Tag Archives: Engagement

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

February 28, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAuthentic, Blogs, Client Acquisition, Cold Calls, Commenting, Connection, Conversations, Empathy, Engagement, Financial Advisors, Household Income, Influencers, Instagram, LinkedIn, Mando Sallavanti III, Marketing Strategies, Messaging, Personal Brand, Personal Connection, Podcast, Profile Views, Prospecting, Real-Life Scenarios, Relatable Content, Target Market, Technical Information, Top Advisor, Values, Visibility, YouTube Videostopadvisorpodcast

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)

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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 #57 Achieving Rapid Business Growth as a Financial Advisor with Emanuel Jones II, MBA

January 31, 2024Education, Finance, Marketing, SpeakingAcquiring Clients, African-American Owned Companies, Anxiety, Atlanta, Beliefs, Business Entrepreneurship, Client Experiences, Clients, Compliance, Dealerships, Early Experiences, Education, Emanuel Jones, Engagement, Family Business, Financial Advisors, Financial Decisions, Financial Literacy, Flipping Houses, Georgia, Instagram, Investments, Jones and Company Wealth Strategies, Marketing, Multicultural Communities, Pandemic, Podcast, Properties, Prospects, Real Estate, Referrals, Regulations, ROI, Safeguards, SEC, Tenants, Top Advisor, Trust Banks, Wall Street, Wealth Strategy Companytopadvisorpodcast

For today’s featured guest, rapid business growth began with the belief that it was possible, followed by:

Keeping his pipeline full.
Avoiding pressure on himself.
Helping prospects feel valued and respected.
Accentuating financial literacy.
Avoiding rushing prospects into financial decisions.
Treating prospects and clients like royalty.

In this episode, Referral Coach Bill Cates interviews Emanuel Jones II, MBA, Founder of Jones & Co Wealth Strategies, about his journey from aspiring doctor to achieving rapid business growth through client acquisition as a financial advisor.

Emanuel shares strategies for providing a high-quality client experience. He also highlights the importance of building trust, emphasizing education, and discusses his unique approach to using social media (compliance approved, of course).

Emanuel & Bill discuss:

How Emanuel went from wanting to be a doctor, to starting several businesses, to finally doing what he was meant to do – helping others make smart financial decisions.
The lack of trust that many people have in financial institutions.
The important role financial advisors have in educating multicultural communities about the benefits and safety of investing.
How Emanuel’s emphasis on providing a unique and high-quality experience for clients leads to high-quality, unsolicited referrals – which, in turn, resulted in rapid business growth.
The tangible results Emanuel has experienced from his huge presence on Instagram.
…And more!

Resources:

RapidFire Referrals

Connect With Bill Cates:

Connect With Emanuel Jones II:

About Emanuel Jones II:

Emanuel Jones II is the founder of Jones & Co Wealth Strategies, a multi-cultural wealth strategies company based in Atlanta. Emanuel is a champion for financial empowerment and literacy for each personal finance client and the professional organization he serves. Proficient in financial planning, retirement planning, investments, and insurance, his goal is to help them secure the best financial legacy.

Based on the pillars of integrity, humanity, and financial strength, Emanuel was recognized by New York Life, one of the largest life insurance companies in the United States, as GO’s Top in Class and named its New Org Agent of the Year 2022. He is a 2021 AAMU RISE Campaign Platinum Award qualifier as well as a 2020 AAMU Black Excellence Campaign Gold Award winner.

Emanuel is an MBA graduate of Emory’s Goizueta School of Business and Johns Hopkins University. Emanuel is a Fiduciary & holds his FINRA Series 6, 7, 63 & 65 licenses. His specialty is working with small businesses, first-generation high earners, entrepreneurs, & corporate employees.

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

January 3, 2024Education, Finance, Marketing, SpeakingAwareness, Client Acquisition, Client Feedback, Client Journey, Engagement, Financial Advisors, Financial Planning, Interest, Kalli Fedusenko, LinkedIn, Onboarding Experience, Ongoing Relationship, Personalization, Podcast, Positive Client Experience, Prospect Experience, Referrals, Relationships, Social Media Reach, Top Advisor, Valuable Content, Website, YouTubetopadvisorpodcast

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:

RapidFire Referrals

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.

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Episode #41 Client Experience vs. Engagement: Strategies To Take Your Business To The Next Level with Julie Littlechild

May 10, 2023Education, Finance, Marketing, Speaking, UncategorizedAdvisors, Business Marketing, Client Engagement, Client Relationship, Engagement, Financial Advisors, Financial Growth, Marketing, Podcast, Referrals, Top Advisortopadvisorpodcast

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:

RapidFire Referrals

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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Financial Advisor New Client Onboarding Process: How to Deliver a “Wow” Experience With Rod Gibbings, CFP® (Ep. 16)

March 2, 2022Education, Finance, Marketing, Speaking, UncategorizedBill Cates, Client Onboarding, Engagement, IG Private Wealth Management, Referral, Referral Coach, Relationship, Rod Gibbings, Videotopadvisorpodcast

Having a very specific financial advisor new client onboarding process can get your relationship off to a great start – help them feel good about choosing you and create referrals early in the new relationship.

In this episode, Referral Coach Bill Cates is joined by Rod Gibbings CFP®, senior executive financial consultant with Gibbings and Associates Private Wealth Management. Rod discusses how he uses his proprietary Transition Navigator financial advisor new client onboarding process to deliver a wow experience. He also shares how he produces a regular flow of video messages to boost client engagement, gain new clients, and acquire more assets to manage.

Rod discusses:

Why he created the Transition Navigator for his new client onboarding process.
How he gets many great referrals within the first six months of a new relationship.
What prompted him to start recording videos to send to his clients and prospects
His amazingly simple production process for recording his videos.

Resources:

Radical Relevance by Bill Cates
Related Podcast Interview: Bryan Sweet’s 90-Day Dazzle Client Onboarding

Connect With Rod Gibbings:

Connect With Bill Cates:

About Our Guest:

As a Certified Financial Planner professional, Rod Gibbings provides sound financial advice and support for high net worth families and retirees. He specializes in the areas of intergenerational wealth transfer, comprehensive estate and retiree income planning. His philosophy is simple: “put people and service first.”

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Ep. #12: Using the “Wow Factor” to Maximize Client Engagement & Create Advocates with Scott Miller

January 19, 2022Education, Finance, Marketing, Speaking, UncategorizedBill Cates, Business, Customer Loyalty, Engagement, Referral, Referral Coach, Relationship, Scott Miller, Wells Fargo Advisorstopadvisorpodcast

An engaged client is someone who feels connected to your value and connected to you as an advisor.

Is your business truly maximizing client engagement?

In this episode, Bill Cates speaks with E. Scott Miller, Vice President and Investment Officer at Wells Fargo Advisors. Scott shares how he has created the “wow factor” in his business relationships, and how his client engagement strategy has led to incredible loyalty and, in many cases, a number of referrals.

Scott discusses:

The positive impact of using the ‘wow factor’ in your business
Some examples of how he has created incredible client engagement and loyalty
What he does differently in his business to build loyal business relationships
And more!

Connect With Scott Miller:

Connect With Bill Cates:

About Our Guest:

Scott Miller’s experience focuses on the construction and execution of investment strategies for long range retirement and estate planning strategies. His fee-based approach enables him to create tailored financial strategies to help meet specialized wealth management needs. He assists in the design and implementation of qualified retirement plans, and helps plan sponsors manage their fiduciary liability. He advises plan participants how to effectively allocate their retirement investments for maximum diversification and growth potential within stated risk parameters.

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