Tag Archives: LinkedIn

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Episode #69 Growth Through Books and Financial Advisor Target Markets with Michael Budnick

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , ,

When it comes to financial advisor target markets, one proven strategy to create extraordinary success in your business is to be crystal clear and laser focused on your Right-Fit Clients™.

That’s exactly what our guest has done to build his successful advisory practice.  

And one tool he uses to demonstrate his focus, credibility, and wisdom is a book – a book written specifically for his target market.

Michael Budnick, International Bestselling Author and Holistic Financial Planner, exemplifies this approach, targeting a specific demographic with tailored services and thought leadership. 

In this episode, Michael shares his unique story and lessons learned in building his business. He demonstrates the importance and value of focusing on a specific target market, and the role of his books in attracting new clients.

Bill & Michael Discuss:

  • Michael’s transition from corporate work to establishing Budnick Wealth Management, specializing in retirement planning and college tuition advising
  • The creation of his books, including The Prosperous Nurse, and how they serve as tools for credibility and client acquisition.
  • His strategic focus on nurses as a target market due to their caring nature and the practical business opportunities they present.
  • The benefits of having a clear financial advisor target market, such as becoming an opinion leader and creating more effective client communication.
  • The various methods he uses to promote his books and attract new clients, including LinkedIn campaigns, book signings, and leveraging client advocates.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Michael Budnick:

 

About Michael Budnick:

Michael Budnick is a holistic fiduciary investment adviser with Royal Fund Management. Michael has specialized in investment and retirement planning for over 25 years. His mission is to help his clients define how they want to live their retirement, and then help them realize those goals by creating a retirement strategy that is unique to them.

Previously, Michael served as Vice President for Great-West Retirement Plan Services, at that time a $41.5 billion institution. Michael managed and supervised all the company’s account executives and administrative staff in his Houston, St. Louis, and Oklahoma City offices. His leadership brought about an expansion of $1.2 billion of new assets under management for the firm. As a result, a new 16th region was created to better serve the expanded client base. These new clients included the Cities of Houston and Austin and the State of Oklahoma. As VP, Michael was responsible for the high-level management of $2.2 billion in assets and 55,000 plan participants.

In addition to helping people plan for retirement, Michael also focuses on preparing for the costs of college. As the founder of College Tuition Advisors, Michael works with students and parents to create a strategic plan for paying for college without jeopardizing their future. His goal is to ensure that every family can provide higher education for their children without endangering their finances or future retirement goals.

Michael holds life and health insurance licenses in Texas and California and has passed the Series 65 securities exam. He also has been a College Financial Planner for over 10 years and a licensed real estate agent.

Michael enjoyed a wide range of exciting hobbies, including hiking, roller and ice skating, snow and water skiing, football, horseback riding, mountain biking, and travel. These adventures are all being put on hold for the next few years, as Michael’s free time has been fully absorbed in learning a completely new set of skills: that of being a parent, with his partner Andrea, of their wonderful baby girl, Sarah Michele, born January 14th, 2019.

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Episode #59 Strategic LinkedIn Prospecting for Financial Advisors with Armando (Mando) Sallavanti III, CFP®, CLTC®

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Are you producing results with LinkedIn? Or do you wonder why you even have an account?

I’ve run into very few advisors who are seeing a straight line to ROI with their activities on LinkedIn.

Mando Sallavanti is clearly an exception!

Effective LinkedIn prospecting for financial advisors requires more than just creating a profile and posting content. It also requires a strategic approach to engaging with your target audience, building relationships, and converting prospects into clients.

In this episode, Referral Coach Bill Cates interviews Armando (Mando) Sallavanti III, CFP®, CLTC®, SaaS’s Financial Planner. Mando shares his journey to success as a financial advisor using LinkedIn. Mando emphasizes the power of authenticity and active engagement on the platform, making 70 comments per day to attract potential clients. (Say what?) And he focuses on creating conversations and building relationships by engaging with influencers in his target market.

