Breakthrough Advisor: Recent Episodes

InsurMark

Welcome to The Breakthrough Advisor. In this podcast we inspire advisors with ideas and pathways to break through barriers and build a thriving retirement income business.

Are your clients missing out on maximizing their Social Security benefits?

In this episode, Jack Martin speaks with Mary Beth Franklin, CFP® renowned for her expertise in Social Security planning, about essential strategies for optimizing retirement income. Learn about strategies to optimize Social Security benefits and the potential legislative changes that could affect your clients’ financial futures. Mary Beth shares practical advice to help advisors stay ahead in a rapidly changing landscape, learn about claim strategies, and how to better advise clients.

Mary discusses:

(09:50) How advisors can better help Gen X with Social Security planning as they approach retirement
(21:02) Social Security claiming strategies and their impact
(24:08) Navigating spousal and survivor benefits effectively
(30:54) How to stress-test retirement plans considering potential reductions in Social Security benefits
(32:54) The importance of guaranteed income and how Social Security serves as a model
(38:59) Why we shouldn’t underestimate the value of Social Security
And more

Resources:

Winning at the Intersection of Annuities and Wealth Management
Social Security Administration
PBS: Social Security and You
Transcript

Connect With Mary Beth Franklin CFP®:

LinkedIn: Mary Beth Franklin

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Mary Beth Franklin:

Mary Beth is a CFP®, longtime contributing editor to Investment News, author, highly sought-after speaker, expert on Social Security planning, and recently won a Telly award for her PBS special “Social Security and You.”

The post Simplifying Social Security for Advisors with Mary Beth Franklin (Ep. 73) first appeared on InsurMark.

How do top financial advisors turn adversity into opportunity and lead their teams to unprecedented success? Learn about the attributes of leadership that distinguish top-performing financial advisors in this compelling episode of The Breakthrough Advisor.

In this episode, Jack Martin sits down with Ron Shurts, Co-Founder and CEO of Annexus, to explore the 6-7-8 attributes of effective leadership. Learn how a commitment to ‘Control the Grind (CTG)’, setting clear expectations, and turning adversity into opportunity can propel your practice to new heights and lead to remarkable business growth. Tune in to learn how adopting these leadership strategies can make a profound difference in your practice.

Ron discusses:

(03:10) The significance of leading by example and treating people with respect
(10:10) How leaders can turn adversity into opportunity
(17:14) The role of curiosity and continual learning in leadership
(23:20) What it means to control the grind and why great leaders do it
And more

Resources:

Winning at the Intersection of Annuities and Wealth Management
How to Wire Your Mindset for Success with Dr. Kevin Elko (Ep. 59)
Transcript

Connect With Ron Shurts:

Annexus
LinkedIn: Annexus Group

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Ron Shurts is the CEO and Co-Founder of Annexus, the nation’s leading independent retirement planning product design and distribution company. With a 30-year career in financial services, billions in combined sales, and partnerships with some of the biggest companies in the industry, Ron is a recognized visionary, innovator, and proven leader.

The post Winning Leadership in Times of Adversity With Ron Shurts (Ep. 72) first appeared on InsurMark.

Is the United States truly in a retirement crisis, or are we simply facing manageable challenges?

Understanding the intricacies of retirement planning and personalizing the risks and solutions can make the difference between a secure future and a financial struggle.

Are your clients prepared to face the most significant retirement challenges head-on?

In this episode, Jack Martin and David Blanchett, Managing Director, Portfolio Manager, and Head of Retirement Research at PGIM DC Solutions, discuss whether the U.S. is experiencing a retirement crisis or just significant challenges.

As they explore the critical role of longevity risk and the necessity of personalized solutions and client education, you’ll uncover practical strategies for effective retirement income planning.

(Don’t miss out on these invaluable insights designed to help financial advisors guide their clients through retirement challenges successfully!)

Talking points include:

Whether the state of retirement in the U.S. is currently a crisis or a challenge
Longevity risks and why accurately estimating client lifespan is important
Practical steps to improve client retirement outcomes
How lifetime income solutions like annuities can improve clients’ spending confidence and quality of life
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
The Breakthrough Advisor Podcast
Retirement Research Insight for Advisors – With David Blanchett (Ep. 8)
Transcript

Connect with David Blanchett

LinkedIn: David Blanchett
David M. Blanchett
PGIM

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

David Blanchett, PhD, CFA, CFP®, is the Managing Director, Portfolio Manager, and Head of Retirement Research for PGIM DC Solutions. PGIM is the global investment management business of Prudential Financial, Inc. In this role, he develops solutions to help improve retirement outcomes for investors with a specific focus on defined contribution plans. He is also responsible for the portfolio management of the PGIM Target Date Funds. Prior to joining PGIM, he was the Head of Retirement Research for Morningstar Investment Management LLC and before that the Director of Consulting and Investment Research for the Retirement Plan Consulting Group at Unified Trust Company.

David has published over 100 papers in a variety of industry and academic journals. His research has received awards from the Academy of Financial Services (2017), the CFP Board (2017), the Financial Analysts Journal (2015), the Financial Planning Association (2020, 2023), the International Centre for Pension Management (2020), the Journal of Financial Planning (2007, 2014, 2015, 2019), the Journal of Financial Services Professionals (2022), and the Retirement Management Journal (2012). He is a regular contributor to Advisor Perspectives, ThinkAdvisor, and the Wall Street Journal.

He is currently an Adjunct Professor of Wealth Management at The American College of Financial Services, a Research Fellow for the Alliance for Lifetime Income, and on the Editorial Board of the Financial Analysts Journal, Financial Planning Review, and the Journal of Retirement. He was formerly a member of the Executive Committee for the Defined Contribution Institutional Investment Association (DCIIA) and the ERISA Advisory Council (2018-2020).

In 2021, ThinkAdvisor included him in the IA25 for “pushing the industry forward.” In 2014, InvestmentNews included him in their inaugural 40 under 40 list as a “visionary” for the financial planning industry, and in 2014, Money magazine named him one of the brightest minds in retirement planning.

The post Retirement Income: Personalizing the Risks & Solutions with David Blanchett (Ep. 71) first appeared on InsurMark.

Customer experiences matter. How can we better align our clients’ retirement plans with their lifestyles?

In this episode, Jack Martin sits down with Dr. Wade Pfau, founder of Retirement Researcher and renowned for his expertise in annuities and retirement income to explore innovative developments in annuities, examine the evolving landscape of retirement income planning, and discuss strategies advisors can leverage to offer more value to their clients.

Tune in and learn about innovative approaches to structured annuities and understand how these can serve as efficient bond replacements in investment portfolios, thus aligning clients’ retirement plans more closely with their lifestyles.

