Tag Archives: Relationships

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Episode #60 The Biggest Mistake Clients & Advisors Make in Life Expectancy Planning with Mark Pace, CLU, RHU, ChFC

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

According to actuaries, you and your clients are underestimating how long you are going to live.

Therefore, most people don’t plan properly, and most financial advisors aren’t even aware of this. 

This interview with Marc Pace – Founder of the Vital Longevity Institute – has two parts:

  • Part 1 – Why most people (advisors included) underestimate their life expectancy, and how you can use this new awareness to better serve your clients.
  • Part 2 – How you can use this new knowledge to grow your business.  

Mark and Bill discuss: 

  • The history of the origins of retirement and what that means to you and your clients.
  • A story of a nine-year-old running the wrong race serves as a metaphor for how most people have the wrong goals and expectations in life (and financial planning).
  • The unique traits and habits of individuals who live to be 105 years or older.
  • How the act of seeking and striving, as well as a sense of purpose, can extend the years of your life and the life of your years. 
  • The adjustments you’ll want to make in how you approach planning.
  • The Vital Line program for financial planners, which includes coaching and consulting services to help them change their perception of aging.
  • CASE STUDY:  How belief-modifying techniques, like the “Possibilities Explosion” tool, significantly boosted a financial advisor’s seminar success.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Mark Pace:

 

About Mark Pace:

As founder of The Vital Longevity Institute and creator of the Vitalign System and the Complete Wealth Planning System, Mark Pace has exposed once and for all the deeply held yet false and ruinous beliefs holding everyone back. Spoiler alert: these false beliefs are the cause of practically every type of suffering in our society.

Mark has been delivering quantum change dynamics that, for the first time in history, counteract the cultural forces preventing people from living their perfect life, the one they deserve, the one they were meant for. He teaches a simple, powerful, proven, and immediately effective daily process for making rapid, permanent, positive changes. And, he inspires people to reset their life clocks so that their future will always be bigger, better, and brighter than their past… no matter how long they live!

Mark’s work is based on 40-plus years of entrepreneurial success, 20 years of research, and over three years of field testing.

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

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

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 #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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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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