Tag Archives: Referrals

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

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

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

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

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. #28: Building a Referral Only Practice on a Powerful Story With Tyson Vines

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

When it comes to building a referral only practice, you want to attract prospects and build client relationships by making two intertwined connections. You want to make a value connection and you want to make a personal connection. Both are necessary, though the mix of the two may vary from client to client.

In this episode, Referral Coach Bill Cates is joined by Tyson Vines, Founder & Financial Advisor of V Financial Partners, to talk about his process for attracting and winning new clients and building highly referable relationships with them. 

Tyson and Bill discuss: 

  • Tyson’s commitment to a referral only practice – and how he nets an average of 3.5 referral prospects per week!
  • Two tragic events of Tyson’s life, and how he connects these stories to his client acquisition process.
  • His “secret sauce” for creating advocates that provide great unsolicited referrals.
  • Tyson’s mission to change the wealth management industry.
  • The core values that guide his referral only business. 
  • How he tackles the “dreaded” conversation around fees & commissions.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Tyson Vines:

About Our Guest:

After a strong Wall Street career helping sovereign wealth funds, pensions and private banks globally, Tyson Vines wanted to own a financial planning practice. He founded V Financial Partners in 2012 with the mission to care for people and their businesses through personal finance and increase financial literacy in an enjoyable, open and honest way.

Tyson’s father passed away when he was in college. Caring for his widowed mother was the top priority. The moment they met a financial adviser, emotions calmed, and comfort flowed with a sound financial plan of investments and insurance solutions.

Tyson believes everyone deserves an institutional Wall Street experience. Leaning on his global investment experience navigating the world’s largest investors through the Great Recession, V Financial Partners aims to deliver the same heightened experience to everyone. V Financial Partners offers stability and confidence to their clients.

For six years, prior to establishing his practice, Tyson was a Global Consultant Relationship Manager with Victory Capital Management, an investment management subsidiary of KeyCorp. He also worked as a sell-side equity and investment banking associate with KeyBanc Capital Markets.



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Ep. #18 – How to Produce Results at Levels Most Advisors Dream of With Robert Petrocelli

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

If you ever doubted that hard work, along with a competitive mindset doesn’t pay off, you will want to listen to this episode.

In this episode, Referral Coach Bill Cates talks with Bob Petrocelli, founder and managing director of Petrocelli Financial Services, LLC. With 42 years in the business, Rob will discuss what has brought him to the top of his game and kept him there for many years.

Robert discusses how: 

  • his business is growing from meeting with accountants and attorneys to create productive relationships
  • his key staff person supports his process for client acquisition
  • he uses his competitive nature shows up in his business
  • one of his largest clients came to him from cold calls

Resources: 

Connect With Robert Petrocelli, Jr.:

Connect With Bill Cates:

About Our Guest:

Since 1979, Robert Petrocelli, Jr. has been providing holistic financial strategies to business owners, individuals, and families that help them protect their assets and meet their long-term financial objectives. Building his own business from the ground up, he has a complete understanding of what it takes to create and conserve wealth while managing the taxation of income and assets during the working years and in retirement. His experience and ongoing education have provided him with great expertise in all areas of estate planning, employee benefits design and management, and investment services.

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Ep. #5: Use The 90-Day Dazzle for Client Onboarding and Win Referrals Fast with Bryan Sweet, CLU, ChFC

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

Most advisors have an internal new client onboarding checklist, but few have discovered the value of a comprehensive client onboarding process that creates both a value connection and a personal connection. 

Done well, the client onboarding process will help your new clients feel great about their decision to work with you and make you super referable quickly.

In this episode, Bill Cates is joined by Bryan Sweet CLU®, ChFC®, founder and CEO of Sweet Financial Services, to discuss how he uses his program called The 90 Day Dazzle for client onboarding. He explains how implementing this program has drastically increased his referrals earlier in his new-client relationships.

In this episode, Bill and Bryan discuss: 

  • How The 90 Day Dazzle brings value to both the client and his firm.
  • The three small niches his firm works with that have kept his business thriving for 42 years
  • What other advisors are doing in the client onboarding process.

Resources: 

“Who Not How” by Dan Sullivan and Dr. Benjamin Hardy

Connect With Bill Cates:   

About Our Guest:

Bryan Sweet: Bryan Sweet, is a cultivator of opportunity and that is reflected in his passion for serving the clients of Sweet Financial Services. Beginning his career in 1979, Bryan has done more than create lasting wealth plans for wonderful clients. He has created a movement in this industry to help people realize just how much they are capable of and just how much they can put their money to work for them.

Connect With Bryan Sweet:  

 

 

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