The Wealth@Work Show: Recent Episodes
Ross Marino
Financial advisors want to build a scalable practice but aren’t always sure what to do next. Welcome to Wealth@Work, the podcast designed to help advisors think, make decisions, and cast a vision to create a business for the future.Join Ross for weekly conversations with successful financial advisors and the industry and business experts they partner with. Find out what the best advisors are thinking about and what actions they are taking right now to grow their firms. Learn to “questionstorm”-- the art of relentlessly asking questions until you are confident that your answers are meaningful and impactful to the growth of your practice.
Kelly Majdan joins Ross Marino sharing tips on asking good questions to balance the cognitive and behavioral facets of our understanding.
Deane Mayerhofer and Jeffrey Cullen share their insights with Ross Marino on Strategic Retirement Partners success.
Jeff Acheson and Ross Marino discuss how employers can retain mission critical employees by offering non-qualified deferred comp options.
Jamie Greenleaf and Jed Cohen join Ross Marino discussing the role of the fiduciary in the changing healthcare benefits industry.
Maryanne Spatola joins Ross Marino to share info on how the office, and the ways we work, are changing in today's workplace. #humanfirst #humanresources #workplace
Register to attend Wealth@wor(k) 2022 today by visiting https://wealthatwork.live
Part 1
Ross Marino talks with Jeff Acheson of Independent Financial Partners about his upcoming session at Wealth@wor(k) 2022 that revolves around changing the focus of financial planning to a human first approach.
Part 2Ross Marino talks with Alex Assaley & Brett Shofner about their upcoming session at Wealth@wor(k) 2022, “Retirement Committee Meetings of the Future”.
Learn more about Independent Financial Partners:
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Learn more about AFS 401(k):
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Learn more about AP Retirement:
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LinkedIn
Learn more about Work Plan Retire:
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Register to attend Wealth@wor(k) 2022 today by visiting https://wealthatwork.live
Part 1
Ross Marino talks with Devyn Duex & Tina Shackman about their upcoming session at Wealth@wor(k) 2022. “Getting Back to Basics” is all about figuring out basic necessities in order to develop a successful retirement plan.
Part 2Ross Marino talks with Holly Knight of NFP and Faith Teope, CEO of Leverage Retirement, about their session at Wealth@wor(k) 2022. “Undressing the Mind” will address the importance & process of reevaluating generational preconceptions as advisors in order to provide clients with what they need.
Learn more about Captrust:
LinkedIn: https://www.linkedin.com/company/captrust
Website: https://www.captrust.com
Twitter: https://twitter.com/CAPTRUSTfa
Learn more about BFSG:
LinkedIn: https://www.linkedin.com/company/bfsg-llc
Website: https://www.bfsg.com
Facebook: https://www.facebook.com/bfsgllc
Learn more about NFP:
LinkedIn: https://www.linkedin.com/company/wearenfp
Website: https://www.nfp.com
Twitter: https://twitter.com/nfp
YouTube: https://www.youtube.com/channel/UCdGcdO_NMRI9Sh5OMN1wL-w
Instagram: https://www.instagram.com/wearenfp
Facebook: https://www.facebook.com/OneNFP
Learn more about Leverage Retirement, Inc.:
LinkedIn: https://www.linkedin.com/company/leverage-retirement-inc
Website: https://www.getleverage.io
Twitter: https://twitter.com/leveragemy401k
Instagram: https://www.instagram.com/leveragemy401k
Connect With A2X:
Facebook: https://www.facebook.com/Advisor2Xpage
LinkedIn: https://www.linkedin.com/company/advisor2x
Instagram: https://www.instagram.com/advisor2x
Twitter: https://twitter.com/Advisor2x
Learn More About Advisor2X: https://www.advisor2x.com
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Register for Wealth@wor(k) today by visiting wealthatwork.live
On this episode of Wealth@wor(k)...
Part 1: Ross Marino talks with John Sullivan, Editor-in-chief of 401(k) Specialist Magazine, a publication/website dedicated to helping retirement plan advisors ensure a secure retirement for hard-working Americans. 401(k) Specialist is the official media sponsor for Wealth@wor(k) 2022.
