The Elite Advisor Blueprint®: A Podcast for Financial Advisors: Recent Episodes
Brad Johnson
The Elite Advisor Blueprint® is a podcast dedicated to sharing the "blueprint for success" in the independent financial advising world. Based on Brad's decade of experience consulting the top advisors in the US, that could mean doubling your revenue, doubling your vacation, or BOTH! Continuing the successful formula of idea sharing that led Advisors Excel to be the #1 player in its industry, Brad distills the best advice from top thought leaders and applies it to the world of independent financial advising. Interviews with top thought leaders and industry experts, including Michael Hyatt, Ron Carson, Dan Sullivan, Donald Miller, Joey Coleman, Aaron Klein, John Ruhlin, Cameron Herold, Tucker Max and many more!
Brad Johnson is VP of Advisor Development at Advisors Excel and mentors a small group of the country’s most elite financial advisors. This group captured close to $1B of new assets last year and relies on Brad and his team to help them maximize their marketing ROI, streamline their client acquisition process, and run their business like a CEO - not a salesperson. It's very difficult to outperform the core group of associations you surround yourself with and the simple formula of focusing on the biggest and brightest financial advisors in the country and facilitating the ease of how ideas are shared among them has led to industry leading results.
In today’s conversation, I’m speaking with Robert Glazer. Bob is the CEO of Acceleration Partners, a global affiliate agency trusted by some of the world’s top brands to manage their partner marketing programs. In addition to serving their clients at the highest level, Acceleration Partners has built a reputation on being known for their incredible company culture, and they’ve been recognized globally with culture awards year after year. In fact, Bob was ranked #2 on Glassdoor’s list of Top CEO of Small & Medium Companies in the US.
Bob is also the author of Elevate: Push Beyond Your Limits and Unlock Success in Yourself and Others, a USA Today and Wall Street Journal bestseller, the host of the “Elevate” podcast, and the author of the “Friday Forward” newsletter - five minutes of inspiration and motivation read by over 100,000 people in 60 countries each week.
If you’re looking to grow as a financial advisor, leader, and author, Bob’s proven framework and ideas, as well as the lessons he learned as his life changed along the way, make today’s conversation a must-listen.
Here are 3 of my big takeaways from this episode…
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1: How Bob turned a weekly newsletter into a Wall Street Journal bestselling book. [08:26]
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2: Bob’s unique 4-Part Elevate framework for holistic training - and how you and your team can use it to find spiritual, intellectual, physical, and emotional balance, build momentum, and excel in life. [12:30]
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3: What Bob did to build an award-winning company culture that defines his business - including the unique concept of transitioning employees out of your business versus firing them. [58:05]
FREE GIFT
Get a FREE Autographed copy of Robert's Book, Elevate: Push Beyond Your Limits and Unlock Success in Yourself and Others by visiting BradleyJohnson.com/81
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/81
FOLLOW ON SOCIAL
- Virtual Financial Advisor™ Facebook Group
- YouTube Interviews - The Elite Advisor Blueprint
- YouTube Clips - The Best Bite Sized Clips from the Show
In today’s conversation, I’m speaking with Commander Kirk Lippold. Commander Kirk was the commanding officer of the USS Cole, a Navy warship attacked by Al-Qaeda 11 months before the events of September 11, 2001.
As financial advisors living through COVID-19, not only is it important to focus on the technical aspect of meeting with clients virtually, but also the mental side of dealing with the current pandemic. Asking ourselves questions like "What mindset is required to help us all navigate these interesting times?" Much of today's conversation speaks directly to that. How to take action and lead our teams through some of the toughest challenges some of us have ever faced in life and in business.
Today, Commander Lippold joins the podcast to share his perspective on leadership during times of crisis and deconstructs decision making for you and your team.
Here are 3 of my big takeaways from this episode:
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1: What happened on the day the USS Cole was attacked - the story behind it and the mental framework Commander Lippold leaned on to navigate a literal life-or-death situation for him and his crew. [7:00]
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2: How to prioritize and act faster in a crisis - and why, as Commander Lippold puts it, "The wounded don’t matter if the ship sinks." [11:17]
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3: The Technology and tools that Commander Kirk has adopted to provide value to his clients and give virtual presentations during a time when in-person speaking engagements are currently impossible. [30:41]
FREE GIFT
Get Access to The Virtual Financial Advisor Series™ Facebook Group. Visit BradleyJohnson.com/virtualfa to Join!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/80
FOLLOW ON SOCIAL
- Virtual Financial Advisor™ Facebook Group
- YouTube Interviews - The Elite Advisor Blueprint
- YouTube Clips - The Best Bite Sized Clips from the Show
In today’s conversation, I’m talking to Maria Konnikova. Maria holds a PhD in psychology, is a writer for The New Yorker, and is a 2x NY Times Bestseller as the author of Mastermind and The Confidence Game. In her newest book, The Biggest Bluff, she tells the story of her deep dive into the world of professional poker with mentor and Poker Hall of Famer, Erik Seidel. Over the course of her studies, she went from the idea of planning a 1 year project, as an observer and student trying to understand the psychology of professional poker (while mentoring under Erik Seidel), to being fully immersed and drawn in as a participant who walked away with over $300,000 in winnings.
Today, Maria joins the podcast to share insight into the psychology behind high-stakes poker, and how pressure and big money can impact our decisions. We also get into her previous work from her book, The Confidence Game, where she deconstructs ponzi schemes and common themes for identifying them.
So, whether you’re a fan of Texas Hold’em (like me), or simply interested in an eclectic conversation around psychology and money, this was a fun one, and it applies to financial services on many fronts.
FREE GIFT
Get a FREE Autographed Copy of Maria Konnikova's Book, The Biggest Bluff by visiting BradleyJohnson.com/79
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/79
FOLLOW ON SOCIAL
- Virtual Financial Advisor™ Facebook Group
- YouTube Interviews - The Elite Advisor Blueprint
- YouTube Clips - The Best Bite Sized Clips from the Show
In today’s episode of “The Virtual Advisor Series,” I’m talking to Simon Bowen. Simon is the creator of the Models Method and one of the world’s foremost experts on how to create effective sales diagrams and models. He has worked with leading digital marketers, CEOs, speakers, and consultants to help them gain clarity, truly understand their businesses and spike their conversion rates.
Simon has also led all his sales and client conversations via Zoom for years, making his expertise especially valuable now that almost all of us are quickly learning how to run digital businesses.
Today, Simon joins the podcast to share his proven framework for leading highly effective digital meetings with clients all over the world. If you normally listen to just the podcast, I need to tell you that you need to watch today’s episode on our YouTube channel or in the Virtual Financial Advisor™ Facebook group. Over the course of our discussion, Simon shares a number of visuals from his iPad, creates diagrams, and walks advisors through the framework he uses to create resonant client messaging. In his words, you’re going to miss out on 83% of the context of this episode without the visual aids.
FREE GIFT
Free Video Walk Through by Simon Bowen - Simplify the Complex and Help Your Clients Reach their Goals. Get access by visiting BradleyJohnson.com/78
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/78
FOLLOW ON SOCIAL
- Virtual Financial Advisor™ Facebook Group
- YouTube Interviews - The Elite Advisor Blueprint
- YouTube Clips - The Best Bite Sized Clips from the Show
In today’s conversation, I’m speaking with Ryan Levesque. Ryan is the CEO of The ASK Method® Company, and the #1 national best-selling author of Ask, which was named by Inc. as the #1 Marketing Book of the Year. His work has been featured in the Wall Street Journal, USA Today, Forbes, and Entrepreneur, and over 250,000 entrepreneurs subscribe to his email newsletter offering business advice.
Ryan also worked in financial services selling to ultra high net worth individuals, so he knows a lot about the challenges and circumstances unique to our industry. For those of you looking to improve your prospecting and niche down to build up your practice, this conversation is going to be hugely valuable!
Here are 3 of my big takeaways from this episode…
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1: What exactly is The ASK Method® and how can it help your advisory practice sell at scale to thousands of people each and every month, directly from your own website. [23:35]
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2: How to use Ryan’s “Deep Dive Survey” to uncover the exact language that will attract and convert the most profitable segment of your market. [34:01]
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3: How Ryan’s new book Choose can help Financial Advisors determine if they’re serving the right niche and why you should be re-evaluating your market every few years. This book is also a great resource you can use to help any of your clients who are preparing to transition out of their career and into building a business of their own! [01:05:49]
FREE OFFER
- Get a FREE Autographed Copy of Ryan Levesque’s Book, Choose. Visit BradleyJohnson.com/77 to for all the details.
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/77
In today’s episode of The Virtual Financial Advisor Series™ Pat Quinn returns to the podcast. Pat is a presentation coach and the head speaking trainer for Advance Your Reach. He has worked with some of the greatest speakers in the world including Daymond John, Grant Cardone, Dean Graziosi, Michael Hyatt, John Ruhlin, and has helped over 1000 financial advisors increase the effectiveness of their presentations.
My previous conversation with Pat is one of the most listened to episodes in our archive, and people still tell me often how much his framework for successful presentations has helped them. This is why I knew I needed to bring Pat back to the podcast for the Virtual Advisor Series to discuss how to take what makes an in-person, physical presentation so effective and utilize it in the digital space.
Here are 3 of my big takeaways from this episode…
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1: How to adapt Pat’s proven live presentation framework to work even more effectively in the digital space. [11:28]
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2: The major mistakes financial advisors make in both physical and digital presentations. You’ll learn exactly how to keep your listeners engaged in an environment full of distractions, and the specific things that need to change to avoid tone-deaf messaging. [23:05]
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3: How to adapt your speaking style to reassure listeners and project confidence in times of crisis, no matter who you’re speaking to. [40:37]
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/76
In today’s episode of The Virtual Financial Advisor Series™,” I’m speaking with Joshua B. Lee. Joshua is a strategic growth coach, helping individuals to scale themselves with their company so they don’t scale themselves out of their company. Over the last decade, he has managed over $100 million in ad spend and controlled over 30 trillion online impressions.
Joshua is a master at helping people authentically connect and engage with their audience online, and more specifically, he understands the unique formula to building an audience on LinkedIn. He has helped major players improve their LinkedIn presence, including Dan Sullivan, John Maxwell, Joe Polish, and many more!
Today, Joshua is here to talk all about how you can use LinkedIn as a tool to educate, inspire, and draw in your ideal clients, without selling or spamming.
FREE GIFT
Get Joshua’s 3 PDF’s to Level Up Your LinkedIn, by visiting BradleyJohnson.com/75
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/75
In today’s episode of The Virtual Financial Advisor Series™ Bryan and Shannon Miles join the podcast. Bryan and Shannon are the founders of BELAY, an organization that specializes in providing virtual assistants, bookkeepers, and web specialists to help companies grow. With over 1,100 team members across the United States and no offices (even before the COVID-19 pandemic), BELAY has won a number of major awards for company culture, including Entrepreneur’s award for Top Company Culture in 2017.
Bryan is also the author of Virtual Culture: The Way We Work Doesn’t Work Anymore, a manifesto championing remote work and respecting employees to retain incredible talent and create a forward-thinking culture that embraces the future of work.
Today, Bryan and Shannon are here to talk about what it means to create and maintain company culture in a virtual workplace. The insights from this conversation couldn’t possibly be more timely - especially if you’re an advisor struggling to make sense of the transition from an on-site, brick-and-mortar operation to an all-virtual, all-remote firm.
Here are just a few highlights of what we get into:
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1: How you can create a culture of accountability and ensure that work is getting done in a 100% virtual work environment - and the proven framework Bryan and Shannon have been using to do this for years, via Zoom. [15:24]
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2: Why it’s so easy for business owners to come across as tone deaf in their messaging during the COVID-19 pandemic - and how to tailor your messaging to provide value, cut through the noise, and change only where your conversation happens - not your value proposition. [36:33]
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3: What financial advisors should know about working with business owners (like Bryan & Shannon) and what their family office did to show up differently for them during this time. [41:35]
FREE GIFTS
- Get a FREE Autographed Copy of Bryan Miles' Book, Virtual Culture: The Way We Work Doesn’t Work Anymore
- Get FREE Access to The BELAY Guide to Working From Home
- Visit BradleyJohnson.com/74 to claim your gifts!
JOIN THE VIRTUAL ADVISOR FACEBOOK GROUP
If you'd like to learn how to take your advisory practice from bricks & mortar to digital, join our private Facebook community that is made up of hundreds of financial advisors, just like you. Visit BradleyJohnson.com/virtualadvisor
SHOW NOTES
To get access to today's show notes, including free offers, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/74
Hey Blueprint listeners, hopefully, quarantine life is treating you well and you and your loved ones are safe and sound. I’ve been safely working from home for almost a month with the whole Johnson crew and the good news is that the podcast can go on, even if my podcasting studio is currently a spare bedroom 😊
Today I’m excited to announce a brand new series on The Elite Advisor Blueprint podcast. Times like this call for those that can offer a helping hand to step up and I want to serve all of you (even more) that have helped me build this show from the ground up and have been kind enough to listen in over the years.
So, I’m starting The Virtual Financial Advisor Series™ which will be episodes coming to you directly here on the show, just more frequently where I bring on experts that can help us all navigate the jump from bricks and mortar to the 100% virtual world we are all trying to serve our clients in now. I’m also going to begin live streaming interviews as they happen so you all can gain access to them immediately and don’t have to wait for editing or production as time is of the essence during these COVID-19 times we are all living in. If you’d like to join the Virtual Advisor community, you can do that at www.bradleyjohnson.com/virtualadvisor.
So with that... today’s episode is the first of our official Virtual Financial Advisor Series™ and it’s a timely one... In today’s conversation, Phillip Stutts returns to the podcast with a groundbreaking study on consumer behavior post COVID-19! I don’t know that I’ve ever asked more questions in a podcast interview, as this data was fascinating and applies to all of you advisors out there trying to adapt and connect with prospects right now.
For those who may have missed last year’s conversation with Phillip, he’s one of the masterminds behind the curtain of political marketing...
Phillip is the best-selling author of Fire Them Now: The 7 Lies Digital Marketers Sell, has worked with multiple Fortune 200 companies, has over two decades of experience working on campaigns with billions of dollars in political ad spend, and contributed to thousands of election victories, including U.S. President George W. Bush, among others.
Most recently he’s guested on ESPN, James Altucher and Gary Vaynerchuck’s shows, and had a conversation with billionaire Mark Cuban to share this same data.
Today, Phillip is here to share groundbreaking COVID-19 Market Research that sheds light on the psychology behind how consumers are thinking during the pandemic. This data will change how you market as a financial advisor.
FREE GIFT
Get a FREE Copy of Phillip's 30-Page COVID-19 Market Research Study by visiting BradleyJohnson.com/73
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/73
In today’s conversation, I’m speaking with Michael Hyatt. Michael is a New York Times bestselling author, podcaster, blogger, and speaker. His newest book, The Vision Driven Leader, explores how to effectively lead organizations, inspire people to action, and make your big dreams a reality, and today we'll be talking all about it.
For those of you looking to attract incredible talent, retain them, and keep them happy for years to come as you build a great company, this conversation is a must-listen!