Bill and Mando discuss:

● His experience of pursuing his natural market, hiring a marketing agency, and using automation on LinkedIn, which didn’t yield results.
● His decision to shift how he approaches LinkedIn prospecting for financial advisors, and how he discovered his target market in the tech sector.
● The importance of using real-life scenarios and examples in content to make it relatable and resonate with the intended target audience.
● The strategy of making a high number of comments on LinkedIn as a prospecting method to generate opportunities.
● How LinkedIn’s algorithm rewards commenting activity and the importance of striking up conversations with others on the platform.
● Tips on identifying influencers within his target market.
● …And more!

Resources:

● RapidFire Referrals
● Ep. #49 – LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss

Connect With Bill Cates:

● BillCates@referralcoach.com
● Referral Coach Homepage
● Hire Bill for Coaching
● Enroll in The Cates Academy™

Connect With Mando Sallavanti III:

● LinkedIn: Mando Sallavanti III
● asallavanti@financialguide.com

About Mando Sallavanti III:
Mando Sallavanti III is a Certified Financial Planner (CFP) based out of MassMutual Greater Philadelphia. Mando made a mark as the youngest-ever Blue Chip Council qualifier in the company’s history in 2021. His notable accolades include securing titles such as “Rookie of the Year” and “New Advisor of the Year” in 2021. With a primary focus on serving individuals in the Tech sales or SaaS sectors, Mando has skillfully leveraged LinkedIn as a pivotal tool in his professional journey, boasting an impressive following of over 19,000 individuals.

Armando Sallavanti is a registered representative of and offers securities and investment advisory services through MML Investors Services, LLC. Member SIPC. Supervisory Office: 2 Bala Plaza, Ste 901, Bala Cynwyd, PA 19004. Tel: 610.766.3000. Sallavanti Financial Services Co. is not a subsidiary or affiliate of MML Investors Services, LLC. or its affiliated companies. MassMutual refers to Massachusetts Mutual Life Insurance Company (Springfield, MA 01111-0001)

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Episode #58 Building Connections that Turn Into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Alice Tang, a highly successful financial advisor known for her passion for supporting millionaire women and helping the next generation achieve financial success.

It’s no secret that the affluent women’s market is a lucrative, ever-growing niche in the financial industry. This episode touches on this topic AND a whole lot more!

In this episode, Bill Cates interviews Alice Tang, ChFC®, MIM, Vice President and Partner at BPG Wealth Management LLC. Alice is a highly successful financial advisor known for her passion for supporting millionaire women, and helping the next generation achieve financial success. 

This interview offers valuable insights into leveraging Centers of Influence, LinkedIn, strategic networking, and podcasting. Alice and Bill dive into the importance of strategy and discipline when targeting this unique demographic, and Alice shares practical advice for building authentic connections, creating impactful conversations. and nurturing relationships.

Alice also shares her inspiring personal journey from growing up in Hong Kong to becoming a successful financial planner in Oregon. She reveals how her podcast serves as a relationship-building tool with clients and shares tips on leveraging LinkedIn for business growth.

Bill and Alice discuss: 

  • How Alice’s journey led her to focus on successful women and inspired her initiative, Women’s Million Dollar Conversations – featuring interviews with affluent women ($1M+) sharing insights on finance and empowerment. 
  • Using podcast interviews as a way to build relationships with potential clients, and how it can lead to clients becoming guests (and vice versa). 
  • Strategies to help financial advisors successfully monetize a podcast. 
  • Her systematic process for maintaining productive relationships with key centers of influence. 
  • The importance of having a strategy and being authentic on LinkedIn. 
  • The need for discipline and consistency for engaging on LinkedIn, and creating meaningful conversations with others in the community. 
  • … And more!

