Optimized Advisor Podcast

Part 2 with Lara Galloway:

In this episode Scott was joined by Lara Galloway virtually to discuss building trust and emotional connection in the seminar marketing world. At the time of recording, Lara was the SVP of Channel Management at White Glove, where she leveraged her expertise in Business Development, Marketing, Product and Sales to build enterprise partnerships that offer financial advisors lead-generating workshops and nurturing programs to keep them in front of their clients and prospects. Now, Lara is the Chief Marketing Officer at Goldstone Financial Group.

Her entrepreneurial background and 12-year tenure running her own coaching firm, where she provided advice and consulting to small business owners, make her a valuable coach to White Glove's employees and clients. In her free time, Lara enjoys baking, craft beer, hiking with her husband and kids and spending time with her dog, Tuck.

In this episode you will learn the following:

1. The significance of connecting with clients on an emotional level, understanding their needs, and building trust through education and rapport.
2. Best practices for both physical and digital workshops, highlighting the value of engaging the audience, asking questions, and using polls to foster interaction.
3. The upcoming wealth transfer from boomers to Gen X and women, emphasizing the need for advisors to adapt their approach to connect with these demographics.
4. The role of ongoing communication, such as drip campaigns and social media content, in nurturing client relationships and staying top of mind.

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Optimized Insurance Planning

In this episode Scott was joined by Lara Galloway, virtually, to discuss seminar marketing and estate planning. At the time of recording, Lara was the SVP of Channel Management at White Glove, where she leverages her expertise in Business Development, Marketing, Product and Sales to build enterprise partnerships that offer financial advisors lead-generating workshops and nurturing programs to keep them in front of their clients and prospects. Since the recording, Lara changed jobs and is now the Chief Marketing Officer at Goldstone Financial Group.

Lara's entrepreneurial background and 12-year tenure running her own coaching firm, where she provided advice and consulting to small business owners, make her a valuable coach to White Glove's employees and clients. In her free time, Lara enjoys baking, craft beer, hiking with her husband and kids and spending time with her dog, Tuck.

In this episode you will learn the following:

1. The importance of humanizing marketing efforts, whether in-person or virtual, and provide tips for success in both formats.
2. Success metrics for seminar marketing are discussed, emphasizing the need for realistic expectations and continuous improvement.
3. The scalability of workshops through automation and the importance of effective follow-up to convert leads.
4. Dive Into White Glove's resources, such as coaching, webinars, and the Fast Podcast, to enhance seminar marketing strategies and grow one's business effectively.

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Optimized Insurance Planning

Scott welcomed back Anthony Nizzi to the podcast studio to discuss behavioral finance.

The conversation delved into various biases that can impact decision-making in financial planning and highlighted the importance of understanding these biases to better serve our clients.

In this episode you will learn the following:

1. Biases such as anchor bias, ambiguity aversion, myopic loss aversion, and herding bias, and explain how these biases influence decision-making in investments.
2. Anthony shares examples and stories to illustrate these biases, emphasizing the importance of working with a financial advisor to make rational decisions based on long-term goals.
3. He recommends "The Behavioral Investor" book and highlights his accreditation as a behavioral finance professional from the College for Financial Planning.
4. Anthony provides his contact information for further inquiries and encourages listeners to subscribe, like, share, and leave feedback on the podcast.

Anthony is responsible for developing and executing sales strategies with Guaranty’s key partners as well as crafting simplified sales concepts for our financial representatives. In 2022 Anthony earned his Accredited Behavioral Finance Professional Designation from the College for Financial Planning. This unique program is devoted to understanding the nature and role psychological biases and emotions play in the decision-making process in an uncertain environment. Through this program Anthony has learned how to help financial advisors recognize these behaviors in themselves and their clients and provide solutions to mitigate client financial behaviors. Anthony earned his bachelor’s degree in Business Administration from AIB College of Business, holds FINRA Series 6, 63, and 26 licenses as well as Iowa Life & Health Insurance Licenses.

