Tag Archives: Financial Advisors

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



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:

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 #51 Creating Interesting, Edgy, and Authentic Content Marketing for Financial Advisors That Turns Prospects into Clients with David B. Armstrong, CFA



This is an interview you don’t want to miss.

David Armstrong, CFA has found a way to message his value and attract new clients who are perfect for his business.

He does it in a genuine, compelling, and slightly fun way. 

In this episode, Referral Coach Bill Cates interviews David Armstrong, President & Co-Founder of Monument Wealth Management. They explore the importance of finding the right fit with clients and the value of clear and compelling messaging. They talk about the role of differentiation in the financial industry and the benefits of content marketing for financial advisors.  

Bill and Dave discuss: 

  • The importance of differentiation and how to convey that to prospective clients.
  • Why losing a client can be a “gift” to the firm.
  • The powerful crossroads where Digital Marketing & Referrals come together to produce a flow of ideal clients.
  • How Dave and his team incorporate humor into their website and marketing materials to create an authentic and relatable brand.
  • Dave’s decision to bring dogs to the office, the positive response from clients, and the impact on the firm’s culture and branding.
  • How Dave’s outspoken “critic” of the financial services industry has become a magnet for great clients.
  • Reasons for starting a podcast as a means to better communicate important information and connect with clients.
  • How the right content marketing for financial advisors can be used to generate a clear and tangible ROI.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Dave Armstrng:

About our guest:

Dave Armstrong discovered his passion for finance in his mid-20s. Unable to spend money over several different deployments while serving in the Marine Corps, he became a self-taught investor. He proudly remembers his investing performance to be, “Along with a few bucks of cash income as a bouncer, good enough to pay for a graduate degree, a new car, and two years of living expenses.”

After returning home from active duty for an MBA at his alma mater, the University of South Carolina, Dave became a CFA Charterholder and started working at a large Wall Street firm in New York City. After 8 years, it became abundantly clear to Dave that the financial services industry was drowning in a sea of sameness. He felt that true wealth planning either didn’t exist or was nothing more than a smokescreen to generate a generic asset allocation and sell products. Creativity was nonexistent, the culture was focused on shareholder profits first, and advisors were accountable to sales managers, not their clients.

He was unimpressed, to say the least—and very, very bored. So, fed up with it all, he co-founded Monument Wealth Management in May of 2008 and experienced a very real-life example of the difficulty in market timing.

Dave is a combat veteran and served as an officer in the United States Marines Corps on both active duty and in the reserves, retiring at the rank of Lieutenant Colonel. He proudly tackled his post-retirement, mid-life crisis head-on by journeying out on a solo, month-long backpacking trip along the Pacific Crest Trail which totaled over 200 miles through the California Sierra Mountains.

He currently hosts the OFF THE WALL podcast with co-host Jessica Gibbs, where they interview top experts on topics aimed at helping founders and high-earning execs build wealth with purpose.

He also currently serves on the Board of Directors for the Marine Corps Heritage Foundation which stewards the National Museum of the Marine Corps in Quantico Virginia, The Community Foundation for Northern Virginia and The Station Foundation which assists Special Operations warriors navigate the rough terrain of transition and reintegration back to civilian life.

His passions outside of work are fostering dogs for the Lab Rescue of Central Potomac, cheering on his beloved Gamecocks, quoting 80’s movies, and scoring under 100 on the golf course. His two current hobbies are hosting the Moments in Leadership podcast, where he conducts long-form interviews with senior military leaders, and Ham Radio but admits that could change at any moment because his wife Sara keeps calling him a dork.


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Episode #50 How Advisors Can Reverse a Client’s Negative Relationship with Money with Ellen Rogin, CPA, CFP®



To say that people have an emotional relationship with money would be an understatement!

While you may be a CFP, or a ChFC, or any number of the many certifications available in this industry, perhaps the most important thing you could do to serve your clients is obtain an PhD in psychology.  (Smile)

Today, my featured guest and I are going to talk about some of the emotions both YOU and YOUR CLIENTS have around money – especially when the market and/or the economy are sagging or volatile.

Much has been written about the beliefs and emotions around the relationship with money that our clients bring with them, and its impact on the work we do.