Conversation Highlights:

How structured annuities can serve as powerful alternatives to traditional bonds
The challenges pre-retirees face with retirement income and longevity risks
The psychological impact of “license to spend” and how it influences retirement behavior
How guaranteed income streams can alleviate concerns about longevity and market volatility
How retirement income style awareness can customize client plans effectively
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
The Breakthrough Advisor Podcast
Retirement Income Style Awareness Profile (RISA) and Its Accuracy
Publications by Dr. Wade Pfau
Transcript

Connect with Wade Pfau:

LinkedIn: Wade Pfau
RetirementResearcher.com

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Wade D. Pfau, PhD, CFA, RICP® is the founder of Retirement Researcher, an educational resource for individuals and financial advisors on topics related to retirement income planning. He is a co-founder of the Retirement Income Style Awareness tool and a co-host of the Retire with Style podcast. He also serves as a principal and the director of retirement research for McLean Asset Management. He also serves as a Research Fellow with the Alliance for Lifetime Income and Retirement Income Institute. He is a professor of practice at the American College of Financial Services and past director of the Retirement Income Certified Professional® (RICP®) designation program.

Wade has contributed to Forbes, Advisor Perspectives, and as an Expert Panelist for the Wall Street Journal. He has spoken at the national conferences of organizations such as the CFA Institute, the CFP Board, the FPA, NAPFA, and the Academy of Financial Services.

He is also the author of four books in the Retirement Researcher’s Guide Series.

The post Reimagining Retirement Income Planning with Dr. Wade Pfau (Ep. 70) first appeared on InsurMark.

Are you leveraging the full potential of video to connect with your clients? Ready to learn how video marketing can transform your financial advisory practice?

The truth is that innovative video strategies can transform your client relationships and business growth.

In this episode of The Breakthrough Advisor, Jack Martin sits down with Laura Garfield from Idea Decanter to discuss the evolution and impact of video marketing in the financial services industry and how advisors can use video to deepen client relationships.

Laura talks about creating engaging and authentic video content, the importance of storytelling, and tips for integrating video into your client communication strategy. From the rise of snackable content to the art of storytelling, Laura also shares invaluable insights that will help you stand out in the competitive financial landscape.

Talking points include:

Transitioning from making “highly polished” to more “authentic” video content
How adding a personal touch to your video communications can double your engagement rates
Techniques to increase email engagement with video
How to build client trust by sharing personal stories
How crafting a compelling “why” story helps forge deeper emotional connections with clients
Utilizing client testimonial videos for social proof
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
Loom
Vidyard
Transcript

Connect with Laura Garfield:

Idea Decanter
LinkedIn: Laura Garfield

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Laura Garfield spent her teenage years idolizing Jane Pauley and Katie Couric. A thirst for learning and a love of writing had her hooked on broadcast journalism – where you didn’t have to know everything except how to ask the right questions. After graduation, Laura landed her first news gig at a tiny TV station in Hastings, Nebraska. Over more than a decade, she worked her way up through stations in Omaha and New Orleans to a position at CBS News in New York and then CNN in Atlanta.

Along the way, she has written a book, worked as a foreign correspondent, and has lately been drawn to the emerging possibilities of digital storytelling.

The post Video Marketing, Snackable Bites, and Client Testimonials with Laura Garfield (Ep. 69) first appeared on InsurMark.

Life insurance has the potential to revolutionize retirement planning.

In this episode of The Breakthrough Advisor, Jack Martin sits down with Patrick Kelly, renowned author and insurance industry veteran, to explore the powerful benefits of integrating life insurance into retirement strategies.

Patrick shares his journey from insurance producer to bestselling author, discussing how life insurance can provide tax-free retirement solutions and the impact of rising government deficits on future tax rates.

Advisors, tune in and learn practical steps to leverage life insurance for your clients and uncover strategies to overcome common hesitations in the field.

Patrick talks about:

The evolution of his book, “Tax-Free Retirement”
How indexed universal life insurance can help mitigate market risks
Overcoming advisor’s hesitations about life insurance processes
How to effectively introduce life insurance to clients and expand the advisor’s practice
How to utilize life insurance strategies to build long-term, tax-free retirement plans for younger clients
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
“Tax-Free Retirement” by Patrick Kelly
Patrick Kelly on Amazon
Transcript

Connect with Patrick Kelly:

LinkedIn: Patrick Kelly

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

The post Make Life Insurance Work for Your Clients’ Retirement Plans with Patrick Kelly (Ep. 68) first appeared on InsurMark.

Tax-Free Retirement 10th Anniversary Edition

Advisors have three pillars of growth: client retention, increasing share of wallet, and new client acquisition.

All three are driven by what clients seek most — trust. The challenge is how to achieve trusted advisor status in an increasingly digital world.

In this episode, Jack Martin interviews Charles Green, co-author of the book “The Trusted Advisor,” about the importance of trust in the financial advisory space.

Together, they delve into the core principles of becoming a trusted advisor, how being a trusted advisor can turbocharge your client relationships and business growth, and how it goes beyond credentials and expertise to include emotional connection and intimacy with clients.

So, tune in to learn actionable strategies for integrating emotional intelligence into your advisory practice while making a profound impact on your clients’ lives.

Charles discusses:

The critical role of trust in client-advisor relationships and how to cultivate it
Understanding the importance of emotional connections in today’s advisory landscape
The role of risk in trust and the need for advisors to manage expectations and be transparent
Client retention, increased share of wallet, and new client acquisition as three essential ways advisors can grow their business
Why focusing on solving client problems can lead to three times faster growth compared to merely presenting your value proposition.
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
“The Trusted Advisor” by Charles Green

Connect with Charles Green:

LinkedIn: Charles Green
Trusted Advisor Associates

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Charles H. Green is the founder of Trusted Advisor Associates. He is passionate about rafting insights and ideas in ways that are memorable and that allow people to change, beginning right now.

Charles specializes in commercial relationships where people in one organization get paid to persuade other people, within or outside their own organization. That includes sales and advice-giving, both internal and external. Charles has an MBA from Harvard and an undergraduate degree in Philosophy from Columbia (he also drove a NYC taxi part-time in college).

Charles has been a consultant since 1976 and has been with Trusted Advisor Associates since he founded it in 1997. Charles has worked for about a hundred diverse clients over his career.

The post Trusted Advisor Status is a 2024 Advisor Growth Strategy with Charles Green (Ep. 67) first appeared on InsurMark.

The Trusted Advisor: 20th Anniversary Edition

There are 3 ways an advisor grows their business: retain and deepen relationships with existing clients. Deepen relationships, increase share of wallet, and attract new clients.

Tax planning does all three.

In this episode, Jack Martin interviews Debra Taylor, CPA, PFS, CDFA®, JD, renowned tax planning wealth manager and top Carson Wealth advisor. Debra shares her journey from a reluctant CPA to a sought-after wealth manager, emphasizing the growing importance of incorporating tax planning into wealth management.

