FAST Podcast - Financial Advisor Strategy Talks: Recent Episodes

White Glove

Welcome to the FAST Podcast — Financial Advisor Strategy Talks with Dean Thurman and Candace Byrnes. Listen in as they provide advisors with an opportunity to hear from some of the best minds in the business. Follow along to learn quick tips to help you grow your business — from gaining new leads to keeping current clients engaged and everything in between.

There is no right or wrong way to develop a career as a financial advisor; it’s about finding what is right for you.

In this episode, Candace and Dean discuss the major inflection points in a financial advisor’s career and the different paths one can take within the industry. They explore the pros and cons of being an individual practitioner or operating a multi-advisor business, as well as the importance of finding the right fit and working with good people.

Connect with Dean Thurman:

LinkedIn: Dean Thurman

White Glove

InvestWise Financial

Connect with Candace Byrnes:

LinkedIn: Candace Byrnes

White Glove

Register for Host University: Host University

In this episode of the FAST Podcast, we dive into the art of making a stellar first impression with our guest, Patrick Durst.

Patrick shares insights on mastering the first-time appointment, emphasizing how crucial it is to decide on your desired perception and target audience. This conversation reveals strategies to transform leads into loyal clients.

You’ll also discover one of Patrick’s standout tactics: offering customized reports as a complimentary service to the community, a powerful method for lead generation. Don’t miss this episode packed with practical advice and proven techniques.

Tune in to the FAST Podcast today and unlock Patrick Durst’s secrets to success!

Connect with Dean Thurman:

LinkedIn: Dean Thurman
White Glove
InvestWise Financial

Connect with Candace Byrnes:

LinkedIn: Candace Byrnes
White Glove

Connect with Patrick Durst:

LinkedIn: Patrick Durst
LifeMark Securities Corp

About our Guest:

Patrick Durst is a Certified Financial Planner at Front Range Financial with extensive experience in constructing income generating portfolios in addition to sustainable retirement portfolios for pre-retirees all around the country.

In addition to being a CFP, Patrick is Series 6, 7, 63, 66 securities-licensed and holds multiple insurance licenses. He uses a consultative approach when interviewing clients to understand their goals, wishes, and concerns. Applying his years of expertise, he then helps individuals develop comprehensive retirement plans that accomplish their objectives in a prudent and sustainable way.

This episode of the FAST Podcast Candace and Dean welcome David Wood, the Founder of Gateway Financial Partners. David’s experience spans across several decades, marking him as a leader, and accomplished entrepreneur, and an influential figure in the financial landscape.

The conversation explores the future of the financial services industry and the opportunities it presents. David discusses the changes happening in the industry and the factors driving growth and opportunity for financial advisors. He highlights the consolidation of firms, the need for financial advice, and the impending retirement of a third of the industry.

The conversation also delves into the challenges and options for advisors looking to retire or transition their practice, including selling, merging, or partnering with other firms. The importance of providing a good client experience and leveraging technology is emphasized.

Connect with Dean Thurman:

LinkedIn: Dean Thurman
White Glove
InvestWise Financial

Connect with Candace Byrnes:

LinkedIn: Candace Byrnes
White Glove

Connect with David Wood:

LinkedIn: David Wood
Gateway Financial Partners

Get to know our Guest:

David Wood, a pioneer in the financial services industry, established Gateway Financial Partners in 1994, which he continues to steer as the Chief Visionary Officer. Wood’s experience spans across several decades, marking him as a leader, an accomplished entrepreneur, and an influential figure in the financial landscape. He possesses an innate ability to identify growth opportunities and is committed to delivering innovative strategies that elevate the success of independent practices.

Diana Cabrices, Founder of Diana Cabrices Consulting, joins this episode of the FAST Podcast to reveal the secrets of being a Financial Brand Evangelist.

Learn how Diana uses education and problem-solving to not only boost advisor awareness, but also drive leads and foster engagement.

This episode is for you if:

You’re a financial advisor looking to stand out from the crowd
You want to attract new clients and build stronger relationships
You’re curious about the power of content marketing in the financial industry
And so much more!

Connect with Dean Thurman:

LinkedIn: Dean Thurman
White Glove
InvestWise Financial

Connect with Candace Byrnes:

LinkedIn: Candace Byrnes
White Glove

Connect with Diana Cabrices:

LinkedIn: Diana Cabrices
Diana Cabrices Consulting

Get to know our Guest:

Throughout Diana’s wealthtech journey, she 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.

This episode Candace and Dean welcome Alex Hug, the CEO of Acquire Direct and Co-Founder of Leadjig.

They discussed the strategic merger between Leadjig and White Glove and how the two companies are aligned in terms of vision, culture and founder mentality to propel their businesses forward.

Beyond the merger, you’ll hear a compelling conversation between two industry leaders on:

Adapting your marketing: Discover how to meet prospects where they are and tailor strategies for different audiences.
The Alex Hug story: Gain insights into Alex’s journey as a business owner and the development of Leadjig.
Tech in finance: Explore the rapid adoption of technology in the financial advisor space.

Ask and be Answered!

Ask a question and listen in for a chance to hear it be answered on the next FAST Podcast episode with Dean and Candace!

👉 Click here to ask your question.

Connect with Dean Thurman:

LinkedIn: Dean Thurman
White Glove
InvestWise Financial

Connect with Candace Byrnes

LinkedIn: Candace Byrnes
White Glove

Connect with Alex Hug

Acquire Direct + Leadjig

This episode marks a fresh start for the FAST Podcast as we welcome new co-hosts, Dean and Candace! Tune in to get acquainted and hear their exciting vision for the show moving forward.

Dean, a seasoned financial advisor, brings real-world experience and insightful education to the table. Candace, a marketing and design expert, sheds light on why marketing is crucial for financial advisor growth. Together, they aim to deliver valuable and actionable content on practice management, specifically tailored to financial advisors’ needs.

But it’s not all business! Get ready for some key takeaways, a peek into Dean’s embarrassing early career mishaps and much more. Don’t miss it!

Ask and be Answered!

Ask a question and listen in for a chance to hear it be answered on the next FAST Podcast episode with Dean and Candace!

👉 Click here to ask your question.