Here are 3 of my big takeaways from this episode…
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1: Why writing and publishing books should be an integral part of your sales funnel and how it can lead to incredible opportunities. [05:32]
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2: The fatal error Michael’s previous financial advisor made that cost him Michael’s business - and big lessons from Michael’s search for a new advisor. [31:30]
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3: How to create a clear, inspiring, practical and attractive picture of your organization’s future. [45:03]
FREE GIFT
Get a FREE Autographed Copy of Michael Hyatt's Book, The Vision Driven Leader by visiting BradleyJohnson.com/72
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/72
In today’s conversation, I’m speaking with Casey Weade. Casey is a sought-after retirement planning professional, speaker and CEO of the national financial firm, Howard Bailey. He hosts the “Retire with Purpose” radio, TV show and podcast — providing sound financial guidance to pre-retirees and retirees across the country.
His firm is way ahead of the curve when it comes to operating digitally, and he has a deep understanding of how to market, run appointments, and close clients in a time when in-person, on-site meetings are not even an option.
If you’re wondering what to do as a result of coronavirus and you want to learn how to run your financial advisor practice virtually, just like Casey, you won’t want to miss today’s conversation.
FREE GIFT
Get FREE Access to the Live Webinar, How to Run a Financial Advisor Practice Virtually. Visit BradleyJohnson.com/71 for all the details.
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/71
In today's episode, I'm speaking with Mike Koenigs. Mike is a serial entrepreneur, investor, 13-Time #1 Bestselling Author, podcast host, TV personality, advisor to Tony Robbins & celebrity clients, cancer survivor, and a true master of helping business owners and entrepreneurs build empires.
For those of you who want to show up different and make meaningful connections with the super elite, this conversation is going to bring a ton of value!
Here are 3 of my big takeaways from this episode…
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1: The power of building your own platform and how to leverage it to increase your circle of influence and land high net-worth clients.
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2: The psychology behind how an A+ client chooses their financial advisor. You’ll hear how Mike filtered out lousy prospects and decided on the best advisor to handle his own business - including the 2 most important requirements he has as a client.
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3: Mike’s proven framework for successfully pitching and getting featured on virtually any media outlet you can imagine.
BONUS OFFERS --> Visit BradleyJohnson.com/70
- Get a FREE Digital Copy of Mike Koenigs Book, Money Phone!
- Mike's step-by-step video training outlining how to find prospects, and close 4, 5, and 6 figure deals!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/70
Welcome to The Elite Advisor Blueprint - The Podcast for World-Class Financial Advisors. I'm Brad Johnson, VP of Advisor Development at Advisors Excel, and it’s my goal to distill the best ideas and advice from top thought leaders and apply it to the world of independent financial advising.
Today, I’m talking with Jason Hewlett. Jason is a leadership expert, author, and hall of fame speaker. He’s delivered over 2,000 presentations for Fortune 500 companies, including American Express, Delta Airlines, and the 2002 Winter Olympics, to name just a few.
In his keynote, The Promise: Become a Legendary Leader and Discover Your Signature Moves, Jason uses music, entertainment, and unconventional storytelling to convey actionable insights and proven processes designed to transform leadership skills.
For financial advisors who want to compete in a world full of robo-advisors, AI, and talented people attracting clients all over the globe, Jason’s message is a must-listen. It’ll do more than help you grow your business - it’ll give you the power to live a more joyful life.
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/69
Today, I’m thrilled to share a bonus episode from a conversation with Steve Sanduski from his podcast, Between Now and Success. Steve was kind enough to allow us to replay it here. If you aren’t already subscribed to his show, Steve’s podcast is easily one of my top listens in financial services, so be sure to check it out!
A little background for those of you unfamiliar with Steve... He has over 20 years of experience in our industry and has helped launch and build a $1.8 billion RIA, also in partnership with Ron Carson grew Peak Advisor Alliance from 0 to 1,000 coaching clients as a Managing Partner. He’s also the New York Times bestselling co-author of Tested in the Trenches: A 9-Step Plan for Success as a New-Era Advisor and Avalanche: The 9 Principles for Uncovering True Wealth.
As far as his podcast, Steve is a master interviewer and has had past guests on his podcast that include Ric Edelman, Marty Bicknell, David Bach, and other heavy hitters in finance. He was also a guest on an earlier episode of my podcast (Episode 19 if you want to check it out!) and with the Rockstar lineup of past guests Steve’s had on, it was an honor to return the favor and hop on the mic with him. We covered a lot of ground but primarily focused on how financial advisors can take their marketing to the next level and the simple 3-step framework we’ve coached on to help them scale their firms!
FREE OFFER
- Get the Marketing ROI Calculator for Financial Advisors.
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/68
Today, I’m talking with Michael Kitces. If you’re in financial services and aren’t familiar with Michael, my guess is you haven’t been on the internet recently as he has one of the most prolific platforms in all of finance. Michael creates content deconstructing some of the most complex financial planning topics out there and he shares much of this on his blog, Nerd’s Eye View - which is actively followed by over 36,000 subscribers.
He’s also a partner in a number of other businesses including: Director of Wealth Management at Pinnacle Advisor Solutions, co-founder of XY Planning Network with past guest Alan Moore, and he currently produces 2 podcasts, Kitces & Carl (which he co-hosts with Carl Richards, creator of the NYTimes Sketch Guy column and the Behavior Gap blog) as well as Financial Advisor Success - one of the most highly rated podcasts for financial advisors on the internet. As a self-titled life long learner, he’s also collected a number of graduate degrees and designations including a Master of Science in Financial Services, Master’s in Taxation, CFP, CLU, ChFC and numerous others.
In typical Kitces fashion, this is an expansive episode, so if you are travelling for the holidays, no worries, we have you covered!
FREE OFFER
- Get a Copy of Michael Kitces's Report, 5 Financial Advisor Blogging And Social Media Lessons I’ve Learned (The Hard Way). Visit BradleyJohnson.com/67 to get access!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/67
Today, I’m talking to Bob Burg. For 30 years, Bob’s been helping sales leaders and their teams more effectively communicate their value and grow their businesses in ways they never thought possible.
His book, The Go-Giver, is a Wall Street Journal bestseller that has sold close to a million copies since its release. It was rated #10 by Inc. Magazine as one of the Most Motivational Books Ever Written, and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.
Bob has been named one of the 30 Most Influential Leaders by The American Management Association, as well as one of Inc.’s 100 Great Leadership Speakers. I was fortunate enough to see Bob speak at our company’s Journey event in Indianapolis earlier this year, and I knew I had to get him on the show to share his wisdom with all you Blueprint listeners.
In our conversation, you’ll discover why shifting your mindset from "getting" to "giving" isn’t just the most fulfilling way to live life and do business, but it’s also the most profitable!
FREE OFFER
- Get a FREE Copy of Bob Burg’s Book, The Go-Giver
- Bob Burg’s 10 Feel-Good Questions
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/66
On today’s podcast, Dr. Daniel Crosby is back for round 2! Daniel’s first appearance is still one of our show's most-downloaded episodes to date. So, I’m honored to have him back on and I know all of you are going to get a ton of value from this one.
In this conversation, we dive into Daniel’s most recent book, The Behavioral Investor, in which he examines the sociological, neurological and psychological factors that influence our investment decisions and sets forth practical solutions for improving both returns and behavior. It’s one of the most comprehensive examinations of investor behavior done to date, and he provides readers with concrete solutions that will refine their decision-making processes, increase self-awareness, and help them constrain the fatal flaws to which most investors are prone.
FREE OFFER
- Get A FREE Copy of Daniel Crosby's Book, The Behavioral Investor
Visit BradleyJohnson.com/65 to see how you can claim your offer!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/65
On today’s podcast, I’m talking to Jason Khalipa - Jason was crowned the Fittest Man on Earth in 2008 and is regarded as one of the most accomplished athletes in CrossFit Games history. He’s the Founder of NCFIT, which is a global company with thousands of participants worldwide, aimed at making fitness effective, fun, and accessible. He’s also the author of "As Many Reps as Possible" where he reveals simple principles to take control of your life and harness your true potential.
Jason and I first crossed paths last year at Jayson Gaignard’s Mastermind Talks event and after a few morning workouts with him, it not only became clear how he became an elite CrossFit athlete, but also how he’s taken that and applied it to becoming an incredible coach and entrepreneur. I’m honored to have him on the show and share with you all just how much financial services and fitness have in common and how to incorporate the mindset of a world-class athlete into your own business!
Here are just a few highlights of what we get into:
- How you can take your clients from financially unfit to fit - and why having a proprietary process is absolutely vital to building and scaling a successful practice.
- How to hold your team accountable - and how Jason reacted when a mentor told him he had a hobby, but not a business - this is a critical lesson for every financial advisor to hear.
- The story of his daughter’s battle with leukemia and why scaling his business gave him the power to take a vital step back during a critical moment in his life.
FREE OFFER
- Get a FREE Autographed Copy of Jason Khalipa’s Book, As Many Reps As Possible. Visit BradleyJohnson.com/64 to claim your offer!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/64
Watch the YouTube video at the top of the show notes page, to see Chris’s screen as he walks you through The 4 Disciplines of Execution!
On today’s podcast, I’m talking to Chris McChesney. Chris is the Global Practice Leader of Execution for Franklin Covey, where he serves as one of the primary developers of The 4 Disciplines of Execution - a framework for accomplishing strategic business goals and creating lasting organizational change.
Chris has led many of the most noted implementations of The 4 Disciplines, including Marriott International, Shaw Industries, Ritz Carlton, Kroger, Coca Cola, Comcast, Frito Lay, Lockheed Martin and Gaylord Entertainment, to name a few.
I first came across his work through Michael Hyatt, who called The 4 Disciplines of Execution the gold standard for his team. It’s one we’ve implemented into our team’s weekly ritual as well.
Today, I’m honored to have Chris on the podcast to talk about how to simplify what’s really tough for a lot of financial advisors to execute on - and the tools and techniques you can use to inspire your team to help them not only meet your goals, but their own as well.
FREE OFFER
- Get a FREE Autographed Copy of Chris McChesney’s Book, The 4 Disciplines of Execution
Visit BradleyJohnson.com/63 to see how you can claim your offer!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/63
In today’s conversation, I finally get the chance to sit down for a long overdue conversation with Bo Eason. Bo has one of the most unique back stories of any guest we’ve had on the show. After college, he was drafted by the Houston Oilers and played safety for them before a premature knee injury ended his career.
After the NFL, Bo aspired to become the best stage performer of his time and spent time personally mentoring under Al Pacino before writing and starring in his one-man Broadway show, Runt of the Litter. In his third and current act, he's focused his energy on helping others both craft and tell their own stories from stage and is now a highly sought out speaker and coach. He dives into all of this and more in his soon-to-be-released book, There's No Plan B for Your A-Game, which we discuss in today’s conversation.
Today, I’m honored to have him on the podcast to talk about how he's mastered the art of performance, what makes his presentation so compelling no matter how many times I’ve seen it, and how financial advisors can tell their story and make their own speaking engagements more effective on every level.
FREE OFFER
- Get a FREE Autographed Copy of Bo Eason’s Book, There's No Plan B for Your A-Game: Be the Best in the World at What You Do
- Pre-Launch bonuses if you purchase 5 or more copies of Bo's new book.
Visit BradleyJohnson.com/62 to see how you can claim your offer!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/62
In today’s conversation, I grab some time with Carl Richards. For those of you unfamiliar with Carl, he is a CFP and creator of the Sketch Guy column, which has appeared weekly in the New York Times since 2010. Carl and his work have also been featured on Oprah.com, and Forbes.com and he frequently keynotes at financial planning conferences around the world.
Through his simple sketches, Carl makes complex financial concepts easy to understand and these sketches have served as the foundation for his two books, The One-Page Financial Plan: A Simple Way to Be Smart About Your Money and The Behavior Gap: Simple Ways to Stop Doing Dumb Things with Money.
Today I’m excited to bring this conversation to you as I’m not sure we’ve ever done a deeper dive into the structure of a proper appointment process on this show and the psychology of why your prospects make the decision to either work with you or someone else.
FREE OFFER
- Get A FREE Copy of Carl Richard's Book, The One-Page Financial Plan: A Simple Way to Be Smart About Your Money
Visit BradleyJohnson.com/61 to see how you can claim your offer!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/61
In today’s conversation, I sit down with Bryan Miles. Bryan is the co-founder, along with his wife, Shannon, of Belay Solutions (formerly known as EA Help). Belay provides virtual assistants to help business owners and C-level execs in a number of industries grow without the added stress of having to do everything on your own.
I was introduced to Bryan through our mutual friend Michael Hyatt who started out as a client of Belay, and in turn, Michael put Belay on the map with a single tweet. If you’re finding yourself with email inbox overwhelm, getting bogged down with travel bookings, or stress at home due to lack of calendar integrity you’ll want to put this episode on repeat.
Also, don’t miss the advice midway through the episode that Bryan got on the side of a mountain while climbing with one of his mentors on what it truly means to “own a business.” Some of the wisest advice I’ve heard in any interview I’ve ever done.
FREE OFFER
-
Get a FREE Copy of Bryan's Book, Virtual Culture: The Way We Work Doesn’t Work Anymore, a Manifesto.
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Get Bryan's Delegation Matrix - The 5 Things to Delegate to Save 15 Hours This Week + The Executive Template
Visit BradleyJohnson.com/60 to see how you can claim your offer!
SHOW NOTES
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This week, we’re doing something a little bit different. In celebration of Father’s Day, I appeared on the Generation.Mom podcast. Their podcast rarely features fathers as guests, so it was an honor to talk to Lara and Jenn about how to prioritize parenthood and where to start.
Like many fathers, I felt underprepared when my first child was born. As my kids got older, I worked hard to find the right balance between being a parent, a partner, and a business leader. In today’s podcast, we talk about the importance of date nights, how to stop policing (and start empowering) your children, and the unique connection that fathers have with their kids. If you’re a parent or parent to be, it’s a must-listen.
FREE OFFER
Get a FREE Copy of Jim Sheils' Book, The Family Board Meeting. Visit BradleyJohnson.com/59 for the full details!
SHOW NOTES
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David Bach is back for round 2!! David is one of America’s most trusted financial experts and bestselling financial authors of our time and previously appeared on Episode 21 for those of you that missed it. Today, we discuss the journey behind his new book The Latte Factor, which has already become an international bestseller. David shares his story of a dinner with Paulo Coehlo, author of The Alchemist and one of my favorites, that led to him finally writing this story after putting it off for over 10 years and why this story is so different from his previous 9 NYTimes Bestsellers.
We also get into why it’s so important for financial advisors to get in front of millennial clients right now, the power of buying your children shares of stock in their favorite companies, key factors that allow financial advisors to sell their firms for huge multiples, and why growth doesn’t have to mean less freedom. I think it will be clear after this conversation that David isn’t just some talking head who only sells books, but really knows our industry at a deep level.
FREE OFFER
Get a FREE Copy of David’s Book, The Latte Factor: Why You Don't Have to Be Rich to Live Rich. Visit BradleyJohnson.com/58 for the full details!
