The Breakthrough Advisor™: Recent Episodes
InsurMark
Welcome to The Breakthrough Advisor. In this podcast we inspire advisors with ideas and pathways to break through barriers and build a thriving retirement income business.
There are 3 ways an advisor grows their business: retain and deepen relationships with existing clients. Deepen relationships, increase share of wallet, and attract new clients.
Tax planning does all three.
In this episode, Jack Martin interviews Debra Taylor, CPA, PFS, CDFA®, JD, renowned tax planning wealth manager and top Carson Wealth advisor. Debra shares her journey from a reluctant CPA to a sought-after wealth manager, emphasizing the growing importance of incorporating tax planning into wealth management.
Listen in as they discuss the factors driving the increased focus on taxes, the challenges advisors face, and the tools and strategies needed to thrive in the new landscape.
Talking points include:
- Debra’s inspiring story from growing up in a CPA family to becoming a prominent wealth manager
- Current tax challenges and client concerns (making tax planning critical!)
- What you need to know about ‘tax chaos’ and reasons advisors must be vigilant and proactive
- Practical steps for advisors transitioning to tax planning
- Key opportunities for additional client value through tax reviews
- What advisors should have on their radar in 2024, in addition to tax planning
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
- Hollistaplan
- Horses Mouth
- IMDB: The Six Million Dollar Man
Connect with Debra Taylor:
- Taylor Financial Group
- LinkedIn: Debra Taylor
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Debra Taylor, CPA, PFS, CDFA®, JD, is the Founder, Wealth Advisor, and Lead Tax Planner of Taylor Financial Group, LLC, a full-service, woman-owned wealth management firm located in Franklin Lakes, NJ.
Debra’s passion is in educating and empowering women and their families to take control of their future, advising in all areas, including investment management, insurance solutions, complex tax planning, retirement planning, and estate planning.
Debra has won many industry honors. She has authored hundreds of articles, is the author of a book about industry best practices, lectures on behalf of the AICPA, and is often quoted in national publications such as Barrons, The Wall Street Journal, and various trade publications. She is a frequent lecturer at national conferences and is the Director of Practice Management for Horsesmouth, an online trade publication for financial planners. She has also hosted a weekly Radio Show “Wealth Matters,” offering financial tips to the New York City/Northern New Jersey Area.
Debra is a Certified Public Accountant and a retired attorney, having graduated from Cornell Law School. Debra is also a Certified Divorce Financial Analyst, having received specialized training in professional divorce analysis. Debra holds her Series 6, 7, 24, 63, and 72 securities registrations as well as her Life and Health Insurance licenses in the State of New Jersey.
Debra lives in Upper Saddle River, NJ with her husband, dog, and cat. She is also the proud mother of three children. Debra enjoys time with her family, exercising, traveling, and reading.
The post Make Tax Planning Your 2024 Business Growth Accelerator with Debra Taylor (Ep. 66) first appeared on InsurMark.
Retirement, divorce, loss of a spouse, remarriage, aging, disability, becoming a caregiver…these are all life-changing moments for a client.
Can you confidently handle these tough conversations?
Join Jack Martin and Dr. Amy D’Aprix, a distinguished expert, speaker, and coach on life transitions, as they explore how to navigate life-changing client conversations during moments that matter — leading to deeper, more meaningful relationships.
Dr. Amy discusses:
- Overcoming common barriers that stop advisors from being vulnerable and having impactful conversations
- Real-life stories of advisors guiding clients through major life changes
- The three levels of listening to handle emotionally taxing conversations
- How to involve the next generation in your client conversations
- The power of niches in building strong relationships
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
- Lasagna Love
Connect with Dr. Amy D’Aprix:
- Amy@dramy.life
- Website
- LinkedIn: Dr. Amy D’Aprix
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Dr. Amy D’Aprix is an internationally respected expert on lifestyle issues relating to retirement, aging, caregiving, and family dynamics.
With a Ph.D. in Social Work, “Dr. Amy,” as she is affectionately known, has provided down-to-earth, practical, and professionally informed guidance on Life Transitions to individuals, professionals, and organizations for over 30 years. A compelling, pragmatic, inspirational speaker and coach, Dr. Amy has addressed thousands of Financial Advisors and their clients across North America.
She provides sound guidance, humor, and enthusiasm in navigating Life Transitions to ensure the success of overall life goals and financial plans. This passion is reflected in Trusted Advisor of Choice and Client Connections Toolkit, two practice elevation programs for financial professionals to better understand their client’s concerns and help clients proactively prepare for the life transitions they face.
Dr. Amy is regularly featured and interviewed on television, radio, podcasts, and online publications.
The post Life-Changing Client Conversations at Moments That Matter with Dr. Amy D’Aprix (Ep. 65) first appeared on InsurMark.
In an increasingly competitive financial services landscape, many advisors are struggling to maintain a strong and steady growth rate.
The challenge often lies in standing out, building strong client relationships, and effectively leveraging available resources and strategies.
In this episode, Jack Martin delves into the proven strategies and secrets that have enabled successful advisors to achieve exceptional organic growth. You will gain practical advice on how to differentiate your practice, provide a highly personalized experience, and attract more of your ideal clients!
Jack discusses:
- Key revenue-generating activities you should be focusing on
- Techniques to deepen trust and loyalty with your clients (which, in turn, makes you more referable!)
- How to segment clients and prospects for significantly higher engagement
- Impactful marketing strategies that resonate with your target audience
- The power of planning in 90-day increments for accelerated organic growth
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
- InsurMark Customer Segmentation Guide
- How to Wire Your Mindset for Success with Dr. Kevin Elko (Ep. 59)
- Your Customer List Is Your Best Asset
- Transcript
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
The post Unlock the Secret to Exceptional Organic Growth (Ep. 64) first appeared on InsurMark.