Listen in as they discuss the factors driving the increased focus on taxes, the challenges advisors face, and the tools and strategies needed to thrive in the new landscape.

Talking points include:

Debra’s inspiring story from growing up in a CPA family to becoming a prominent wealth manager
Current tax challenges and client concerns (making tax planning critical!)
What you need to know about ‘tax chaos’ and reasons advisors must be vigilant and proactive
Practical steps for advisors transitioning to tax planning
Key opportunities for additional client value through tax reviews
What advisors should have on their radar in 2024, in addition to tax planning
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
Hollistaplan
Horses Mouth
IMDB: The Six Million Dollar Man

Connect with Debra Taylor:

Taylor Financial Group
LinkedIn: Debra Taylor

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Debra Taylor, CPA, PFS, CDFA®, JD, is the Founder, Wealth Advisor, and Lead Tax Planner of Taylor Financial Group, LLC, a full-service, woman-owned wealth management firm located in Franklin Lakes, NJ.

Debra’s passion is in educating and empowering women and their families to take control of their future, advising in all areas, including investment management, insurance solutions, complex tax planning, retirement planning, and estate planning.

Debra has won many industry honors. She has authored hundreds of articles, is the author of a book about industry best practices, lectures on behalf of the AICPA, and is often quoted in national publications such as Barrons, The Wall Street Journal, and various trade publications. She is a frequent lecturer at national conferences and is the Director of Practice Management for Horsesmouth, an online trade publication for financial planners. She has also hosted a weekly Radio Show “Wealth Matters,” offering financial tips to the New York City/Northern New Jersey Area.

Debra is a Certified Public Accountant and a retired attorney, having graduated from Cornell Law School. Debra is also a Certified Divorce Financial Analyst, having received specialized training in professional divorce analysis. Debra holds her Series 6, 7, 24, 63, and 72 securities registrations as well as her Life and Health Insurance licenses in the State of New Jersey.

Debra lives in Upper Saddle River, NJ with her husband, dog, and cat. She is also the proud mother of three children. Debra enjoys time with her family, exercising, traveling, and reading.

The post Make Tax Planning Your 2024 Business Growth Accelerator with Debra Taylor (Ep. 66) first appeared on InsurMark.

Retirement, divorce, loss of a spouse, remarriage, aging, disability, becoming a caregiver…these are all life-changing moments for a client.

Can you confidently handle these tough conversations?

Join Jack Martin and Dr. Amy D’Aprix, a distinguished expert, speaker, and coach on life transitions, as they explore how to navigate life-changing client conversations during moments that matter — leading to deeper, more meaningful relationships.

Dr. Amy discusses:

Overcoming common barriers that stop advisors from being vulnerable and having impactful conversations
Real-life stories of advisors guiding clients through major life changes
The three levels of listening to handle emotionally taxing conversations
How to involve the next generation in your client conversations
The power of niches in building strong relationships
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
Lasagna Love

Connect with Dr. Amy D’Aprix:

Amy@dramy.life
Website
LinkedIn: Dr. Amy D’Aprix

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Dr. Amy D’Aprix is an internationally respected expert on lifestyle issues relating to retirement, aging, caregiving, and family dynamics.

With a Ph.D. in Social Work, “Dr. Amy,” as she is affectionately known, has provided down-to-earth, practical, and professionally informed guidance on Life Transitions to individuals, professionals, and organizations for over 30 years. A compelling, pragmatic, inspirational speaker and coach, Dr. Amy has addressed thousands of Financial Advisors and their clients across North America.

She provides sound guidance, humor, and enthusiasm in navigating Life Transitions to ensure the success of overall life goals and financial plans. This passion is reflected in Trusted Advisor of Choice and Client Connections Toolkit, two practice elevation programs for financial professionals to better understand their client’s concerns and help clients proactively prepare for the life transitions they face.

Dr. Amy is regularly featured and interviewed on television, radio, podcasts, and online publications.

The post Life-Changing Client Conversations at Moments That Matter with Dr. Amy D’Aprix (Ep. 65) first appeared on InsurMark.

In an increasingly competitive financial services landscape, many advisors are struggling to maintain a strong and steady growth rate.

The challenge often lies in standing out, building strong client relationships, and effectively leveraging available resources and strategies.

In this episode, Jack Martin delves into the proven strategies and secrets that have enabled successful advisors to achieve exceptional organic growth. You will gain practical advice on how to differentiate your practice, provide a highly personalized experience, and attract more of your ideal clients!

Jack discusses:

Key revenue-generating activities you should be focusing on
Techniques to deepen trust and loyalty with your clients (which, in turn, makes you more referable!)
How to segment clients and prospects for significantly higher engagement
Impactful marketing strategies that resonate with your target audience
The power of planning in 90-day increments for accelerated organic growth
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
How to Wire Your Mindset for Success with Dr. Kevin Elko (Ep. 59)
Your Customer List Is Your Best Asset

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

The post Unlock the Secret to Exceptional Organic Growth (Ep. 64) first appeared on InsurMark.

We all may be getting a little obsessed with living longer.

And in a world increasingly fixated on longevity, the narrative often centers on financial concerns like outliving assets. But it’s about so much more!

In this episode, Jack Martin explores how planning for a longer life journey transcends mere financial calculations and delves into emotional well-being, independence, and personal fulfillment — including a deeper need for “permission to spend” and enjoy life fully.

Jack discusses:

Why advisors should think beyond ‘goal planning’ and understand their clients’ anxieties and fears (particularly their tolerance for longevity risks)
Active listening and empathy as keys to effective financial planning
How to get the longevity planning conversations started with clients
Leveraging technology, such as longevity planning apps, to provide comprehensive and tailored solutions to clients
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

The post Living Too Long is About More Than Just Money (Ep. 63) first appeared on InsurMark.

Are you curious about how top advisors are accelerating their organic growth?

Data from 6,000 advisors has revealed some interesting insights!

Discover the mindset, strategies, and tools that have propelled advisors to rapid growth in today’s digital age. Jack Martin interviews Robert Sofia, co-founder and CEO of Snappy Kraken, about why some firms thrive while others struggle, unpacking three impactful strategies for lead generation and client conversion based on real-world data.

Robert discusses:

The mindset shift needed to amplify firm growth
Digital marketing tactics that helped 6,000 advisors solve the growth puzzle (while improving trust and credibility)
The power of event marketing — with examples
Why it’s crucial to know your niche and personalize your marketing strategy accordingly
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
Cracking the Client Acquisition Code with Carl Richards (Ep. 60)

Connect with Robert Sofia:

LinkedIn: Robert Sofia
Snappy Kraken

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Robert Sofia is one of three founders of Snappy Kraken and serves as Chief Executive Officer, overseeing the company’s strategic direction and enterprise relationships. Robert possesses a unique blend of sales, marketing, and creative ability paired with financial industry experience. He excels at leading specialized teams, engineering financial marketing programs, and managing complex projects.