Connect with Dean Thurman:

LinkedIn: Dean Thurman
White Glove
InvestWise Financial

Connect with Candace Byrnes:

LinkedIn: Candace Byrnes
White Glove

In a heartfelt solo episode, our podcast host announces her departure from White Glove after six wonderful years. She reflects on her journey, the challenges that shaped her and the most impactful moments. But this isn’t the end, it’s a new chapter! She’ll also share what’s next for the FAST Podcast.

Don’t miss this farewell episode!

Connect with Lara Galloway: 

LinkedIn: Lara Galloway
White Glove

New to the town and lacking established connections, our guest craved a space filled with people genuinely interested in learning about financial planning. Seminars became his platform for connection, and he emphasizes that anyone can master them with preparation.

Joining us today is Kurt Stahl, President at Gulf Coast Financial Planning LLC, who shares his journey of building a successful practice centered around seminar marketing.

The key to a successful seminar, according to Kurt, lies in effectively linking the chosen subject matter to a broader financial planning framework. He advises presenters to frame their talks in a way that compels attendees to seek personalized guidance to solidify their financial well-being.

Ultimately, Kurt’s journey exemplifies the power of seminars not only as a marketing tool but also as a platform for building lasting relationships and providing genuine value to clients.

In this episode, you’ll learn key concepts on:

Building genuine connections with prospects
Mastering seminar marketing
Attracting your targeted audience
Becoming a captivating presenter
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Kurt Stahl:

LinkedIn: Kurt Stahl
Gulf Coast Financial Planning

About our Guest:

Kurt Stahl graduated from the University of Virginia with a degree in Economics and worked over the years as a mortgage banker and a stockbroker in Washington DC, Chicago, and San Francisco. In 2000, he left the United States to work for an investment banking firm across China, Indonesia, Thailand, and Australia for six years. Later, he moved to Saint Petersburg, Russia where he lived for eight years and worked for an American private equity firm (www.jensen.ru) that owns and operates office, industrial, retail, and multi-unit residential property. 

As Director of Sales and Leasing for a billion-dollar portfolio of strategically-located properties across Russia’s second largest city, Kurt was able to have many very fascinating interactions and negotiations with prominent Russian businessmen, oligarchs, and gangsters.  In 2014, Kurt returned to the United States and took a position as a subadvisor within a Sarasota, Florida financial advisory firm. When he passed his Certified Financial Planner designation, Kurt started his own firm, Gulf Coast Financial Planning in March of 2017. 

Estate planning isn’t just about money; it’s about protecting assets, ensuring a smooth wealth transfer and shaping your legacy for future generations. Our guest on today’s episode challenges the status quo of estate planning, highlighting its importance and advocating for change.

Financial advisors often overlook estate planning due to challenges like complexity and client resistance. Technology can overcome these obstacles, making it more accessible and engaging.

Joining us today is Tim White, Co-Founder of Wealth.com, who emphasizes that estate planning is a crucial element of financial planning that shouldn’t be neglected. Regardless of wealth, estate planning holds value for families of all backgrounds. It helps secure their future and ensures their wishes are carried out. The traditional referral-based approach to estate planning can be inefficient. Wealth.com integrates technology into estate planning for a smoother, speedier experience for advisors and clients.

In this episode, you’ll learn critical concepts on:

Disrupting the traditional referral-based approach
Overcoming hurdles in promoting estate planning
Modern solutions for financial advisors
Revolutionizing the estate planning process
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Tim White

LinkedIn: Tim White
Wealth.com

About our Guest:

Tim is a highly accomplished sales and business development fintech executive, with a strong track record of managing global partnerships and cultivating strategic relationships.

Prior to co-founding Wealth.com, Tim served as Chief Partnership Officer at Emailage, a global fraud prevention provider. Under Tim’s leadership, channel revenue stream. As part of Tim’s responsibilities, he cultivated the company’s strategic relationships, including with LexisNexis Risk Solutions, a RELX company, which subsequently acquired Emailage in 2020.

Are you tired of the same old “holistic” and “fiduciary” buzzwords in financial services branding? Our guest on today’s episode urges you to break free from industry cliches and find inspiration for your brand in unexpected places. Think beyond the suits and charts — what resonates with your target audience in the real world?

But it’s not just about ditching the jargon. This episode is packed with actionable tips for building a modern financial services brand.

Joining us today is Johnny Sandquist, CEO of Three Crowns Marketing, who emphasizes the importance of modern digital experiences by investing in interactive websites and engaging video content to capture and retain audience attention. To enhance your website’s effectiveness, it’s crucial to communicate who your firm helps and how clients can benefit. Johnny recommends leveraging your testimonials to establish social proof, building trust and credibility among potential clients.

In this episode, you’ll learn key concepts on:

Harnessing social proof
Avoiding buzzword overuse
Drawing inspiration beyond finance
Embracing the digital age
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Johnny Sandquist

LinkedIn: Johnny Sandquist
Three Crowns Marketing

Today, we delve into the heart of financial planning with our guest, who advocates for an approach beyond numbers and charts. Our conversation revolves around aligning life and money, creating personalized and value-driven advice for clients, and adapting to the evolving financial planning landscape.

Joining us today is Dr. Preston Cherry, Founder and President of Concurrent Financial Planning, who emphasizes helping clients live their best lives by aligning their money with their goals. This episode is a must-listen for any financial advisor seeking to elevate their practice and build client relationships.

Forget cookie-cutter solutions. Advisors need to personalize their approach, catering to individual values, goals and unique circumstances. But the landscape is shifting. The upcoming wealth transfer and generational shifts demand adaptability from financial advisors. Dr. Cherry sounds the alarm for modernization in the field, urging advisors to embrace technology and new approaches to elevate the advice experience.

In this episode, you’ll learn key concepts on:

Building lasting relationships with clients
Embracing technology to enhance the advice experience
Adapting to change in the financial industry
Crafting a personalized strategy that helps clients achieve their dream life
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Preston Cherry:

LinkedIn: Preston Cherry
Concurrent Financial Planning

About our Guest:

Dr. Cherry is the Founder & President of Concurrent Financial Planning, Head of the Financial Planning Program, and Director of the Charles Schwab Center for Personal Financial Planning at the UW — Green Bay. Preston specializes in empowering individuals to share stories that inform their financial resources and life’s design to achieve financial wellness and freedom that cultivates life wholeness. Preston has over 15 years of financial services and academic experience. Preston has been cited by the New York Times, the Wall Street Journal, CNBC, and Yahoo Finance.