That being said… YOUR beliefs and emotions around money will shape your thoughts, decisions, and ADVICE. For you and for your clients, these beliefs and emotions are often unconscious, but need to be considered in order to create the best possible plans and recommendations for your clients.

Your clients bring their money stress to you. How you receive that stress, how you handle your own money stress, and the energy you bring to youe client meetings can help you build the strongest possible client relationships. 

In this episode, Referral Coach Bill Cates interviews Ellen Rogin CPA, CFP®, Abundance Activist, Financial Intuitive, and a New York Times best-selling author. This interview is an exploration of how your clients’ emotions and beliefs interact with your own emotions and beliefs – to either reduce or increase client stress.

Bill and Ellen discuss: 

  • The biggest mistake advisors make during client meetings.
  • A study that demonstrates that when a client is fearful about their money, their IQ goes down, along with their capacity to make intelligent decisions. 
  • The emotional aspects of people’s relationship with money, and how it affects both advisors and clients.
  • Why a down or volatile market can be the best time for acquiring new clients.
  • How most advisors stay on the surface with their clients when digging a little deeper will serve both the client and the advisor. 
  • Why advisors should regularly check in on clients’ fears and concerns to provide ongoing support and reassurance. 
  • Why advisors need to bring intentional energy to their client meetings.
  • How advisors can thrive and grow their businesses during economic downturns.
  • The benefits of practicing gratitude, such as lower stress, longer life, better health, and increased income.
  • How your acts of generosity can reduce stress and attract more business.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Ellen Rogin:

About Ellen Rogin:

Ellen Rogin is a money expert and financial intuitive who helps people transform their relationships with money so they can have happier, more abundant lives. Her book, Picture Your Prosperity, was a New York Times bestseller, and her work has been featured on CNBC, ABC, NPR, TIME, and Oprah Magazine.

As a CPA and CFP®, Ellen worked for many years as a traditional financial advisor before selling her successful wealth management firm. She now combines her intuitive abilities and financial experience to connect with the energy of money and deliver “Messages from Money” to her clients. Sounds weird? It did at first to Ellen, too! Yet people worldwide have found her understanding of their relationships with money to be uncanny.

Ellen’s consultations help people gain insights on how to grow their businesses, expand their wealth, and bring an increased sense of peace around money. She is also a sought-after speaker and has trained and coached thousands of conscious financial advisors and entrepreneurs worldwide to use the “Art of Prosperity” to grow their businesses and their wealth.

Ellen serves on the Board of Directors for Metropolitan Capital Bank and Trust and The Ghana Scholarship Fund. She earned her MBA at NYU Stern School of Business.


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Episode #49 LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss



I’m willing to wager that you and your marketing team have no clue how the LinkedIn algorithm works.

And because of that, you are wasting precious resources (time and dollars) on posting content that hardly anyone sees. So, what are the best strategies on LinkedIn for financial advisors to get their posts seen?

LinkedIn has a different business model than most other social media platforms. Therefore, how you use LinkedIn for business growth requires a unique strategic approach. 

In this episode, Bill Cates interviews Richard Bliss, CEO of BlissPoint and Author of DigitalFirst Leadership. They explore 3 big topics around LinkedIn for financial advisors, designed to help you turn the social media platform into an effective business-building tool:

  1. How the LinkedIn algorithm works and how you can use this knowledge to your advantage for better results.
  2. How to expand your reach and enhance your credibility without having to make posts (therefore, saving you the headache of getting compliance to approve your content creation).
  3. A little-known strategy for reaching hard-to-reach prospects.

In this eye-opening session, Bill and Richard discuss: 

  • Why videos and clip art often work against you on LinkedIn while “real photos” of achievements or personal moments generate significantly more engagement.
  • The factors that determine the value of a post – from engagement metrics like Likes and Comments to the ever-important Dwell Time.
  • The power of a “commenting strategy” that engages with others’ content in a way that leads to new connections and meaningful conversations.
  • How to position yourself as a trusted authority on LinkedIn and increase your profile views exponentially.
  • The power of mentioning prospects in your posts and effectively addressing their pain points – leading them to engage with you in a conversation. 
  • The detrimental impact of “posting and ghosting,” and how engaging in conversations within the first hour of posting can boost your impressions by 30%. 
  • The fact that if you get 10 meaningful comments to one of your posts with the first hour, LinkedIn will guarantee 1,000 impressions. 
  • The most effective way to reach out to high-value prospects on LinkedIn for financial advisors to gain their attention, have them connect with you, and start a meaningful conversation.
  • … And so much more!

