The Profitable Advisor Podcast: Recent Episodes
Dan Cuprill, CFP
Each week million dollar fee based advisor Dan Cuprill, CFP shares his ideas to help other financial advisors build a profit based practice. Topics include automation, selling, marketing, client retention, succession planning, and the use of systems. For more information, visit Dan's blog, ProfitableAdvisor.com
What if your success as a business owner became the very thing that prevented you from enjoying your life? While many advisors focus on helping others navigate their retirement, they often neglect to consider their own. The recent death of Colts owner Jim Irsay is a sobering reminder that we need to prioritize our own future while helping others achieve their goals.
Today we’re challenging the hustle-at-all-costs mindset and asking the hard questions every business owner needs to reflect on honestly. Are you actually enjoying the rewards of your business? Do you know when your work becomes optional? And have you built your business in a way that lets you walk away if you need to?
This episode isn’t about quitting, it’s about building with purpose. This frank conversation is aimed at helping you stop deferring joy, design a practice that doesn’t own you, and make time your most valuable return. Because the clock is ticking, and you don’t want to run out of time with your best years still sitting on the shelf.
Here’s some of what we discuss in this episode:
⏰ The harsh reality of running out of time before you enjoy success
🚫 Why the "never retire" mindset might be a dangerous illusion
📉 The trap of building a business that demands your constant presence
📈 How to grow your net worth, even if your practice stops growing
💡 The real meaning of work-optional living for advisors
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Early in my career, I spent a lot of money on training and read a lot of books on the sales process to try to find the magical words that would get somebody to make a buying decision. There were plenty of struggles along the way, but over time, I discovered a method that I thought worked well. It’s basic and comes down to just one question, but it really is the most proper way to approach selling.
The answer reveals everything you need to know about whether a client worth taking on. I’ll break down the difference between “good” and “bad” answers, the dangers of onboarding someone who only cares about higher returns, and how this single question can save you from years of frustration. Plus, this question isn’t just for prospects but with current clients as well.
Here’s some of what we discuss in this episode:
🚫 Why “I want higher returns” is a red flag, not a reason
📉 How the wrong clients undermine your long-term success
🧠 Using the same question in client reviews to reset expectations
✅ Attracting clients who value peace of mind—not performance chasing
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
If your phone’s been ringing off the hook with client concerns about market volatility and tariffs, you’re not alone—and you’re not crazy. These market-moving events get the attention of even the most level-headed investors so how should you approach conversations during times like these? Let’s talk about how to actually address client fears without getting pulled into a political debate or emotional tug-of-war.
Look, I get it. This isn’t just about policy; this is about deeply rooted beliefs. Whether your clients are panicking because of who’s in office or what the headlines say, the key is not to debate—but to lead. I’ll walk you through what I’m doing in my practice, the message I’m sending to clients, and why staying calm, logical, and forward-facing is the most effective strategy we have right now.
Here’s some of what we discuss in this episode:
📞 What to say when clients call panicking over tariffs
🧠 Why debating politics with clients never works
📉 How to reframe volatility as part of the investing process
🧾 Tips for proactive client communication (email = good, video = better)
💬 The simple message I send when the market dips
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
If your phone’s been ringing off the hook with client concerns about market volatility and tariffs, you’re not alone. And you’re not crazy. These market-moving events get the attention of even the most level-headed investors so how should you approach conversations during times like these? Let’s talk about how to actually address client fears without getting pulled into a political debate or emotional tug-of-war.
Look, I get it. This isn’t just about policy; this is about deeply rooted beliefs. Whether your clients are panicking because of who’s in office or what the headlines say, the key is not to debate — but to lead. I’ll walk you through what I’m doing in my practice, the message I’m sending to clients, and why staying calm, logical, and forward-facing is the most effective strategy we have right now.
Here’s some of what we discuss in this episode:
📞 What to say when clients call panicking over tariffs
🧠 Why debating politics with clients never works
📉 How to reframe volatility as part of the investing process
🧾 Tips for proactive client communication (email = good, video = better)
💬 The simple message I send when the market dips
Check out Nathan’s podcast: https://thefinancialanswer.com/
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Today we’re excited to welcome on a close friend and fellow financial advisor to the show. Nathan O’Bryant is the founder of O’Bryant & Associates in Jackson, Tennessee, and someone who has found great success with Google Reviews. In an industry where client testimonials are heavily regulated, being able to benefit from the relationships you’ve built is very powerful.
Nathan joins us to share his remarkable success story that has not only enhanced his online presence but also attracted significant new clients to his practice. With 25 five-star reviews under his belt, Nathan reveals that he achieved this milestone without spending any money on marketing. Instead, he simply sent out a video to his clients, informing them of the opportunity to leave a review, and the results have been nothing short of impressive.
This episode will provide you with actionable insights on how to build and maintain relationships with clients, the importance of communication, and the undeniable impact of testimonials on business growth.
Here’s some of what we discuss in this episode:
- How Nathan started getting Google reviews from his clients when Tennessee began allowing them.
- When people search for a local advisor, Nathan is rising to the top of search results.
- The reason why Nathan replies and interacts with the reviews.
- Subtle ways to get clients to provide a review or give you positive feedback.
- If you run a good practice and you stay tight with your clients, it's going to work out.
Check out Nathan’s podcast: https://thefinancialanswer.com/
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
When markets are moving up and sentiment is strong, the financial media always points out the inevitable downturn. It gets more attention and attracts more eyeballs, but it’s still important to prepare for this even if you don’t know when it’s coming.
That’s why we want to talk about how financial advisors should approach these conversations and why it’s so important to communicate about what a down market will look like. But in doing so, we want to reframe some common misconceptions about market corrections and explain the significance of understanding market values based on demand.
As someone who has navigated the financial landscape for years, I understand the importance of preparing clients for the inevitable ups and downs of the market, and how to do it without using two words we don’t agree with.
Here’s some of what we discuss in this episode:
- Conversations we’ve been having with people who have anxiety over the election and its impact on the market.
- How to prepare your clients for the moment when the market will go down.
- Why we don’t like to use the word correction when explaining market movement.
- The reason why we don’t use the word overvalued.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
The start of a new year often sparks a desire to reset, refocus, and find better ways to manage our time and energy. If you're looking to kick off the year with fresh productivity strategies, this conversation is for you.
In this episode, I’ll share my tried-and-tested productivity hacks that have helped me streamline my work habits, stay organized, and maximize efficiency. Whether you're looking to transform your work life or find ways to get more done in less time, these tips are easy to apply and can make a big difference.
Let’s make 2025 your most productive year yet!
Here’s some of what we discuss in this episode:
- Waking up an hour earlier than you usually do
- Planning your day for productivity and avoiding distractions
- Mastering the use of the word “no”
- Not waiting for the “perfect” time to do anything
- Avoiding negative people and meetings
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
If you’ve followed my podcast for a while, you’ve heard me say I don’t recommend crypto to clients. That hasn’t changed, but we can’t deny the fact that crypto is growing rapidly. So, with this, how should you respond when a client asks, “Shouldn’t I be putting money in crypto?”
In today’s episode, I dive into this question by sharing my own experience investing $2,000 in crypto through Venmo. I’ll talk about what I learned, how it shaped my perspective, and the lessons it offers for understanding this volatile market. Then, I’ll share my thoughts on how to frame the conversation and navigate the hype responsibly.
Here’s some of what we discuss in this episode:
- My skepticism about crypto and first time investing in it.
- A $2,000 crypto investment that is now worth over $6,000.
- Being open with your clients about crypto.
- Advising interested clients to invest small amounts and to avoid constant monitoring.
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
As we move closer to a new year and into a new administration, advisors are looking for strategies to increase profitability in their practice. What we want to recommend today might surprise you, but I want to talk about why you might want to raise fees.
You’ve heard me talk about reducing fees for a number of years, but now I’m recommending the complete opposite. I’ll explain why in this episode, but keep in mind that I’m not suggesting you raise fees on your existing clients. Instead, we’ll highlight a few areas of your practice where you can start increasing fees and revenue immediately if you institute these practices right away.
The goal for every advisor should be to more revenue with fewer clients and that’s what we want to get you thinking about in this show.
Here’s some of what we discuss in this episode:
- Why you should never do any type of work for a client without charging.
- Low fees might actually be turning people away.
- Requiring clients to put all of their business with you.
- Different AUM fees setups.
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Today we want to get back into the basics of what we do and revisit some of the core concepts every advisor should be following. We began this show years ago to really dive into each of these principles and share strategies for achieving success in each of these areas.
Whether you’re a new advisor or someone who has been in the business for years, it’s important to refocus on the foundational principles for running a profitable business. Get insights on why your vendor is not your friend, the importance of prioritizing profit over revenue, and the value of working only with ideal clients.
Here’s some of what we discuss in this episode:
- Principle #1: Your vendor is not your friend.
- My financial goals when we started the business.
- Principle #2: Profit trumps revenue.
- Principle #3: Work only with ideal clients.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
What separates the people who are successful from the those who are not? The answer can be found in the power of our brain and subconscious mind, which has always been a fascinating topic to me. So often, success is all about mindset rather than being born with incredible attributes or natural ability, and our guest today has written a lot about that in her Renegade Mindset book.
Nina Cooke joins us today to give us a better understanding of the psychological barriers that can hold financial advisors back and talk about ways to overcome them. In the competitive world of financial planning, success often hinges on more than just market knowledge and analytical skills. By developing a strong mindset, advisors can better support their clients in making sound financial decisions.
Visit renegademindset.net to download a free copy of Renegade Mindset and gain access to the course we created with Nina. Don't wait until the new year to start making changes—take action now and make mindset a daily practice.
Here’s some of what we discuss in this episode:
- The ‘knowing-doing gap’ where people know they need to take action but fail to.
- How our childhood shapes our mindset.
- Understanding and mastering mindset is not only crucial for personal success but also for guiding clients.
- Daily mindset practice is the key to getting what you want
- Separating personal goals from business goals.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
I recently got back from a visit with a friend who went through cancer recovery and is now doing great. It was amazing to see how he changed his life, from the lifestyle he lives to the passion he has for the things he’s doing.
It took near-death experience to change his perspective on life, but it’s not much different than what many business owners go through. Health concerns often force people to pull back on the amount of work they’re doing to reduce the stress and strain. This is where the concept of a systems-based practice comes in. Finding ways to delegate tasks and optimize time is the way to maintain the business even when you’re not around.
Nothing prevents us from establishing these systems earlier but getting a dose of reality forces us to live in the present. That’s a lesson we can all benefit from. No matter what’s happened in the past, move on and focus on what you can control. Happiness is a choice, and you have that option as an entrepreneur.
Today we’re going to encourage you to ask crucial questions about yourself and your business. The goal is to prompt self-reflection and inspire action. We all have the freedom to choose where we live and work and we should all be taking full advantage of that freedom.
Here’s some of what we discuss in this episode:
- Examples and stories of people that have been inspired this conversation.
- Why finding a great place to live is so important for happiness.
- How to establish a systems-based practice.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Have you ever heard of a benevolent dictatorship? This is a system where one person at the top makes decisions with kindness, care, and wisdom. While we might never see a benevolent dictator in government, this model can be incredibly effective in business. In today’s episode, we’re going to discuss why advisors need to lean into this effective form of leadership.
Time and time again, I see advisors struggle with decisive leadership, seeking feedback and approval from their staff members or spouses who don't work in the office. It’s important to remember that everyone is motivated by self-interest and that your employees and loved ones will never view your business the way that you do. This doesn’t mean that asking for ideas is a bad thing, but you shouldn’t base any of your decisions on what you think their reactions are going to be.
Remember, it's impossible to do the right thing while making everyone happy. Be kind, but be stern, and make decisions with the best interest of the business at heart. Click play to learn more about how this model can be an absolute game-changer in your business.
Here’s some of what we discuss in this episode:
- The benefits of benevolent dictatorship in business leadership
- Common challenges advisors face with decision-making and seeking approval
- The differences in perspectives between business owners and employees
- Making decisions based on business priorities rather than anticipated reactions
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
For those that don’t know, I volunteer at a local animal shelter near my house and spend time walking the dogs there. While this non-profit does tremendous work in the community, it doesn’t always operate very effectively as a business. That reminds me very much of the challenges that we see as advisors and there are some real insights that can carry over to what we have to deal with.
Today we want to share insights from his recent experiences at a local dog shelter and how they relate to the challenges faced by financial advisors. Let’s discuss the importance of effective volunteer recruitment, the parallels between running a non-profit and a financial advisory practice, and the necessity of constant marketing and client qualification.
Here’s some of what we discuss in this episode:
- The importance of effective recruitment and finding the right people.
- Marketing strategies to help you attract clients.
- Why you don’t want to treat every prospect the same.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Today we want to get into something that’s been a big part of our practice and should be an excellent opportunity for advisors in the future, especially if you’re in your 30s or 40s. What we’re talking about in this episode is buying a practice, which we believe is the quickest way to have instant revenue.
But it’s not without problems, which we will also discuss. So we’re going to share with you how the process works and breakdown our approach to buying another practice. There are plenty of financial considerations to sort through and weigh, and this episode will give you an idea of what we’re paying the most attention to.
We want to provide you some insights because we’ve been involved in a number of these as the acquirer but we’ll eventually be on the other side as the seller.
Here’s some of what we discuss in this episode:
- Why buying another practice can create a great opportunity and could do so without a lot of risk.
- How you should structure the deal.
- What should you pay attention to when you’re acquiring a book of business.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Are you a financial advisor dreaming of the day you can step back from the daily hustle and still ensure your practice prospers? Succession planning can be a challenge for advisors because few of us can really articulate what it is that we do on a daily basis that would allow someone to run the operation for us, and that makes it hard to step away.
This is something I’ve had to do recently with my son, Wes, and we’ve identified seven areas that he has to be a master in before the torch can be passed effectively. That’s what we want to share with you in this episode. Let’s go through these seven things you need to do if you’re thinking about life after your business and hopefully shed some light on an area of planning that will be useful.
Here are some of the things we will discuss:
- Know your numbers
- What you need to know about each of your clients.
- Understand staffing and what your business requires.
- Have a marketing system in place.
- Your replacement needs to be trained and knowledgeable.
- Understand the requirements for compliance.
- Have a strong knowledge of your partner companies.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Fear is a very powerful emotion and it can hold us back from reaching our potential personally and professionally. I started thinking a lot more about this after a trip to Arkansas where I spent some time with business partners to share ideas on growth.
That’s why I invited Nina Cooke, author of Renegade Mindset, back to the show to help us work through this issue that plagues so many advisors and business owners. Fear can be a formidable foe and Nina has helped many people overcome these barriers to find success. We’ll dissect the roots of fear of failure and aim to arm you with the mindset needed to make bolder, more informed decisions.
