understand it, choosing the colloquial in favor of formal.

Ivory has a B.S. in Finance from Penn State University, is a Certified Financial Planner (CFP®), a Chartered Financial Consultant (ChFC) and has been recognized by the Global Blockchain Association and RIA DAC for his proficiency in blockchain technology and digital assets. He is also a member of the CNBC Financial Advisor Council made up of 20 high-level financial professionals, and regularly contributes articles to CNBC.com, and has been quoted in Investment News, the Wall Street Journal, Black Enterprise, Money Magazine, Kiplinger’s and other publications.

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