Prior to founding Snappy Kraken with Angel and Brad, Robert was co-founder and COO for Platinum Advisor Strategies where he grew company sales over 6,000% between 2009 and 2016. Along the way, he served as Vice President for Fross & Fross Financial, Vice President of Marketing for Cebert Wealth Management Group, and Director of Business Development for Ford Motor Company.

Robert has received numerous awards for his work including the INC 500, INC 5,000, Agency 100, Power 30 Under 30, and others. He has authored three books — two of which were bestsellers — and written about marketing for many national publications and financial industry journals including Forbes, INC Magazine, The Wall Street Journal, FOX Business, The Huffington Post, Business Insider, Investment News, Financial Planning, Wealth Management, ThinkAdvisor, Investment Advisor, Registered Rep, and many more. Robert is also an award-winning public speaker who has keynoted conferences for world-renowned companies including Ford Motor, Adobe, TD Ameritrade, and Prudential.

The post How 6000 Advisors Solved the Growth Puzzle with Robert Sofia (Ep. 62) first appeared on InsurMark.

Retirees are often so worried about running out of money that they fail to enjoy their golden years to the fullest.

As their advisor, you can help them find the confidence to spend.

Tune in to Jack Martin’s conversation with Tamiko Toland (aka the Annuity Yoda), co-founder of IncomePath, about how advisors can help clients alleviate the fear of outliving their income through education and empowerment. You will learn how to proactively address the client’s fears, needs, and aspirations.

Tamiko discusses:

Why retirees (including millionaires!) tend to underspend
What it means to give clients the “permission to spend” so they don’t sacrifice their dream retirement
Simplifying complex financial concepts for clients through visualizations
How IncomePath makes it easier for advisors to provide greater clarity and education to clients about guaranteed income
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
Cerulli: IRA Assets Reach Nearly $14 Trillion

Connect with Tamiko Toland:

LinkedIn: Tamiko Toland
IncomePath

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Tamiko Toland teamed up with Michael Finke to start IncomePath because she shares his vision of a better way to communicate retirement risks and help people make better decisions for retirement. She is an annuity expert and thought leader with a passion for creative approaches to educating people about the real risks and solutions for their retirement needs.

For more than two decades, Tamiko has tracked trends and key issues on retirement income, writing and speaking to a variety of audiences. She most recently held leadership roles at TIAA and Cannex Financial Exchanges, an annuity data and analytics firm. Tamiko got her introduction to annuities as a trade journalist, but her proclivity for in-depth reporting drew her to Strategic Insight, where she managed the Annuity Insight data service and authored reports on cutting-edge topics.

In addition to serving as IncomePath’s CEO, Tamiko runs a consulting firm that helps clients with strategy and communications on lifetime income for individual annuities, as well as lifetime income solutions offered within retirement plans. She regularly shares her perspectives with the news media and speaks at industry conferences and webinars.

The post Giving Retirees Permission to Spend with Tamiko Toland (Ep. 61) first appeared on InsurMark.

Are you struggling to attract clients and close acquisition gaps? It might be time to rethink your marketing approach.

Join Jack Martin and Carl Richards, creator of The Behavior Gap and founder of The Society of Advice, to learn how to foster genuine new connections by taking micro-actions every day. The episode addresses the core struggles faced by advisors in growing organically.

Carl discusses:

Why many marketing strategies are failing
How to conduct problem-solving interviews with potential clients
Embracing experimentation and creative destruction in business development
Why advisors should “play in traffic” and increase their “luck surface area”
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
Founders Podcast: Episode 286 with Warren Buffet and Charlie Munger

Connect with Carl Richards:

LinkedIn: Carl Richards
The Society of Advice (Get your first month free!)

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Carl Richards, a Certified Financial Planner, is renowned for his Sketch Guy column in The New York Times, simplifying complex financial concepts through sketches. Featured on platforms like Marketplace Money and Oprah.com, Carl is also a keynote speaker at global financial planning conferences. Author of “The One-Page Financial Plan” and “The Behavior Gap,” his sketches have been exhibited worldwide, including at the Kimball Art Center in Utah and Parsons School of Design in NYC. Additionally, he founded The Society of Advice, a monthly membership that provides access to highly curated conversations between Carl and prominent guests.

The post Cracking the Client Acquisition Code with Carl Richards (Ep. 60) first appeared on InsurMark.

Every day, advisors face the challenge of adapting to the blistering pace of change that redefines their approach to success.

The world has moved beyond IQ, even EQ. Today, TQ, or a transformational mindset, is more critical than ever to stay ahead in the game.

This episode features Dr. Kevin Elko, a renowned sports psychologist and mindset coach who has consulted with various successful NFL teams, including The Pittsburgh Steelers, The Dallas Cowboys, The Philadelphia Eagles, and seven BCS National Championship Football Teams.

So, join Dr. Elko’s conversation with Jack Martin about how to wire your mindset for success!

Dr. Elko discusses:

What is transformational IQ, and the reasons it’s needed to excel in today’s dynamic environment
The power of self-talk (‘Bluetoothing your thoughts’)
Why some teams are able to repeat their successes while others aren’t
How the principles of elite sports teams can be applied to business for breakthrough success
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management

Connect with Dr. Kevin Elko:

Dr. Kevin Elko
LinkedIn: Dr. Kevin Elko

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Dr. Kevin Elko received his Bachelors in Biology Education and Coaching from the California University of Pennsylvania. He then went on to West Virginia University, where he received two Masters and a Doctorate and was later inducted into the West Virginia University Hall of Fame.

He went on to intern at the United States Olympic Committee in Colorado Springs. In Sports, he has consulted with various successful NFL teams, including The Pittsburgh Steelers, The Dallas Cowboys, The Philadelphia Eagles, The Miami Dolphins, and The New Orleans Saints. In college sports, Dr. Elko has worked with seven BCS National Championship Football Teams, including The University of Miami, L.S.U., The University of Alabama and Florida State University.

In the business world, Dr. Elko focuses on helping organizations in the areas of Leadership, Goal Setting, and various other motivational topics. His corporate clients have included New York Life Investments, ING, Tyson Foods, Abbott Labs, LPL Financial, The Hartford, Genworth, Jackson National Life, Pioneer Investments, Morgan Stanley, Bank of America, Merrill Lynch, and Sun Life just to mention a few.

The post How to Wire Your Mindset for Success with Dr. Kevin Elko (Ep. 59) first appeared on InsurMark.

In times of uncertainty, people crave certainty.

With upcoming elections, a looming national debt of ~$34 trillion, rising tax rates, stock market volatility, and changes in interest rates — clients are facing so much uncertainty today!

How do you guide them through this situation? What financial planning opportunities does the current landscape pose? Find out in this timely and highly relevant conversation between Jack Martin and Tom Hegna, economist, award-winning author, and renowned industry speaker for retirement planning.

