Ep. 27 Working Effectively with Partners

Ep. 32 - Be the Advisor your Clients Need in 2021

Towards the end of every year advisors are bombarded with messages from coaching firms about making some key changes that will help you finish the year strong or build a foundation for next year.  Those messages are sound but are easy to ignore since most advisors feel they are already doing what they are supposed to be doing.     

So the best message isn't about making a few tweaks to your business but asking the right question:

Are you the advisor you need to be?  

In this podcast episode, we will address why the events of 2020 have created an opportunity for you to evolve into the advisor your clients need you to be in 2021 and beyond.  

There has never been a year quite like 2020.  All the turmoil has reinforced an old rule of thumb that the more crazy things are, the more likely clients want advice from financial advisors.  

Now consider all the changes that are coming in 2021.  Some will affect everyone but some will have an outsized impact on certain people.  It is this difference that creates your opportunity.  Are you prepared?  If you aren't sure, listen to this episode.  We'll discuss how to take an objective view of your business to see if you are positioned to deliver the advice your clients need so much.  

Ep. 31 Sourcing and Supporting New Advisors

We are an aging industry.  Studies show the average age of a financial advisor is 50 years old, with some 45% over the age of 55.  In fact, close to 40% of advisors are likely to retire in the next ten years.  So there is an existential threat to our industry and there could be a very real personal threat to your ability to attract a viable successor.   

This episode is focused on how you can attract and support new advisors to your practice.  

There are numerous benefits to you for adding someone, not the least of which is a successor.  Many advisors are simply looking to improve their own business or they may be looking to create a larger organization (the OSJ model).

Some benefits to adding new advisors are enhanced scale, depth, revenue, competitiveness, or even access to new markets.  

By listening to this podcast you will learn the steps to determine which kind of advisor to attract, what you should expect from them, what they should expect from you, and how to make the final hiring decision so you can have a more profitable and survivable business. 

Ep. 30 An Honest Approach to Living your Ideal Advisory Practice

An ideal advisory practice is one where you serve the clients you want, the way you want, while living the lifestyle you desire. Sounds good right?  But how do you do it?  

There are lots of possible solutions, many of which sounds too good to be true.  

"Join our coaching program and you will be an elite advisor!" 

Or

"Sign up with us and all your dreams can come true!"

You don't need sales pitches.  You need an honest approach.  This episode will explore how you can take an honest, no-nonsense approach to uncovering exactly what you need to achieve YOUR vision of an ideal advisory practice.  

Ep. 29 - Conversational Marketing Empowers Prospects to Say Yes to A Meeting

Advisors are always wondering how best to speak with a prospective client.  They often meet or know plenty of possible ideal prospects, but they don't know how to strike up a conversation that will generate an appointment.  They don't want to sound too salesy or blunt but they know they can't convert a prospect to a client without getting that first "yes".  

The answer is to master your conversational marketing.

Conversational marketing has two meanings in today's world.  One is the technology application of a chat box on a website.  The other is the actual words that come out of your mouth.  This podcast is focused on how the words you say will empower your prospective clients to say yes to meeting with you.  So we will explore how to create a conversation that will lead to that appointment.  

You will learn how to lay the foundation of your CTA (Call to Action) by clearly articulating whom you serve, what you do, how you do it, and why you do it.  You'll also learn how to create an emotionally powerful personal story that will help your prospects understand why they should work with you.

Ep. 28 Co-Creating the Client Experience to Enhance Loyalty and Advocacy

Clients are the most valuable asset of any business.  Many of the best run companies work tirelessly to improve their client experience since that is one of the best ways to compete in the marketplace.  Potential investment clients have plenty of options.  For the vast majority of clients, they can pretty much get whatever they need from just about anybody in the industry.  So why should they pick you?  

When everybody is selling the same things, you have to do something special to stand out. 
On top of that, we face fee compression and an ever evolving threat from robo-advisors.  So what are you doing to ensure your clients are loyal advocates while encouraging new clients to engage?  

In this episode we'll explore how you can co-create your client experience with the people who matter most - your clients.  We will discuss how you can identify some of the key themes that will drive new levels of loyalty and advocacy.  Ultimately, you can learn from your clients exactly how to deliver what they truly want from you.