 

Resources: 

Connect With Bill Cates:

Connect With Alice Tang:   

About Alice Tang:

Alice Tang started her second career as a financial advisor in 2000. Many of Alice’s clients are female business owners and executives. She strives to be a leader and inspiration to professional women. Alice helps her clients define their relationship with money with a goal to achieve financial freedom by executing her financial planning process and leveraging tax-advantaged strategies. Her vision is a community full of confident and happy retirees, and it starts with women taking charge of their money. Alice has frequently spoken on the topic of “Why Women need to be In Charge of their Money” and “Your Network Your Prosperity – How to Build a Strong Network by Paying It Forward”.

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Episode #55 Tracking Success: Measuring the Impact of the Client Journey in Financial Planning with Kalli Fedusenko

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

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 content hub 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.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Kalli Fedusenko:

About Kalli Fedusenko:

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.

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Episode #49 LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss

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

I’m willing to wager that you and your marketing team have no clue how the LinkedIn algorithm works.

And because of that, you are wasting precious resources (time and dollars) on posting content that hardly anyone sees. So, what are the best strategies on LinkedIn for financial advisors to get their posts seen?

LinkedIn has a different business model than most other social media platforms. Therefore, how you use LinkedIn for business growth requires a unique strategic approach. 

In this episode, Bill Cates interviews Richard Bliss, CEO of BlissPoint and Author of DigitalFirst Leadership. They explore 3 big topics around LinkedIn for financial advisors, designed to help you turn the social media platform into an effective business-building tool:

  1. How the LinkedIn algorithm works and how you can use this knowledge to your advantage for better results.
  2. How to expand your reach and enhance your credibility without having to make posts (therefore, saving you the headache of getting compliance to approve your content creation).
  3. A little-known strategy for reaching hard-to-reach prospects.

In this eye-opening session, Bill and Richard discuss: 

  • Why videos and clip art often work against you on LinkedIn while “real photos” of achievements or personal moments generate significantly more engagement.
  • The factors that determine the value of a post – from engagement metrics like Likes and Comments to the ever-important Dwell Time.
  • The power of a “commenting strategy” that engages with others’ content in a way that leads to new connections and meaningful conversations.
  • How to position yourself as a trusted authority on LinkedIn and increase your profile views exponentially.
  • The power of mentioning prospects in your posts and effectively addressing their pain points – leading them to engage with you in a conversation. 
  • The detrimental impact of “posting and ghosting,” and how engaging in conversations within the first hour of posting can boost your impressions by 30%. 
  • The fact that if you get 10 meaningful comments to one of your posts with the first hour, LinkedIn will guarantee 1,000 impressions. 
  • The most effective way to reach out to high-value prospects on LinkedIn for financial advisors to gain their attention, have them connect with you, and start a meaningful conversation.
  • … And so much more!

 

Resources: 

Connect With Bill Cates:

Connect With Richard Bliss:

About our guest:

Richard Bliss is the founder of BlissPoint Consulting, a social media consulting company that helps improve executives’ online communications and sales teams’ social selling behaviors. A LinkedIn Top Voices Influencer, experienced executive communications manager, and social media coach, Richard has helped thousands of people master social media tools and become fluent in social conversations.

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Episode #47 From Bucket Lists to Live It Lists – an Advisor’s path to $1M in Annual Production in 5 Years with Nicole Middendorf, CDFA

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

From $0 to $1M in annual production in only 5 years sounds impossible, right? Think again.

Successful wealth advisor and certified divorce financial analyst, Nicole Middendorf, CDFA, joins us to share her journey from a troubled marriage to discovering her true purpose and helping others along the way – while building a truly Top Advisor practice. 

To distract from her divorce, she created her Live It List to help her find joy by pursuing meaningful experiences. She now brings her Live It List concept to her clients to help them do the same.

During this lively conversation, Nicole shares her insights about combining financial planning with helping clients achieve their goals and dreams.

Nicole also discusses her decision to go independent and build a team around her, as well as her client acquisition strategies, including hosting events and utilizing LinkedIn.