The harsh reality of the industry is that 90% of financial advisors throw in the towel within five years. Our guest sheds light on the power of seminars as a key marketing strategy for building a business that booms, not busts.

Joining us today is Dean Thurman, Co-Founder of White Glove and InvestWise Financial, who reveals the power of face-to-face interaction. Forget cold calls and unreliable referrals. Dean champions seminars as the most effective marketing tool for advisors. Why? You control the message, the audience, and the connection. Virtual workshops are great for scaling, but nothing beats the intimacy of in-person meetings.

Recognizing the reluctance of advisors to handle the logistics of seminar planning, Dean explains how White Glove was established to take care of the planning process, allowing advisors to focus on their core strengths. The overarching message of the episode is Dean’s secret sauce: being a marketer first and a financial planner second. This mindset shift is crucial for building a thriving business.

In this episode, you’ll learn critical concepts on:

Shifting your mindset from financial planner to marketer
Defining growth objectives for personal success
Marketing your services with seminars
Scaling your financial planning practice
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Dean Thurman

LinkedIn: Dean Thurman
InvestWise Financial
White Glove

About our Guest:

As co-founder of White Glove, Dean draws from his more than 25 years of experience as a financial advisor, many of which he spent conducting educational seminars to grow his practice. He provides guidance and direction to the White Glove team on how to effectively market the company’s business growth services. Dean is also the co-owner of InvestWise Financial, a financial firm with half a billion in assets under management.

This episode is tailored for financial advisors seeking to build their team with the right sub reps. The biggest mistake? Relying solely on personality when hiring, rather than digging into long-term goals, knowledge and cultural compatibility.

Joining us today is Jonathon Duncan, Co-Founder and President at Advisor Seekers, who reveals the key mistakes advisors make when recruiting, highlighting the importance of self-evaluation and understanding both your own value proposition and the qualities you truly need in a sub rep.

Jon focuses on helping advisors identify their firm’s unique value proposition. By grasping what distinguishes their business, advisors can adeptly convey this to potential hires, attracting sub reps whose goals align with the firm’s mission. The overarching message of the episode is a call for clarity in the hiring process — encouraging advisors to figure out precisely what they are looking for, know where they are headed, and, most importantly, not compromise on their criteria.

In this episode, you’ll learn key concepts on:

Showcasing your firm’s unique value proposition
Pinpointing your firm’s specific needs
Prioritizing fit over mere charisma in the hiring process
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Jon Duncan:

LinkedIn: Jonathon Duncan
Advisor Seekers

About our Guest:

A veteran recruiter in the wealth management space, Jon has a reputation for building lasting relationships with financial professionals and executive leaders across the country. His deep understanding of the financial industry and down-to-earth approach enables him to build the level of trust it takes to find and place top-tier talent.

Feeling overwhelmed and on the verge of burnout? You’re not alone, especially in the demanding world of financial advising. In this episode, our guest shares her top hacks and efficiencies that contribute to thriving in the industry.

First things first: ditch the chaos and embrace efficiency. Many advisors waste time and resources on building brand awareness without a corresponding return on investment (ROI). Tracking the effectiveness of marketing efforts is crucial, and marketing should be viewed as an investment in the business rather than a mere budget.

Joining us today is Libby Greiwe, the Efficient Advisor Podcast Host and Advisor Coach, who emphasizes the significance of assembling the right team and implementing time-saving hacks to enhance overall efficiency.

Come along as we delve into a practical guide for automating repetitive tasks, delegating responsibilities, eliminating unnecessary elements and streamlining processes for your firm.

In this episode, you’ll learn critical concepts on:

Distinguishing sunk costs from investments
Simplifying processes and systems
Embracing data-driven decisions
Preventing burnout
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Libby Griewe:

LinkedIn: Libby Griewe
The Efficient Advisor, LLC

About our Guest:

Do you ever wish you knew an Advisor who built a 7-figure practice—while only working three days a week—that was willing to share her systems, processes and business hacks with you? Meet the Efficient Advisor Podcast host, Libby Greiwe. Her specialty? Breaking down the functions of a financial planning practice into actionable step-by-step processes designed to get you results and get you out of overwhelm.

She ran her own planning business for 16 years, culminating in a sale & retirement in 2019. Now, she’s simply obsessed with helping other amazing advisors do the same thing.

Today, we unravel the essence of social proof and its pivotal role for financial advisors. The key takeaway — is a stellar website, compelling brand messaging and content that establishes credibility. The goal? Move people from skeptics to fans.

Stay tuned as we emphasize the need for ongoing engagement. Financial advisors take note — consistently educate your potential clients, demonstrating an unwavering commitment to their economic well-being. We advocate the philosophy of ‘dripping’ on clients, ensuring a continuous stream of valuable information rather than a one-off event.

Joining us today is Matt Halloran, co-founder of ProudMouth, who is sharing insights on his belief in long-term marketing. The mantra is “slow marketing” — a strategic approach that not only appeases algorithms but also adapts to the evolving social media landscape. And speaking of algorithms, understanding and aligning with platform algorithms is paramount for success.

Come along as we delve into the core of social proof, crafting compelling content and injecting your unique personality into your marketing strategy.

In this episode, you’ll learn key concepts on:

Building unshakable trust through social proof
Leveraging the power of slow marketing
Aligning seamlessly with platform algorithms
Cultivating familiarity before the booking stage
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Matt Halloran

LinkedIn: Matt Halloran
ProudMouth

About our Guest:

Matt Halloran is a co-founder of ProudMouth, the world’s leading influence accelerator for financial advisors. An in-demand speaker, he’s appeared on over 1,000 podcasts. As well, Matt is the host of ProudMouth’s Top Advisor Marketing Podcast, where he and industry leaders empower advisors to become trusted, recognized authorities. Matt is the author of “The Social Media Handbook for Financial Advisors,” the first social media book for financial services.