Part 2: Ross Marino talks with Jamie Greenleaf about the impact and adoption of the Consolidated Appropriations Act, as well as her upcoming sessions on Wealth@wor(k) 2022 in Las Vegas.
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401(k) Specialist Site
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On this episode of Wealth@Work, Ross Marino talks with Tom Brinker, Director of The American College Center for Special Needs, about advising clients with a focus on special needs. They discuss the impact of understanding each client's individual story and situation, and the familial, legal, and financial considerations of advising under special circumstances.
Learn more about The American College Center for Special Needs: https://specialneeds.theamericancollege.edu/
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On this episode of Wealth@Work (formerly OUTCOMES) Ross Marino talks with Stevyn Guinnip, Founder & CEO of Grow Wellthy, where she works with financial advisors in navigating their health & wellness as if it were a retirement portfolio or asset.
Learn more about Grow Wellthy
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On this episode of Outcomes, Ross Marino talks with Bill Cates, Relationship & Referral Marketing Expert, Host of “Top Advisor Podcast”. They discuss points from the many books Bill Cates has authored including finding your ‘right fit’ clients, using aspects of neuroscience & cognitive fluency to improve client relationships, and the future of leveraging virtual meetings.
Learn more about Bill Cates
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On this episode of Outcomes, Ross Marino talks with Michael Kane, Managing Director of Plan Sponsor Consultants and President Emeritus with The National Retirement Advisor Council, about his successful implementation of digital marketing in retirement advising.
Plan Sponsor Consultants Website
Plan Sponsor Consultants on LinkedIn
Michael Kane on LinkedIn
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On this episode of Outcomes, Ross Marino and Ed Chairvolotti, CEO of Chairvolotti Financial and 401karat, talk best practices for maintaining client relationships, concerns about consumer trading technology and the importance of financial literacy.
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On this episode of Outcomes, Ross Marino talks with Derek Fiorenza, Co-Founder, COO & CCO at Summit Group Retirement Planners, about how to retire debt free and with dignity, the qualities that make for great leadership, and Derek’s food bank project “Fiorenza’s Food For Friends.”
Learn more about Fiorenza's Food For Friends
Learn more about Summit Group Retirement Planners
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In this episode of Outcomes, Ross talks with Matt Wolniewicz, President of Income America. They discuss the inner workings of Income America regarding topics such as guaranteed income accounts, how they benefit participants, challenges within the advising community, and the future of retirement saving with Income America.
Learn more about Income America
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On this episode of Outcomes, Ross talks with Mike Webb, Senior Financial Advisor with CapTrust, formerly with Cammack Retirement Group. They discuss Mike’s long, storied career that has landed him in a position as a thought leader and content driver in the advising field. Mike discusses choosing the importance of meeting participant needs and the process and challenges of choosing content that is right for your audience.
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In this episode of Outcomes, Ross talks with John Clark, Retirement Plan Advisor with the Heffernan Group in the Bay Area. They discuss the new state run plans and mandates on the West Coast and what effect they will have on company and individual retirement planning. They also discuss moving forward as a business post-pandemic, and the growing “FIRE Movement” that focuses on younger generations saving for early retirement.
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In this episode of OUTCOMES, Ross talks with Charlie Epstein, owner of The 401k Coach Program and principal of Epstein Financial Services, LLC.
They discuss:
-How to address the ‘curveballs’ life throws at you, make the best of every situation, and live your best life with the right outlook, support, and financial planning
-Ross’s journey in the 401k and conference world, how the disruption of the last year affected his organization, and how that translates to the transformative nature of life.
-How, as an advisor, to be present and connect with clients on a deeper level.
Listen to Yield of Dreams
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Epstein Financial
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On this episode of OUTCOMES, Ross Marino hosts Erin Hall, Managing Director at Strategic Retirement Partners. They discuss the transition from in-person to digital client meetings and how Erin handles work/life balance. They also discuss the importance of cybersecurity as a fiduciary duty, the book Erin is currently working on that aims to help underserviced planned sponsors find the right advisor for their needs, and the Women in Retirement Conference.