We all may be getting a little obsessed with living longer.
And in a world increasingly fixated on longevity, the narrative often centers on financial concerns like outliving assets. But it’s about so much more!
In this episode, Jack Martin explores how planning for a longer life journey transcends mere financial calculations and delves into emotional well-being, independence, and personal fulfillment — including a deeper need for “permission to spend” and enjoy life fully.
Jack discusses:
- Why advisors should think beyond ‘goal planning’ and understand their clients’ anxieties and fears (particularly their tolerance for longevity risks)
- Active listening and empathy as keys to effective financial planning
- How to get the longevity planning conversations started with clients
- Leveraging technology, such as longevity planning apps, to provide comprehensive and tailored solutions to clients
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
The post Living Too Long is About More Than Just Money (Ep. 63) first appeared on InsurMark.
Are you curious about how top advisors are accelerating their organic growth?
Data from 6,000 advisors has revealed some interesting insights!
Discover the mindset, strategies, and tools that have propelled advisors to rapid growth in today’s digital age. Jack Martin interviews Robert Sofia, co-founder and CEO of Snappy Kraken, about why some firms thrive while others struggle, unpacking three impactful strategies for lead generation and client conversion based on real-world data.
Robert discusses:
- The mindset shift needed to amplify firm growth
- Digital marketing tactics that helped 6,000 advisors solve the growth puzzle (while improving trust and credibility)
- The power of event marketing — with examples
- Why it’s crucial to know your niche and personalize your marketing strategy accordingly
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
- Cracking the Client Acquisition Code with Carl Richards (Ep. 60)
Connect with Robert Sofia:
- LinkedIn: Robert Sofia
- Snappy Kraken
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Robert Sofia is one of three founders of Snappy Kraken and serves as Chief Executive Officer, overseeing the company’s strategic direction and enterprise relationships. Robert possesses a unique blend of sales, marketing, and creative ability paired with financial industry experience. He excels at leading specialized teams, engineering financial marketing programs, and managing complex projects.
Prior to founding Snappy Kraken with Angel and Brad, Robert was co-founder and COO for Platinum Advisor Strategies where he grew company sales over 6,000% between 2009 and 2016. Along the way, he served as Vice President for Fross & Fross Financial, Vice President of Marketing for Cebert Wealth Management Group, and Director of Business Development for Ford Motor Company.
Robert has received numerous awards for his work including the INC 500, INC 5,000, Agency 100, Power 30 Under 30, and others. He has authored three books — two of which were bestsellers — and written about marketing for many national publications and financial industry journals including Forbes, INC Magazine, The Wall Street Journal, FOX Business, The Huffington Post, Business Insider, Investment News, Financial Planning, Wealth Management, ThinkAdvisor, Investment Advisor, Registered Rep, and many more. Robert is also an award-winning public speaker who has keynoted conferences for world-renowned companies including Ford Motor, Adobe, TD Ameritrade, and Prudential.
The post How 6000 Advisors Solved the Growth Puzzle with Robert Sofia (Ep. 62) first appeared on InsurMark.
Retirees are often so worried about running out of money that they fail to enjoy their golden years to the fullest.
As their advisor, you can help them find the confidence to spend.
Tune in to Jack Martin’s conversation with Tamiko Toland (aka the Annuity Yoda), co-founder of IncomePath, about how advisors can help clients alleviate the fear of outliving their income through education and empowerment. You will learn how to proactively address the client’s fears, needs, and aspirations.
Tamiko discusses:
- Why retirees (including millionaires!) tend to underspend
- What it means to give clients the “permission to spend” so they don’t sacrifice their dream retirement
- Simplifying complex financial concepts for clients through visualizations
- How IncomePath makes it easier for advisors to provide greater clarity and education to clients about guaranteed income
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
- Cerulli: IRA Assets Reach Nearly $14 Trillion
Connect with Tamiko Toland:
- LinkedIn: Tamiko Toland
- IncomePath
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Tamiko Toland teamed up with Michael Finke to start IncomePath because she shares his vision of a better way to communicate retirement risks and help people make better decisions for retirement. She is an annuity expert and thought leader with a passion for creative approaches to educating people about the real risks and solutions for their retirement needs.
For more than two decades, Tamiko has tracked trends and key issues on retirement income, writing and speaking to a variety of audiences. She most recently held leadership roles at TIAA and Cannex Financial Exchanges, an annuity data and analytics firm. Tamiko got her introduction to annuities as a trade journalist, but her proclivity for in-depth reporting drew her to Strategic Insight, where she managed the Annuity Insight data service and authored reports on cutting-edge topics.
In addition to serving as IncomePath’s CEO, Tamiko runs a consulting firm that helps clients with strategy and communications on lifetime income for individual annuities, as well as lifetime income solutions offered within retirement plans. She regularly shares her perspectives with the news media and speaks at industry conferences and webinars.
The post Giving Retirees Permission to Spend with Tamiko Toland (Ep. 61) first appeared on InsurMark.
Are you struggling to attract clients and close acquisition gaps? It might be time to rethink your marketing approach.
Join Jack Martin and Carl Richards, creator of The Behavior Gap and founder of The Society of Advice, to learn how to foster genuine new connections by taking micro-actions every day. The episode addresses the core struggles faced by advisors in growing organically.
Carl discusses:
- Why many marketing strategies are failing
- How to conduct problem-solving interviews with potential clients
- Embracing experimentation and creative destruction in business development
- Why advisors should “play in traffic” and increase their “luck surface area”
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
- Founders Podcast: Episode 286 with Warren Buffet and Charlie Munger
Connect with Carl Richards:
- LinkedIn: Carl Richards
- The Society of Advice (Get your first month free!)
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Carl Richards, a Certified Financial Planner, is renowned for his Sketch Guy column in The New York Times, simplifying complex financial concepts through sketches. Featured on platforms like Marketplace Money and Oprah.com, Carl is also a keynote speaker at global financial planning conferences. Author of “The One-Page Financial Plan” and “The Behavior Gap,” his sketches have been exhibited worldwide, including at the Kimball Art Center in Utah and Parsons School of Design in NYC. Additionally, he founded The Society of Advice, a monthly membership that provides access to highly curated conversations between Carl and prominent guests.
The post Cracking the Client Acquisition Code with Carl Richards (Ep. 60) first appeared on InsurMark.
Every day, advisors face the challenge of adapting to the blistering pace of change that redefines their approach to success.
The world has moved beyond IQ, even EQ. Today, TQ, or a transformational mindset, is more critical than ever to stay ahead in the game.
This episode features Dr. Kevin Elko, a renowned sports psychologist and mindset coach who has consulted with various successful NFL teams, including The Pittsburgh Steelers, The Dallas Cowboys, The Philadelphia Eagles, and seven BCS National Championship Football Teams.
So, join Dr. Elko’s conversation with Jack Martin about how to wire your mindset for success!
Dr. Elko discusses:
- What is transformational IQ, and the reasons it’s needed to excel in today’s dynamic environment
- The power of self-talk (‘Bluetoothing your thoughts’)
- Why some teams are able to repeat their successes while others aren’t
- How the principles of elite sports teams can be applied to business for breakthrough success
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
Connect with Dr. Kevin Elko:
- Dr. Kevin Elko
- LinkedIn: Dr. Kevin Elko
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Dr. Kevin Elko received his Bachelors in Biology Education and Coaching from the California University of Pennsylvania. He then went on to West Virginia University, where he received two Masters and a Doctorate and was later inducted into the West Virginia University Hall of Fame.
He went on to intern at the United States Olympic Committee in Colorado Springs. In Sports, he has consulted with various successful NFL teams, including The Pittsburgh Steelers, The Dallas Cowboys, The Philadelphia Eagles, The Miami Dolphins, and The New Orleans Saints. In college sports, Dr. Elko has worked with seven BCS National Championship Football Teams, including The University of Miami, L.S.U., The University of Alabama and Florida State University.
In the business world, Dr. Elko focuses on helping organizations in the areas of Leadership, Goal Setting, and various other motivational topics. His corporate clients have included New York Life Investments, ING, Tyson Foods, Abbott Labs, LPL Financial, The Hartford, Genworth, Jackson National Life, Pioneer Investments, Morgan Stanley, Bank of America, Merrill Lynch, and Sun Life just to mention a few.
The post How to Wire Your Mindset for Success with Dr. Kevin Elko (Ep. 59) first appeared on InsurMark.
In times of uncertainty, people crave certainty.
With upcoming elections, a looming national debt of ~$34 trillion, rising tax rates, stock market volatility, and changes in interest rates — clients are facing so much uncertainty today!
How do you guide them through this situation? What financial planning opportunities does the current landscape pose? Find out in this timely and highly relevant conversation between Jack Martin and Tom Hegna, economist, award-winning author, and renowned industry speaker for retirement planning.
Tom discusses:
- Why future hike in tax rates seems inevitable (and how to prepare for it)
- Why IRAs and 401(k)s may be the worst ways to transfer wealth to future generations
- Strategies for tax diversification
- Insurance use cases for business owners
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
- “Paychecks and Playchecks: Retirement Solutions for Life” by Tom Hegna
- “Retirement Income Masters Secrets of the Pros” by Tom Hegna
- “Man On A Mission: How to Succeed, Serve, and Make a Difference in Your Financial Services Career” by Marv Feldman
Connect with Tom Hegna:
- Website
- LinkedIn: Tom Hegna
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Tom Hegna is an economist, author, and retirement expert. He has been an incredibly popular industry speaker for many years and is considered by many to be THE Retirement Income Expert! As a former First Vice President at New York Life, retired Lieutenant Colonel, and economist, Tom has delivered over 5,000 seminars on his signature “Paychecks and Playchecks” retirement approach, helping Baby Boomers and seniors retire the “optimal” way.
Tom has condensed a large chunk of his considerable knowledge into 5 books: Paychecks and Playchecks: Retirement Solutions for Life; Paycheques and Playcheques: Retirement Solutions for Canadians; Retirement Income Masters: Secrets of the Pros; Don’t Worry, Retire Happy! Seven Steps to Retirement Security; and Don’t Worry, Retire Happy! Seven Steps to Retirement Security for Canadians.
The post How to Prepare for the Tax Tsunami: Navigating Rising Tax Rates with Tom Hegna (Ep. 58) first appeared on InsurMark.
Advisors often fixate on ‘the last mile’ — the final stage of converting leads into clients.
They overlook the top of the funnel. It’s imperative to establish a diverse growth model that leverages multiple channels because referrals and COIs alone no longer move the needle!
Learn how to do just that with Jack Martin and guest Stephanie Bogan, a high-performance business coach to advisors, leaders, and founders. They share a marketing model that is highly relevant in the modern era of digital marketing and AI. Their insights are especially helpful to advisors who are struggling to meet their organic growth targets.
Stephanie discusses:
- A powerful mindset shift that helps advisors unlock high-growth potential
- Why the real challenge is not fee compression, but rather ‘service inflation’
- The rising need for highly personalized messaging and services
- The influence of aggregators on the financial advisory landscape
- Marketing based on a “lather, rinse, repeat” approach
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
Connect with Stephanie Bogan:
- Limitless Advisor Coaching
- LinkedIn: Stephanie Bogan
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Stephanie Bogan founded her first consulting firm at the age of 24. At 36, she sold it in a 7-figure deal to a Fortune 200 company, where she joined the executive team. After four years of integrating and scaling their offerings across thousands of advisors, Stephanie left the Fortune 200 life to join United Capital as SVP of Training and Client Experience, where she worked on the national practice model, training center, and client experience successfully adopted by thousands of advisors and acquired by Goldman Sachs.
In 2014, with a respected career that left her financially successful but personally unsatisfied, Stephanie retired to the beach in Costa Rica to continue her search for something more satisfying. She spent years studying the science of success and happiness, searching for the elusive something ‘more and better’ hidden somewhere between the lines of my success. What she found blew her mind: The secret to experiencing greater success, happiness, health, wealth, and well-being is not to master your methods but rather to master your mindset. It turns out that the secret to our success is hidden in the science of our behavior.
The post The Growth Engine Blueprint for Advisors with Stephanie Bogan (Ep. 57) first appeared on InsurMark.
Is the 60/40 portfolio dead? What is it? Why does it matter?
Advisors helping clients choose where to allocate their retirement savings increasingly rely on indexed products. Not all products perform the same in different market cycles. Where are markets headed, and how can advisors manage client expectations?
With hundreds of indices in the market today, how can investors evaluate and compare indices?
How does something like a Fixed Indexed Annuity (FIA) fit into the client’s retirement portfolio?
These are important questions in the minds of investors today!
Jack Martin and guests Laurence Black and Dr. Jay Watson from The Index Standard® answer these questions. They shed light on the necessity of diversifying beyond well-known indices, such as the S&P 500, and explore ways to optimize risk-reward outcomes within a portfolio.
Laurence and Jay discuss:
- Why investors are questioning the effectiveness of the traditional portfolio mix
- The dangers of chasing performance (the fear-greed curve)
- Forecasts based on the “wisdom of Wall Street”
- How fixed index annuities (FIAs) and registered index-linked annuities (RILAs) may be strategically used to improve portfolio performance
- The Index Standard®’s methodology for rating indices and getting a “bang for your buck”
- And more!
Connect with Laurence Black:
- LinkedIn: Laurence Black
Connect with Dr. Jay Watson:
- LinkedIn: Jay Watson
Connect with The Index Standard®:
- info@theindexstandard.com
- The Index Standard®
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guests:
Laurence Black is the founder of The Index Standard® and an index advisor to Robert J. Shiller, Sterling Professor of Economics at Yale University. Before founding The Index Standard®, Laurence was Managing Director and Head of Quantitative Indices and Strategies at Barclays, where he oversaw the development of the Barclays index family. In addition to designing some of the first smart beta/factor indices, Laurence spearheaded Barclays’ index partnerships with Professors Robert Shiller and Nouriel Roubini, as well as Novus Partners.
Jay Watson worked in investment banking for 20 years, specializing in quantitative investment strategy index development and management. Jay was previously Managing Director and Head of Multi-asset Index Structuring EMEA at Barclays in London, where he was instrumental in building Barclays’ index business globally over more than a decade. Among many activities, he chaired Barclays’ index development oversight group, responsible for ensuring new indices were well-engineered and fit for purpose.
The post Integrating Indexed Annuities Into the 60/40 and Other Portfolios with Laurence Black and Dr. Jay Watson (Ep. 56) first appeared on InsurMark.
There is a pressing need for advisors to address the rising wealth transfer concerns. There are also evolving tax legislations to be considered.
How can advisors navigate these changing environments?
Find out in this episode of The Breakthrough Advisor as Ed Slott, founder and president of Ed Slott and Company, LLC, joins Jack Martin to explore the opportunities facing advisors in 2024, including the Great Wealth Transfer and evolving tax planning needs.
Ed discusses:
- How elite advisors leverage family meetings to connect with the next-gen
- How to effectively respond to the needs of a surviving spouse
- The need to address the tax-heavy nature of IRAs
- What he often tells advisors who are afraid to mention “tax planning” due to compliance
- And more!
Resources:
- Winning at the Intersection of Annuities and Wealth Management
Connect with Ed Slott:
- Ed Slott and Company, LLC
- LinkedIn: Ed Slott
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Ed Slott is a nationally recognized IRA distribution expert, professional speaker, television personality, and best-selling author. He is known for his unparalleled ability to turn advanced tax strategies into understandable, actionable, and entertaining advice. He has been named “The Best Source for IRA Advice” by The Wall Street Journal, and USA Today wrote, “It would be tough to find anyone who knows more about IRAs than CPA Slott.”
As president and founder of Ed Slott and Company, LLC, the nation’s leading source of accurate, timely IRA expertise and analysis to financial advisors, institutions, consumers, and media, Ed provides advanced training to financial professionals to become knowledgeable, recognized leaders in the retirement marketplace; and answers to retirement savers’ most important questions, continually providing practical, easy-to-understand information on IRA, retirement, tax, and financial planning topics.
The post Wealth Transfer and Tax Planning Opportunities in 2024 with Ed Slott (Ep. 55) first appeared on InsurMark.
With a rise in FinTech solutions, wealth management has become a rapidly evolving landscape.
This demands advisors to stay ahead of the curve — especially with marketing and advice engagement.