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/58
In today’s conversation, I speak with Pat Quinn. Pat is a presentation coach and the head speaking trainer for Advance Your Reach, where he’s coached some of the best speakers in the world, including New York Times bestselling authors, 6 former Olympians, and pastors you see on TV every Sunday.
We first connected through Advance Your Reach founder Pete Vargas. Pete invited me to what I would call the American Idol of speaking, where I saw Pat coaching speakers and literally tweaking their presentations on demand. I instantly knew Pat could help many of you advisors out there giving live seminars better connect with your audience, which in turn means more appointments on the calendar. We then invited Pat to our largest event of the year where he preceded to crush at such a level that we decided to make him one of our trainers… so in this conversation you are not only going to get some incredible ideas to grow your business, but also a sneak peak inside one of Advisors Excel’s flagship trainings.
Our conversation today gets to the heart of the simple things you can do to make your presentations and speaking events more effective: the importance of storytelling, how to avoid drowning your audience in data, and what you need to do to get audience members excited about working with you before your final pitch. If you’re looking to up your conversions and schedule more appointments, you’re going to want to put this episode on repeat as many of our clients have doubled and even tripled their conversion ratios after a coaching session with Pat.
FREE OFFER
- Get Pat Quinn’s FREE Report “11 Presentation Requirements for Success”
- Apply to attend The Catalyst LIVE event (expenses covered for qualified advisors)
SHOW NOTES
To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/57
Today I’m throwing in a bonus episode as this is a guest appearance I had on The Adviser Gap Podcast. It’s hosted by James Mousley and Sean Banks from, as they say, “across the pond” over in the UK. I continue to be blown away by the power and reach of podcasting as I connected with the two of them after they gave a few of my episodes a listen over in the UK.
They’ve created their podcast to address the lack of training out there to help paraplanners bridge the gap into a true financial planning role. This is a common problem in the US as well, as from my experience, most successful advisors were simply educated by the school of “hard knocks” and oftentimes have simply outlasted and out-marketed their competition.
So with that in mind, I thought it would be helpful to share this episode for both those paraplanners out there looking to make the transition to client-facing financial advisors, as well as those CEOs and Founders looking for a training track to develop and add new advisors to the team. I hope you find this episode helpful and for those firms out there facing this problem, be sure to search for The Adviser Gap podcast out there and give them a subscribe as James and Sean will be addressing this topic on each and every show!
FREE OFFER
- Apply to attend The Catalyst LIVE event (expenses covered for qualified advisors). Visit BradleyJohnson.com/56
SHOW NOTES
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Hal Elrod is back for round 2 on the podcast! If you're unfamiliar with Hal and his Miracle Morning book and the morning routine that’s created a movement for millions worldwide, be sure to check out our first conversation, it's Episode #32. Hal last joined the podcast back in 2017, it was literally his first interview since being diagnosed cancer free. Since then, in addition to finishing his new book (which we’ll dive deep into today), he’s also wrapped up a soon-to-be-released documentary on the Miracle Morning, he hosts his own podcast, speaks for audiences around the world, and flat out stays busier than anyone else I know... and that in less than two years since recovering from a life-threatening illness.
Most of what we cover today is on Hal’s latest book The Miracle Equation: The Two Decisions That Move Your Biggest Goals from Possible, to Probable, to Inevitable, which is officially live for purchase today. I’ve already read through, highlighted, and dogeared my pre-release copy and I’m looking forward to sharing Hal’s insights in this conversation. Even better, for those financial advisor authors out there, Hal walks through his behind the scenes book promotion strategy for Miracle Morning and how that’s evolved for his latest book, the best part being that most of it was done with no marketing budget!
FREE OFFER
- Get a FREE copy of Hal Elrod’s new book The Miracle Equation: The Two Decisions That Move Your Biggest Goals from Possible, to Probable, to Inevitable (while supplies last)
- Apply to attend The Catalyst LIVE event (expenses covered for qualified advisors)
SHOW NOTES
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In today’s conversation, I’m humbled and blessed to be speaking with Phillip Stutts. Phillip is the founder and CEO of Go BIG Media and Win BIG Media, two award-winning, disruptive agencies that use political digital strategies to get major results for clients in and out of politics - including financial advisors. Phillip is also the author of Fire Them Now - an excellent new book that identifies the lies marketing agencies use to try to get (and keep) clients.
His book is full of powerful true stories about how to get advantages, even when your competition has name brand recognition and can outspend you. Our conversation today digs deep into what financial advisors can learn from politics, how to build the best possible version of your company, and the humbling experience that has changed Phillip’s life for the better.
FREE OFFER
- Get Phillip’s free report The 3 Secrets You Need to Know Before You Hire (or Fire) a Marketing Company.
- You'll also receive The 5-Minute Marketing Audit to Growing Your Business Visit BradleyJohnson.com/54
SHOW NOTES
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Happy Thanksgiving! On a day where we should sit back and reflect on all that we are thankful for, I am humbled to share this conversation with you all.
My buddy, John Israel, is the author and founder of The Mr. Thank You Project: A Journey to Elevate the Level of Gratitude on the Planet.... One Card at a Time. Over the course of a year, he wrote 5 thank you cards a day, EVERY day – that’s 1,825 handwritten thank you cards over the course of a year!!! His new book tells the story of the surprising and amazing things that happened along the way! It's easily one of the top books I've read in 2018 and if you're looking to learn how expressing gratitude - both personally and professionally - can make you a better financial advisor and a better person ... this episode is for you!
FREE OFFER
- Get a free autographed copy of John's book The Mr. Thank You Project: A Journey to Elevate the Level of Gratitude on the Planet One Card at a Time
- As a bonus, you'll also receive theThe Mr. Thank You - 30 Day Challenge.Visit BradleyJohnson.com/53
SHOW NOTES
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In today’s conversation, I get to sit down with James Clear. James's career arc has had a few twists and turns along the way as he got his start as a travel photographer and has worked in over 30 countries. Today he focuses much of his time on writing and speaking having launched one of the most followed blogs on the internet at jamesclear.com - he also shares much of this wisdom out on Twitter and as of this recording has 110,000+ followers. In this conversation, we cover a number of topics, including diving into his just released book, Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, which covers mindset and the concepts behind the mental models that help to predict human behavior.
James’s work is very relevant for financial advisors - especially when it comes to talking about complex concepts, the many different emotions that influence decision making, and how to build trust with prospective clients in a world where we all struggle with information overload. I especially love James's philosophy of, "believing that you do not rise to the level of your goals. You fall to the level of your systems.” When I survey the landscape of the top performing advisors we work with who’ve made the leap from salesperson to CEO, I don’t know if there’s a statement that could ring more true than that one, as they all rely on systems… So, if you’re looking to grow your business or simply transform your daily routine for the better - today’s episode is a must-listen.
FREE OFFER
- Get a free autographed copy of James Clear's book Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad. Plus, you'll get his bonus eBook "Transform Your Habits". Visit BradleyJohnson.com/52
SHOW NOTES
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As the leader of AE Coach at Advisors Excel - Gina Rainey specializes in “total practice management” where she set out to help advisors bridge the gap between the process-driven brains of their employees and the quick start entrepreneurial mentality many independent advisors operate by. Over the last decade, she's helped offices struggling with high turnover and lack of structure become high-performing organizations, she’s empowered advisors to learn how to better utilize their time and revolutionize their business which has led them to grow like few others in this industry.
Gina’s fingerprints are on almost all of Advisors Excel's top performing practices, and there’s a reason for that. Today, she makes a long-overdue appearance on the podcast to talk about how she helps implement organizational change that leads to massive returns.
FREE OFFER
- Get Gina Rainey’s 19 Segment AE Coach Video Series. Visit BradleyJohnson.com/51
- Apply to attend our next event (September 16-18) - which focuses on how financial advisors can make the leap from traditional old school marketing, to the digital frontier. And guess what, for qualified candidates, we'll cover your costs to attend, including flight, hotel and entrance to the event. To fill out an application, visit BradleyJohnson.com/thecatalyst
SHOW NOTES
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I’m thrilled to speak with Hilary Hendershott, founder of Hilary Hendershott Wealth Management. She’s also the host of the Profit Boss Podcast, which has become her primary source for acquiring new clients. In fact, it’s worked so well, that she’s generated over $37M of new assets in the last 10 months!
She receives an average of 1 lead via her website per day, and is currently seeing 1 high net-worth lead - which she defines as $500,000 or more of investable assets - come in every 6-7 days, almost all of which reach out to her via her website after listening in to her weekly podcast.
So, if you want to know how podcasting can create authority, help develop trust, and connect you with people who would NEVER show up to a seminar - this episode is a must-listen.
FREE OFFER
- Get Hilayr's "Profit Boss Prospect to Client Blueprint - Podcast Edition” flow chart - which is going to show you exactly how to convert podcast listeners into clients. Visit BradleyJohnson.com/50
- If you want to find out how Advisors Excel’s #1 office 10X’d growth from $30M to $300M of annual assets gathered in less than 10 years, we’re going to share how. You can hear all about it by visiting BradleyJohnson.com/thecatalyst
SHOW NOTES
To get access to today's show notes, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/50
As the founder of Track That Advisor, Erica has created a business that solves one of the biggest problems I’ve seen financial advisors face over my last 11 years in this business… Here’s how the conversation typically goes:
I hop on a coaching call and the first thing the advisor asks is, “How do I get more qualified appointments on my calendar?”
My response: “How are your current marketing funnels working? What’s your cost per appointment? What’s your closing ratio per funnel? What’s your ROI per funnel on every dollar spent?”
Unfortunately the answer I get 99% of the time: “I have no idea. How would I track something like that?”
Enter Erica and Track That Advisor who specializes in just this, helping financial advisors track all the metrics that matter in their business. At this year’s Journey event, which is an event we host twice a year at Advisors Excel where our top offices open up their entire playbook and share all of the marketing, branding, and everything else that’s lead to their success, the theme I heard more than any other was, "Erica Pauly of Track That Advisor changed our business. She's amazing, her team is amazing, and basically our business is in a whole different place thanks to her.”
When I heard that from one office generating over $60 million of new assets each year, followed by an identical statement from a second office generating over $100 million annually, I knew I had to get Erica on the show.
Today, we discuss how financial advisors at every level can use data to work smarter - not harder. We explore how smaller firms can intelligently scale and make their first hires, as well as how larger firms can track their numbers to make sure each and every advisor on the team is performing at their optimal level. That and so much more!
FREE OFFER
- To get Erica's FREE whitepaper "The 5 Metrics Financial Advisors Should Actually Be Tracking to Maximize Revenue" visit BradleyJohnson.com/49
- Interested in taking the next step with Track That Advisor? You can apply at BradleyJohnson.com/trackthat
SHOW NOTES
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Today's guest is New York Times bestselling author Greg McKeown. He’s the author of Essentialism: The Disciplined Pursuit of Less. This book quickly became one of my top reads of all-time as it truly spoke to me with something I've struggled with and I'm sure many of you have as well, balancing everything we want to do in business with the things that truly matter in life. I highlighted passage after passage, then I realized something… As financial advisors, if there’s one thing we need, it’s a book on what NOT to do and a framework to focus on the things that truly matter - and Greg has written just that book.
Greg has also spoken on NBC, NPR, and at countless companies across a variety of industries including Apple, Google, NFP Securities, and Goldman Sachs. He definitely knows a thing or two about helping financial advisors, as well as high net worth individuals - and his advice extends to almost anyone who has ever caught themselves struggling to make time for both their work and their personal life.
Today, we discuss why we trade off incredibly important things for less important ones. We explore why our world prioritizes working constantly and our obsession with the idea that you need to always be ON in order to be successful - and how you can have a fuller, happier life by focusing on what truly matters.
FREE OFFER
- Get Greg’s Essentialism 21-Day Challenge, which you can use to start simplifying your life and becoming truly focused on what matters. Visit BradleyJohnson.com/48
SHOW NOTES
To get access to today's show notes, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/48
I’m thrilled to speak with my friend - and the best-dressed person I know - Pellegrino Castronovo, the owner of Pellegrino Castronovo Fitted Tailoring.
Pellegrino is a world renowned custom bespoke tailor who has fitted professional athletes in the NFL, NBA, NHL, and MLB, many of the top brass in Formula 1 racing, Sugar Ray Leonard, and many other notable celebrities.
Today, we discuss fashion tips for financial advisors. We get into the brilliant, yet simple things that you can do to market yourself and stand out in a “sea of sameness". As financial advisors, we can learn a lot from Pellegrino’s processes and insights.
FREE OFFER
- To Download Pellegrino’s “Fashion Tips for Financial Advisors” cheat sheet visit BradleyJohnson.com/47
- As an added bonus, he's also offering a 20 minute, 1-on-1 virtual consult to help level up your style, so you can make your first impression a lasting impression! (offer available to the first 20 listeners who take advantage of it.)
SHOW NOTES
To get access to today's show notes, transcript, and all the resources mentioned, visit BradleyJohnson.com/47
Greg Salciccioli is the CEO of CoachWell - an executive coaching service that specializes in Professional, Team, and Organizational development. Greg is also the author of The Enemies of Excellence, which explores why high achievers so frequently struggle with broken relationships, self-indulgence, disorientation, disarray, and a lack of professionalism.
During our conversation, Greg and I dive deep into the biggest problems he’s seen in his 18+ years of coaching financial advisors and what to do about them. If you’re looking to reach high net worth individuals, provide better service to your clients, and do right by your coworkers, your family, and yourself, this is a must-listen.
Show Notes: BradleyJohnson.com/46
Free Gift for Blueprint Listeners
To download Greg's Enemies of Excellence Growth Guideand to see how you can get a FREE copy of his book, visit BradleyJohnson.com/46
In today’s conversation, I sit down with a legend in the world of finance, Mr. Roger Ibbotson himself. In 1977, Roger published the first edition of Stocks, Bonds, Bills, and Inflation, a collection of historical returns dating as far back as 1926 - in a sense, he was ahead of his time as no one had compiled this historical market data all in one place before, in a way that was easy to understand. Based on the positive response from this landmark study, he founded Ibbotson Associates in the same year which he later sold to Morningstar in 2006 for $83M. Roger is currently Chairman and CIO at Zebra Capital Management and he has also served as a Finance Professor at the Yale School of Management for 30 years.
Today we dive into his most recent work, a whitepaper titled “Fixed Indexed Annuities: Consider the Alternative.” In it, Roger examines how today's historically low interest rates and bond returns are putting many retirees in danger of not producing enough income from the fixed portions of their portfolios through retirement. He gets into the biases both consumers and financial advisors often have when they hear the word “annuity” and why his math shows that fixed indexed annuities may prove a viable alternative in many retirement portfolios.
Get Roger's Whitepaper "Fixed Index Annuities: Consider the Alternative" at BradleyJohnson.com/45
In today’s conversation, I’m speaking with The Retirement Answer Man himself, Roger Whitney. Besides being a CFP and having just about every other designation a financial advisor can have after his name, Roger is one of the few financial advisors in the US who has cracked the podcasting code and is actually using his weekly show to drive substantial assets to his firm from all over the country. Not only is Roger landing clients nationwide, but he recently even signed a US citizen living in Burma, so I guess he’s officially gone international! This conversation is a must-listen episode if you are looking to expand your marketing to what I find for most advisors is an unknown digital frontier… podcasting.