 

Resources: 

Connect With Bill Cates:

Connect With Richard Bliss:

About our guest:

Richard Bliss is the founder of BlissPoint Consulting, a social media consulting company that helps improve executives’ online communications and sales teams’ social selling behaviors. A LinkedIn Top Voices Influencer, experienced executive communications manager, and social media coach, Richard has helped thousands of people master social media tools and become fluent in social conversations.


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Episode #48 Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham



This may be one of the most important interviews we’ve done since the inception of Top Advisor Podcast.

The very best advisors know that their job is more than managing investments or selling insurance.  The very best advisors are increasingly focused on Longevity Planning for the Baby Boomer clients.

These advisors prioritize building strong, meaningful connections with their clients, getting to know their individual life stories, and providing guidance through critical life-changing events.

In this episode, Referral Coach Bill Cates and Steve Gresham delve into the fascinating world of longevity planning and the importance of being prepared for unexpected events. As advisors, it’s crucial for us to anticipate these events and help our clients navigate through them with expertise and care.

You’ll hear real-life examples of advisors who have let their clients down in this area as well as examples of advisors who showed up big time for their clients. 

But it doesn’t stop there. Bill and Steve explore the growing demographic wave of older individuals and the unique challenges they face. Longevity planning is not something to be taken lightly.

Steve Gresham & Bill Cates discuss: 

  • The concept of “family conversation” and why it is important for advisors to have the courage to engage with their clients.
  • The 7 moments that matter in a client’s life AND the 7 phone calls every advisor should be prepared to receive.
  • Why clients may hesitate to share personal health information with their advisors due to concerns about empathy and a safe space.
  • The life events that may be a surprise to clients – but not to their advisors – who should be prepared and experienced in dealing with them.
  • How financial advisors can ensure that they are addressing the concerns and needs of aging clients, even if the clients may feel hesitant to share personal health information.
  • What longevity planning is, and key issues to consider when creating a longevity plan for clients.
  • Stories of success and failure in longevity planning.
  • …And so much more!

As always, this episode is packed with valuable information and practical strategies for financial advisors to better serve their clients. So, get ready to learn the secrets to success in the world of longevity planning as we dive into an engaging conversation with Steve Gresham. 

Resources: 

Connect With Bill Cates:

Connect With Steve Gresham:

About Steve Gresham:

Steve Gresham is a leader in understanding trends facing the wealth management industry.

Steve is the Chief Executive Officer of The Execution Project, which provides engaging content and executive consulting services to help firms and their advisors meet the needs of the retiring age wave. He is also the managing partner of the premier executive community in the financial services industry, Next Chapter, and acts as a senior educational advisor to the Alliance for Lifetime Income.

Prior to founding his consulting firm, he was EVP and Head of the Private Client Group at Fidelity Investments from 2008-2017. During this time, he drove the retail investor strategy that more than doubled client households to 1.6 million and assets under administration to more than $2 trillion. With a focus on the client experience, the Private Client Group team ended net asset outflow and pushed the client satisfaction score from 8 to 63.

Steve joined Fidelity in October 2008 after seven years of helping to lead the turnaround of The Phoenix Companies and its successful asset management spinoff, Virtus Investment Partners (NYSE -VRTS).

Gresham has a history of achieving results across firms. In addition to his success at Fidelity, he led successful efforts as an executive or consultant at many financial services companies in the global marketplace, including:

  • Merrill Lynch Private Wealth International’s Private Wealth offering
  • Merrill Lynch Canada
  • The Smith Barney Consulting Group
  • The Citigroup Private Bank
  • The Charles Schwab Company
  • AGF Funds
  • Prudential
  • AIM Distributors

He has a Telly Award for innovation in financial services marketing, a Mutual Fund Marketer of the Year Award by Institutional Investor/Fund Action, and was recognized with the Pioneer Award for lifetime industry contributions from the Money Management Institute.

