Tag Archives: Social Media

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Episode #62 The Fastest Way to Win (and Keep) Ideal Clients with Jay Baer, CSP, CPAE

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

Speed Kills?  Speed Wins?  It depends!

According to research – speed impacts revenue, speed impacts loyalty, and speed impacts emotions.

Understanding this crucial dynamic, Bill Cates engages in a compelling conversation with Jay Baer, a distinguished business growth and customer experience strategist, researcher, author, keynote speaker, and B2B influencer. 

Jay’s newest book, Time to Win: How to Exceed Your Customers’ Need for Speed, will likely change how you view some aspects of your client service model.

Together, they dive into the critical role of speed and responsiveness in client service for financial advisors. Jay introduces his Time to Win Framework, offering six strategies to improve responsiveness. They also cover proactive communication, managing expectations, and the psychological effects of responsiveness on client trust. 

Jay & Bill Discuss:  

  • How your clients’ expectations around responsive service have changed, and why you better pay attention
  • The quality of information from Artificial Intelligence,  concerns about its impact on financial advisors, and its potential as an efficiency tool.
  • What Jay means by speed, and why it has become such an important element of the client experience
  • How clients equate speed of response with respect, and how that impacts loyalty and referrals.
  • How long clients will be patient waiting to hear back from their advisor.
  • Why advisory firms need to elevate speed on their priority list (because prospects and clients already have).
  • Overview of Jay Baer’s “Six-Piece Time to Win Framework.”
  • How and why you better change your approach to responding to client queries when you don’t have an immediate answer.
  • Jay’s unexpected success as a tequila influencer and educator.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect with Jay Baer:

 

About Jay Baer:

Jay Baer started his career in politics, as a direct mail specialist for a United States Senator.

After brief forays into government service (as a spokesperson), and environmental services (as a marketer for a garbage company), he stumbled upon the Internet back when domain names were still free.

Seeing and seizing a business growth opportunity, Jay created and sold multiple digital marketing and customer experience companies, including Convince & Convert, one of the world’s most successful digital strategy advisory firms.

In the early 2000s, Jay conducted a tour for the publication of his first book. This adventure ultimately spawned his career as a well-known keynote speaker and event host.

Because Jay was a strategist and advisor long before he was a professional speaker, his presentations are highly customized, and filled with useful frameworks and practical advice. Organizers bring him back time after time because he constantly writes new material, and audiences grow their businesses as a result of his advice.

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Episode #61 Becoming Fluent with The Language of Referrals – A Special Episode with Bob Burg Interviewing Bill Cates

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

Announcing! Bill Cates’s Newest Book…

The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients.

Every financial professional understands the power of referrals and personal introductions.

Marketing experts extol the virtues of building a referral-based business. However, while providing overarching strategies and concepts, they don’t tell you how to actually create results.

In this exclusive interview, Bob Burg (author of Endless Referrals and The Go-Giver Series) interviews Bill Cates – widely known as “The Original Referral Coach” in financial services. 

While discussing the release of Bill’s latest book, The Language of Referrals, Bob and Bill explore the core principles and practical strategies for mastering the art and skill of building a referral-based business. They offer insights into promoting introductions, overcoming objections, effectively getting introduced, and more!

Bill and Bob discuss: 

  • Bill’s motivation behind writing The Language of Referrals. “Does the world need another book about referrals?”
  • The self-talk and mindset required to produce more and better introductions to quality prospects. 
  • The important difference between “referrals” and “introductions.”
  • The challenges and misconceptions around asking for referrals and how those can impact an advisor’s ability to produce results. 
  • The language of promoting introductions to generate high-quality unsolicited introductions. 
  • The importance of being specific in asking for introductions and the language that can be used to make a focused request.
  • Understanding and addressing client reluctance to providing introductions. 
  • The language of turning a client’s willingness to refer into introductions and solid connections. 
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect with Bob Burg: 

 

About Bob Burg:

Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals.