Special Offers for Our Listeners
- To Download a FREE Chapter of Roger’s book, Rock Retirement visit BradleyJohnson.com/44
- I also bought a big stack of Roger’s books and I’m giving them away for FREE - Listen to this episode to find out how you can get a copy delivered directly to your doorstep!
Take the 1st Step to Building Your Ideal Practice
Want to find out how to grow your business and design a practice that serves you VS. being a slave to your practice? Yes it is possible to grow your business and work less - this is a model we’ve replicated for financial advisors over and over in markets all over the country. If you’d like to apply to see if it makes sense for us to have a 1-on-1 conversation, you can do that at bradleyjohnson.com/apply.
Lately, I’ve been having a lot of conversations with financial advisors looking for the best ways to grow their firms, and I’ve been encountering one question more than just about any other: “How can I spend the least amount of money to maximize results - and get appointments on the calendar?”
There are lots of things that independent financial advisors can do to generate leads. There’s public events, like seminars and workshops, as well as full-blown advertising campaigns, including TV and radio, for some of the larger firms out there.
But if your current strategy is struggling to land new clients or increase your amount of new assets, it’s time to take a step back and ask yourself: are you looking at math, or are you making your marketing decisions based on what you’re thinking and feeling?
Today, we’re going to talk about what so many advisory firms do wrong. I’m also going to explain a super simple approach to make it easier than ever for you to determine how to spend in order to land clients, grow your revenue, and crush your goals for 2018.
Get access to the full show notes by visiting BradleyJohnson.com/43
Well this one’s a first! Today, I’m speaking with Dr. Saadiq El-Amin, he’s an MD, PhD, and a board certified orthopedic surgeon, who in his spare time also happened to start up a lab for Advanced Biomaterials and Tissue Engineering. You might be wondering how I plan to make a conversation with a surgeon applicable to you, the financial advisor, but within just a few minutes of meeting the doc, it became very clear my challenge was going to be fitting everything he had to offer you all into such a short conversation.
Over the course of an extraordinary career, Dr. El-Amin has provided care for many pro athletes and other high net worth individuals. Athletes like Shaquille O’Neal have sought him out as well as The President of Liberia among other notables.
Today you'll learn how to apply Dr. El-Amin's principles to your own practice so that you can land high net worth clients, just like him.
Show Notes: BradleyJohnson.com/42
Free Offer to Blueprint Listeners
Brad’s Offering a FREE 30 Minute Coaching Call to 5 Lucky Financial Advisors. Visit BradleyJohnson.com/apply to Apply.
Chris Smith and his team teach businesses how to integrate their origin story into everything their company does. He's the creator of The Campfire Effect™, which is a methodology designed to make your team, your partners, and your clients feel a true oneness and connection. The beautiful thing is that it was literally born in our industry as it came from Chris helping his former business partners merge two long-standing financial services firms in Arizona. They used it to create a brand and client experience that attracted clients to them. He’s helped everyone from startups and small businesses all the way up to Fortune 500 companies, clarify their story. I know you all are going to LOVE this conversation!
Free Gifts
Get Chris’s Free Download “The One Question That Will Change Your Business” by visiting http://bradleyjohnson.com/41
Also, We’re Flying 3 Lucky Listeners Out To Our First Live Event of 2018—where 9-time NY Times Bestselling author David Bach will be teaching you how to create a process to scale your firm and clone your top clients! Apply here--> http://bradleyjohnson.com/apply
When I asked Darren Hardy, former publisher of Success Magazine and someone who’s literally interviewed just about every successful entrepreneur and thought leader out there, what’s the best resource for becoming a better speaker and presenter... the first words out of his mouth were, read Michael Port’s book “Steal the Show”.
Michael is a professional speaker, coach, and a 6-time bestselling author. During our conversation, Michael breaks down the exact strategies he teaches his students to help them master the art of speaking, so they can professionally promote and present their message—which I know for financial advisors, is a big part of how to land new clients and build your business!
Free Gifts
Steal the Show: Brad’s giving away copies of Michael’s book, Steal the Show. To find out how to get it absolutely free, visit: http://bradleyjohnson.com/40
Also, get Michael’s gift to Blueprint listeners “50 Tips You Can't Afford to Ignore if You Want to Wow Your Audience” by visiting: http://bradleyjohnson.com/40
Jason Lahita is the president and co-founder of FiComm Partners—they are a PR firm that focuses exclusively on the independent advisory community and to my knowledge still the only PR firm out there that deals just in the financial advisory space.
Jason is seen as one of the most respected PR professionals in our industry. Today, we do a deep dive into all things PR for Financial Advisors.
Download Jason’s FREE Financial PR Starter Kit that Covers 3 Simple Tips to Establishing a Low-Cost, High-Value Media Relationship --> http://bradleyjohnson.com/39
Dr. Daniel Crosby is a psychologist, behavioral finance expert and asset manager who applies his study of market psychology to everything from financial product design to asset allocation. He’s also been named one of the "12 Thinkers to Watch" by Monster.com, a "Financial Blogger You Should Be Reading" by AARP and was honored as one of the "Top 40 Under 40" by Investment News.
Get Your FREE Copy of The Laws of Wealth: Psychology and the Secret to Investing Success at http://bradleyjohnson.com/38
To get access to all the resources, transcript, audio and show notes for today's episode, visit http://bradleyjohnson.com/38
Over the last decade of conversations with financial advisors, I know one of the biggest frustrations in our industry is building referral relationships with Lawyers. Today, I'm sharing my guest appearance on The Lawyerist Podcast as a way to help you crack the code on attorney referrals.
Go download “The Estate Planning Attorney Referral Blueprint™"
Show Notes: http://bradleyjohnson.com/37
This won’t be a typical episode where we talk about tactics to improve your marketing, appointment process, or how to scale your business. Today, Jim Sheils and I hit on something that’s far more important… how to make sure running a successful financial services practice doesn’t sabotage your relationship with your family.
Click here to find out how you can get a FREE copy of Jim’s book The Family Board Meeting!
Show Notes: http:/bradleyjohnson.com/36
In today’s conversation, I’m talking with my friend and special guest Nicholas Kusmich. Nic is best known as the world’s leading Facebook advertising strategist and for delivering the highest ROIs in the industry (at his peak, upwards of 30,000%). He’s also the author of "Give: The Ultimate Guide To Using Facebook Advertising to Generate More Leads, More Clients, and Massive ROI" and has worked with A-List clients like Tony Robbins & Joe Polish, as well as New York Times best-selling authors, and a number of Inc. 500 companies.
Today, he’s going to break down a simple Facebook advertising strategy that all you financial advisors can use to go after prospects with laser focus. Nic will help you shine the light on the top 4% of prospects that result in 80% of your revenue!
Click here to get a FREE copy of Nic’s book “Give: The Ultimate Guide To Using Facebook Advertising to Generate More Leads, More Clients, and Massive ROI”
Show Notes: http:/bradleyjohnson.com/35
In this conversation, I talk with David Meerman Scott, a Marketing and Sales strategist who’s authored a number of books, including The New Rules of Marketing & PR, now in it’s 6th edition which has been translated into 29 languages and is now used in universities and business schools worldwide. One of his most recognized books, Newsjacking talks about some of the strategies Donald Trump utilized to hijack headlines and generate free press in our most recent election. David has also spoken in over 40 countries including on stages for companies like Google, Ford Motor Company, DOW Jones, Nasdaq and for you Tony Robbins fans out there, he’s a regular at Tony’s Business Mastery event.
Today, David outlines his step-by-step “newsjacking” strategy that financial advisors can use to grab the attention of clients, prospects and major media outlets.
Click here to Get Access to David’s Top Tips and Strategies to Leverage Digital Marketing to Drive Business
Show notes: http://bradleyjohnson.com/34
Over the years, we’ve dealt with a lot of offices, usually bringing anywhere from $3M to $150M+ in assets per year. No matter what the size of the firm, the most common question I get time after time, remains the same.
“How do I get more appointments on the calendar?”
Shocker, I know ;) But, it’s still an area that most independent financial advisors have yet to master. Today though, I’m going to explain something I've found that is an absolute game changer and comes even BEFORE you "dial up" the marketing spend to increase appointments...
In fact, I’m about to share the secret ingredient that 99% of the financial services industry is failing to add to their mix—even billion dollar asset managers don’t always get this right.
It’s the exact same thing that’s preventing YOU from differentiating yourself from every other advisory firm on the block!
Get access to the full show notes by visiting: http://bradleyjohnson.com/33
In this conversation, I finally get the chance to sit down with a special guest and buddy of mine, Hal Elrod. He’s one of the most inspiring keynote speakers in the world, creator of one of the fastest growing online Facebook communities on the web, and author of the bestselling book series—The Miracle Morning.
Click Here To Get Free Access to Hal’s Miracle Morning Journal & His Personal Reading List!
Show notes: http://bradleyjohnson.com/32
Today, I’m talking with DLynn Proctor, who has over a decade of experience in the wine industry and is one of the foremost experts in the world of wine. He is a winemaking ambassador for Penfolds Americas in Napa, California and was featured in the internationally acclaimed wine documentary ‘SOMM’.
Click Here to Download the "Hosting Your Own Wine Event 101 For Financial Advisors - Checklist and Timeline"
Here are a just a handful of the things that you'll learn: * Wine Tasting 101 for the Independent Financial Advisor—How to taste a glass of wine without the fear of messing it up in front of your clients. * DLynn’s top tips for hosting an unforgettable wine event just like the pros—You’ll learn how to blow your clients away with expert wine vocabulary, engaging event ideas and a much better understanding for how to properly grid a wine. * Find out why dressing well really does matter—Carry yourself with confidence, demonstrate your discipline, and represent the best version of yourself with a wardrobe that counts! * Learn how to go above and beyond the call of duty and completely astonish your clients with a great customer experience.
Show notes: http://bradleyjohnson.com/31
Today, I’m talking with Garrett Gunderson, who is the Founder and Chief Wealth Architect of Wealth Factory, a company that’s breaking all the rules for how to work with business owners and high-growth entrepreneurs.
Wealth Factory’s best described as a virtual Family Office and for you advisors looking for the secret formula for connecting with business owners, Garrett gives you all the tools in this conversation.
He also happens to be a New York Times bestselling author of the book Killing Sacred Cows: Overcoming the Financial Myths That Are Destroying Your Prosperity. He’s become a good friend and I love that he’s not only about business but about giving back and focusing on the important things in life that really matter. I have to say this was one of the conversations I’ve most enjoyed so far on the show.
Click Here To Get Access To Garrett’s Internal Style Guide and a Free Subscription to His BUILD Newsletter!
Here are a just a handful of the things that you'll learn: 1. Garrett’s strategy for perfecting the art of speaking—including lessons from the best public speaking coaches in the world! 2. How to overcome “The Scarcity Mindset” and perpetuate your wealth for generations to come. 3. Garrett’s unique framework for how his company works with high growth entrepreneurs. 4. Why it’s absolutely critical—especially as a financial advisor—to maintain meaningful relationships with the people you love and avoid distractions that are disguised as opportunities. 5. How to tap into the 2 most important forms of capital so you can skyrocket the success of your business—Garrett likes to call this The Value Equation. 6. What Garrett learned from a 1 month sabbatical with his family in Italy and how it changed his life.
Full show notes: http://bradleyjohnson.com/30
Jon Acuff is a New York Times Bestselling author, who for 19+ years, has been helping companies like Home Depot, Bose, Staples and even the Dave Ramsey team, tell their stories. He’s a well-known public speaker and his blogs have been read by millions of fans around the world.
In this conversation, we dive deep into Jon’s 6th book — Finish: Give Yourself The Gift Of Done — which is not only extremely entertaining (it literally had me laughing out loud one night), but it is actually backed by science as well. And for you the busy financial advisor, who let’s be honest likely struggles to finish things, trust me, you will appreciate this discussion!
Click Here To Get 3 Different Tools, Specifically Built to Help You Finish Your Goals!
Show Notes: http://bradleyjohnson.com/29
In this episode, I talk with Pete Vargas, aka “The Stage Whisperer” who since 2003 has been responsible for booking over 20,000 stages at events worldwide. He’s the founder and CEO of Advance Your Reach and besides just being all around one of the nicest people I’ve ever met, he drops some serious knowledge on this episode about how you as a financial advisor can book local stages in your backyard that you probably didn’t even know existed… oh and it doesn’t require a 10,000 piece mailer or a Ruth’s Chris steak dinner either.
Download Pete's 5 Powerful Tools for Winning Stages and Advancing Your Reach as a Financial Advisor by visiting: http://bradleyjohnson.com/28
Barry Glassman is the President and Founder of Glassman Wealth Services®, where he leads an RIA that not only oversees a billion dollars of assets but has also been named best place to work by just about every major publication in the DC area. It’s amazing how Barry has found a way to both scale his business and his team very quickly, while at the same time creating an incredible place to work, this isn’t common in financial services and we cover a lot of how he does it in our conversation. Besides the best places to work awards, Barry's also been featured in major publications such as The Wall Street Journal and Washington Post and has been honored with advisor awards from Barron’s, Financial Times, and Investment News to name a few.
Click Here To Check Out Barry's 60 Minute Keynote He Gave at Schwab’s Impact Conference Last Year!
Show Notes: http://bradleyjohnson.com/27
After 12 years as a TV news anchor, Kristi Piehl decided to turn the tables and use her expertise to get her clients on TV. She's the Founder and CEO of Media Minefield, a TV news-driven public relations agency specializing in earned media nationwide. In this conversation, you’ll hear how Kristi has carved out a niche that is shaking up the PR industry and doing things differently to help financial advisors across the country get the attention they deserve!
Click Here to Download Kristi's Gift ''5 Tips for Financial Advisors When Considering a PR Firm''
Show Notes: http://bradleyjohnson.com/26
Click Here To Download Brad's Exclusive Step-by-Step Process on How to Podcast In this episode I talk with Ryan Michler, he’s a financial advisor just like you, but also happens to run a Top 50 business podcast with over 250k downloads a month called the Order of Man. From his podcast’s tribe like audience, over 33k members have joined his Order of Man private FB Group which is a thriving online community. Lastly, Ryan's a veteran who served our country in Iraq. With all of that going on, Ryan has also somehow had time to grow the most amazing beard to ever grace our podcast! Here are a just a few of the highlights from our conversation: * Starting off, a huge lesson on the power of authenticity that Ryan experienced with his clients when he decided to grow out his beard, seems silly, but huge lesson here. * Next we talk about the difference between being an “advisor” and being a “coach” and how that can make an impact on your clients staying the course with the plan you’ve laid out * From there we get into an incredible discussion on how advisors out there on radio can translate this to a podcast and where this technology is going and why it pays to be an early adopter. * Then we dive deep on the framework Ryan used to create a thriving community in his private FB group and how if he was doing it for financial services, what it would look like and how he’d go about doing it.