Here’s some of what we discuss in this episode:
- Why fear becomes such an easy excuse for business owners.
- Every advisor has to work through mistakes and failures to achieve success.
- How do we help people overcome this fear of failure?
- Are you going to be content by not trying new things and stepping outside of your comfort zone?
Get Nina's Book:
https://www.ninacooke.co.uk/
http://ninabook.org/
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
The very nature of the weather has always been like an investment portfolio in terms of unpredictability, and all the cold weather we’ve been dealing with to start 2024 has us thing about that. You could very easily use the weather to explain how a client’s portfolio is going to work over time and how you can prepare for that.
That’s the basis of today’s discussion, which is about a habit that many advisors have. They sell off their software using products like Riskalyze, which seems to work very well up front but presents challenges with long-term retention. I’ve been asked why I don’t use software like this so I want to provide you some insights on that in this episode.
Here’s some of what we discuss in this episode:
- Why I have a problem with risk tolerance questionnaires.
- The problem that you face when using these programs to match their portfolio to risk tolerance.
- How we suggest approaching portfolio management and the conversations with clients about why you’re building it that way.
- The price for the upward is the occasional negative.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
As we turn the page on another new year, we hope you are excited about the start 2024 and focusing on hitting new milestones in your practice. Now, we know that people like making resolutions to start January, but resolutions are a bit silly when you think about it. If you want to make improvements personally or professionally, why wait for a new year to begin.
But we all go through these exercises and the results are almost always the same. Unless you truly want to make a change in your life, you’ll abandon these resolutions each and every time. The reason so many people fail to accomplish their resolutions is they don’t truly want change.
So let’s talk about some things you can do to make your life better, not just this year, but every year moving forward. We’ll share our own ideas and experiences that can hopefully help you both personally and professionally in 2024 and beyond.
Here’s some of what we discuss in this episode:
- Where Dan stands on faith and how he’s changed drastically through his life.
- Small steps you can take to improve your life each day as it relates to faith.
- Fitness tips that Dan has applied to his life that are easy to incorporate into yours.
- Develop a profit-based model to grow revenue and help you achieve the lifestyle you want.
- Focusing on niches, technology, staffing, and entrepreneurship for your business.
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Women are different than men and what they value is different as well. That’s particularly true when it comes to financial services. For a long time, our industry has done a poor job at addressing the needs of women and have catered to men (and still do to a large extent).
What can you do to change that and become an effective marketer to women? Let’s talk about target marketing and developing your strategy around a certain audience. It’s not earth-shattering to hear that it works, but enough people don’t do it well and we want to help you change that.
We’ve discussed the reasons for focusing on a specific niche with your financial business, and women can and probably should be a priority for you. Women are positioned very well to benefit from the massive transfer of wealth that is happening with the Baby Boomer generation and will need help with managing that money. Many of these women will change advisors and move away from the person their husband had been working with to someone they’re more comfortable with. So let’s talk about how to make sure you’re marketing to women effectively and growing your business around this critical demographic.
Here’s some of what we discuss in this episode:
- Why financial success often causes relationships in a family to deteriorate.
- Why we feel marketing to women is more important than ever.
- The different types of marketing mediums you should lean into.
- Should you still be doing seminars along with webinars?
- Have a story that people can connect to.
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Today we’re going to dive into a common dilemma faced by many financial advisors. What should you do when clients notice that cash is outperforming their portfolios? Do you give in to temptation? Do you shift everything to a guaranteed fix like an annuity, park it in cash, or adopt a market-timing attitude? The choices are numerous, and the pressure is real.
Listen in as we explore the complex terrain of client expectations, market unpredictability, and the timeless wisdom found in historical market patterns. Dan will share his approach to communicating openly with clients, acknowledging their concerns, and encouraging a long-term perspective.
Here’s some of what we discuss in this episode:
- What factors should financial advisors consider when deciding whether to recommend a shift to cash or other investment vehicles?
- How does age and risk tolerance play a role in determining the best course of action for clients?
- How can advisors communicate effectively with clients during periods of market volatility?
- While cash may outperform in the short term, abandoning equities or chasing returns is not a sustainable strategy.
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
As technology continues to improve and the next generations get more comfortable with doing their own planning, the financial advisor profession will likely begin to shrink in the coming years. That doesn’t mean there’s not a future in the industry, because those who remain standing will likely be very successful.
What it does mean, however, is that people will need a good reason to work with an advisor instead of doing it on their own, and that’s where finding a market niche comes into play. We continue to hammer home this message because of how strongly we feel about industry shift, and we’ve brought on guests with different specialties to find out how successful advisors are leaning into their niche.
Today’s guest has carved out an incredibly important focus, and that’s serving women more effectively. This is the largest segment of the population and women are set to inherit two-thirds of the $30 trillion being transferred by baby boomers. She educates financial professionals around the country on how tap into the women’s market and transform their practice, and she’s going to share a little of that wisdom with us in this episode.
Here’s some of what you’ll get out of this episode:
- You can’t become exceptional by being a generalist so you need to find your differentiator.
- How the decision to introduce women’s events in her business changed the entire trajectory of the company.
- Why many advisors struggle to market properly and build a connection with women.
- Why she feels like the first meeting is where you should focus on changing your approach to give women a different experience.
- When you serve women with intention, you’ll organically grow through referrals.
- The coaching program she’s put in place to benefit advisors and what she helps you with.
About our guest: https://lifewitharwen.com/
Take advantage of her free training: https://nextleveladvisors.co/becker-free-lessons/
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
In this episode of the Profitable Advisor Podcast, Stacey Brown Randall, a renowned expert in generating business referrals, joins Dan to discuss the importance of generating referrals without directly asking for them. Stacey emphasizes the power of referrals and why a different approach is needed to cultivate them effectively.
Throughout the episode, Stacey provides valuable insights on building a referral system and maintaining meaningful connections with referral sources. She emphasizes the need for personalization and gratitude, highlighting the significance of staying top of mind with referral sources throughout the year.
Stacey also shares strategies for creating multiple touch points and engaging with referral sources to establish strong and lasting relationships. Financial advisors looking to grow their businesses will find Stacey's expertise invaluable in generating consistent business growth through referrals. By implementing the strategies and ideas discussed in this episode, advisors can leverage the power of referrals without directly asking for them, ultimately increasing their referrals and business success.
Additional Key Points From This Episode of The Profitable Advisor:
- Uncover the benefits of focusing on unrequested referrals, exploring their potential to foster authenticity.
- Master the motivating factors behind common referrals, preparing you to harness these natural occurrences.
- Realize the risks associated with asking for referrals explicitly, illustrating how your professional image could be impacted.
- Learn to create a scientifically backed referral system that concentrates on trust, social interactions, and the principles of behavioral economics.
- Grasp the value of a methodical, tailored strategy in maintaining contact with referral sources and building powerful relationships.
About Stacey:
Stacey Brown Randall is an expert in the art of obtaining referrals without resorting to direct requests. As an author and speaker, she stands as a beacon for change in an industry where direct asking for referrals is often seen as the norm. Notably, she is behind the seminal work Generating Business Referrals Without Asking. This highly regarded book lays out a unique yet highly effective five-step process to build an explosion of referrals within any industry.
Stacey’s Website: https://www.staceybrownrandall.com
Stacey’s Book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: https://www.advisorarchitect.com/
When you work with a number of advisors around the country, you get to see some of the common mistakes that people often make in this profession. As we spend time with some younger advisors, we’ve found that there are a few things that we keep pushing because of how important it is for the business.
Today we’re going to share these three key mistakes and explain why we feel so strongly about each of these strategies. We’ll talk about investment philosophies, having the conviction to ask for 100% of your client’s money, and picking a target niche like we’re shifting towards for our business.
If you aren’t doing each of these things, now is the time to start taking the steps to make it happen.
Here’s some of what you’ll get out of this episode:
- Why so many people fail to have a clear investment philosophy and why that hampers your success.
- Why you continue to focus your energy on getting 100% of the money from your client.
- Pick a target niche because the generalist is getting replaced more and more thanks to technology.
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
If you listen to this show enough or read a lot of what we write, you know that we believe strongly in advisors striving to be the go-to for their given niche. If you’re not doing that, you’re going to be competing against larger corporations with a lot more money, and they’re going to own the generalist market.
This is something that will continue to become a bigger and bigger issue, which is why we emphasize this time and time again. We’ve been rolling out guests on this show to get inside the minds of advisors who have found their niche and created a successful business around it.
We’re going to continue that theme today but the focus is starting off with a powerful piece of marketing material. We’re talking about writing a book, which might seem overwhelming to many. But our guest today, Mike Capuzzi, wrote a book that really changed the way we do things in our office a few years ago, and we’re going to discuss the process he’s mastered for helping business owners write short books designed to get customers.
Here’s some of what we’ll discuss on this episode:
- Mike’s background and how he started his consulting company and helping business owners publish. (5:15)
- Why having a book is so important for growth and long-term success. (9:16)
- How you need to structure a book. (13:02)
- Just writing the book isn’t the key to getting clients. This is… (20:35)
- The strategy for marketing and utilizing the book. (24:41)
- Leveraging the power of other people’s clients. (32:42)
Get the Shook Magic Kit: https://mikecapuzzi.com/magic/
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
The centers of influence model for advisors is great in theory but we’ve found that it’s often a one-way referral relationship. The idea of going after accountants and CPAs to bolster your business isn’t as beneficial as you might believe. That’s why we’ve been strong proponents of finding a target market niche and becoming your own center of influence.
Whenever we’ve found someone who does this well, we’re quick to reach out to them and try to interview them to learn more about their process. That’s why we’re introducing you to Jessica Goedtel, CFP®, EA today. Don’t pay as much attention to her target groups because any niche can work. Instead, we want you to see the power of this approach and how she’s done it so well in a virtual environment.
Here’s some of what we’ll discuss on this episode:
- How she decided to target legal sex workers. (3:17)
- How she uses her niches to drive more business. (5:37)
- The way she separates herself from other advisors. (8:53)
- What are the planning needs for the sex worker? (9:13)
- Her appointment process for virtual meetings. (19:40)
- The fee structure she uses for her planning business. (22:56)
- What criteria is good to use to identify a niche that might work for your business? (26:00)
- Why she felt it was important to be very niche oriented? (32:19)
About our guest: https://www.pavilionfp.com/
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
If you’re like us, there are things you do that you really wish you did differently. This manifests itself all different forms - diet, exercise, the amount of reading you do, or the changes in your practice you just can’t get around to doing. For whatever reason, these things are difficult to stop. As the old saying goes, “Old habits die hard.”
But there is a science to changing your ways and breaking those habits you’ve fought to get rid of. Today, Dan wants to share his personal experience following a very specific behavioral technique and the success he’s seen because of it. This is something we’ve used with clients over the years and want to share it with you in this episode.
Here some of what you'll learn in this episode:
- The story behind why Dan wanted to change a habit with wine and alcohol. (1:32)
- The app used to help plan out the week and encourages accountability. (3:46)
- Applying this approach to other habits you want to change. (8:34)
- How to implement changes in your practice. (9:56)
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
We had the opportunity recently to buy a practice, which we encourage advisors to do because it’s a great way to grow your business. But you have to go into this process knowing it won’t be a 100% fit.
When you inherit another advisor’s practice, you’ll be getting clients that might have been a great fit for the previous owner but not so much for you. Part of taking over the new practice is taking the time to get to know them to find out how you’ll be able to help them. Some people in that group might end up being ones that you don’t want to work with long term, and you need to make those decisions.
So how do you figure out if someone is a good fit for your practice? We’ve put together a short list of questions you should be asking every new prospect to determine whether or not you want to bring them on. The answers to these questions will help you identify some possible red flags that could come up down the road. By asking these now, you can filter out the clients that might not be ideal for your business and continue maximizing your growth and having the balance you strive for.
Here are the questions we’ll discuss in this episode:
- Why do you feel you need an advisor? (3:01)
- What are you going to do the next time the market or your statements drop 15-20%? (6:38)
- What role do you want me to play in working with you? (8:25)
- Why these questions are so important for your business. (9:54)
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Today we want to address something that we feel very strongly about and that’s the future of our profession.
It’s time to start worrying about where we’re headed. We’re in a position much like Blockbuster was in 15 years ago. The world changes very rapidly and technology allows us to change the way we consume information and how we interact. If a business doesn’t evolve with the times, then it risks no longer being useful to consumers.
The reason financial advisors might be in jeopardy is that we don’t offer anything that someone can’t get online. We came across a stat recently that said 20% of people use a financial advisor, which isn’t surprising because you don’t have to go through an advisor to build a financial plan like you had to decades ago.
So what does this mean for the future? We still believe strongly that there will be financial advisors 30 years from now and the ones that remain will be very successful. In order to survive, you have to counter automation by becoming a specialist. The best type of specialization is finding a sector in the marketplace to zero in on.
In this episode, we’ll give you some simple strategies to accomplish this along with telling you how we’re going to help three advisors become specialists this year.
Here’s some of what we’ll discuss on this episode:
• Why I feel so strongly about dogs. (1:10)
• Why Dan is worried about the future of the profession. (4:57)
• What will it take to survive in the financial industry? (6:59)
• What do you need to learn about your specialty? (12:58)
• How do you position yourself to be the expert for that profession? (14:11)
• What to do if you’d like to be considered as one of three advisors we help accomplish this. (16:59)
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Have you ever heard the political phrase, “Never let a good crisis go to waste?” That’s probably been attributed to a few different politicians through the years, but the underlying message is still the same.
In a much more benign sense, a financial advisor can also take advantage of a crisis to market their services. When things get uneasy, people are looking for help putting their mind at ease. We know that emotions often drive decisions and inflation is a driver of emotion.
That’s why inflation is providing advisors with the perfect opportunity to motivate people to act. For many years, retirees have been able to ignore inflation with their investment decisions. Now that inflation is up over 6%, you should be using this as the message to make sure people understand it could cause a retiree to run out of money if not prepared.
If you aren’t sure how to capitalize on this moment, listen to the podcast today to get some direction. We’re also happy to sit down and discuss it with you directly if you want to book a chat.
Here’s some of what we’ll discuss on this episode:
- We see examples of how using a crisis for gain frequently. (1:10)
- Why inflation is the crisis financial advisors can find an opportunity in. (5:13)
- Most people aren’t taking inflation consideration into account when they first meet with an advisor. (5:25)
- What history has taught us about the government and inflation. (10:55)
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
As we begin another new year, it’s natural to start thinking about goal-setting and ways that we can improve the business in 2023. Even if you don’t really care much for resolutions, putting some steps in place will allow you to measure and track your progress.
