Tag Archives: Referrals

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Episode #57 Achieving Rapid Business Growth as a Financial Advisor with Emanuel Jones II, MBA



For today’s featured guest, rapid business growth began with the belief that it was possible, followed by:

  • Keeping his pipeline full.
  • Avoiding pressure on himself. 
  • Helping prospects feel valued and respected.
  • Accentuating financial literacy.
  • Avoiding rushing prospects into financial decisions.
  • Treating prospects and clients like royalty.

In this episode, Referral Coach Bill Cates interviews Emanuel Jones II, MBA, Founder of Jones & Co Wealth Strategies, about his journey from aspiring doctor to achieving rapid business growth through client acquisition as a financial advisor.

Emanuel shares strategies for providing a high-quality client experience. He also highlights the importance of building trust, emphasizing education, and discusses his unique approach to using social media (compliance approved, of course).

Emanuel & Bill discuss: 

  • How Emanuel went from wanting to be a doctor, to starting several businesses, to finally doing what he was meant to do – helping others make smart financial decisions.

  • The lack of trust that many people have in financial institutions.

  • The important role financial advisors have in educating multicultural communities about the benefits and safety of investing.

  • How Emanuel’s emphasis on providing a unique and high-quality experience for clients leads to high-quality, unsolicited referrals – which, in turn, resulted in rapid business growth.

  • The tangible results Emanuel has experienced from his huge presence on Instagram.

  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Emanuel Jones II:

About Emanuel Jones II:

Emanuel Jones II is the founder of Jones & Co Wealth Strategies, a multi-cultural wealth strategies company based in Atlanta. Emanuel is a champion for financial empowerment and literacy for each personal finance client and the professional organization he serves. Proficient in financial planning, retirement planning, investments, and insurance, his goal is to help them secure the best financial legacy.

Based on the pillars of integrity, humanity, and financial strength, Emanuel was recognized by New York Life, one of the largest life insurance companies in the United States, as GO’s Top in Class and named its New Org Agent of the Year 2022. He is a 2021 AAMU RISE Campaign Platinum Award qualifier as well as a 2020 AAMU Black Excellence Campaign Gold Award winner.

Emanuel is an MBA graduate of Emory’s Goizueta School of Business and Johns Hopkins University. Emanuel is a Fiduciary & holds his FINRA Series 6, 7, 63 & 65 licenses. His specialty is working with small businesses, first-generation high earners, entrepreneurs, & corporate employees.


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Episode #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis



It’s not an accident that Productivity and Proactive start with the same three letters. 

Pro can mean For and Forward. I’m all for moving forward, how about you?

If you’re like most advisors, there are days where you feel very productive and know that you are moving your business forward. You probably have other days (too many?) where you’re simply being reactive.  You’re doing things you know you need to do, but those days don’t often feel as rewarding.

Is it possible to go from a reactive practice to a proactive practice? 

Is it possible to decrease your time working, while simultaneously increasing your revenue?

In this episode, Referral Coach Bill Cates interviews Brian Margolis, Founder of Productivity Giant and author of “The Index Card Business Plan.” 

Brian and Bill explore the power of using pillars to maximize financial advisor productivity. Brian explains the three categories of pillars and shares strategies for overcoming internal resistance. He also emphasizes the importance of focus management and shares real-life success stories of advisors who have implemented The Pillar System.

Bill and Brian discuss: 

  • The three pillars essential for financial advisor proactivity: activity/consistency, learning/effectiveness, and strategic.
  • How to identify skills with the highest ROI – so advisors can make intentional choices related to focus and skill development.
  • The role of support staff in helping advisors maintain the right habits for success.
  • The concept of focus management, which emphasizes the need to protect and manage one’s mental energy.
  • Real-life case studies of success where established advisors have transformed their businesses by focusing on specific pillars adapted to them – including one advisor who doubled their yearly AUM growth while working one less day per week.
  • The value of the Friday night feeling, indicating the satisfaction of completing key tasks as a reliable measure of success
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Brian Margolis:

About Brian Margolis:

Brian Margolis is a former environmental scientist turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book “The Index Car Business Plan for Sales Pros and Entrepreneurs”

Brian’s Pillar System helps sales pros and entrepreneurs create a strategy so simple, it fits on an index card…but so powerful it’s helped create 7-figure earners and has been licensed by some of the largest companies in the world to train their teams.

Brian has been a partner or consultant in multiple ventures ranging from startups to national brands. He has worked with everyone from Shark Tank Entrepreneurs to Fortune 500 companies. Both his accomplishments and failures span a variety of industries.

In addition to his above work, and appearances on some of the largest business and sales podcasts in the world, he is still in the trenches having done thousands of individual coaching sessions with sales pros and entrepreneurs.