Today, we highlight a parallel between the past and the present, where financial advisors initially hesitated to delve into tax matters because they weren’t accountants, just as they are now hesitant to venture into estate planning due to the misconception that they must be lawyers.

The financial advisory industry has been traditionally slow to embrace change. However, firms are gradually realizing the necessity of offering estate planning services to their clients. This shift reflects a growing recognition of the untapped potential within the topic.

Our guest, Chris Hall, Vice President of Business Development and Strategic Partnerships at Estate Guru, believes estate planning can serve as a powerful bridge to establish connections and ensure the continuity of financial advisory relationships within families. What’s more, with Estate Guru’s software, financial advisors can confidently rely on legal expertise throughout the process.

Join us as we explore building enduring relationships with the next generation of clients and how advisors can differentiate themselves in the business.

In this episode, you’ll gain valuable insights into:

Building relationships with the next gen
Changing dynamics in financial advisory
Addressing the estate planning gap in financial advisors’ practices
Navigating the beneficiary predicament and the great wealth transfer
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Chris Hall

LinkedIn: Chris Hall
Estate Guru

About our Guest:

Chris Hall heads up strategic partnerships and business development for this industry leading cloud based legal solution. In his current role with the team at Estate Guru, he is on a mission to provide access to quality legal assistance for the masses. The goal is to leverage today’s powerful technology in combination with the still very important human element.

Today, we dive into the art of personal branding and effective communication in the financial advisory business.

In the saturated landscape of financial services, standing out requires more than a typical sales pitch. Our guest, Deirdre Van Nest, Founder of Crazy Good Talks, believes in debunking the conventional approach of merely showcasing services. Instead, champion the power of authentic storytelling to forge genuine connections with your clients.

When differentiation is scarce, sharing your personal “why” story serves as the bedrock of your marketing strategy. It’s not just about what you do; it’s about why you do it. Additionally, we underline the correlation between effective communication skills and audience engagement, asserting that being a proficient communicator significantly amplifies your reach and influence.

Join us as we explore the essence of presenting yourself and your brand authentically, and how it can truly resonate with your audience.

In this episode, you’ll gain key insights into:

Prioritizing authenticity over pitching
The power of your “why” story
Revealing your personal side through social media
Building deep relationships and human connections
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Deirdre Van Nest:

LinkedIn: Deirdre Van Nest
Crazy Good Talks

About our Guest:

Deirdre Van Nest is a top-rated international Keynoter, Speaking Coach, Story Strategist and the founder of Crazy Good Talks; a company devoted to helping financial professionals and entrepreneurs fast-track their Know, Like and Trust Factor so they get to the “YES” quicker. She welcomes your connection request on LinkedIn, and you can check out her services by going to www.crazygoodtalks.com.

Today, we discuss the dynamic role that sub-reps and lead generation strategies, such as educational workshops, play in helping advisors scale their firms.

Central to this growth strategy is empowering sub-reps through comprehensive training specifically tailored for various platforms like seminars and webinars. Our esteemed guest, Jeff Grail, Co-Founder and SVP of Strategic Partnerships at White Glove, emphasizes the criticality of adapting your training methodology to ensure success across these varied mediums. He also highlights the importance of fostering influential mentorships with the next generation of financial professionals.

We address a common concern among advisors — the reluctance to hire sub-reps due to uncertainties in lead generation. By illuminating lead generation’s indispensable role in business scaling, we illustrate how bringing on sub-reps can significantly augment enterprise value, laying the foundation for sustained and substantial growth.

In this episode, you’ll gain valuable insights into:

Adapting your approach for impactful seminars vs. webinars
Hiring local sub-reps to better tailor your services
Where to find sub-reps and recommended pay structures
Overcoming the lead generation challenge
Enhancing your enterprise value
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Jeff Grail:

LinkedIn: Jeff Grail
White Glove

About our Guest:

For more than 20 years, Jeff has been responsible for generating strategic partnerships, joint ventures and host beneficiary relationships inside fast-moving organizations and established organizations. Jeff has been with White Glove since its inception in 2015. In his role, he creates strategic relationships with IMOs, FMOs and financial associations across the United States and Canada.

Financial advisors often follow traditional methods and teachings in their profession. However, it’s crucial to recognize that the conventional approach may not always prioritize the most effective communication with clients. It’s time to shift in perspective, where advisors focus on delivering the right message and guidance to truly benefit their clients.

The initial introduction meeting with a client is the “lifeblood” of your business. It sets the tone for your relationship and can make or break the future collaboration.

One of the biggest mistakes advisors can make is to wing it in their first intro meeting. Instead, have a clear and defined framework for guiding your conversation.

Lara sits down with Brendan Frazier, the founder of Wired Planning, to discuss the two questions you should ask your clients during your intro meeting: What prompted this meeting? And why now?

Remember, a well-structured initial meeting can set the stage for a successful and mutually beneficial relationship.

In this episode, you’ll learn key concepts on:

Skipping the small talk for better responses and meaningful insights
Promoting client engagement by prompting the “3 E’s”
Effectively communicating your value for relevance and appeal
Encouraging client input for improved meeting satisfaction
And more!

Connect with Lara Galloway:

LinkedIn: Lara Galloway
White Glove

Connect with Brendan Frazier

LinkedIn: Brendan Frazier
Wired Planning

About our Guest:

Brendan Frazier is the founder of Wired Planning, the host of The Human Side of Money podcast, a keynote speaker, and was named one of Investopedia’s Top 100 Financial Advisors in 2021 and 2022. He’s building a global community and training program for advisors to master the human side of advice, enhance their clients’ lives, and forever change the trajectory of their business.

