Tag Archives: Financial Marketing

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Ep. #33: How This Advisor Built a $1M+ Boutique Financial Practice Taking 248 Days off per Year

Education, Finance, Marketing, Speaking, Uncategorized, , , , , , , , , ,

What if you could net over $1M per year working 30-hour weeks and taking 13 full weeks off every year?   

What would that mean to you?  More time with family and friends?  More time on the golf course, boating, fishing, cooking, traveling, and whatever the heck you feel like doing?

And what if you could build a successful referral-only practice tapping into a goldmine of referrals from certain types of estate planning attorneys?  What would that mean for your business and how would that feel?

Is this achievable?    Well… Yes, it is!

In this episode, Bill Cates interviews Anat Yoder, CFP®, CRPS®, Principal and Wealth Manager at Yoder Wealth Management. Anat explains how she and her business partner (husband Michael Yoder), have been able to significantly reduce the amount of time they spend working so they can have a healthy work-life balance. 

Bill and Anat discuss: 

  • What motivated her (and her husband) to have a healthy work-life balance by working just 30 hours per week and taking 13 weeks off each year
  • Anat’s process for releasing clients into the loving care of another advisor to free up her time to serve wealthier clients. 
  • How she cracked the code for referrals from estate planning attorneys to reach wealthy clients. 
  • Her unique approach to getting to know her client’s children BUT NOT working with them. 
  • ….And more!

Resources: 

Connect With Bill Cates:

Connect With Anat Yoder:

About Our Guest:

Anat N. Yoder began her professional career in structural engineering, earning her PE license and working on several notable projects, including the Bay Bridge. She became a financial advisor in 2004 in order to direct her problem-solving skills toward work that was more personally meaningful for her. She is active in the community and serves on the board of a local non-profit organization. Anat has a BS in civil engineering, as well as an MS in structural engineering, both from UC Berkeley.  She is a Certified Financial Planner™ (CFP) and a Chartered Retirement Plans Specialist (CRPS).

 

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Ep. #32: 5 Brilliant Steps to an Effective Client Acquisition Process with Sandro Forte, FCII, FPFS, FPSA, CSP

Education, Finance, Marketing, Speaking, Uncategorized, , , , , , , , , , ,

Sandro Forte serves as a financial advisor to the Royal Family in the United Kingdom. But that’s not why we interviewed him.

We interviewed Sandro because of the insight and wisdom he brings to the client acquisition process.  

In this episode of The Top Advisor Podcast, Referral Coach Bill Cates sits down with Sandro Forte, CEO of Forte Financial Group, a financial planning firm in the U.K.

Sandro is all about using the right processes AND the right words to move prospects along to becoming clients.

Bill and Sandro discuss:

  • Why you should schedule meetings with your prospects and clients and not appointments. 
  • The importance of not positioning yourself as subservient with prospects and clients.
  • The 2 most critical rules to follow when approaching prospects in your client acquisition process.
  • His 3-step approach to dealing with objection. 
  • The mindset needed to create sustained success and profitability.
  • How to maximize your productivity and profitability over time.
  • ….And more!

Connect With Bill Cates:

Connect With Sandro Forte:

About Our Guest:

Sandro Forte is a dedicated, passionate and highly qualified personal success coach. As one of the most influential and sought-after speakers in the world, Sandro has built up an extensive network of contacts and proven himself to be a popular hit with people from all walks of life. Having spoken to more than 1 million conference and session attendees across 86 countries, Sandro has been all over the world providing his message of empowerment and self-improvement.

As one of the few speakers to hold the prestigious titles of Certified Speaking Professional Fellow of the Professional Speakers Association, and a Global Speaking Fellow, Sandro is well known for not just being able to motivate and inspire but to create positive outcomes for all the clients he works with. All of his solutions and outcomes are tailored, focusing on the unique needs of the individual to guarantee something actionable.

With such an extensive list of clients and a proven success rate, it’s not surprising that all the speaking work he does is actively endorsed by the clients from his past projects.

Sandro is a man who has come from a challenging background but has used that as a way to thrive. His unending optimism and enthusiasm are some of the things that his clients love about him because even in the face of challenges, he doesn’t give up.



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Ep. #31: The Secret Sauce to Winning High Net Worth Prospects in the First Meeting with Erin Botsford, CFP®

Education, Finance, Marketing, Speaking, Uncategorized, , , , , , , ,

How would you like to turn high net worth prospects into clients in the very first meeting, instead of chasing them or wondering if they are going to come back for a second appointment?

I think it’s safe to say that your answer to the above question is “yes” – as long as that prospect is a good match for your business.

