Top Advisor Podcast: Recent Episodes
Bill Cates
Welcome to the Top Advisor Podcast, brought to you by ProudMouth’s Influence Accelerator Academy, with your host, Bill Cates, CSP, CPAE. Bill interviews the financial service industry’s top performers to learn their secrets to sustained success. These short interviews will get right to the heart of what each top advisor is doing to acquire more right-fit clients. You’ll be reminded, renewed, and inspired to take powerful action. You’ll impact more lives and increase your income at the same time.
In this episode of the Top Advisor Podcast, Bill Cates sits down with Molly McClure, Executive Director of Marketing at OnePoint BFG Wealth Partners, to look at how prospects choose a financial advisor today.
A trusted introduction may put an advisor at the top of the list, but prospects still do their homework. They check your website. They look at your LinkedIn profile. They search Google, and increasingly, they ask AI. Yup! For better or worse, AI is playing a huge role in this dynamic now.
Molly shares what advisors can do to strengthen that next step and make sure their marketing supports the tried and true referral process.
Here are 3 Key Takeaways:
- The Referral Gets You Considered:
A warm introduction opens the door. Your online presence helps the prospect decide whether to walk through it. The referral comes with borrowed trust. Your online presence can increase that – if done properly. - Your Message Has to Be Specific:
Does your website clearly show who you help, what makes you different, and why the prospect should call you? Do your new prospects “see themselves” in how you talk about your value? - Client Surveys Can Start Better Conversations:
Client survey results can lead you to clients who are willing to refer but maybe haven’t done so… yet. This creates a natural opportunity to follow up and help them recognize who may be a good fit.
Listen in for a smart, practical conversation about blending referrals and marketing, with advice on creating useful content, improving search visibility, simplifying website forms, and making sure your links and follow-up systems work, so you can become the first call clients make when life gets complex.
Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action!
Episode Sponsors:
- Nexruto
- The Cates Academy for Relationship Marketing
Connect with Molly McClure:
- Website: https://themollymcclure.com/ | https://www.onepointbfg.com/
- LinkedIn: https://www.linkedin.com/in/mollysmcclure/
- Email: molly@themollymcclure.com
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Our Guest
Molly McClure is the Executive Director of Marketing at OnePoint BFG Wealth Partners, where she leads the firm’s marketing strategy and brand growth.
With nearly 20 years of experience in technology, financial services, and fintech, Molly is known for making complex ideas clear and building marketing programs that deliver real results. Before joining OnePoint BFG, she led U.S. marketing for a fintech division of Invesco and helped drive significant growth in both revenue and brand awareness.
Molly was also named the 2025 Gold Stevie Award winner for Marketing Executive of the Year. A Michigan native, she credits her early years working on her grandparents’ cherry farm with shaping her hands-on approach to leadership.
Are you running your week, or is your week running you?Brian Margolis, founder of Productivity Giant explains why most advisors spend too much time reacting to emails, distractions, and day-to-day chaos, and how you can reverse that trend.
Key Takeaways:
- Pillar System: Identify 5-7 weekly “pillars” – the most high-leverage activities that, done consistently, drive your long-term results. Success lies in consistency, even if the payoff isn’t immediately obvious.
- Pro Time (Protected, Proactive Time): Schedule focused, undisturbed blocks in your calendar – ideally in the morning – to work on your business, not just in it.
- Mold & Batch: Treat your Pro Time as your most important client. Mold your calendar around it, and batch similar tasks together to avoid the productivity-killing cost of context switching.
- Plan Your Day: Don’t start your morning until it’s finished on paper. Brian Margolis shares his “four column” legal pad system to organize priority projects, tasks, and even personal to-dos.
Quick Implementation Tips
- Set Recurring Pro Time: Make it a standing appointment with yourself on your calendar – before meetings or client work fills the space.
- Try a Reverse Timer: When tackling email, set a 10–15-minute timer to process as much as you can, saving longer items for later.
- Batch for Focus: Group similar tasks. For example, process prospecting emails together, handle admin tasks in one block, and reserve creative work for your freshest hours.
This episode is packed with actionable strategies to help you work smarter, protect your pro time, and achieve the results you want.
Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action!
Sponsor:
- *EPISODE SPONSORS:*
Nexruto
www.Nexruto.comThe Cates Academy for Relationship Marketingwww.TheCatesAcademy.com
Connect with Brian Margolis:
- Website: www.ProductivityGiant.com
- LinkedIn: https://www.linkedin.com/in/margolisbrian/
- Book: The Index Card Business Plan
- Email: brian@productivitygiant.com
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Brian Margolis
Brian Margolis is a former environmental scientist who turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book The Index Card Business Plan for Sales Pros and Entrepreneurs.
Brian’s Pillar System helps sales pros and entrepreneurs create a strategy so simple, it fits on an index card…but so powerful it’s helped create 7-figure earners and has been licensed by some of the largest companies in the world to train their teams.
Brian has been a partner or consultant in multiple ventures ranging from startups to national brands. He has worked with everyone from SharkTank entrepreneurs to Fortune 500 companies. Both his accomplishments and failures span a variety of industries.
In addition to his above work, and appearances on some of the largest business and sales podcasts in the world, he is still in the trenches having done thousands of individual coaching sessions with sales pros and entrepreneurs.
Thrilled to have interviewed Derek Coburn on the latest episode of the Top Advisor Podcast!
Derek built and sold a thriving financial practice, created the renowned networking community Cadre, and is a bestselling author challenging the conventional views on retirement.
Whether you’re a financial advisor or a growth-minded professional, his journey and perspectives are a must-listen. Here are 3 key takeaways for you:
- Curated Networking Beats Cold Outreach:Derek found greater success – and deeper relationships – by moving away from mass networking events and instead hosting highly curated, small-group gatherings that create meaningful connections.Tired of large, impersonal networking events? Derek shares how hosting smaller, curated roundtable lunches led to deeper connections and eventually grew into Cadre, a thriving community for entrepreneurs and business leaders
- Redefining Retirement:Question the traditional model of retirement. The story of Derek’s Dad and his book Let’s Retire Retirement shows that maintaining purpose beyond 65 can not only improve well-being but also offer financial flexibility.Derek challenges traditional thinking about retirement, asking: Should we be steering clients toward a destination they may not truly want?
- It’s About Being Present, Not Just Planning:True wealth is about maximizing meaningful moments with family and friends throughout life—not deferring them until “someday.” Don’t underestimate the value of $50,000 moments.Check out this episode for practical ideas on building your network, challenging outdated industry advice, and living life more fully now and later!
Episode Sponsors:
- Nexruto
- The Cates Academy for Relationship Marketing
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Connect with Derek Coburn:
- www.DerekCoburn.com
- https://www.cadredc.com/
- linkedin.com/in/derekcoburn
- Book: Let’s Retire Retirement
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business.
That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors.
If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode:
- Start the Conversation Early:
Don’t wait for your clients approach you for a conversation about selling their business. Proactively discuss their exit plans and the value of their business before someone else does. - Build a Trusted Team:
Business owners expect their advisor to have a team of experts (including tax, M&A, and legal professionals) ready to help maximize their value and minimize taxes during this critical transition. - Never Accept the First Offer:
The study revealed that business owners almost always net a significantly higher sale price (sometimes 60–100% more) when they run a competitive sale process rather than accepting unsolicited offers.
Case in Point: The Danger of Waiting
Hear what happens when a trusted advisor “waits for the call” after a client sells – only to lose out on tens of millions in new assets because they weren’t proactive.
Or discover how partnering with experts and running a competitive sale process turned an initial $31M offer into a $51M payday for both the business owner and their advisor.
Advisors: This is an immediate opportunity to be the hero your business owner clients need or risk losing them at the most pivotal moment of their financial lives.
Episode Sponsor:
Connect with Scott Bushkie – Cornerstone Business Services:
- Cornerstone Website
- Financial Advisor AUM Study
- FINISH STRONG: Book & Workbook
- Scott’s LinkedIn Profile
- Cornerstone YouTube Video
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Scott Bushkie
Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 25 years in mergers & acquisitions, Scott is a recognized leader in the lower middle market, helping business owners sell their companies, grow through acquisition, and understand the realistic value of their businesses in today’s market.
Over the years, Scott has successfully executed hundreds of transactions, domestically and internationally. He has the trust and respect of CPA and financial advisor alliances, investment banks, and other professional service firms within the M&A marketplace.
A leading authority on lower middle market M&A, Scott’s expertise is sought after by major media outlets including the New York Times, Chicago Tribune, Associated Press, CBS, and iHeart Media. The best-selling author of Finish Strong: Sell Your Business on Your Terms, he also guest authors content for numerous newspapers, magazines, and trade publications.
As a keynote speaker, Scott engages diverse audiences from national organizations to regional trade groups and international delegations. He focuses on empowering business owners to maximize the single largest transaction of their life: the sale of their business. Additionally, he equips financial advisors with strategies to better serve these owners and, in turn, significantly grow their AUM.
Scott is the founder and past chair of the Wisconsin chapter of Midwest Business Brokers & Intermediaries (MBBI), past chair of the International Business Broker Association (IBBA), past chair of the M&A Source, and the founding president of the Wisconsin chapter of EO.
Scott has been named Fellow of IBBA, Fellow of M&A Source, and was a 2025 inductee into the IBBA Hall of Fame—in each instance the youngest person in the world to receive these prestigious lifetime designations, recognizing industry expertise and contributions to the profession.
In 2018, Scott launched the Cornerstone International Alliance (CIA), providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. In 2025, CIA had approximately 30 partner firms worldwide and facilitated the transition of $2 billion in enterprise value.
Scott also partnered with a third-party research firm to produce the 2025 National Study on Selling Your Business. The first of its kind, the study provides groundbreaking research into business owner attitudes, trends, and expectations about selling their business.
Scott holds designations as a Mergers & Acquisitions Master Intermediary (M&AMI), a Certified M&A Professional (CM&AP), and a Certified Business Intermediary (CBI). He is a registered representative of the broker dealer Ceiba Financial with the Series 62 & 63 securities licenses.
Scott’s diverse background includes entrepreneurial endeavors, management, finance, and marketing. He has operated small startups and worked with international corporations. He is a graduate of the University of Wisconsin – Whitewater. Scott and his wife Cassie live in Green Bay with their three children.
The national average savings rate in the U.S. is a dismal 4%.
If you could help your clients raise that rate as high as 20%, what would that mean to your clients and to your business?
Our featured guest, David Mozeika, is a top-performing financial advisor with over two decades of experience and Forbes recognition, who has revolutionized the way advisors and clients think about money movement.
Rather than relying on traditional budgeting or chasing higher rates of return, David Mozeika advocates for a proactive approach he calls “Income Under Management.”
By rethinking the flow of funds and intercepting income before it hits spending accounts, he’s helped clients and advisors unlock higher rates of saving and investing, leading to long-term financial confidence. David Mozeika also co-founded Currence, a tool designed to support this innovative method and foster a more collaborative, transformative relationship between advisors and their clients.
This is a game-changing approach to holistic financial planning that creates a huge win for your clients and for you!
Here are 3 key takeaways:
- Flip the Savings Script: David introduces the concept of “Income Under Management,” emphasizing that traditional budgeting is backward-looking and often ineffective. Instead, by redirecting income into a separate reservoir account before it hits the spending account, clients automatically become better savers; often without conscious effort.
- Create Transformative Client Value: Structuring cash flow in this way not only delivers better client results but can also transform relationships. Clients frequently report a sense of confidence and clarity, with some even saying, “You have transformed my life.” This leads to stronger engagement and higher referability.
- Business Impact: By helping clients increase their rate of saving and investing (from the national average of ~4% to 20%+), advisors can dramatically grow their own businesses. More client savings translates into more assets to manage. A true win-win!
Sponsor:
- EPISODE SPONSOR: Nexruto
www.Nexruto.com
Connect with David Mozeika & Currence
- WebsitesCurrence: www.LiveCurrence.comIncome Under Management Summit (Save $600)
https://livecurrence.com/ium-2026/promo-redemption/cates/ - LinkedIn: https://www.linkedin.com/in/davidmozeika/
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About David Mozeika
David Mozeika has dedicated over 20 years to the financial services industry, consistently ranking in the top 1% of his peers. Recognized as a top advisor by Forbes, David has a proven track record of helping clients manage their cash flow to achieve their financial goals. His innovative approach led to the creation of Currence, a platform designed to change the direction of cash flow and introduce a “speed bump” between income and spending.
Welcome to a special solo edition of the Top Advisor Podcast! In this episode, host Bill Cates pulls from decades of coaching, interviewing, and his own experience to deliver a powerful session on best practices for bringing in new clients and creating real advocates for your business.
Unlike typical interview-driven episodes, today’s focus is on actionable principles, strategies, and tactics that top advisors are using right now.
Bill dives deep into what it means to be truly referable and remarkable, i.e., “worthy of remark” – exploring the vital difference between simply keeping clients happy and elevating your relationships to the level where clients enthusiastically introduce you to others.
You’ll hear real examples from standout advisors, learn about the game-changing 3 Rs of relationship marketing, and discover how targeting the right markets, building strong personal connections, and embracing your clients’ money beliefs can transform the growth and reputation of your practice.
Packed with concrete examples, episode references, and tested tools, this solo session is your roadmap to moving from incremental to exponential growth, cultivating a culture of introductions, and becoming the advisor everyone talks about.
Tune in for inspiration, insights, and practical steps you can start using today.
3 Top Takeaways
- Being Referable Means Going Beyond Good Service: Bill Cates emphasizes that referability is about creating deeper engagement and trust with clients. It’s not just about solid financial planning; it’s about forming value connections and personal connections that turn clients into advocates.
- Build a Clear Target Market and Reputation: Many top advisors cited in the episode have a well-defined target market, which makes their messaging more relevant, strengthens their reputation, and leads to more introductions. As Bill Cates points out, “vague intentions produce vague results; clear intentions produce clear results.”
- Leverage Empathy & Money Stories: Helping clients explore and reframe their beliefs about money builds lasting relationships and positions you as a trusted advisor. Bill Cates shares how unpacking “broken money stories” brings a rich value to your clients that few advisors leverage. This strategy creates advocates and unsolicited referrals.
Whether you’re a seasoned pro, just starting out, or somewhere in between, these principles, strategies, and tactics are game changers for client acquisition and building a thriving practice.
“I actually call myself – lovingly – the angel of death because I was not an angel investor. Yeah, I destroyed businesses and, in the process, wiped myself out financially.”– Mike Michalowicz
I believe that the message in Mike Michalowicz’ book, Profit First is both elegantly simple and powerful
I’ve adopted most of these strategies over the past 6 months and my business has already become more profitable, and my cash-flow management is clearer and smoother than ever before.
This interview of Mike is going to follow two parallel paths. As a financial advisor YOU are a business owner AND you probably serve a lot of business owner clients.
This interview will give you ideas to bring more value to your clients, and at the same time help you reflect on the profitability of your own business.
Bill and Mike discuss:
- Profit First Mentality:
Mike shared his personal story of financial reset, revealing how shifting your approach to “profit first” can change everything. Instead of waiting for profit at year-end, set it aside from every transaction – just like you pay yourself first in personal finance. - Behavioral Hacks for Profitability:Discover the “small plates” strategy. Just as smaller dinner plates lead to smaller portions, breaking your income into dedicated accounts (profit, owner’s compensation, taxes, OpEx) naturally guides prudent spending.
- Why Most Business Owners Struggle:Did you know 83% of small businesses are living paycheck to paycheck? The traditional formula – sales minus expenses equals profit – actually sets most up for failure. With Profit First, sales minus profit equals expenses, forcing you to run your business sustainably.
- Debt & Profit:Think you need to pay off debt before saving profit? Think again – profit is the muscle you need to build to sustainably pay down debt over time.
- Owner’s Compensation vs. Profit:Mike Michalowicz clarified the crucial distinction: Owner’s compensation is your salary for running the business. Profit is a bonus for taking the risk. Don’t confuse or commingle these!
- Holistic Advising:Advisors, there’s a massive opportunity in linking business and personal finances for your clients. Don’t leave the business side to the accountant – address both for true financial independence.
- Commitment Devices: ! This is Powerful !Setting up systems (like hiding your profit in a different bank account) creates “commitment devices” – behavioral nudges that help you stick to your plan, just like leaving your gym shoes on the toilet lid to get moving in the morning.
Whether you’re a solo advisor, own a small business, or even part of a larger firm, Profit First adapts. The sooner you start, the greater the impact.
“Most financial advisors work too many hours for too little money for too many of the wrong clients.”– Bill Bachrach, CSP, CPAE
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If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen.
We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life.
NOT LOOKING for this exact model? Keep listening. The principles, strategies, and tactics discussed can apply to any advisory model.
It’s all about asking great questions, truly listening, and focusing on quality over quantity.
Plus, we discuss practical strategies to transition from a busy, overwhelming practice to your dream client base. Unlock the roadmap to results and become the trusted advisor your clients deserve!