Tom discusses:

Why future hike in tax rates seems inevitable (and how to prepare for it)
Why IRAs and 401(k)s may be the worst ways to transfer wealth to future generations
Strategies for tax diversification
Insurance use cases for business owners
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management
“Paychecks and Playchecks: Retirement Solutions for Life” by Tom Hegna
“Retirement Income Masters Secrets of the Pros” by Tom Hegna
“Man On A Mission: How to Succeed, Serve, and Make a Difference in Your Financial Services Career” by Marv Feldman

Connect with Tom Hegna:

Website
LinkedIn: Tom Hegna

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Tom Hegna is an economist, author, and retirement expert. He has been an incredibly popular industry speaker for many years and is considered by many to be THE Retirement Income Expert! As a former First Vice President at New York Life, retired Lieutenant Colonel, and economist, Tom has delivered over 5,000 seminars on his signature “Paychecks and Playchecks” retirement approach, helping Baby Boomers and seniors retire the “optimal” way.

Tom has condensed a large chunk of his considerable knowledge into 5 books: Paychecks and Playchecks: Retirement Solutions for Life; Paycheques and Playcheques: Retirement Solutions for Canadians; Retirement Income Masters: Secrets of the Pros; Don’t Worry, Retire Happy! Seven Steps to Retirement Security; and Don’t Worry, Retire Happy! Seven Steps to Retirement Security for Canadians.

The post How to Prepare for the Tax Tsunami: Navigating Rising Tax Rates with Tom Hegna (Ep. 58) first appeared on InsurMark.

Man On A Mission: How to Succeed, Serve, and Make a Difference in Your Financial Services Career

Paychecks and Playchecks: Retirement Solutions for Life

Advisors often fixate on ‘the last mile’ — the final stage of converting leads into clients.

They overlook the top of the funnel. It’s imperative to establish a diverse growth model that leverages multiple channels because referrals and COIs alone no longer move the needle!

Learn how to do just that with Jack Martin and guest Stephanie Bogan, a high-performance business coach to advisors, leaders, and founders. They share a marketing model that is highly relevant in the modern era of digital marketing and AI. Their insights are especially helpful to advisors who are struggling to meet their organic growth targets.

Stephanie discusses:

A powerful mindset shift that helps advisors unlock high-growth potential
Why the real challenge is not fee compression, but rather ‘service inflation’
The rising need for highly personalized messaging and services
The influence of aggregators on the financial advisory landscape
Marketing based on a “lather, rinse, repeat” approach
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management

Connect with Stephanie Bogan:

Limitless Advisor Coaching
LinkedIn: Stephanie Bogan

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Stephanie Bogan founded her first consulting firm at the age of 24. At 36, she sold it in a 7-figure deal to a Fortune 200 company, where she joined the executive team. After four years of integrating and scaling their offerings across thousands of advisors, Stephanie left the Fortune 200 life to join United Capital as SVP of Training and Client Experience, where she worked on the national practice model, training center, and client experience successfully adopted by thousands of advisors and acquired by Goldman Sachs.

In 2014, with a respected career that left her financially successful but personally unsatisfied, Stephanie retired to the beach in Costa Rica to continue her search for something more satisfying. She spent years studying the science of success and happiness, searching for the elusive something ‘more and better’ hidden somewhere between the lines of my success. What she found blew her mind: The secret to experiencing greater success, happiness, health, wealth, and well-being is not to master your methods but rather to master your mindset. It turns out that the secret to our success is hidden in the science of our behavior.

The post The Growth Engine Blueprint for Advisors with Stephanie Bogan (Ep. 57) first appeared on InsurMark.

Is the 60/40 portfolio dead? What is it? Why does it matter?

Advisors helping clients choose where to allocate their retirement savings increasingly rely on indexed products. Not all products perform the same in different market cycles. Where are markets headed, and how can advisors manage client expectations?

With hundreds of indices in the market today, how can investors evaluate and compare indices?

How does something like a Fixed Indexed Annuity (FIA) fit into the client’s retirement portfolio?

These are important questions in the minds of investors today!

Jack Martin and guests Laurence Black and Dr. Jay Watson from The Index Standard® answer these questions. They shed light on the necessity of diversifying beyond well-known indices, such as the S&P 500, and explore ways to optimize risk-reward outcomes within a portfolio.

Laurence and Jay discuss:

Why investors are questioning the effectiveness of the traditional portfolio mix
The dangers of chasing performance (the fear-greed curve)
Forecasts based on the “wisdom of Wall Street”
How fixed index annuities (FIAs) and registered index-linked annuities (RILAs) may be strategically used to improve portfolio performance
The Index Standard®’s methodology for rating indices and getting a “bang for your buck”
And more!

Connect with Laurence Black:

LinkedIn: Laurence Black

Connect with Dr. Jay Watson:

LinkedIn: Jay Watson

Connect with The Index Standard®:

info@theindexstandard.com
The Index Standard®

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guests:

Laurence Black is the founder of The Index Standard® and an index advisor to Robert J. Shiller, Sterling Professor of Economics at Yale University. Before founding The Index Standard®, Laurence was Managing Director and Head of Quantitative Indices and Strategies at Barclays, where he oversaw the development of the Barclays index family. In addition to designing some of the first smart beta/factor indices, Laurence spearheaded Barclays’ index partnerships with Professors Robert Shiller and Nouriel Roubini, as well as Novus Partners.

Jay Watson worked in investment banking for 20 years, specializing in quantitative investment strategy index development and management. Jay was previously Managing Director and Head of Multi-asset Index Structuring EMEA at Barclays in London, where he was instrumental in building Barclays’ index business globally over more than a decade. Among many activities, he chaired Barclays’ index development oversight group, responsible for ensuring new indices were well-engineered and fit for purpose.

The post Integrating Indexed Annuities Into the 60/40 and Other Portfolios with Laurence Black and Dr. Jay Watson (Ep. 56) first appeared on InsurMark.

There is a pressing need for advisors to address the rising wealth transfer concerns. There are also evolving tax legislations to be considered.

How can advisors navigate these changing environments?

Find out in this episode of The Breakthrough Advisor as Ed Slott, founder and president of Ed Slott and Company, LLC, joins Jack Martin to explore the opportunities facing advisors in 2024, including the Great Wealth Transfer and evolving tax planning needs.

Ed discusses:

How elite advisors leverage family meetings to connect with the next-gen
How to effectively respond to the needs of a surviving spouse
The need to address the tax-heavy nature of IRAs
What he often tells advisors who are afraid to mention “tax planning” due to compliance
And more!

