Tag Archives: Ideal Clients

#105 – Your Road Map to Ideal Clients, Ideal Business, and Ideal Life with Bill Bachrach, CSP, CPAE

February 18, 2026Life Balance, Practice Management, Referrals & Introductionsaction-oriented advice, advisor mistakes, annual recurring revenue, asking good questions, Asset Management, Bill Bachrach, Bill Cates, book of business, Business Development, Client Acquisition, Client Loyalty, Client Onboarding, Client Referrals, client satisfaction, coaching programs, educational seminars, effective listening, fee structure, Financial Advisors, financial industry trends, Financial Planning, flat fee model, high-trust relationships, Ideal Clients, millionaire clients, non-ideal clients, recurring revenue, referring clients, Relationship Building, seminar marketing, trusted advisor, values-based financial planningJennifer Kreitzer

“Most financial advisors work too many hours for too little money for too many of the wrong clients.”
– Bill Bachrach, CSP, CPAE
.

If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen.

We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life.

NOT LOOKING for this exact model? Keep listening. The principles, strategies, and tactics discussed can apply to any advisory model.

It’s all about asking great questions, truly listening, and focusing on quality over quantity.

Plus, we discuss practical strategies to transition from a busy, overwhelming practice to your dream client base. Unlock the roadmap to results and become the trusted advisor your clients deserve!

Bill C. and Bill B. Discuss:

Most advisors work too many hours for too little money and too many of the wrong clients. Want real change? Focus on fewer, ideal clients – quality over quantity. Build a business that funds your ideal life.
Trust isn’t a sales tactic. It’s the foundation. Skip the features and benefits. Ask real questions and listen deeply. Human connection still trumps everything in the financial advisory world.
“What’s important about money to you?” That simple question opens up a valuable conversation. Listen without rushing. Silence is powerful. Remember that sometimes people just need extra time to think before revealing what matters most.
Referrals aren’t automatic. Clients need to trust you at the highest level before risking their relationships for you. Consistent follow-through and genuine care make the difference. Earn that bridge.
AI is here, but human-to-human connection is what sets trusted advisors apart. Use technology for efficiency, but double down on listening and empathy. Be as analog and human as possible with your clients.

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Episode #68 Crafting Your Origin Story to Build Trust and Finding Your Niche Market with Dan Brothers, CFP®

July 10, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors#Coaching, Accumulators, Asset Management, Authenticity, Bill Cates, Business Growth, Business Partnership, Client Acquisition, Client Experience & Loyalty, Client Relationships, Client-Centered Why Story, COI's, Communicating Your Value, Creating Advocates, Financial Advisors, Financial Planning, Future Goals, Ideal Clients, Industry Insights, International Work, Language Of Referrals, Leadership, Life Balance, Long-Term Vision, Market Segment, Marketing, Marketing Message, Niche Market, Personal Connection, Personal Stories, Philanthropy, Podcast, Practice Management, Professional Development, Prospecting, Radical Relevance, Rapport, Referral Coach, Referrals & Introductions, Retirement, Social Media, Specialization, Target Marketing, Top Advisor, Trusttopadvisorpodcast

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.
…And so much more!

Resources:

Connect With Bill Cates:

Connect With Dan Brothers:

About Dan Brothers, CFP®:

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.

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Episode #46 The Why & How to Writing a Book That Attracts Ideal Financial Advisory Clients with Paul G. McManus

August 23, 2023Education, Finance, Marketing, Speaking, UncategorizedAuthority Marketing, Book Publishing, Business Development, Case Study, CPAs, Expert, Financial Professionals, Ideal Clients, Influencer, Insights Interviews, LinkedIn, Niche Market, Short Book, Target Markettopadvisorpodcast

Have you ever pondered the idea of writing a book? You know that it could boost your credibility, demonstrate your expertise, and serve as an impressive introduction to your clients and centers of influence. So why haven’t you done it yet? More than likely, it feels overwhelming – you don’t have the time or it’s beyond your capabilities, or both!

Fear not, in a truly enlightening episode, Bill sits down with Paul G. McManus, author of The Short Book Formula: A Financial Professional’s Guide to Writing a Book in 6 Weeks to Attract Ideal Clients. Together, they’ll guide you through the process and dive deep into the world of writing, producing, and leveraging a book to generate more clients. They debunk the fears and mistaken assumptions that may have held you back – until now.

McManus unveils a game-changing formula for writing a book in just six weeks—a formula that has already empowered over 500 financial advisors and other professionals to establish their authority and credibility with their very own written work.

But there’s more. McManus also delves into the untapped power of LinkedIn as a business development tool. He reveals the secrets to attracting and converting your ideal clients through this dynamic platform.

PLUS – Paul and Bill discuss 3 case studies from advisors who have used their book to create unexpectedly significant growth.

If you’ve ever wondered about the potential of having your own book, fretted over your ability to write one, and wondered about the ROI, this episode is a must-listen.

Bill and Paul discuss:

The definition of authority marketing and how it can help you attract more ideal clients.
How financial professionals can write a short (and high-quality) book in only six weeks.
The benefits of writing a book as a meaningful way to establish yourself as an expert.
Case Study #1: Mark Miller, a successful financial advisor who used his book The Tax-Free Business Owner to attract his ideal business-owner clients
Case Study #2: Alex Sorkin’s business model of working exclusively with CPAs, and how he uses his book as bait to attract them on LinkedIn.
Case Study #3: Michael Budnick’s book, The Prosperous Nurse, is the first in a series of short books targeted to medical professionals.
The benefits of a shorter book, including lower printing costs and the ability to give it away easily.
…And more!

Resources:

Connect With Bill Cates:

Connect With Paul McManus:

About Paul McManus:

Paul G. McManus is the founder of More Clients More Fun LLC, MCMF Publishing, Creator of The Million Dollar Producer LinkedIn Program, and host of The Million Dollar Producer Show Podcast. He has worked closely with over 500+ financial advisors, CPAs, life insurance producers, and business advisors since 2015. He is also the author of Million Dollar Producer: The Secret Playbook For Financial Professionals To Land High-Value Clients Using LinkedIn. He lives in San Diego, California with his wife Atsuko and his two Boston Terriers, Moo and Potato Chips.

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