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



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 #53 Using Financial Advisor Podcasts to Acquire Ideal Clients with Misty Lynch, CFP®



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 Money and 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.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Misty Lynch:

About Misty Lynch:

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.”


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Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway



While curiosity may have killed the cat, it didn’t hurt this advisor!

How about you?  Have you developed a strong Curiosity Muscle?  Do you exercise it often as you endeavor to bring more ideal clients into your business?

Curiosity will serve you well in this business:

  • You will meet new people.
  • You will serve your clients better by knowing more about them.
  • You will learn about other’s in your clients’ lives who could be candidates for your important work.

Today’s featured guest, Chris Ridgway, has attained rapid success in this business through personal observation, curiosity, and a strong belief in his value.

In this episode, Referral Coach Bill Cates interviews Chris Ridgway, Growth and Development Director & Financial Advisor with Northwestern Mutual. They explore the power of curiosity in the financial advisory industry, emphasizing the importance of being genuinely interested in people and their stories. Additionally, Chris shares his unique approach to client acquisition through observation and connection, finding common interests, and aligning values.

Bill and Chris discuss: 

  • Curiosity as a valuable trait for financial advisors.
  • How Chris implements personal observation in daily interactions.
  • How to obtain the contact information of prospects, and the reason for follow-up after a conversation.
  • Chris’ unique “Pillar of the Community” approach to meeting CEOs and other high-level prospects.
  • How laying out your entire process and philosophy to Centers of Influence can help build trust and referability while creating productive COI relationships. 
  • The power of nesting in a company to turbo-charge prospecting opportunities. 
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Chris Ridgway:

About Chris Ridgway:

Chris Ridgway is the Growth and Development Director & Financial Advisor at Northwestern Mutual.

Chris believes the starting point of any financial conversation should be with you — your life, your family, your priorities, and your goals. He will listen to what’s important to you and design a financial plan from multiple strategies specifically designed to help get you where you want to be.

Chris is committed to helping you get closer to your dreams. When you partner with him, you can expect a judgment-free, pressure-free environment with conversations that will be jargon-free. Chris strives to provide you with the best experience possible


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Episode #45 How to Revolutionize Digital Marketing for Financial Advisors with Stephen Beach



Digital marketing for financial advisors can be an overwhelming and/or confusing topic for many.

Financial advisors are often challenged by what marketing strategy is right for them, how to communicate their value, and what outside resources might be right for them.

Can you relate? 

While Bill Cates is the recognized expert and supreme advocate for growing through referrals and personal introductions, there are certain tactics and strategies in the world of digital marketing for financial advisors that shouldn’t be ignored.

This is a Case Study Episode of Top Advisor Podcast.

In this unique episode, Referral Coach Bill Cates interviews Stephen Beach, Co-Founder of Craft Impact, about their work with Burney Wealth Management. They discuss Burney Wealth’s marketing struggles prior to working with Stephen, and how he and his firm helped them develop effective messaging, a results-generating website, and greater overall clarity in their marketing. All of this work has served as a turbo charger to the referral culture Bill had already helped Burney Wealth develop and implement.

Bill and Stephen discuss: 

  • Why a website can be a financial firm’s most important digital asset along with some specific, implementable strategies.
  • Why Burney Wealth decided to offer a sample financial plan template to visitors of their website and how this strategy has exceeded their expectations.
  • Craft Impact’s approach to messaging, including internal workshops using the StoryBrand framework and external interviews with clients.
  • The importance of messaging on a website, specifically the banner, and how it should be emotionally appealing to potential clients.
  • The definition of cognitive fluency and Stephen’s method of helping advisors explain their process in a visual manner.
  • The importance of providing relevant information, checklists, or other tools valuable enough that potential clients are willing to submit their contact information on the website in order to receive them. (Often called, “Lead Magnets.”)
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Stephen Beach: 

About Stephen Beach:

Stephen Beach co-founded a growth and communications agency for a few reasons, among them: to create a successful company that offers employment opportunities, to be a role model to his son, to grow from the challenges of creating a sustainable business, and to help other small and medium size businesses grow their revenue and teams through inbound marketing. 

After graduating from the University of Notre Dame and working for a large pharmaceutical advertising agency, Stephen knew he wanted to create a new kind of marketing agency- one with fresh ideas, personalized support, and proven ROI without the big agency prices and overhead. 

Stephen continues to be a Notre Dame college football fan despite attending the university during the underwhelming Charlie Weis era and the more recent years of disappointment. He loves golf, craft beer (of course) and traveling with his wife, and being a father to his children Auggie, Lola, and Oakley.


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



“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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Episode #41 Client Experience vs. Engagement: Strategies To Take Your Business To The Next Level with Julie Littlechild



Client Engagement!  Client Experience!  Creating “Wow!” 

What’s all the fuss?