''The financial advisors that learn how to market themselves the best are the ones that win.'' - Ryan Michler
SHOW NOTES: * [04:36] The story behind Ryan’s EPIC beard and some valuable lessons for financial advisors about authenticity and setting yourself apart. * [08:33] Ryan shares his incredible journey, from his time serving in Iraq to working in the financial services industry, to starting a podcast and building a successful online business. * [13:51] Why every financial advisor needs to learn how to become a great marketer! Ryan shares best practices for surrounding yourself with great people and tapping into their invaluable knowledge. * [19:06] How financial advisors can use technology to their advantage and connect on a much deeper level with clients. * [28:35] How to completely resonate with any audience by focusing in on a specific niche. * [35:57] Learn to have real-world conversations that excites and engages your clients! * [38:25] The collaborative client approach that helps your clients fully understand financial decisions and defend them to others! * [42:22] Discover the incredible benefits to podcasting and why most financial advisors are missing out on a massive opportunity! * [50:35] The power of community and Ryan’s methodology for turning a passive audience into a die-hard following that keeps coming back. * [57:15] The step-by-step process Ryan follows to to siphon his audience from consuming his content, to subscribing as a member, to buying his products and services. * [01:04:42] Find out what you can do to build an insanely interactive Facebook community. Don’t miss Ryan’s advice for how to handle haters, what to do if your high paying clients disrespect the ground rules, and why every financial advisor should incorporate a private Facebook group into their offering. * [01:20:55] Still paying for prospect lunches trying to land new business? Find out why Ryan believes you’re doing it all wrong! * [01:25:34] Why Ryan thinks of himself when he hears the word “successful.” Trust me, his answer won’t disappoint. * [01:26:46] The importance of rendering yourself obsolete from your children and teaching them how to be leaders in all aspects of life. * [01:28:17] What is Ryan’s favorite book and why? * [01:31:15] Ryan shares the one piece of advice that has led to his success.
''I think each and every one of us define what success is for ourselves.'' - Ryan Michler
SELECTED LINKS FROM THE EPISODE * Connect with Ryan Michler
Facebook |Instagram | YouTube | Twitter
- Order of Man
- Order of Man Podcast
- Order of Man Annual Battle Planner
- A Man Thinketh
- Endurance: Shackleton's Incredible Voyage
- Spartan Race
- The Revenant
- Grit: The Power of Passion and Perseverance
PEOPLE MENTIONED IN THE EPISODE * Jeff Rose * Jim Rohn * Darren Hardy * Leonardo Dicaprio * Angela Duckworth
Disclosure This is provided for informational purposes only. Producers are ultimately responsible for the use or implementation of these concepts and should be aware of any and all applicable compliance requirements. Results from the use of these concepts are no guarantee of your future success.
Prior to implementing any of the concepts or strategies discussed in this interview, please keep in mind the following:
There are State, Federal and Insurance Carrier guidelines and prohibitions that apply to doing "business through the mail" or in any situation where the financial professional and client do not meet face to face to conduct business. Please ensure you understand all applicable rules and requirements prior to conducting business through the mail.
It is unlawful to charge a fee for services that are considered part of the commissioned sales process for insurance products; therefore a financial planning or investment advisory fee may only be charged for those services that include the development of a plan that includes securities and/or coordination with other financial professionals. Insurance-only producers may not charge for any of their services.
Rule 206(4)-1(a)(1) of the Investment Advisers Act prohibits the use of client “testimonials” in an advisers advertising. Before you engage in any social media activities be aware of the regulatory guidelines and policies that pertain to you and your firm. All producers and investment advisers should be aware of and always follow current policies on the use of any advertising, third-party materials and/or social media as required by any broker-dealer or Registered Investment Adviser with which they may be affiliated, the insurance carriers they represent, federal regulations and state insurance regulations. Investment advisers are strongly encouraged to obtain pre-approval from the broker-dealer and/or registered investment adviser with which they may be affiliated. For more information surrounding social media use, investment advisors are strongly encouraged to read the SEC's National Examination Risk Alert dated January 4, 2012 concerning Investment Adviser Use of Social Media and IM Guidance Update from March 2014 regarding Social Media and the Testimonial Rule.
AE05175009
Click here to check out the charity: water film!
In this episode I talk with Scott Harrison, he’s the founder and CEO of charity: water, a charity that is just over a decade old and broke all the rules when it comes to how a charity should operate. This has lead to over a quarter of a billion dollars raised which has provided over 7 million people in less developed countries with clean water. Their goal is that some day every human on earth will have access to clean water.
Today’s conversation is a little different as most episodes we focus on marketing, the client experience and other business building topics. Most of the conversation today relates to how to make an impact on the world around you and do the work that really matters. This is something I believe you all as financial advisors do on a daily basis, using that tool called money to help your clients create life experiences and leave a legacy behind for people or causes they love.
Here are a just a few highlights from our conversation:
- We get into how radical generosity helped Scott understand true happiness and the secret to helping your clients experience it as well.
- Next we discuss the 3 things Scott did early on to blow up the traditional charity model that was revolutionary to how charities functioned at the time. This has led to charity water’s backing from the founders of Facebook, Twitter, and Spotify as well as a number of Hollywood’s who’s who.
- Then we cover the secret behind storytelling to create a movement and why sharing stories of failure leads to greater connection.
- Lastly, make sure you don’t miss little 9 year old Rachel’s story.
HERE'S HOW YOU CAN HELP CHARITY: WATER * Share the film which you can find on YouTube right here. * Join "The Spring" movement by clicking here. * Donate your next birthday for charity: water by clicking here.
SHOW NOTES: * [07:07] Scott shares his transformational story, from promoting top nightclubs in NYC to selling all his possessions and moving to Liberia - a country with no public electricity, running water or sewage. * [15:26] Find out what documenting as a photojournalist in West Africa taught him about courage and the single event that turned his charity experience into a $96,000 donation. * [23:39] Find out how radical generosity can help you unlock true happiness and fulfillment. * [28:00] Why are there 663 million people in the world that don’t have access to clean water? Scott explains the MASSIVE water epidemic that nobody’s talking about! * [34:58] Discover the business model behind charity: water and how Scott’s team had to think differently about creating a sustainable and transparent solution to solve the world’s water crisis. * [43:55] Scott explains how he was able to turn 200 bucks into $250 million by building an inspirational brand that focused on compassion, generosity and empathy, rather than shame and guilt. * [44:57] How he kept his promise to donate 100% of proceeds to people in need, despite nearly going bankrupt. * [47:19] The million dollar conversation that kept the lights on and the secret to crafting a compelling story that resonates with your audience. * [55:01] The incredible story of Rachel, a 9-year-old who’s wish to give, raised over $3 million and helped over 100,000 people get clean drinking water. * [01:02:45] What was it about charity: water that made it such a powerful movement that encouraged people to make a difference? * [01:05:41] Find out what Scott would do differently if he had the chance to go back in time and talk to his 25-year-old self. * [01:19:06] Who is the first person Scott thinks of when he hears the word successful and why? * [01:10:25] Scott shares the one book that has had the biggest impact on his life and why it’s been a pivotal part in helping him serve those in need. * [01:12:06] The one piece of advice that has led to his success and his goal to someday return the favor of writing a million dollar cheque to charity.
''Giving humans access to clean water is one of the most incredible gifts you can give.'' - Scott Harrison
SELECTED LINKS FROM THE EPISODE * Connect with Scott Harrison
Facebook | Twitter | LinkedIn | YouTube | Instagram
- Charity Water
- Donate Your Birthday!
- The Spring Film
- The Spring
- Rachel Beckwith’s Story
- Yellow Thunder Drilling Rig
- Mercy Ships
- Ruhlin Group
- Bebo
- AOL
- The Compound Effect by Darren Hardy
- The Bible - New Testament
PEOPLE MENTIONED IN THE EPISODE * John Ruhlin * Michael Birch * Darren Hardy * Dr. Gary Parker
Disclaimer This is provided for informational purposes only. Producers are ultimately responsible for the use or implementation of these concepts and should be aware of any and all applicable compliance requirements. Results from the use of these concepts are no guarantee of your future success.
Click Here to Download Brad's Exclusive Step by Step Process on How to Podcast In this episode I talk with Pete Matthew, who is a Chartered Financial Planner, a Certified Financial Planner and Managing Director of Jacksons Wealth Management from across the pond in Penzance, UK. Besides his day job, he also happens to host a top 5 business podcast in the UK with just under 1 Million episodes downloaded and has really cracked the code when it comes to podcasting. For those of you who have considered podcasting or are on the radio, you are going to love this conversation! Here are a just a few highlights: * We get into how Pete has transformed his podcast into a marketing funnel that currently drives over 25% of his business and generates 4-5 new prospects a week - make sure you don’t miss the story of Pete’s first podcasting client as it speaks to the power and reach of the medium. * Then we dig in on how technology is breaking down the geographical boundaries for marketing and how Pete believes virtual appointments are 95% as effective as face to face. * Next we dig into Pete’s 3 step framework for creating engaging content for his show. The great news is that it works just as well on radio. * From there we spend some time on the problem with jargon in the financial services industry, the simple framework you can use to overcome it, and why it’s so important for creating a greater connection with your clients and prospects. * Finally, don’t miss the secret Pete uses to engage with his audience to generate reviews for his show. It's super easy and powerful!
''As an industry, we make financial planning more complex than it needs to be.'' - Pete Matthew
SHOW NOTES: * [00:03:10] Discover the power of podcasting and the incredible benefit of being able to connect with influential people from around the world. * [00:06:00] Find out how his passion for teaching and lessons from Gary Vaynerchuk's book “Crush It!” led to an inspiring 7 year digital journey that's helping people understand money and succeed financially. * [13:23] How has podcasting become Pete's biggest source for client referrals and securing new business? * [15:29] The step-by-step framework Pete uses to turn podcast listeners into qualified leads and why his clients love virtual meetings. * [17:19] Why you no longer have to chase new business... Learn how “Attraction Marketing” is changing the game. You'll have prospects banging on the virtual doors begging to work with you! * [21:49] How asset managers and advisors can break free from the traditional “this is my territory” mindset and land high-flying clients who love the convenience of a virtual relationship. * [00:28:33] Find out how technology and virtual transactions have changed the internal processes at Pete’s firm. * [00:30:09] How financial advisors can transition from traditional radio to the world of podcasting and the critical factors to creating great content that speaks to your audience. * [36:38] The 3 simple keys to financial planning and why great financial advisors should never worry about being boxed out by technology. * [00:41:03] Why are so few financial advisors joining the podcast movement? Find out why it's never been easier, learn to overcome your fear for compliance, and discover Pete's top tips for podcasting success. * [53:33] The importance of eliminating financial jargon and simplifying complex terms for your clients. * [59:10] Planning on starting a podcast? Don’t miss Pete’s best practices for generating ratings and reviews and creating social proof with your audience. * [01:05:59] What things does Pete hope are looked at as being absurd 25 years from now. * [01:07:19] Find out why Pat Flynn is the first person Pete thinks of when he hears the word successful. * [01:08:19] The one book Pete thinks everyone in the financial services industry should read. * [01:11:52] A simple, yet effective piece of advice anyone can implement to be successful.
''Care passionately about those who consume your content and you'll be just fine.'' - Pete Matthew
SELECTED LINKS FROM THE EPISODE * Connect with Pete Matthew
Facebook | Twitter | YouTube | LinkedIn
- Meaningful Money
- Jackson’s Wealth Management
- NextGen Planners
- Crush It! by Gary Vaynerchuk
- XY Planning
- Nucleus
- Platform by Michael Hyatt
- Known by Mark Schaefer
- The Support Economy
- Smart Passive Income
- The Advisor Century
PEOPLE MENTIONED IN THE EPISODE * Gary Vaynerchuk * Adam Carolan * Michael Kitces * Jeff Rose * Michael Hyatt * Pat Flynn * Mark Schaefer * Dan Sullivan
Disclaimer This program is provided for informational purposes only. Please keep in mind that not all insurance carriers allow "business through the mail" and there may be registration requirements and limitations for virtual investment advisory services. Producers are ultimately responsible for the use or implementation of strategies and concepts discussed and should be aware of the compliance requirements of any broker-dealer or Registered Investment Advisor with which they may be affiliated, the insurance carriers they represent, federal regulations and state insurance and securities regulations. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Advisor with which they may be affiliated prior to implementing this practice. Results from the use of the concepts and strategies shared by Peter Matthew are no guarantee of your future success.
The information and opinions contained herein are provided by third parties and have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Advisors Excel. Alan Moore is not affiliated with or sponsored by Advisors Excel.
Kevin Lavelle takes us through his incredible journey of building and scaling a business from the ground up.
Kevin is an entrepreneur and business executive. He is the founder and CEO of Mizzen+Main, which is a men's clothing brand focusing on performance fabric dress shirts. He was named to the 40 Under 40 list by Dallas Business Journal in 2013 and was also named to Men's Fitness list of Game Changers in 2014.
Kevin was repeatedly laughed out of the room when pitching his idea to create a dress shirt that would not only look great, but would feel great too! After being rejected over and over and being told nobody would want to buy what he was selling, he decided to go out on his own, push the fabric boundaries and carve out an entirely new clothing category.
Despite what the traditional menswear big shots said, Kevin knew what the market wanted and made it his mission to turn his dream into a reality. The company has since skyrocketed, being sported by people all around the world, including many super athletes and online influencers.
Click Here to Receive Special Offer From Mizzen + Main
Show Notes: http://bradleyjohnson.com/22
Click Here to Apply to Hang Out with David Bach!
This week on the Elite Advisor Blueprint, my good friend and world renowned financial expert, David Bach, is here to help you (the financial advisor) take your business and life to an entirely new level of success.
David Bach is one of America’s most trusted financial experts and bestselling financial authors of our time. He has written nine consecutive New York Times bestsellers with more than seven million books in print, translated in over 19 languages.
His runaway #1 bestseller The Automatic Millionaire spent 31 weeks on the New York Times bestseller list. He is one of the only business authors in history to have four books simultaneously on the New York Times, Wall Street Journal, BusinessWeek and USA Today bestseller lists.
Over the past 20 years David has touched tens of millions through his seminars, speeches and thousands of media appearances. He has been a contributor to NBC’s Today Show appearing more than 100 times, and a regular on The Oprah Winfrey Show, ABC, CBS, Fox, CNBC, CNN, Yahoo, The View, PBS, and many more.
Besides being a recognized national spokesperson on finance, he’s also spent many years in the financial advising trenches as he helped his dad and sister build The Bach group to over half a billion dollars of assets and also later served as the Vice Chairman at Edelman Financial Services where he partnered with Ric Edelman to help them grow to $13B of assets during his stay.
He’s most recently joined our team at AE Wealth as our Director of Investor Education and by the end of this conversation, it should be easy to see why!
Here are a few highlights from our conversation:
- Right out of the gates we get into David’s journey that led up to his first appearance on Oprah. We get into a really fun conversation on the behind the scenes steps it took just to get on the show and it’s not an easy process!
- Then we dig into the secret of managing assets and proper asset allocation to retain your clients and scale your business. David’s simple advice, also protects you from losing clients during the next market correction!