In this episode, Diana Cabrices, Chief Evangelist to B2B WealthTech Brands, joins Jack Martin. As a thriving entrepreneur in the FinTech innovation and wealth management space, Diana shares valuable insights for elite advisors looking to level up their marketing and business development.
Diana discusses:
- Key considerations before outsourcing your marketing
- How to allocate your marketing budget toward a mix of digital and in-person strategies
- The power of video, testimonial marketing, and storytelling to build trust
- Why advisors should emphasize ‘problem-solving’ in their conversations and content creation
- The significance of a strong digital presence for attracting younger clients
- And more!
Connect with Diana Cabrices:
- Diana Cabrices Consulting
- LinkedIn: Diana Cabrices
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
About Our Guest:
Throughout her wealthtech journey, Diana Cabrices has represented brands with solutions spanning the advisor tech gamut, including marketing, branding, recruiting, M&A, succession planning, small business benefits, and more. She has held roles in sales, partnerships, marketing, enterprise development, consulting, and customer success, allowing her to gain a well-rounded understanding of wealthtech growth needs from a widened growth lens. Most recently, Diana helped 10x recurring revenue in 3 years at Snappy Kraken, an award-winning martech platform built exclusively for advisors. She entered the industry in 2017 with a foundation of over 15 years of passionate selling. Since then, she has flown all around the country, speaking on hundreds of advisor webinars and on dozens of industry stages.
Fast-forward to today, Diana has introduced a first-of-its-kind industry growth offering with the launch of her company, Diana Cabrices Consulting. As a Fractional Chief Evangelist, her talent isn’t limited to a single company, which allows her to make a greater impact on the industry as a whole. Most importantly, she is able to drive real value for tech companies while doing what she loves the most — being an effective evangelist advisor you’d enjoy hearing from.
The post Harnessing Fintech Innovation For 2024 Marketing Success with Diana Cabrices (Ep. 54) first appeared on InsurMark.
Why are many Americans reluctant to see a financial advisor? Oftentimes, it is because of an unpleasant client experience.
But how can advisors transform an unpleasant client experience into a memorable one?
Find out in this episode as Jack Martin uncovers the biggest reasons why clients dread meeting their advisors and most importantly, how to turn this around.
Jack discusses:
- The importance of customer experience in financial services (and some eye-opening statistics!)
- How to make your client experience more personalized and relevant
- Powerful talking points for every client meeting
- The role of CRM systems in delivering exceptional customer experiences
- And more!
Resources:
- Creating Superfans: Here’s How to Turn Your Customers Into Lifelong Advocates with Brittany Hodak (Ep. 47)
- “Creating Superfans: How To Turn Your Customers Into Lifelong Advocates” by Brittany Hodak
- LinkedIn: Brittany Hodak
- Winning at the Intersection of Annuities and Wealth Management
Connect with Jack Martin:
- LinkedIn: Jack Martin
- InsurMark
- Contact Form
The post Creating an Unforgettable Client Experience (Ep. 53) first appeared on InsurMark.
Many clients experience a huge gap between the services they expect and the services provided by their advisors. This difference is evident in tax planning. In fact, 92% of clients expect tax planning advice, but only 25% get it! (Source: Spectrem Group) In this episode,...
The post Simplify and De-Mystify Tax Planning with Chris Field (Ep. 52) first appeared on InsurMark.
There's an emerging opportunity gap where 75% of boomers would like more protected lifetime income but only 33% say they hear their advisors talk about it.
The post Navigating Uncertainty in Retirement with Michael Harris and Steve Gresham (Ep. 51) first appeared on InsurMark.
The financial services industry is shifting. Moving beyond investment products, clients want personalized advice that is timely, relevant, and impactful. In other words, they want proactive advice during moments that matter. In this episode, Philipp Hecker, the CEO of Bento Engine, joins Jack Martin to...
The post Engaging Client Advice Around Moments That Matter with Philipp Hecker (Ep. 50) first appeared on InsurMark.
Advisors have historically relied on referrals. But how do you stop the referral streams from drying up? How do you achieve sustainable organic growth instead of solely relying on market gains? Find out in this week’s episode as Jack Martin explores the path to hyper-growth...
The post The Path to Hyper-Growth: Here’s How to Turn Your Business Into an Organic Growth Engine (Ep. 49) first appeared on InsurMark.
Marking a remarkable milestone, InsurMark recently celebrated its 40th anniversary! And amidst this jubilant occasion, InsurMark also appointed a new president, Jeff Maxey, who is on a mission to help advisors take their businesses to new levels of success. In this episode, Jack Martin interviews...
The post Charting New Paths with Jeff Maxey (Ep. 48) first appeared on InsurMark.
In this episode, Jack Martin sits down with Brittany Hodak, keynote speaker and the author of “Creating Superfans: How To Turn Your Customers Into Lifelong Advocates,” to explore her journey in creating superfans.
The post Creating Superfans: Here’s How to Turn Your Customers Into Lifelong Advocates with Brittany Hodak (Ep. 47) first appeared on InsurMark.
In this episode, Heather Holmes, the founder and CEO of Genivity, joins Jack Martin to explore the firm’s Health Analysis and Longevity Optimizer (HALO) and ways it’s revolutionizing longevity planning for advisors and their clients.
The post Personalized Longevity Can Address Your Client’s Scariest Wealth and Health Pain Points with Heather Holmes (Ep. 46) first appeared on InsurMark.
In this episode, Marc Lamson, the president of ASLAN Training, explores the techniques advisors need to convert leads into long-term clients while unveiling powerful strategies to unlock the potential of organic growth.
The post An Advisor-Friendly Approach to More Successful Selling with Marc Lamson (Ep. 45) first appeared on InsurMark.
In this episode, Jack Martin continues to talk about the elements you need to build a million-dollar business.
From defining your niche to lead capture and the concept of funnels, Jack unveils how these elements contribute to growing your business while enhancing the relationship you have with your clients.
The post The Seven Elements To Building A Million-Dollar Business, Part 2 (Ep. 44) first appeared on InsurMark.
In this episode, Jack Martin sits down with Matt Halloran, the co-founder and chief relationship officer at ProudMouth. Matt explores the ins and outs of influence for financial advisors and the importance of building trust and connection with clients and prospects.
The post Advisors, Ready To Become A Trusted Authority And A Lead Magnet? Get Started with Matt Halloran (Ep. 43) first appeared on InsurMark.
This week, Jack Martin sits down with Laurence Black, the founder of The Index Standard®. Laurence explains how his platform is providing clarity and simplifying complex index concepts for financial advisors and their clients.
The post Mastering the FIA Index Landscape: Harness Expert Insights and Comprehensive Ratings for Optimal Asset Allocations with Laurence Black (Ep. 42) first appeared on InsurMark.
Are you an advisor looking to help your clients minimize future tax burdens? In this episode, Ed Slott talks about inflation and taxes while detailing some strategies advisors can use to help clients minimize future tax burdens. Listen in as Ed explains how inflation can...
The post Capitalizing on Inflation and Taxes: A Three-Year Window for Advisors with Ed Slott, CPA (Ep. 41) first appeared on InsurMark.
Get ready to discover the secrets to removing barriers and making your ideas contagious in this week’s episode of The Breakthrough Advisor with Jonah Berger, bestselling author, and professor at Wharton School at the University of Pennsylvania.
The post Removing Mental Roadblocks: How To Change Anyone’s Mind with Jonah Berger (Ep.40) first appeared on InsurMark.
This week, Jack Martin covers three out of the seven elements of an effective marketing plan for financial advisors. Jack shares the key ways to grow in the financial space and how to use these must-know elements to create a strategy to keep your clients engaged.
The post The Steps To An Effective Marketing Plan, Part 1 (Ep. 39) first appeared on InsurMark.
In this episode, uber successful business coach and the founder of Limitless Adviser Coaching, Stephanie Bogan, joins Jack Martin to unpack the keys to being a happier and more successful advisor in 2023. Stephanie details the mindset and strategies that ambitious advisors should adopt in order to experience hockey stick growth in 2023.
The post Differentiation & Digitalization: Advisors, Here’s What You Need To Thrive in 2023 with Stephanie Bogan (Ep. 38) first appeared on InsurMark.
In this episode, Jack Martin is joined by Dr. Wade Pfau from The American College of Financial Services. Dr. Pfau unveils must-know strategies for effective retirement planning while detailing the tips and tricks you need to maximize your client’s retirement income through tax planning and efficient distribution.
The post The New Retirement Mindset with Dr. Wade Pfau (Ep.37) first appeared on InsurMark.
This week, professor and expert in retirement investing, income planning, and life satisfaction Michael Finke highlights how advisors can help retirees manage their spending and maximize their investments without outliving their assets. Michael also shares how advisors like you can support clients navigate their retirement income planning during inflationary periods.
The post Your 2022 Playbook for the New Retirement Realities with Dr. Michael Finke (Ep. 36) first appeared on InsurMark.
In this episode, Jack Martin sits down with Ed Slott to unpack the action items you need to assist your clients with their tax planning. Ed outlines how to approach clients with an efficient and value-packed plan while detailing how these opportunities benefit client loyalty and business growth.
The post Time-Sensitive Tax Planning Tips for Q4 with Ed Slott, CPA (Ep. 35) first appeared on InsurMark.
In this episode, Julie Littlechild, the CEO and founder of Absolute Engagement, joins Jack Martin to explain the value of true engagement and leadership when maintaining client and advisor relationships. Julie unpacks the tips you need to start engaging with your clients in the right ways.
The post The 2022 Secret Formula To Client Loyalty and Abundant Referrals with Julie Littlechild (Ep. 34) first appeared on InsurMark.
In this episode, Keith Burger, the head of distribution in North America at Luma Financial Technologies, explains what it takes to bring yourself to the next level of financial advising and how Luma Financial Technologies can help you and your business get there.
The post Using Technology to Level Up! Your Annuity Business with Keith Burger (Ep. 33) first appeared on InsurMark.
In this episode, Lifetime MDRT Top of the Table and Million Dollar Advisor, Don Quante reveals four key traits advisors must have to elevate their practice to new heights. Plus, he explains everything you need to know about addressing clients’ long-term healthcare concerns and building the business of your dreams.
The post The Four Traits of a Breakthrough Advisor with Don Quante (Ep. 32) first appeared on InsurMark.
Whether your clients are searching for the best performing indices, ETFs, or annuities, The Index Standard® provides unbiased perspective, objective comparisons, and informative guides that demystify complex index concepts.
The post Here’s What’s Going on in the Index World with Laurence Black (Ep. 31) first appeared on InsurMark.
This week, the Chief Planning Officer at Buckingham Wealth Partners, Jeff Levine, joins Jack Martin to unveil what to expect in 2022 to effectively plan and prepare your client taxes. Jeff also highlights critical considerations to lower your client's long-term tax spending.
The post How to Approach Taxes for Short and Long-Term Goals With Jeff Levine (Ep. 30) first appeared on InsurMark.
In this episode, LifeYield’s CMO, Jack Sharry, and Senior Vice President, Jeff Quigley, discuss the importance of starting the Social Security conversation with your clients sooner rather than later. Plus, they reveal how you can use their technology when navigating these complex conversations.
The post Get Ahead With Effective Social Security Planning with Jack Sharry & Jeff Quigley (Ep. 29) first appeared on InsurMark.
If you are a financial advisor who makes your clients or prospects feel that you have a solution for uncertain times, you have an opportunity to exponentially grow in 2022. In this episode, Jack Martin sits down with ProudMouth’s CRO and co-founder, Matt Halloran. Together,...
The post Advisors, Here’s Your Top To-Do List For 2022 with Matt Halloran (Ep. 28) first appeared on InsurMark.
So, your client has just retired. They’ve waited a long time for this, and they’re ready to enjoy it. But, in the back of their mind, they might have a lingering worry about potentially running out of money. How can you as their advisor help them overcome this fear and live out their retirement with … Continue reading 27. How Annuities Let Americans Enjoy a Secure Retirement with Michelle Richter →
Advisors, what do you expect from your website? In this episode, Jack Martin speaks with Graham Turner, the CEO of Advisor Websites, to dig into the elements of advisor websites. With valuable advice for financial advisors heading into 2022, Graham helps you better understand what you should expect from your website and why advisor websites … Continue reading 26. What Financial Advisors Should Expect From Their Websites in 2022 with Graham Turner →
Every advisor wants to find better tax planning solutions for their clients. Are you one of them? In this episode, Kevin Lozer, co-founder of Holistiplan, joins Jack Martin to share everything you need to know about Holistiplan. Kevin reveals how this tool allows advisors and clients to develop a comprehensive and efficient tax planning strategy. … Continue reading 25. Tax Planning Solutions Made Easy For Advisors With Kevin Lozer, CFP® →
Advisors, think about your conversations with clients. Are you looking to tackle those conversations differently? Perhaps a data-driven approach can enable you to better serve and meet your clients’ needs. This week, CANNEX’s Tamiko Toland joins Jack Martin to highlight the disconnect between advisors and consumers around annuities. Tamiko explains how gen X and baby … Continue reading 24. The Value Behind a Data-Driven Approach to Annuities for Advisors With Tamiko Toland →
How do you, as an advisor or investment professional, select the best products for your clients? Have you thought about what makes clients believe that you are always looking out for their best interest? In this episode, Laurence Black takes a deep dive into everything The Index Standard® is about and how it can help … Continue reading 23. How To Achieve Objective Index Ratings and Forecasts with Laurence Black from The Index Standard® →
While it’s common for advisors to approach their clients with retirement income questions and predetermined answers, Retirement Researcher also focuses on a wide range of possibilities based on the unique needs of retirees and pre-retirees. In this episode, the firm’s founder and The American College of Financial Services’ retirement income professor, Wade Pfau, discusses how … Continue reading 22. Viewing Retirement As Personal Preferences Rather Than Behavioral Finance with Wade Pfau, Ph.D., CFA, RICP® →
Are you an advisor looking to better serve your clients around their Social Security and Medicare needs? If so, this week’s episode of The Breakthrough Advisor with Social Security expert Mary Beth Franklin is for you! Join today’s conversation and learn valuable tips and tricks to enhance your clients’ Social Security and Medicare planning. Master … Continue reading 21. Social Security & Medicare Summed Up In 35 Minutes with Mary Beth Franklin, CFP® →
While June is annuity awareness month, this week’s conversation goes beyond just annuities to encapsulate many other retirement-related components. In this episode, economist, author, and retirement expert Tom Hegna joins Jack Martin to break down valuable retirement considerations. Covering everything from retirement income and taxes to life insurance, healthcare, and more, Tom shares his best … Continue reading 20. Retirement-Related Considerations from Retirement Expert Tom Hegna, CLU, ChFC, CASL →
Did you know that only 11% of clients feel like they can have health and longevity planning discussions with their financial advisors? Discover how you can encourage your clients to broach this subject with you as their trusted advisor in this week’s conversation with Genivity’s founder and CEO, Heather Holmes. Heather explains how Genevity uses … Continue reading 19. Using Genivity to Measure Your Clients’ Wealth and Health With Heather Holmes →
As an advisor, client experience is a crucial piece of your practice. But what does it mean to deliver a great client experience and how do we evolve client experience going forward? Explore this and more in today’s episode with Absolute Engagement’s CEO and founder, Julie Littlechild. Julie explains how she helps advisors craft a … Continue reading Episode 18: How To Develop Your Client Experience Comeback Plan — With Julie Littlechild →
Advisors, how are you helping your clients protect their retirement savings from unnecessary taxation? In today’s episode of The Breakthrough Advisor, join Ed Slott as he reveals ways he’s helping advisors lower their clients’ tax bill and protect what is likely clients’ biggest savings area. Ed highlights how his education and training programs enhance the … Continue reading Episode 17: Protecting Clients’ Retirement Savings with Tax Planning — With Ed Slott, CPA →
As an advisor, how can you better incorporate marketing and business technology solutions into your practice? Find out in this episode of The Breakthrough Advisor with Snappy Kraken CEO and chairman, Robert Sofia! Robert details Snappy Kraken’s marketing automation and online advertising approach, which is specifically designed to help financial advisors create meaningful connections and … Continue reading Episode 16: How to Step Up Your Online Marketing Game — With Robert Sofia →
2020 has been a challenging year for many, but it has also given us many lessons and tools that we can carry for years to come. In this episode, join Jack Martin and Jeff Maxey as they dive into a conversation about the lessons they have learned this year while working through the COVID-19 pandemic … Continue reading Episode 15: Advisor Lessons from 2020 →
Advisors, you’re likely busy helping clients get their plans in place for the new year. But have you made time to build your own 2021 business plan? In this episode, join coach Joe Lukacs as he unveils best practices for advisor business planning. He shares reasons why advisors should create a plan for the new … Continue reading Episode 14 – 2021 Business Planning for Advisors — With Coach Joe Lukacs →
InsurMark believes that advisors should be continually upgrading their marketing strategies. This year, this belief has become more important than ever. In this episode, join Jeff Maxey and Jack Martin as they discuss their recent webinar, How Q4 Makes Your 2020. Together, they reveal key ways advisors can improve their client-advisor relationships and share strategies … Continue reading Episode 13 – How Q4 Can Make Your 2020 — With Jeff Maxey and Jack Martin →
Bestselling author Patrick Kelly wants advisors and pre-retirees to realize that building a tax-free retirement is entirely possible. To achieve this, all you need to do is to work with an individual who fully understands the tax-free retirement strategy. In this episode, Patrick Kelly discusses this strategy and how it benefits financial advisors and clients … Continue reading Episode 12 – Building a Tax-Free Retirement – With Patrick Kelly →
The Alliance for Lifetime Income believes that no American should face the prospect of running out of money in retirement. That’s why they’re helping Americans create plans that will ensure they can live their lives without running out of money. In this episode, join The Alliance for Lifetime Income’s Mike Harris and Jon Rosborough and … Continue reading Episode 11 – Creating Income That Won’t Outlast Your Retirement — With Mike Harris and Jon Rosborough →
Retirement Architecture’s Brett Saso doesn’t believe in looking at your past life experiences as failures. Instead, he says we should consider our life experiences as stepping stones that will help us connect the dots of our lives for a stronger tomorrow. In this episode, join Brett as he shares his first-hand experience with failure and … Continue reading Episode 10 – How to Connect the Dots to Avoid the Worst of the Worst – With Brett Saso →
While you might have countless ideas on how to improve your advisory practice, how can you actually put those ideas into practice to bring about real change? In this episode, discover how you can grow your practice with key tips and tricks from Top Advisor Marketing’s CEO, Matt Halloran. From expanding your financial practice to … Continue reading Episode 9 – How to Grow Your Financial Practice – With Matt Halloran →
As Morningstar Investment Management’s head of retirement research, David Blanchett, PhD, CFA, CFP® is driven to uncover ways people, and advisors, can create better outcomes. In this episode, David shares some of the latest insight he’s gained through his research, covering everything from the value of professional advice to the value of creating income for … Continue reading Episode 8 – Retirement Research Insight for Advisors – With David Blanchett →
Advisors, what happens if your clients get sick? How can you help them pay for the care they need in the most tax- and cost-effective way? Today, Simplicity Asset-Based LTC’s Don Quante reveals a new way for advisors to think about long-term care advice. Don breaks down asset-based long-term care and the benefits this type … Continue reading Episode 7 – How to Help Clients Plan for Asset-Based Long-Term Care – With Don Quante →
As a financial professional, you likely spend most of your time providing clients with high-quality service. As a result, it can be difficult to find time to boost your firm through strategic content and digital marketing. Today, Twenty Over Ten’s Samantha Russell shares her expertise on how financial professionals can implement marketing and website development … Continue reading Episode 6 – Marketing and Website Development Strategies for Financial Professionals – With Samantha Russell →
Many advisors would love to know how to read their clients’ minds, build trusted connections, and increase their business by 80%. As a business coach, international speaker, and bestselling author, this is exactly what Dr. Kerry Johnson specializes in helping business professionals achieve. Today, Kerry shares his ideas, techniques, and strategies that you can put … Continue reading Episode 5 – Strategies for Reaching Your Peak Performance – With Dr. Kerry Johnson →
When planning for the income you’ll need for retirement, it can be difficult to determine which approach is best for you and your needs. To help you better understand your options, today’s episode of The Breakthrough Advisor features Wade D. Pfau, Ph.D., and professor of retirement income at the American College. With his extensive knowledge … Continue reading Episode 4 – What to Consider When Planning Your Retirement Income – With Wade Pfau →
The SECURE Act is a lot more complicated than most advisors realize. In this episode of The Breakthrough Advisor, advisor Jamie Hopkins uncovers aspects of the SECURE Act that advisors might be overlooking, including a language conflict that could keep beneficiaries from accessing money before the 10th year. In this episode, you will learn Why … Continue reading Episode 3: What You Don’t Know About the SECURE Act Could Impact Your Clients — With Jamie Hopkins →
Do you know how to build a sustainable business that creates long-lasting value and a highly personalized experience for your clients? In this episode of The Breakthrough Advisor, InsurMark vice president Jeff Maxey uncovers what InsurMark is doing to help advisors digitally transform and create sustainable 21st-century retirement planning businesses. In this episode, you will … Continue reading Episode 2: Are You Building a Sustainable 21st-Century Retirement Planning Business? →
In this special episode, we share updates on how we are responding to the COVID-19 situation, how we’re assisting our clients, and what actions we’re advising investors to take during this time of uncertainty. Tune in now to learn how the markets are being affected and what we’re doing to help clients during this tumultuous … Continue reading SPECIAL UPDATE: COVID-19 →
Are you equipped to be the resource your clients need in the 21st century? In this episode, Steve Kerns, president and founder of InsurMark, uncovers three irreversible trends that are pushing advisors to adapt or die. Steve also explains how an ADO can help advisors build sustainable businesses and become an invaluable resource to their … Continue reading Episode 1 – 3 Trends That Are Forever Changing the Advisor Landscape →