Tag Archives: Financial Planner

#84 EXACTLY What to Say (And Ask) with Phil M. Jones, CSP, CPAE



“My book is titled Exactly What to Say, but maybe I should have called it, Exactly What to Ask.”

In this enlightening episode of the Top Advisor Podcast, host Bill Cates sits down with Phil M. Jones, CSP, CPAE, the renowned expert and author of the bestselling book – Exactly What to Say: The Magic Words for Influence and Impact.   Phil and Bill delve into the art and science of building an effective flow of questions that advisors can use to build trust, gain new clients, and serve those clients better.

While Phil is celebrated for his mastery of the precise language that can transform conversations, this discussion shifts the focus to the power of asking the right questions.

With financial advisors as the target audience, Phil emphasizes the importance of gaining a deep understanding of clients’ contexts before offering solutions, highlighting a strategy that invites dialogue and builds trust. 

This interview of Phil is jampacked with practical techniques, such as the OFQ (Opening, Fact, Question) method, and reveals how asking better questions can lead to improved client relationships, increased referrals, and ultimately, better service. 

Bill Cates and Phil Jones discuss:

  1. The danger of giving advice without proper context and the necessity of understanding a client’s full situation.
  2. The incredible power of curiosity-driven conversations.
  3. The technique of question stacking and creating sequences.
  4. How to use perspective-shifting questions.
  5. Overcoming inertia in clients to move them to take actions that are in their best interest.
  6. How slowing the process can help you achieve smoother and faster outcomes.
  7. The transformative power of intentional language in building rapport and trust.
  8. …And so much more!

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Connect With Bill Cates:

Connect with Phil M. Jones:

About Phil M. Jones, CSP, CPAE:

Best known for his international best-selling book, Exactly What to Say® – The Magic Words for Influence and Impact and his vast experience as a professional speaker at conferences and events, what is often overlooked is the strategic intellect Phil provides behind the scenes for some of the world’s biggest brands to understand their critical conversations and the success language required to maximize their effectiveness.

Phil thinks and acts differently. His precise insights around communication, added to a proven personal pedigree of peak performance and a richness of real-world experience mean that Phil is the kind of thought leader whose counsel is sought by other thought leaders.

He believes with passion that the answer to increased success, in every area of life, is to ask better questions, focus on QUALITY of conversation as well as quantity and that quite often, the difference between you, and all the others, is knowing exactly what to say, when to say it, and how to make more of your conversations count.


#83 Charging for Financial Planning Services with Steven Kaplan & Ben Skupp



What if you could cut through the noise and offer your clients true value beyond just product performance?

In this episode, Referral Coach Bill Cates interviews co-founders of Holistic Financial Planners Steven Kaplan and Benjamin Skupp about charging for advice. They share their journey into adopting a new financial model that enabled them to work a flexible schedule and still deliver high client value. Throughout the episode, Steven and Ben explain how adopting a fee-based advisory model can foster healthier client relationships and present a sustainable career path for financial advisors.

Ben and Steve discuss: 

  • (03:30) The transition to a fee-based model for financial advice
  • (09:27) The benefits both advisors and clients experience from the fee-for-advice model
  • (13:00) How to propose and execute this model with clients
  • (16:58) How to ensure clients perceive your value beyond product sales
  • (32:03) Tips for advisors interested in shifting their business model and how to find Mindshift financial coaching
  • (36:11) Real-life success stories from advisors who made the switch
  • …And more!

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Connect With Bill Cates:

Connect With Steven Kaplan and Ben Skupp:

About Steven Kaplan and Ben Skupp:

Steven M. Kaplan, ChFC®, is a Senior Financial Planner.  He is a graduate of Pennsylvania State University, is series 7, 63, and 66 licensed, and has his Accident and Health Insurance license along with his Property and Casualty Insurance license. At Holistic Financial Planners, Steven is completely dedicated to his client’s financial success.  As a coach and planner, Steven helps clients bring clarity to their current financial picture and holds them accountable to make sure to help them achieve their financial goals.  He is making sure they are living for the present without neglecting the future while being as efficient as possible.

Benjamin Skupp, ChFC® is a Financial Planner. He is a graduate of West Chester University, is Series 7, 63 securities licensed, and has his Life, Accident and Health insurance license. At Holistic Financial Planners, Benjamin is determined to providing his clients comfort and confidence in achieving their lifetime goals through financial coaching and planning. In doing so, his caring and focused approach helps him understand problems from all perspectives and find customized solutions to best serve his clientele.