Tag Archives: Value Proposition

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#101 – Becoming the First-Call Advisor: Insights from Family Office Expert Rich Wolkowitz

Client Experience & Loyalty, Generational Wealth, , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

What can financial advisors learn from those guiding the world’s wealthiest and most complex families?

And how can you position yourself as the advisor your A+ clients call first?

In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships.

3 Key Takeaways:

  • Advising ultra-wealthy families is about more than money. The right brain side –  trust, relationships, and emotional dynamics – is often where true value is built. 
  • Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges. 
  • Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way.

Bill and Rich Discuss:

  • Why speaking truth to power is essential for advisors who want lasting influence  
  • Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor 
  • Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer 
  • Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list 
  • How to help families build sustainable, purpose-driven offices with the right people and plan 
  • … And more!

Connect With Rich Wolkowitz:

Resources: 

Connect With Bill Cates:

About Rich Wolkowitz:    

Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type. 

A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management.

Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive. 

Prior to founding Xylogenesis®, Rich managed a global family business consulting firm.

Known for his ability to “speak truth to power.”  Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.

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#99 – What Every Advisor Needs to Know About Storyselling and Life Planning with Mitch Anthony

communicating your value, Marketing, Prospecting, , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

If you think numbers and charts are enough to win clients, think again.

In this episode, Referral Coach Bill Cates interviews renowned author and speaker Mitch Anthony about the decisive role of storytelling and life-centered financial planning. 

Mitch shares how neuroscience has proven that emotional connection, not just data, drives decisions, and how financial advisors can uncover deeper client relationships through meaningful conversations.

He also unpacks the real promise advisors should be making, that is, helping clients get the best life possible with the money they have.

Mitch and Bill Discuss:   

  • How story-based communication triggers emotional engagement and decision-making better than logic-heavy pitches
  • Why advisors should uncover the client’s story before telling their own, and how that builds trust
  • The importance of using relatable metaphors to explain complex financial concepts
  • The shift from ROI-focused advising to Return on Life (ROL) and values that can’t be easily compared
  • Simple but profound questions advisors can ask to build deeper connections without taking more time
  • …And more!

Highlights:

  • [00:04:15] Mitch defines “storyselling” and why it works so well
  • [00:14:30] The mistake most advisors make with stories – and how to fix it
  • [00:26:10] What life-centered planning really means (hint: it’s not just about the numbers)
  • [00:38:45] How to shift your discovery process to focus on “return on life”
  • [00:48:00] Mitch’s advice to advisors looking to deepen client loyalty

Sponsors: 

Connect With Mitch Anthony:

Resources: 

Connect With Bill Cates:

About Mitch Anthony:

For more than two decades, Mitch and his team have provided training and development for both individual advisors and major organizations throughout the world. Mitch personally consults with firms around the world on both life-centered financial planning and relationship development.

Mitch is a consistently top-rated presenter who has spoken around the world, from private client events to audiences of more than 10,000. He has been named “one of the most meaningful speakers in financial services today” and hailed as one of the industry’s top “Movers & Shakers” for his pioneering work. Along with Texas Tech University, he has developed a certificate program in Life-Centered Financial Planning.

Mitch is a sought-after expert for the media and a regular columnist for Financial Advisor magazine. His columns have appeared on CBS MarketWatch and in the Journal of Financial Planning. Mitch is also host of the daily radio feature, The Daily Dose, heard on over 100 radio stations nationwide.

StorySelling for Financial Advisors, cited by Financial Advisor magazine as the number one “must-read” book for financial professionals, is an industry standard. In addition to The New Retirementality (now in its 5th edition) and Your Clients for Life, Mitch is the author of many groundbreaking books for advisors and consumers, including Defining Conversations,  The Financial Professional’s StoryBook, Your Client’s Story, Selling with Emotional Intelligence, The Financial Lit-Kit (The Cash in the Hat, The Bean is not Green, and Where Did the Money Go?), and Life-Centered Financial Planning.

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#80 Building Strong Strategic Partnerships with Duncan MacPherson

Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , ,

What would you call a strategic partner if not a center of influence?

Today on the Top Advisor Podcast, Referral Coach Bill Cates interviews Duncan MacPherson about transforming how financial advisors establish and maintain strategic partnerships. Discover why the phrase “centers of influence” might be holding you back and how strategic partnerships can lead to more seamless client referrals and stronger connections. Learn how to build a comprehensive, value-driven network of partners that enhances your client experience and ultimately, your bottom line.

Duncan discusses: 

  • (08:49) Why “centers of influence” should be replaced by “strategic partnerships”
  • (15:08) The difference between influencers, advocates, and strategic partners
  • (21:01) How to approach and develop valuable strategic partnerships
  • (37:35) Productivity vs. busyness and the importance of building a sustainable business
  • …And more!

Sponsors:

Resources: 

Connect With Bill Cates:

Connect With Duncan MacPherson:

About Duncan MacPherson:

Duncan MacPherson, driven by a deep passion for unlocking potential, steers Pareto Systems in his role as CEO. Together with financial professionals and visionary firms, he is committed to designing businesses that achieve both profitability and purpose.

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Episode #71 The Future of Niche Marketing for Financial Advisors – Proper Diagnosis and Targeting with Reese Harper, CFP®

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

Are you looking for the secret to unlocking your client’s financial potential and taking your advisory business to the next level?  Of course you are!