Did you know that client service, client experience, and client engagement are NOT the same things?

Julie Littlechild, founder of Absolute Engagement and author of The Pursuit of Absolute Engagement has focused her business on showing advisors how to move their clients from satisfied to engaged. Why? 

Because her research shows that while satisfied clients are extremely loyal, there’s a low correlation between that satisfaction and providing referrals and making introductions.

So, who does provide referrals and make introduction? Engaged Clients! 

In this episode, Bill and Julie dive into the important topic of client engagement and what it can mean to your clients and to your business.

Julie and Bill discuss:

  • The distinction between client experience and client engagement and how you can measure client engagement.
  • The importance of personalization in all phases of your communication with prospects and clients. 
  • How client engagement goes beyond just clients to include prospects as well. 
  • The mindset challenges clients face when it comes to financial planning, and the importance of personalization in addressing these concerns.
  • The Absolute Engagement Engine, a tool that helps financial advisors understand clients on a deeper level by gathering relevant data throughout their journey with you.
  • How the future of client engagement will be co-created by clients and advisors, personalized, and informed by data.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Julie Littlechild : 

About Julie Littlechild:

Julie Littlechild is a recognized expert on the drivers and evolution of client experience, client engagement and referral growth. She is responsible for: designing the firm’s strategic vision and product roadmap, conducting on-going investor and advisor research, driving firm growth and representing the company on conference stages around the world.

Julie has worked with and studied successful financial advisors and their clients for more than twenty-five years. Prior to founding Absolute Engagement, she launched and ran one of the industry’s leading research firms, focused on client engagement. She is the author of The Pursuit of Absolute Engagement.

Julie sat on the national board of the Financial Planning Association, currently sits on an Investment & Wealth Institute advisory board, was twice identified as one of the 25 Most Influential People in Financial Planning, and won an industry Influencer Award in practice management. She holds an MBA from the University of Toronto.


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Ep. #40 Explosive Growth and Getting Referrals Without Asking with Warren Brooks and Terry Parham Jr.



Imagine that you are getting so many unsolicited referrals that your new prospective clients are willing to be placed on a 4-month waiting list to see you. A pipe dream?  Not necessarily. Our featured guests on today’s show are experiencing this right now.  

How are they getting so many referrals without asking?  With strategic relationship building, minor celebrity status in their target market, and a dash of effective social media.

In this episode, Bill Cates interviews Warren Brooks and Terry Parham – Co-Founders of Innovative Wealth Building. They explain how they’ve built a steady flow of referrals without asking with a strong emphasis on building personal relationships with clients by going the extra mile. 

Bill, Warren, and Terry discuss:

  • The success resulting from their rapid growth – $100M in assets in their first year of going independent.
  • Their focus on building relationships with the extended family members of their clients.
  • How going above and beyond for clients and building personal relationships is the reason behind their explosion of referrals without asking.
  • How giving back to the community through sponsorships and participation in events can help build “celebrity status” that generates continual interest. 
  • How social media and their website actually converts prospects into clients.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Warren Brooks: 

Connect With Terry Parham: 

About Warren Brooks:

Warren Brooks is the President, Chief Executive Officer (CEO), and one of the co-founders of Innovative Wealth Building In a world of tough financial choices, Warren has been a beacon of knowledge for his clients since 1999. 

​Warren has started over 1,000 new clients in his career and has amassed an impressive amount of knowledge over the years. As a result, Warren has become locally renowned as the go-to planner for Federal Employees and widows/ widowers that are navigating one of life’s biggest challenges.

What’s possibly most impressive is the relentless dedication that Warren has shown his clients over the years. When Warren says he will be there you know that he will, even if that means driving across the country or hopping on an airplane.

​Prior to becoming a financial planner, Warren honorably served 24 years in the United States Navy and retired as a Senior Chief Petty Officer. Additionally, Warren graduated from the University of Maryland University College with a Bachelor’s degree in Business Management.

About Terry Parham:

Terry is the Chief Financial Officer (CFO) and one of the co-founders of Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a: Financial Planner, Corporate Trainer, and District Manager. Terry loves to talk about investments and also enjoys diving into the weeds of retirement income planning. When he’s not working directly with clients, Terry spends time mentoring other advisors and presenting financial education to individuals and organizations.

​Terry graduated from St. Lawrence University with a double major in Economics and Psychology and a minor in Mathematics. Always on the quest for knowledge, Terry has earned the following certifications: Certified Financial Planner (CFP), Chartered Financial Consultant (ChFC), Wealth Management Certified Professional (WMCP), Retirement Income Certified Professional (RICP), and Chartered Life Underwriter (CLU).


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Ep. #32: 5 Brilliant Steps to an Effective Client Acquisition Process with Sandro Forte, FCII, FPFS, FPSA, CSP



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.