We spent some time in recent weeks looking ahead to the new year and thinking about the areas of importance, and we’ll use this episode to share five useful action items that we will implement or have already implemented to help elevate your business in the new year.
Here’s some of what we’ll discuss on this episode:
- Why you should improve your wardrobe and how to do it. (2:28)
- Start creating personal and business budgets for yourself. (5:13)
- Nurture your prospects by communicating regularly. (7:53)
- Re-evaluate who you’re working with and fire a client if you need to. (9:13)
- Find your niche this year so you can position yourself to become THE advisor in that niche. (10:36)
Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
As financial advisors, a lot of us don’t like to think of ourselves as someone who works in sales. But if you own any business, then you are in sales because without customers, you don’t get to do what you do.
What we’ve learned through the years about sales is that what makes it work well is having a system, and we’ve tried many different types. Maybe the simplest system we’ve come across is the one by Dan Solin. Today we’re going to share a conversation we had with Dan which focused on his book Ask: How to Relate to Anyone. This interview is one we feel is mind-altering and can provide you with a great perspective on what it takes to be successful selling your business to clients.
Here’s some of what we’ll discuss on this episode:
- What’s the easiest way to get somebody to like you? (3:57)
- The distinctions between introverts and extroverts and how it affects sales. (5:47)
- What’s the best way to approach introverts and not waste time? (6:07)
- Why it’s important to understand attention spans during the sales process. (17:03)
- Why you need to move away from being the most interesting person in the room to becoming the most interested person in the room. (24:14)
Learn more about our guest: https://danielsolin.com/
Get Dan's Book: https://www.amazon.com/Ask-Relate-Daniel-R-Solin/dp/0974876321
Schedule a meeting with Dan Cuprill: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
It’s that time of the year when you should start thinking about plans for the new year, but trying to set goals for an entire year isn’t the best approach.
When you set goals for a year, it’s very easy to forget about them over the course of 12 months. But if you can break that down into three-month periods, it becomes much easier to track and you’ll find it will stay top-of-mind.
Today we’ll share our approach to planning that we’ve found helps ensure we always hit our profit goal. We’ve been big believers for some time that established advisors should be setting profit goals instead of revenue goals because profitability is what we’re aiming for. So to help you hit those goals in 2023, we’ll give you five action steps for the new year.
Here’s some of what we’ll discuss on this episode:
- Start the first quarter of the year by creating a budget. (2:10)
- Adopt the profit-first methodology. (4:28)
- Why you should charge fees in 2023? (6:07)
- Focus on managing all the assets for your client. (8:49)
- Improving the first impression you make. (10:08)
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
So much of our efforts as financial advisors are focused around getting new clients. From marketing to selling, you have to be able to attract clients to have a business so it is an integral part of what we do.
Sometimes, though, we make it so important that we’re willing to put up with a difficult relationship just to maintain a client. At some point, we have to make some tough decisions like when is it no longer worth it? No one wants to lose money, but there comes a point where the revenue you’re receiving pales in comparison to the grief you’re having to put up with.
Today we’ll explain the situations where we determine it’s best to end a relationship with a client and why you should be considering doing the same.
Here’s some of what you’ll learn on this episode:
- The first reason we would fire a client is when they fail to follow the plan. (3:10)
- Why unrealistic expectations might lead to you being fired so is it best to take that action first? (7:07)
- Clients are occasionally just bad people and not worth the time. (8:48)
- How do make up for the lost business when you fire a client? (10:54)
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
We were talking with an advisor who's in our program recently and the topic of assets under management came up because he felt stuck on a rather modest number.
So it got us thinking about this issue and what keeps an advisor from the growth that they want to see. It's not your marketing that's driving whether you have a lot of AUM or annuity sales. It's you who drives and we'll explain why that is on the show.
Here's some of what you'll learn on this episode:
- Why you get what your business is set up to get. (2:06)
- Your client doesn't care about products. They want solutions. (2:58)
- An example of an advisor who shifted to stocks and bonds over annuities and insurance. (3:45)
- Why YOU drive your business, not your customer or marketing. (6:19)
- Making the transition in your business to improve lifestyle. (8:37)
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Wanted to do everything he could on his bucket list during his 60s because he didn't think he'd have the energy and ability to do as much in his 70s based on what he had seen from family and friends.
This is why we like to push advisors to build their business in an entrepreneurial way so that the day-to-day still rolls along while you get a chance to enjoy your life and check off some of these items.
Now, as we talk about ways to build the business, we want to shift our focus now to live events as a marketing tool. With the world going back to a relatively normal routine after the pandemic shutdowns and slowdowns, the opportunity to get back in front of people is front and center again.
We have put together a list of eight rules, that if you follow, will make you a very successful marketer when it comes to live events. In this episode, we'll share a few of them with you and explain why they work.
If you want to get all eight rules, subscribe to our newsletter and we'll send them out to you this month.
Today's Key Points:
0:39 - What a client told us years ago that still resonates
1:37 - Dan's 'bucket list' goals
3:58 - Post-pandemic marketing
6:41 - Create your own list of prospects
9:56 - Ways to build your list
14:24 - Always charge to attend your workshop
17:15 - Be honest
18:58 - Final thoughts
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Have you ever had someone show up at your office to get your advice? They might even be willing to pay for advice. But that same person isn't willing to let you manage their money because they feel like it's something they can tackle on their own.
If you haven't experienced this yet, you likely will soon because it's becoming more common. With more and more information available, it has become easier to do on your own so it's important that advisors adjust to these changes happening in the financial world.
So how do you remain profitable by only providing advice? The key to long-term profitability is recurring revenue, but how do you do that if you aren't managing investments?
Let's explore this question and discuss the optimal service to provide these prospects.
Today's Key Points:
1:58 - Adjusting to the changes in the world
4:08 - What's the optimal service?
5:33 - The fee charged
7:57 - The planning process and expectations
11:34 - Providing value every quarter
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
Nearly every investor has some amount of exsposure to the stock market, and that likely means clients have questions when things start to drag. That's to be expected in this current investing environment so what should you be telling people that want to know how to react?
On this episode of the Profitable Advisor, Dan will tell you how he approaches the conversation with clients and what key points he likes to get across to those that are worried.
If history is any guide, we'll find our ways to navigate these choppy waters. We always have and we always will, but that doesn't mean there's not some pain and discomfort along the way.
The number one concern we have as advisors is protecting clients. Sure, there might be negative returns that happen year to year. But what we're worried about is making sure you don't run out of money in retirement and the returns in the short-term aren't a big deal in the grand scheme of things.
If you struggle at all with having these conversations or just want to hear how other advisors handle bad markets, check out this episode and keep an ear out for the key points below.
Today's Key Points:
1:33 - What we're talking about today
2:54 - Market declines aren't bad news
5:22 - Markets are not linear
7:21 - Already factored into planning
8:47 - Discomfort in early stages
10:34 - This is normal
12:44 - So what?
Schedule a meeting with Dan: http://bookachatwithdan.com
Read more and get additional financial resources here: http://renegadeadvisor.net
One of the hardest things to is actually one of the easiest. Sounds strange, right?
Today we'll talk all about writing a book, which can seem like an overwhelming task for a financial advisor. We hear from people all the time that want to do it but have no idea where to start. This show will change that.
We won't get into the mechanics of publishing a book on this episode. Instead, we'll focus on what the book should say and why it's so easy to do. We're going to take you through the outline for doing this so make sure you take notes along the way. You'll want to reference this later when you sit down to start your book.
Since learning the process we'll share today, we've written four books including an entire book on a single airplane flight. So settle in, grab your notepad, and let's get started.
Today's Key Points:
1:40 - The goal for this episode
3:47 - Cover and title
7:49 - Add an offer
9:45 - Testimonial page
10:20 - Next sections
11:12 - Forward page and who should read book
12:20 - My promise to you
12:53 - Introduction
14:36 - The chapters
17:10 - Sales section
19:38 - Final thoughts
Read more and get additional financial resources here: http://renegadeadvisor.net
Schedule a meeting with Dan: http://bookachatwithdan.com
The goal for every advisor should be to manage 100% of your client’s money but that might seem easier said than done. The truth is that having the right approach with prospects makes it a logical decision to place all of their confidence in the work you do.
On this episode, Dan will share his process for meeting with clients and setting expectations. This ‘co-design’ approach doesn’t just provide prospects with a clear understanding of your planning philosophy, but it also helps them see why it also makes the most sense for their retirement. We’ll also share the five areas that you’ll want to make a part of that co-design process.
Hopefully by the end of the show, you’ll have a clear vision for how to achieve this goal of managing 100% of your client’s money. If you have any questions, you can get on Dan’s calendar by visiting BookaChatWithDan.com.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Why you don’t have to work with more affluent clients.
- Explaining what we mean by requiring your clients to put all their money with you.
- What you should ask your clients before they even begin working with you.
- The ‘co-design’ process and how to explain that it’s illogical to not have all of your money with one advisor.
- The five areas that you want to take the co-design approach with a client.
- Why you need to be a holistic advisor to get 100% of the money.
- What your marketing plan should be for this year.
For more on this topic and other strategies to growing your business, join us over at AdvisorArchitect.com
Here is today's show rundown:
0:45 – Equity markets responding to major events
1:45 – Affluent clients
3:22 – What I mean by ‘require’ 100% of money
5:41 – Show them why it’s illogical to not have you manage it all
9:18 – 5 areas to co-design with a client
10:18 – Talking with your client
13:34 – Holistic advisor
14:30 – Your marketing plan for this year
15:32 – Tools you need
Today we want to spotlight one of the first people to enroll in the Renegade Advisor program. Not because of that early relationship but because he’s incorporated many of the strategies we talk about and his success is taking off.
Ryan Fleming, MBA, RICP, CRPC has an incredible story as a former college football player and graduate of the Air Force Academy. He identified this niche and went all in on working with pilots. The business was profitable early on but the real growth came when he began trusting the marketing strategies we discuss all the time.
We asked him to join the podcast to share his journey as an advisor. Along the way, we expect you’ll pick up a few things that you can use in your own practice.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- How he started reaching out to pilots and carving out this niche.
- His marketing systems and when it all started to click.
- What ways is he marketing his kit to pilots?
- The main things that held him back early on
- Uncovering landmines with prospects and how Ryan stays rigid to his approach as an advisor.
- Keeping the emotion out of your meetings with prospects.
- Generating referrals after taking a more holistic approach.
For more on this topic and other strategies to growing your business, join us over at AdvisorArchitect.com
What we discuss in this episode:
0:45 –Background on our guest
2:10 – His credentials
3:38 – Decision to work with pilots
5:30 – Spending money to market
9:38 – Two things that held him back
12:00 – His rigid approach as an advisor
16:57 – A more holistic approach
19:38 – Writing a book
22:40 – Client appreciation event
25:22 – Growth
28:37 – Recapping everything we’ve discussed
It’s that time of the year when vendors are having their meetings and that means you need to understand what you’re walking into.
The vendors want your business and they will do what it takes to keep you on board. Since they’re essentially in the commodity business, they have to come up with reasons to convince you otherwise. One of the ways they do this is to create a Financial Advisor Hall of Fame to provide you with perks and highlight the work you do. This can and should feel great, but it’s a tactic they will use to keep you locked up and make you keep pushing for these benefits.
But it doesn’t always make sense to keep pushing to grow and chase this hall of fame when it comes down to the bottomline of your business. And that’s what it’s all about, right?
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- What really is vendor?
- The ways in which they can try to convince you can be cultish.
- Vendors creating a hall of fame to entice you. Be aware of this tactic.
- Why adding to your team and bringing on more staff doesn’t always mean more money.
- Hear about four Renegade Advisor members that had great success and how they did it.
- Understand what’s at play when you go to these vendor meetings.
For more on this topic and other strategies to grow your business, join us over at AdvisorArchitect.com.
Show rundown:
0:55 – Vendor meetings
2:21 – Cultish behavior
4:22 – Financial Advisor Hall of Fame
6:08 – We’re running a business
7:37 – Four successful Renegade Advisors members
12:16 – Is it worth the time commitment
With the new year beginning, we hope you are as excited about the future of your business and what you hope to accomplish. With 2022 arriving, we’re always looking for ways to improve ourselves and our bottom lines, and that’s why we choose today’s topic.
Financial advisors are often wondering whether or not they should get a coach. Will it really help elevate your business? Can you see the impact?
Let’s talk about that question and work through why it could be a tremendous business development investment. Coaches make an impact on many different aspects of life and finance is no different so if this is something you’ve been considering, you’ll want to hear today’s show. Find out what you’re looking for, what makes a successful program, and why coaches aren’t for everyone.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Trying to accomplish all types of goals in life is achieved more often with the help of a coach.
- Why a coach isn’t the answer for every financial advisor.
- A coach should have experience and a background in the area you’re looking to get help with.
- Whatever you choose, it should have materials that allow you to work and learn on your own along with face-to-face meetings.
- Don’t bankrupt yourself paying for a program.
- Great programs should have stages that allow for beginners to experts
What we discuss in this episode:
0:55 – Finishing out 2021
2:45 – Do you need a coach?
4:40 – The primary motivator for having a coach
5:19 – Having a coach isn’t for everyone
7:10 – Your coach should have a background in the area you need help
9:40 – Necessary materials to learn on your own
12:44 – Find something affordable
14:03 – Stages to a program
We’re going to get a little political today but not in the way you would think.
You might expect a show with criticism about judgment, but that’s not what this episode is about.
The truth is the new administration in Washington D.C. has given financial advisors a lot of great opportunities to grow their business, and as a result, you should be ramping up your marketing efforts. Now, this isn’t a discussion about whether or not we agree with the current policies. It’s about leveraging the current environment to generate revenue for yourself.
We’re going to use this episode to lay out a simple strategy for how to address the issues at hand and then provide a system to people that will help solve those problems. There’s a lot of fear and concern from Americans right now and proper planning can help ease many of those financial worries. That’s where you come in.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- The story behind the one and only Democrat that Dan has voted for.
- The reality of inflation and how to market around that issue.
- You want to appeal to what could be a worry or concern for your prospect.
- Why you should be talking about the news of the day.
- What questions you can ask at workshops
- Why you need to have a system in place
For more on this topic and other strategies to grow your business, join us over at RenegadeAdvisor.net.
1:19 – Background on Dan’s political beliefs
3:29 – The marketing opportunities created by President Biden
4:14 – Inflation
5:42 – How to market around inflation
9:11 – Take advantage of the news of the day
12:19 – Questions to throw out at workshops
15:45 – Are you lacking a system?