Bob has regularly addressed audiences ranging in size from 50 to 16,000 — sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes, and political leaders including a former United States President.

Bob is the author of a number of books on sales, marketing, and influence, with total book sales approaching two million copies.

The American Management Association named Bob one of the 30 Most Influential Leaders and he was named one of the Top 200 Most Influential Authors in the World by Richtopia.

Bob is an advocate, supporter, and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

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

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

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.

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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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Episode #43 Are the Riches Really in the Niches? Best Target Markets for Financial Advisors with Bill Cates, CSP, CPAE

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

“If I target a specific market, what about my current clients? And won’t I be missing out on other opportunities?

These are a few of the common questions that come up in the discussion about niche marketing and the best target markets for financial advisors.

While these are valid concerns, they are easily addressed.  Listen to this 35-minute podcast episode from Bill Cates to get the answers … and a whole lot more.

Whether you’ve never even considered narrowing your focus before, are looking for information on the best target markets for financial advisors or are already successfully implementing niche marketing in your business, there is something in this episode for you.

In this solo episode with Bill Cates, you will discover:

  • The 5 most prevalent, logical and overall best target markets for financial advisors to consider.

  • The 7 biggest benefits to pursuing a clear, well-defined, and lucrative target market.

  • The 5 critical characteristics of a viable target market. 

  • 11 specific examples of what real advisors are doing right now to find riches in the niches.

  • Answers to the 3 most burning questions advisors have around this strategy.

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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. #26: How to Target Millennials as Financial Advisory Clients with Ivory Johnson, CFP®, ChFC

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

According to Forbes, “Millennials will hold five times as much wealth as they have today, and the group is anticipated to inherit over $68 trillion from their Baby Boomer parents by the year 2030. This will represent one of the greatest wealth transfers in the modern times.”

There are already approximately 618,000 millennial millionaires. Millennial millionaires make up approximately 2% of the total U.S. millionaire population. The majority of millennial millionaires have a net worth that ranges from $1 million to $2.49 million and fall  between the ages of 34 and 37.

Due to inheritances, trusts and estate planning, there will be a steady flow of Millennials getting very rich soon.

The reality is that many millennials and younger clients with huge upside want to work with financial advisors, just not in the traditional way. And, you don’t necessarily have to hire younger associates to attract these younger clients.

In this episode, Referral Coach Bill Cates is joined by Ivory Johnson, CFP®, ChFC, and founder of Delancey Wealth Management. Ivory and Bill explain the importance of attracting a younger clientele, how to target millennials by adjusting your approach, and how this will benefit your business.

Bill and Ivory discuss:

  • Why Ivory believes it’s important to work with younger clients – especially the adult children of his older clients.
  • How to target millennials as advisory clients. 
  • 2 important questions Ivory asks every client in order to become more relevant and helpful to them.
  • How Ivory deals with younger clients and the fun part of working with them.
  • Why advisors need to have a social media presence to attract millennials.
  • Ivory’s optimism for technology and digital assets.
  • and more

Resources: 

Connect With Bill Cates:

Connect With Ivory Johnson:

About Our Guest:

With over two decades of helping families and small businesses create and protect wealth, Ivory Johnson has seen the benefits of developing a financial game-plan. Ivory combines his extensive professional and academic experiences to diagnose an increasingly complicated world. He believes that if you can’t explain it, you don’t understand it, choosing the colloquial in favor of formal.

Ivory has a B.S. in Finance from Penn State University, is a Certified Financial Planner (CFP®), a Chartered Financial Consultant (ChFC) and has been recognized by the Global Blockchain Association and RIA DAC for his proficiency in blockchain technology and digital assets. He is also a member of the CNBC Financial Advisor Council made up of 20 high-level financial professionals, and regularly contributes articles to CNBC.com, and has been quoted in Investment News, the Wall Street Journal, Black Enterprise, Money Magazine, Kiplinger’s and other publications.



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

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

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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