Bill C. and Bill B. Discuss:
- Most advisors work too many hours for too little money and too many of the wrong clients. Want real change? Focus on fewer, ideal clients – quality over quantity. Build a business that funds your ideal life.
- Trust isn’t a sales tactic. It’s the foundation. Skip the features and benefits. Ask real questions and listen deeply. Human connection still trumps everything in the financial advisory world.
- “What’s important about money to you?” That simple question opens up a valuable conversation. Listen without rushing. Silence is powerful. Remember that sometimes people just need extra time to think before revealing what matters most.
- Referrals aren’t automatic. Clients need to trust you at the highest level before risking their relationships for you. Consistent follow-through and genuine care make the difference. Earn that bridge.
- AI is here, but human-to-human connection is what sets trusted advisors apart. Use technology for efficiency, but double down on listening and empathy. Be as analog and human as possible with your clients.
Most financial challenges aren’t math problems—they’re belief problems.
In my recent podcast conversation with Corey Mosley, we talked about money stories: the beliefs people absorb early in life that quietly shape how they save, invest, earn, and even value themselves.
Clients don’t always resist your advice because they “don’t get it.”
Often, they resist because the advice conflicts with a story they’ve carried for decades.
The same is true for advisors.
Your beliefs influence how you price, position your value, and show up in conversations.
When you help clients (and yourself) rewrite the story beneath the numbers, everything changes—clarity, confidence, and follow-through.
Listen to the conversation and explore how money stories shape financial outcomes.
“To grow to an 8-figure business, you have to fire yourself – let go of doing all of the things that you think you have to do as the founder, as the advisor, and really let go so you can step into this visionary leadership role that most founders want to be in.”
Julia Carlson
In this conversation, Julia Carlson shares how she grew her practice from scratch, building a dynamic team and eventually stepping into a visionary leadership role (yes, “firing herself” in the process).
You’ll hear about her dedication to helping both retirees and entrepreneurs, her passion for holistic financial planning, and her mission to inspire 1,000 entrepreneurs to each give $1 million to causes they care about, ultimately creating a $1 billion movement for good.
Whether you’re looking for insights on scaling a business, creating meaningful differentiation, building a powerful team culture, or simply finding happiness and balance as an advisor, you’ll find Julia brings both practical strategies and a refreshingly authentic perspective.
Bill and Julia Discuss:
- How leaders shift from rugged self-reliance to collaborative leadership as their firm scales.
- How her Retirement Readiness Checklist becomes a magnet for her Right-Fit Clients.
- The power of serving both pre-retirees and business owners and how this dual focus fuels deeper relationships.
- Why Julia chose organic growth over acquisitions and what that has meant for her firm’s culture, trust, and scalability.
- The impact of embedding generosity into a business model and how the $1 Billion for Good movement inspires teams and clients alike.
- Why modern advisors must blend investment + insurance + planning into one holistic approach.
Sponsor:
- EPISODE SPONSOR: Oberle Risk Strategies
www.Oberle-Risk.com/private-client
Connect With Julia Carlson
- LinkedIn: https://www.linkedin.com/in/thejuliacarlson/
- Website: https://www.thejuliacarlson.com/
- Writers Island: https://www.writersislandtv.com/julia_carlson
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Find Mitch Anthony’s books here!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Tessa Santarpia:
Julia Carlson is the Founder and CEO of Financial Freedom Wealth Management Group, a nationally recognized firm ranked in the top 1% of the industry. An entrepreneur, speaker, author, and educator, Julia has become a respected thought leader on tax-efficient retirement strategies, distribution planning, and exit planning for business owners. She launched her firm at the turn of the century and has since built a reputation for exceptional client service and visionary leadership.
Julia is the author of Money Loves You and has a new book forthcoming in February 2026: Let’s Get You Fired – How Entrepreneurs Scale to 8 Figures by Letting Go and Leading with Vision. Through her coaching and guidance, she helps entrepreneurs grow beyond the hustle, build companies that thrive without their constant presence, and create a legacy of generosity. Her bold mission: help 1,000 entrepreneurs scale to 8 figures and give $1 million each to causes they care about—fueling a $1 billion movement for good.
A frequent voice in the media, Julia has been interviewed by Barron’s, Forbes, Financial Advisor Magazine, MSN, Reuters, InvestmentNews, USA Today, Yahoo! Finance, and Nasdaq. She has been named an InvestmentNews Women to Watch honoree, and a multi-year Forbes Top Women Wealth Advisor.
She works from the firm’s office in the beautiful coastal community of Newport, Oregon, where she lives with her husband and their three children.
For the human brain, we all have a negativity bias. It’s not a flaw; it’s actually a survival mechanism. So, it’s not that your clients are necessarily overreacting, it’s more that their biology is perceiving a threat when none might even be there.
Tessa Santarpia.
In this episode of Top Advisor Podcast, my guest Tessa Santarpia and I are diving deep into the fascinating world of neuroscience and its impact on financial decision-making.
This is a compelling conversation about your clients’ brains – as well as YOUR brain – that offers insight into the way we think, feel, and act around money.
Tessa explains why logic alone doesn’t drive financial behavior and how factors like negativity bias, survival mode, and early “money memories” can have a powerful influence on everything from market anxiety to risk-taking.
You’ll learn practical, neuroscience-backed techniques that advisors can use to calm client fears, foster meaningful conversations, and build deeper trust.
Plus, Tessa shares actionable strategies for advisors to regulate their own emotions, shift out of survival mode, and cultivate a growth mindset—so they can lead clients by example.
Quick Excerpts:
[00:06:30] “When someone sees red on a chart or a market downturn, the nervous system treats it like a physical threat and their body treats it as such.”
[00:07:40] “There are actually very simple neural techniques that advisors can do to re-engage that rational part of the brain.”
[00:08:55] “The client is not just listening to your words, they’re actually feeling your nervous system.”
[00:11:23] “Advisors have the same brain wiring as their clients. So, the amygdala, the fear center, is still getting hijacked…”
[00:24:18] “The most important thing you can do is to really get out of the head, drop into the body. This is when you just want to allow that emotional wave to pass through you.”
Whether you’re looking for fresh perspectives to enhance client relationships or want to better understand your own (and your team’s) financial behaviors, this episode is packed with insights and tangible takeaways you won’t want to miss!
Sponsor:
- EPISODE SPONSOR: Oberle Risk Strategies
www.Oberle-Risk.com/private-client
Connect With Tessa Santarpia:
- LinkedIn: https://www.linkedin.com/in/tessasantarpia/
- Website: https://visualizein360.com/
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Find Mitch Anthony’s books here!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Tessa Santarpia:
Chief Executive Officer and Lead Trauma-Informed Healing Facilitator
Tessa Santarpia brings a rare blend of strategic healthcare expertise and deeply embodied healing practice. With a background in Health Policy and Management from Columbia University, she has led physician practice operations in both integrative medicine and mental health clinics, focusing on optimizing systems that prioritize patient experience, access, and impact.
Tessa’s professional path has always been rooted in one question: How can we make alternative healing therapies more understandable, accessible, and backed by science? This curiosity has led her to study the brain and nervous system through the lens of trauma, altered states of consciousness, and embodied healing. She is trained in mindfulness and meditation, somatic breathwork, psychedelic integration, and flow state facilitation, weaving these modalities into the fabric of VISUALIZEin360’s offerings.
As a trauma-informed healing facilitator, Tessa is passionate about creating spaces that support emotional safety, nervous system regulation, and inner transformation. Her leadership is driven by a belief that people deserve tools that meet them where they are and are grounded in both science and spirit.
Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences.
In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy.
Drawing on decades of research and field experience, Richard explains why empathy, thoughtful communication, and personalized experiences are now the keys to standing out – to attract and retain ideal clients.
Richard shares practical strategies and real-life examples, including how small, intentional actions can generate lasting relationships and even significant referrals.
Bill and Richard Discuss:
- The four keys to remarkable client experiences
- Why “great service” isn’t enough anymore
- Why a structured, proactive communication plan sets top advisors apart and how often our clients really expect to hear from you
- The power of asking better questions
- Why clients who are merely “satisfied” are always at risk of leaving and how to become the kind of advisor they advocate for with their friends and colleagues
- … And more!
Sponsor:
- EPISODE SPONSOR: Oberle Risk Strategies
www.Oberle-Risk.com/private-client
Connect With Richard Weylman:
- LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/
- Websites:
www.richardweylman.com
www.weylmancenter.com
weylmanconsultinggroup.com
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Find Mitch Anthony’s books here!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Richard Weylman:
Richard was orphaned at age 6, lived in 19 foster homes and attended 11 different schools. Breaking out of those circumstances, he led an award-winning Rolls-Royce Motorcar operation then progressed to heading and then creating the initial sales and marketing organization for The Robb Report, an internationally recognized magazine for the affluent lifestyle.
For nearly three decades Richard has been honored to show business owners and professionals around the world the path to proven business growth and success. He uses his unique ability to see things from the client’s or customer’s perspective and interpret their needs to then create the prescriptive strategies and tactics needed to elevate business performance in today’s marketplace.
As a researcher, author, consultant, and serial entrepreneur, he helps to deliver personalized and dynamic presentations that achieve real outcomes and measurable results.
What can financial advisors learn from those guiding the world’s wealthiest and most complex families?
And how can you position yourself as the advisor your A+ clients call first?
In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships.
3 Key Takeaways:
- Advising ultra-wealthy families is about more than money. The right brain side – trust, relationships, and emotional dynamics – is often where true value is built.
- Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges.
- Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way.
Bill and Rich Discuss:
- Why speaking truth to power is essential for advisors who want lasting influence
- Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor
- Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer
- Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list
- How to help families build sustainable, purpose-driven offices with the right people and plan
- … And more!
Connect With Rich Wolkowitz:
- Email: rich@xylogenesis.com
- LinkedIn: https://www.linkedin.com/in/richardjwolkowitz/
- Website: https://www.xylogenesis.com
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Find Mitch Anthony’s books here!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Rich Wolkowitz:
Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type.
A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management.
Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive.
Prior to founding Xylogenesis®, Rich managed a global family business consulting firm.
Known for his ability to “speak truth to power.” Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.
Standing out as a financial advisor requires more than credentials; it’s about clarity, connection, and purpose.
How do you move from being “just another advisor” to someone clients instantly trust and want to work with? How do you stop competing on titles and start owning the problems your clients care about most?
In this special 100th episode, Referral Coach Bill Cates interviews Derrick Kinney, bestselling author of Good Money Revolution and former top-ranked advisor, about the mindset and strategies that helped him scale his practice to the top 1% before transitioning into coaching advisors. Derrick explains how clarity of purpose, the right words, and emotional connection can transform an advisor’s business and make competitors irrelevant.
Derrick discusses:
- Why he sold his successful advisory practice to pursue writing, coaching, and media work
- The biggest mistake advisors make when introducing themselves and how to “own a problem” instead of relying on credentials
- How asking the right questions and not solving problems too quickly keeps prospects engaged and builds trust
- The importance of narrowing your focus, presenting yourself as a specialist, and connecting with clients’ pain points
- How visibility in media and storytelling can make competitors irrelevant and attract ideal clients
- …And more!
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Success for Advisors – 10 Conversation Mistakes guide
- Simple Teen Success – Teen communication & life skills resource
- Good Money Podcast with Derrick Kinney
- Good Money Revolution by Derrick Kinney
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Derrick Kinney:
- Website: Derrick Kinney
- LinkedIn: Derrick Kinney
About Derrick Kinney:
Derrick Kinney is widely considered one of the most engaging and down-to-earth money and business experts in the country. He built one of America’s top financial firms and helped countless clients become millionaires. Then, he sold it to give everyone access to his Middle-Class to Millionaire Playbook. As America’s Financial Educator, he’s a sought-after guest on top podcasts and a go-to expert on FOX, CNN, CNBC, and Yahoo Finance. He’s also the Wall Street Journal and USA Today bestselling author of Good Money Revolution.
If you think numbers and charts are enough to win clients, think again.
In this episode, Referral Coach Bill Cates interviews renowned author and speaker Mitch Anthony about the decisive role of storytelling and life-centered financial planning.
Mitch shares how neuroscience has proven that emotional connection, not just data, drives decisions, and how financial advisors can uncover deeper client relationships through meaningful conversations.
He also unpacks the real promise advisors should be making, that is, helping clients get the best life possible with the money they have.
Mitch and Bill Discuss:
- How story-based communication triggers emotional engagement and decision-making better than logic-heavy pitches
- Why advisors should uncover the client’s story before telling their own, and how that builds trust
- The importance of using relatable metaphors to explain complex financial concepts
- The shift from ROI-focused advising to Return on Life (ROL) and values that can’t be easily compared
- Simple but profound questions advisors can ask to build deeper connections without taking more time
- …And more!
Highlights:
- [00:04:15] Mitch defines “storyselling” and why it works so well
- [00:14:30] The mistake most advisors make with stories – and how to fix it
- [00:26:10] What life-centered planning really means (hint: it’s not just about the numbers)
- [00:38:45] How to shift your discovery process to focus on “return on life”
- [00:48:00] Mitch’s advice to advisors looking to deepen client loyalty
Sponsors:
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
Connect With Mitch Anthony:
- mitch@mitchanthony.com
- LinkedIn: Mitch Anthony
- Website: Mitch Anthony
- Website: ROL Advisor
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Find Mitch Anthony’s books here!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Mitch Anthony:
For more than two decades, Mitch and his team have provided training and development for both individual advisors and major organizations throughout the world. Mitch personally consults with firms around the world on both life-centered financial planning and relationship development.
Mitch is a consistently top-rated presenter who has spoken around the world, from private client events to audiences of more than 10,000. He has been named “one of the most meaningful speakers in financial services today” and hailed as one of the industry’s top “Movers & Shakers” for his pioneering work. Along with Texas Tech University, he has developed a certificate program in Life-Centered Financial Planning.
Mitch is a sought-after expert for the media and a regular columnist for Financial Advisor magazine. His columns have appeared on CBS MarketWatch and in the Journal of Financial Planning. Mitch is also host of the daily radio feature, The Daily Dose, heard on over 100 radio stations nationwide.
StorySelling for Financial Advisors, cited by Financial Advisor magazine as the number one “must-read” book for financial professionals, is an industry standard. In addition to The New Retirementality (now in its 5th edition) and Your Clients for Life, Mitch is the author of many groundbreaking books for advisors and consumers, including Defining Conversations, The Financial Professional’s StoryBook, Your Client’s Story, Selling with Emotional Intelligence, The Financial Lit-Kit (The Cash in the Hat, The Bean is not Green, and Where Did the Money Go?), and Life-Centered Financial Planning.
Financial advisors face the real challenge of proving their worth to clients who have more options and skepticism than ever before.
How do today’s top advisors cut through the noise, establish credibility, and attract clients in a way that actually works?
In this episode, Referral Coach Bill Cates interviews Michael Kitces, Chief Financial Planning Nerd at Kitces.com and a leading voice in the advisory profession, about what truly moves the needle for financial advisors.
They tackle the foundational role of trust, the evolving meaning of holistic advice, effective tactics for client acquisition, and what separates advice-focused advisors from product-driven ones. The conversation also looks ahead at the future of financial planning and practical strategies advisors can use to grow their firms.
Michael discusses:
- The essential role of trust in both building relationships and driving client acquisition
- How advisors can leverage “borrowed trust” through referrals and other trusted sources
- His mission to make advisors “better and more successful”
- The changing definition of a holistic advisor and the increasing importance of delivering real, advice-first value to clients versus just selling products
- Research-backed insights into which marketing activities effectively generate new clients and revenue for advisory firms
- …And more!
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Michael Kitces:
- Website: Kitces.com
- Website: Focus Partners Advisor Solutions
- LinkedIn: Michael Kitces
About Michael Kitces:
Michael E. Kitces, MSFS, MTAX, CFP®, CLU, ChFC, RHU, REBC, CASL, is the Head of Planning Strategy for Focus Partners Wealth, a private wealth management firm located in St Louis, Missouri, that oversees more than $50 billion of client assets. In addition, he is the co-founder of the XY Planning Network, AdvicePay, fpPathfinder, and New Planner Recruiting, former practitioner editor of the Journal of Financial Planning, and the publisher of the e-newsletter The Kitces Report and the popular financial planning industry blog Nerd’s Eye View through his website www.Kitces.com, dedicated to advancing knowledge in financial planning.
Michael is also a popular speaker on financial planning and practice management topics, and can be seen presenting at 50-70 regional and national conferences for financial advisors every year.
Michael is one of the 2010 recipients of the Financial Planning Association’s “Heart of Financial Planning” awards for his dedication to advancing the financial planning profession. In addition, he has variously been recognized as financial planning’s “Deep Thinker,” a “Legacy Builder,” an “Influencer,” a “Mover & Shaker,” part of the “Power 20,” and a “Rising Star in Wealth Management” by industry publications. These awards were presented to honor Michael’s active work in the financial planning community. Michael is also a co-founder of NexGen, a community of the next generation of financial planners that aims to ensure the transference of wisdom, tradition, and integrity from the pioneers of financial planning to the next generation of the profession.