The opinions voiced in this show are for general information only and are not intended to provide specific advice or recommendations for any individual. To determine which investment(s) may be appropriate for you, consult with your attorney, accountant, and financial advisor or tax advisor prior to investing.
Erin Hall is a registered representative with, and securities are offered through, LPL Financial, Member FINRA/SIPC. Investment advisory services are offered through Global Retirement Partners, an SEC Registered Investment Advisor. Global Retirement Partners and Strategic Retirement Partners (SRP) are separate entities from LPL Financial.
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In this episode of OUTCOMES, Ross Marino talks with David Wood, High Performance Coach and Founder of Focus.ceo. David, once a consulting actuary with Fortune 100 companies, transitioned to coaching 20 years ago. Ross and David discuss the psychology of modern day distractions and how to succeed despite them, how to double your revenue while simultaneously increasing your free time, and the number one core skill of successful people.
Visit https://www.myfocusgift.com for David’s FREE Double-Your-Revenue Gift Basket.
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In this episode of OUTCOMES, Ross Marino talks with Kathleen Kelly, Founding & Managing Partner at Compass Financial Partners, a Marsh & McLennon Agency LLC company. Kathleen discusses the challenges and benefits of selling her practice to partner with Marsh & McLennon, how she chose the right place for her team to go, and what she learned from the process.
Learn more about Compass Financial Partners:
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In this episode of OUTCOMES, Ross Marino talks with Fred Barstein, CEO & Founder of TRAU and TPSU, and Consulting Editor for Investment News and RPA Convergence.
In this episode:
- Retirement plan convergence & the transition from accumulation to decumulation
- Defined Contribution (DC) vs Defined Benefit (DB)--what is the plan balance and how will that process work?
- What skill sets do advisors need to facilitate that process?
- Making sacrifices for the sake of participants.
- “The Cautionary Tale of an Innovator”: Will innovative consolidators win?
- Financial wellness is a priority--but what does that really mean?
- Can new advisors compete with larger firms that have the means to be innovative?
- Can advisors survive if they don’t join an aggregator?
- Leveraging technology and outsourcing for success.
- What do cross-selling and convergence really mean?
- Do we need a new type of financial advisor who can market to the young and underserved--not just the wealthy--with technology and lower fees?
- Making the world more mindful.
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In this episode of OUTCOMES, Ross Marino talks with CSi Advisory Services Managing Partner Kristi Baker.
In this episode:
-The early days of the 401(k) world.
-What does CSi Advisory Services do for their clients?
-Why is it important to really connect with your clients?
-What advice would Kristi Baker give a new advisor entering the 401(k) world today?
-How is CSi combining sponsor focused and participant focused advising?
-The importance of 401(k) advocacy.
-Technology based interaction vs the importance of the human element through a revenue lens.
-Working with employers to improve employee financial wellness.
-Technology based interaction vs human interaction through a personal lens.
Connect with Kristi Baker on LinkedIn
Learn More About CSi Advisory Services
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In this episode of OUTCOMES, Ross Marino talks with Mario Giganti, Senior VP at CAPTRUST.
In this episode:
- How did Mario Giganti successfully change a standing fiduciary business model to better serve his clients.
- What are the benefits of a personal CFO and what makes them “personal wealth ninjas”?
- Should you focus more on wealth, 401(k)s, or both?
- How does Mario Giganti focus on health and personal growth and why is it so important for your retirement and financial future?
- What are the benefits of Time Segmented Returns?
- How should retirees think about their “time horizon” and long-term investment?
Learn more about CAPTRUST:
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In this episode of OUTCOMES, Ross talks with Sam Mitchell, President and CEO of Sentinel Benefits and Financial Group. First, hear the inside scoop on what it’s like to be part of the Steering Committee building the 2021 agenda for Wealth@wor(k) 2021 in Nashville. Then hear Sam’s insights on his own practice and where the industry is headed.
What has Sam learned from helping individuals with their short- and long-term needs, including both health benefits and retirement and wealth planning? What is Sam’s prediction regarding the direction fees in 401(k) plans are going? What is his take on 401(k) specialist advisors who do not believe they need to widen their practices to offer more holistic financial planning? How does Sam think advisors can help plan sponsors understand the positive impact they can have if they help with their employee’s financial planning needs? A jam-packed episode of forward-looking discussion and insights!
Learn More About Sentinel Benefits & Financial Group
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In this episode of OUTCOMES, Ross talks with Todd Timmerman, Managing Director of Retirement Plan Analytics.
What do small and large plans share when it comes to advisors needing to ensure they do things right? How can advisors effectively deliver to a plan, regardless of size? What is the main obstacle advisors face regarding Pooled plans? With fees going down and advisor responsibilities going up, why should advisors want to be in the 401(k) plan business?
Hear Todd’s take on financial wellness in our industry and what he sees as the most exciting opportunities in the industry today.
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Deidre Van Nest is a well-known international keynote speaker on the art of presenting to any size audience. Her firm, Crazy Good Talks™, coaches advisors, leaders and sales teams. Whether you are a “talented but not trained” speaker, or someone who lacks confidence speaking in front of a group, this episode will provide you with practical strategies to help you improve.
Where do you start when you need to write an outline for a presentation? What one question should you ask yourself before you start? What is the secret to a strong open? And what is the one magic word your audience needs to hear to immediately become engaged?
Learn more about Crazy Good Talks™:
- Podcast
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In this episode of OUTCOMES, Ross talks with Brad Swineheart, Senior Vice President of Business Development at White Glove. Hear how a company that is built on live events not only survived but thrived over the last year.
What three types of approaches to virtual client meetings did White Glove see advisors taking during 2020? Where does Brad see client meetings going in the future? Learn how White Glove provides advisors with both virtual and in-person client meeting support.
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Brandon Cutler is a mentor with Financial Elements, a financial wellness solution launched in 2018. Why does Financial Elements call the advisors who work with individuals in 401(k) plans “mentors”? What has surprised Brandon while working with plan participants? As someone on the ground working directly with employees, what does Brandon think the future of financial wellness will look like?
Get some first-hand insight into what types of discussions he has with participants every day and how he manages difficult financial conversations to help you with your own participant conversations!
Financial Elements on Twitter
Join Ross as he talks to Josh Itzoe, Founder & CEO of FiduciaryWor(k)s, an "idea factory" focused on developing insights, research, technology, fiduciary consulting, and practice management coaching to assist retirement plan advisors in the areas of fiduciary responsibility and workplace retirement. Josh is also the author of two books - The Fiduciary Formula: 6 Essential Elements to Create the Perfect Corporate Retirement Plan and Fixing the 401(k): What Fiduciaries Must Know (And Do) To Help Employees Retire Successfully, as well as the host of the Fiduciary U™ Podcast. What is the most impactful thing Josh did as the Co-Founder of Greenspring Advisors to help drive significantly better outcomes in his plans? What four critical elements drive participant outcomes in plans? Learn more about FeeMetri(k)s™ a web-based tool to help retirement plan advisors analyze, compare, and negotiate retirement plan fees.
The Fiduciary U Podcast
Books by Josh Itzoe:
- The Fiduciary Formula
- Fixing The 401(k)
Connect with Josh on LinkedIn
When OneDigital acquired Resources Investment Advisors in early 2020, it was the first of One Digital’s deals to bring retirement plan consulting and wealth together with healthcare benefits under the OneDigital brand. Join Ross as he talks with Vince Morris, President of OneDigital Retirement + Wealth. Vince discusses the firm’s name change, how to approach plan sponsors when offering personal financial planning, post-pandemic plans for remote working for the firm’s team, and whether “purist” 401(k) advisors will find it harder to compete in the future.
Resources:
- OneDigital Retirement + Wealth
Join Ross as he talks with Brian Graff, CEO of the American Retirement Association. We all have our stories about how we got into the retirement plan industry-hear Brian’s personal story. What is his perspective on ESG funds, are they a must-do for retirement plan advisors? Learn more about ESG(k), NAPA’s new certificate program. What might the Biden administration mean for the retirement plan industry, specifically surrounding the fiduciary rule? What potential changes regarding the tax code should be on our radar? What is the biggest potential legislative change that our industry may not be paying enough attention to, and why could it create opportunity for advisors? As Brian nears his 25th anniversary as CEO of the American Retirement Association, hear what he is most proud of looking back, as well as what he hopes for in the coming years.
Resources:
- NAPA Summit 2021
- NAPA-Net
Join Ross as he speaks with industry veteran Berta Aldrich. Berta is the author of the book Winning the Talent Shift: Three Steps to Unleashing the New High Performance Workplace. Berta’s inspiration for the book was to prepare her daughter to enter the corporate world, where she will likely encounter the tactics high performers experience all too often: bad bosses, targeting, and gaslighting. What were some of the surprising research Berta encountered as she wrote the book? What was most alarming? What does a high performer in the workplace look like? If these issues are so pervasive in our corporate culture, why do they still exist? What is the difference between a high achiever and a high performer? Practically speaking, how can we hire to increase diversity at our firms, while not violating the law during the hiring process? Why is addressing all of this important for the next generation? With years of experience working in many areas of our industry at the C-level, Berta’s understanding of corporate culture along with her practical experience and research brings real help to those looking to grow their firms through building high-performing teams.
Resources:
- Winning the Talent Shift Book
- www.bertaaldrich.com
JD Carlson is the owner of Plan Design Consultants, a TPA firm in California. TPAs provide us an interesting perspective on the industry and our clients. How does JD view the “ownership” of a 401(k) plan participant relationship? What does he see happening right now in the industry that he thinks advisors should be watching closely? Who “owns” the participant and the control of the plan sponsor relationship? How is data going to change the way our industry looks in the next 3-5 years? What should advisors be doing right now to prepare? Can specialist 401(k) plan advisors continue to survive? What opportunities does JD see for advisors to battle against fee compression and expand services and revenue? Join Ross for a deep conversation into where our industry is headed from an industry veteran who has seen it all!
Resources:
- Plan Design Consultants
- Retireholi(k)s
- Headspace
- Book: Shaping Change
- Book: The Innovator's DNA
Even before the pandemic, David Griffin had a virtual practice born of his desire to provide flexibility to his employees and a desire to have an efficiently run practice. What benefits did he see initially, and what challenges did he face as his practice grew? How does he know that employees are truly productive working from home? Join Ross as he talks with David Griffin, Founder of Atlanta Retirement Partners, LLC. (now part of OneDigital). In addition to chatting about virtual practice management, David shares how different businesses have fared during the pandemic and how that has exacerbated the wealth gap, why he decided to partner with OneDigital, what advice he would give to advisors looking to partner up with a larger organization, and how to help employees manage change.
Time management is a challenge for all of us. Join Ross as he talks with Dr. Travis Perry. Dr. Perry spent nearly a decade working as a financial advisor before founding the Make Time Institute, which helps financial professionals and business owners achieve work/life balance. How can you do more than just write out your goals and related tasks, but actually get things accomplished? How can advisors better manage distractions to be more productive? What is the most important factor that determines your level of productivity? How does fear impact motivation and decision-making? Listen to this episode to hear the science and brain chemistry behind it all!
Resources:
- Dr. Travis Parry: Speaker, Coach, Podcaster, Author
- Book: Achieving Balance: The Make Time Method To Help Advisors Reach Business AND Personal Goals in an Overworked World.
- Book: Indistractable: How to Control Your Attention and Choose Your Life
“Corporate America is reaching and stretching to be more inclusive and to promote the skills and the brands of women”, says Cindy Horn Kennedy, Founder of You Say Kennedy and Board Chair of the Women in Pensions Network (WiPN). That’s why Lindsey Dickman, Senior Vice President at Escalent and Co-Chair of the Atlanta regional WiPN chapter, approached WiPN with the idea of amplifying the voices of members of WiPN through a research project. Two years later, the research report is complete, and it has yielded some fascinating data about women in the retirement field. What did the research show about how women in our industry view their job satisfaction, and what does that mean business owners should focus on to best retain top female talent? What surprising percentage of the burden of household tasks (still!) disproportionally falls on women, and what might that mean for the level of training and continuing professional development women in our industry have access to? What percentage of women feel that it is difficult speaking up and feeling heard in their workplace, and how can business owners respond to this information to create a culture of open communication? How can leaders of a firm manage virtual and in-person staff meetings better to ensure that diverse opinions and viewpoints are captured? What did the data from the research study show about women of color regarding pay, retention, and career satisfaction? What specifically are women looking for men to provide in a mentorship or sponsorship? What was the biggest surprise that came out of the research? The WiPN research project magnified some things we all have known, brought out some surprises, and highlighted some great news about women in our industry!
Resources:
- Learn more: Women in Pensions Network
Join Ross as he talks with Matt Daniels, Director of Retirement Plans at Wilshire Benefits Group. Matt has been in the industry for over 15 years and has extensive knowledge of employee benefits. We all know the workplace is shifting toward increased integration of benefits that combine to provide holistic wellness to employees. 401(k) plan advisors are actively working to become central to that process. Matt provides a different perspective from a firm that historically has been focused on health benefits and has now deepened its practice to incorporate retirement plan financial wellness benefits. How does having a practice that provides specialists in many benefit areas help make the sales process easier? What two questions does Matt ask to identify his target prospects? Wilshire offers both a 3(21) and 3(38) options-why does Matt think most clients choose the 3(21) option? And what concern does he have about 3(16)? Listen to the end for Matt’s reply to the “magic wand” question Ross poses to every guest.
Resources:
- Wilshire Benefits Group
- Ted McDermott
- Alan Goldstein
Join Ross as he talks with Ronni Burns, adjunct Professor of Management Communications at the NYU Stern School of Business, and Coach and Consultant with her firm, RonniBurns.com. Ronni is an expert in effective and persuasive communication. What are the similarities and differences in live versus online communications, and how can advisors better approach these communications for better outcomes? Zoom fatigue is real. But why do we all find ourselves so exhausted after a full day of Zooming? There’s actually a science behind it! What do clients and prospects notice about us online, regarding our physical appearance and mannerisms as well as our environments, and how can advisors manage those impressions? How much of our environments should we try to control and manage, and how much “real life” is okay to show on video meetings? What is a “word diet”, and why do most of us need to go on one? Hear some tips about which hand gestures you should never use when presenting and how to finally stop creating terrible PowerPoint presentations! Don’t miss this information-packed episode!
Resources:
- Webpage: RonniBurns.com
- NYU Stern School of Business
“Honey, you’re never going to believe what I did today.” That is what Rita Robbins, founder and President of Affiliated Advisors, a super OSJ with 45 branches, said to her husband in 2015. That day, Rita had bought a lavender farm in Michigan, because “who wouldn’t want to own a lavender farm?” Rita wanted to help the small businesses in the resort community where the 33-acre farm is located, so she turned the farm into an economic development engine for those area businesses. Today, that farm supports three dozen local small businesses! Join Ross as he chats with Rita about how the purpose of her farm directly relates to how and why she became the first woman to create a super OSJ in 1994. Hear Rita’s perspective on what the biggest differences are in the industry today, but also what aspects are the same. What is Rita wrestling with right now about her firm’s future, and what changes has she made recently that have been very successful? How has the pandemic influenced changes in technology at Rita’s firm? Why did Rita intentionally build a women-led firm, and how has that benefitted firm growth? Have a listen to this episode to hear insights from a successful industry veteran!
Resources:
- Affiliated Advisors
- Lavender Hill Farm
Jennifer Pearson, Vice President of Clearview Advisory, joins Ross to discuss what is happening at Clearview Advisory. How did the firm pivot to adjust to COVID-required virtual presentations and client meetings? (it was not seamless!) How much virtual business does Jennifer think is going to “stick” after the pandemic is over? Learn about the formal process Clearview team members use to set firm level quarterly goals, how they overcame initial resistance to the process and why three years into using the process the entire team loves and embraces it. Jennifer is also passionate about another process her firm uses for marketing. Why does she love Don Miller’s Storybrand marketing and branding process? Jennifer describes herself as an “integrator”. How do integrators and visionaries work together to create high performing teams, and what is the one thing all visionaries must do to keep all their ideas organized and prioritized? Do not miss this episode, it is absolutely packed with actionable ideas!
Resources:
- Clearview Advisory
- Book: Traction by Gino Wickman
- Storybrand
Our industry coined the term “trusted advisor.” How can advisors understand the difference between personal and professional trust, and how the brain processes trust, to relate better to clients and prospects and overcome skepticism? Is having a trusted title like “fiduciary” or a transparent service model like “fee-only” enough to overcome self-preservation instincts in prospects? How can advisors take advantage of the brain’s tendency to prefer choosing between two options rather than being told what to do? Why is giving facts and reasons the wrong thing to do when trying to convince a client or prospect to take an action? How has the pandemic created more transactional communications and what are the best advisors doing to counteract those effects? Join Ross as he chats with Jeff Bloomfield, author and founder of two consulting companies that train and develop sales professionals, Apex Training & Development and Brain Trust.
Resources
- Company: Briantrust
- Books: NeuroSelling & Story Based Selling
- Speaking: Ro Morrison & Associates
2020 required a lot from all of us, but most of all resilience. Resilience is nothing new to Jay Coulter, host of The Resilient Advisor Podcast, author of The Resilient Advisory Business: Business Systems For Optimization & Growth and Conquer Worry, and founder of The Resilient Advisor Coaching. How did Jay’s background in mental health help him build a foundation for his businesses? What daily habits can advisors do to build resilience, and what is the number one habit that will make the biggest impact? Everyone gets stuck sometimes and falls out of personal wellness routines (like working out). What is the key to ensuring you can get over the daily physical and mental hurdles that get in your way? When it comes to sales, Jay is an expert on how to successfully use centers of influence to build your business. What is the “referral matrix”? To wrap up this information-packed episode, Ross Marino asks Jay the three questions he asks all guests: what is one thing you always thought was true that you later decided is not true? What is one thing you wish you were better at? And finally, if you could wave a magic wand, what change would you make?
Resources:
- The Resilient Advisor - Coaching
- The Resilient Advisor - Podcast
- The Resilient Advisory Business - Book
- Pinger System
Robo-advisors have been red hot for the past several years. What does that mean for the future of the financial advisor? Jess Liberi, Head of Product at eMoney Advisor discusses how the pandemic has changed client expectations, what type of advice they are seeking, and how those changes integrate into the discussion of holistic financial wellness. How does Gen X and Gen Y look at retirement differently, and what do they expect from a relationship with an advisor? Millennials make up the largest percentage of the workforce. How do they differ from Gen X and Y? Why has eMoney made the decision to focus on the employer sponsored plan marketplace? How does holistic wellness encompass physical and mental health, and how can advisors feel comfortable with those conversations? Learn more about the launch of Incentive, eMoney’s exciting new financial planning and wellness mobile app.
Resources
- eMoney
Tyrone Ross, CEO of Onramp Invest, was recently named as one of the 20 people who will change wealth management by FinancialPlanning.com. What is the first thing Tyrone wants to change about our industry? How can advisors improve our industry within the constraints of typical advisory firm business models? What is Tyrone’s biggest frustration with our industry? Advisors tend to think in terms of ROI when it comes to every decision. How can advisors determine the best way to help others and know that they are making an impact and getting that ROI? Shift gears in the conversation and hear Ross and Tyrone talk Bitcoin and digital currency. Is it on its way into 401(k) plans? From a personal standpoint, what is one thing Tyrone realized (over time) that he was wrong about all along? And what is he still trying to figure out right now?
Resources
- Onramp Invest
Jamie Greenleaf, Principal at Cafaro Greenleaf, admits that the focus of her practice changed significantly after she agreed to help a client with a project. “I was a typical consultant who says yes to helping a client with anything before we really know what it means.” Join Ross Marino as he chats with Jamie about the expertise she has gained, why she thinks the healthcare system is broken, and how it is affecting the ability for employers to control costs. Hear about Jamie’s research into the over-insuring tendencies of participants, the effect of the lack of transparency of medical costs, and the operational health plan designs that cause participants to behave the way they do. Is total disruption in the industry what is needed? Where does Jamie see most participants having a complete blind spot when it comes to healthcare costs? Why does Jamie think participants need to learn to become consumers of healthcare, and what does that mean for the advisor having conversations with plan sponsors? Don’t miss this information-packed episode with one of our industry veterans!
Resources:
- Cafaro Greenleaf
Why are Requests for Proposals like a beauty pageant? How can advisors flip the script in an RFP situation to better present their firm’s unique value proposition? How is the era of Big Data enhancing an advisor’s ability to present a more tailored solution to plan sponsors? How can advisors best present themselves to clients to win business in our new virtual environment? Join Ross Marino as he chats with Aaron Pottichen, Retirement Plan Consultant at Alliant. They discuss all of this as well as the current environment and future of managed accounts, why fee compression is an opportunity for certain advisors, and why Aaron thinks he is the Warren Buffet of investing (it’s not what you think!)
Resources:
- Alliant Insurance Services
Before the pandemic, using video for content marketing was growing in popularity. Quarantine propelled the use of video for client communications and prospecting purposes for advisors. Join Ross as he talks to one of the industry’s best experts when it comes to developing video content, Laura Garfield, Co-Founder of Idea Decanter. Learn about the science and research that explains why video is so much more powerful than a phone call. What should you NOT do when communicating via video? Hear Laura’s surprising take on what you should wear in your videos. What are the ingredients for next-level video content? If you are a great public speaker, it may not translate to speaking well on video. What type of adjustments should you make? How can you integrate your video into an email? What basic equipment do advisors need to begin creating videos? Lots of great marketing and communication ideas, don’t miss this episode!
Resources:
- Idea Decanter
Join Ross as he chats with Katrina Bell, President of ZUNA. One of the core values of ZUNA is empathy. Why, and where did that value emerge from? How has her firm reacted to the pandemic, and what questions are her firm focused on right now to spur growth and better client service? How did the pandemic provide validation for the philosophy behind Katrina’s firm? How did Katrina become personally interested and connected to ESG investing, and how did advocating for her daughters deepen that interest? Hear about Katrina’s involvement in the development of the American Retirement Association/National Association of Plan Advisors new ESG(k) designation program coming in 2021!
Resources:
- www.teamzuna.com
- American Retirement Association
- National Association of Plan Advisors
No one goes to school to work in the workplace retirement business. We all “fell into it” somehow. Join Ross as he talks to Jeanne Fisher, Managing Director at Strategic Retirement Partners, who shares her unique and humorous path to our industry. After a few years of incredible success, what made Jeanne and her partner Brian decide that they needed to partner up with SRP? What did she learn from her experience changing firms? Looking ahead, Jeanne and Ross discuss the evolution of our industry toward holistic workplace wellness. What challenges and opportunities are arising from that shift? How does Jeanne make workplace wellness offerings efficient and scalable? If Jeanne had a magic wand, what would she change about our industry (and our society)?
Resources:
- Canva
When it comes to work/life harmony, what is the difference between an “Integrator” and a “Segmenter”, and how can it help to identify which type you are, especially during today’s pandemic? How has the pandemic changed how everyone is using LinkedIn, and what type of content attracts the most attention? How can advisors gauge how engaging and successful their LinkedIn content is, and how should advisors successfully repurpose and leverage their posted content? Join Ross as he chats with Lisa Petronio, Managing Director at Strategic Retirement Partners. Lisa also shares what benefits she experienced by partnering with SRP, how she prioritizes to ensure her time is spent on her own highest and best use, and how she uses a rigorous morning routine to keep herself grounded and productive.
Resources:
- Strategic Retirement Partners
- 20th Annual Transamerica Retirement Survey of Retirees
- Rocketbook
- Integrators vs Segmenters
What is “bling disease” and what does that mean advisors need to do by year end? How much energy, time and money should advisors invest into technology today, if they do not necessarily need it immediately tomorrow? What specific areas of technology are necessities to support growth? What do advisors do who want to be distanced from the day to day operations of running a business, and want to focus on meeting with clients? How does today’s technology environment compare to just a few years ago, how did the pandemic factor into that change, and what does it all mean for advisors right now? How do advisors manage using multiple technology vendors that serve different purposes? How can advisors improve the operational workflows inside their firms, and how do advisors decide what best practices to adopt? What is the number one struggle of advisors when it comes to technology? Join Ross for a jam-packed session with Kristen Schmidt, Founder, Tech Strategist & