Do you have an “origin story”? Are you using it to attract more Right-Fit Clients™ and become more referable?
Have you figured out how to find your niche market – specifically one that’s clearly defined and profitable? Have you moved away from prospecting to attracting people to you?
In this episode of Top Advisor Podcast, host Bill Cates interviews financial advisor Dan Brothers, CFP®, who shares his insights on using his origin story to build rapport and trust with clients. Dan also reveals his strategy for selecting and focusing on a clear target market, that has propelled him to the top echelon among his peers.
Bill & Dan discuss:
Utilizing your “Origin Story” to connect with clients and prospects on a personal level
The importance of being genuine and authentic in how you communicate your value to prospects and clients.
Factors to consider when trying to figure out how to find your niche market in financial advisory.
His decision to focus on a niche market of individuals nearing retirement and the subsequent choice of a second niche to focus on asset accumulation.
The role of his wife, Ashley Brothers, in defining her own niche with blue-collar-millionaires.
Originally from Wappinger Falls, NY, Dan Brothers began his career in 2009. After seeing firsthand what can happen to families after catastrophic loss, Dan joined became an advisor to ensure he would be able to do everything in his power to help individuals and families prepare for what lies ahead.
Dan has built his practice in the North Shore of Boston over the last decade plus. The practice is focused on individuals and families within 5 years of their desired retirement goals.
It is my sincere hope that you are not attempting to do financial planning without gaining the full context of your clients.
Our guest on this next episode of Top Advisor Podcast, Abbey Henderson, has coined the phrase, “Authentic Wealth.”
In a nutshell, Authentic Wealth is bigger than just financial accumulation and management. It recognizes the interconnectedness of all aspects of life. It is created when your five key resources (Finances, Mindset, Relationships, Health, and Time) are aligned with your values and your vision. These resources are used to achieve the impact you want to have on yourself, your family, your community and the world.
Everyone – advisors and their clients – should consider embracing and using this concept of Authentic Wealth.
In this episode, Referral Coach Bill Cates interviews Abbey Henderson, CFP®, CEO, Wealth Advisor & Coach, Abaris Financial Group. Abbey explains her holistic approach to financial planning that integrates life coaching.
Discover the success behind Abbey’s “Five Lever Friday” newsletter, offering weekly insights into improving various aspects of life. They also explore the role of podcasting in building authentic connections with Abbey’s audience, serving as a powerful referral tool.
Bill and Abbey discuss:
Abbey’s model of Authentic Wealth
How Abbey’s holistic approach has made her more referable and helped her accelerate the growth of her business.
Her decision to become a Certified Life Planner and Certified Life Coach and how it has added results-producing depth to her financial planning.
Common limiting beliefs and mistaken assumptions around money and how she helps clients overcome their ability to sabotage results.
Her decision to start a podcast, the initial hesitations, and the role of ProudMouth in helping her launch the podcast.
How podcasting serves as a tool to create more referrals, while helping build trust and credibility with clients/prospects – even before the first meeting.
About Abbey Henderson:Abbey Henderson, CFP®️ RLP®️ CPCC®️ CAP®️ AEP®️ is the CEO, Wealth Advisor & Coach of Abaris Financial Group LLC. She strives to help her clients live their best lives. To figure out what lights them up, how they will feel most fulfilled, and leave a legacy they are proud of. Matching resources to dreams is her specialty. In 2001, she decided it was time to follow her dream of being an entrepreneur and Abaris Financial Group was born. They’ve since grown from Abbey alone in a small office to a six-person staff with over 175 clients.
The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients.
Every financial professional understands the power of referrals and personal introductions.
Marketing experts extol the virtues of building a referral-based business. However, while providing overarching strategies and concepts, they don’t tell you how to actually create results.
In this exclusive interview, Bob Burg (author of Endless Referrals and The Go-Giver Series) interviews Bill Cates – widely known as “The Original Referral Coach” in financial services.
While discussing the release of Bill’s latest book, The Language of Referrals, Bob and Bill explore the core principles and practical strategies for mastering the art and skill of building a referral-based business. They offer insights into promoting introductions, overcoming objections, effectively getting introduced, and more!