- Next we walk through the referral framework David used during his time at the Bach Group to double their annual referrals. What I love about it, it’s only 4 steps.
- From there, we dig into a common struggle in financial services. The tug of war with work/life balance and what David learned from a year long sabbatical he took to stay at home and be a dad. He also shares the 1 habit he took up during his break that changed his life for the better.
- We wrap on some rapid fire tips from David that he’s learned by giving public seminars to over 1 million people worldwide that advisors can use to create a better live event and more crowd engagement.
''When You have an interesting financial plan, you usually end up having a scary life." - David Bach
- [03:58] David shares the “ah-ha” moment that led to defining a completely untapped market, writing 9 consecutive New York Times bestselling books, presenting at over 700 live seminars, and appearing on The Oprah Winfrey Show (not once, but six times) to share his strategies for living and finishing rich!
- [11:00] David’s secret ingredient that any financial advisor can use to land right kind of clients.
- [11:49] Find out how David finally made it on The Oprah Winfrey Show and the thoughts, feelings and emotions he had leading up to this MASSIVE opportunity.
- [15:00] David explains the “Latte Factor” and his method for turning complex information into simple and actionable ideas that people can relate to.
- [18:20] A proven strategy every financial advisor can model that has helped David retain clients for life and scale billion dollar businesses.
- [25:00] Why most advisors fail to reach assets under management in excess of $50 million and what you can do to create a trainable, scalable, and saleable business!
- [27:47] The art of the client referral and a systematized process for duplicating your best clients.
- [35:33] The importance of putting yourself first and taking care of your health so you can finish on top.
- [37:30] Find out why David decided to take 18 months off work in order to spend more time with his family and the life changing gift that keeps on giving.
- [46:03] Discover the biggest seminar mistakes made by financial advisors and what David does differently!
- [55:28] Find out why David’s wife is the person he thinks of when he hears the word “successful”.
- [56:36] David shares 2 of his all-time favorite books and his experience hanging out with one of the authors!
- [00:59:23] The 2 BIG problems that David hopes humanity will fix within the next 25 years.
- [01:02:57] The single most important factor that led to David’s success and his best advice to financial advisors who want to take their business and life to the next level.
''An educated client is a good client that will stay the course of time.” – David Bach SELECTED LINKS FROM THE EPISODE * Connect with David Bach
Website | Facebook | Twitter | YouTube
- The Bach Group at Morgan Stanley
- Smart Women Finish Rich: 9 Steps to Achieving Financial Security and Funding Your Dreams
- The Automatic Millionaire: A Powerful One-Step Plan to Live and Finish Rich
- Smart Couples Finish Rich: 9 Steps to Creating a Rich Future for You and Your Partner
- AE Wealth Management
- Investor Education
- Edelman Financial
- Not Fade Away: A Short Life Well Lived
- The Alchemist
- How to Win Friends & Influence People
- Steve Jobs Biography
- Go Green, Live Rich: 50 Simple Ways to Save the Earth and Get Rich Trying
PEOPLE MENTIONED IN THE EPISODE * David Bach * Oprah * Ric Edelman * Jean Chatzky * Paulo Coelho * Dale Carnegie * Steve Jobs
This is provided for informational purposes only. Producers are ultimately responsible for the use or implementation of these concepts and should be aware of any and all applicable compliance requirements. Results from the use of these concepts are no guarantee of your future success.
Federal law, state law and/or insurance carrier requirements may prohibit or place limitations on marketing activities. All producers and investment advisors should be aware of any gifting limitations imposed by federal regulation, state regulation, insurance carriers, broker-dealers and Registered Investment Advisers, as applicable. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Adviser with which they may be affiliated.
AE03174073 For financial professional use only.
Click Here to Get Access to Ian Altman's "Same Side Pitch" - An Approach to Selling That Your Clients Can Actually Embrace!
This week on The Elite Advisor Blueprint, Ian Altman is here to talk about how to get to the truth as quickly as possible, so you can find the right opportunities and avoid wasting time on clients that aren't an ideal fit.
Ian is a multi-bestselling author, strategic advisor, and a highly-rated international speaker on integrity-based sales. Clients come to Ian to engage audiences, flip traditional sales on its head, and become outrageously successful at targeting and winning business.
A successful services and technology CEO for two decades, Ian draws on years of success and research on how customers make decisions. He shares how his clients have more than doubled their businesses following the same methods that he used to build his former company from zero to more than $1 billion in value.
In this conversation I love how Ian dispels the notion that selling has to be done from two completely different sides - that of the salesperson vs that of the prospect. Instead, as the title of his book states - Same Side Selling, he shares how to work from the same side of the table as the prospective client and co-create a plan together. Here’s a quick overview of what we cover in this conversation:
- We begin with why the entire sales process begins before you even interact with a prospect by understanding your clients needs and solving their biggest problems, rather than what often happens in our industry - focusing on you the advisor and what it is you do.
- Then we cover, why the sales process doesn’t have to feel like a “pitch fest” and simple tactics that you can immediately apply in order to get away from back and forth sales conversations and instead focus on getting on the “same side of the table” as your prospects.
- Later on, Ian shares a simple question - “Why would your prospects pick you?” A simple question he then unpacks that can help you define bigger and better growth opportunities for your company.
- Towards the end, I ask Ian how he picked his own financial advisor. This leads to one of my favorite discussions I’ve had on my podcast as Ian unpacks everything that led to his decision. He goes deep into the psychology of high net worth prospects, the type of activities and events that attracted him to his advisor, how his advisor built trust with his team so that Ian is comfortable working with them. He also mentions a very cool idea that I think many of you can use on how his advisor created what I’ll call a “community conference room” complete with drink services for their clients that’s led to even more business and referrals. Make sure you don’t miss this part of the conversation as I’m guessing many of you will run with this!
''Selling is not about persuasion, it's about getting to the truth quickly as possible.'' - Ian Altman
SHOW NOTES: * [05:20] How he created a powerhouse executive team, over delivered, got acquired by a major company, and then managed the growth of that company from 100 million to 2 billion within 3.5 years. * [09:10]How to scale your business as a financial advisor by focusing on your clients needs, rather than on what you do. * [13:30] Ian’s “same side” approach to selling that will enable you to quickly establish trust and determine if you’re the right fit for your prospects. * [17:20] The most common mistakes financial advisors make when trying to acquire new business, why same doesn’t sell, and how to make the best first impression so you can close the deal. * [19:49] How to uncover and speak to the real problems that prospects are facing, peak their interest, land more appointments and get high quality referrals! * [25:18] How to increase client retention by defining and delivering meaningful results. * [26:08] Key questions financial advisors can ask clients in order to get to the truth and uncover what’s really important. * [32:95] Learn the Side Quadrant framework for taking notes and how you can use it to fire low quality leads, narrow your focus and expand your opportunities as company. * [43:02] Ian outlines his decision process for selecting Barry Glassman to be his financial advisor and the 2 biggest factors that clients consider when deciding whether or not to stay with you. * [50:46] The importance of empowering your team and cultivating an entire organization that your clients know, like and trust. * [55:01] How to create high-end events for existing clients and why they don’t need to have anything to do with financial advising. * [01:07:21] How to avoid the mad scramble to find talent and why it’s critical to hire A players if you want to become the best, continuously grow, and take your business to the next level. * [01:13:37] Find out why Will Smith is one of the first people that pops into Ian head when he hears the word “successful.” * [01:15:07] Ian’s favorite and most gifted books.
''Same Doesn't Sell." - Ian Altman
SELECTED LINKS FROM THE EPISODE * Connect with Ian Altman
Website | Twitter | LinkedIn
- Same Side Selling
- Grow My Revenue Business Cast
- Inc Magazine
- Forbes Magazine
- Giftology by John Ruhlin
- Purple Cow by Seth Godin
- To Sell Is Human by Daniel Pink
- Sell More & Work Less by Andrew Blume
- They Ask, You Answer Marcus Sheridan
- Networking is Not Working by Derek Coburn
- Glengarry Glen Ross
PEOPLE MENTIONED IN THE EPISODE * John Ruhlin - Founder of Ruhlin Group * Jack Quarles - Author of Expensive Sentences * Barry Glassman - Founder & President of Glassman Wealth Services® * Scott McKain - Business Thinker, Best Selling Author and International Speaker * Derek Coburn - Author of Networking is Not Working * David Bach - Author of The Automatic Millionaire * Ron Carson - Founder and CEO of Carson Group Holdings * Will Smith - Hollywood Actor
This is provided for informational purposes only. Producers are ultimately responsible for the use or implementation of these concepts and should be aware of any and all applicable compliance requirements. Results from the use of these concepts are no guarantee of your future success.
Federal law, state law and/or insurance carrier requirements may prohibit or place limitations on marketing activities. All producers and investment advisors should be aware of any gifting limitations imposed by federal regulation, state regulation, insurance carriers, broker-dealers and Registered Investment Advisers, as applicable. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Adviser with which they may be affiliated.
AE03174073 For financial professional use only.
Click Here to Get Access to Steve Sanduski's "52 Tips to Grow Your Business NOW"
This week on Elite Advisor Blueprint, Steve Sanduski shares his journey as an elite financial advising coach and provides deep insight into where the industry is headed!
Steve Sanduski has had over 20 years of experience growing companies by multiples, including one whose revenue grew 17-fold during his leadership. Steve helped launch and build a $1.8 billion RIA and was the Managing Partner of Peak Advisor Alliance as it grew from 0 to 1,000 coaching clients.
Steve has led countless speaking engagements with top advisors and has spoken to audiences all over the country through keynotes, breakout sessions, and day-long training programs.
He’s a New York Times Bestselling author and the co-author of Tested in the Trenches: A 9-Step Plan for Success as a New-Era Advisor and Avalanche: The 9 Principles for uncovering True Wealth.
Steve also interview’s top leaders at the intersection of business, investing, and life on his podcast Between Now and Success. His guests include visionary leaders such as Tony Robbins, Ric Edelman, Marty Bicknell, Peter Mallouk, Elliot Weissbluth, Jud Bergman, David Bach, Jon Stein, Steve Lockshin, Carl Richards, Michael Port, Michael Schrage, Aaron Klein, Chip Roame, and Scott Hanson and many more!
Here’s a quick overview of what we cover in this conversation:
- We begin with the story of how Steve and Ron Carson originally connected and then later launched PEAK Advisor Alliance from a conversation that began in Ron’s basement
- From there, we get into what creates an imaginary “glass ceiling” for financial advisors that holds them back from the growth they want to achieve and the secret to building a high performing team
- Later on, we dig deep on the massive changes in fintech and how Steve sees our industry evolving away from “return of investment” and more to “return on” an idea that is much more impactful to your clients
- Then we get into the most powerful lessons and takeaways from some of Steve’s former podcast guests like Tony Robbins and Hightower Investment’s Elliot Weissbluth, you won’t want to miss these!
- We wrap with one of my favorite parts of the conversation... Steve and I discussing the power of “random acts of kindness” and the power they have to change not only your own perspective, but those around you as well
SHOW NOTES: * [03:50] Steve shares his early days in the financial advising game and how a partnership with Ron Carson led to the launch of Peak Advisor Alliance - An Elite Financial Advisor Coaching business that’s been around since the 90’s. * [12:05] Find out how Ron Carson discovered the habits of top achievers, connected with the most successful people in the world, and landed his first billionaire client. * [15:15] Why differentiating yourself and clearly defining your target audience is critical if you want to succeed as a financial advisor. * [22:40] How to avoid losing business to robo advisors while creating the best possible life for your clients. * [00:27:35] Why using technology to increase efficiency should never come at the expense of your clients experience. * [30:34] The unique human attributes that technology can’t compete with and how you can use these to create a sustainable advantage. * [34:42] The pros and cons to working with clients remotely. * [39:12] Find out why Steve started his podcast Between Now and Success. * [44:04] The most memorable moments from Steve’s podcast guests, such as Tony Robbins and Elliot Weissbluth. * [53:50] Why the more valuable you are to the business, the less valuable the business is. * [54:16] Why the growth of your business relies on your ability to surround yourself with incredible people. * [56:02 Steve’s advice on hiring new talent and knowing when to let people go. * [01:02:12] Why Steve’s Dad is the first person he thinks of when he hears the word “successful”. * [01:05:05] The book that Steve believes all financial advisors should read. * [1:06:41] How small acts of kindness can make a big difference in the world. * [01:11:28] The one piece of advice Steve would give to any financial advisor that wants to succeed.
SELECTED LINKS FROM THE EPISODE * Connect with Steve Sanduski
Website | Twitter | LinkedIn
- BelayAdvisor.com
- Peak Advisor Alliance Coaching Program
- Securities America
- Hewlett-Packard
- Tested in the Trenches by Ron Carson and Steve Sanduski
- Avalanche by Ron Carson and Steve Sanduski
- LPL Financial
- Peak Advisor Alliance
- Why Should I Choose You? by Ian Chamandy and Ken Aber
- The 100-Year Life
- Union Pacific
- Western Electric
- The Quiet Company
- The Behavior Gap by Carl Richards
- Orion Advisor Services
- Mariner Wealth Advisors
- FiComm Partners
- High Tower Advisors
- Only The Paranoid Survive by Andy Grove
- Amazon
- Kodak
- Netflix
- CNBC
- The Soul of Money by Lynne Twist
- The Madonna School
PEOPLE MENTIONED IN THE EPISODE * Ron Carson - Founder and CEO of Carson Group Holdings * Dan Sullivan - Founder and President of The Strategic Coach Inc. * Warren Buffett - Chairman and CEO of Berkshire Hathaway * Wayne Gretzky - Legendary Hockey Player * Tony Robbins - Author of Unshakeable * Cole Richards - Author of The Behavior Gap * Eric Clark - CEO at Orion Advisor Services * Marty Bicknell - CEO at Mariner Holdings * Joe Duran - CEO at United Capital * Jason Lahita - President and Co-founder of FiComm Partners * Elliot Weissbluth - CEO and Founder at High Tower Advisors * Gordon Moore - Co-founder of Intel * Mark Moses - co-founder at CEO Coaching International * Darren Hardy - Success Coach * Stu McLaren - Co-founder of Wishlist Member * Michael Hyatt - Author of Platform: Get Noticed in a Noisy World
The information and opinions contained herein are provided by third parties and have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Advisors Excel. The guest speaker is not affiliated with or sponsored by Advisors Excel. Results from the use of these concepts are no guarantee of your future success.
While client appreciation events may be permitted, such event should be reasonable and customary. All producers and investment advisors should be aware of any gifting limitations imposed by federal regulation, state regulation, insurance carriers, broker-dealers and Registered Investment Advisors, as applicable. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Advisor with which they may be affiliated prior to implementing the concepts or strategies discussed in this interview.
Positioning yourself as a celebrity is not a substitute for professional credibility, nor should it be viewed as a shortcut for obtaining new clients. Rather, it is a system of branding and marketing designed to help reinforce your credibility and value proposition. Credibility is founded in knowledge and experience.
Click Here for Ian's Free Enneagram Cheat Sheet & Assessment!
This week on Elite Advisor Blueprint, Ian Cron is here to talk about the Enneagram, an ancient personality typing system with an uncanny accuracy in describing how human beings are wired, both positively and negatively.