Healthcare and finance are two essential pillars of our society that are inextricably linked, often in ways we may not fully understand. Today, we explore the intersection of these two vital sectors. It’s not news that healthcare ranks high among individuals’ financial worries. After all, the saying “If I don’t have my health, I don’t … Read More Read More

Estate planning can be a difficult conversation to have, but it’s important to start the conversation early. Commendably, your clients have taken the step to address the inevitable topic of mortality. Recognizing the emotional weight of this discussion, you can assure your clients that while it may be daunting, crafting a well-thought-out plan is indispensable … Continue reading Navigating Estate Planning with Care and Communication with Charles McClenaghan, Esq. (Ep. 22) →

Establishing trust and fostering meaningful connections lie at the core of every successful financial advisor’s practice. Younger generations and women seek reassurance about their financial future, particularly regarding a secure retirement. A financial advisor’s utmost responsibility is to guide them on the path toward lasting financial security. In this episode, we explore the pivotal role … Continue reading Investing in Trust: Connecting with Women and Next-Gen Investors with Julie Johnson (Ep. 21) →

Advisors strive to provide their clients with valuable and accurate financial guidance, but occasionally, the information they present fails to strike a chord with the end client. While financial advisors may find themselves enthusiastic about showcasing charts and graphs depicting products and returns, clients often require something more tangible and easily understandable to truly grasp … Continue reading Simplifying Finance: Transforming Complex Concepts into Tangible Asset Maps with Alison Susko (Ep. 20) →

It’s vital not to lose sight of the importance of human interaction and personalized guidance in the financial industry. Human-first financial guidance emphasizes the significance of building relationships, understanding individual needs and tailoring solutions accordingly. Financial advisors who prioritize the human aspect of their profession can provide empathetic support, establish trust and offer a more … Continue reading The Virtual First Advantage: Empowering Financial Advisors in the Digital Age with Ross Marino (Ep. 19) →

Overcoming hesitation when it comes to estate planning is completely understandable. Given its intricate and legal nature, it is common for advisors to approach the topic tentatively, which is exactly why you should incorporate it into your seminar marketing model. In this captivating episode with Lara Galloway, SVP of Channel Management at White Glove, you … Continue reading Unlock the Power of Estate Planning: Navigating Taboo Conversations & Crafting a Lasting Legacy with Lara Galloway (Ep. 18) →

In this episode, we are joined by Brad Gotto, the owner of Fiat Wealth Management, a reputable fiduciary and holistic financial planning firm with a special focus on tax planning based in Wayzata, Minnesota. With his unwavering commitment to mentorship, education and guidance, Brad empowers advisors to take their careers to the next level through … Continue reading Mastering Business Ownership as a Financial Advisor with Brad Gotto (Ep. 17) →

Understanding the intersection of emotions, finance, and human behavior is crucial for professionals in the advisory field.

In this episode, Lara Galloway features special guest and Founder of the Financial Dignity® Movement and Coach, Christine Luken. Together, they delve into their shared fascination with the realm of behavioral finance, shedding light on how their respective roles in financial advising have greatly profited from the realization that money is intricately tied to our emotions.

In this episode, you’ll learn:

Christine’s personal journey with money: the catalyst behind her entry into the financial landscape, her drive to acquire financial knowledge, and her expertise in the realm of behavioral finance
Developing a balance between wise money management and emotional intelligence
Mastering your voice of reason over your voice of emotion
How to become self-aware of your personal money story
And much more!

Connect with Christine Luken:

Financial Dignity Coach
LinkedIn: Christine Luken
Podcast: Money Is Emotional
Christine Luken: Books

About our Guest:

Ready to master your money and become a financial success? Then you need Christine Luken, the Financial Dignity® Coach in your corner!

As the Founder of the Financial Dignity® Movement & a Certified Financial Counselor, Christine has coached hundreds of high earning professionals to pay off staggering amounts of debt and massively increase their net worth over the past fourteen years.

Christine’s three books, Money is Emotional, Manage Money Like a Boss, & Financial Dignity® After Divorce, have landed her over 100 podcast, TV, and radio interviews, establishing her as the authority on money and emotions.

When she’s not coaching clients from her office in Cincinnati, you can find this Certified Divorce Specialist & member of the Financial Therapy Association curled up with a good book, a fluffy cat, and a strong cup of coffee.

The burning question that’s on every advisor’s mind: How can I effectively connect with the next generation of investors?

In a world where technology and digital presence reign supreme, it’s more important than ever to build authentic relationships with the Millennials and Gen Z, who are poised to become the next wave of investors.

In this must-listen episode, Lara Galloway sits down with Maddie Mitchell, Marketing Director at White Glove, to uncover the actionable strategies that can help advisors build a strong digital presence and establish credibility with this elusive demographic.

What next-gen investors look for while vetting financial professionals
The type of content that they find most compelling and engaging
The importance of proactively connecting with your existing clients’ heirs
How your digital footprint (online reviews, social media, etc.) factors into the decisions of next-gen investors
And more

Resources:

Asset-Map
White Glove Annual Virtual Summit
Wealthtender

Connect with Maddie Mitchell:

Info@whiteglove.com
White Glove
LinkedIn: Maddie Mitchell

About our Guest:

Maddie Mitchell is an experienced marketing strategist, content creator, and social media specialist. As Director of Marketing at White Glove, she spearheads the B2B marketing strategy and collaborates with industry leaders to deliver educational resources and tools for financial professionals. Maddie is driven by her passion for empowering advisors to achieve their goals for growth through strategic marketing and the spread of financial education.

Does your audience pay close attention when they see your name on a presentation, workshop, or meeting agenda? Do potential clients perceive you as a credible subject matter expert when they search for your name online?

To answer “yes” to both questions, it’s imperative to proactively establish yourself as a respected authority in your industry — solidifying your reputation and expertise to command attention, gain trust and drive meaningful connections with your audience.

In this episode, Lara Galloway engages in an illuminating discussion with Mike Saunders, a best-selling author, business coach and authority positioning expert. Together, they reveal powerful and practical strategies that financial advisors can implement right away to establish themselves as trusted authorities in their industry. By leveraging their expertise, these techniques allow advisors to forge deeper connections with clients and prospects, ultimately leading to greater success and a thriving business.

Get ready to discover a wealth of knowledge in this episode as you learn how to:

Establish an evergreen digital footprint through the creation of “authority positioning assets”
Boost your content marketing efforts with maximum impact and minimal time investment
Leverage client interactions as invaluable opportunities to boost credibility and strengthen client relationships
Harness authority positioning to establish yourself as a recognized expert to make it effortless for clients to refer and advocate for you
And more!