Resources:

Winning at the Intersection of Annuities and Wealth Management

Connect with Ed Slott:

Ed Slott and Company, LLC
LinkedIn: Ed Slott

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Ed Slott is a nationally recognized IRA distribution expert, professional speaker, television personality, and best-selling author. He is known for his unparalleled ability to turn advanced tax strategies into understandable, actionable, and entertaining advice. He has been named “The Best Source for IRA Advice” by The Wall Street Journal, and USA Today wrote, “It would be tough to find anyone who knows more about IRAs than CPA Slott.”

As president and founder of Ed Slott and Company, LLC, the nation’s leading source of accurate, timely IRA expertise and analysis to financial advisors, institutions, consumers, and media, Ed provides advanced training to financial professionals to become knowledgeable, recognized leaders in the retirement marketplace; and answers to retirement savers’ most important questions, continually providing practical, easy-to-understand information on IRA, retirement, tax, and financial planning topics.

The post Wealth Transfer and Tax Planning Opportunities in 2024 with Ed Slott (Ep. 55) first appeared on InsurMark.

With a rise in FinTech solutions, wealth management has become a rapidly evolving landscape.

This demands advisors to stay ahead of the curve — especially with marketing and advice engagement.

In this episode, Diana Cabrices, Chief Evangelist to B2B WealthTech Brands, joins Jack Martin. As a thriving entrepreneur in the FinTech innovation and wealth management space, Diana shares valuable insights for elite advisors looking to level up their marketing and business development.

Diana discusses:

Key considerations before outsourcing your marketing
How to allocate your marketing budget toward a mix of digital and in-person strategies
The power of video, testimonial marketing, and storytelling to build trust
Why advisors should emphasize ‘problem-solving’ in their conversations and content creation
The significance of a strong digital presence for attracting younger clients
And more!

Connect with Diana Cabrices:

Diana Cabrices Consulting
LinkedIn: Diana Cabrices

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

About Our Guest:

Throughout her wealthtech journey, Diana Cabrices has represented brands with solutions spanning the advisor tech gamut, including marketing, branding, recruiting, M&A, succession planning, small business benefits, and more. She has held roles in sales, partnerships, marketing, enterprise development, consulting, and customer success, allowing her to gain a well-rounded understanding of wealthtech growth needs from a widened growth lens. Most recently, Diana helped 10x recurring revenue in 3 years at Snappy Kraken, an award-winning martech platform built exclusively for advisors. She entered the industry in 2017 with a foundation of over 15 years of passionate selling. Since then, she has flown all around the country, speaking on hundreds of advisor webinars and on dozens of industry stages.

Fast-forward to today, Diana has introduced a first-of-its-kind industry growth offering with the launch of her company, Diana Cabrices Consulting. As a Fractional Chief Evangelist, her talent isn’t limited to a single company, which allows her to make a greater impact on the industry as a whole. Most importantly, she is able to drive real value for tech companies while doing what she loves the most — being an effective evangelist advisor you’d enjoy hearing from.

The post Harnessing Fintech Innovation For 2024 Marketing Success with Diana Cabrices (Ep. 54) first appeared on InsurMark.

Why are many Americans reluctant to see a financial advisor? Oftentimes, it is because of an unpleasant client experience.

But how can advisors transform an unpleasant client experience into a memorable one?

Find out in this episode as Jack Martin uncovers the biggest reasons why clients dread meeting their advisors and most importantly, how to turn this around.

Jack discusses:

The importance of customer experience in financial services (and some eye-opening statistics!)
How to make your client experience more personalized and relevant
Powerful talking points for every client meeting
The role of CRM systems in delivering exceptional customer experiences
And more!

Resources:

Creating Superfans: Here’s How to Turn Your Customers Into Lifelong Advocates with Brittany Hodak (Ep. 47)
“Creating Superfans: How To Turn Your Customers Into Lifelong Advocates” by Brittany Hodak
LinkedIn: Brittany Hodak
Winning at the Intersection of Annuities and Wealth Management

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
Contact Form

The post Creating an Unforgettable Client Experience (Ep. 53) first appeared on InsurMark.

None

Many clients experience a huge gap between the services they expect and the services provided by their advisors. This difference is evident in tax planning. In fact, 92% of clients expect tax planning advice, but only 25% get it! (Source: Spectrem Group) In this episode,...

The post Simplify and De-Mystify Tax Planning with Chris Field (Ep. 52) first appeared on InsurMark.

There's an emerging opportunity gap where 75% of boomers would like more protected lifetime income but only 33% say they hear their advisors talk about it.

The post Navigating Uncertainty in Retirement with Michael Harris and Steve Gresham (Ep. 51) first appeared on InsurMark.

The financial services industry is shifting. Moving beyond investment products, clients want personalized advice that is timely, relevant, and impactful. In other words, they want proactive advice during moments that matter. In this episode, Philipp Hecker, the CEO of Bento Engine, joins Jack Martin to...

The post Engaging Client Advice Around Moments That Matter with Philipp Hecker (Ep. 50) first appeared on InsurMark.

Advisors have historically relied on referrals. But how do you stop the referral streams from drying up? How do you achieve sustainable organic growth instead of solely relying on market gains? Find out in this week’s episode as Jack Martin explores the path to hyper-growth...

The post The Path to Hyper-Growth: Here’s How to Turn Your Business Into an Organic Growth Engine (Ep. 49) first appeared on InsurMark.

Marking a remarkable milestone, InsurMark recently celebrated its 40th anniversary! And amidst this jubilant occasion, InsurMark also appointed a new president, Jeff Maxey, who is on a mission to help advisors take their businesses to new levels of success. In this episode, Jack Martin interviews...

The post Charting New Paths with Jeff Maxey (Ep. 48) first appeared on InsurMark.

In this episode, Jack Martin sits down with Brittany Hodak, keynote speaker and the author of “Creating Superfans: How To Turn Your Customers Into Lifelong Advocates,” to explore her journey in creating superfans.

The post Creating Superfans: Here’s How to Turn Your Customers Into Lifelong Advocates with Brittany Hodak (Ep. 47) first appeared on InsurMark.

In this episode, Heather Holmes, the founder and CEO of Genivity, joins Jack Martin to explore the firm’s Health Analysis and Longevity Optimizer (HALO) and ways it’s revolutionizing longevity planning for advisors and their clients.

The post Personalized Longevity Can Address Your Client’s Scariest Wealth and Health Pain Points with Heather Holmes (Ep. 46) first appeared on InsurMark.

In this episode, Marc Lamson, the president of ASLAN Training, explores the techniques advisors need to convert leads into long-term clients while unveiling powerful strategies to unlock the potential of organic growth.

The post An Advisor-Friendly Approach to More Successful Selling with Marc Lamson (Ep. 45) first appeared on InsurMark.

As an advisor, you have to be strategic about your marketing.

While building brand awareness and value for your target audience is crucial, it’s not everything.

In this episode, Jack Martin continues to talk about the elements you need to build a million-dollar business.