Bill and Nicole discuss how Nicole: 

  • Transitioned from being a wirehouse advisor to running her own wealth management firm, building her team, and becoming a $1M producer in only 5 years.
  • Uses her Live It List concept to add a comprehensive dimension to financial planning that very few advisors consider. 
  • Uses her Live It List concept as a tremendous referral generator, as well as creating a huge following on social media and in her community.
  • Hosts Live It List events and utilizes LinkedIn to attract and win ideal clients.
  • Leverages TV appearances to boost her client acquisition and overall reputation.
  • …And so much more!

Resources: 

Connect With Bill Cates:

Connect With Nicole Middendorf:

About Nicole Middendorf:

Nicole Middendorf is a knowledge junkie, a mentor, and a born coach. She is an entrepreneur who has run her own business since 2003. Nicole is the author of five books and the mother of two phenomenal children. She is also a world traveler, a philanthropist, and an accomplished public speaker.

As a speaker, Nicole shares a real-life perspective on life and happiness with audiences across the country. Her primary goal is to inspire others to make real changes in their lives by taking complicated things, making them easy to understand, and giving actionable items to make change.

Nicole loves to work hard to empower individuals to make crucial, positive changes in their own lives. Nicole’s books have received local and national press coverage. She has become known for her thoughtful, concise quotes, relaxed on-air presence, and articulate delivery during both radio and television interviews.

The world needs more people—especially women—to be financially savvy, wholly independent, happy, and living a life of balance. Through Nicole’s writing, public speaking, coaching program, and work, she wants to be the one who supports them on all levels.

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

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

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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Episode #42 The Power of Effective Networking for Financial Advisors – with Michael Goldberg

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

“I tried networking once. It didn’t work!”

Yes!  This is an actual quote from a financial advisor.  Sad!

Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our own “community” of mutually beneficial relationships. And it can be done without ever going to a single networking event.

And don’t forget… It’s not called, “Net-sit” or “Net-eat.”  It’s called “Net-work” for a reason. Forming a great network of folks who can help you build your business does take some effort. The good news is that most of the time that effort can be fun!  

In this episode, Bill Cates interviews Michael Goldberg, author of Knock Out Networking as well as a consultant and trainer to financial professionals for decades. 

With unusually fun and lively banter, Bill and Michael discuss:

  • How Michael’s career as an amateur boxer (hence “Knockout Networking”) informs how he helps advisors become successful networkers. 
  • ​​Why effective networking for financial advisors goes beyond just attending events, emphasizing that it’s a verb that can be applied in a variety of ways, including social media (LinkedIn, etc.)
  • How the pandemic made people more intentional about networking, and how that intentionality is helping advisors achieve better results. 
  • Why and how focusing on a clear target market makes networking for financial advisors easier and more productive.
  • Michael’s three goals for networking events (if you do choose to go this route), and how to break the ice to have more meaningful conversations while you’re there.
  • The importance of preparation for networking events.
  • The difference between networking and selling, and how prospecting at events can be unattractive and off putting. 
  • How to answer the dreaded, “What do you do?” with Michael’s PEEC Statement formula.
  • The importance of time blocking and owning your calendar to manage your time properly and make the most of networking activities.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Michael Goldberg: 

About Michael Goldberg:

Michael Goldberg has helped financial advisors, brokers, agents, reps, wholesalers, and other sales producers add hundreds of thousands of dollars to their bottom line.

His firm Knock Out Networking, LLC is renowned as a speaking and training resource in the financial services industry. Described by clients as “dynamic and motivational”, Michael is a master at invigorating and engaging audiences. His knock-out style is “in your face” and high energy. His content is real world and can be applied immediately. Michael speaks at conferences and associations, runs sales meetings, and delivers results-driven programs on networking, referral marketing, and sales presentations.

“It’s all about Connection” – Michael Goldberg

Boxing, like networking, is a contact sport. The more and better connections you make, the more wildly successful you will be. The state of growing a business and gaining more market share for your top performers is becoming more challenging. Despite technology and all that it has allowed us to accomplish, those with the most contacts, the best relationships, and a greater understanding of how to utilize them will achieve the most success.

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