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Optimized Insurance Planning

Podcast collaboration episode with The Zandbergen Report:

Host Bart Zandbergen was joined in the podcast studio by Scott Heinila to discuss the art and power of discipline. The duo discussed how discipline plays a factor in their personal and professional lives as they navigate business, relationships, family matters, fitness and beyond. They began by unpacking people’s willingness to, “Do what others won’t do, to be or have what others won’t have,” and how a powerful motivating factor plays into the matter. Whether you are looking to rewrite your story, or design the chapter of your life called 2024, this episode will inspire you to take action to achieve the goals you plan to set for yourself by channeling discipline.

In this episode you will learn the following:

• How consistency and persistency support discipline.
• Why your motivating factor has to be strong enough to carry your through plateaus.
• How to avoid getting lost in a cycle called “the case of the Mondays.”
• Why nutrition and fitness go hand in hand and one without the other works against your fitness goals.
• How to prioritize effectively to create sustainable routines and processes.
• What smart steps are to devote yourself to the big picture so you can work progressively towards your goals.

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Scott was joined in the virtual podcast studio by Dwight Eberts, founder of Coaching 122, to discuss how small business owners and executives gain clarity, confidence, and control over their decisions to live a more fulfilling life.

Dwight Eberts is a dynamic and passionate speaker on the power of transformation. Following a successful 20-year career in business as a partner of a large insurance marketing organization, Dwight founded Coaching 122, where he now leverages his insights to help business owners and leaders juggle both the personal and professional demands they face every day.

His mission is to empower others to develop themselves to better serve their loved ones, teammates, and clients. His commitment to helping individuals thrive both personally and professionally has become the cornerstone of his career. Dwight is passionate and focused to making a lasting impact in the lives of those he speaks to and coaches.

In this episode you will learn the following:

1. The concept of freedom of time and the importance of making the right choices in how time is spent.
2. The discussion emphasizes the need for clarity around priorities and making better decisions to optimize time and achieve a more fulfilling life.
3. The value of coaching, the significance of accountability in achieving goals, and the benefits of working on personal and professional development.

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Scott welcomed Anthony Nizzi in the studio for a little shop talk. Anthony Nizzi is the Director of Sales Development at Guaranty Income Life Insurance Company. They dive into the simplicity, transparency, and varying options within Guarantee Income Life's product suite, catering to different client needs and ages.

Anthony is responsible for developing and executing sales strategies with Guaranty’s key partners as well as crafting simplified sales concepts for our financial representatives. In 2022 Anthony earned his Accredited Behavioral Finance Professional Designation from the College for Financial Planning. This unique program is devoted to understanding the nature and role psychological biases and emotions play in the decision-making process in an uncertain environment. Through this program Anthony has learned how to help financial advisors recognize these behaviors in themselves and their clients and provide solutions to mitigate client financial behaviors. Anthony earned his bachelor’s degree in Business Administration from AIB College of Business, holds FINRA Series 6, 63, and 26 licenses as well as Iowa Life & Health Insurance Licenses.

In this episode you will learn the following:

1. S&P 500 Fixed Index Annuity (FIA)
2. Wealth Choice Series by Guarantee Income Life
3. Guaranteed Rate Lock Annuity

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Scott welcomed Brad Shepard back to the Optimized Advisor studio for a third time to discuss the emphasis on creating an emotional connection, engaging in meaningful conversations, utilizing probing questions to explore clients' thoughts, and initiating discussions on long-term care planning to address clients' concerns effectively.

For the past 24 years, Brad has enjoyed an area of focus in selling, training and marketing Long-Term Care and Linked Benefit solutions. His current role, Regional Sales Director, with OneAmerica is to help distribution partners, advisors and agents develop and grow their Long Term Care Planning business through extensive business planning, marketing, training and support. He has also been a speaker, on the topic of Long-Term Care Planning, at hundreds of educational seminars, workshops and webinars across the country.

Brad is a Pennsylvania native and a graduate of the University of Pittsburgh. He resides in New Bloomfield, PA with his wife, Denise, son Logan, and daughter Linsay.