Take advantage of the chance to transform your business and become a trusted authority in your industry. Tune in now to gain the insights you need for success!

Resources:

“Authority Selling: Opening More Doors to Closing More Business” by Mike Saunders
“Influential Entrepreneurs with Mike Saunders, MBA: Interview with Lara Galloway”

Connect with Mike Saunders:

Authority Positioning Coach
Authoritize Your Agency
LinkedIn: Mike Saunders

About our Guest:

Mike Saunders, MBA, is a speaker, a best-selling author of four books, and a successful business coach and authority positioning expert. He is an adjunct marketing professor at several Universities and is a member of the Forbes Coaches Council – an invitation-only community for the World’s Most Influential Business and Career Coaches.

Through his podcast, Influential Entrepreneurs with Mike Saunders, MBA, Mike has interviewed hundreds of industry experts and thought leaders. As an Authority Marketing Strategist, Mike helps business owners build their authority and expertise to enhance their competitive advantage. He is passionate about empowering financial professionals to become THE Trusted Advisor with indestructible authority with a done-for-you Authority Positioning Portfolio® of permanent assets on the world’s most powerful platforms.

Imagine being able to scale your business to new heights faster than you ever thought possible. By forging strong relationships with like-minded individuals — you have the power to expand your network and tap into the collective knowledge of industry leaders.

In this episode, we are thrilled to welcome two experts in the field, Meg Hanington, EPC, and Genevieve E. Thayer, EPC, co-founders of Beacon Partners. They will share their vast knowledge and experience on the critical importance of networking with specialized professionals and reveal strategies to help you build a powerhouse network that can change the trajectory of your career or business.

In this episode, you’ll learn:

How to identify and find the right specialists to serve your clients’ every need
Strategies to boost your credibility and gain referrals from industry professionals
Tried-and-true methods for forging a diverse and sustainable network
And much more!

Success is not defined by doing everything on your own. The power of community and partnership may surprise you.

Connect with Lara Galloway:

info@whiteglove.com
LinkedIn: Lara Galloway
LinkedIn: White Glove
Twitter: White Glove
Facebook: White Glove
White Glove

Connect with Meg Hanington, EPC, and Genevieve E. Thayer, EPC:

Your Beacon Journey: Meet the Team
LinkedIn: Beacon Partners

About our Guests:

Co-founder Meg Hanington spent a number of years working at Merrill Lynch in finance, asset management technology, and product management. She now supports independent financial advisors to identify their barriers, get off autopilot and help them to build their “ideal” practice through coaching, consulting, emotional quotient programs, and aligning their people with purpose. Meg’s unique ability to listen and understand her client’s goals and implement a workable solution for achieving them has been a recipe for success.

With nearly 20 years of experience as an operations expert in the financial services industry, Genevieve’s background includes extensive compliance, technology, and client relationship management. She excels at designing solutions to improve processes and building efficiencies in to the day-to-day operations of an organization. As an executive and leadership coach, she encourages her clients to challenge the “status quo” and think beyond their current barriers to effectively and honestly implement meaningful changes for themselves and their organizations.

When was the last time you took an honest assessment of your brand? If you haven’t taken the steps already this year, now is the time to assess your brand for what it is. As you move forward in 2023 and beyond, there are several checkpoints to consider that will help you achieve long-term benefits from your business-building efforts.

To lay the foundation for your future success, it all starts with a truthful evaluation of your brand, which is essentially your reputation. In this episode, Lara Galloway is joined by Alana Kohl, the Founder of AdvisorPR®, accomplished brand consultant, communication strategist, and publicist to discuss why and how advisors should go “undercover” to assess their brand.

In this episode, you’ll learn:

The three components of building a sharable brand to establish a competitive advantage in the marketplace
Why advisors should conduct a thorough analysis of their competitors’ marketing efforts
The importance of brand differentiation
How to apply the four brand assessment questions to your own experience
And much more!

Resources:

Go Undercover To Get Ahead

Connect with Alana Kohl:

LinkedIn: Alana Kohl
AdvisorPR – Alana Kohl
AdvisorPR

About our Guest:

Alana Kohl is the founder of AdvisorPR® and an accomplished brand consultant, communications strategist, and publicist. Established in 2005, AdvisorPR is exclusively dedicated to serving financial professionals and organizations’ comprehensive marketing communications needs.

Through innovative turnkey PR programs and a proven approach to media relations, the AdvisorPR team has been able to skillfully and systematically secure substantive media placements for its clients through every market and economic cycle and across diverse media platforms, including local, national, and industry outlets.

Alana’s leadership has been pivotal in shaping and supporting some of the industry’s most significant evolutions—from communication strategies surrounding economic and legislative changes to guiding advisors to establishing independent brands and launching thought leaders to new levels of success.

Attention Financial Advisors,

Are you aware of the largest yet least understood risks facing American savers today? Legislative risk, closely related to tax risk, is a threat that cannot be ignored. While tax risk refers to the level of taxation we experience in retirement compared to today, legislative risk is the risk Congress holds when altering rules and regulations that affect our retirement plans.

It’s time to take action by gaining a deeper understanding of these risks. In this episode, Lara Galloway is joined by Becky Swansburg, an accomplished author, retirement savings expert, and CEO of Stonewood Financial, to discuss how legislative, tax, and longevity risks can affect your portfolio and retirement planning.

Don’t let these risks catch you off guard. Arm yourself with knowledge and prepare for the future of your clients’ retirement plans. Tune in to this episode now.

In this episode, you’ll learn:

The knowledge needed to mitigate the effects of legislative risk
How to safeguard your clients’ retirement plans from potential disruption due to tax changes
Best practices for ensuring your client’s assets are protected
How to assist your clients in diversifying their market risk
And much more!

Connect with Becky Swansburg:

LinkedIn: Becky Swansburg
Stonewood Financial

About our Guest:

Becky Swansburg is an accomplished author, retirement savings expert, nationally-recognized speaker, and CEO of Stonewood Financial. Prior to joining Stonewood, Becky headed communications for economic development organizations, U.S. congressmen, and government agencies. Currently, she trains independent financial advisors across the country on incorporating tax-efficient income planning and new holistic strategies into their practices.