Bill and Bob discuss:
Bill’s motivation behind writing The Language of Referrals. “Does the world need another book about referrals?”
The self-talk and mindset required to produce more and better introductions to quality prospects.
The important difference between “referrals” and “introductions.”
The challenges and misconceptions around asking for referrals and how those can impact an advisor’s ability to produce results.
The language of promoting introductions to generate high-quality unsolicited introductions.
The importance of being specific in asking for introductions and the language that can be used to make a focused request.
Understanding and addressing client reluctance to providing introductions.
The language of turning a client’s willingness to refer into introductions and solid connections.
Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals.
Bob has regularly addressed audiences ranging in size from 50 to 16,000 — sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes, and political leaders including a former United States President.
Bob is the author of a number of books on sales, marketing, and influence, with total book sales approaching two million copies.
The American Management Association named Bob one of the 30 Most Influential Leaders and he was named one of the Top 200 Most Influential Authors in the World by Richtopia.
Bob is an advocate, supporter, and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.
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 contenthub 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.
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.
Family legacy planning involves more than just helping your clients accumulate assets.
Creating a lasting legacy for your clients means crafting a set of values, purpose, and financial knowledge that lasts for generations.
In this episode, Referral Coach Bill Cates interviews Randy Jones, Wealth Management Advisor at Financial Growth Partners. Randy shares his insights on family legacy planning, emphasizing the need to connect all aspects of a client’s life to create a comprehensive financial plan. He introduces his legacy system for creating generational wealth and discusses the interconnectedness of money and time. Randy also shares the importance of creating a family constitution to guide future generations.
Bill and Randy discuss:
Randy’s unconventional path to becoming a wealth management advisor.
Purpose Driven Financial Planning – it’s not just about the money.
Randy’s approach of family legacy planning that evolves and grows with clients.
Randy’s Legacy System and why to focus on our legacy to our future generations.
The differentassets individuals have, including physical, intellectual, ethical, and material assets, and their importance in building a legacy.
The distinction between flashy wealth and true wealth.
The significance of early financial education and instilling values in children.
What you need to know about The Family Constitution and The Synergy Consortium.
Randy Jones has been in the finance industry for 26 years. As a wealth management advisor at a financial services company, Randy has access to all the same products and programs as any other financial advisor, but that’s not why people come to him.
They come to him for a plan. Randy’s plans are not in a leather-bound book that you put on a shelf in hopes of reading someday. They are plans that you can live, and they change and grow with you and your family.
In life, you have other assets that mean more to you than money. Yet, for most people money has/is/will be more of an obstacle than an asset. You can change this if you are willing to change the way you think. You first must ask yourself “Do I want another product, or do I want a plan?”
Randy helps you create your experiences. He teaches “It’s better to givethan to receive.” He helps you live your dreams, appreciate life, and live in the wow!
Have you ever wondered if the hosts of financial advisor podcasts actually get new clients from it? Is all the effort worth it?
And, by the way, do many of your prospects and clients seem to have limiting beliefs and mistaken assumptions about money?
In this episode, Referral Coach Bill Cates and his guest Misty Lynch, CFP®, author of the book Demystifying Money and host of the Demystifying Money Podcast have a lively discussion on these two (and other) topics.
Misty shares her journey from a financially struggling family to becoming a top financial advisor, highlighting the power of a positive money mindset.
She explains how her unique blend of financial planning and life coaching helps clients overcome financial challenges and make informed decisions.
Additionally, Misty discusses the power of financial advisor podcasts, and reveals how podcasting has helped her acquire more ideal clients and bring great value to many listeners.
Bill and Misty discuss:
Her personal story of how her interest in finance started in grade school and was solidified by her parents’ financial struggles.
Her decision to marry become both a Certified Financial Planner AND a Certified Life Coach.
Why she wrote her book Demystifying Moneyand how it serves as a credibility builder, lead magnet, and referral tool.
How she went from hosting a Radio Show to her current podcast, and how it helps her attract ideal new clients.
The two effective strategies to monetize financial advisor podcasts.
Her experience as the host of the television show HeartBroke, a money-makeover show with ten different couples – revealing their money mindsets and improving their financial situation.