From defining your niche to lead capture and the concept of funnels, Jack unveils how these elements contribute to growing your business while enhancing the relationship you have with your clients.

Jack discusses:

How to shift from traditional lead capture to brand awareness
Reasons your prospects may not be falling into the funnel
The concept of ‘ascension’ and the importance of elevating the relationship you have with your clients
Why you shouldn’t rely on lead referral services without building any brand awareness
What makes you ‘referable’
The difference between solving and fixing
And more!

Resources:

The Steps To An Effective Marketing Plan — Part 1 (Ep. 39)
Marketo

Connect with Jack Martin:

LinkedIn: Jack Martin
InsurMark
LinkedIn: InsurMark
Twitter: @InsurMark

The post The Seven Elements To Building A Million-Dollar Business, Part 2 (Ep. 44) first appeared on InsurMark.

Advisors, are you ready to leverage actionable marketing strategies to stand out and #BeYourOwnLoud in a crowded marketplace?

In this episode, Jack Martin sits down with Matt Halloran, the co-founder and chief relationship officer at ProudMouth. Matt explores the ins and outs of influence for financial advisors and the importance of building trust and connection with clients and prospects.

Get ready to learn about ProudMouth’s seven drivers of influence — RocketBoosters — and how each one is designed to help you become a trusted and recognized authority.

Matt discusses:

ProudMouth’s approach to helping advisors (like you!) accelerate their influence
Why it’s nearly impossible to attract ideal clients without synergy
Ways advisors can take advantage of their uniqueness and personality to stand out from the competition
What keeps advisors from building credibility that attracts clients
How advisors can use social proof to establish themselves as an authority within their field
How to incorporate podcasts, blogs, and videos to grow your business
And more!

Resources:

RocketBooster Influence Assessment
PodRocket Influence Academy
Top Advisor Marketing Podcast

Connect with Matt Halloran:

LinkedIn: Matt Halloran
Twitter: Matt Halloran
ProudMouth

Connect with Jack Martin:

InsurMark
LinkedIn: Jack Martin

About Our Guest:

Matt Halloran is a co-founder and CRO of ProudMouth, the world’s leading influence accelerator for professional experts, such as financial advisors.

ProudMouth’s Influence Accelerator System propels experts through the Influence Continuum faster than they could on their own. ProudMouth provides the talent, tools, and training to empower, enable and equip them for competitive advantage in the expertise economy.
Matt has hosted and been on over 1,000 podcasts. He’s also the host of ProudMouth’s Top Advisor Marketing Podcast, where he connects with industry leaders to share influence strategies for advisors.

The post Advisors, Ready To Become A Trusted Authority And A Lead Magnet? Get Started with Matt Halloran (Ep. 43) first appeared on InsurMark.

As a financial advisor, it’s not always easy to make informed decisions when selecting best-performing indices, ETFs, and/or annuities for our clients.

With so much data and information available, navigating through it all and finding the most relevant and objective comparisons can be cumbersome.

But it doesn’t have to be like that anymore.

This week, Jack Martin sits down with Laurence Black, the founder of The Index Standard®. Laurence explains how his platform is providing clarity and simplifying complex index concepts for financial advisors and their clients.

Laurence discusses:

How The Index Standard® evaluates indices for annuities
The Index Standard® rating system for indices and how they forecast performance
His firm as a tool to help financial professionals save time: What you should know about their latest innovation
Tips on how to overcome the challenges of predicting the future in finance and the alternative views The Index Standard® provides
And more!

Connect with Laurence Black:

LinkedIn: Laurence Black
The Index Standard®

Connect with Jack Martin:

InsurMark
LinkedIn: Jack Martin

About Our Guest:

Laurence Black is the founder of The Index Standard® and an index advisor to Professor Robert J Shiller. Earlier in his career, Laurence instigated the Shiller Barclays Index family with Barclays and Professor Shiller. He has appeared in interviews with the Financial Times, Bloomberg, and Structured Retail Products and is a frequent contributor to index thought leader pieces.

The post Mastering the FIA Index Landscape: Harness Expert Insights and Comprehensive Ratings for Optimal Asset Allocations with Laurence Black (Ep. 42) first appeared on InsurMark.

Are you an advisor looking to help your clients minimize future tax burdens?

In this episode, Ed Slott talks about inflation and taxes while detailing some strategies advisors can use to help clients minimize future tax burdens.

Listen in as Ed explains how inflation can benefit tax planning, the three-year window of opportunity to capitalize on historic low tax rates, and the importance of alternative solutions for IRAs and 401(k) plans in light of recent legislative changes.

Ed discusses:

Tax brackets, inflation, and even life insurance: Must-know information for advisors
How advisors can help clients take advantage of the ‘tax sale’ and get their funds out while taxes are still low
Why advisors should provide alternative solutions for their clients since IRAs have been downgraded as wealth transfer or estate planning vehicles
The value of paying attention to clients with large IRAs and 401(k) plans
And more!

Connect with Ed Slott:

LinkedIn: Ed Slott
IRA Help

Connect with Jack Martin:

InsurMark
LinkedIn: Jack Martin

About Our Guest:

Ed Slott is a nationally recognized IRA distribution expert, professional speaker, television personality, and best-selling author. He is known for his unparalleled ability to turn advanced tax strategies into understandable, actionable, and entertaining advice. He has been named “The Best Source for IRA Advice” by The Wall Street Journal, and USA Today wrote, “It would be tough to find anyone who knows more about IRAs than CPA Slott.

The post Capitalizing on Inflation and Taxes: A Three-Year Window for Advisors with Ed Slott, CPA (Ep. 41) first appeared on InsurMark.

Advisors, start asking ‘why’ instead of number-pushing

Get ready to discover the secrets to removing barriers and making your ideas contagious in this week’s episode of The Breakthrough Advisor with Jonah Berger, bestselling author, and professor at Wharton School at the University of Pennsylvania.

Jonah unpacks the ins and outs of finding the catalyst for advisors to create change within their businesses while detailing the value of understanding the difference between ‘feeling like we should do something’ and ‘wanting to do something.’

Jonah discusses:

Ways advisors can incorporate change within their practice
What you should know about decision-making from a client-advisor perspective
Reasons people are more likely to make changes when motivated by their desires
Why focusing on the long-term benefits can help overcome the short-term impact of change
The value of turning clients into advocates
And more!

Resources:

Books by Jonah Berger

Connect with Jonah Berger:

LinkedIn: Jonah Berger
Jonah Berger

Connect with Jack Martin:

InsurMark
LinkedIn: Jack Martin

About Our Guest:

Jonah Berger is a marketing professor at the Wharton School at the University of Pennsylvania and internationally bestselling author of Contagious, Invisible Influence, and The Catalyst. Dr. Berger is a world-renowned expert on change, word of mouth, influence, consumer behavior, and how products, ideas, and behaviors catch on. He has published over 50 articles in top‐tier academic journals, teaches Wharton’s highest-rated online course, and popular outlets like The New York Times and Harvard Business Review often cover his work. He’s keynoted hundreds of events and often consults for organizations like Google, Apple, Nike, and the Gates Foundation.