When Steve is not consulting/speaking on wealth management or financial technology, Steve can be found in his woodshop creating custom works of art for local and national clients.


Episode #47 From Bucket Lists to Live It Lists – an Advisor’s path to $1M in Annual Production in 5 Years with Nicole Middendorf, CDFA



From $0 to $1M in annual production in only 5 years sounds impossible, right? Think again.

Successful wealth advisor and certified divorce financial analyst, Nicole Middendorf, CDFA, joins us to share her journey from a troubled marriage to discovering her true purpose and helping others along the way – while building a truly Top Advisor practice. 

To distract from her divorce, she created her Live It List to help her find joy by pursuing meaningful experiences. She now brings her Live It List concept to her clients to help them do the same.

During this lively conversation, Nicole shares her insights about combining financial planning with helping clients achieve their goals and dreams.

Nicole also discusses her decision to go independent and build a team around her, as well as her client acquisition strategies, including hosting events and utilizing LinkedIn.

Bill and Nicole discuss how Nicole: 

  • Transitioned from being a wirehouse advisor to running her own wealth management firm, building her team, and becoming a $1M producer in only 5 years.
  • Uses her Live It List concept to add a comprehensive dimension to financial planning that very few advisors consider. 
  • Uses her Live It List concept as a tremendous referral generator, as well as creating a huge following on social media and in her community.
  • Hosts Live It List events and utilizes LinkedIn to attract and win ideal clients.
  • Leverages TV appearances to boost her client acquisition and overall reputation.
  • …And so much more!

Resources: 

Connect With Bill Cates:

Connect With Nicole Middendorf:

About Nicole Middendorf:

Nicole Middendorf is a knowledge junkie, a mentor, and a born coach. She is an entrepreneur who has run her own business since 2003. Nicole is the author of five books and the mother of two phenomenal children. She is also a world traveler, a philanthropist, and an accomplished public speaker.

As a speaker, Nicole shares a real-life perspective on life and happiness with audiences across the country. Her primary goal is to inspire others to make real changes in their lives by taking complicated things, making them easy to understand, and giving actionable items to make change.

Nicole loves to work hard to empower individuals to make crucial, positive changes in their own lives. Nicole’s books have received local and national press coverage. She has become known for her thoughtful, concise quotes, relaxed on-air presence, and articulate delivery during both radio and television interviews.

The world needs more people—especially women—to be financially savvy, wholly independent, happy, and living a life of balance. Through Nicole’s writing, public speaking, coaching program, and work, she wants to be the one who supports them on all levels.


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Episode #45 How to Revolutionize Digital Marketing for Financial Advisors with Stephen Beach



Digital marketing for financial advisors can be an overwhelming and/or confusing topic for many.

Financial advisors are often challenged by what marketing strategy is right for them, how to communicate their value, and what outside resources might be right for them.

Can you relate? 

While Bill Cates is the recognized expert and supreme advocate for growing through referrals and personal introductions, there are certain tactics and strategies in the world of digital marketing for financial advisors that shouldn’t be ignored.

This is a Case Study Episode of Top Advisor Podcast.

In this unique episode, Referral Coach Bill Cates interviews Stephen Beach, Co-Founder of Craft Impact, about their work with Burney Wealth Management. They discuss Burney Wealth’s marketing struggles prior to working with Stephen, and how he and his firm helped them develop effective messaging, a results-generating website, and greater overall clarity in their marketing. All of this work has served as a turbo charger to the referral culture Bill had already helped Burney Wealth develop and implement.

Bill and Stephen discuss: 

  • Why a website can be a financial firm’s most important digital asset along with some specific, implementable strategies.
  • Why Burney Wealth decided to offer a sample financial plan template to visitors of their website and how this strategy has exceeded their expectations.
  • Craft Impact’s approach to messaging, including internal workshops using the StoryBrand framework and external interviews with clients.
  • The importance of messaging on a website, specifically the banner, and how it should be emotionally appealing to potential clients.
  • The definition of cognitive fluency and Stephen’s method of helping advisors explain their process in a visual manner.
  • The importance of providing relevant information, checklists, or other tools valuable enough that potential clients are willing to submit their contact information on the website in order to receive them. (Often called, “Lead Magnets.”)
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Stephen Beach: 

About Stephen Beach:

Stephen Beach co-founded a growth and communications agency for a few reasons, among them: to create a successful company that offers employment opportunities, to be a role model to his son, to grow from the challenges of creating a sustainable business, and to help other small and medium size businesses grow their revenue and teams through inbound marketing. 

After graduating from the University of Notre Dame and working for a large pharmaceutical advertising agency, Stephen knew he wanted to create a new kind of marketing agency- one with fresh ideas, personalized support, and proven ROI without the big agency prices and overhead. 

Stephen continues to be a Notre Dame college football fan despite attending the university during the underwhelming Charlie Weis era and the more recent years of disappointment. He loves golf, craft beer (of course) and traveling with his wife, and being a father to his children Auggie, Lola, and Oakley.


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Episode #44 Holistic Financial Planning for Women with Craig Richman, CLU®, ChFC®, AIFA®, CDFA®



The evidence is in and it’s compelling.

  1. Narrowing a target market to focus on financial planning for women has proven to be a successful move for many advisors.
  2. (Most) Women approach financial planning differently than men. 

“Just the facts mam.” 

  • Women currently control one-third of total U.S. household financial assets – representing more than 10 trillion dollars.
  • By 2030, women in the U.S. are projected to control much of the $30 trillion in financial assets that baby boomers will possess.
  • Since women are living an average of five years longer than men, 90% of all women will be managing their own finances during the final years of their life.

Both female and male advisors are thriving by attracting and serving primarily women.

In this episode of Top Advisor Podcast, Bill Cates interviews Craig Richman (founder of Richman Capital Management), about motivation to become an advisor who focuses on financial planning for women, and why he’s chosen to build a “lifestyle” practice.

Bill and Craig discuss: 

  • Craig’s highly unique journey from professional dancer to financial advisor.
  • When Craig realized that serving female clients and focusing on financial planning for women was the right path for him.
  • Craig’s perspective on what he calls, Intentional Wealth that is much more than managing assets and risk.
  • How his targeting a specific market has benefited both himself AND his clients.
  • Craig’s efforts in building a lifestyle business where he is able to enjoy a successful business that doesn’t come at the expense of truly enjoying life.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Craig Richman: 

About Craig Richman:

Craig Richman is the founder and private money manager at Richman Capital Management. Craig earned his undergraduate degree from Florida Atlantic University in Boca Raton. He holds the Chartered Life Underwriter® (CLU®) and Chartered Financial Consultant® (ChFC®) certifications from The American College in Bryn Mawr, Pennsylvania that address insurance, tax, estate, and financial planning.

In addition, Craig has received the Accredited Investment Fiduciary Analyst® (AIFA®) designation from the Center for Fiduciary Studies and the University of Pittsburgh’s Joseph M. Katz Graduate School of Business which address best practices for fiduciary guidance. 

Craig also has completed the dividend analyst course from Morningstar, Inc., which addresses key education in dividend-paying stocks.

He has completed a mentorship for trading with the Senior Managing Director of Equities from Simpler Trading.

Craig is also a Certified Divorce Financial Analyst® (CDFA®) from The Institute for Divorce Financial Analysts to educate and guide clients to navigate divorce as their advocate.

Craig affiliated with and became a Registered Representative and Investment Adviser Representative of Commonwealth Financial Network®, an independent, privately held broker/dealer that has no proprietary products and an open architecture for advisors to build their businesses. Richman Capital Management is now celebrating its 25th year of working with Commonwealth.

Craig served the community as a board member and past chairman of the Florida Atlantic University’s (FAU) National Alumni Association. He also served as past president of the Rotary Club of Boca Raton and trustee member of the Greater Boca Raton Chamber of Commerce.

Craig is a Registered Yoga Teacher (RYT*200) through Yoga Alliance and has continued advanced studies in vinyasa yoga. He is also certified to teach yoga to veterans through the Connected Warriors not-for-profit organization. He also enjoys golf, walking, fine dining, and single-malt scotch.   


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



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



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.