17:56 – The takeaway from this topic
What can a financial advisor learn from their doctor? Well, the way we interact with our clients should resemble the way a doctor treats their patients. We are the professionals and we have to be able to communicate to our clients what is best for them, as a doctor would do for your health. On today's show, we will go over 5 things we can learn from our doctors that will make us better financial professionals. You need to understand why your prospective client is coming to you. During a doctor's visit, they would ask you "Where does it hurt?" The same thing applies to your client's financial plans. Why do they need an advisor? Where do they feel they need help in their plan?
Don't make recommendations until your client agrees to a whole holistic study of their finances and financial plan. You can't tell a doctor to just check one part of your body. You are an expert in your field, as a doctor is an expert in their field. The client needs to trust your recommendations and process!
We want to be clear and confident when we are working with prospects and clients. You are getting paid for your service and your expertise. It's okay to tell clients no and to give them your honest opinion for the health of their financial plans. The more you start saying no, the more people will start saying yes to your recommendations.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- What questions do you need to be asking your prospective clients?
- Why do you need to provide a holistic opinion to your clients?
- Get paid for all of your time.
- Don't get lost in the details.
- Learn how to say no when you need to.
For more on this topic and other strategies to grow your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
2:53 – Where does it hurt?
5:20 – Examine fully
6:44 – Getting paid for nothing
9:53 – Don’t overdo the science
11:37 – Willing to say no
You’ve probably heard many times that authors have credibility. Even if the books aren’t well-written, just becoming published establishes them as an expert on their subject matter. It’s just a fact of life.
And there’s never a better way to establish a relationship with a prospect than with your own book. As the guest on today’s show will explain, you don’t want to become a coffee bean on a table of coffee beans. You want to do something that separates and differentiates you from the competition. One of the best ways to achieve that is by publishing your own book.
Today we welcome Mike Delon, who is an author, speaker and marketing strategist that works with advisors to help write and publish books. He has the process down to a science and understands the strategy behind becoming a best-selling author on Amazon.
Ultimately we want you to see just how efficient the process is and why it won’t take nearly as much time as you’d expect to write your first book.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Why publishing your own book helps provide separation and differentiation from the competition.
- Is it better to aim for perfection or just get it all written?
- How to utilize the book to attract prospects.
- The approach he uses to create a book with clients.
- Why it only takes an hour or 1.5 hours each week to write the book.
- The secret to becoming a best-selling author on Amazon
- The way he leverages the book with podcasts
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:47 – The advantage of having your own book
3:33 – Aiming for perfection
4:57 – Payoff on the backend
8:04 – Referral tool
9:38 – Formula for creating the book
12:03 – The process for writing the book
14:24 – Becoming a best seller
19:27 – Using the book and podcast together
23:28 – Getting media credentials
25:24 – Orders
27:13 – How to connect with Mike
About our guest: https://paperbackexpert.com/
It’s that time of the year when vendors hold their annual meetings, evaluate the upcoming year, and set new sales goals. The mission, as they’ll explain, is to ramp up sales and increase the revenue you’re bringing into the business.
But does that actually benefit you?
While these meetings might be great for catching up with old friends and learning about new trends, they aren’t the best use of time when it comes to increasing your profit.
So today we’ll going to tell you about the process you should be using to generate the revenue you need, and it’s something the vendors will never agree with. We want to make it clear that businesses that aren’t built on profit will continue carrying huge overhead managing dinner seminars and other large expenses. And that’s never going to allow you to reach the profitability you desire.
The bottom line for the discussion today is determining how much money you need and how much profit you are required to generate to hit that critical mass number on your own personal net worth. This all leads to better results for you and the business. If you take care of yourself, you’ll take care of your clients even more.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- What is a closed office concept?
- Why you need to figure out how much money it’s going to take to have the lifestyle you want.
- Getting to the point where every client you bring on just becomes a bonus.
- Insight into the considerations you need to make to reach these goals.
- What do you need to know about your client base?
- What does it take to reach that critical mass number for your business?
- What they’ll tell you at the vendor meetings.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:28 – Why we’re talking about this topic
2:02 – Closed office concept
2:50 – First question to ask yourself
5:07 – Insight into what you need to consider to reach net profit you need
6:31 – Studying client base
9:12 – Reaching critical mass
11:43 – What they’ll tell you at these vendor meetings
For the first time in a while, we won’t have a guest on the show but that’s because we want to share an update on what we’ve been doing. Specifically, we want to discuss the new direct marketing strategy we’ve been utilizing.
You might have heard us discuss this before but we wanted to bring everyone up to speed because it’s an important part of being profitable. Before we can talk about the strategy, let’s first define what we mean by direct marketing. To us, it’s a process where you market your services only to be who have expressed an interest at some point in your business. That’s important to remember.
So this episode will take you through the process and our thought behind everything. It’s shorter than most of the shows we put out but we want to boil it down to an easy to follow explanation.
In order to get someone to express interest, it starts with the ‘Shock and Awe’ kit. We talk about that all the time, but when they order your kit, it should Instantly send them a text, voicemail, and make a phone call. You want that immediate communication. The first two can be automated but you want the phone call to come from someone on your team. From there you can start the selling process, work on getting a meeting set up, and then provide the necessary follow-up communications.
Another new addition to the process is the webinar. Most advisors have become familiar with these over the past year, and it’s a great tool to add to your marketing arsenal. Keep in mind that these don’t need to be used for hard selling. You’ll be working off a warm list. In this webinar, you want to bring them up to speed on something and then encourage them to set up a 15-minute call.
We’ll fill in more of the details on the show, but if you have any questions don’t hesitate to reach out. We also have a newsletter we provide so sign up if you haven’t yet.
What we discuss on this episode:
1:31 – Update on the podcast
2:47 – Modified strategy on direct marketing
3:49 – Direct marketing example
6:14 – Ways Dan markets his business
7:22 – How the process works
9:32 – Follow-up communications
10:51 – Monthly webinar
11:58 – Where mistakes get made
13:10 – How to get more content from Dan
Life throws us curve balls all the time. It’s part of the journey and we all have to figure out how to overcome the challenge and keep pushing forward.
Having that added pressure of being a business owner makes it even tougher, but no matter how down you get, I want you to think about June Scharf. Our guest today might be familiar to some of the people we work with because she’s a talented writer and editor that assists advisors in our program, but her story will really change your perspective on life’s challenges.
As you come to find out, she’s the strongest person that I know and her story is one that will blow you away. We’ll let you listen to her tell it for herself, but it all began with a stroke at the age of 10. But through everything, she continues to come up with ways to overcome setbacks.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- How the stroke happened and what it felt like.
- The way she turned her tremor into a superpower.
- The advice her dad gave her when she became a mom and worried about her abilities in that role.
- Breast cancer at the age of 45.
- Divorce came next, which was maybe even tougher because it was out of her control.
- Losing her son to suicide
- How writing became a coping mechanism and a creative outlet
- You have to own your issues and that generates confidence.
To learn more about June, visit her website here: https://www.junescharf.com/
We also recommend watching her Ted Talk here: https://www.youtube.com/watch?v=6VRqm_9s9eI
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Here's today's rundown:
1:58 – Life before the stroke
3:06 – Her explanation of the stroke
7:52 – Turning weakness into power
12:07 – Dad’s advice when she became a mom
14:07 – Bodybuilding
16:18 – Breast cancer
17:42 – Divorce
19:11 – How we began working together
20:07 – Losing her son
23:15 – Coping mechanisms she’s used
28:46 – Dan’s experience dealing with Tourette syndrome
If you’ve listened to our show at all, you already know that podcasting is a very cost-effective strategy for nurturing your clients but today we want to tell you about a Certified Financial Planner that has built his business around a podcast.
Our guest today is Benjamin Brandt, who started the Retirement Starts Today Radio six years ago and has grown an incredible following through simple approach to marketing and promotion. If you have a podcast or have been considering starting a show (which we recommend), then this is an interview you don’t want to miss.
Brandt’s business was in dire shape back in 2015 when he shifted his focus to podcasting and now he has a beautiful work-life balance that can turn away clients that aren’t the right fit. Today we’ll learn about the strategies he’s implemented, why he doesn’t use call to actions, and how the idea of ‘less is more’ is very true for his show.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Why he decided to start the podcast to help save his business.
- The approach he credits for having so much success with the show.
- Why he doesn’t use any calls to action on the show.
- Strategies to drive organic growth
- The way he formats his show each episode and the reasons behind it.
- Why he keeps his shows to 20 minutes or less
- Getting clients into the funnel and then how he manages that flow.
- Why he doesn’t do any promotion on the show and keeps everything simple.
- Breaking news on his future plans to work with advisors.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on the show:
1:53 – The reason for the podcast
4:46 – Why he’s had success
5:58 – No calls to action
10:29 – Creating scarcity and friction
12:55 – How he promotes the show
17:07 – Format for his show
22:06 – The length of his show
24:39 – His audience
30:15 – Brilliance of simplicity
32:12 – Never promotes the show
33:46 – Surge of meetings
37:51 – Starting to work with advisors
If you’re looking for a way to separate yourself from other advisors, tax planning just might be the answer.
Most people are focused on tax preparation each year but providing tax planning as part of an overall approach to serving clients, you’ll be able to provide additional value to each person you work with. The holdup for people is not having a comprehensive understanding of tax code. But that’s where a CPA comes in. The role an advisor plays works in conjunction with a CPA and together they can really benefit a client.
That’s why we asked Steven Jarvis, CPA, MBA, to come on the podcast and share the way he helps bring tax professionals and financial advisors together to reduce one of the largest expenses in retirement, which is taxes.
He’s an expert in working with advisors and showing them how to implement tax planning in your business and how explain how it can strengthen your relationship with clients.
Throughout the show, he’ll walk you through the difficulties in tax planning, what kind of checklist you need, and how advisors will benefit from this service.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Why tax planning frequently gets ignored by advisors.
- The steps you can take as an advisor in the tax planning area.
- What approach can you take if you feel like you don’t have enough knowledge to take on taxes.
- Are you comfortable explaining the strong possibility of increased taxes in the future?
- Make sure your clients are bringing in a 1040 and what you should look for on it.
- The reason why CPAs are trusted much more than advisors and how you can overcome that frustration.
- The relationship between advisors and CPAs when it comes to tax planning.
- How Steven and his team at Retirement Tax Services helps advisors.
To get more info about Steven and to sign up for his webinar, visit his website at https://retirementtaxservices.com/welcome. And if you want the checklist of what to look for on tax forms, shoot them an email at advisors@rts.tax.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Here's the rundown for this episode:
1:38 – Why our guest today
2:11 – Tax planning gets ignored
4:58 – Steps advisors should take
7:20 – Advisors that feel like they don’t know enough
10:49 – Understanding the future of taxes
16:38 – What to look for on a 1040
22:10 – Why advisors aren’t trusted
25:56 – Qualified dividends
29:02 – Conflict between advisors and CPAs
31:38 – How Steven helps advisors with tax planning
34:35 – Webinar he offers
One of the positives that came out of the COVID pandemic was the increased comfort most people now feel on virtual calls and online video conferences. While we’ll be able to transition away from doing as many of these as advisors, it’s still a valuable tool that we now have at our disposal.
The Renegade Advisor program now offers up a webinar service for clients that helps you with content, design, and marketing. We’re excited about this collaboration we’re doing with Grace Fortune and want to share the ways you’ll be able to use this product to nurture.
What do I mean by nurture? Marketers who understand direct marketing strategy, which is you first develop warm leads. You offer information that people will request from you. Once they’ve done that, you nurture them through a variety of strategies. The ultimate bottom of the funnel way to nurture is through some sort of presentation, which is where the webinar comes in.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- What Dan means when he says a good lead nurturer.
- What are the keys to making a webinar strategy work for your lead nurture.
- The most effective length on a presentation.
- Should you send your webinar to everyone on your list once it’s finished?
- What she feels it the best way to promote your content to get as many people to sign up.
- Coming up with your client avatar
- Designing an effective webinar
- What all you get from a Renegade Advisor webinar
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Learn more about Grace: https://www.gracefortune.com/
What we discuss on this episode:
1:40 – Introducing our guest today
3:45 – Why this topic
7:14 – Keys to making webinars work
11:03 – Length of the presentation
11:23 – Sending the presentation out to everyone in your list
15:40 – How to properly promote your content
19:46 – How you define your target client
22:58 – Designing webinars
31:04 – What you get from the Renegade webinar
37:11 – How to learn more
Today we’re excited to bring on a good friend and a successful business owner who’s managed to merge different practices into one operation.
Trent Benedetti, CPA, CFP, IAR, owner of Benedetti Financial is our guest on this episode of the Profitable Advisor and he’s a perfect example of how to provide multiple services for clients. He started with nothing and very quickly was able to wed tax planning and accounting with financial services and managing assets. It’s a model that every accountant should consider adopting and we’ll get into how he’s been able to accomplish it.
We’ll discuss some of the most important topics like marketing, referrals, client relationships, and overseeing two different businesses during the conversation, and Benedetti is someone that everyone can pick up a thing or two from.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- The story behind his decision to add the financial services to his accounting business.
- Why referrals won’t necessarily slow down like some people fear.
- How to discuss strategies with clients and why the media’s role isn’t in your best interest
- Stock picking and market timing.
- Why it’s so important to run multiple simulations and prepare clients for the range of returns.
- Targeting small family-owned businesses and how he markets to those through marketing.
- The changes he’s made because of COVID and what he might continue using.
- How he’s gone about balancing two different businesses.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:35 – Welcome in Trent
3:00 – How long did it take to expand into financial services?
4:16 – Blending the two together
7:03 – Referrals
9:36 – Investment advice and strategy
19:30 – Stock picking vs active management
21:46 – Stress of a market-timing approach
23:58 – Story about a vendor meeting
27:22 – Running multiple simulations
33:00 – Targeting small family-owned businesses
35:08 – The burden of COVID on the business
39:49 – Balancing two companies
43:50 – Maximizing the value of your business
If you want a master class on marketing strategy, this might be the closest you’ll get in a single podcast episode.
Today we’re talking with Kia Arian, who we’ve worked with for a few years. She’s a strategist and graphic designer to many of the biggest marketing names out there. She’s also helped with Dan’s upcoming book, Advisor VooDoo: Mastering the Dark Arts of Asset Management.
If you want a step-by-step strategy for marketing, this show will cover just about every aspect of the process in detail. By the time you get finished with the episode – and we think you might listen to it a few times – you will have a very good understanding of Kia’s approach and why she’s become so successful.
Also, make sure you check out this link to Kia’s program and learn more about how it helps advisors build their business: www.TheMDDM-Advisors.com
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- How she made the transition from print shop to strategist.