In this episode of Top Advisor Podcast, Bill Cates and guest Reese Harper – founder of Dentist Advisors – take a deep dive into the strategic benefits of niche marketing for financial advisors. 

Reese shares his personal success story of targeting dentists and how it led to his hugely successful advisory business.

Reese Harper’s insights on niche marketing for financial advisors, the geographical expansion of his business, and the benefits of a centralized service model will revolutionize the way you approach serving your clients.

Reese and Bill discuss the financial diagnostic tool, “Elements.” This is like an EKG for your clients’ financial lives.

Bill and Reese discuss: 

  • Niche Specialization & Mastery: Reese examines the benefits of niche marketing for financial advisors in the dental industry for a targeted advisory approach.
  • Strategic Journey: Strategies and takeaway action steps from Reese’s path to cultivating a flourishing niche advisory practice.
  • Podcast Insights: Reese explains how his podcast has been instrumental in growing his firm.
  • The “Elements” Methodology: A revelation of the Elements methodology and its profound influence on decision-making and client relationships.
  • Standing Out: Practical advice for advisors aiming to distinguish themselves in a competitive market through specialization and added value.
  • … And much more!

 

Resources: 

Connect With Bill Cates:

Connect With Reese Harper:

 

About Reese Harper:

In 2007, Reese Harper founded Dentist Advisors with the aim of assisting dentists in making intelligent financial decisions and achieving financial independence. Since then, he has consulted with dentists across the country, helping them reach their personal and business financial goals using a scientific, data-driven decision-making methodology and technology he developed called Elements®.

Simultaneously, over the past several years, Harper’s team has been working to transform the Elements methodology into a turnkey system that can be utilized by financial advisors to provide a next-generation user experience and increased value for their clients.

The Elements Financial Planning System™ simplifies the process for financial advisors to organize and evaluate their clients’ comprehensive financial data at a glance. This enables them to focus on the functional and emotional jobs that drive results for their clients.

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Episode #48 Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham

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

This may be one of the most important interviews we’ve done since the inception of Top Advisor Podcast.

The very best advisors know that their job is more than managing investments or selling insurance.  The very best advisors are increasingly focused on Longevity Planning for the Baby Boomer clients.

These advisors prioritize building strong, meaningful connections with their clients, getting to know their individual life stories, and providing guidance through critical life-changing events.

In this episode, Referral Coach Bill Cates and Steve Gresham delve into the fascinating world of longevity planning and the importance of being prepared for unexpected events. As advisors, it’s crucial for us to anticipate these events and help our clients navigate through them with expertise and care.

You’ll hear real-life examples of advisors who have let their clients down in this area as well as examples of advisors who showed up big time for their clients. 

But it doesn’t stop there. Bill and Steve explore the growing demographic wave of older individuals and the unique challenges they face. Longevity planning is not something to be taken lightly.

Steve Gresham & Bill Cates discuss: 

  • The concept of “family conversation” and why it is important for advisors to have the courage to engage with their clients.
  • The 7 moments that matter in a client’s life AND the 7 phone calls every advisor should be prepared to receive.
  • Why clients may hesitate to share personal health information with their advisors due to concerns about empathy and a safe space.
  • The life events that may be a surprise to clients – but not to their advisors – who should be prepared and experienced in dealing with them.
  • How financial advisors can ensure that they are addressing the concerns and needs of aging clients, even if the clients may feel hesitant to share personal health information.
  • What longevity planning is, and key issues to consider when creating a longevity plan for clients.
  • Stories of success and failure in longevity planning.
  • …And so much more!

As always, this episode is packed with valuable information and practical strategies for financial advisors to better serve their clients. So, get ready to learn the secrets to success in the world of longevity planning as we dive into an engaging conversation with Steve Gresham. 

Resources: 

Connect With Bill Cates:

Connect With Steve Gresham:

About Steve Gresham:

Steve Gresham is a leader in understanding trends facing the wealth management industry.

Steve is the Chief Executive Officer of The Execution Project, which provides engaging content and executive consulting services to help firms and their advisors meet the needs of the retiring age wave. He is also the managing partner of the premier executive community in the financial services industry, Next Chapter, and acts as a senior educational advisor to the Alliance for Lifetime Income.

Prior to founding his consulting firm, he was EVP and Head of the Private Client Group at Fidelity Investments from 2008-2017. During this time, he drove the retail investor strategy that more than doubled client households to 1.6 million and assets under administration to more than $2 trillion. With a focus on the client experience, the Private Client Group team ended net asset outflow and pushed the client satisfaction score from 8 to 63.

Steve joined Fidelity in October 2008 after seven years of helping to lead the turnaround of The Phoenix Companies and its successful asset management spinoff, Virtus Investment Partners (NYSE -VRTS).

Gresham has a history of achieving results across firms. In addition to his success at Fidelity, he led successful efforts as an executive or consultant at many financial services companies in the global marketplace, including:

  • Merrill Lynch Private Wealth International’s Private Wealth offering
  • Merrill Lynch Canada
  • The Smith Barney Consulting Group
  • The Citigroup Private Bank
  • The Charles Schwab Company
  • AGF Funds
  • Prudential
  • AIM Distributors

He has a Telly Award for innovation in financial services marketing, a Mutual Fund Marketer of the Year Award by Institutional Investor/Fund Action, and was recognized with the Pioneer Award for lifetime industry contributions from the Money Management Institute.

When Steve is not consulting/speaking on wealth management or financial technology, Steve can be found in his woodshop creating custom works of art for local and national clients.

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