Many advisors build thriving practices, only to feel trapped by the very work they love.
What if your career could energize, rather than drain, your life?
In this intriguing conversation, Referral Coach Bill Cates, CSP, CAPE interviews Kristin Harad, CFP®, founder of Full Advisor Coaching, who explains how financial advisors can embrace work-life integration rather than chasing an elusive balance.
Kristin unpacks her five-part framework for designing a business that fuels a life of fulfillment, freedom, and intention.
Kristin and Bill Discuss:
- Why “work-life balance” is a myth and how to think instead in terms of integration
- Common friction points high achievers experience when pursuing both career and personal goals
- Her five-part framework for envisioning an integrated work-life future
- The importance of mindset shifts like embracing progress over perfection
- Practical steps advisors can take, including calendar audits and giving
themselves permission to prioritize life alongside work - …And more!
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
Connect With Kristin Harad:
- LinkedIn: Kristin Harad
- Full Advisor Coaching
- Download Kristin Harad’s Work-Life Worksheet now!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Download Kristin Harad’s Work-Life Worksheet now!
About Kristin Harad:
After years in financial services marketing with companies like Visa, Charles Schwab, and JPMorgan Chase, Kristin Harad set out on her own in 2006.
She founded VitaVie Financial Planning, the first fee-only financial planning firm focused on expectant parents and growing families in the San Francisco Bay Area. Starting from nothing, she built it into a six-figure business in under three years.
The freedom of entrepreneurship brought Kristin the satisfaction and fulfillment she had always craved, sparking her desire to help other firm leaders achieve the same. In 2014, she transitioned full-time into training and coaching independent financial advisors. She launched her coaching business to share the strategies and systems she had developed to grow her own firm and create a life she loved.
As Kristin began sharing insights from launching and scaling her successful RIA, she discovered the joy of helping fellow entrepreneurs reach their dreams, both within their businesses and beyond. She has since guided hundreds of financial advisors and understands what works for solo practitioners, boutique firms, and enterprise RIAs alike.
Kristin is passionate about helping advisors renew their entrepreneurial energy, focus on what matters most as leaders, and discover the success and fulfillment they’ve been searching for.
Do your clients’ money mindsets ever drive you crazy?
Do you wish you could get them to just “think right” about their money?
What if you knew that some of your clients’ financial challenges are rooted in their DNA? Is that possible? It’s called “epigenetics.” (BTW – This is true for you too!)
In this episode, Bill Cates, CSP, CPAE interviews Joyce Marter, LCPC, CSP, author of The Financial Mindset Fix, to discuss the deep emotional and psychological factors that influence your clients’ (and your) relationship with money.
3 key takeaways:
- Money beliefs are formed early and often unconsciously. Childhood experiences, family attitudes, and even generational financial traumas (yes, epigenetics!) can shape how your clients perceive and handle money as adults.
- Financial anxiety is normal—even for high earners. Mindfulness and cognitive-behavioral tools can help your clients (and maybe even you!) shift from a scarcity mindset to an abundance mindset, leading to healthier financial decisions.
- Empathy is your most powerful tool. You don’t have to be a therapist, but being comfortable talking about the emotional side of money can forge stronger client relationships and set you apart as a true holistic advisor.
Bill and Joyce discuss:
- The strong link between mental health and financial wellness, and how unresolved emotional issues can hinder financial progress
- How financial trauma, such as job loss, debt, or family beliefs, can impact money behavior and decision-making
- Why empathy is essential for advisors when addressing clients’ emotional concerns around money
- The 12 core mindsets from her book, including detachment, responsibility, support, and abundance, and how these can positively influence client outcomes
- How mindfulness practices and cognitive behavioral tools can help clients manage financial anxiety and build long-term resilience
- …And more!
Addressing clients’ emotional relationships with money isn’t just a feel-good strategy; it’s deeply practical. When advisors acknowledge and support the intersection of mental health and financial planning, they help clients achieve not only stronger portfolios, but also a sense of holistic success and genuine peace of mind.
By expanding the conversation beyond dollars and cents to include mindset, emotion, and resilience, financial advisors become indispensable guides for their clients – chnot just to wealth, but to well-being.
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
Connect With Joyce Marter, LCPC, CSP:
- LinkedIn: Joyce Marter
- Website: Joyce Marter
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Get here our new guide: The 3 R’s of Relationship Marketing
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Joyce Marter, LCPC, CSP:
Internationally renowned mental health thought leader and financial mindset expert, Joyce Marter, considers her life’s purpose to spread the Mental Wealth; to remove the shame and stigma from both mental health and financial stress, and provide a global audience with practical strategies and tools to heal, recover, thrive, and prosper.
Joyce enjoys travel and has visited over 20 countries, with Thailand, Turkey, and Ukraine being some of her favorites. She welcomes opportunities to travel internationally to speak at large conferences or events. While she only speaks English, she has experience collaborating with a translator during her talks.
Most advisors know women will control the majority of wealth by 2030—so why aren’t more of them preparing now?
In this episode, Referral Coach Bill Cates interviews Cary Carbonaro, CFP®, Managing Wealth Advisor and the Women and Wealth Ambassador at Ashton Thomas. Cary explains how the financial industry has historically overlooked female clients and what needs to change to better serve and retain them. She also outlines actionable ways advisors can create more inclusive, client-centered practices that truly resonate with women.
Cary discusses:
- The reasons most advisors still struggle to connect with women, despite long-standing data showing their rising financial power
- How traditional practices, language, and analogies often alienate female clients and prospects
- Why offering separate meetings for women within couples can significantly strengthen advisor-client relationships
- How behavioral finance tools help advisors build deeper emotional connections and trust with women
- The importance of changing hiring practices and early outreach to increase female representation in the advisory profession
- …And more!
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Bill Cates Speaking Engagements
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Cary Carbonaro:
- LinkedIn: Cary Carbonaro
- Website: Cary Carbonaro
- Cary Carbonaro – Books
- Website: Ashton Thomas Private Wealth
About Cary Carbonaro, CFP®:
Cary Carbonaro is an award-winning Certified Financial Planner professional with 25+ years of experience. She is passionate about increasing financial literacy and empowering women, and is the author of the best-selling wealth management books for women. She is a CFP® Board Ambassador and was appointed to represent the industry in the media. At Ashton Thomas, Cary will provide Private Wealth Management Services and spearhead the establishment of the Women and Wealth leadership initiative. She has spoken internationally on financial literacy for women and endows a scholarship at her alma mater. She also founded the Women’s Giving Alliance and resides in Winter Garden, FL, with her husband.
Are you building a business you love — or one that’s wearing you down?
In this episode of Top Advisor Podcast, I interview David DeCelle, CEO of Model FA, whose passion is helping advisors fall in love with their practice – either “again” or for “the first time.”
David shares actionable insights on scaling your business while maintaining passion and enthusiasm.
David said, “Success in financial advising is about more than strategies; it’s about loving your business and creating genuine connections.”
How can financial advisors simplify operations to regain focus? What practical steps foster trust and meaningful growth?
David discusses strategies for systematization, identifying personal strengths, and the importance of nurturing client relationships authentically.
Bill and David discuss:
-
- Why advisors lose enthusiasm and how to reignite it.
- The four personality types in advising and the tailored growth method.
- Creating balance by leveraging the “Energy Audit” framework.
- The “Deposits vs. Withdrawals” approach to deepening client trust.
- Utilizing AI to enhance business efficiency without replacing human connections.
- …And more!
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
Connect With David DeCelle
- LinkedIn: David DeCelle
- Website: Model FA
- Instagram: David DeCelle (@david_decelle)
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Get here our new guide: The 3 R’s of Relationship Marketing
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About David DeCelle:
Raised in a middle-class household, David knew at an early age that he wanted to redefine success for his generation of the family. Making money was a big motivation, but knowing how to put money to work was his main goal. That’s why he chose to become a financial advisor. And he’s never looked back. He’s a compulsive learner, the guy who cares the most, and one of the hardest workers you will ever meet. He loves nothing more than acquiring layers of life-enhancing knowledge – from social media strategies to self-actualization – and sharing it to help others grow and succeed. His most treasured moment is watching a financial advisor fall in love with the business again.
He is equally committed to his own mind and body fitness, and to intentionally spending quality time with family and friends.
Selling a business is a monumental decision, filled with considerations that can significantly impact the owner’s future.
How can advisors provide real value beyond investment advice during this crucial transition?
In this episode, Referral Coach Bill Cates interviews Scott Bushkie, CBI, M&AMI, CM&AP, founder of Cornerstone Business Services, about the key steps and considerations involved in selling a business. Scott shares findings from a national study on business owners’ perspectives on their financial advisors during this process. He also provides guidance for advisors looking to assist their clients through a business sale.
Scott discusses:
- (06:03) The top reasons business owners switch advisors after selling
- (08:52) Key proactive moves advisors can make to maintain their client relationships
- (18:20) The importance of teamwork in selling and enhancing business value
- (24:29) Why it’s crucial to involve a team and never accept unsolicited offers blindly
- (30:31) Real-life case studies demonstrating successful business sales and advisor retention
- …And more!
Sponsors:
- SHOW SPONSOR: ProudMouth
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Finish Strong: Sell Your Business On Your Terms by Scott Bushkie
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Scott Bushkie:
- LinkedIn: Scott Bushkie
- Website: CAPex
- (920) 436-9890
- Website: Cornerstone Business Services
About Scott Bushkie:
Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 20 years in the M&A industry, Scott is a recognized leader in the field, providing exit strategies and M&A advisory services to business owners in the lower middle market. He has successfully executed sales to domestic and international buyers, private equity firms, family offices, and strategic buyers.
Scott is the founder and past chair of the Wisconsin chapter of MBBI and also the past chair of the IBBA. In 2014, Scott became the youngest person ever awarded the IBBA prestigious fellow designation. In 2017, Scott was named a fellow of the M&A Source, once again the organization’s youngest recipient. He writes for regional business press, including a monthly syndicated column for Gannett, and has been quoted by the New York Times, the Chicago Tribune, and other news outlets across the country.
In 2018, Scott launched the Cornerstone International Alliance, providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. Operating with the philosophy that success breeds success, the alliance helps top-tier lower-middle-market M&A firms create more value for their clients.
Scott holds the Mergers & Acquisitions Master Intermediary (M&AMI) certification. He is a Certified Business Intermediary and a FINRA registered broker holding securities licenses 62 and 63.
Building strong financial foundations isn’t just about numbers, it’s about nurturing relationships and leaving a legacy. How can financial advisors inspire trust and empower the next generation? What role does education play in creating lasting client relationships? In this episode, Referral Coach Bill Cates interviews Jeff Panik, CFP®, MSFS, CRPS, Principal of Balanced Wealth Partners, … Continue reading #92 Connecting Generations Through Financial Literacy with Jeff Panik, CFP®, MSFS, CRPS
In a crowded market, how can financial advisors truly stand out and attract their ideal clients? What’s the key difference between a target market and a niche, and why does it matter? In this episode, Referral Coach Bill Cates interviews Kristen Luke, marketing strategist and author of: Uncomparable: The Financial Advisor’s Guide to Standing Out … Continue reading #91 Standing Out: Niche Marketing for Financial Advisors with Kristen Luke
In this episode of Top Advisor Podcast, I sat down with one of the most recognized and influential names in the financial services industry: Ric Edelman. From starting as a new advisor to building the largest RIA in the country, (over $300 Billion in assets managed) Ric’s journey is filled with insights, strategies, and bold … Continue reading #90 Ric Edelman on Growing Your Financial Practice and Trends Reshaping the Advisor World
Referrals have always been the fastest and most predominant way that advisors have grown their business. But… it’s not the only way. Abby Salameh, Chief Growth Officer at RFG Advisory, dives deep into what’s working right now when it comes to client acquisition for top-performing financial advisors. Abby shares insights into four primary strategies her … Continue reading #89 Referrals, Social, and Events: A Modern Playbook for Growth with Abby Salameh
When it comes to generational wealth, it’s not just about money; it’s about relationships. Don’t believe me? Listen to this interview!!! In this episode, Referral Coach Bill Cates sits down with Barry Banther, CMC, CSP, CPAE, a seasoned family business advisor with over 30 years of experience helping families navigate the complexities of wealth transfer. … Continue reading #88 The Do’s and Don’ts of Intergenerational Wealth Transfer with Barry Banther, CMD, CSP, CPAE
What does it mean to truly scale your advisory team without sacrificing quality or culture? In this episode, Referral Coach Bill Cates interviews Steve Perry, founder and president of Well Recruiting Solutions, as they delve into the art of building teams with top talent. Discover the innovative approaches Steve uses to overcome the biggest hurdles … Continue reading #87 Building Your Financial Advisory Team with Top Talent – Insights from Steve Perry
Are you ready to become a million-dollar advisor, or are you already there wanting to push your success further? Discover the core strategies that separate high-performing financial advisors from the rest in our latest episode. In this episode, Referral Coach Bill Cates interviews Dave Mullen, a veteran in developing top financial advisors, for an engaging … Continue reading #86 Become a Million-Dollar-Advisor with Dave Mullen
Does financial security keep you up at night? In this episode, Referral Coach Bill Cates interviews Pamela Sams, founder of Jackson Sams Wealth Strategies. Discover how Pamela has harnessed the power of having a clear mission and target market to build a thriving community of advocates. With a focus on helping professional women secure their … Continue reading #85 Helping Clients Sleep Well at Night with Financial Planning with Pamela Sams
“My book is titled Exactly What to Say, but maybe I should have called it, Exactly What to Ask.” In this enlightening episode of the Top Advisor Podcast, host Bill Cates sits down with Phil M. Jones, CSP, CPAE, the renowned expert and author of the bestselling book – Exactly What to Say: The Magic … Continue reading #84 EXACTLY What to Say (And Ask) with Phil M. Jones, CSP, CPAE
What if you could cut through the noise and offer your clients true value beyond just product performance? In this episode, Referral Coach Bill Cates interviews co-founders of Holistic Financial Planners Steven Kaplan and Benjamin Skupp about charging for advice. They share their journey into adopting a new financial model that enabled them to work … Continue reading #83 Charging for Financial Planning Services with Steven Kaplan & Ben Skupp
Ever wondered how financial advisors can truly connect with niche markets? What if we told you the secret lies in a unique combination of athletics, education, and strategic branding? In this episode, Referral Coach Bill Cates interviews Jeff Durr from RU Financial Athletic Department, revealing how he’s turning the world of financial planning on its … Continue reading #82 Financial Focus for College Athletes: A Winning Game Plan with Jeff Durr
In today’s episode, we dive deep into the world of multigenerational wealth management and generational wealth transfer with esteemed guest Josh Kanter, JD, a family office executive, advisor, and founder of leafplanner. We explore the groundbreaking “100-Year Family” concept, emphasizing the importance of maintaining family legacy and wealth across generations. Josh shares invaluable insights on … Continue reading #81 Generational Wealth Transfer: The 100 Year Family Strategy with Josh Kanter, JD
What would you call a strategic partner if not a center of influence? Today on the Top Advisor Podcast, Referral Coach Bill Cates interviews Duncan MacPherson about transforming how financial advisors establish and maintain strategic partnerships. Discover why the phrase “centers of influence” might be holding you back and how strategic partnerships can lead to … Continue reading #80 Building Strong Strategic Partnerships with Duncan MacPherson
Are your money beliefs holding you back in your practice?
In this episode, Referral Coach Bill Cates interviews Tammy Lally, CMC®, LUTCF, a certified money coach, financial planner, TED speaker, and author of the book “Money Detox,” about the unproductive and limiting beliefs around money many financial advisors unknowingly harbor. Tammy brings invaluable insights from her years of experience and personal journey, including her TED Talk which has over 2.2 million views, about how to help financial advisors and their clients develop healthier beliefs about money.
You’ll learn how to recognize and address these limiting beliefs, the importance of emotional maturity around finances, how to shift your money mindset to attract more right-fit clients and leverage new opportunities, and practical strategies for creating stronger, healthier financial practices.
Tammy discusses:
- Her personal story and how it led to her TED Talk and book, “Money Detox”
- The concept of money shame and how it affects financial decisions
- How financial advisors can better understand their clients’ money stories and avoid unconsciously shaming them
- The importance of curiosity and empathy in enhancing client relationships and financial outcomes
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Let’s get honest about our money problems TED Talk by Tammy Lally
- Money Detox: Your Invitation to Liberation by Tammy Lally
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Tammy Lally:
- LinkedIn: Tammy Lally
- YouTube: Tammy Lally
- Website: Tammy Lally
- Email: money@tammylally.com
About Tammy Lally:
Tammy Lally is a Certified Money Coach, TED Speaker, and Author of Money Detox. She helps others master their finances by stopping the cycle of their money shame to rewrite their financial future. Tammy works with people to first conquer their emotions around money and then through a comprehensive financial plan. Tammy has 20 years of experience in the financial industry and 30 years of study in psychology, addiction, recovery, and spirituality. She brings a distinctive blend of financial industry experience, psychological knowledge, and spiritual consciousness to her work. Tammy offers a compassionate approach to money and money shame, which is truly powerful in helping her clients achieve transformative outcomes. Her signature “Money Detox” process is a seven-step journey that allows anyone to achieve financial freedom and joy. She works with individuals, couples, groups, and businesses and has helped thousands of people.