- The Fly in the Window story
- Why you shouldn’t worry about a having a niche and that limiting your business.
- Learning certain principles and tactics allows you to apply that to any area.
- Her strategy to building and utilizing a Shock and Awe kit
- What are the things you need to have in the kit?
- The X-factor that will set you apart
- Details on the postcard strategy attornies use to get referrals
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
2:02 – Welcome in Kia
3:15 – Evolving into her current role as strategist
6:31 – Working with attornies
12:40 – Getting pigeonholed
16:04 – Building your reputation
18:27 – Utilizing Shock and Awe kits
24:09 – What needs to be in the kit
29:57 – Testimonials
35:42 – Making it memorable
37:47 – Packaging
41:28 – Tissue paper
48:17 – Postcard strategies to get referrals
53:28 – Consistency
55:14 – Getting referrals from attornies and CPAs
It’s time to introduce you to Paul Durso. He’s one of the original members of the Renegade Advisors program and has enjoyed a lot of success after stepping out on his own.
To understand Durso’s process, you have to know his background. He left a successful practice in Michigan because the partnership wasn’t working like he hoped and moved to North Carolina to begin his own business. There, he’s grown to oversee many advisors and developed his own planning software that has helped fuel that growth.
Today we welcome Durso to the show to get a better understanding of his approach to planning. What you’ll learn about in detail are his three pillars to the business: service, planning and education. When you do all three of these things very well, that’s when you become their key person. They want to tell everyone about what they’ve learn and what they know because there is a sense of ownership. That’s when the referrals start rolling in without you having to chase them.
His story is one of drive and a love of entrepreneurship and hopefully you can learn a lot from his business.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- What motivated him to move from Michigan to North Carolina
- Why he decided to start with college classes
- Why he doesn’t currently take any more clients on personally
- Their move to a referral-only business
- A breakdown of his three pillars for service
- Why it’s important to educate people as much as possible
- What led to him creating his own planning software
- Details on his planning made simple program
- The mastermind concept
Learn more about what Paul does and get a discount for being a listener by visiting: https://planningmadesimple.com/dancuprill
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:30 – Welcome in Paul
2:32 – Why he decided to move and how it got going so quickly
4:28 – The success of his first seminar
5:42 – Direct mail early on
7:50 – The strategies his advisors use
8:45 – First pillar is service
12:00 – A great client story
14:50 – Second pillar is planning
20:45 – Third pillar is execution
24:29 – Getting clients excited when markets go down
26:19 – Planning made simple program
29:35 – What Dan loves about this
32:13 – Mastermind concept
36:08 – How to learn more about Paul’s process
When you think about the reasons you haven’t been as successful as you want to be, how often do you look to someone or something else to blame? It’s our natural inclination but what we’ve learned from mindset expert Nina Cooke is that we need to be examining ourselves.
On this episode of the podcast, we have a follow up conversation with Nina Cooke. She joined us a few episodes back to explain how she helps people develop the right mindset for success. Now we want to identify the reasons why people and businesses aren’t having their desired success.
For Nina, it breaks down to three key reasons:
- The stories we make up in our heads
- We don’t take responsibility for our lives.
- We react automatically instead of responding purposefully.
We’ve partnered with Nina to create a program that we think will be the best one we’ve provided so we’re excited about it. From this conversation and our previous one with Nina, you should have a pretty good idea of how much she understands mindset and what needs to be done to change it for the better.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Dan’s fascination with success and the people who achieve it
- What brought Dan to Nina Cooke
- Why we feel this is the most important program we’re launching.
- Detail on each of the three reasons we fail to have success.
- The program we’re rolling out
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
2:03 – Fascination with success
3:57 – 3 things that hold people back
5:13 – Take responsibility
6:11 – Reacting vs Responding
7:23 – Having a system
Every advisor wants to find ways to increase AUM and the best way to do that is by maximizing the clients you’re already working with.
Few businesses do that better than the Duffy Law Office in Davenport, Iowa. Along with estate planning, attorneys Dennis Duffy and Ryan Denman also provide a variety of financial planning services for their clients as part of Abundance Financial. It was a logical expansion of the business and one they continue to fine tune over time.
On this episode of the Profitable Advisor, we’re going to get into a very detailed conversation on their process for bringing clients from the law side to the financial side, how they nurture existing clients, and why they’ve been so successful with this strategy. There’s a lot of great information in this conversation and we appreciate their time.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- The path from law to finance
- Why relationships and rapport are most important
- The process they use to bring awareness to the financial side of the business and the way they bring law clients over.
- The different styles that they use to work with clients
- Working with the entire family on planning
- How they nurture clients over time that haven’t moved to the financial side
- How they’ve been able to build a tremendous business in a small market
- Dan’s opinion on their business and whether they should make changes
- Creating a succession plan
- How to become more selective with clients and establishing a process for that.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:34 – Background on the Dennis and the business
6:28 – How clients find the financial side of the business
10:56 – Ryan’s process for bringing law clients over to finance
18:38 – How Dennis’ approach is different from Ryan
23:12 – Dealing with the family
27:50 – Tough conversations with married couples
31:15 – Nurture systems
34:50 – Only taking clients who want full package
38:24 – Building a business in a small community
46:10 – Should they change the business model?
51:15 – Two issues to address
55:40 – Becoming more selective
Making the decision to leave a brokerage and start working on your own comes with a lot of risk but provides an opportunity to work for yourself. It’s something many people think about but need the encouragement to take that leap.
On this episode, we’ll continue our conversations with other financial advisors as we try to learn more about aspirations, frustrations, and strategies with their business.
Phil Telpner of Breakout Private Wealth is our guest today and he’s someone Dan’s been working with for six months now. We wanted to bring him on to talk about what it was like to work for one of the larger, national brokerages and why he wanted to break out on his own. If you’re an advisor that aspires to have your own practice, we think you’ll get a lot of encouragement from this interview.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Why the philosophies of large brokerage didn’t align with his own.
- Being a sales person vs an advisor.
- How difficult it was starting his own firm in the middle of the pandemic.
- Bringing clients over from the old firm and why he was selective in working who he works with at the new business.
- The type of target marketing he does and how that’s different than his previous business.
- Ways to manage your time and how to schedule clients.
- What are you doing to keep from being invisible?
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:36 – Start of the interview
2:00 – Large brokerages
5:17 – Feeling like a sales person
7:55 – Starting his own firm
9:41 – Being selective with clients
12:36 – Making more money by leaving
16:44 – Target marketing
19:47 – Tactics Dan uses
26:55 – Lack of planning at large brokerage
28:52 – How target marketing sets you apart
32:50 – Time management
43:43 – The importance of standing out
A marketing expert that we’ve grown to know and appreciate is Mary Rose Maguire.
She’s the mind behind The Maverick Advisor and helps financial advisors and consultants reach better clients and strengthen their business. She also wrote a great book called THE MAVERICK ADVISOR: The New Rules of Marketing for Financial Advisors and Consultants - Get Great Clients, More Respect, and the Fees You Deserve, which we recommend you pick up after listening to the show.
So we asked her to join the podcast to discuss these new rules of marketing and share a little of her wisdom. One of Dan’s greatest frustrations in helping advisors is seeing the amount of money that is being wasted on bad marketing. This has been exacerbated during COVID as people panic and don’t make great decisions.
The goal of this episode is to help you ditch the things that aren’t working and focus on the tactics that are. Her principals are not exclusive to the financial services industry. She also brings a lot of great insights from outside of the industry, which is why they work.
We kick off the conversation talking about direct marketing. There’s an general definition that exists but we would suggest that direct marketing is a system where you only market to people that have contacted you first. That means it comes after you create a lead magnet that generates that lead. This goes against the idea that you can assume everyone in a specific zip code is a potential client. We’ll get into this in more detail on the show.
From there we move to one of her big passions, branding. This is a place where you can differentiate your business from others. What she’s learned through studying and researching branding is that financial advisors can take a lot of approaches to branding without spending a lot of money on it. She’ll share some of those.
A specific area of branding that advisors specifically struggle with is the Unique Selling Proposition or USP. This is the phrase or slogan that sets you apart. Domino’s ’Pizza in 30 minutes or less’ is a USP that became very well-known. What Maguire suggests for advisors is to sit down and figure out what you value. Determining that will help you create that USP and the service you’re going to provide. This USP idea also ties into finding your niche.
Regardless of what you decide, consistency is key. From your brand to your voice to your messaging, the marketing you decide to do needs to be consistent.
The next part of our discussion today will be about email marketing. Full disclosure, Mary Rose writes many of the emails that go out from our business so you’ve likely already seen some of her work. She’ll share a few of her strategies and techniques for crafting emails that actually get people to read them. A couple keys to remember are ask a question and tell a story. The question hooks them in and the story provides them with a personal touch.
The final topic we’ll get her thoughts on is direct mail. It’s a marketing technique that a lot of people are moving away from, but she’s still a big proponent of this strategy.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- How Dan’s relationship with Maguire began
- Her definition of direct marketing
- The importance of branding and strategies for that
- Coming up with a slogan for your business
- How an advisor uses their ‘voice’
- The importance of email marketing and how to do it effectively
- Why you shouldn’t abandon direct mail
We’d encourage you to get her book to learn more about her strategies. You can find it here: http://themaverickadvisor.com/
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Where to find the topics in this episode:
0:39 – Setting up today’s conversation
1:57 – Interview begins
5:03 – What is ‘direct marketing’?
9:33 – Small businesses shouldn’t be spending a lot of money on branding
12:28 – Branding strategies
13:29 – The Unique Selling Proposition
18:42 – Finding your niche
21:57 – Using your voice
24:14 – Consistency is key
29:22 – Email Marketing
32:58 – How to write an engaging email
41:02 – How many emails should you send?
44:48 – Direct mail
As we move into 2021, we’ll look to feature more advisors on the show in order to provide a first-hand account of the business and strategies that are working across the country.
Let’s kick off the year with someone we’ve known for many years, Brie Reyes. Her and her father, Tim Estes, run Estes Financial in Fort Worth, Texas, but she also founded Smart Financial Divorce in 2019 when she saw a need. She’s a great guest for a number of reasons, but today we’ll focus on a few key areas.
The first area we’ll go through is target marketing, which has been an on-going discussion on this show. Reyes works with two primary clients and they require completely different focuses. At Estes Financial, federal employees make up a significant portion of the business and it’s a specialty they’ve really homed in on. The second business works exclusively with people going through a divorce.
It’s always interesting to hear how advisors decide on a niche because it helps inspire and spark ideas for other advisors. With her father’s background in the military, he got a first-hand look at the lack of financial guidance and advice that was given to federal employees. It became a clear need that they wanted to help with and it also fell in line with the principals of the military of service and giving back.
Divorce isn’t necessarily a specialty that you’d think about immediate when it comes to financial planning but it makes a lot of sense. For Reyes, she saw it in her family as a child when her parents split. Seeing how assets were split then didn’t seem equal. Later in her career, she had clients that came to her after their divorce produced less than equitable distributions, and she could clearly see the need to help people going through this difficult life event. So she created a business to provide a solution to that specific problem.
The next area we want to spend time on is the marketing side of the business. How do you find clients for those specific niches? Being a specialist rather than a generalist is very important, as Reyes explains, which is why she’s built a tax-free retirement toolkit that’s customized for federal employees and one that is more broad that anyone can benefit from.
Like many other advisors, her pre-COVID marketing strategies included seminars and workshops. The past year has forced many people to put these things on hold and redirect the energy and resources elsewhere, and that’s been difficult.
Time management is a challenge for just about every business owner, and that’s no different for Reyes. With multiple businesses and small child, she gets pulled in a number of different directions. One solution she’s implemented is designating appointment blocks for specific days to give her more control over her calendar.
One last thing that we really want to dive into during this episode is growth during the age of COVID. We’ve talked previously about the strategy of taking seminar materials and turning that into courses that people can access. The challenge, as is typically the case, is where to start. So Dan will provide feedback specific to Reyes’ business and help her get a better grasp on the first steps to take to accomplish this, which will hopefully jumpstart ideas for you.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- How they’ve come to specialize in federal employees
- Pre-COVID vs post-COVID marketing
- Finding the need for financial help during a divorce
- Target marketing for people going through divorce
- Collaborative divorce
- Outside the box marketing
- Repurposing seminars into other market solutions
- Improving time management
- Why multitasking isn’t always effective
- Going from a large company to an independent business
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:41 – Welcome on Brie Reyes
2:41 – Why target federal employees?
5:52 – How they marketed pre-COVID
7:51 – List-building with federal employees
9:51 – How she got into the business of divorce
13:25 – How do you target people going through divorce?
16:39 – What she hopes to focus on with marketing in 2021
18:54 – Collaborative divorce
23:03 – Working with men versus women
24:30 – Outside the box marketing strategies
30:56 – Make seminar materials and make them a course
33:06 – Time management is a big challenge
37:01 – Trying to multitask
41:05 – Being a part of a larger company versus going independent
43:50 – If you aren’t happy doing what you do every day
45:43 – Growing in the time of COVID
This show helps advisors find a path to profitability and shares strategies to build your business. But no matter how many ideas and action plans get laid in front of you, it all comes down to whether you have the mindset to chase your dreams and believe in your own success.
Most people, not just advisors, lack this ‘Millionaire Mindset’ that our guest Nina Cooke talks about. She is a business growth coach that helps entrepreneurs develop a mindset to reach success, and we wanted her to help us get a better understanding of how to achieve this.
When you talk about a mindset, what we mean is it’s all about what you think and what you believe is true about you, other people, and the world.
When you have a mindset that you’ll go out and get what you want, you’ll find away to reach that goal. Most people, however, don’t have that level of confidence. A lot of that thinking is formed as a child and we carry that into adulthood. As we move through our lives, we look for situations that confirm that belief that we can’t achieve those extreme goals.
So how do you get there? Cooke goes into detail on this during the episode. But the key pieces to having a strong mindset are these three: make a decision, make a commitment to that decision, and then follow through.
We also ask her to lay out steps someone can take to improve their mindset and begin moving closer to their goals. First, become aware. Acknowledge when you’re beating yourself up with your thinking or comparing yourself to other people. The second step is acceptance. Accept this is how you think rather than wishing things were different. The third step is to take action. After you’ve accepted where you stand, how are you going to change it? That’s when you sit down with a clear mind and begin to lay out a plan.
So many people also struggle with implementing an action plan and it’s often due to their mindset. That’s why we going to have Nina involved with the Renegade Advisors program, which we’ll have more details on soon. In the meantime, visit Nina’s website and download The Millionaire Mindset Scorecard.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- What makes a good and bad mindset
- Examples of people that succeed
- How we end up with self-limiting beliefs
- The role your parents play in your mindset
- Habits you can instill
- Steps to improve your thinking
- The use of visualization
- How Dan approaches thinking
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Here's the rundown for today's show:
2:02 – Beginning our interview with Nina
3:16 – What is mindset and what distinguishes a good one from a bad one?
6:34 – Why don’t most people have the confidence
8:11 – The impact of parents
11:41 – Dan’s shares his childhood
16:08 – The habits people can employ to improve their mindset
23:51 – The power of visualization
31:11 – Nina going to be a part of a program we’re offering.
33:40 - How to reach Nina
Sometimes the best way to improve your business as a financial advisor is to speak with people outside of that arena. While there are plenty of nuances to your business, you’ll find there are many common themes between successful business regardless of what type of product they’re selling.
That’s why we’re turning to Liston Witherill on this episode of the Profitable Advisor podcast. He’s the creator of Serve Don’t Sell, which is an online sales training and coaching platform aimed to assist professional and business development. He does that by taking the focus away from traditional methods of selling and moving it to serving prospects. Doing so produces more trust with clients over time and helps you drive the business you know you should.
As you’ll hear on the show, it’s not about reading from a script when selling and putting such an emphasis in closing. Like we’ve talked about quite a bit on this podcast, you have to be comfortable turning business away that doesn’t fit your business. And that’s the case with our profession as advisors.
Many times we will value every prospect that comes into the office as someone we can’t afford to lose. That’s part of the problem. If you get to the point where so much is at stake with every prospect, it’s difficult to say no to a client. The solution for that is to expand your pipeline so that more leads are coming through the door.
So how do you do that?
Traditionally, ebooks or webinars have been a key tool for building lists, and webinars continue to have value during the pandemic. Witherill also uses podcasting and SEO to generate leads and he explains how he does that on the show. He also identifies what he calls ‘mega-assets’ as a key tool to leverage, and that’s something he gives examples of during the conversation. Ultimately though, whichever method you choose to use needs to lead back to the list you’re building and then you should sell strictly to that list.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- You can’t serve everyone. Determine who your ideal client is.
- Figuring out your niche
- Creating more pipelines for prospect
- Techniques and strategies for list building
- His approach to using podcasting as PR
- A give-first approach
Learn more about Witherill’s services here: https://servedontsell.com/
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this show:
0:44 – Meaning behind the name ‘Serve Don’t Sell’
2:57 – Choosing a niche or definition of your ideal client
5:17 – What makes a good niche?
8:35 – Be clear who your services are not for
14:11 – List building for email marketing
19:52 – Podcasting for PR
23:52 – Dan’s small business podcast strategy
30:00 – Providing good direction for people
33:16 – How to connect with Liston
The role of a financial advisor is as much about consulting clients as it is being a salesperson and pushing certain products. You build relationships with clients and garner that trust so that they will follow your guidance on how to manage their portfolios.
While you might not always consider yourself a consultant in the literal sense, it’s important to understand what makes consultants successful so that you can apply the same strategies and processes in order to create the business you want to have.
That’s why we asked Michael Zipursky to join us on the show. He’s a consultant’s consultant and authored the book ACT NOW: How successful consultants thrive during chaos and uncertainty. Can you think of a more appropriate book for the world we’re living in currently? So we want to provide the insight from that book for you and get some of the secrets behind his success.
As you’ll hear during the interview today, it all starts with finding the right clients. Zipursky believes it’s important to make client selection a priority, which is something we talk quite a bit about as well. If someone isn’t going to implement the guidance and recommendations that are made, then they don’t need to be working with you. That will cause some pain in the near term but it will lead to much more success over the longterm.
So how can you do this? Zipursky gives us three steps to making this happen and it’s all about preparation.
From there, we have a great discussion on marketing. From automation to offline marketing, what methods does he see working and what strategies can be implemented to get results from these methods. As always, consistency is going to drive success and we’ll reiterate that on this show. And we’ll close things about by talking about the chaos and uncertainty of COVID-19. What has changed for businesses and what impact will it have on your business moving forward?
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- How to determine who is an ideal client
- Why marketing needs to be polarizing
- Being honest and straight-forward builds trust up front
- Strategies you’ll find from successful consultants
- Automation is killing marketing
- Does offline marketing still have a role?
- How COVID has impacted businesses
- What do things look like post-COVID?
Learn more about Zipursky’s services here: https://secure.consultingsuccess.com/act-now-consulting-book
Get his book for free here: https://secure.consultingsuccess.com/act-now-consulting-book
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
What we discuss on this episode:
1:52 – Beginning of interview
2:53 – How to consultants get clients to take action?
8:12 – Marketing that polarizes
11:36 – Steps to implement
15:14 – Strategies that successful consultants use
19:42 – Why he believes automation is killing marketing
24:45 – Is offline marketing dead?
30:28 – Impact of COVID now and going forward
38:22 – Free copy of his great book
Most businesses have turned to some form of social media marketing to promote their brand and increase their bottom line, but how effective is this method?
On this episode of the Profitable Advisor, Dan welcomes Brian Hahn to the show to give you the turn on social media advertising. Hahn is the owner of Go Social Experts, which helps companies build a successful digital marketing strategy.
More and more advisors are turning to social media to help attract new clients and drive people to their website. As we’ve talked about quite a bit on this show, your marketing wheel needs multiple spokes and social media can be one of those.
What’s important to note as we dive into this conversation with Hahn about a variety of social advertising questions is the principals of marketing don’t change when you go from offline to online. You’re going to have the most success if you have a plan for following up with every lead and then maintaining communication over a long period of time.
Many of the businesses seeing an increase over the past few months already built and nurtured a list. Now they’re seeing the fruits of that labor. It helps that they’ve also created fresh content like webinars to engage that audience, and we’ll also talk about how to get the most out of these alternative to seminars.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- What you need to look for when determining whether social media ads are effective.
- Putting a plan in place to follow-up on your ads.
- Why you have to remain topical and keep the message fresh.
- Why list building continues to be so important.
- Live webinars vs recorded webinars
- Do’s and Don’ts of social media campaigns
Learn more about Brian’s services here: https://www.gosocialexperts.com/
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
On today's show:
0:39 – Why panic takes us to today’s conversation.
3:46 – Introducing our guest for the show.
6:26 – What’s the difference between between using social media correctly vs incorrectly?
9:01 – You have to have a plan for follow-up.
13:16 – Strategies for getting results, especially from webinars recently.
16:43 – Are clients able to pull in total strangers for webinars or are the successes coming from good list-building.
19:33 – How his approach is different than a lot of social media marketing companies.
21:45 – This is a long-term commitment.
23:10 – Should a webinar be live?
26:59 – What information do you try to acquire from the webinar signup?
31:09 – Can failed social media campaigns be the advisor’s fault?
36:22 – The Do’s and Don’ts
38:38 – Why people are getting good response rates right now.
44:23 – How to connect with Brian.
Every business wants to increase referrals but what methods are the most effective?
On this episode of the Profitable Advisor, we want to tell you about advisory boards and why you should consider adding one to your practice. Full disclosure, this isn’t something we currently have in place but we are hoping to change that.
We’ve asked Steve Wershing to come on the show to explain the methods and processes behind his Client Driven Practice. Wershing is a Certified Financial Planner that’s spent years helping advisors develop effective referral systems like this client advisory board.
As you work to improve your customer experience and strengthen the relationship with clients, there might not be a better way to do that than with an advisory board. Think about it for a second. What the advisor thinks is important is not always what the client thinks is important. So what if you could tailor your message to truly connect with what your client thinks is most valuable? How much more effective could your marketing be?
That’s the goal with an advisory board and why clients are a part of the process. Think of it as a long-term project that has multiple meetings over a number of years so that you have the ability to truly deconstruct the client experience.
That loyalty you build with clients when you give them the opportunity to share their opinion and be heard leads to a better chance of referrals. Over time, you build up a strong referral system that can withstand times like we’ve experienced in 2020 when traditional marketing tactics are unavailable.
A concern for a lot of advisors is what happens when they ask for something that you aren’t able to do? Remember, your commitment to the client is to listen and consider not to do everything they ask. The key is to be straightforward with them about how you’ve considered the feedback and they reasons why you can’t accommodate the idea. Also, you can offer up other ideas or options to show you’re serious about their feedback.
So we’ll spend this show explaining everything about the advisory board and learning quite a bit from Wershing along the way.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- The importance of an advisory board.
- How to find clients to be a part of that board.
- How often should you meet?
- Why the advisor should be a part of the meetings.
- How it increases your value to clients.
- Determining which clients you should work with.
- Referral marketing is a long game.
We also want to point you towards these websites to learn more about Wershing and how he helps advisors: http://advisorchecklist.com/
https://cabkit.clientdrivenpractice.com/
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
On today's show:
0:44 – Setting up today’s conversation.
2:40 – Beginning of our interview with Steve.
4:28 – Why advisory boards are important and what you get out of them.
8:59 – The value of an independent moderator.
11:07 – Planning fees
13:13 – Why you should have the advisory board?
15:44 – Your value becomes much more than year-to-date returns.
18:32 – Referral systems
22:14 – You have to actually mean it and be willing to truly help people.
25:35 – Determining which clients you should work with.
29:25 – Long-term marketing
32:15 – How to recruit people onto the advisory board.
34:58 – How often do you meet?
35:27 – Tips on executing the meeting virtually.
39:04 – How to connect with Steve.
Every business is searching for ways to separate itself from the competition and customer experience might just be the key. What if you took the incredible service techniques that makes Disney one of the greatest experiences in the world and apply it to your practice?
Vance Morris used to work at Walt Disney World and now brings the lessons and strategies he learned to businesses across the country and helps add magic to the customer experience. We asked him to join the show and share some of the strategies he talks about in classes, books, and speaking engagements.
This is a very valuable conversation for every advisor because we’re in challenging times for small businesses across the country. Performance is down across the board and everyone is searching for ways to stand out. Morris specializes in helping clients do just that and he’ll share some valuable insight on the show.
Every business is a commodity and what separates you from your competition is the customer experience. If you can elevate that experience, you’ll be able to attract more customers and hang onto the customers you already have. If there was ever a time to try something new and create a version 2.0 of your business, it’s now. Let us help you do that with a great conversation that touches on a wide variety of topics, including a really detailed look at how Morris packages his version of the shock and awe kit and everything he includes.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Why to make the customer experience such a priority.
- Bringing out your personality in your business.
- How to see your business the way your customer does.
- What Vance puts in the kit he sends out to potential customers.
- What can you do in place of testimonials?
- The Disney classes and trips he offers.
- Marketing efforts should be focused primarily on retaining clients.
- Strategies for newsletters.
We’d also recommend his book, which we talk about during the show. You can find it here: https://www.amazon.com/Systematic-Magic-Keys-Disnify-Business/dp/1721677178
More on our guest: http://deliverservicenow.com
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Today's Show Schedule:
1:57 – Start of our interview
4:07 – Why are these strategies so valuable right now?
6:50 – What are some things financial planners can do to improve the experience?
11:43 – Ideas for attracting new clients.
18:07 – Little things that can improve an office.
22:38 – How to take advantage of our current state of virtual working.
27:59 – Vance explains what’s in the kit he sends to potential customers.
32:17 – Why Vance still includes an audio CD.
35:43 – What else is in this kit?
37:00 – What to do in place of testimonials.
40:43 – Strategies for newsletters.
44:18 – Ways to thank clients for referrals.
47:20 – The products and services Vance provides that could be of value to you.
Over the past few episodes, we’ve spent a lot of time on target marketing because we feel it’s such an important piece to building a profitable business. Today we’re taking the conversation a step further and introducing you to an advisor that’s built a national business focused strictly one on profession: dentists.
It might seem like an extremely specific niche but it works very well, and there’s a lot we can learn.
Meet Reese Harper, Founder and CEO of Dentist Advisors. He designed a powerful service platform called Elements which is used by dentists across the country for retirement planning. After working for a few years at Northwestern Mutual, he left to start his own firm in 2008 because he wanted to build something bigger than just himself. That’s exactly what he’s done.
It’s a success story that didn’t come without a lot of time, sacrifice, and risk. During our conversation, we’ll discuss all of that and find out how this idea came to be. As you’ll hear, the target market came second to the platform he wanted to design and perfect first.
There are a lot of takeaways from the podcast, but the common thing you’ll hear from everyone that makes the decision to focus on specific niche market is that you need to gain the knowledge of that profession before you attempt to market to them. If you don’t know your stuff, they’ll see that immediately and it’ll cost you credibility.
So as you go through the episode today, keep an ear out for some of these topics that we cover:
- Building a business from the beginning.
- Creating systems
- Characteristics for choosing a target market.
- Regrets that he has through his career.
- How important events are to his business.
- How he uses his podcast to find advisors.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Learn about the guest: https://dentistadvisors.com/
Today's show schedule:
2:32 – Why did you decide to go into this niche?
4:56 – He built out a spreadsheet to track the things that were important to him as an advisor.
9:24 – How marketing factored into the decision at the beginning.
13:37 – Choosing a target market.
18:52 – How they find clients early on.
20:20 – Events are a big part of his strategy.
26:22 – How has COVID impacted the business?
30:19 – They provided a lot of value to people during these challenging financial times.
32:43 – What would you have done differently if you could?
37:18 – How he uses his podcast.
Successful marketing results in a lot of leads but what good are they if you don’t follow up?
That’s a place where advisors often fall short due to lack of time or lack of expertise. What if you could find a system that costs a fraction of what hiring a marketing person would run you while automating much of the process?
That’s what we want to talk about today on the podcast. We’ve brought on Dan’s digital Swiss Army knife Steve Sharp to talk about the ultimate lead nurture system for financial advisors. Steve designed and manages Dan’s websites and also assists with digital marketing.
Today we’ll introduce you to Marvelous Conversions. The goal isn’t to pitch you this product but rather explain how it works. We’ll take you through each step of the process and tell you how leads get followed up immediate with multiple forms of communication. It doesn’t matter what day of the week or what time of day it is, the system will make sure that you are missing any potential business.
Not only is following up important, but how quickly you’re doing it will likely determine whether or not you’ll be able to convert a lead. It needs to happen within five minutes or you’ve already lost the attention of that lead.
Check out the episode and learn more about what we’re doing. If there’s something you want to know more about, get in touch with us or Steve. You can find him at https://sharpdigitalmarketing.com/.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Today's show schedule:
2:04 – Today we’re talking with Steve Sharp.
4:05 – There’s so much I don’t know about digital, which is where Steve has been a huge asset.
4:45 – Follow-up is where many advisors fall short.