First, they have to feel they can trust you.  (You’re probably pretty good at doing this already).

Second, if there is no triggering event going on in their life, you’ll need to create one. You want to uncover at least one critical issue that will compel them to take action to find resolution. 

In this episode, Referral Coach Bill Cates sits down with Erin Botsford, CFP, Founder & CEO of The Advisor Authority, and author of Seven Figure Firm. 

In this lively interview between Bill and Erin, you will discover:

  • Erin’s “disturbing track” strategy to win a new client on the first appointment.
  • How Erin started her financial advisory firm without knowing anyone in the industry
  • The “out to lunch bunch” strategy and how it can help you get introduced to high net worth prospects.
  • How and why using stories is more important than presenting information.
  • How you can get a complimentary copy of Erin’s book, Seven Figure Firm.
  • And more!

Resources: 

Connect With Bill Cates:

Connect With Erin Botsford:

About Our Guest:

Erin Botsford started in the financial industry in 1989 at a time when there were practically no mentors. But after spending over 30 years in the financial services business and achieving at the highest levels (Barron’s Top 100 in all categories – Independent, Advisor, and Women Advisor), Erin sold her business in 2017 in a successful exit, to found The Advisor Authority to help financial advisors as a way to give back to the industry that allowed her to grow.

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Ep. #30: Asking for Referrals and Getting Referred Up With Maribeth Kuzmeski, PhD. (Part 2)

Education, Finance, Marketing, Speaking, Uncategorized, , , , , ,

In Part 1 of this 2-part series – Bill Cates interviewed Maribeth Kuzmeski, Ph.D (RedZoneMarketing.com) about creating more unsolicited referrals. 

In Part 2, we flip the table!  Maribeth is interviewing Bill about asking for referrals and how to get referred up!

Maribeth Kuzmeski Gets Bill to Discuss: 

  • Why getting referrals without asking is incomplete. 
  • The difference between referrals and introductions. 
  • What advisors can do to get referred up.
  • The keys behind asking for referrals without sounding like “that cheesy referral guy.”
  • Bill’s popular V.I.P.S. Method.
  • Teaching your clients how to talk about you to others.
  • … and more!

Resources: 

Connect With Bill Cates:

Connect With Maribeth Kuzmeski:

About Our Guest: Dr. Maribeth Kuzmeski is the president of RedZone Marketing, an award-winning marketing consulting firm with clients throughout the financial services industry. RedZone Marketing’s primary focus is designing innovative marketing and business growth initiatives for financial service practices.

Maribeth has written nine books on marketing and is also a professor at Oklahoma State University teaching marketing, personal branding and name, image, and likeness for student athletes.

She has a bachelor’s degree from New House School of Public Communications, Syracuse University, an MBA from George Washington University. And a PhD in business administration from Oklahoma State University. 

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Ep. #29: The Difference Between Pursuing Unsolicited Referrals and Asking for Referrals (Part 1) – with Maribeth Kuzmeski, PhD.

Education, Finance, Marketing, Speaking, Uncategorized, , , , , ,

Every financial advisor wants referrals without asking – as long as those prospects are an ideal fit for their business. 

How do you get these qualified unsolicited referrals? And what’s the difference between pursuing unsolicited referrals and actually asking for referrals?

In Part 1 of this 2-part interview, Referral Coach Bill Cates CSP, CPAE, interviews Maribeth Kuzmeski, PhD., President of RedZone Marketing, author, and marketing professor at Oklahoma State University. Maribeth’s insights are grounded in her research of financial advisors across The United States.

Find out what mistake’s advisors are making and why unsolicited referrals are the best way to get new clients. 

Maribeth Kuzmeski and Bill Cates discuss: 

  • Why unsolicited referrals are the number one marketing strategy that brings in new clients for most advisors.
  • The growth-limiting mistakes that most advisors make with their marketing.
  • Which social media platforms are producing results for advisors.
  • One critical element you need to consider about your online presence.
  • ….And more!

Resources: 

Connect With Bill Cates:

Connect With Maribeth Kuzmeski:

About Our Guest: Dr. Maribeth Kuzmeski is the president of RedZone Marketing, an award-winning marketing consulting firm with clients throughout the financial services industry. RedZone Marketing’s primary focus is designing innovative marketing and business growth initiatives for financial service practices. Maribeth has written nine books on marketing and is also a professor at Oklahoma State University teaching marketing, personal branding and name, image, and likeness for student athletes.

She has a bachelor’s degree from New House School of Public Communications, Syracuse University, an MBA from George Washington University. And a PhD in business administration from Oklahoma State University. 

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