Despite progress in recent years, the financial services industry remains a challenging environment for women due to its male-dominated nature. But Sheryl Hickerson took action to break down these barriers by creating Females and Finance.

With a community of over 4,100 members, her organization is revolutionizing the industry through its mission to make financial services a more welcoming profession for women. Hickerson’s unwavering dedication to empowering female professionals has forever changed the lives of many.

In this episode, Lara Galloway is joined by Sheryl to discuss how she has paved her way in this industry as an entrepreneur, networker, educator, and leader and how the community she built from the ground up is inspiring change.

In this episode, you’ll learn:

The inspiring story behind Females and Finance
The most significant voids in the industry and why addressing them is critical
Lessons learned from leading the community
Actionable strategies for supporting women in the industry
And much more!

Connect with Sheryl Hickerson:

Females and Finance
LinkedIn: Sheryl Hickerson

About our Guest:

An award-winning, international speaker on social and digital marketing strategies for financial services organizations, Sheryl Hickerson founded Females and Finance, a private online membership organization supporting women in financial services and financial technology. Their industry rally cry called The Fearless Pledge was introduced in 2022 to support the hiring, mentoring, training, and advancement of 100,000 women in the profession by 2025.

Membership today is more than 4,100 professionals with no signs of letting up. After 30 years in financial services, Sheryl has dedicated her professional life to promoting better networking and diversity initiatives within the financial services community.

Analogies are a powerful tool that can be used to simplify and enhance your clients’ understanding of complex subjects.

This week’s guest, a financial industry specialist, keynote speaker, and coach, Frank Maselli, shares the Harbor Pilot Paradigm — a memorable analogy he crafted that highlights an advisor’s role as a specialist guide for the retirement journey.

Listen in as Frank explains how the role of a harbor pilot, guiding ships through dangerous waters until they reach safe harbor, directly relates to the work financial advisors do for their clients. He provides a detailed overview of the analogy and resources for advisors looking to bring fresh and relatable perspectives to their clients and prospects.

In this episode, Frank delves into:

The importance of using analogies to effectively communicate complex financial concepts to clients
The benefits of using the Harbor Pilot Analogy
Practical tips and tools for incorporating the Harbor Pilot Analogy into workshops, seminars, and one-on-one client meetings
The origin of his inspiration for this unique concept
.…And more!

Don’t miss out on this valuable insight from Frank Maselli. Tune in now!

Resources:

The Harbor Pilot Paradigm
The Maselli Group

Connect with Frank Maselli:

LinkedIn: Frank Maselli

About our Guest:

Frank Maselli is a 3X best-selling author, award-winning keynote speaker, and coach in the financial services industry.

For over thirty years, Frank has helped thousands of financial professionals grow and enjoy their businesses with modern skills that resonate with today’s clients. His programs are founded on a deep expertise in human psychology, and he is renowned for his cutting-edge thinking and electrifying delivery.

Currently, Frank speaks nationally at every level, from branch offices to stadium-sized meetings. He also offers one-on-one customized coaching and serves as one of White Glove’s Premier Coaches.

Although the advisory business has been around for many years, the concept of true succession planning has not been. Many advisors treat it like an event as opposed to a plan, but the process must be thoughtful, deliberate, and focused on maximizing value and on the client.

In our latest episode, we delve into the importance of preparing for the eventual transition of leadership and how it can mean the difference between the continued success or failure of your business long after you step down.

Join us as we discuss succession planning with our special guest Phillip Ackers, an expert in the field with over 35 years of experience. Phillip, Founder, and Principal at Lakeshore Performance Limited will share his knowledge on the essential elements of a strong succession plan and the key steps advisors should take to ensure they maximize the value of their business.

In this episode, you’ll learn:

How to incorporate a comprehensive succession plan into your practice and why it’s crucial for long-term success
The importance of shifting away from a transactional approach
The consequences of neglecting succession planning and how to safeguard your business from potential risks
And more!

Connect with Phillip Ackers:

LinkedIn: Phillip Ackers
Phillip.ackers@lakeshoreperformance.com

About Phillip Ackers:

Phil is the principal and founder of Lakeshore Performance Limited – a company focused on helping firms and advisors address their key issues and challenges.

With over 35 years in the financial services industry, Phil has worked with firms and advisors in Canada and the U.S., helping them unlock their potential. Phil has worked with advisors focused on developing both their insurance and wealth businesses right through to those who are in the private bank.

Phil is a CPA and has his MBA, which assists in applying a pragmatic and business lens focused on creating efficiencies and profitability.

Women are accumulating more and more wealth at a faster pace than ever before. Despite this, a recent study shows that women are still vastly underserved in the financial community.

In this episode of the FAST podcast, our featured guest is Todd Fithian, Co-Founder, and CEO of The Legacy Companies, a revolutionary training and coaching organization focused on advisor growth. Todd discusses the psychology and strategies of client relationship growth, specifically with women investors, and how advisors can grow their business by leveraging the changing marketplace. Todd shares how advisors can effectively engage with women clientele, remove gender stereotypes, and empower women to invest more confidently.

Todd and Lara discuss:

The impact women are making on the financial landscape
What advisors can do to create a more supportive environment for women
Why focusing on women clientele is essential to your business
And more!

Resources:

The Legacy Companies
Simon-Kucher & Partners Study

Connect with Lara Galloway:

info@whiteglove.com
LinkedIn: Lara Galloway
White Glove
844-949-9497

Connect with Todd:

LinkedIn: Todd Fithian

About Todd:

Todd Fithian has nearly three decades of experience in the financial services industry. Following in the footsteps of three generations, Todd knew at an early age his calling was not only to work in the industry as an advisor but to work to improve it as well. A lifelong entrepreneur, Todd formed his own wealth advisory firm in Boston soon after graduating from college. In 1996 he joined forces with his late Brother Scott to form The Legacy Companies, an industry-leading training and coaching organization focused on advisor growth.

Today, as the CEO of Legacy, Todd provides the VISION and LEADERSHIP for his team. Under his direction, Legacy has revolutionized how advisors engage and serve their clients using Legacy’s trademarked approach that allows advisors to discover WHAT matters most to clients and WHY it’s important, before jumping into HOW to solve it. Fithian calls these Above the Horizon Conversations and has trained and coached thousands of financial advisors across the United States and Canada in deploying these approaches to drive measurable growth.