7:00 – Let’s explain the strategy and concept of how Marvelous Conversions works.
7:23 – How are people finding out that it exists?
8:52 – Running out of inventory when marketing.
10:19 – When they find the ad, where does it take them?
11:04 – Automation to helps manage the leads.
14:30 – The cool part - what happens after they enter all their info, how they’re contacted.
19:55 – You can also set it up to continue contacting leads.
21:46 – Here’s what we found when we tested it.
23:26 – At what point should an advisor reach out directly to the leads?
27:02 – All this can be done at a fraction of the cost of hiring a marketing director.
28:06 – Steve works closely with advisors to find solutions that work.
30:14 – If you want to learn more about Marvelous Conversions, here’s what you can do.
We’ve been talking a lot about target marketing in recent weeks so we wanted to continue down that path and speak with someone that’s been highly successful using this strategy.
Natalie Schmook, MBA, CFP®, CVA®, is the founder and owner of Hayes Wealth Advisors, and one visit to her website will make it clear that she works primarily with optometrists. It’s a very niche area of focus, especially when you consider that fewer than a third of all optometrists own their own practice, but she’s built a very successful business with this specialization.
We asked Natalie to join us for this episode of the podcast to have a thorough conversation about this strategy for advisors. Even with knowledge of this industry, she had to learn a lot about the profession, their needs, and their terminology. But that shows you that taking that leap can pay big dividends if you’re willing to put in the time and follow the guidance we try to lay out through our program.
The very first thing we wanted to find out is which factors are you considering when you are deciding your target market, and she provided some great insight. First, how many people are out there to target? Second, who is your competition for this target audience? Third is figuring out if you have the ability to access that market.
We’ll cover a wide range of topics during this show but some of the key areas to listen for are:
-How she approaches professional conferences.
-What strategy works for her newsletters.
-How to work primarily in a virtual setting.
-What value clients see in working with specialist.
Along with the business and the operation, we will bounce some different marketing ideas and strategies around to get a better sense of how much they’ll work for different clients.
We want to thank Natalie for being so gracious with her time. Check out her website to learn more about her business.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Today's show schedule:
0:39 – Setting up our conversation for today.
1:39 – Our guest today is Natalie Schmook, founder and owner of Hayes Wealth Advisors
3:03 – Natalie’s practice is focused on optometrists.
4:23 – What are you evaluating when determining what’s a good target market?
7:25 – What is the value clients see in working with a specialist?
13:32 – What is the long-term health of the industry and should that play into the decision for who to target?
16:28 – The business is national in scope and virtual meetings are normal.
19:13 – How to approach conferences for a target market.
22:22 – Have your own event before the main event.
23:09 – She’s had success with newsletters.
25:32 – Consider what your own knowledge and experience is.
28:55 - Webinar success
32:44 - Using the webinar to build a list
36:16 - Specialization lowers overhead
39:17 - Some thoughts on Natalie’s website
43:12 - Charging fees up front.
46:57 - Speak the same language as they speak.
47:58 - If you pivot to a specialist, do you have to get rid of old clients?
Many businesses across this country are dealing with varying degrees of profit loss over the first and second quarter, which is to no fault of their own in most cases. That’s true for many advisors and it’s important that the second half of 2020 brings much better results.
So we want to discuss how to make that happen on this episode of the Profitable Advisor podcast. We’re going to tackle this topic from multiple angles. First up, it’s important to reiterate the goal of profitability. For Dan, it’s always been to hit a ration of 60% and you should have similar goals. Let’s talk about the characteristics of businesses that are doing this and those that are not and provide some advice along the way. Pair this advice with Mike Michalowicz’s strategy in this Profit First book and you’ll be in a strong position.
Next, we want to talk about using intelligent marketing tactics to help make up ground. One way to do this is through target marketing, which we’ll explain in detail on the show along with examples of businesses that have done this. By making yourself an expert among a certain group of people, you’re able to capitalize on this position and increase business.
Finally, let’s talk about a new strategy to really take advantage of this tactic. Spoiler, it includes starting your own podcast. But not just any podcast. Dan will lay out the format for the show, which you can add to your marketing efforts immediately.
We’re excited for the possibilities with this new idea and hope you see it the same way.
But before we get all this started, Dan has an important announcement to make about the future of this show.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Today's show schedule:
0:39 – An update on the future of the podcast.
1:47 – Format changes that we want to install.
3:21 – What we want to address on this show.
5:10 – Let’s start with the issue of profitability.
7:00 – The fact is your business has likely been impacted due to no fault of yours.
8:05 – Reiterating Dan’s thoughts on profitability.
8:46 – Dan’s typical recommendation is a profit ratio of 60%.
10:19 – What characteristics do businesses with small ratios usually have?
11:07 – As we head into the second half of the year, vendors will be pushing hard.
13:34 – A great year isn’t measured by revenue, it’s profit.
14:19 – Now it’s very important to be smart about marketing. So start with target marketing.
16:00 – Two examples of successful marketing.
18:52 – Steps to begin positioning yourself as that targeted expert.
20:30 – Here’s a great podcast strategy to use to build your target market.
25:19 – The goal of this podcast
26:00 – A great new service that Dan has found during his time traveling.
28:57 – Here’s what you’ll get from us moving forward.
The coronavirus outbreak has hit the financial world pretty hard and now is a crucial time for advisors as we help clients from making critical mistakes with their portfolio. It’s also a significant time for your business and operation as we move away from in-person communication and towards webinars.
This episode is meant to serve a couple different purposes for our advisors. First, we need to all understand that we’ll get through this. It might be a time of high anxiety and worry, but we want you to know that we’ve been through this before and are here if you need to reach out.
Along those same lines, it’s also important for you to know that your job is essential in times like these. Your clients will want to end the pain and sell, but that could cause irreparable damage to their portfolio. Be there for them and help them get through this downturn because there are things we can be doing with their plan to take advantage of a time like this. We’ll go through a couple of those strategies on this show.
The second purpose of this show is to discuss marketing strategies as our culture is complete shifting away from in-person meetings and seminars. Many advisors have relied on these for years and years, but who knows how long it will take people to get comfortable around large groups again. It could be years and your business doesn’t have time to wait.
We’ll discuss the future of virtual meetings and webinars. How difficult is the tech to use? What platform should you choose? And we even share a webinar that we’ve created and used that is available to you now. About 95% of the work is done for you so it can be implemented immediately. You’ll hear about it on the show but you can also find it at RetirementVirus.com.
Take care, stay healthy, and remain strong.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Today's rundown:
1:32 – We’ll be closing our office now and going virtual.
3:55 – If you’re struggling with anxiety right now, reach out to us or someone else.
4:53 – Financial advisors are considered essential. Just think back to 2008 and 2009.
7:09 – If you have your clients spread out, you know the market is coming back at some point. If you let them sell and finish the pain, you are doing them a disservice.
8:40 – Dan emphasizes the importance of taking care of your existing clients. Here’s what you should be doing.
10:01 – Now is the time to be rebalancing portfolios.
10:58 – Look at your client distributions.
12:42 – Don’t forget that we’ll get through this. The best advisors don’t quit.
14:29 – A former mayor of Chicago once said to never waste a good crisis.
17:27 – Let’s talk about strategies advisors can be using right now.
21:13 – An example of why having just one spoke in the wheel can really hurt you if that spoke breaks.
22:13 – The way people interact will be fundamentally changed for some time. We have to adjust.
25:31 – Webinars and web broadcasts will be the only way to get your message to a lot of people at once.
28:05 – It’ll be interesting to see if the type of technology we use to do our jobs changes.
30:42 – The tech isn’t difficult but choosing the right platform can be difficult. Here are some suggestions.
33:22 – Here are the strategies to follow for webinars.
35:15 – Here’s a seminar and strategy we’re using right now.
37:46 – We took that webinar and did 95% of the work for you.
42:10 – If you’ve been list-building over time, this will go even easier.
Recently someone sent us a link to another podcast for financial advisors that caught our attention. The show was about accelerated growth and featured an advisor who has taken an aggressive approach to spending in order to build the business in a short amount of time.
Everything sounded great on the surface. This firm has grown to $200 million of AUM in five years by spending as much as $30,000 month in marketing. The revenue seemed to point towards a great return on the spending, but after listening a few times, we wanted to really dive into the business to determine just how profitable it really is.
This isn’t a criticism of another advisor. Everyone has a method for running their business and it’s great to see people having success. Instead, we want to evaluate each area of the spending and see what changes could be made to maximize profitability. That’s the ultimate goal, right? We want to work smarter so let’s find ways to do just that.
We’ll lean on Bond Girl’s marketing expertise to help us evaluate the strategies being deployed. Is everything being used effectively to reach the end goal? Would there be better ways to spend the money? What’s missing with this marketing plan?
It’s always beneficial to examine other businesses to see what lessons you can apply to your own operation and that’s the goal for today’s Profitable Advisor Podcast. You can see the full list of topics in the rundown below.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Today's show rundown:
1:10 – An episode from Dan’s favorite TV show ‘The Profit’ about pricing relates to what we’re talking today.
2:41 – Someone sent Dan a link to a podcast featuring an interview with an advisor that took on a ton of overhead to grow his business rapidly but there was no talk of profitability.
4:09 – Let’s give some feedback on this interview and point out some things this advisor was doing wrong.
5:00 – So let’s break down the numbers to start.
5:53 – Bond Girl shares her observations from this advisor’s business.
7:08 – This was the most powerful sentence in this entire interview.
8:42 – Dan might irk some people with this statement on profitability.
10:17 – Applauding the fact that this advisor was essentially doing deficit spending was a problem.
11:11 – What bothered Bond Girl in the interview was the belief that you have to have a revenue growth goal to be successful.
12:17 – The infrastructure strategy to build before the revenue comes isn’t a good plan.
14:30 – Let’s talk marketing because that was a focus of the show as well. Here’s how the numbers break down.
15:43 – Here are Bond Girl’s takeaways on the marketing side of this business.
17:20 – We get why someone wouldn’t want to share their behind-the-scene numbers but I don’t think he even knew the numbers.
18:37 – If you’re going to run a profitable business, you have to know where your clients are coming from.
20:12 – Here’s where he was spending his money. It starts with SEO, which Bond Girl isn’t a fan of and she explains why.
23:01 – He also had a radio show in LA, a billboard, promotion at high school football games, and more. Most of this is ego driven rather than business driven.
24:50 – You can build a brand but it happens in the work you do.
26:39 – We see a lot of waste with larger practices because they feel like they can afford it.
27:36 – A couple things he brought up were very useful and became ‘aha moments’ for Dan.
28:36 – People often think their fees are too high but this podcast points out that planning fees more than covered marketing expenses.
30:07 – Of all the marketing, there was no list-building being done.
32:15 – In summation, this is an advisor that’s not afraid to take chances and is being aggressive with his fees but there’s some serious fine-tuning that can be done.
33:30 – Don’t chase numbers just for the sake of chasing numbers.
35:19 – Time to do some math on the show and see what he’s averaging per client.
35:56 – There’s a lot you can learn from examining other practices.
37:01 – You also need to keep in mind what level of service you’re going to give your clients.
How do you go beyond the common marketing tactics to really get deep and connect with clients? Sara Grillo is a financial advisor turned marketing consultant and has a solid philosophy on accomplishing this goal. She’s a special guest on the show to share her strategies and explain the program she offers advisors.
About the Guest:
Sara Grillo is a financial advisor turned marketing consultant and you can read all about her here.
About the Show:
Over the past few months, people have been sending Dan articles from the same person. As he began reading through them, it became evident that this person had a lot of the same beliefs as we do at Renegade Advisor.
So Dan decided to reach out to Sara Grillo and have her come on the show to discuss these ideas a little deeper. As you know, we don’t bring on guests often so that should tell you how highly we regard her. You can read all of her stuff and watch here videos at SaraGrillo.com but we wanted to use this episode of Profitable Advisor to pick her brain on a few specific topics.
First we wanted to discuss the idea of profitability and why advisors struggle so much with making that the priority. Many people assume that production automatically leads to profitability but that’s not always the case. Let’s talk about that and get Sara’s opinion on what advisors should be doing in their practice to make profitability the main focus.
Then we move into a lengthy conversation on utilizing LinkedIn as a tool for getting deeper with clients. You might have heard Dan talk about the social media platform previously as something he hasn’t completely grasped as a tool, which is why he wanted to really drill down on this specific area. Sara shares some great insight into how to effectively communicate with people on LinkedIn, strategies you should implement, and why their messenger is so valuable.
It's a great conversation and one we’re glad we had. If you haven’t checked out Sara Grillo’s content before, take some time to do so after you finish listening to the show.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Today's Rundown:
1:50 – Some background on an article from Sara Grillo that I received from a number of you.
3:03 – After several months of reading her material, I wanted to bring her onto the show as a guest.
3:47 – Advisors start their year with production goals rather than thinking about profitability. Why don’t we think about profitability more?
5:10 – Our industry defines success by volume/revenue rather than profit.
6:17 – People are failing on a $35/month payments for a service and that undermines your own credibility.
7:23 – What should advisors be doing in their practice to move to a profitability focus?
9:22 – What we’ve found from people we work with at Renegade Advisor that end up costing advisors.
9:52 – It’s not about getting clients with huge a net worth but get all the money of a smaller client.
12:18 – If advisors began the year by determining how much they want to bring in and then work backwards, they’d be more successful.
14:12 – Lifestyle is such a valuable benefit to being self-employed but we don’t always pay attention to that.
16:08 – Sara has a strong philosophy about marketing on LinkedIn and she shares her thoughts.
18:54 – Why Sara decided to leave the financial advisor business.
20:22 – She originally had a YouTube channel that produced very well for her.
22:17 – Introverts make great sales people.
23:04 – Strategically, how should advisors be using LinkedIn?
25:25 – Focus on how you can help someone else’s business as much as what you will get out of it.
26:02 – If you want to be successful with people, you have to understand them. Regardless of the medium.
27:40 – How much time each day should advisors spend on LinkedIn each day?
29:19 – What about the tactic of sharing articles and videos you think people will be interested in?
32:21 – Is there a recommended number of times you should reach out to someone in a given month?
33:09 – Begin with a list of 20
33:45 – Do you wait for them to express an interest in your business or should you take that leap?
36:33 – These auto-messaging services can work but they will turn off a lot of people along the way.
40:05 – Don’t abandon other forms of marketing. Social media should supplement what you’re already doing and take the conversation to a deeper level.
Dan doesn’t bring on guests unless he truly values the information they provide, and that’s why he tracked down Gabe Lewit to learn more about his CRM system. Find out why this direct mail nurturing can be done more effectively, efficiently, and affordably using a new system created by Vision Financial Marketing, and find out how Gabe deploys a six-spoke marketing wheel.