Creating a memorable client experience is key to standing out in the competitive world of financial advising.
How can you automate thoughtfulness and build emotional connections to boost referrals?
In this episode, Referral Coach Bill Cates interviews Jeff Jackel, Chief Strategy Officer and Co-founder of Client Giant, to share his expertise on how financial advisors can enhance their referability through personalized client experiences.
By tuning in, you’ll discover the power of “automated thoughtfulness” and how it can lead to exponential growth in client engagement and referrals.
Bill and Jeff discuss:
- The core mission of Client Giant and how it aims to foster personal relationships over transactional ones
- The principles of creating remarkable and memorable client experiences
- Success stories of financial advisors who have significantly increased their referrals and revenue by investing in personalized client touches
- The innovative technology and strategies used by Client Giant to automate thoughtful gestures, leaving a lasting impact on clients
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Ep. #12 – Using the “Wow Factor” to Maximize Client Engagement and Create Advocates with Scott Miller
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Jeff Jackel:
- LinkedIn: Jeff Jackel
- Website: Client Giant
About Jeff Jackel:
Jeff Jackel is Co-Founder and Chief Strategy Officer of Client Giant, a tech-enabled client care and concierge service helping business owners and operators in the USA and Canada drive unparalleled repeat and referral business.
Prior to this, Jeff was Co-Founder and CEO of Chatter Inc., a mobile technology company whose flagship product, BuzzMob (now Appletree) is a leading communication platform in education technology.
With 15+ years creating and building businesses across a spectrum of competitive industries, Jeff has experience with every aspect from ideation to product development, capitalization, strategic planning, management, content marketing, social media and brand building.
Video marketing is a powerful tool for financial advisors to build trust, provide value, and create meaningful connections with clients.
How can you effectively use video to attract clients and maintain strong client relationships?
In this episode, Referral Coach Bill Cates interviews Katie Braden, CFP®, Founder and Chief Video Officer of Advisor Video Marketing, to explore how financial advisors can effectively use video to attract new clients and strengthen current client relationships.
By listening to this episode, you’ll learn actionable strategies and best practices for integrating video into your marketing and client engagement efforts, drawing from real-world examples and expert advice from Katie.
Bill and Katie discuss:
- Different ways advisors can use video to enhance client experience and drive business growth
- Overcoming common fears and obstacles in creating authentic and effective video content
- Practical tips for setting up and optimizing your video environment for professional quality
- Specific case studies showcasing how top-performing advisors are successfully using video to build trust and deepen client relationships
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Ep. #8 – How to Ensure an Authentic Client Experience with Albert Fox CFP®, CIMA®
- Ep. #28 – How to Build a Referral Only Practice on a Powerful Story with Tyson Vines
- Ep. #39 – 3 Strategies that Built a Multi-Million Dollar Firm with Todd Gillingham, JD, CFP®, ChFC, CLU
- Ep. #58 – Building Connections that Turn into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting with Alice Tang, ChFC, MIM
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Katie Braden CFP®:
- LinkedIn: Katie Braden, CFP®
- Advisor Video Marketing
About Katie Braden:
With 18 years in financial services, Katie Braden turned her passion for helping the industry evolve into Advisor Video Marketing. Her mission? To make video marketing accessible and enjoyable for financial advisors. She’s not just another consultant; she’s a pioneer who started one of the first virtual, fee-only financial planning firms. Katie has also consulted for financial professionals in over 35 countries.
She obtained her degree in photography from RMIT University in Melbourne, Australia, before returning to the U.S. and joining her mother’s RIA in 2006. Her credentials include being a CFP® professional, an InvestmentNews 40 Under 40 alum, and ongoing service on the CFP Board’s Women’s Initiative (WIN) Council. Through her workshops and services, she’s here to help you use video to improve your client experience and expand your reach.
Building robust client relationships can lead to an increase in referrals, better client retention, and ultimately, a thriving business.
Do you do your financial planning in a vacuum, or do you consider all aspects of your clients’ lives as you work with them?
In this episode, Referral Coach Bill Cates interviews Tyson Ray, the CEO and founding partner of FORM Wealth Advisors and author of the book The Total Relationship: Four Steps to Breaking the Mold, Transforming the Financial Advisor-Client Partnership and Building True Wealth.
With a nearly $1 billion portfolio, Tyson shares his innovative approach to planning that shifts everyone’s focus from performance metrics to building total relationships with clients. In this insightful discussion, learn how Tyson nurtures a client-centric culture, leverages team expertise, and drives engagement within his client relationships through a comprehensive and caring approach.
Bill and Tyson discuss:
- Tyson’s mission to shift the financial advisory industry’s perspective from performance to what he calls The Total Relationship with clients.
- How Tyson starts all new client relationships using his 4 Key Pillars of The Total Relationship and how that impacts the client experience.
- How Tyson has created an elite team that helped him capture almost $1 Billion in assets.
- His decision to only work with clients willing to invest ALL of their assets with his firm and why he believes that’s best for the client.
- How his practice changed once he realized he need to bring in a COO to manage his team of 17.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Tyson Ray:
- LinkedIn: Tyson Ray
- FORM Wealth Advisors
- The Total Relationship – Book
- The Total Relationship – Podcast
- The Total Relationship – LinkedIn
About Tyson Ray:
Tyson Ray first learned about investing and the stock market during an economics class in his sophomore year at Badger High School, and at 16 years old, he decided to invest $100 into two different mutual funds. This was his first step on a path he continues to traverse today: using financial strategy to help make people’s lives better. He started his career in financial services after graduating from the Honors program at the University of West Florida and returning to Southern Wisconsin, where his family has lived for generations.
Over the past 25+ years, Tyson has sought to expand his knowledge and expertise through Yale School of Management, Investment Management Theory & Practice, CIMA Certification Registration Education Program, including obtaining the Certified Investment Management Analyst® (CIMA®) Certification and through the College for Financial Planning for the CFP® Certification, including obtaining CERTIFIED FINANCIAL PLANNER Certification. Tyson received his Certification in Business Exit Planning to better help entrepreneurs and business owners make the transition of selling their life’s work.
Tyson has been named a 2018-2024 Forbes Best-in-State Wealth Advisor, 2021-2024 Barron’s Top 1200, and a 2005-2024 Chairman’s Council Advisor. He’s also a member of the Financial Planning Association of Wisconsin, and has been recognized for his many philanthropic endeavors in the community, including the Invest in Others Global Community Impact Award and REP. Magazine’s Advisor with a Heart Award for Sustainable Charity for his ongoing work with the Ray’s non-profit, Children’s World Impact.
Tyson is devoted to his wife Jenny and their three children, Nelson, Austin, and Carson. When he has the opportunity, he enjoys spending time outdoors, hunting, fishing, and playing golf.
Philanthropists! That’s where the money is!
In this episode, Referral Coach Bill Cates and Barron Damon, a Certified Philanthropic Coach, dive into the world of strategic financial advisor philanthropy and meaningful giving.
Barron and Bill discuss how financial firms can integrate philanthropy into their brand for a quadruple win:
- Attracting significant assets.
- Benefiting the community.
- Engaging employees, and
- Enhancing the company’s image.
Barron’s insights on the “3 P’s of Philanthropy” and his expertise in creating a strategic plan for their financial advisor philanthropy are truly inspiring.
If you want to elevate your brand through purpose-driven giving, this episode is a must-listen.
Bill and Barron discuss:
- How Barron went from being a victim of a violent crime to becoming a CEO of a nonprofit organization and a philanthropic coach.
- How to develop a strategy for financial advisor philanthropy using the three Ps: Philosophy, People, and Process.
- The role of Donor-Advised Funds in strategic giving.
- How financial advisors can better serve philanthropically inclined clients.
- Building employee engagement through community-oriented programs.
- Working with advisory firms and other businesses to enhance their brand and community engagement through strategic giving.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Ep. #13 – Using Philanthropic Leadership to Grow Your Business and Serve Your Community with Jeff Chaddock, CRPC®, APMA®
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Barron Damon:
- LinkedIn: Barron Damon
- Website: Barron Damon
- Articles: Barron J. Damon
- The BK Damon Foundation
- barron@businessoflifecc.com
About Barron Damon:
Barron Damon is a Certified Nonprofit Consultant and Philanthropic Coach with over 20 years of experience working as an Executive for a National Non-Profit Organization. He holds coaching certifications from the Center for Congregational Health, an Associate Coaching Certification (ACC) from the International Coaching Federation (ICF), a Bachelor of Arts Degree in Industrial Psychology from the University of South Carolina, and a Masters Degree in Business Administration from Webster University. Barron also serves on the Board of Directors for the Chamber of Commerce and for the Morrisville Rotary Club, has co-created an award-winning Giving Circle, and helped many communities around the USA create their own Giving Circles.
If you think work-life balance is hard to achieve, you’re probably right.
With that said, THIS advisor has done it. His path to success is amazing!
The strategic decisions he made early in his career have allowed him to build a practice and a life that many aspire to.
In this episode, Referral Coach Bill Cates interviews Chad Hufford, owner of Veritas Wealth Management and bestselling author of “Forging Financial Freedom,” to discover how he built a successful financial practice that prioritizes both high achievement and personal freedom through work-life balance.
Chad reveals the critical early decisions that shaped his business, the importance of having a specific target market, and his unique approach to client responsiveness.
Bill and Chad discuss:
- How Chad established work-life balance as a priority at the beginning of his career and made some hard choices to fully live out his vision.
- The importance of a well-defined target market for achieving exponential growth.
- Chad’s unique perspective on being responsive to clients without being constantly available. (You will probably envy what he’s created here.)
- The role of podcasting in Chad’s marketing strategy, and his plans for future growth.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Forging Financial Freedom by Chad Hufford
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Chad Hufford:
- LinkedIn: Chad Hufford
- Veritas Wealth Management
About Chad Hufford:
Born and raised in Anchorage, Alaska, Chad grew up in the financial industry, learning under his father, Steve. Chad graduated from the University of Alaska, and seeing the great need for holistic financial advice and coaching, he opened his own financial service practice in 2007 in Anchorage, Alaska, and now serves clients and their families across the US.
He founded Veritas in 2014 as he continued to expand his team and services. Soon after Veritas opened its doors, Chad began his relationship with Ramsey Solutions as Dave Ramsey’s SmartVestor Pro and is the longest-tenured Ramsey SVP in Alaska.
With a strong background in athletics, Chad brings a coaching mindset and the heart of a teacher to financial planning and investing as he strives to both empower and educate his clients on their journeys to financial freedom and independence.
Chad and his wife, Tiffany (also a life-long Alaskan), have been blessed with six wonderful children. Tiffany stays busy homeschooling the kids, and the whole family is very involved in their church and local community.
Yohance Harrison has hit the trifecta for success. He’s focused on a clear and profitable target market. He’s getting a ton of right-fit referrals. And he’s identified and nurturing his advocates in a fun way.
He’s also become a master at bringing financial education to clients who think they already know it all.
In this episode, Referral Coach Bill Cates interviews Yohance Harrison, Founder and CEO of Money Script Wealth Management, PLLC, about the journey from financial illiteracy to financial empowerment. Yohance shares his methods for educating clients, the importance of targeting a specific market, and his powerful approach to generating referrals by nurturing client relationships.
You’ll learn actionable strategies for increasing client engagement and multiplying referrals by fostering strong connections and delivering compelling value.
Bill and Yohance discuss:
- Yohance’s transition from a financially troubled upbringing to a thriving financial advisor.
- Insights into the behavioral finance concepts that shape client decisions, and how to address them.
- How he shows his highly educated clients that they are financially illiterate.
- The importance of a defined target market and methods to effectively serve it – including joining their associations.
- Yohance’s successful “Kings and Queens” referral strategy and how to nurture and celebrate top advocates.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- The Money Script Podcast
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Yohance Harrison:
- LinkedIn: Yohance Harrison
- Website: Money Script Wealth Management
- yohance@moneyscriptwealth.com
About Yohance Harrison:
Yohance Harrison is the Founder and CEO of Money Script Wealth Management, PLLC, he began his financial services career 25 years ago in Charlotte, NC. In 2004 he moved to Los Angeles to manage an office of advisors for a Fortune 500 firm. After a decade in corporate America, he departed from his leadership role to pursue his entrepreneurial desire to start his own firm. Yohance is passionate about financial literacy and provides financial education courses for colleges and organizations across the United States. He currently resides in Dallas, TX with his wife Alicia and their two children. Yohance holds a Series 65 & 66 Securities License, is a Chartered Retirement Planning Counselor (CRPC®), and is a Behavioral Financial Advisor (BFA). He also holds multiple board positions for other organizations across the country. Yohance is a contributor & speaker to the American College of Emergency Physicians, CV Roman Society, and is an SAEM Industry Advisory Council Member.
Client events can be a game-changer for financial advisors, offering a unique and personal way to build client relationships and grow your business.
Are you leveraging client events to their full potential?
In this episode, Referral Coach Bill Cates interviews Angela York and Elyse Stoner from Event Advisors to share real-life examples of how client events for financial advisors can be leveraged successfully to deepen relationships, boost loyalty, and attract new clients.
Bill, Angela, and Elyse discuss:
- The importance of setting both clear business goals and event goals to maximize your results.
- Common reasons why events underperform and how to avoid these pitfalls.
- The incredible importance of pre-planned and creative follow up to events that will drive even better results.
- Traditional AND creative event ideas like wine tastings, economic summits, cooking classes, chef’s tables, minor league baseball games, and more.
- The power of virtual events and hybrid models in expanding reach and maintaining client engagement.
- Real-life examples and case studies demonstrating the impact of well-planned events.
- Collaborating with wholesalers and other partners to support client events for financial advisors.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Ep. #5 – Use The 90-Day Dazzle for Client Onboarding and Win Referrals Fast with Bryan Sweet, CLU, ChFC
- Ep. #11 – How to Grow Your Business Without Prospecting with Randy Carver, CRPC®, CDFA®
- Ep. #40 – Explosive Growth and Getting Referrals Without Asking with Warren Brooks and Terry Parham Jr.
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Event Advisors:
- Website: Event Advisors
- LinkedIn: Event Advisors
- hello@event-advisors.net
- YouTube: Event Advisors
Connect With Angela York and Elyse Stoner:
- LinkedIn: Angela York
- LinkedIn: Elyse Stoner
About Angela York:
Angela York grew up in Hollywood, CA, surrounded by the TV industry. Inspired by her parents who worked in television, she initially envisioned a career in TV production. However, her journey took a different path. After college, she began her marketing career at an advertising agency in Orange County. Soon after, she transitioned to an in-house role at an advisory firm, leading their marketing department. This experience set the foundation for her career in marketing and event planning.
In 2008, after nearly a decade at the advisory firm, Angela founded a consulting business specializing in event planning, marketing implementation, and administrative support. This venture allowed her to collaborate with wealth managers and financial services firms across California and the Pacific West, honing her skills and deepening her understanding of the financial advisory space.
The global pandemic in 2020 brought new challenges and opportunities. In 2021, Angela co-founded Event Advisors with her partner Elyse Stoner. Combining 30 years of marketing experience and 20 years in the advisory space, their mission is to help financial advisors host events that strengthen client relationships and create growth opportunities.
At Event Advisors, Angela and her team believe in the power of events to enhance client relationships. Well-executed events deepen existing relationships, show appreciation, and convert prospects into clients. They design custom events that foster and sustain client relationships, driving growth and loyalty. Their goal is to remove the stress of event planning, allowing advisors to focus on what they do best.
About Elyse Stoner:
Elyse Stoner is the founder of Fresh Perspective Consulting and the Co-Founder of Event Advisors. In both roles, she specializes in maximizing the marketing power of events, project management, and building comprehensive strategic plans based on her Return on the Moment (ROM) paradigm.
Her ultimate goal is to ensure that events, whether digital, in-person, or somewhere in between, not only meet but exceed their goals. Together with her clients, she brings a fresh perspective to their strategies.
With years of hands-on marketing, event, and brand management experience, Elyse has had the privilege of working on a multitude of exciting projects. From sporting events and concerts to educational programs and business conferences, her work has drawn in millions of people. She thrives on creating strong partnerships with clients, sponsors, vendors, and attendees. Elyse firmly believes that events are integral to achieving strategic marketing goals, and that belief shines through in everything she touches.
Are you looking for the secret to unlocking your client’s financial potential and taking your advisory business to the next level? Of course you are!
In this episode of Top Advisor Podcast, Bill Cates and guest Reese Harper – founder of Dentist Advisors – take a deep dive into the strategic benefits of niche marketing for financial advisors.