With the new SEC Marketing Rule in effect, online reviews will now play an influential and growing role in the decision-making process among consumers preparing to hire financial advisors.

In this episode hosted by Lara Galloway, featuring Brian Thorp, founder of Wealthtender, you will learn how advisors can successfully and compliantly get started with testimonial marketing to grow their business. Whether you’re SEC or state-registered, your questions will be answered with guidance on how you can make the most of this historic opportunity if you have the green light and suggestions on how to compete on an uneven playing field if you don’t.

3 Learning Objectives or Takeaways for Advisors from this Podcast:

The importance of establishing effective policies and procedures for testimonials and the tools and resources available to assist in their preparation
Understanding the pros, cons, benefits, and risks of collecting and promoting testimonials on various online review platforms, and/or your own advisory firm website
Gain practical and proven ideas for tactfully collecting and thoughtfully promoting testimonials to compliantly grow your business, including tips for delivering even more effective seminars and webinars

Wealthtender Promo:

When you visit Wealthtender as an advisor, you’ll find a lot of great information out there to learn more about the various benefits that are available to advisors in our community.

If you sign up with the code glove we’re happy to offer 50% off the first two months for any advisors that are listening to this podcast.

Resources:

Wealthtender
Enjoy 50% off the first two months when you sign up with the code: glove

Connect with Lara Galloway:

info@whiteglove.com
844-949-9497
LinkedIn: Lara Galloway
LinkedIn: White Glove
Twitter: White Glove
Facebook: White Glove
White Glove

Connect with Brian Thorp:

brian@wealthtender.com
LinkedIn: Brian Thorp

About Brian:

Brian Thorp is the founder and CEO of Wealthtender, an industry-leading digital marketing service dedicated to helping financial advisors get more clients online at an affordable monthly cost. Brian founded Wealthtender in 2019 after a 22-year career with Invesco where he led the US national account team responsible for wealth management firm partnerships representing over $100 Billion in assets under management.

On a personal note, Brian and his wife call Houston, Texas home, though their digital nomad lifestyle experiments have taken them to Mexico, Miami, and their next step — Santa Monica.

Not just any advisor can double their business in 3 years or less.

Are you willing to find out what it takes?

In this week’s episode, we sit down with industry expert and managing partner at Advice2Advisors, Dan Collison, to discuss what it takes for advisors to achieve this goal.

Dan shares a comprehensive look at the measuring tools used in vetting the advisors he works with and the methodologies top producers in North America have used to gain success.

Dan and Lara discuss:

Proven tools for measuring character strengths and grit
The 3 confidences of top producers
Setting a growth plan and the four methodologies of prospecting
The science of referability

Resources:

Website: Advice2Advisors

Connect with Client:

LinkedIn: Daniel Collison

About our Guest:

Dan has over thirty years of experience in the financial services industry, having worked for many years as a practitioner. His primary focus and passion has been on the education and development of financial advisors with a specific emphasis on ensuring a comprehensive, holistic approach to financial planning. Dan has developed and delivered hundreds of programs for training, mentoring, and coaching advisors of all tenure – using a combination of positive psychology coaching and goal-centered coaching. He regularly presents seminars and keynote addresses to prospects, clients, advisors, and management teams. Dan teaches Personal Financial Management in the MBA Program at Schulich School of Business, York University, and is the acclaimed author of The Financial Advisor’s Guide to Excellence, Carswell Publishing. His forthcoming book, Building Bigger & Better: Growth Strategies of Top-Producing Financial Advisors, will be out early next year.

As an advisor, what does staying top of mind mean to you?

By leveraging the power of marketing automation and targeted content, nurturing leads and engaging current clients has never been easier.

In this week’s episode, we have one of White Glove’s very own — Brigitte Gillis. Brigitte drives the growth and development of lead nurturing and client engagement programs at White Glove. These programs have been created to help financial professionals uncover more opportunities and turn prospects into clients — completely hands-free.

Listen to this week’s episode to hear Brigitte share marketing strategies to help you stay top of mind with your prospects.

Brigitte and Lara discuss:

The importance of strategic lead nurturing and client engagement
Why do prospects take specific actions and what do they respond to
Why she is passionate about understanding the needs and desires of her audience
How advisors can leverage marketing automation tools to convert leads

Resources:

White Glove Website

About our Guest:

Brigitte Gillis is a member of White Glove, and she has spent her entire career focused on consumer behavior. Brigitte drives the growth and development of White Glove’s lead nurturing and client engagement programs. She’s very passionate about helping advisors turn prospects into clients completely hands-free. Brigitte’s focus is finding her target audience, why they take specific actions, and what they respond to. She is passionate about understanding the needs and desires of her target audience and she excels at delivering the best in class user experience at White Glove.

Currently, Brigitte is working to design and build relationships through educational content to help financial professionals uncover more opportunities.

What does “being busy” mean to you? Being busy is worn by many like a badge of honor, but does it actually produce the results we set out for? Or, is there a better way? In this week’s episode, Lara brings on our guest Allyson Lewis, CEO and founder of The 7 Minute Life, a … Continue reading Busy Was Killing Me with Allyson Lewis (Ep. 3) →

Technology is changing the way advisors must communicate and connect with their clients. How are you keeping up with this growing digital-demand? We’re back with another episode of the FAST Podcast – Financial Advisor Strategy Talks. This week we’re featuring Larry Roth, White Glove’s Interim CEO and board member, a managing partner at RLR Strategic … Continue reading Advocating for Financial Advisors: A Talk With Larry Roth (Ep. 2) →

Welcome to the inaugural episode of the FAST Podcast — Financial Advisor Strategy Talks with Lara Galloway, head of advisor education programs at White Glove. This week, Lara highlights her years of experience as a trainer, educator, and coach while detailing her role at White Glove as a subject matter expert. Lara shares the firm’s … Continue reading Advisors, Get Ready to Learn the Tips You Need To Grow Your Business with Lara Galloway (Ep.1) →