Tag Archives: referral marketing

Ep. 116 – 33 Years and $1.5 Billion AUM – What still keeps this advisor up at night? with Albert Fox, CFP®, CIMA

Creating Advocates, Leadership, Practice Management, Referrals & Introductions, , , , , , , , , , , , , , , , , , , , , , , , , , , ,

What does it take to build a financial practice that grows to $1.5 billion in assets under management? In this episode, Bill Cates talks with Albert Fox, co-managing partner of Fox, Penberthy, and Dean, about the systems, mindset, and mission behind that growth.

Albert Fox explains how his team helps clients navigate major life transitions, turning complicated financial puzzles into clear, workable plans.

Bill Cates loves the way Al comes up with one pithy and thought-provoking line after another.  Here are a few highlights…

  • “Lives are messy to begin with, and families are messy, and people are messy, and their finances don’t have to be.”
  • “We take that responsibility incredibly seriously and we view ourselves as critical infrastructure in families’ lives for them to execute their best lives.”
  • “When someone says, “This is important to me, well, then it becomes important to us.”
  • “We have a healthy paranoia about Artificial Intelligence.”
  • “When it comes to AI, laziness is going to get massively punished and deep thinking is going to become enhanced.”
  • “Human empathy is never replaceable with Artificial Intelligence.”
  • “Words are empty, actions are everything. And when actions are repeated, they telegraph intentions.”
  • “Our job is to show up for every one of the workouts so that the client can lift the trophy. It’s their trophy, we make sure they win it.”

If you’re looking for a great perspective on the financial advisory business and a fun – even entertaining conversation – this episode is for you!

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ABOUT ALBERT FOX, CFP®, CIMA

Albert Fox is a co-managing partner of Fox, Penberthy & Dehn – a three-partner practice supported by a team of 13 specialists in financial planning, investment research, client service, marketing, and branding. His firm manages over $1.5 Billion in client assets.

Albert believes lasting impact begins with strong infrastructure and that fulfilling careers are built through broad, hands-on experience. By encouraging team members to explore multiple roles, Albert helps create well-rounded professionals with long-term paths for growth.

In college and high school, Albert competed as a powerlifter and was named an All-American and two-time Junior National Champion. He continues to enjoy sports as an active golfer, cyclist, and Phillies fan, with other passions including food, wine, travel, and theater.

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Ep. 113 – 3 Must-Have Reputation Strategies for Client Acquisition with Brian Thorp

Practice Management, Referrals & Introductions, Social Media, , , , , , , , , , , , , , , , , , , ,

The way people choose a financial advisor has changed. Bill Cates talks with Brian Thorp, founder of Wealthtender, about why online reviews and internet presence and credibility now play an important role in the decision to meet with you and, hopefully, work with you. They discuss what advisors can do to make sure their digital credibility supports the trust they have built offline.

Brian shares findings from a study of 500 mass-affluent Americans. One result stands out: 83 percent of people who receive an offline referral to an advisor go online to look for reviews. A trusted introduction still carries weight, but prospects want to see that trust backed up by other forms of social proof.

Here are 3 key takeaways:

  1. A Referral Often Starts the Research:
    Prospects are checking websites, LinkedIn profiles, reviews, and even asking AI to compare advisors before they make contact.
  1. Reviews Work Like Digital Referrals:
    A strong review keeps building credibility long after it is written. It can also help Google and AI tools understand who you serve and why clients value working with you.
  1. Clients Talk About How You Make Them Feel:
    Most reviews are not (and should not be) about investment performance. Clients write about confidence, peace of mind, and the difference their advisor made during an important moment in their lives.

Listen to this conversation for a practical look at online reviews, compliance concerns, search visibility, and how to make sure the trust you have built offline also shows up online.

Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action!

 

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About Brian Thorp

Brian Thorp is the founder, CEO, and Editor-in-Chief of Wealthtender. He believes everyone deserves trusted help with money matters, regardless of income or stage of life.

Brian is a member of the National Society of Compliance Professionals and its SEC Marketing Rule Working Group. He has written extensively about advisor testimonials, including an article published in Currents and a testimonial marketing playbook for advisors and wealth management firms.