About This Episode:
We’ve talked quite a bit about the importance of lead-nurturing on this podcast and we want to take that to another level on this episode.
Dan has been utilizing Vision Financial Marketing’s new direct mail and CRM system for a little while now and wanted to share what he’s learned with you. This platform provides financial professionals with an easy and automated way to grow your business. The best part of this is there is a completely free option that is actually useful and valuable.
In order to learn more about it and provide you with a thorough description of what this new system is and how to best utilize it, we tracked down one of the creators, Gabe Lewit. He and his father, Steve, run a financial firm but recently started this new business to improve marketing. Dan became fascinated with the system after realizing that it masters lead-nurturing and follow-up by leveraging direct mail so he brought Gabe on the show to discuss this in more detail.
You’ll learn quite a bit about this system, how it’s used, and the many features available, but Gabe also explains the six-spoke marketing wheel he uses for his business. If you want to learn about a system that has proven to work, this is a conversation you’ll want to play close attention to. Here are the six ways Gabe markets to potential clients:
- Seminars
- Educational workshops
- Direct mail drip marketing
- Email in combination with strong website
- Non-workshop based client events
- Client referrals
That process will be a major focus of this episode along with this direct mail strategy so have a listen and find out why Dan is so excited about this new company.
If you want to connect with Gabe, visit this link and he’ll be in touch. And for more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Here's today's rundown:
1:33 – Today we welcome on Gabe Lewit to the show.
3:52 – Here’s what got Dan excited about Gabe and what he’s discovered with the Vision Financial Marketing system.
5:51 – The first thing we want to get is the role of lead nurture.
9:09 – How it started for Gabe and his dad.
10:20 – After getting little results the first year, the formulated a new system.
11:32 – Gabe feels there are two keys to on-going success in nurturing.
12:15 – There are benefits to email, but how many people share their primary email address to marketers?
13:19 – The six-spoke marketing wheel Gabe uses. Here are the first two.
15:52 – Strategies for choosing workshop topics.
18:16 – The third spoke in the marketing wheel.
19:21 – Pay attention to this: you aren’t sending the same message to everyone.
23:32 – This seems intricate and time-consuming, but Gabe’s platform is built to make this automated.
27:03 – A real-life example of how efficient and cost-effective this can be.
33:39 – How to set up an account on VisionFinancialMarketing.com
34:31 – Dan describes his experience using just the free version of the platform.
36:51 – Here are the three levels and what the features are.
44:44 – Let’s go back to the other three spokes in the marketing wheel.
47:53 – The fifth spoke
50:00 – The final part of the wheel is client referrals.
The start of a new year means an opportunity to assess your business and set fresh goals to strive for.
Today we’re going to help you do that by looking at it from two different perspectives. The first will be profitability because that’s ultimately how your business will survive and flourish. The second is marketing, which helps drive the first goal.
We’ll explore this entire idea of 2020 goals on this episode of the Profitable Advisor podcast so come along as we aim high for the new year.
Setting the Stage
Let’s get things started with some background on the subject. Why are we dedicating an entire show to something we do every year? And why are we breaking it out into two different categories? Dan explains what the goals are for this episode.
1:09 – It’s time to start thinking about the new year.
2:26 – Let’s talk about this idea of setting goals from two perspectives: profitability and marketing
Planning for Profitability
Most businesses use revenue to judge performance over a certain time period but we’re talking about why profitability better determines success. Since the latter actually puts food on the table, that’s what you should be basing your goals on and we’ll explain how to set that number.
As the new year begins, you’ll also have to deal with vendors that are trying to set their sales projections for the year but keep in mind that they work for you. Dan would even tell you not to bother returning their calls when they are trying to track you down early in the year because their goals don’t align with yours. Once you reach your ideal level of profitability, your operation becomes more conservative and that’s not what others want to see for their bottomline.
Another piece to understanding profitability is to get a grasp on your books. That doesn’t mean that you have to keep them yourself but know what your money is going and how much it costs to attract and service a client. Sometimes the quickest way to reach your goals is by maximizing your current business rather than having to go out and add a lot more on top of what you’re doing.
2:41 – Profitability first. Your vendors will be calling you to find out what you plan to do.
3:35 – The best advice Dan would give you for dealing with vendors.
4:39 – Truthfully, they don’t want you to be too profitable.
5:38 – 2020 planning needs to be based on profitability rather than revenue.
7:03 – You need to have an idea of how much wealth you need to be happy and you’ll have a number to target.
8:05 – Here’s the conversation Dan has with new advisors in the program.
10:01 – Figure out how many clients you need to hit that number and what you need to do to service them properly.
10:44 – If you don’t have a firm grasp of your books, that needs to be part of your plan for 2020.
12:43 – Goals are great but action is the key.
What About Marketing in 2020?
As you know, goals aren’t much without action. So what’s your action plan going to be for marketing your business and generating new clients in 2020?
Let’s lean on Bond Girl for her expertise on this subject, much like we did in our last episode on lead nurturing. She helps us break down the marketing calendar, where you should spend your money, list building, and nurturing. Remember that it’s not just about the first exposure to your brand. It’s about constant communication and turning that initial lead into a new client. That’s the best way to maximize the dollars you’re putting toward marketing because the nurturing process really only costs you time.
And what about LinkedIn? This has become a trendy avenue for marketing but it’s not something Dan and Heather have embraced. Find out why they’d tell you to do as much research as you can before utilizing this platform as a primary marketing channel.
13:58 – No area is more impacted by action than marketing. Bond Girl stresses a marketing calendar.
18:23 – Build your budget first, then decide what you’re going to do with your money for marketing.
18:50 – Let’s talk about adding a 24/7 spoke into the marketing wheel.
19:33 – Map out your list building and work on how to keep adding people to that list.
21:34 – Why Dan wants to get hate emails.
26:28 – Should you use LinkedIn for marketing?
33:25 – How do we nurture our list once we get it built up?
36:08 – The only way to maximize your return is through the nurturing process.
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
Building a marketing plan to increase business takes a lot of work and planning, but one of the key elements to every strategy needs to be nurture. That’s the focus of today’s Profitable Advisor podcast as we explore this topic and share the best ways to nurture your client database.
Dan Didn’t Take His Planned Trip to Israel
On the last episode, Dan told us about his upcoming trip to Israel and his goals to bring back business lessons and strategies he learned. Well, it turns out the trip never happened. Find out what went wrong.
1:51 – Dan updates us on his trip to Israel, which ended up not happening.
Nurturing Should Be a Part of Every Marketing Plan
As we mentioned, follow-up is the focus of this episode and needs to be a focus in any marketing plan you develop. You’ve heard us talk about the importance of nurturing your relationships but let’s explain why it’s so important. Dan has a great example of how his plan to offer a pie during the holiday season to his list of clients resulted in him landing an appointment.
The strategies have worked really well for us recently so let’s talk about why that is. One piece of that is the daily email communication, but it needs to be more than a generic news email. Show off your personality. The good news is we can help you with that part of your marketing. If you’ve considered adding a daily email to your marketing plan, we can help you with that for a very small cost. All the information can be found at AdvisorAssets.net
4:56 – Today we’re talking about how important proper and systematic follow-up can be.
5:08 – Nurture is should be a big part of any marketing strategy.
6:19 – A story about how nurturing resulted in a client for Dan.
7:47 – Our nurture system has had great results lately.
8:28 – We now offer the opportunity to tap into our daily email marketing copy writing system for the price of coffee each day.
Bond Girl Breaks Follow-Up Into Two Types
One of the reasons we choose this topic for the podcast is the passion Bond Girl has for utilizing this strategy. She breaks down the follow-up into two streams: Situational and Long-Term.
With situational, there are three types of people you are targeting: the people that attended your event and made an appointment, the people that attended but didn’t make an appointment, and then the people that didn’t come at all.
11:18 – Two streams of follow-up as Bond Girl sees it. The first is situational.
11:43 – Three categories of people you should be following up with immediately after an event.
12:41 – The second stream of follow-up is Long-Term.
13:04 – How do you treat the person that wants to come in for an appointment?
16:30 – Now let’s look at the messaging for the people that attend but don’t book an appointment.
19:52 – Give people the option to say no upfront.
Make it Personal
There are a handful of communication methods you can choose and Bond Girl explains those, but the agree that everyone agrees is the voice you need to use in your communications. It’s always going to be more effective to be entertaining and informative. Don’t be afraid to pull back the curtain and show your personality. It’s a great way to differentiate yourself.
21:23 – That short-term follow-up can be in 5-6 different communication methods.
22:47 – The strategy for people that registered but didn’t come.
24:07 – One of the areas where advisors can get off track.
25:40 – Be entertaining with your frequent communications.
27:37 – Share a little about yourself in your copy. Pull that curtain back.
Follow-Up or Die
We’ll wrap the discussion by talking about the types of follow-up and what we know about direct mail. In a world of digital everything, direct mail still resonates with people better than opening up an email. Bond Girl shares a great story about the $8 million postcard that will help you understand where to focus with direct mail.
29:20 – Let’s talk now about the types of follow-up
29:48 – Your brain actually connects to tangible things better than it does digitally.
32:11 – Let’s talk about using direct mail as a form of nurture and the strategies behind it.
34:17 – Some of the strategies that Dan has tried in the past to grab people’s attention.
37:28 – The $8 million postcard
39:20 – Wrapping it up, how long should we nurture a client?
For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.
We all aim to build a business that runs efficiently enough that we’re able to enjoy significant time for ourselves while also generating strong profits. The key to getting there is figuring out how many clients you need to aim for while still maintaining a high-level of service. We’ll use a recent article on this topic to lay out a plan to get you to that optimal number.
In this episode:
A recent article about how many clients an advisor should have caught Dan’s attention because it shared many of the same ideals that he believes in and shares on this podcast.
The article is Get 70 “Deep” Clients. Period. by Sara Grillo and it talks about how adding too many clients can become a ‘chaotic Picasso.’ You can read her detailed explanation in the article but it is the basis for this episode of the Profitable Advisor podcast because Dan disagreed with a few key points.
First, her optimal number is lower than what we believe you can reach. Everyone’s situation is different but why not aim for a higher revenue number if you can manage it?
Dan also talks about why every advisor should consider adopting an AUM model to grow revenue from $3,000 per client up to $5,000. We’ll detail how that’s possible but it’s comes down to handling all of your client’s money. This might seem like a time-consuming approach, but we’ll share the way Dan gets around that and still has plenty of time to spend with clients.
Putting systems in place will help you grow your business to that ideal size so that you’ll be able to maintain the lifestyle you want while providing excellent service to your clients.
To save you some time, we’ve highlighted the topics below. Just click on the timestamps to skip ahead in the episode or go back to something you want to hear again.
1:51 – Welcome in, it’s been a chaotic month.
2:47 – Dan is taking a trip to Israel in the next week.
3:56 – Today we’re getting into an article written by Sara Grillo: Get 70 “Deep” Clients. Period.
6:25 – Dan reads a little from this article to share a few excerpts about what she means by ‘chaotic Picasso’
8:55 – I talk about this idea all the time but here’s where I differ. One is the number of optimal clients an advisor should aim for.
11:14 – Let’s hypothetically say 200 clients is the right number. How could you handle the workload efficiently, take a month off each year, live 300 miles away from your office, and make seven figures?
11:32 – The easiest ways to grow from $3,000 per client to $5,000 per client. First, adopt an AUM model.
15:54 – The challenge is to make sure we manage all of client’s money rather than just some of it.
16:58 – Second thing, managing money takes a lot of time so don’t manage it. Use a turnkey asset manager.
17:56 – The third thing is proactively connect with your clients using a group-type format.
19:20 – How often should we have review meetings with our clients?
20:22 – Systems are going to be the key in streamlining all of these things.
In recent weeks, Dan Kennedy’s health has taken a downturn and he has even recognized that his final days might be ahead. As tributes pour in for this incredible businessman, advisor, and mentor, we wanted to celebrate his life and what he’s taught us along the way. We’ll do that by sharing the books, products and lessons we recommend.
IN THIS EPISODE:
As August came to an end, an emotional letter from Dan Kennedy was posted online for his company, friends, and family. In it, he shares a message of inspiration and hopefulness as he prepares for his final days.
His health has deteriorated and it lead to much speculation that Kennedy passed away, but the last update to DanKennedyTribute.com says he’s still in hospice and enjoying the tributes that are being sent in. That might change at some point after this podcast has been published, but at the time of this episode he was still with us.
His life compelled Dan Cuprill and Heather to share the things they’ve learned from Kennedy throughout their careers. From books to marketing lessons to funny stories, his impact on this podcast is very similar to the one he’s made on many people throughout business and entrepreneurship for decades.
We hope you’ll be able to pick up something new during this episode and apply it to your life and career. There are a few book recommendations we’ll make from our personal collections. We’ll also talk about the top lessons we’ve been taught from Kennedy and still use. There will also be additional products that we’ll highlight along the way.
We’ll close the show today with a message of gratitude from Dan for all that Kennedy has done for the small business community around the world.
To save you some time, we’ve highlighted the topics below. Just click on the timestamps to skip ahead in the episode or go back to something you want to hear again.
1:51 – Dan Kennedy’s health hasn’t been great so we’re focusing our episode on him today.
4:33 – Discussing the things we’ve learned from Dan.
5:35 – The first lesson is time management.
8:15 – Putting my phone in the drawer serves me well in this.
9:09 – What Dan Cuprill thinks is the most important thing about time management.
9:42 – We often allow ourselves to get distracted.
11:32 – The second lesson is autonomy.
12:23 – Cuprill learned the Art of Curmudgeonry.
14:32 – The books he got us into.
15:47 – The third lesson learned is to not follow the crowd.
17:00 – He always talked about the importance of follow-up.
18:29 – Don’t be boring.
21:25 – Let’s now talk about his work and what he accomplished during his career.
22:01 – Heather shares her first favorite book that Kennedy wrote.
25:00 – Another product that Heather really likes - $252,000 Platinum Meetings.
26:40 – Another favorite book: Make Them Laugh and Take Their Money
28:13 – A great reference tools that Cuprill recommends.
28:42 – Cuprill’s top book recommendation: No B.S. Ruthless Management of People and Profits
31:09 – A Kennedy quote that Heather absolutely loves.
31:47 – How can financial advisors apply Kennedy’s teachings?
33:57 – Don’t use food to entice people to a meeting.
36:32 – Why it’s important to have marketing systems.
37:17 – Where you can find Kennedy products if you haven’t seen or heard him at all.
39:25 – One last message to Kennedy.