In this episode you will learn the following:

1. How to effectively ask open-ended questions as an Advisor discussing long-term care planning solutions with clients
2. Avoid discussing numbers and financial aspects of long-term care
3. How to optimize client relations and personal experience to create an open dialogue for long-term care planning

Listen to our previous episode with Brad:

Ep. 2 - The Single Largest Unfunded Risk Facing Retirees
Ep. 75 - Home for the Holidays, LTC Awareness with Brad Shepard and Brian Ott

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

**

This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Scott was invited as a guest to be on The Zandbergen Report’s 6th annual Holiday Wine Pairing Podcast episode with host, Bart Zandbergen.

Host Bart Zandbergen was joined in the podcast studio by co-host Letitia Berbaum, Paula Steurer of Sterling Public Relations, Scott Heinila of Producers Choice Network, and featured guest Landon Patterson, CEO of Hundred Acre. Landon shared tasting insights, pairing notes and little-known facts about the distinctive wines he chose to feature on the episode, while the show’s guests also reviewed several wines from Copper Cane. Special thanks to Devon Ulrich, National Account Vice President, of Copper Cane Wines & Provisions for supporting this year’s podcast episode alongside Hundred Acre. Happy Holidays!

Featured wines in the 2023 edition of the Annual Holiday Wine Podcast include:

• Senza Freni by Paul Lato 2021 Tocai Friulano
• Napa Valley Quilt 2021 Fumé Blanc
• Belle Glos Oeil de Perdrix Pinot Noir Blanc
• Summer Dreams Twilight Pinot Noir 2021
• Belle Glos Pinot Noir Las Alturas
• La Vieux Donjon Chateauneuf Du Pape
• Napa Valley Quilt Cabernet Sauvignon

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

**

This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Scott was joined in studio in Boston, courtesy of Bill Bonk, by today’s guest Jason Cillo. Jason shared his journey, trials and tribulations and how he defines success today.

Jason Cillo is a holistic financial advisor and tax accountant from Milford, NH. He was born and raised in Milford and today owns two practices there, 21st Century Financial Group and Cillo Tax Services. Being a holistic financial advisor means his approach to financial/retirement planning for his clients’ is about looking at every aspect of one’s financial environment and then arranging those aspects to come together to create a personalized, tailored plan to achieve their goals and dreams. With over 15 years’ experience in the financial and tax industries he believes Social Security strategy, pension planning, income planning, investment planning, long term care planning, tax strategy/planning and legacy planning are all interconnected pieces of the puzzle that create one’s financial/retirement plans and how these puzzle pieces are arranged as a whole is what creates a holistic plan to meet his client’s financial goals. One wrong move could negatively affect the rest of the pieces. Jason holds a Bachelor’s of Science degree from the University of NH, a CRPC (Chartered Retirement Planning Counselor) designation from the College of Financial Planning, and is a published author of the co-authored book, 21st Century Retirement Rescue. As a fiduciary, Jason is always acting in the best interest of his clients at all times and finds great passion in helping people achieve their life -long goals and fulfill their retirement dreams.

In this episode you will learn the following:

1. How Jason battled cancer and how it helped change his outlook on life
2. Jason’s journey in financial services
3. Jason’s book, “21st Century Retirement Rescue”
4. Roth Conversions

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]

Scott was a guest on The Zandbergen Report Podcast with CFP, Bart Zandbergen to discuss long-Term Care benefits, considerations, and possible changes. California is considering a statewide Long-Term Care Insurance program that is also known as AB 567. If passed, this bill would require residents to pay an increased income tax of 0.40% to 0.60% to cover the cost of state-funded long-term care program. In this episode, the duo discusses the importance of being informed so that each person and their families can make the right choices for their individual needs related to their long-term care options.

In this episode you will learn the following:

1. What Long-Term Care is, what it consists of, and what various types are available
2. Possible changes coming with the proposed Long-Term Care Assembly Bill
3. What tax implications should be considered
4. What the state mandates would mean for California residents

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This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at [email protected]