The post Removing Mental Roadblocks: How To Change Anyone’s Mind with Jonah Berger (Ep.40) first appeared on InsurMark.

Contagious: Why Things Catch On

The Catalyst: How to Change Anyone's Mind

Invisible Influence: The Hidden Forces that Shape Behavior

FOMO is a real thing. What’s separating you from growing faster and working less?

Advisors, with the proper processes and systems, you can easily use your marketing to grow your business and become a trusted authority in your industry.

This week, Jack Martin covers three out of the seven elements of an effective marketing plan for financial advisors. Jack shares the key ways to grow in the financial space and how to use these must-know elements to create a strategy to keep your clients engaged.

Jack discusses:

How to provide communication to your clients without overwhelming them
Tips on streamlining your niche
Ways to establish an audience
How to lean more toward storytelling versus selling
Strategies to close the client acquisition gap
And more!

Connect with Jack Martin:

InsurMark
LinkedIn: Jack Martin

The post The Steps To An Effective Marketing Plan — Part 1 (Ep. 39) first appeared on InsurMark.

In this episode, high-performance business coach and the founder of Limitless Adviser Coaching, Stephanie Bogan, joins Jack Martin to unpack some changes that can significantly benefit advisors in 2023. Stephanie details the mindset advisors need to grow their business and add value to their client experience.

The post Differentiation & Digitalization: Advisors, Here’s What You Need To Thrive in 2023 with Stephanie Bogan (Ep. 38) first appeared on InsurMark.

In this episode, Jack Martin is joined by Dr. Wade Pfau from The American College of Financial Services. Dr. Pfau unveils must-know strategies for effective retirement planning while detailing the tips and tricks you need to maximize your client’s retirement income through tax planning and efficient distribution.

The post The New Retirement Mindset with Dr. Wade Pfau (Ep.37) first appeared on InsurMark.

This week, professor and expert in retirement investing, income planning, and life satisfaction Michael Finke highlights how advisors can help retirees manage their spending and maximize their investments without outliving their assets. Michael also shares how advisors like you can support clients navigate their retirement income planning during inflationary periods.

The post Your 2022 Playbook for the New Retirement Realities with Dr. Michael Finke (Ep. 36) first appeared on InsurMark.

In this episode, Jack Martin sits down with Ed Slott to unpack the action items you need to assist your clients with their tax planning. Ed outlines how to approach clients with an efficient and value-packed plan while detailing how these opportunities benefit client loyalty and business growth.

The post Time-Sensitive Tax Planning Tips for Q4 with Ed Slott, CPA (Ep. 35) first appeared on InsurMark.

In this episode, Julie Littlechild, the CEO and founder of Absolute Engagement, joins Jack Martin to explain the value of true engagement and leadership when maintaining client and advisor relationships. Julie unpacks the tips you need to start engaging with your clients in the right ways.

The post The 2022 Secret Formula To Client Loyalty and Abundant Referrals with Julie Littlechild (Ep. 34) first appeared on InsurMark.

In this episode, Keith Burger, the head of distribution in North America at Luma Financial Technologies, explains what it takes to bring yourself to the next level of financial advising and how Luma Financial Technologies can help you and your business get there.

The post Using Technology to Level Up! Your Annuity Business with Keith Burger (Ep. 33) first appeared on InsurMark.

In this episode, Lifetime MDRT Top of the Table and Million Dollar Advisor, Don Quante reveals four key traits advisors must have to elevate their practice to new heights. Plus, he explains everything you need to know about addressing clients’ long-term healthcare concerns and building the business of your dreams.

The post The Four Traits of a Breakthrough Advisor with Don Quante (Ep. 32) first appeared on InsurMark.

Whether your clients are searching for the best performing indices, ETFs, or annuities, The Index Standard® provides unbiased perspective, objective comparisons, and informative guides that demystify complex index concepts.

The post Here’s What’s Going on in the Index World with Laurence Black (Ep. 31) first appeared on InsurMark.

This week, the Chief Planning Officer at Buckingham Wealth Partners, Jeff Levine, joins Jack Martin to unveil what to expect in 2022 to effectively plan and prepare your client taxes. Jeff also highlights critical considerations to lower your client's long-term tax spending.

The post How to Approach Taxes for Short and Long-Term Goals With Jeff Levine (Ep. 30) first appeared on InsurMark.

In this episode, LifeYield’s CMO, Jack Sharry, and Senior Vice President, Jeff Quigley, discuss the importance of starting the Social Security conversation with your clients sooner rather than later. Plus, they reveal how you can use their technology when navigating these complex conversations.

The post Get Ahead With Effective Social Security Planning with Jack Sharry & Jeff Quigley (Ep. 29) first appeared on InsurMark.

If you are a financial advisor who makes your clients or prospects feel that you have a solution for uncertain times, you have an opportunity to exponentially grow in 2022. In this episode, Jack Martin sits down with ProudMouth’s CRO and co-founder, Matt Halloran. Together,...

The post Advisors, Here’s Your Top To-Do List For 2022 with Matt Halloran (Ep. 28) first appeared on InsurMark.

Advisors, what do you expect from your website? In this episode, Jack Martin speaks with Graham Turner, the CEO of Advisor Websites, to dig into the elements of advisor websites. With valuable advice for financial advisors heading into 2022, Graham helps you better understand what...

The post What Financial Advisors Should Expect From Their Websites in 2022 with Graham Turner (Ep. 26) first appeared on InsurMark.

Subscribe Every advisor wants to find better tax planning solutions for their clients. Are you one of them? In this episode, Kevin Lozer, co-founder of Holistiplan, joins Jack Martin to share everything you need to know about Holistiplan. Kevin reveals how this tool allows advisors...

The post Tax Planning Solutions Made Easy For Advisors With Kevin Lozer, CFP® (Ep. 25) first appeared on InsurMark.

Advisors, think about your conversations with clients. Are you looking to tackle those conversations differently? Perhaps a data-driven approach can enable you to better serve and meet your clients’ needs. This week, CANNEX’s Tamiko Toland joins Jack Martin to highlight the disconnect between advisors and...

The post The Value Behind a Data-Driven Approach to Annuities for Advisors With Tamiko Toland (Ep. 24) first appeared on InsurMark.

Subscribe How do you, as an advisor or investment professional, select the best products for your clients? Have you thought about what makes clients believe that you are always looking out for their best interest? In this episode, Laurence Black takes a deep dive into...

The post How To Achieve Objective Index Ratings and Forecasts with Laurence Black from The Index Standard® (Ep. 23) first appeared on InsurMark.