Ian is a bestselling author, Enneagram teacher, nationally recognized speaker, psychotherapist, and Episcopal priest. His books include Chasing Francis, Jesus, My Father, the CIA, and Me and most recently, The Road Back to You: An Enneagram Journey to Self-Discovery.
Ian draws on an array of disciplines—from psychology to the arts, Christian spirituality to theology—to help people enter more deeply into conversation with God and the mystery of their own lives. He and his wife, Anne, live in Nashville, Tennessee.
In today’s conversation, Ian wastes no time getting to the heart of the content and shares each of the 9 Enneagram personality types, exploring why people think, feel and act the way they do and how we can apply this information to the world of financial advising.
Here are a few highlights of what we covered:
- Ian shares a conversation he had with a friend who happens to run a hedge fund and how knowing a difficult clients Enneagram number, helped him better know how to communicate in their meetings. This eventually led to this client moving more of their assets to him.
- We cover the 9 Enneagram personality types and how they can help us recognize patterns of behavior in our prospects, clients, teams, spouses, or anyone else we may encounter.
- We get to why self-awareness may be the single most important factor to your success.
- How financial advisors can use the Enneagram to better interact face-to-face with clients.
- How to avoid the workaholic trap as a high achieving financial advisor.
Ian’s deep understanding for how to further discover yourself and connect with people is undeniable and invaluable. I can’t wait for you to check out this interview and apply the insights that he shares to your own journey as a financial advisor!
SHOW NOTES: * [04:30] Find out what the Enneagram is and how it can help you better understand the differing personalities of people. * [07:49] Ian shares a story of how the enneagram helped a highly experienced hedge fund manager (who oversaw 25 billion in assets) win the respect of one of his most confrontational clients, resulting in even more business! * [12:30] Discover the 9 interconnected personality types, what they mean and how you can use them to your advantage to build a better team. * [26:50] Find out how Bill Clinton leveraged the power of being a 9 personality type (Peacemaker), to display empathy, reconcile relationships and forge some of the most difficult deals in the world. * [29:00] How financial advisors can apply the Enneagram methodology to create better face-to-face interactions with their clients. * [31:31] The three fundamental emotions that everyone tries to manage. * [32:39] Why we’re all looking at the same screen, but watching a different movie. * [35:00] Discover the space between stimulus and response and how it can affect your growth and freedom. * [38:15] Find out why self-awareness is absolutely critical in the world of business. * [38:54] How independent financial advisors (3’s, 7’s & 8’s) can overcome workaholic tendencies. * [46:39] The first person Ian thinks of when he hears the word “successful” - HINT: I was surprised by his response! * [47:46] Ian shares some of his favorite books. * [49:28] Why every young man or woman needs to find a mentor. * [50:55] Why being an 8 personality type as a woman in business can be extremely difficult. * [52:43] The one piece of advice that has led to Ian’s success.
''Learn Widely, read a lot, and then read more." - Ian Cron
SELECTED LINKS FROM THE EPISODE * Connect with Ian Cron
Website | Twitter | Facebook
- The Road Back To You by Ian Cron [BOOK]
- IanCron.com
- Emotional Intelligence by Daniel Goleman [BOOK]
- Jayber Crow by Wendell Berry [BOOK]
- Mindsight by Daniel J. Siegel [BOOK]
- Mr. Ives’ Christmas by Oscar Hijuelos [BOOK]
- Churchill: A Biography [BOOK]
PEOPLE MENTIONED IN THE EPISODE * Michael Hyatt - former CEO of Thomas Nelson Publishers * Jack Welch - Executive Chairman of The Jack Welch Institute * Viktor Frankl - Neurologist and Psychiatrist, and Holocaust survivor * Yo-Yo Ma - Cellist
The information and opinions contained herein are provided by third parties and have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Advisors Excel. The guest speaker is not affiliated with or sponsored by Advisors Excel. Results from the use of these concepts are no guarantee of your future success.
While client appreciation events may be permitted, such event should be reasonable and customary. All producers and investment advisors should be aware of any gifting limitations imposed by federal regulation, state regulation, insurance carriers, broker-dealers and Registered Investment Advisors, as applicable. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Advisor with which they may be affiliated prior to implementing the concepts or strategies discussed in this interview.
''There's nothing you're going to do today to earn or deserve tomorrow.'' - Jon Vroman
This week on The Elite Advisor Blueprint, I get the chance to talk with Jon Vroman. Jon is an American award-winning motivational speaker, author, philanthropist, podcaster, personal coach, ultra-marathon runner, founder of the Front Row Foundation and most importantly, husband and father. I got to know Jon personally at a dad’s retreat last year that he ran with his good friend Jon Berghoff who we had on in episode 16 of the podcast.
Jon has one of the biggest hearts of anyone I’ve ever met and has a truly inspiring story. After an incredible start to his career in the sales industry where he climbed the corporate ladder very quickly, he made the decision to literally step into his boss’s office and quit so he could start a charity. This led to him co-founding the Front Row Foundation which helps create “Front Row” type experiences for those suffering from life threatening illnesses. This has included past recipients literally sitting front and center and often meeting their favorite athletes or entertainers. Performers like Justin Bieber, Jason Aldean, Garth Brooks, Jimmy Buffett, Carrie Underwood, Bon Jovi, & Alan Jackson. Along with professional athletes like Steve Nash, Johnny Damon, and Derek Jeter.
Jon shared some incredibly powerful stories during our conversation on how they’ve been able to impact others that are battling for their life, but also how these experiences have impacted his life in return. Be ready for some emotional moments as Jon had me on the verge of tears multiple times with the stories he shared.
For many of you Blueprint listeners who have helped us raise over $25,000 during our past March Madness Charity events, I’m proud to announce that we are partnering with Jon and The Front Row Foundation this year. So, if you are moved by this conversation, we’ve made it easy to help create a “Front Row" experience that will help someone battling a life threatening illness. In fact we are still accepting nominations if you unfortunately happen to have a friend or family member in this situation, send me a personal email brad@bradleyjohnson.com if you’d like to find out how to make the nomination. Also, we have created a special page for this years event, go to bradleyjohnson.com/charitychallenge if you’d like to help us make a difference for someone in need.
Besides running a charity that’s raised over $1M for those in need, Jon also happens to be a world-class professional speaker and has been named “College Speaker of the Year” multiple times, in this conversation we also dive into some incredible tips on how to:
- Be properly introduced as you take the stage
- Captivate your audience (and more importantly how to drive engagement if they aren’t captivated)
- Craft a compelling story and utilize that story to drive appointments
In typical Jon Vroman fashion, he did something special for all you Blueprint listeners and setup a page for special pre-release pricing on his new book The Front Row Factor: Transform Your Life with The Art of Moment Making due out March 28th. In his new book, Jon distills all the life lessons he’s learned from sharing moments with those who are fighting to stay alive. All pre-release purchasers also get some special bonus offers as well, so be sure to grab your copy here. You guys are going to love the ideas Jon shares here! SHOW NOTES: * [05:23] Jon shares the story of how he transformed his life and the way he now views the world. * [08:50] Jon’s talks about his early career working for CutCo and why he decided to take a leap of faith to quit his job and become a full-time speaker. * [13:15] A few inspiring stories from Jon’s book Front Row Factor: The Art of Moment Making and what they can teach us about making the most of the time we have. * [20:20] How having hope for the future can change how people invest in the present. * [23:00] How the fear of knowing this ride could end at any moment, motivated Jon to live big, give big and create a world that would make his kids proud. * [27:55] Being reminded that one day your life will come to an end and using that to focus on what matters the most right now. * [32:44] Jon’s top tips to financial advisors for captivating your audience, crafting a compelling story and mastering your next public speaking gig. * [41:00] How to use the power of story to connect with people so you can land more appointments. * [45:52] Why a proper introduction is critical before taking the stage. * [50:00] Find out how Jon deals with an audience that isn’t fully engaged and who he decides to focus his attention on. * [54:38] Jon shares the life lessons and nuggets of wisdom that he’s received from interviewing leading experts and entrepreneurs on the Front Row Factor podcast. * [58:00] The importance of helping others achieve their goals and how it will come back to you twofold. * [59:31] Why Jon thinks of his Dad when he hears the word “successful”. * [01:00:56] Discover Jon’s favorite book and how it’s changed his life! * [01:03:56] The advice Jon would give to his 30-year-old self. * [01:06:00] Jon’s gives the one piece of advice that has led to his success.
SELECTED LINKS FROM THE EPISODE * Connect with Jon Vroman Website|Twitter|Facebook|Instagram| LinkedIn * Front Row Factor [PODCAST] * Front Row Foundation [CHARITY] * Dad’s Retreat [EVENT] * CutCo [COMPANY] * Front Row Factor: The Art of Moment Making by Jon Vroman [BOOK] * When Breath Becomes Air by Paul Kalanithi [BOOK] * Miracle Morning by Hal Elrod [BOOK]
PEOPLE MENTIONED IN THE EPISODE * Jon Berghoff - Co-founder of the Flourishing Leadership Institute * John Ruhlin - Founder of Ruhlin Group * John Kane - Director at Vector Marketing * Thomas Kay - Front Row Foundation beneficiary * Cameron Harold * Joey Coleman - First 100 Days * Simcha Gluck - Co-founder of the Fresh Biz Game * Hal Elrod - Author of Miracle Morning * Michael Hyatt - former chairman and CEO of Thomas Nelson Publishers
"True curiosity comes from humility -- the humility to realize that there's always another level." - Jon Berghoff
This week, Jon Berghoff is here to share his proven strategies for generating leads, building your sales team and taking your business to the next level!
Jon Berghoff serves as co-founder and Managing Partner of the Flourishing Leadership Institute. He previously served as the head of sales for the direct sales team at Vitamix Corporation, where revenues grew by 400% in less than 4 years, and their team expanded from 175 to 600+ members. His work on Appreciative Leadership, Emotionally Intelligent Negotiating and Influence has brought him to Australia, Japan, UK, and South America. Jon is in high demand, known for his authenticity and highly engaging style of creating powerful learning experiences for participants.
This conversation turned into a bit of a marathon as Jon is a “lifelong learner” at heart and continued to drop knowledge with every question I asked, so I just kept asking them! Here are a few highlights of what we covered:
- Jon starts out by retelling a story from his early days of selling knives door-to-door at the age of 17 and a lesson he learned on a late night sales call that’s still with him today.
- Jon dropped a TON of sales knowledge during this conversation that all you financial advisors can benefit from, including his step-by-step framework for…
- Engaging a prospect
- Generating referrals (almost 100% of his sales were generated this way in his Cutco days)
- How to overcome the dreaded “I want to think about it” objection. I love the process Jon shares here, so get the notepad ready as I know you guys will love it too.
- For you advisors out there that are curious on how to build and train a team of younger advisors, Jon walks through his framework at Vitamix and the blueprint they used to train and grow revenues by over 400%.
As I said, this episode is a little longer than usual, but it will keep you on the edge of your seat the entire time! It’s absolutely loaded with solid advice and resources from someone with in-the-trenches experience and is 100% applicable to financial advisors who are looking to take their business to the next level.
SHOW NOTES: * What Cutco Corporation is and how Jon came across that opportunity [4:30] * Jon shares a few stories from his early years in Cutco [9:40] * Two lessons that Jon learned from his past manager and how this helped him discover the power of purpose and visualization [11:10] * The number one reason Jon became the number one sales guy [18:30] * A few tips and a great book to read if you’re new in sales [21:10] * Find out what it takes to succeed according to Jon! [26:00] * Going from the learning stage to the actual action stage. [28:05] * Jon talks about a referral framework for financial advisors based on his Cutco experience [30:23] * Jon’s secrets to building and training a successful sales team [42:40] * The reason why top performers struggle and how to deconstruct your own success factors [48:38] * Jon gives advice on how to train new members of a team [51:30] * Role play as an effective training exercise [59:00] * The 3-step formula to responding to objections during a sales presentation [1:00:30] * The Appreciative Inquiry Method and how it can help you connect and facilitate change within a group of people [1:19:51] * Facilitation techniques and how effective they will be to different groups [1:31:50] * Best business advice Jon has ever received [1:37:20]
SELECTED LINKS FROM THE EPISODE * Connect with Jon Berghoff
Website | Facebook
- Cutco Corporation
- Vitamix
- Front Row Dads
- One Minute Manager by Ken Blanchard
- Situational Leadership Model
- The Flourishing Leadership Institute
- Appreciative Inquiry Method
- The Psychology of Selling by Brian Tracy
- Conscious Business by Fred Kofman
- Encyclopedia of Positive Questions
- The Purpose Economy by Aaron Hurst
- The Living Company by Arie De Geus
- The Fifth Discipline by Peter Senge
- Spiritual Capital by Danah Zohar
- The Future of Management by Gary Hamel
- Jonathan Livingston Seagull by Richard Bach
PEOPLE MENTIONED IN THE EPISODE * John Ruhlin * Jon Vroman founder of the Front Row Factor * John Edwin founder of Strength Personal Training * John Kane Director of Sales Development for Vector Marketing Corporation * Dan Casetta Director of Program Development for Vector Marketing Corporation * Tony Robbins * Darren Hardy * Og Mandino author of The Greatest Salesman In The World * Ken Blanchard * Brian Tracy * Fred Kofman * Aaron Hurst CEO of Imperative - Fast Company * Peter Senge * Danah Zohar * Gary Hamel * Jim Rohn * Zig Ziglar
"If You don't have an assistant, you are an assistant." - Mark Moses
In this episode of The Elite Advisor Blueprint, Mark Moses (@CEOCoachMark) is here to talk about how to define, measure and accomplish any goal as a financial advisor so you can take your business to the next level!
Mark is a founding partner at CEO Coaching International, where he and his team help businesses and individuals increase profitability, drive margin expansion and gain accountability in order to meet business objectives and reach new heights.
Mark started his first company when he was 19 years old and graduated with a business degree from Wilfrid Laurier University in 1987. Since then, he has successfully built and sold two companies: Student Painters and Platinum Capital Group.
Mark’s new book, Make Big Happen: How to Live, Work, and Give Big, teaches you to ask better questions, so you can get better results. The questions outlined in the book are the foundation of every fast-growing profitable business and answering them in the right way can lead to exceptional results.
In this interview, Mark shares his inspiring entrepreneurial journey and the invaluable lessons he’s learned along the way. He discusses the importance of finding great mentors, ways for staying accountable so you can achieve BIG goals, his proven methods for building an unstoppable sales force, prioritizing what matters the most and the power of believing in yourself.
He also shares a lot more more incredibly insightful advice and actionable takeaways that will allow you to get what you want so you can take your financial business to the next level.
