Tag Archives: Prospects

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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

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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. #17 – How One Top Advisor Uses His Personal Facebook Page to Win New Clients with Joe De Sena, CFP®

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When I heard how Joe De Sena was using his personal Facebook page to build his business (and have fun in the process) I was skeptical. Boy was I wrong.

In this episode, Bill Cates is joined (for a second time) by Joe De Sena, CFP®, MBA, private wealth advisor at Siena Wealth Advisory Group, to discuss Facebook marketing for financial advisors. Joe discusses his success in using Facebook as a tool for enhanced client engagement, business growth, and lots of fun, without running Facebook Ads.

In this episode, Joe discusses: 

  • The challenges advisors face in using Facebook to market their businesses.
  • Why he decided to open up his personal Facebook page to clients and event prospects.
  • How his variety of fun and uplifting posts have built a “community” of clients, prospects, and allows Joe to be his genuinely social self.
  • The significant results of converting prospects into clients by being omnipresent.
  • Lessons he has learned from his experiences with using social media.

Resources:

Connect With Bill Cates:   

Connect with Joe De Sena

About Our Guest:

Joseph S De Sena: Joe De Sena CFP®, MBA is a private wealth advisor at Siena Wealth Advisory Group. Joe has been a financial advisor for 27 years. Joe is passionate about protecting his clients and their families from the unexpected. Joe loves to travel, read, run marathons and do charity work.

 

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Ep. #7: Build a Successful Business Operating By Referral Only With Diana DeFrate CFP®, CLU® and Katriina Paavola CFP®

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

Advisors often ask, “Is it possible to build my business that runs by referral only?”

The answer is, yes! 

However, not every advisory team has been able to create a “by referral only” business where the quantity and the quality of clients have been exactly the right fit.

Are you getting enough in-segment clients through referrals and introductions? 

In this episode, Bill Cates speaks with Diana DeFrate CFP®, CLU®, chief executive officer and founder, and Katriina Paavola, CFP®, founder at DeFrate & Paavola, LLC. Diana and Katriina share how their successful business operates by referral only, sharing how they do so WITHOUT asking for referrals.

Diana and Katriina discuss: 

  • How the changes in their target market have affected their business and caused them to make the decision to become “by referral only.”
  • The marketing strategies they tried that didn’t work, but led them to what does work.
  • Why you should have a ‘wow master’ on your business team to build client relationships
  • How they get referrals WITHOUT asking.

Connect With Diana DeFrate and Katriina Paavola:

Connect With Bill Cates:

About Our Guest:

Diana DeFrate: A former financial executive in media, Diana is a Certified Financial Planner certificate (CFP®), Chartered Life Underwriter (CLU®), CPA, and the second in a family legacy of wealth managers and financial planners. An avid wine enthusiast, Diana is a WSET Advanced Certificate holder, director and co-founder of the Geshtin wine club. 

Katriina Paavola: A Certified Financial Planner (CFP®), MBA, and former media professional, Katriina is a strategic director and financial consultant with specialties in retirement planning and investment management. A native of Finland, Katriina studied international business in London before coming to the U.S. as an executive strategic planner. 

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