Do you have an “origin story”? Are you using it to attract more Right-Fit Clients™ and become more referable?
Have you figured out how to find your niche market – specifically one that’s clearly defined and profitable? Have you moved away from prospecting to attracting people to you?
In this episode of Top Advisor Podcast, host Bill Cates interviews financial advisor Dan Brothers, CFP®, who shares his insights on using his origin story to build rapport and trust with clients. Dan also reveals his strategy for selecting and focusing on a clear target market, that has propelled him to the top echelon among his peers.
Bill & Dan discuss:
Utilizing your “Origin Story” to connect with clients and prospects on a personal level
The importance of being genuine and authentic in how you communicate your value to prospects and clients.
Factors to consider when trying to figure out how to find your niche market in financial advisory.
His decision to focus on a niche market of individuals nearing retirement and the subsequent choice of a second niche to focus on asset accumulation.
The role of his wife, Ashley Brothers, in defining her own niche with blue-collar-millionaires.
Originally from Wappinger Falls, NY, Dan Brothers began his career in 2009. After seeing firsthand what can happen to families after catastrophic loss, Dan joined became an advisor to ensure he would be able to do everything in his power to help individuals and families prepare for what lies ahead.
Dan has built his practice in the North Shore of Boston over the last decade plus. The practice is focused on individuals and families within 5 years of their desired retirement goals.
What would your business (and life) look like if you started working with ultra-wealthy clients ranging from $40 to $100 million?
Working with ultra-wealthy clients can be more complex than “merely” high-net-worth clients. These individuals have distinct needs, expectations, and concerns that require a specialized approach from financial advisors, planners, and wealth managers.
In this episode of Top Advisor Podcast, featured guest David Kirschenbaum, a Tiger 21 Chair, sheds light on the unique perspectives and requirements of wealthy entrepreneurs. Tiger 21 is an organization whose members have an average net worth of $117 million.
Bill Cates and David Kirschenbaum discuss the fact that these wealthy entrepreneurs are not solely focused on accumulating wealth but also on preserving their assets.
This focus necessitates a holistic approach to ultra-high net worth wealth management that includes comprehensive financial planning, tax optimization, risk management, estate planning, and philanthropic strategies. Advisors and wealth managers need to go beyond traditional investment strategies and consider the long-term preservation of substantial wealth.
In this engaging conversation, you’ll gain insights into:
The unique challenges and opportunities faced by wealthy individuals, and the importance of having the right trusted advisors in their corner.
How advisors need to demonstrate the ability to collaborate and coordinate with a range of professionals to provide a cohesive, integrated approach to ultra-high net worth wealth management.
The fee-sensitive nature of these wealthy individuals (seeking great transparency and value-based services).
What a representative of an RIA said to this group about how to select the right financial advisor.
How too many advisors still ignore the spouse and other family members, causing them to lose clients.
David Kirshenbaum’s varied and successful business career, including how he has created huge business deals using his vast “relationship capital.”
David has had a successful career working for a number of entrepreneurial, fast-growing, and diverse businesses across law, real estate, venture capital, private equity, family offices, and operating businesses in senior operations/leadership positions as well as business development and transaction management. Based on these experiences and the growth of a significant network of contacts, long-term relationships, and strategic partners, David decided to launch MeadeCo LLC in 2018.
David started his career as a transactional real estate attorney at what is now one of the largest law firms in the world. Following the completion of his MBA, David transitioned to leadership positions in finance, investment management, real estate development, real estate investment and asset management, and private equity.
With a strong desire to combine the skill sets that defined him in earlier stages of his career, David was named CEO of a venture capital start-up that was focused on selling products into the world of real estate. While a short-lived experience, David gained valuable insights into the challenges and economics of earlier-stage companies in need of capital.
Following his CEO role, David acted as a special situations investment banker working with a variety of companies on matters ranging from restructuring to debt placement for “storied credits” and company sales. Employing entrepreneurial instincts and practical operational knowledge, David was able to complete a series of transactions to assist clients with a variety of needs.
While David was pursuing a successful career across a range of industries, he aggressively pursued investments across a broad spectrum of economic activity that broadened his knowledge base and allowed him to leverage hard-fought lessons across three-plus decades of entrepreneurial activity in a variety of endeavors. David’s investment portfolio, together with his role as advisor/mentor and board member to early-stage CEOs has given him a unique perspective on the financial and operational needs of companies that require debt financing or advisory assistance.
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 WinFramework, 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.
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.
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.
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.
Family legacy planning involves more than just helping your clients accumulate assets.
Creating a lasting legacy for your clients means crafting a set of values, purpose, and financial knowledge that lasts for generations.
In this episode, Referral Coach Bill Cates interviews Randy Jones, Wealth Management Advisor at Financial Growth Partners. Randy shares his insights on family legacy planning, emphasizing the need to connect all aspects of a client’s life to create a comprehensive financial plan. He introduces his legacy system for creating generational wealth and discusses the interconnectedness of money and time. Randy also shares the importance of creating a family constitution to guide future generations.
Bill and Randy discuss:
Randy’s unconventional path to becoming a wealth management advisor.
Purpose Driven Financial Planning – it’s not just about the money.
Randy’s approach of family legacy planning that evolves and grows with clients.
Randy’s Legacy System and why to focus on our legacy to our future generations.
The differentassets individuals have, including physical, intellectual, ethical, and material assets, and their importance in building a legacy.
The distinction between flashy wealth and true wealth.
The significance of early financial education and instilling values in children.
What you need to know about The Family Constitution and The Synergy Consortium.
Randy Jones has been in the finance industry for 26 years. As a wealth management advisor at a financial services company, Randy has access to all the same products and programs as any other financial advisor, but that’s not why people come to him.
They come to him for a plan. Randy’s plans are not in a leather-bound book that you put on a shelf in hopes of reading someday. They are plans that you can live, and they change and grow with you and your family.
In life, you have other assets that mean more to you than money. Yet, for most people money has/is/will be more of an obstacle than an asset. You can change this if you are willing to change the way you think. You first must ask yourself “Do I want another product, or do I want a plan?”
Randy helps you create your experiences. He teaches “It’s better to givethan to receive.” He helps you live your dreams, appreciate life, and live in the wow!