SHOW NOTES: * Mark shares how he started out as an entrepreneur, moved from Canada to California, and why he gave up on becoming an accountant. You’ll hear how how he: + Built his first company (Student Painters), grew it from 0 to 250 locations, hired 3,000 people, and sold it all before the age of 26. [05:09] + Built a mortgage company from 0 to 1.6 billion in mortgage premium before exiting. [06:30] + Created a private coaching company that serves over 130 CEO’s and entrepreneurs in 12 countries around the world. [07:05] * The Doctor’s said his obsessive work ethic would kill him before the age of 25… Find out what he did next to free up his time. [08:17] * Why seeking out great mentors is a MUST if you want to take your business to the next level [10:20] * The importance of having systems and people in place that can hold you accountable for hitting your goals [14:32] * The 4 “Make Big Happen” questions you need to ask yourself in order to build a better business and life. [16:30] * Discover Mark’s step-by-step sales training methodology that can skyrocket your success as a financial advisor [19:05] * The importance of selling process, not product [25:40] * How to use the Crystal Ball Exercise to define, measure and accomplish ANY goal! [26:10] * Why it’s always doable if you believe that you can! [29:55] + How Mark used the power of “I believe I can” to complete 12 Ironman triathlons and raised over $500,000 for charity [31:20] * How to grow your business as a financial advisor and still be a great parent! [37:00] * Being intentional about prioritizing what matters to you [44:25] * Who Mark thinks of when he thinks of the word successful [45:30] * Books that have made an impact in Mark’s life [46:30] * Why you can always hire better people than you think you can and why this is critical to building a successful company [48:58] * What you NEED to do if you “can’t afford” the best people on your team. [49:45]
SELECTED LINKS FROM THE EPISODE * Connect with Mark Moses Website | Twitter | Facebook | YouTube
- CEO Coaching International
- Platinum Capital
- Student Painters
- Vistage
- Make Big Happen by Mark Moses
- Arthur Andersen LLP
- Exponential Organizations by Salim Ismail
- If It Ain’t Broke, Break It by Robert J. Kriegel and Louis Palter
- Getting Naked by Patrick Lencioni
PEOPLE MENTIONED IN THE EPISODE * Ron Carson - Founder and CEO of Carson Group Holdings, LLC * Jack Daly - Speaker and Sales Trainer * Richard Carr * Michael Hyatt - former Chairman and CEO of Thomas Nelson Publishers * Richard Branson - Founder of Virgin Group Ltd. * Steve Jobs - late Founder of Apple * Warren Buffett - Chairman and CEO of Berkshire Hathaway Inc.
Tucker Max (@TuckerMax) is here to share some serious entrepreneurial wisdom (much of it geared toward you financial advisors out there). But Tucker's knowledge, stemming from his work both as an independent writer and at Book In A Box, is applicable to anybody planning to write a book or start a business in our ever-changing world.
Tucker is a super-successful writer and one of only three people to have three nonfiction books on the New York Times Bestseller List simultaneously. One of his greatest challenges, however, was co-founding and running his game-changing company Book In A Box. Book In A Box helps busy entrepreneurs, thought leaders, and professionals get a book out of their head and into the world where it can have a real impact. Tucker will be the first to tell you that starting a company (and then deciding to fire himself from being its CEO) has changed his perspective on business for the better.
Tucker's straight-up storytelling and advice cuts through all the noise out there about what it means to be successful, to market, or to write. Don't miss this opportunity to learn some critical lessons from somebody who constantly challenges himself to be better at it all. SHOW NOTES: * How Tucker deliberately changed his social circles, activities, and self to meet a woman he'd like to marry. [0:20] * How Book In A Box helped a financial advisor exponentially increase his business in a very specific niche. [5:45] * Whether or not you should directly pitch to your reader when you write a book. [11:24] * The money and time you can save when debating hiring a writer or using Book In A Box. [15:00] * How Tucker chose his financial advisor, and the role his friends played in convincing him he needed one. [16:00] * The encounter with a fellow successful entrepreneur that left Tucker embarrassed, yet yielded the idea of Book In A Box. [20:45] * Traditional publishing versus self-publishing, and how to choose which avenue is best for you. [26:25] * The route Tucker took to publish his own books, which became NYT Nonfiction Bestsellers. [28:30] * Advice about how to market a new book. [29:55] * A simple explanation of Step Two in marketing your book: content marketing. [35:15] * Why having a niche isn't just recommended in business today, but absolutely critical. [36:44] * Why and how Tucker and Zach fired themselves as CEO and COO of Book In A Box. [41:56] * How Tucker overcame his ego to make the right choice about his leadership for his business and employees. [45:45] * Tucker's morning routine and how he structures his day. [47:55] * Thoughts on meditation, mindfulness apps, and learning how to meditate. [50:00] * How Tucker still finds time to read and why you should quit bad books. [54:00] * What "being successful" looks like to Tucker now. [55:00] * Whether Tucker has had mentors during his journey. [55:50] * Tucker's all-time favorite novel. [57:15] * The best business advice Tucker's ever received. [58:18] * How the current corporate structure of businesses is going to change. [1:00:00] * The one piece of advice Tucker credits for his continuing growth and success. [1:01:20]
SELECTED LINKS FROM THE EPISODE * Connect with Tucker:
Website | Twitter | Book In A Box
- The Book In A Box Method: The Groundbreaking New Way to Write and Publish Your Book by Tucker Max and Zach Obront
-
35: Book In A Box with Tucker Max on Jon Vroman's Front Row Factor Podcast
- The Compound Effect by Darren Hardy
- Cameron Herold on Making an Impact On Your Industry, Finding Great People, and Why Meetings Don’t Actually Suck on The Elite Advisor Blueprint
- The Pop Up Paradigm: How Brands Build Human Connections in a Digital Age by Melissa Gonzalez
- WeWork
- Muse Meditation
- Buddha In Blue Jeans: An Extremely Short Zen Guide to Sitting Quietly and Being Buddha by Tai Sheridan
- The Trauma of Everyday Life by Mark Epstein
- 10% Happier: How I Tamed the Voice in My Head, Reduced Stress Without Losing My Edge, and Found Self-Help That Actually Works by Dan Harris
- A Confederacy of Dunces by John Kennedy Toole
- The War of Art by Steven Pressfield
PEOPLE MENTIONED IN THE EPISODE * Hal Elrod - Author of The Miracle Morning * Robert Kiyosaki - Author of Rich Dad Poor Dad * Jon Vroman - Founder of the Front Row Factor * Cameron Herold - Founder of COO Alliance and Author of Meetings Suck * John Ruhlin - Founder of The Ruhlin Group and Author of Giftology * Malcolm Gladwell - Author of The Tipping Point, Blink, Outliers, and more * Michael Lewis - Author of The Big Short, Boomerang, Moneyball, and more * Russell Brand - Actor
Cameron has been an entrepreneur from quite an early age. From owning his first business at 21 to starting 1-800-GOT-JUNK? at 42, Cameron has built and run successful businesses for thirty years. He is also a thought leader, author, and coach who helps individuals and businesses bring their vision to life through focused and efficient daily goals. Recently, he established the COO Alliance, a program aimed at second-in-command leaders who want to connect with and learn from their COO peers.
Get full show notes and more information here: http://bradleyjohnson.com/cameron
Michael is a prolific author and speaker in addition to his work as a mentor. His latest book, Living Forward: A Proven Plan to Stop Drifting and Get the Life You Want, (co-authored with Daniel Harkavy) is a roadmap for those of us that are excited about coming up with a plan to become our best, most successful selves in all aspects of life.
In this episode, Michael gives us a crash course in his Best Year Ever framework so that you can apply these lessons as 2016 winds down. We discuss the actions each day entails, as well as the life experiences that underlie each day's lessons. Michael also touches on some outside concepts -- like Dan Sullivan's gap vs. gain idea -- that further enrich the Best Year Ever course. We also discuss some of the goals we've both missed, and how these setbacks can sharpen our focus for the future.
Get full show notes and more information here: http://bradleyjohnson.com/michael-hyatt-podcast-2/
On this episode of The Elite Advisor Blueprint Podcast, Derek Coburn of CADRE joins us to talk about a wide range of topics, including networking and how he redefined “success”. CADRE is a network of high-level professionals who value high-quality networking opportunities and speakers over the traditionally self-interested networking circuit.
Get full show notes and more information here: http://bradleyjohnson.com/derek
On this edition of The Elite Advisor Blueprint Podcast, I am joined by our special guest, Alan Moore , co-founder of the XY Planning Network and the host of #XYPNRadio. XY Planning Network is a platform for financial advisors that want to start and run their fee-only financial planning firm to serve X and Y generation clients largely ignored by traditional firms. XY Planning Network currently has over 250 advisory firms in their network.
Get full show notes and more information here: http://bradleyjohnson.com/alan
Dan joins the show today to share his wisdom, as well as some of the incredible teachings he has developed while coaching business owners in his Strategic Coach and 10x Ambition programs. In this wide-ranging conversation, we discuss Dan’s signature concept of why it’s easier to 10X your business than to double it. We dig into Dan’s Unique Process that he used to coach how to help eliminate dangers, capture opportunities and maximize strengths. Dan also shares how entrepreneurs can structure their schedule to lead a balanced life where they are able to not only be highly productive but also have enough free time to spend with their families. And these are just the highlights of the many topics we discuss in this interview.
Get full show notes and more information here: http://bradleyjohnson.com/dan
Check out the show notes at http://bradleyjohnson.com/john
John Ruhlin (@ruhlin), founder of The Ruhlin Group, a professional gift giving service that’s worked with the likes of:
- Financial Institutions: Morgan Stanley & Wells Fargo
- Professional Sports Franchises: San Antonio Spurs, Chicago Bears, & Miami Dolphins
- Casinos & Resorts: Caesars Palace, Atlantis, & MGM
- Thought leaders: Darren Hardy, John Maxwell, & Jeffrey Gitomer
When organizations like these need to WOW their clients or prospects with an incredible gift or experience, they turn to John and his company.
In fact the gift giving methodology that John drops during this interview is so ground breaking, his recently released book Giftology skyrocketed to #1 on Amazon in the customer service category.
After relistening to the audio to grab some highlights for you guys, I’m convinced this show may make the biggest impact on your business to date of any we’ve ever done. I know that’s a bold statement, but here are just a few of the highlights from John and I’s conversation:
- We begin with John’s journey and how it started with some incredible advice from a mentor that led him to become CutCo Knives #1 selling distributor EVER… and oh yeah, this was by the time he was a senior in college
- John reveals how 99% of all financial advisor gifts break the #1 most important rule of gift giving… and how to fix it!
- A few of the other concepts John covers to become a black belt in gift giving include…
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- One thing that every great gift should include
- Best and worst times of year to give gifts
- Most forgotten person when gifting happens in business
- Biggest gift giving mistake people make when thanking others for a referral
- Secret spot in the home to an incredibly meaningful gift (the secret to referrals!)
- Word John uses to replace “gift” that will change the way you choose your gifts and how you give them
One last thing... John made an incredibly generous offer to share a free tool from his new book Giftology, “10 Gifts to Avoid Giving Key Clients”. Also an added bonus, because gifting can get especially tricky with gift limitations in the financial services space, our team over at Advisors Excel put in some extra work and created our “Guide to Gifting”.
Both of these tools are available to download HERE.
Thanks for listening, you're going to love the conversation with John!
Check out the show notes at http://bradleyjohnson.com/john
Don Yaeger (@DonYaeger) is a 9-Time New York Times Best-Selling author. Not only has Don coauthored books with Walter Payton, John Wooden, and Warrick Dunn, he spent over a decade as an associate editor at Sports Illustrated. He's had the opportunity to rub elbows with legends from every sport imaginable. Check out the show notes at http://bradleyjohnson.com/donyaeger
Aaron Klein (@AaronKlein) is the CEO and Co-Founder of Riskalyze. Founded in 2011 with 3 employees, today Riskalyze serves thousands of financial professionals who manage over $139 billion on their platform and employs 100+ employees just 5 years later. Aaron's led the company to twice being named one of the top 10 most innovative personal finance companies in the world by Fast Company Magazine. He's also been honored by InvestmentNews as one of the Top 40 Under 40 in the financial planning industry.
This conversation with Aaron was a lot of fun as it was the EAB podcast's first venture into Fintech. For those of you unfamiliar, I was actually a Computer Information Systems major in college, so this conversation allowed me to combine my love of finance and tech, Aaron didn't disappoint!
We cover a TON in this conversation, including:
• How to avoid that awkward annual review conversation when a portfolio underperforms the S&P 500
• The ONE THING in a changing world of robo-advisors that will ALWAYS differentiate true advisors (i.e. humans)
• How do you scale a company from 3 employees to 100+ in just 5 years?
• The book Aaron has reread multiple times and credits with much of the philosophy behind building Riskalyze
…and much more!
Check out the show notes, links, and get Aaron Klein's free gift at http://bradleyjohnson.com/aaronklein
Joey Coleman (http://joeycoleman.com/about/) is the founder and Chief Experience Composer of Design Symphony – a customer experience branding firm that assists corporations, non-profits, small businesses, and associations in creating breath-taking interactions for their customers. In short, their team works to get all of the pieces of your business on the same sheet of music, playing in harmony – hence the name Design Symphony. Joey specializes in helping you to better understand your audience, determine what will get their attention, and develop strategies to wow them again and again – especially in the crucial, First 100 Days of the customer lifecycle. Company’s like Zappos and Hyatt Hotels call Joey when they need help!
You guys will love Joey, here’s just a tiny sample of what we cover:
• Want to know what it’s like to interview for a job w/ the CIA??? Joey tells us as he actually had “Top Secret” security clearance when he worked there under the Clinton administration
• The do’s and don’ts of public speaking… Joey shares how he preps for his big speeches, what most audience members DON’T do that they should, and common mistakes Joey’s seen others make from stage
• Then we get into The First 100 Days® which is Joey’s framework for “WOWING” your clients to such a level in their first 100 days that they’ll never leave! Great examples shared in our conversation, including a cool story involving how he personally pulled this off with Darren Hardy (with the help of his friend John Ruhlin)
• Then it’s on to some rapid fire questions which include Joey’s most gifted books, the advice he’d give his younger self…and much more!
• One last thing - Don’t miss the FREE TOOL found on the podcast page from Joey for all of our listeners, his "The First 100 Days Starter Kit" to help you implement this game changer into your own business!!!
Check out the show notes at http://bradleyjohnson.com/joey-coleman-podcast
NYTimes Best Seller Donald Miller shares how to apply Hollywood's secret story formula to your business, 3 simple website tips to convert more prospects from your website & why Donald Trump is winning (spoiler: your business can use Trump's formula too!). Shownotes at http://bradleyjohnson.com/donald-miller-podcast
Scott McKain joined me for this podcast. From his experience of how a random cab ride led to a book deal with the largest publisher in the world to what made Zig Ziglar unforgettable, this isn't a podcast you'll want to miss! Show notes at http://bradleyjohnson.com/scott-mckain-podcast
Ron and I have an incredible and wide-ranging 60 minute conversation. This conversation was originally a LIVE Q & A call with my clients and some of Ron's PEAK advisors, so you’ll hear a question or two of theirs along the way. Show notes at http://bradleyjohnson.com/ron-carson-podcast
Michael Hyatt and I go over some incredible tips on how to simplify and demystify goal setting. This conversation was originally a LIVE Q&A call with my clients, so you’ll hear their questions throughout. Shownotes at http://bradleyjohnson.com/1