Reese shares his personal success story of targeting dentists and how it led to his hugely successful advisory business.
Reese Harper’s insights on niche marketing for financial advisors, the geographical expansion of his business, and the benefits of a centralized service model will revolutionize the way you approach serving your clients.
Reese and Bill discuss the financial diagnostic tool, “Elements.” This is like an EKG for your clients’ financial lives.
Bill and Reese discuss:
- Niche Specialization & Mastery: Reese examines the benefits of niche marketing for financial advisors in the dental industry for a targeted advisory approach.
- Strategic Journey: Strategies and takeaway action steps from Reese’s path to cultivating a flourishing niche advisory practice.
- Podcast Insights: Reese explains how his podcast has been instrumental in growing his firm.
- The “Elements” Methodology: A revelation of the Elements methodology and its profound influence on decision-making and client relationships.
- Standing Out: Practical advice for advisors aiming to distinguish themselves in a competitive market through specialization and added value.
- … And much more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Podcast: The Dentist Money Show
- Ep. #62 – The Fastest Way to Win (and Keep) Ideal Clients with Jay Baer, CSP, CPAE
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Reese Harper:
- LinkedIn: Reese Harper
- Website: Elements
- Website: Dentist Advisors
- reese@getelements.com
- Instagram: @reeseharpercfp
About Reese Harper:
In 2007, Reese Harper founded Dentist Advisors with the aim of assisting dentists in making intelligent financial decisions and achieving financial independence. Since then, he has consulted with dentists across the country, helping them reach their personal and business financial goals using a scientific, data-driven decision-making methodology and technology he developed called Elements®.
Simultaneously, over the past several years, Harper’s team has been working to transform the Elements methodology into a turnkey system that can be utilized by financial advisors to provide a next-generation user experience and increased value for their clients.
The Elements Financial Planning System simplifies the process for financial advisors to organize and evaluate their clients’ comprehensive financial data at a glance. This enables them to focus on the functional and emotional jobs that drive results for their clients.
Is email marketing for financial advisors dead? Not by a long shot!
Are there productive and unproductive ways to use email in your marketing process? You bet!
Email is still an effective and affordable marketing/prospecting tool that – if used correctly – can contribute significantly to your new-client growth.
Discover the secret to leveraging the potent power of personalized email marketing for financial advisors!
In this episode, Referral Coach Bill Cates interviews James Pollard, the host of The Financial Advisor Marketing Podcast and founder of TheAdvisorCoach.com.
Discover the secrets to cutting through the email clutter, attracting Right-Fit Clients, and leveraging email to increase your revenue without boosting marketing expenses.
Bill & James discuss:
- The myth that email marketing for financial advisors is dead and revealing its unparalleled efficiency in the financial advisory realm.
- Getting started with email marketing, including the critical steps to follow in order to achieve success.
- The crucial role of personalizing your emails and the significant impact it can have on client engagement and relationship building.
- The most effective subject lines for email marketing campaigns.
- The biggest mistakes advisors make with email marketing.
- Strategic calls to action and maximizing conversion rates.
- Addressing objections and building trust with potential clients.
- … And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With James Pollard:
- LinkedIn: James Pollard
- Website: The Advisor Coach
- james@theadvisorcoach.com
- Financial Advisor Marketing Podcast James Pollard
About James Pollard:
James Pollard is the host of the “Financial Advisor Marketing” podcast, which boasts over 250 episodes specifically crafted to assist financial advisors in client acquisition.
He is also the founder of TheAdvisorCoach.com, a leading resource in the financial advice industry known for its extensive business-building information. Since 2015, his products and services have aided over 50,000 financial advisors in expanding their clientele.
James’ expertise has been featured in esteemed publications such as Forbes, Financial Advisor Magazine, and The Journal of Financial Planning.
In addition, he has had the honor of addressing financial advisor groups worldwide, engaging audiences ranging from small, intimate gatherings of ten to large conferences with thousands of attendees.
When it comes to financial advisor target markets, one proven strategy to create extraordinary success in your business is to be crystal clear and laser focused on your Right-Fit Clients.
That’s exactly what our guest has done to build his successful advisory practice.
And one tool he uses to demonstrate his focus, credibility, and wisdom is a book – a book written specifically for his target market.
Michael Budnick, International Bestselling Author and Holistic Financial Planner, exemplifies this approach, targeting a specific demographic with tailored services and thought leadership.
In this episode, Michael shares his unique story and lessons learned in building his business. He demonstrates the importance and value of focusing on a specific target market, and the role of his books in attracting new clients.
Bill & Michael Discuss:
- Michael’s transition from corporate work to establishing Budnick Wealth Management, specializing in retirement planning and college tuition advising
- The creation of his books, including The Prosperous Nurse, and how they serve as tools for credibility and client acquisition.
- His strategic focus on nurses as a target market due to their caring nature and the practical business opportunities they present.
- The benefits of having a clear financial advisor target market, such as becoming an opinion leader and creating more effective client communication.
- The various methods he uses to promote his books and attract new clients, including LinkedIn campaigns, book signings, and leveraging client advocates.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Explore some of Michael Budnick’s books by visiting his website www.MichaelBudnick.com
- Ep. #46 – The Why & How to Writing a Book That Attracts Ideal Financial Advisory Clients with Paul G. McManus
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Michael Budnick:
- Cell Phone: (818) 441-8345
- LinkedIn: Michael Budnick
- michael@michaelbudnick.com
About Michael Budnick:
Michael Budnick is a holistic fiduciary investment adviser with Royal Fund Management. Michael has specialized in investment and retirement planning for over 25 years. His mission is to help his clients define how they want to live their retirement, and then help them realize those goals by creating a retirement strategy that is unique to them.
Previously, Michael served as Vice President for Great-West Retirement Plan Services, at that time a $41.5 billion institution. Michael managed and supervised all the company’s account executives and administrative staff in his Houston, St. Louis, and Oklahoma City offices. His leadership brought about an expansion of $1.2 billion of new assets under management for the firm. As a result, a new 16th region was created to better serve the expanded client base. These new clients included the Cities of Houston and Austin and the State of Oklahoma. As VP, Michael was responsible for the high-level management of $2.2 billion in assets and 55,000 plan participants.
In addition to helping people plan for retirement, Michael also focuses on preparing for the costs of college. As the founder of College Tuition Advisors, Michael works with students and parents to create a strategic plan for paying for college without jeopardizing their future. His goal is to ensure that every family can provide higher education for their children without endangering their finances or future retirement goals.
Michael holds life and health insurance licenses in Texas and California and has passed the Series 65 securities exam. He also has been a College Financial Planner for over 10 years and a licensed real estate agent.
Michael enjoyed a wide range of exciting hobbies, including hiking, roller and ice skating, snow and water skiing, football, horseback riding, mountain biking, and travel. These adventures are all being put on hold for the next few years, as Michael’s free time has been fully absorbed in learning a completely new set of skills: that of being a parent, with his partner Andrea, of their wonderful baby girl, Sarah Michele, born January 14th, 2019.
Do you have an “origin story”? Are you using it to attract more Right-Fit Clients and become more referable?
Have you figured out how to find your niche market – specifically one that’s clearly defined and profitable? Have you moved away from prospecting to attracting people to you?
In this episode of Top Advisor Podcast, host Bill Cates interviews financial advisor Dan Brothers, CFP®, who shares his insights on using his origin story to build rapport and trust with clients. Dan also reveals his strategy for selecting and focusing on a clear target market, that has propelled him to the top echelon among his peers.
Bill & Dan discuss:
- Utilizing your “Origin Story” to connect with clients and prospects on a personal level
- The importance of being genuine and authentic in how you communicate your value to prospects and clients.
- Factors to consider when trying to figure out how to find your niche market in financial advisory.
- His decision to focus on a niche market of individuals nearing retirement and the subsequent choice of a second niche to focus on asset accumulation.
- The role of his wife, Ashley Brothers, in defining her own niche with blue-collar-millionaires.
- …And so much more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Dan Brothers:
- LinkedIn: Dan Brothers
- dan.brothers@edwardjones.com
About Dan Brothers, CFP®:
Originally from Wappinger Falls, NY, Dan Brothers began his career in 2009. After seeing firsthand what can happen to families after catastrophic loss, Dan joined became an advisor to ensure he would be able to do everything in his power to help individuals and families prepare for what lies ahead.
Dan has built his practice in the North Shore of Boston over the last decade plus. The practice is focused on individuals and families within 5 years of their desired retirement goals.
What would your business (and life) look like if you started working with ultra-wealthy clients ranging from $40 to $100 million?
Working with ultra-wealthy clients can be more complex than “merely” high-net-worth clients. These individuals have distinct needs, expectations, and concerns that require a specialized approach from financial advisors, planners, and wealth managers.
In this episode of Top Advisor Podcast, featured guest David Kirschenbaum, a Tiger 21 Chair, sheds light on the unique perspectives and requirements of wealthy entrepreneurs.
Tiger 21 is an organization whose members have an average net worth of $117 million.
Bill Cates and David Kirschenbaum discuss the fact that these wealthy entrepreneurs are not solely focused on accumulating wealth but also on preserving their assets.
This focus necessitates a holistic approach to ultra-high net worth wealth management that includes comprehensive financial planning, tax optimization, risk management, estate planning, and philanthropic strategies. Advisors and wealth managers need to go beyond traditional investment strategies and consider the long-term preservation of substantial wealth.
In this engaging conversation, you’ll gain insights into:
- The unique challenges and opportunities faced by wealthy individuals, and the importance of having the right trusted advisors in their corner.
- How advisors need to demonstrate the ability to collaborate and coordinate with a range of professionals to provide a cohesive, integrated approach to ultra-high net worth wealth management.
- The fee-sensitive nature of these wealthy individuals (seeking great transparency and value-based services).
- What a representative of an RIA said to this group about how to select the right financial advisor.
- How too many advisors still ignore the spouse and other family members, causing them to lose clients.
- David Kirshenbaum’s varied and successful business career, including how he has created huge business deals using his vast “relationship capital.”
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With David Kirshenbaum:
- LinkedIn: David Kirshenbaum
- Website: Meade Co LLC
- Website: Tiger 21
- david@meadeconnect.com
About David Kirshenbaum:
David has had a successful career working for a number of entrepreneurial, fast-growing, and diverse businesses across law, real estate, venture capital, private equity, family offices, and operating businesses in senior operations/leadership positions as well as business development and transaction management. Based on these experiences and the growth of a significant network of contacts, long-term relationships, and strategic partners, David decided to launch MeadeCo LLC in 2018.
David started his career as a transactional real estate attorney at what is now one of the largest law firms in the world. Following the completion of his MBA, David transitioned to leadership positions in finance, investment management, real estate development, real estate investment and asset management, and private equity.
With a strong desire to combine the skill sets that defined him in earlier stages of his career, David was named CEO of a venture capital start-up that was focused on selling products into the world of real estate. While a short-lived experience, David gained valuable insights into the challenges and economics of earlier-stage companies in need of capital.
Following his CEO role, David acted as a special situations investment banker working with a variety of companies on matters ranging from restructuring to debt placement for “storied credits” and company sales. Employing entrepreneurial instincts and practical operational knowledge, David was able to complete a series of transactions to assist clients with a variety of needs.
While David was pursuing a successful career across a range of industries, he aggressively pursued investments across a broad spectrum of economic activity that broadened his knowledge base and allowed him to leverage hard-fought lessons across three-plus decades of entrepreneurial activity in a variety of endeavors. David’s investment portfolio, together with his role as advisor/mentor and board member to early-stage CEOs has given him a unique perspective on the financial and operational needs of companies that require debt financing or advisory assistance.
Tired of blending into the crowd? Discover the strategies that will help you forge solid client relationships and become a standout financial advisor.
In this episode, Referral Coach Bill Cates interviews Tony Maree Torrey, author of Your Million Dollar Accelerator: Six Proven Strategies to Grow a 7-Figure Financial Practice, and Business Coach for Financial Professionals, to explore strategies to help financial advisors grow their practices. Tony shares her six core strategies for attracting, converting, and accelerating client relationships.
Bill and Tony emphasize the importance of clarity in targeting the right market, establishing expert authority, and leveraging networks.
Bill and Tony discuss:
- The aspiration of financial professionals to achieve a seven-figure practice.
- The 6 core strategies to help financial professionals build client relationships that are covered in Tony’s book.
- The challenge of standing out in a crowded marketplace, and the need for financial professionals to be seen as thought leaders and trusted experts.
- The value of producing a book so as to establish authority and expert status.
- Examples of clients who benefited from implementing Tony’s strategies.
- The benefits that come from focusing on a niche market.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- “Your Million Dollar Accelerator” by Tony Maree Torrey
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Tony Maree Torrey:
- LinkedIn: Tony Maree Torrey
- Website: Tony Maree
- Instagram: @tonymareetorrey
About Tony Maree Torrey:
For 20 years, Tony Maree Torrey has been hired by Financial Professionals, Founding CEOs, celebrities, athletes, and other top performers who want to make a difference for themselves, their businesses, and the future.
With the power of traditional coaching and psychology, evidence-based, advanced modalities, and smart business strategies clients learn to win from within, activate their highest impact, and expand personal fulfillment.
- Clients have generated multiple 7-figures
- Fast-tracked or turned-around businesses
- Built real estate empires from scratch
- Written best-selling books
- Landed TV and movie roles
- Launched professional speaking careers…
Australian-born, she arrived in the US in 1989 with nothing but a backpack. Tony Maree climbed the corporate ladder to lead global teams and a $25 M product portfolio. A chronic overachiever, she was simultaneously investing in real estate, building an executive coaching practice, and juggling a busy family life.
It is my sincere hope that you are not attempting to do financial planning without gaining the full context of your clients.
Our guest on this next episode of Top Advisor Podcast, Abbey Henderson, has coined the phrase, “Authentic Wealth.”
In a nutshell, Authentic Wealth is bigger than just financial accumulation and management. It recognizes the interconnectedness of all aspects of life. It is created when your five key resources (Finances, Mindset, Relationships, Health, and Time) are aligned with your values and your vision. These resources are used to achieve the impact you want to have on yourself, your family, your community and the world.
Everyone – advisors and their clients – should consider embracing and using this concept of Authentic Wealth.
In this episode, Referral Coach Bill Cates interviews Abbey Henderson, CFP®, CEO, Wealth Advisor & Coach, Abaris Financial Group. Abbey explains her holistic approach to financial planning that integrates life coaching.
Discover the success behind Abbey’s “Five Lever Friday” newsletter, offering weekly insights into improving various aspects of life. They also explore the role of podcasting in building authentic connections with Abbey’s audience, serving as a powerful referral tool.
Bill and Abbey discuss:
- Abbey’s model of Authentic Wealth
- How Abbey’s holistic approach has made her more referable and helped her accelerate the growth of her business.
- Her decision to become a Certified Life Planner and Certified Life Coach and how it has added results-producing depth to her financial planning.
- Common limiting beliefs and mistaken assumptions around money and how she helps clients overcome their ability to sabotage results.
- Her decision to start a podcast, the initial hesitations, and the role of ProudMouth in helping her launch the podcast.
- How podcasting serves as a tool to create more referrals, while helping build trust and credibility with clients/prospects – even before the first meeting.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- “Wealth Beyond Riches” Podcast with Abbey Henderson
- Sign up to receive Abbey’s weekly newsletter: Five Lever Friday
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect with Abbey Henderson:
- LinkedIn: Abbey Henderson
- Website: Abaris Financial Group
- Facebook: Abaris Financial Group
- LinkedIn: Abaris Financial Group
About Abbey Henderson:Abbey Henderson, CFP® RLP® CPCC® CAP® AEP® is the CEO, Wealth Advisor & Coach of Abaris Financial Group LLC. She strives to help her clients live their best lives. To figure out what lights them up, how they will feel most fulfilled, and leave a legacy they are proud of. Matching resources to dreams is her specialty. In 2001, she decided it was time to follow her dream of being an entrepreneur and Abaris Financial Group was born. They’ve since grown from Abbey alone in a small office to a six-person staff with over 175 clients.
Your continued success is predicated on your continued relevance and becoming “the advisor of choice.” Sometimes, that’s easier said than done. However, one of the most effective ways to accomplish this and build lasting client relationships is through storytelling for financial advisors.Our guest calls this the Founders Story.
As artificial intelligence (AI) and the internet continue to transform the accessibility of financial information, creating a strong human connection has become more important than ever before.
Our featured guest, Jason Jenkins, delivers two critical strategies for connecting fast with prospects, and winning new, right-fit clients:
- The Founders Story
- The Question Funnel
Join Bill Cates and Jason Jenkins, Executive Vice President Of Sales at Simplicity Group, as they delve into the indispensable value of human connection and personalized storytelling for financial advisors .
Jason and Bill discuss:
- How to use your The Founder’s Story as a powerful method to connect with clients.
- A structured approach to craft your own story, and if you already have one, to make it even more impactful.