Under Brian’s leadership, Wealthtender became the first financial advisor review platform designed to comply with the SEC Marketing Rule. His work has been featured in major publications and on numerous podcasts, and WealthManagement.com named him one of its top 10 innovators and influencers set to change the industry in 2024.

Before founding Wealthtender, Brian spent nearly 22 years at Invesco, most recently leading financial advisor platforms and overseeing strategic partnerships with wealth management firms representing more than $100 billion in assets under management.

With more than 25 years in financial services, Brian is focused on helping more people enjoy life with less money stress.

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#109 – How Financial Advisors Win & Keep Business Owner Assets with Scott Bushkie

Client Experience & Loyalty, Practice Management, , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business.

That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors.

If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode:

  1. Start the Conversation Early:
    Don’t wait for your clients approach you for a conversation about selling their business. Proactively discuss their exit plans and the value of their business before someone else does.
  2. Build a Trusted Team:
    Business owners expect their advisor to have a team of experts (including tax, M&A, and legal professionals) ready to help maximize their value and minimize taxes during this critical transition.
  3. Never Accept the First Offer:
    The study revealed that business owners almost always net a significantly higher sale price (sometimes 60–100% more) when they run a competitive sale process rather than accepting unsolicited offers.

Case in Point: The Danger of Waiting

Hear what happens when a trusted advisor “waits for the call” after a client sells – only to lose out on tens of millions in new assets because they weren’t proactive.

Or discover how partnering with experts and running a competitive sale process turned an initial $31M offer into a $51M payday for both the business owner and their advisor.

Advisors: This is an immediate opportunity to be the hero your business owner clients need or risk losing them at the most pivotal moment of their financial lives.

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About Scott Bushkie

Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 25 years in mergers & acquisitions, Scott is a recognized leader in the lower middle market, helping business owners sell their companies, grow through acquisition, and understand the realistic value of their businesses in today’s market.

Over the years, Scott has successfully executed hundreds of transactions, domestically and internationally. He has the trust and respect of CPA and financial advisor alliances, investment banks, and other professional service firms within the M&A marketplace.

A leading authority on lower middle market M&A, Scott’s expertise is sought after by major media outlets including the New York Times, Chicago Tribune, Associated Press, CBS, and iHeart Media. The best-selling author of Finish Strong: Sell Your Business on Your Terms, he also guest authors content for numerous newspapers, magazines, and trade publications.

As a keynote speaker, Scott engages diverse audiences from national organizations to regional trade groups and international delegations. He focuses on empowering business owners to maximize the single largest transaction of their life: the sale of their business. Additionally, he equips financial advisors with strategies to better serve these owners and, in turn, significantly grow their AUM.

Scott is the founder and past chair of the Wisconsin chapter of Midwest Business Brokers & Intermediaries (MBBI), past chair of the International Business Broker Association (IBBA), past chair of the M&A Source, and the founding president of the Wisconsin chapter of EO.

Scott has been named Fellow of IBBA, Fellow of M&A Source, and was a 2025 inductee into the IBBA Hall of Fame—in each instance the youngest person in the world to receive these prestigious lifetime designations, recognizing industry expertise and contributions to the profession.

In 2018, Scott launched the Cornerstone International Alliance (CIA), providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. In 2025, CIA had approximately 30 partner firms worldwide and facilitated the transition of $2 billion in enterprise value.

Scott also partnered with a third-party research firm to produce the 2025 National Study on Selling Your Business. The first of its kind, the study provides groundbreaking research into business owner attitudes, trends, and expectations about selling their business.

Scott holds designations as a Mergers & Acquisitions Master Intermediary (M&AMI), a Certified M&A Professional (CM&AP), and a Certified Business Intermediary (CBI). He is a registered representative of the broker dealer Ceiba Financial with the Series 62 & 63 securities licenses.

Scott’s diverse background includes entrepreneurial endeavors, management, finance, and marketing. He has operated small startups and worked with international corporations. He is a graduate of the University of Wisconsin – Whitewater. Scott and his wife Cassie live in Green Bay with their three children.

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