Misty Lynch, CFP®, is a personal finance expert and the Owner and CEO of Sound View Financial Advisors, LLC. Misty hosts the unscripted reality show HEARTBROKE and the Demystifying Money podcast. She is also the author of DEMYSTIFYING MONEY and a personal finance expert and resource for media outlets, including The New York Times, Cosmopolitan, CNBC, CNN, Investopedia, Real Simple, Student Loan Hero, and many others.
Investopedia named her one of the Top 100 Financial Advisors in 2021, and US News and World Report called her one of the 9 Women in Finance to Follow “because sometimes you need life advice, not just financial advice.”
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.
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.
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.
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:
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.
Do you have a Personal Brand Story Do you know your “why” – as in, why you believe in the importance and value of your work?
And are you using it to connect with your prospects and clients in a meaningful way – that leads to winning their business and generating referrals?
In this episode of Top Advisor Podcast, Referral Coach Bill Cates welcomes Deirdre Van Nest, Founder of Crazy Good Talks. Deirdre tells us why she works with financial advisors, a touching story that revolves around a personal tragedy. She also highlights the power of advisors telling their “why” stories to clients.
Bill & Deirdre discuss:
The difference between a personal brand story and a bio story.
How one advisor increased his “win rate” from an already high 85% to almost 100%.
How an appropriately vulnerable story can help you connect with prospects and clients.
Where and how successful advisors are using their personal brand stories to attract and convert new clients.
Deirdre Van Nest doesn’t believe in boring you with a laundry list of credentials. She is the go-to expert for ‘Mission-Driven” financial professionals and entrepreneurs on how to Make An Impact when you express yourself.
Deidre is a top-rated International Keynoter, Trainer, Story Strategist & Artist, and the Creator of the Crazy Good Talks® Blueprint and the Emotionally Engaging Advisor™two practical communication systems that have taught thousands how to capture attention, connect emotionally and Make An Impact.
She is passionate about this work and feels blessed every day to help my clients succeed. On a personal note, Deirdre is an Italian & Irish New Yorker living in Minnesota, where she tries hard not to scare people with her loud voice and enthusiastic hand gestures.
Sudden Wealth can strike in many ways. It can come through an inheritance, an athlete signing a lucrative contract, a legal settlement, the sale of a company, or even winning the lottery.
Sudden wealth can bring elation and a host of challenges.
Without a sound plan of action, sudden wealth can escape almost as quickly as it came. It can even leave debt in its wake.
In this episode of the Top Advisor Podcast, Bill Cates speaks with Myah Moore Irick, who has built and sustained a highly successful practice as a sudden wealth financial advisor helping her clients navigate their newfound fortune and resulting challenges.
Bill and Myah discuss:
How Myah got started in her niche as a sudden wealth financial advisor.
The type of sudden wealth clients Myah serves and how she meets them.
How involvement in the community and philanthropic activities bring her new clients.
Why she has chosen to build a diverse, multi-cultural team and why it’s been great for the health of her business.
Bill’s answer to Myah’s question, “If you were building your practice today, what types of clients would you try to serve?”
Myah Moore Irick focuses on providing wealth planning strategies to successful executives, individuals and families navigating sudden wealth, and a growing list of professional athletes.
Myah possesses a deep understanding of the psychology of wealth: the challenges that executives, individuals, seasoned professionals and even up-and-coming athletes face when making decisions about their financial futures. With this knowledge, Myah can help her clients identify what they want their money to do for their lives, families and communities – and then create a wealth plan for achieving that.
Myah is devoted to giving back in her own life. While she spends much of her free time with her husband and three children, she also sits on several boards and committees that promote access to financial literacy, and equity & inclusion in the classroom and the boardroom. She serves on the boards of the Carnegie Science Center, the Energy Innovation Center Institute, and the Pittsburgh Symphony Orchestra, and serves as a strategic partner to InvestmentNews and The Advanced Leadership Initiative (TALI). Her experience as Miss Oregon (with the Miss Universe Organization) in 2003 inspired her ongoing commitment to promoting educational opportunities for women.
