Ever wondered how financial advisors can truly connect with niche markets? What if we told you the secret lies in a unique combination of athletics, education, and strategic branding?
In this episode, Referral Coach Bill Cates interviews Jeff Durr from RU Financial Athletic Department, revealing how he’s turning the world of financial planning on its head by focusing on college athletes. Jeff explains his unique “Lighthouse Effect” strategy, which leverages student-athlete commonality to foster long-term trusting relationships. A former college athlete himself, Jeff understands the critical importance of financial literacy among young sports enthusiasts and shares how he’s built a brand that resonates deeply with this audience. This episode dives into the art of relationship building and brand growth through speaking engagements, alongside practical insights into successful LinkedIn strategies and social media presence development.
Jeff discusses:
- (05:30) The origins of RU Financial Athletic Department and its mission
- (07:51) Overcoming misconceptions about young athletes lacking financial worth
- (10:44) The structure of his team and the Lighthouse Effect marketing
- (17:14) The role of speaking engagements in building brand awareness and client relationships
- (19:31) Effective LinkedIn networking techniques
- …And more!
Sponsors:
- ProudMouth
- Harbor Capital Advisors
- LinkedIn: Harbor Capital Advisors
- IronClad Family
- Holistic Advisor Guide
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Ep. #19: What’s the Skinny on Becoming a Financial Advisor for Athletes? with Walter Stith
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy™
Connect With Jeff Durr:
About Jeff Durr:
Jeff Durr brings his passion for athletics into the financial advisory industry, drawing from his experience as a college football player at the University of Maine. As the Senior Partner at RU Financial Athletic Department and Senior Vice President and Chief Development Officer at MassMutual, he leads the training and development of financial advisors across the country. Since 1988, Jeff has leveraged his extensive experience in financial services to provide personalized coaching and guidance to both current advisors and college athletes transitioning into financial advisor roles.
Jeff is deeply committed to educating and empowering college athletes by equipping them with financial literacy to make informed decisions upon graduation. He designs tailored programs that help athletes create financial game plans, preparing them to “win” in life after sports. For former athletes, Jeff guides them in building long-term financial strategies and actively recruits them to impact athletic departments and alumni networks across universities nationwide.
His core competencies include business development, mentoring, team building, and specialized financial advising, with a focus on retirement, estate planning, and risk management. Jeff emphasizes the transferable skills athletes bring to the profession, helping them secure necessary licenses, gain hands-on experience, and understand the fundamentals of financial advising. His leadership is centered on trust-building, ethical practices, and continuous learning, fostering a collaborative environment that promotes professional growth and client success. Jeff is passionate about creating a supportive network where former athletes can uplift one another while making a meaningful impact in the financial advisory field.
He holds a BA in Psychology from the University of Maine, where he played college football. Jeff has three children: Sophia, a Rutgers University graduate; Olivia, a Kutztown University graduate; and Jeffrey Jr., who attends Kean University.
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