- How to use a Question Funnel to elevate your client/prospect meetings – to bring more value and win new clients. Key skill sets for advisors to differentiate themselves to be successful in the future – both near and long-term.
- The power of active listening and authenticity as part of storytelling for financial advisors.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Ep. #28 – How to Build a Referral Only Practice on a Powerful Story with Tyson Vines
- Ep. #25 – How Your Personal Brand Story Helps Attract New Clients with Deirdre Van Nest
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect with Jason Jenkins:
- jason.jenkins@simplicitygroup.com
- LinkedIn: Jason Jenkins
- Simplicity Group
About Jason Jenkins:
Founder of AssetLock and currently Executive Vice President of Sales at Simplicity Group Holdings, Jason has been in the financial industry for over 20 years and brings an independent, client-centered approach to the firm. Jason graduated from Westmont College in 1997 with a B.A. in Business & Economics. He later received his MBA from Point Loma Nazarene University in 2005.
In 2010, Jason was recognized by San Diego Metropolitan Magazine with the ‘Top 40 Under 40″ distinction, recognizing San Diego’s “Brightest Leaders of Today and Tomorrow”. Jason has also helped start a non-profit, the Human Factor Leadership Academy, that is helping educate underprivileged children in Ghana, Africa.
Good health and sufficient wealth go hand in hand. They are intricately intertwined.
Most advisors try to ensure their clients don’t outlive their wealth.
A select few advisors work to ensure their clients wealth does not outlive their health.
As a nutritional expert and the author of the book Wealthy, Healthy, and Wise: How To Make Sure Your Health Lasts As Long As Your Money Does, David Meinz is on a mission to help advisors lead healthier lives so they can impact more people with their important work.
David also helps advisors bring this powerful knowledge to their clients, to help their clients stay healthy so that they are able to enjoy their wealth. This, in turn, creates deeper client relationships and generates more referrals.
Bill and David discuss:
- The biggest health priorities financial professionals face.
- The significance of maintaining a healthy weight and the role of insulin levels in weight control.
- How age and body composition, particularly gut fat, can impact health risks.
- The impact of alcohol consumption on health.
- The marketing opportunity for financial professionals to position themselves by addressing the whole person, not just financial advice.
- Strategies for financial professionals and their clients to reduce and deal with stress.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals” now!
- “Wealthy, Healthy & Wise” & “Healthy Sales” by David Meinz
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect with David Meinz:
- The Book: Healthy, Wealthy & Wise
- LinkedIn: David Meinz
- Website: Healthy, Wealthy & Wise
- david@davidmeinz.com
- 407 854 8108
- YouTube: David Meinz
About David Meinz:
David Meinz, MS, RDN, FAND, CSP is a highly sought after international Keynote Speaker and Author. Groups worldwide have utilized his innovative strategies for improving both personal and organizational health performance. His expert insights help organizations of all types and sizes improve employee retention, decrease absenteeism, enhance productivity, and produce more profitable results.
He has successfully presented to Financial Services groups, Young President’s Organizations, Health Care groups, and many others for over twenty years.
Audiences love David’s interactive approach, fun style, and action-oriented focus that allow participants to leave with ideas and action steps that they can implement to produce immediate results.
Speed Kills? Speed Wins? It depends!
According to research – speed impacts revenue, speed impacts loyalty, and speed impacts emotions.
Understanding this crucial dynamic, Bill Cates engages in a compelling conversation with Jay Baer, a distinguished business growth and customer experience strategist, researcher, author, keynote speaker, and B2B influencer.
Jay’s newest book, Time to Win: How to Exceed Your Customers’ Need for Speed, will likely change how you view some aspects of your client service model.
Together, they dive into the critical role of speed and responsiveness in client service for financial advisors. Jay introduces his Time to Win Framework, offering six strategies to improve responsiveness. They also cover proactive communication, managing expectations, and the psychological effects of responsiveness on client trust.
Jay & Bill Discuss:
- How your clients’ expectations around responsive service have changed, and why you better pay attention
- The quality of information from Artificial Intelligence, concerns about its impact on financial advisors, and its potential as an efficiency tool.
- What Jay means by speed, and why it has become such an important element of the client experience
- How clients equate speed of response with respect, and how that impacts loyalty and referrals.
- How long clients will be patient waiting to hear back from their advisor.
- Why advisory firms need to elevate speed on their priority list (because prospects and clients already have).
- Overview of Jay Baer’s “Six-Piece Time to Win Framework.”
- How and why you better change your approach to responding to client queries when you don’t have an immediate answer.
- Jay’s unexpected success as a tequila influencer and educator.
- …And more!
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals” now!
- “The Time to Win” by Jay Baer
- Ep. #16 – Financial Advisor New Client Onboarding Process: How to Deliver a “Wow” Experience with Rod Gibbings, CFP®
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect with Jay Baer:
- LinkedIn: Jay Baer
- Website: Jay Baer
- The Time To Win
- Instagram: Jay Baer
- jay@jaybaer.com
- YouTube: Jay Baer
About Jay Baer:
Jay Baer started his career in politics, as a direct mail specialist for a United States Senator.
After brief forays into government service (as a spokesperson), and environmental services (as a marketer for a garbage company), he stumbled upon the Internet back when domain names were still free.
Seeing and seizing a business growth opportunity, Jay created and sold multiple digital marketing and customer experience companies, including Convince & Convert, one of the world’s most successful digital strategy advisory firms.
In the early 2000s, Jay conducted a tour for the publication of his first book. This adventure ultimately spawned his career as a well-known keynote speaker and event host.
Because Jay was a strategist and advisor long before he was a professional speaker, his presentations are highly customized, and filled with useful frameworks and practical advice. Organizers bring him back time after time because he constantly writes new material, and audiences grow their businesses as a result of his advice.
Announcing! Bill Cates’s Newest Book…
The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients.
Every financial professional understands the power of referrals and personal introductions.
Marketing experts extol the virtues of building a referral-based business. However, while providing overarching strategies and concepts, they don’t tell you how to actually create results.
In this exclusive interview, Bob Burg (author of Endless Referrals and The Go-Giver Series) interviews Bill Cates – widely known as “The Original Referral Coach” in financial services.
While discussing the release of Bill’s latest book, The Language of Referrals, Bob and Bill explore the core principles and practical strategies for mastering the art and skill of building a referral-based business. They offer insights into promoting introductions, overcoming objections, effectively getting introduced, and more!
Bill and Bob discuss:
- Bill’s motivation behind writing The Language of Referrals. “Does the world need another book about referrals?”
- The self-talk and mindset required to produce more and better introductions to quality prospects.
- The important difference between “referrals” and “introductions.”
- The challenges and misconceptions around asking for referrals and how those can impact an advisor’s ability to produce results.
- The language of promoting introductions to generate high-quality unsolicited introductions.
- The importance of being specific in asking for introductions and the language that can be used to make a focused request.
- Understanding and addressing client reluctance to providing introductions.
- The language of turning a client’s willingness to refer into introductions and solid connections.
- …And more!
Resources:
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- RapidFire Referrals
- The Go-Giver by Bob Burg and John David Mann
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect with Bob Burg:
- LinkedIn: Bob Burg
- Website: Burg.com
About Bob Burg:
Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals.
Bob has regularly addressed audiences ranging in size from 50 to 16,000 — sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes, and political leaders including a former United States President.
Bob is the author of a number of books on sales, marketing, and influence, with total book sales approaching two million copies.
The American Management Association named Bob one of the 30 Most Influential Leaders and he was named one of the Top 200 Most Influential Authors in the World by Richtopia.
Bob is an advocate, supporter, and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.
According to actuaries, you and your clients are underestimating how long you are going to live.
Therefore, most people don’t plan properly, and most financial advisors aren’t even aware of this.
This interview with Marc Pace – Founder of the Vital Longevity Institute – has two parts:
- Part 1 – Why most people (advisors included) underestimate their life expectancy, and how you can use this new awareness to better serve your clients.
- Part 2 – How you can use this new knowledge to grow your business.
Mark and Bill discuss:
- The history of the origins of retirement and what that means to you and your clients.
- A story of a nine-year-old running the wrong race serves as a metaphor for how most people have the wrong goals and expectations in life (and financial planning).
- The unique traits and habits of individuals who live to be 105 years or older.
- How the act of seeking and striving, as well as a sense of purpose, can extend the years of your life and the life of your years.
- The adjustments you’ll want to make in how you approach planning.
- The Vital Line program for financial planners, which includes coaching and consulting services to help them change their perception of aging.
- CASE STUDY: How belief-modifying techniques, like the “Possibilities Explosion” tool, significantly boosted a financial advisor’s seminar success.
- …And more!
Resources:
- RapidFire Referrals
- Ep. #48 – Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Mark Pace:
- LinkedIn: Mark Pace
- The Vital Longevity Institute
About Mark Pace:
As founder of The Vital Longevity Institute and creator of the Vitalign System and the Complete Wealth Planning System, Mark Pace has exposed once and for all the deeply held yet false and ruinous beliefs holding everyone back. Spoiler alert: these false beliefs are the cause of practically every type of suffering in our society.
Mark has been delivering quantum change dynamics that, for the first time in history, counteract the cultural forces preventing people from living their perfect life, the one they deserve, the one they were meant for. He teaches a simple, powerful, proven, and immediately effective daily process for making rapid, permanent, positive changes. And, he inspires people to reset their life clocks so that their future will always be bigger, better, and brighter than their past… no matter how long they live!
Mark’s work is based on 40-plus years of entrepreneurial success, 20 years of research, and over three years of field testing.
Are you producing results with LinkedIn? Or do you wonder why you even have an account?
I’ve run into very few advisors who are seeing a straight line to ROI with their activities on LinkedIn.
Mando Sallavanti is clearly an exception!
Effective LinkedIn prospecting for financial advisors requires more than just creating a profile and posting content. It also requires a strategic approach to engaging with your target audience, building relationships, and converting prospects into clients.
In this episode, Referral Coach Bill Cates interviews Armando (Mando) Sallavanti III, CFP®, CLTC®, SaaS’s Financial Planner. Mando shares his journey to success as a financial advisor using LinkedIn. Mando emphasizes the power of authenticity and active engagement on the platform, making 70 comments per day to attract potential clients. (Say what?) And he focuses on creating conversations and building relationships by engaging with influencers in his target market.
Bill and Mando discuss:
● His experience of pursuing his natural market, hiring a marketing agency, and using automation on LinkedIn, which didn’t yield results.
● His decision to shift how he approaches LinkedIn prospecting for financial advisors, and how he discovered his target market in the tech sector.
● The importance of using real-life scenarios and examples in content to make it relatable and resonate with the intended target audience.
● The strategy of making a high number of comments on LinkedIn as a prospecting method to generate opportunities.
● How LinkedIn’s algorithm rewards commenting activity and the importance of striking up conversations with others on the platform.
● Tips on identifying influencers within his target market.
● …And more!
Resources:
● RapidFire Referrals
● Ep. #49 – LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss
Connect With Bill Cates:
● BillCates@referralcoach.com
● Referral Coach Homepage
● Hire Bill for Coaching
● Enroll in The Cates Academy
Connect With Mando Sallavanti III:
● LinkedIn: Mando Sallavanti III
● asallavanti@financialguide.com
About Mando Sallavanti III:
Mando Sallavanti III is a Certified Financial Planner (CFP) based out of MassMutual Greater Philadelphia. Mando made a mark as the youngest-ever Blue Chip Council qualifier in the company’s history in 2021. His notable accolades include securing titles such as “Rookie of the Year” and “New Advisor of the Year” in 2021. With a primary focus on serving individuals in the Tech sales or SaaS sectors, Mando has skillfully leveraged LinkedIn as a pivotal tool in his professional journey, boasting an impressive following of over 19,000 individuals.
Armando Sallavanti is a registered representative of and offers securities and investment advisory services through MML Investors Services, LLC. Member SIPC. Supervisory Office: 2 Bala Plaza, Ste 901, Bala Cynwyd, PA 19004. Tel: 610.766.3000. Sallavanti Financial Services Co. is not a subsidiary or affiliate of MML Investors Services, LLC. or its affiliated companies. MassMutual refers to Massachusetts Mutual Life Insurance Company (Springfield, MA 01111-0001)
Alice Tang, a highly successful financial advisor known for her passion for supporting millionaire women and helping the next generation achieve financial success.
It’s no secret that the affluent women’s market is a lucrative, ever-growing niche in the financial industry. This episode touches on this topic AND a whole lot more!
In this episode, Bill Cates interviews Alice Tang, ChFC®, MIM, Vice President and Partner at BPG Wealth Management LLC. Alice is a highly successful financial advisor known for her passion for supporting millionaire women, and helping the next generation achieve financial success.
This interview offers valuable insights into leveraging Centers of Influence, LinkedIn, strategic networking, and podcasting. Alice and Bill dive into the importance of strategy and discipline when targeting this unique demographic, and Alice shares practical advice for building authentic connections, creating impactful conversations. and nurturing relationships.
Alice also shares her inspiring personal journey from growing up in Hong Kong to becoming a successful financial planner in Oregon. She reveals how her podcast serves as a relationship-building tool with clients and shares tips on leveraging LinkedIn for business growth.
Bill and Alice discuss:
- How Alice’s journey led her to focus on successful women and inspired her initiative, Women’s Million Dollar Conversations – featuring interviews with affluent women ($1M+) sharing insights on finance and empowerment.
- Using podcast interviews as a way to build relationships with potential clients, and how it can lead to clients becoming guests (and vice versa).
- Strategies to help financial advisors successfully monetize a podcast.
- Her systematic process for maintaining productive relationships with key centers of influence.
- The importance of having a strategy and being authentic on LinkedIn.
- The need for discipline and consistency for engaging on LinkedIn, and creating meaningful conversations with others in the community.
- … And more!
Resources:
- RapidFire Referrals
- Ep. #49 – LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Alice Tang:
- LinkedIn: Alice Tang
- YouTube: Alice Tang
- BPG Wealth Management
- Ask Alice Tang
- Women’s Million Dollar Conversations
About Alice Tang:
Alice Tang started her second career as a financial advisor in 2000. Many of Alice’s clients are female business owners and executives. She strives to be a leader and inspiration to professional women. Alice helps her clients define their relationship with money with a goal to achieve financial freedom by executing her financial planning process and leveraging tax-advantaged strategies. Her vision is a community full of confident and happy retirees, and it starts with women taking charge of their money. Alice has frequently spoken on the topic of “Why Women need to be In Charge of their Money” and “Your Network Your Prosperity – How to Build a Strong Network by Paying It Forward”.
For today’s featured guest, rapid business growth began with the belief that it was possible, followed by:
- Keeping his pipeline full.
- Avoiding pressure on himself.
- Helping prospects feel valued and respected.
- Accentuating financial literacy.
- Avoiding rushing prospects into financial decisions.
- Treating prospects and clients like royalty.
In this episode, Referral Coach Bill Cates interviews Emanuel Jones II, MBA, Founder of Jones & Co Wealth Strategies, about his journey from aspiring doctor to achieving rapid business growth through client acquisition as a financial advisor.
Emanuel shares strategies for providing a high-quality client experience. He also highlights the importance of building trust, emphasizing education, and discusses his unique approach to using social media (compliance approved, of course).
Emanuel & Bill discuss:
- How Emanuel went from wanting to be a doctor, to starting several businesses, to finally doing what he was meant to do – helping others make smart financial decisions.
- The lack of trust that many people have in financial institutions.
- The important role financial advisors have in educating multicultural communities about the benefits and safety of investing.
- How Emanuel’s emphasis on providing a unique and high-quality experience for clients leads to high-quality, unsolicited referrals – which, in turn, resulted in rapid business growth.
- The tangible results Emanuel has experienced from his huge presence on Instagram.
- …And more!
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Emanuel Jones II:
- LinkedIn: Emanuel Jones II
- Instagram: @MrJonesFinance
- Website: Jones & Co Wealth Strategies
About Emanuel Jones II:
Emanuel Jones II is the founder of Jones & Co Wealth Strategies, a multi-cultural wealth strategies company based in Atlanta. Emanuel is a champion for financial empowerment and literacy for each personal finance client and the professional organization he serves. Proficient in financial planning, retirement planning, investments, and insurance, his goal is to help them secure the best financial legacy.
Based on the pillars of integrity, humanity, and financial strength, Emanuel was recognized by New York Life, one of the largest life insurance companies in the United States, as GO’s Top in Class and named its New Org Agent of the Year 2022. He is a 2021 AAMU RISE Campaign Platinum Award qualifier as well as a 2020 AAMU Black Excellence Campaign Gold Award winner.
Emanuel is an MBA graduate of Emory’s Goizueta School of Business and Johns Hopkins University. Emanuel is a Fiduciary & holds his FINRA Series 6, 7, 63 & 65 licenses. His specialty is working with small businesses, first-generation high earners, entrepreneurs, & corporate employees.
It’s not an accident that Productivity and Proactive start with the same three letters.
Pro can mean For and Forward. I’m all for moving forward, how about you?
If you’re like most advisors, there are days where you feel very productive and know that you are moving your business forward. You probably have other days (too many?) where you’re simply being reactive. You’re doing things you know you need to do, but those days don’t often feel as rewarding.
Is it possible to go from a reactive practice to a proactive practice?
Is it possible to decrease your time working, while simultaneously increasing your revenue?
In this episode, Referral Coach Bill Cates interviews Brian Margolis, Founder of Productivity Giant and author of “The Index Card Business Plan.”
Brian and Bill explore the power of using pillars to maximize financial advisor productivity. Brian explains the three categories of pillars and shares strategies for overcoming internal resistance. He also emphasizes the importance of focus management and shares real-life success stories of advisors who have implemented The Pillar System.
Bill and Brian discuss:
- The three pillars essential for financial advisor proactivity: activity/consistency, learning/effectiveness, and strategic.
- How to identify skills with the highest ROI – so advisors can make intentional choices related to focus and skill development.
- The role of support staff in helping advisors maintain the right habits for success.
- The concept of focus management, which emphasizes the need to protect and manage one’s mental energy.
- Real-life case studies of success where established advisors have transformed their businesses by focusing on specific pillars adapted to them – including one advisor who doubled their yearly AUM growth while working one less day per week.
- The value of the Friday night feeling, indicating the satisfaction of completing key tasks as a reliable measure of success
- …And more!
Resources:
- RapidFire Referrals
- The Index Card Business Plan by Brian Margolis
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Brian Margolis:
- LinkedIn: Brian Margolis
- Website: Productivity Giant
About Brian Margolis:
Brian Margolis is a former environmental scientist turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book “The Index Car Business Plan for Sales Pros and Entrepreneurs”
Brian’s Pillar System helps sales pros and entrepreneurs create a strategy so simple, it fits on an index card…but so powerful it’s helped create 7-figure earners and has been licensed by some of the largest companies in the world to train their teams.
Brian has been a partner or consultant in multiple ventures ranging from startups to national brands. He has worked with everyone from Shark Tank Entrepreneurs to Fortune 500 companies. Both his accomplishments and failures span a variety of industries.
In addition to his above work, and appearances on some of the largest business and sales podcasts in the world, he is still in the trenches having done thousands of individual coaching sessions with sales pros and entrepreneurs.
Are you winging it when it comes to serving your client all along the client journey?
Or do you embrace and follow a clear strategy for enhancing client and prospect experiences and establishing strong relationships with them throughout the entire client journey?
Attending to all phases of the client journey will always be the fuel to your success.
In this episode, Referral Coach Bill Cates interviews Kalli Fedusenko, Founder of KalliCollective. They explore the crucial aspects of building relationships with clients and prospects via the powerful client journey process. She Kalli delves into the stages of the client journey and the power of online platforms in your marketing. Also, KellyShe also discusses surprising topics to share that resonate with clients.
Bill and Kalli discuss:
- The different stages of the client journey and what to monitor.
- Viral content delivered by advisors – specific success examples.
- The links between the client journey, client experience, and marketing.
- Why to keep sending your clients back to your website (where YOU control content and experience) rather than just your social media.
- Strategies for boosting website engagement and follow up.
- The importance of making your website your content hub for prospects and clients.
- Why personal content creates the biggest impact with clients.
- Specific examples and case studies showcasing successful results.
- The value and risks of posting stock content.
- Strategies for making it easier for clients to refer advisors.
- …And more!
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Kalli Fedusenko:
- LinkedIn: Kalli Fedusenko
- Website – KalliCollective
About Kalli Fedusenko:
Kalli Fedusenko is the founder of KalliCollective, a firm specializing in marketing for the financial services industry.
With over 10 years of experience in the financial planning industry, a former position as Digital Marketing Coach For The FPA, and being formerly licensed with the series 7 & 63, Kalli can provide you with an insight and understanding into your practice and objectives. She specializes in brand strategy, web content strategy, video content planning, and more. This powerful combination of creativity and strategy makes Kalli the most effective guide to give your brand a voice.
Family legacy planning involves more than just helping your clients accumulate assets.
Creating a lasting legacy for your clients means crafting a set of values, purpose, and financial knowledge that lasts for generations.
In this episode, Referral Coach Bill Cates interviews Randy Jones, Wealth Management Advisor at Financial Growth Partners. Randy shares his insights on family legacy planning, emphasizing the need to connect all aspects of a client’s life to create a comprehensive financial plan. He introduces his legacy system for creating generational wealth and discusses the interconnectedness of money and time. Randy also shares the importance of creating a family constitution to guide future generations.
Bill and Randy discuss:
- Randy’s unconventional path to becoming a wealth management advisor.
- Purpose Driven Financial Planning – it’s not just about the money.
- Randy’s approach of family legacy planning that evolves and grows with clients.
- Randy’s Legacy System and why to focus on our legacy to our future generations.
- The different assets individuals have, including physical, intellectual, ethical, and material assets, and their importance in building a legacy.
- The distinction between flashy wealth and true wealth.
- The significance of early financial education and instilling values in children.
- What you need to know about The Family Constitution and The Synergy Consortium.
- … And more!
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Randy Jones:
- LinkedIn: Randy Jones
- Website: Real Randy Jones
About Randy Jones:
Randy Jones has been in the finance industry for 26 years. As a wealth management advisor at a financial services company, Randy has access to all the same products and programs as any other financial advisor, but that’s not why people come to him.
They come to him for a plan. Randy’s plans are not in a leather-bound book that you put on a shelf in hopes of reading someday. They are plans that you can live, and they change and grow with you and your family.
In life, you have other assets that mean more to you than money. Yet, for most people money has/is/will be more of an obstacle than an asset. You can change this if you are willing to change the way you think. You first must ask yourself “Do I want another product, or do I want a plan?”
Randy helps you create your experiences. He teaches “It’s better to givethan to receive.” He helps you live your dreams, appreciate life, and live in the wow!
Have you ever wondered if the hosts of financial advisor podcasts actually get new clients from it? Is all the effort worth it? And, by the way, do many of your prospects and clients seem to have limiting beliefs and mistaken assumptions about money? In this episode, Referral Coach Bill Cates and his guest Misty … Continue reading Episode #53 Using Financial Advisor Podcasts to Acquire Ideal Clients with Misty Lynch, CFP®
While curiosity may have killed the cat, it didn’t hurt this advisor! How about you? Have you developed a strong Curiosity Muscle? Do you exercise it often as you endeavor to bring more ideal clients into your business? Curiosity will serve you well in this business: You will meet new people. You will serve your … Continue reading Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway
This is an interview you don’t want to miss. David Armstrong, CFA has found a way to message his value and attract new clients who are perfect for his business. He does it in a genuine, compelling, and slightly fun way. In this episode, Referral Coach Bill Cates interviews David Armstrong, President & Co-Founder of … Continue reading Episode #51 Creating Interesting, Edgy, and Authentic Content Marketing for Financial Advisors That Turns Prospects into Clients with David B. Armstrong, CFA
To say that people have an emotional relationship with money would be an understatement! While you may be a CFP, or a ChFC, or any number of the many certifications available in this industry, perhaps the most important thing you could do to serve your clients is obtain an PhD in psychology. (Smile) Today, my … Continue reading Episode #50 How Advisors Can Reverse a Client’s Negative Relationship with Money with Ellen Rogin, CPA, CFP®
I’m willing to wager that you and your marketing team have no clue how the LinkedIn algorithm works. And because of that, you are wasting precious resources (time and dollars) on posting content that hardly anyone sees. So, what are the best strategies on LinkedIn for financial advisors to get their posts seen? LinkedIn has … Continue reading Episode #49 LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss
This may be one of the most important interviews we’ve done since the inception of Top Advisor Podcast. The very best advisors know that their job is more than managing investments or selling insurance. The very best advisors are increasingly focused on Longevity Planning for the Baby Boomer clients. These advisors prioritize building strong, meaningful … Continue reading Episode #48 Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham
From $0 to $1M in annual production in only 5 years sounds impossible, right? Think again. Successful wealth advisor and certified divorce financial analyst, Nicole Middendorf, CDFA, joins us to share her journey from a troubled marriage to discovering her true purpose and helping others along the way – while building a truly Top Advisor … Continue reading Episode #47 From Bucket Lists to Live It Lists – an Advisor’s path to $1M in Annual Production in 5 Years with Nicole Middendorf, CDFA →
Have you ever pondered the idea of writing a book? You know that it could boost your credibility, demonstrate your expertise, and serve as an impressive introduction to your clients and centers of influence. So why haven’t you done it yet? More than likely, it feels overwhelming – you don’t have the time or it’s … Continue reading Episode #46 The Why & How to Writing a Book That Attracts Ideal Financial Advisory Clients with Paul G. McManus →
Digital marketing for financial advisors can be an overwhelming and/or confusing topic for many. Financial advisors are often challenged by what marketing strategy is right for them, how to communicate their value, and what outside resources might be right for them. Can you relate? While Bill Cates is the recognized expert and supreme advocate for … Continue reading Episode #45 How to Revolutionize Digital Marketing for Financial Advisors with Stephen Beach →
The evidence is in and it’s compelling. Narrowing a target market to focus on financial planning for women has proven to be a successful move for many advisors. (Most) Women approach financial planning differently than men. “Just the facts mam.” Women currently control one-third of total U.S. household financial assets – representing more than 10 … Continue reading Episode #44 Holistic Financial Planning for Women with Craig Richman, CLU®, ChFC®, AIFA®, CDFA® →
“If I target a specific market, what about my current clients? And won’t I be missing out on other opportunities? These are a few of the common questions that come up in the discussion about niche marketing and the best target markets for financial advisors. While these are valid concerns, they are easily addressed. Listen … Continue reading Episode #43 Are the Riches Really in the Niches? Best Target Markets for Financial Advisors with Bill Cates, CSP, CPAE →
“I tried networking once. It didn’t work!”
Yes! This is an actual quote from a financial advisor. Sad!
Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our own “community” of mutually beneficial relationships. And it can be done without ever going to a single networking event.
And don’t forget… It’s not called, “Net-sit” or “Net-eat.” It’s called “Net-work” for a reason. Forming a great network of folks who can help you build your business does take some effort. The good news is that most of the time that effort can be fun!
In this episode, Bill Cates interviews Michael Goldberg, author of Knock Out Networking as well as a consultant and trainer to financial professionals for decades.
With unusually fun and lively banter, Bill and Michael discuss:
- How Michael’s career as an amateur boxer (hence “Knockout Networking”) informs how he helps advisors become successful networkers.
- Why effective networking for financial advisors goes beyond just attending events, emphasizing that it’s a verb that can be applied in a variety of ways, including social media (LinkedIn, etc.)
- How the pandemic made people more intentional about networking, and how that intentionality is helping advisors achieve better results.
- Why and how focusing on a clear target market makes networking for financial advisors easier and more productive.
- Michael’s three goals for networking events (if you do choose to go this route), and how to break the ice to have more meaningful conversations while you’re there.
- The importance of preparation for networking events.
- The difference between networking and selling, and how prospecting at events can be unattractive and off putting.
- How to answer the dreaded, “What do you do?” with Michael’s PEEC Statement formula.
- The importance of time blocking and owning your calendar to manage your time properly and make the most of networking activities.
- …And more!
Resources:
- RapidFire Referrals
- Knockout Networking by Michael Goldberg
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Michael Goldberg:
- LinkedIn: Michael Goldberg
- Knockout Networking – Website
About Michael Goldberg:
Michael Goldberg has helped financial advisors, brokers, agents, reps, wholesalers, and other sales producers add hundreds of thousands of dollars to their bottom line.
His firm Knock Out Networking, LLC is renowned as a speaking and training resource in the financial services industry. Described by clients as “dynamic and motivational”, Michael is a master at invigorating and engaging audiences. His knock-out style is “in your face” and high energy. His content is real world and can be applied immediately. Michael speaks at conferences and associations, runs sales meetings, and delivers results-driven programs on networking, referral marketing, and sales presentations.
“It’s all about Connection” – Michael Goldberg
Boxing, like networking, is a contact sport. The more and better connections you make, the more wildly successful you will be. The state of growing a business and gaining more market share for your top performers is becoming more challenging. Despite technology and all that it has allowed us to accomplish, those with the most contacts, the best relationships, and a greater understanding of how to utilize them will achieve the most success.
Client Engagement! Client Experience! Creating “Wow!”
What’s all the fuss?
Did you know that client service, client experience, and client engagement are NOT the same things?
Julie Littlechild, founder of Absolute Engagement and author of The Pursuit of Absolute Engagement has focused her business on showing advisors how to move their clients from satisfied to engaged. Why?
Because her research shows that while satisfied clients are extremely loyal, there’s a low correlation between that satisfaction and providing referrals and making introductions.
So, who does provide referrals and make introduction? Engaged Clients!
In this episode, Bill and Julie dive into the important topic of client engagement and what it can mean to your clients and to your business.
Julie and Bill discuss:
- The distinction between client experience and client engagement and how you can measure client engagement.
- The importance of personalization in all phases of your communication with prospects and clients.
- How client engagement goes beyond just clients to include prospects as well.
- The mindset challenges clients face when it comes to financial planning, and the importance of personalization in addressing these concerns.
- The Absolute Engagement Engine, a tool that helps financial advisors understand clients on a deeper level by gathering relevant data throughout their journey with you.
- How the future of client engagement will be co-created by clients and advisors, personalized, and informed by data.
- …And more!
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Julie Littlechild :
- LinkedIn: Julie Littlechild
- Absolut Engagement Engine
- “The Pursuit of Absolute Engagement” by Julie Littlechild
About Julie Littlechild:
Julie Littlechild is a recognized expert on the drivers and evolution of client experience, client engagement and referral growth. She is responsible for: designing the firm’s strategic vision and product roadmap, conducting on-going investor and advisor research, driving firm growth and representing the company on conference stages around the world.
Julie has worked with and studied successful financial advisors and their clients for more than twenty-five years. Prior to founding Absolute Engagement, she launched and ran one of the industry’s leading research firms, focused on client engagement. She is the author of The Pursuit of Absolute Engagement.
Julie sat on the national board of the Financial Planning Association, currently sits on an Investment & Wealth Institute advisory board, was twice identified as one of the 25 Most Influential People in Financial Planning, and won an industry Influencer Award in practice management. She holds an MBA from the University of Toronto.
Imagine that you are getting so many unsolicited referrals that your new prospective clients are willing to be placed on a 4-month waiting list to see you. A pipe dream? Not necessarily. Our featured guests on today’s show are experiencing this right now.
How are they getting so many referrals without asking? With strategic relationship building, minor celebrity status in their target market, and a dash of effective social media.
In this episode, Bill Cates interviews Warren Brooks and Terry Parham – Co-Founders of Innovative Wealth Building. They explain how they’ve built a steady flow of referrals without asking with a strong emphasis on building personal relationships with clients by going the extra mile.
Bill, Warren, and Terry discuss:
- The success resulting from their rapid growth – $100M in assets in their first year of going independent.
- Their focus on building relationships with the extended family members of their clients.
- How going above and beyond for clients and building personal relationships is the reason behind their explosion of referrals without asking.
- How giving back to the community through sponsorships and participation in events can help build “celebrity status” that generates continual interest.
- How social media and their website actually converts prospects into clients.
- …And more!
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Warren Brooks:
- LinkedIn: Warren Brooks
- Website – Innovative Wealth Building
Connect With Terry Parham:
- LinkedIn: Terry Parham
About Warren Brooks:
Warren Brooks is the President, Chief Executive Officer (CEO), and one of the co-founders of Innovative Wealth Building In a world of tough financial choices, Warren has been a beacon of knowledge for his clients since 1999.
Warren has started over 1,000 new clients in his career and has amassed an impressive amount of knowledge over the years. As a result, Warren has become locally renowned as the go-to planner for Federal Employees and widows/ widowers that are navigating one of life’s biggest challenges.
What’s possibly most impressive is the relentless dedication that Warren has shown his clients over the years. When Warren says he will be there you know that he will, even if that means driving across the country or hopping on an airplane.
Prior to becoming a financial planner, Warren honorably served 24 years in the United States Navy and retired as a Senior Chief Petty Officer. Additionally, Warren graduated from the University of Maryland University College with a Bachelor’s degree in Business Management.
About Terry Parham:
Terry is the Chief Financial Officer (CFO) and one of the co-founders of Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a: Financial Planner, Corporate Trainer, and District Manager. Terry loves to talk about investments and also enjoys diving into the weeds of retirement income planning. When he’s not working directly with clients, Terry spends time mentoring other advisors and presenting financial education to individuals and organizations.
Terry graduated from St. Lawrence University with a double major in Economics and Psychology and a minor in Mathematics. Always on the quest for knowledge, Terry has earned the following certifications: Certified Financial Planner (CFP), Chartered Financial Consultant (ChFC), Wealth Management Certified Professional (WMCP), Retirement Income Certified Professional (RICP), and Chartered Life Underwriter (CLU).
If you’ve ever wondered if sending video messages to your prospects and clients can actually produce tangible, profitable results; then you need to listen to this interview.
Have you harnessed the power of a clear, well-defined, and reachable target market – that’s hungry for your value?
Are you using client successes, your client-focused why, and other stories to convey your value to prospects and clients?
In this episode, Bill Cates interviews Todd Gillingham, the founding partner of Landmark Wealth Management Group. In this high-content, real-world discussion, Todd reveals how he and his team are using video, target marketing, and storytelling to maintain continual growth with ideal clients.
You’ll want to listen until the end to discover how Todd and his team help their clients determine what “abundance” means to them and how to achieve it.
Bill and Todd discuss how:
- One simple video campaign went viral and generated $20 million in revenue.
- He and his partner moved from generic seminars to events targeting a large employer in his area, converting 50 percent of the attendees into new clients.
- They moved from formal presentations and “Death by Powerpoint” into more informal sessions, covering less information and telling more stories. This significantly increased their conversion rate.
- The concept of “Your Client Focused Why” has helped Todd’s team to differentiate themselves, win new clients, and become super referable, with each advisor sharing their “why” in a video on their website.
- The team focuses on helping their clients create and act on their own definition of abundance. This creates deeper and super-loyal client relationships.
- …And more!
Resources:
- RapidFire Referrals
- Ep. #25 – How Your Personal Brand Story Helps Attract New Clients with Deirdre Van Nest
- Ep. #27 – The Exponential Power of an Effective Financial Advisor Website + Podcast + Target Market with Jeremy Keil, CFP®, CFA, CIMA®
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Todd Gillingham:
- LinkedIn: Todd Gillingham
- Landmark Wealth Management Group
About Our Guest:
Todd Gillingham has more than 30 years of experience advising clients on their investments, retirement planning and estate and charitable giving strategies. You are most likely to see him deep in conversation advising one of his clients, but he is a popular speaker as well, giving hundreds of presentations over the years to community groups, churches and pre-retiree audiences (particularly employees or recent retirees from 3M). He has been recognized as a 10-time recipient of the Five Star Wealth Manager award, given to professionals who show a commitment to clients and demonstrate strong industry credentials. Before joining the Landmark Wealth Management Group, Todd served as an assistant vice president at Lutheran Brotherhood’s corporate office, helping representatives across the country with advanced estate and charitable planning strategies.
“Outspoken” “Controversial” “Disruptive”
These are some of the words that have been used to describe Sara Grillo.
Sara’s on a mission to help advisors rise above the platitudes and sameness they use to describe the valuable work they bring to their clients.
In this lively interview, Bill and Sara discuss 2 important (but often overlooked) marketing strategies for financial advisors – the concepts of transparency and brevity – and how to use those concepts in communicating your value.
Some of the highlights of this interview…
- Sara’s challenge to advisors to define the term financial advisor in one sentence without using the words goals, financial, or plan – and why this is important.
- How advisors can distinguish themselves from others through transparency.
- Why financial advisors should master brevity and examples on using her 2-Sentence LinkedIn Message Formula and her 2-Sentence Elevator Pitch Formula for better concise and highly effective communication.
- Excerpts from Sara’s 17-Point Self-Assessment advisors can use to measure their ability to communicate with authenticity and brevity.
- A powerful perspective on why and how financial advisors can use their knowledge and skills to unify people around shared values and family-oriented practices.
- Plus other key marketing strategies for financial advisors.
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Sara Grillo:
- LinkedIn: Sara Grillo
- Website: Sara Grillo
About Our Guest:
Sara Grillo, CFA, is a financial advisor, marketing consultant, and financial services keynote speaker focusing on LinkedIn lead-generation strategies for wealth management, investment management, financial planning, and RIA firms. All actions taken by Sara Grillo are governed by a professional code of ethics.
Before her current role, Sara Grillo worked as a financial advisor at Lehman Brothers. She holds a degree from Harvard University and pursued her Masters at NYU Stern School of Business before obtaining her CFA designation.
Sara Grillo is renowned for her outspoken and disruptive perspective on the unethical practices prevalent in the private wealth industry. She specializes in helping ethical financial advisors transparently attract wealthy clients. Her financial advisor marketing strategies prioritize simplicity, honesty, empathy, and high ethical standards over questionable methods. This is how she assists financial advisors and private wealth managers in areas such as marketing, branding, and lead generation.
How are YOU doing when it comes to attracting and working with affluent women?
At this moment in time, women control one-third of total U.S. household financial assets – representing more than 10 trillion dollars. By 2030, women in the U.S. are projected to control much of the $30 trillion in financial assets that baby boomers will possess.
Women are also the largest beneficiaries of the current transfer of wealth. Since women are living an average of five years longer than men, 90% of all women will be managing their own finances during the final years of their life.
Marketing to affluent women is the most lucrative demographic since the onset of the baby boomers!
In this episode, Referral Coach Bill Cates interviews Adri Miller-Heckmann, Founder of FemXAdvisor, about how advisors can make just a few adjustments in their practices to attract more affluent women clients.
Adri and Bill discuss:
- Focusing on the women’s market will become a huge differentiator for you AND generate more referrals more easily.
- How some men repel potential women clients, while other men naturally attract women.
- A unique way to help your female clients open up and share their financial goals.
- How can advisors build stronger relationships with their female clients over time.
- Adri’s recommendations for showing appreciation for your clients.
- …And more!
Resources:
- RapidFire Referrals
- The Top Advisor Podcast Ep. #12 – Using “WOW” to Maximize Client Engagement and Create Advocates with Scott Miller
- Podcast: FemXAdvisor
- “The Keys to the Ladies’ Room” by Adri Miller-Heckmann
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Adri Miller-Heckmann:
- LinkedIn: Adri Miller-Heckmann
- Website: FemXAdvisor
About Our Guest:
Adri Miller-Heckman is a powerful influencer in the world of women. As a former financial advisor and National Training Officer with Smith Barney, she learned firsthand what it takes to succeed as a woman in a male-dominated industry, and it’s not about working longer, harder, or sacrificing more. Adri’s femXadvisor business model provides new solutions, systems, and female-friendly tools fueled by a passion that drives growth.
As a globally recognized speaker, author, and consultant in the financial industry, Adri is highly motivational, challenging her audience to expand their vision of what is possible. Using humor and real-life experiences, Adri eloquently transforms thinking from linear to creative, traditional to innovative, conformers to disruptors, and redesigning long-held industry concepts.
Adri’s book, Keys to the Ladies Room, has empowered thousands of advisors to create a female-friendly business and marketing plan that appeals to women and attracts clients of both genders. Adri’s new podcast, femXadvisor, is quickly becoming a trusted resource for female financial advisors to embrace their authentic selves.
“Targeting niche markets for financial advisors” is a common theme these days. Are you sick of hearing that? Do you have a well-defined niche market?
Are you casting too wide a net in your marketing efforts? Could you benefit from a narrower target or adopting 2 narrow targets rather than one large target?
When you find the right market for you, almost every aspect of client acquisition becomes easier and more effective. Your messaging hits the bullseye in the brains of your prospects and wakes them up to how you might be of value to them.
In this episode, Bill Cates interviews Russ Thornton, founder and principal of Wealthcare for Women. Russ explains the benefits of focusing on niche markets for financial advisors and how he found success in serving women in their pre-retirement age.
Discover how Russ maintains extremely high client retention and the ways in which he uses blogs and podcasts as effective tools for building relationships with clients.
This episode is a must-listen for financial advisors looking to grow their businesses and better serve their clients.
Bill and Russ discuss:
- The inspiration behind Russ’ decision to specialize in serving affluent women, particularly those nearing retirement.
- How focusing on a narrow niche has made Russ’ messaging much more effective in attracting his ideal clients AND generating unsolicited referrals.
- Why he considers his financial planning services as the “central nervous system” of the relationships he builds with clients.
- An inside look into his use of blogs as a tool for connecting with clients and sharing his expertise.
- Bill Cates’ perspective on the benefits of targeting niche markets for financial advisors. How narrow is too narrow?
- …And more!
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Ross Thornton:
- LinkedIn: Russ Thornton
- Website: Wealthcare For Women
About Our Guest:
Russ Thornton is the founder and principal of Wealthcare for Women, headquartered in Atlanta, Georgia. For almost 30 years, Russ has been delivering personal financial advice to clients and families. For instance, he has guided countless women to prepare for retirement, take care of their families, protect their wealth, and, most importantly, live life to the fullest.
When he was young, his mom went through a divorce and what she needed was someone in her corner to help her navigate financial uncertainty and look out for her best interests.
As an adult, he devoted his career to helping women like his mother. That’s why he started Wealthcare for Women to empower them to make financial decisions that enable them to live comfortably without having to worry about money.
Your ability to ask for referrals – to get more new clients through personal introductions – has to start with your mindset. This means that before you ask for referrals and introductions you must first eliminate any limiting beliefs and mistaken assumptions. Without the right thinking and perspective, you’ll be unlikely to use the methods proven to work.
Most previous episodes of Top Advisor Podcast involve Bill interviewing a top advisor or top consultant – to bring forth their brilliance for you to put into action.
In this episode, Bill’s conversation is with YOU – designed to flip the switch in your brain so you can begin to ask for referrals without begging or pushing.
No, you can’t answer through the podcast, but we guarantee this episode will get you talking to yourself about your own current perspective around referrals and personal introductions.
In this conversation with you, Bill discusses:
- The 4 strategies that allow you to ask for referrals and create introductions without looking like “That Cheesy Referral Guy.”
- The limiting beliefs and mistaken assumptions that hinder many advisors from creating a highly successful referral-only business.
- An example of how one advisor achieved phenomenal growth once a switch inside his brain flipped into the right way of thinking.
- … And much more!
6% of retirees say that health is more important than wealth.
Are you helping your clients (regardless of their age) with their most important asset – their health?
There are two ways you can be of value to your clients in terms of holistic financial planning:
- Be a purveyor of great information in this area. Your clients will appreciate this added value.
- Be a role model of someone who is – as our featured guest would say – wellthy.
In this episode, Referral Coach Bill Cates interviews Stevyn Guinnip, “the girl named Stevyn”, Founder & CEO of Grow Wellthy about holistic financial planning. Bill and Stevyn discuss how many financial advisors are creating value and building stronger relationships with their clients by helping them with both their financial wellness and physical wellness – guiding their clients to become wealthy AND wellthy.
Stevyn discusses with Bill:
- What role wellness plays in holistic financial planning.
- How advisors are helping their clients turn their health into their most valuable asset.
- The two ways she helps financial advisors, and their clients improve their state of wellness.
- What steps advisors can take to protect their own health.
- How advisors can comfortably offer health-related advice to their clients AND the impact of doing so.
- How you can offer “Wellth Webinars” to your prospects and clients.
- …And much more!
Resources:
- RapidFire Referrals
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Stevyn Guinnip:
- LinkedIn: Stevyn Guinnip (thegirlnamed Stevyn)
- Grow Wellthy – Website
- The Wellth Quiz
About Our Guest:
Stevyn Guinnip, MS, CWC is the founder & CEO of Grow Wellthy and the creator of the Wellth Academy. She grew up a financial advisor’s daughter & enjoyed 20 years as an exercise physiologist and certified wellness coach in the US & Australia. Now Stevyn has blended the world of finance & fitness, helping financial professionals & their clients earn back their health so they can retire ‘wellthy.’
What if you could net over $1M per year working 30-hour weeks and taking 13 full weeks off every year?
What would that mean to you? More time with family and friends? More time on the golf course, boating, fishing, cooking, traveling, and whatever the heck you feel like doing?
And what if you could build a successful referral-only practice tapping into a goldmine of referrals from certain types of estate planning attorneys? What would that mean for your business and how would that feel?
Is this achievable? Well… Yes, it is!
In this episode, Bill Cates interviews Anat Yoder, CFP®, CRPS®, Principal and Wealth Manager at Yoder Wealth Management. Anat explains how she and her business partner (husband Michael Yoder), have been able to significantly reduce the amount of time they spend working so they can have a healthy work-life balance.
Bill and Anat discuss:
- What motivated her (and her husband) to have a healthy work-life balance by working just 30 hours per week and taking 13 weeks off each year
- Anat’s process for releasing clients into the loving care of another advisor to free up her time to serve wealthier clients.
- How she cracked the code for referrals from estate planning attorneys to reach wealthy clients.
- Her unique approach to getting to know her client’s children BUT NOT working with them.
- ….And more!
Resources:
- Top Advisor Podcast Ep. 4: Building a Financial Advisor Business Plan that Aligns with Your Ideal Life with Peter Oldziey CFP®
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
Connect With Anat Yoder:
- LinkedIn: Anat Yoder
- Yoder Wealth Management
About Our Guest:
Anat N. Yoder began her professional career in structural engineering, earning her PE license and working on several notable projects, including the Bay Bridge. She became a financial advisor in 2004 in order to direct her problem-solving skills toward work that was more personally meaningful for her. She is active in the community and serves on the board of a local non-profit organization. Anat has a BS in civil engineering, as well as an MS in structural engineering, both from UC Berkeley. She is a Certified Financial Planner (CFP) and a Chartered Retirement Plans Specialist (CRPS).
Sandro Forte serves as a financial advisor to the Royal Family in the United Kingdom. But that’s not why we interviewed him. We interviewed Sandro because of the insight and wisdom he brings to the client acquisition process. In this episode of The Top Advisor Podcast, Referral Coach Bill Cates sits down with Sandro Forte, … Continue reading Ep. #32: 5 Brilliant Steps to an Effective Client Acquisition Process with Sandro Forte, FCII, FPFS, FPSA, CSP →
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In Part 1 of this 2-part series – Bill Cates interviewed Maribeth Kuzmeski, Ph.D (RedZoneMarketing.com) about creating more unsolicited referrals. In Part 2, we flip the table! Maribeth is interviewing Bill about asking for referrals and how to get referred up! Maribeth Kuzmeski Gets Bill to Discuss: Why getting referrals without asking is incomplete. The … Continue reading Ep. #30: Asking for Referrals and Getting Referred Up With Maribeth Kuzmeski, PhD. (Part 2) →
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Sudden Wealth can strike in many ways. It can come through an inheritance, an athlete signing a lucrative contract, a legal settlement, the sale of a company, or even winning the lottery. Sudden wealth can bring elation and a host of challenges. Without a sound plan of action, sudden wealth can escape almost as quickly … Continue reading Ep. #24: How to Guide Your Clients as a Sudden Wealth Financial Advisor Featuring Myah Moore Irick →
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In business, when you hear someone talk about the CEO’s role in a company, your first thought is that they’re the leader and top decision-maker for the company. What if we told you that there are two other integral roles in a company that also fall under the CEO umbrella? In this episode, Referral Coach … Continue reading Ep. #22: The 3 Roles Any Entrepreneur Financial Advisor Must Play →
Many business partnerships begin with two people coming together with like-minded business ideas. In the beginning things are great, both parties get along well and the creative juices flow. Eventually a legal partnership is formed. However, once the business is formed, do you know how your partner deals with setbacks and success? Do you know … Continue reading Ep. #21: Succession Planning for Financial Advisors with Karen Jessey & Neill Turner →
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When most people think of financial advisors who work with professional athletes, they probably imagine a glamorous lifestyle of spending time with their favorite players, getting a behind-the-scenes look into professional sports, and free tickets to games. But what is it really like being a financial advisor for athletes? In this episode, Referral Coach Bill … Continue reading Ep. #19: What’s the Skinny on Becoming a Financial Advisor for Athletes? with Walter Stith →
If you ever doubted that hard work, along with a competitive mindset doesn’t pay off, you will want to listen to this episode. In this episode, Referral Coach Bill Cates talks with Bob Petrocelli, founder and managing director of Petrocelli Financial Services, LLC. With 42 years in the business, Rob will discuss what has brought … Continue reading Ep. #18 – How to Produce Results at Levels Most Advisors Dream of With Robert Petrocelli →
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What is your relationship with social media? Social media for financial advisors means different things. Some advisors have embraced social media as a concept, posting content and occasionally engaging with others, but wonder why they bother because they haven’t seen any noticeable results. Other advisors have embraced social media as a way of strengthening their … Continue reading The Truth about Social Media for Financial Advisors with Kristen Walker (Ep. 15) →
Despite all the challenges in reaching qualified prospects, some advisors are doing quite well, while others are not rising to the challenges that we all face. So, what are the financial advisor best practices that separate the wheat from the chaff? In this episode, Bill Cates interviews Mark Williams, president and CEO of Brokers International, … Continue reading Ep. #14: Financial Advisor Best Practices – What’s Working (and What’s Not)? →
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Are you a successful advisor with plans for additional growth, and you’re just looking for some fresh insight on how to supercharge that growth? You are in the right place. Welcome to The Top Advisor Podcast! In this debut episode of The Top Advisor Podcast, join your host Bill Cates, Referral Coach, as he introduces … Continue reading Premiere Episode – Introducing The Top Advisor Podcast! →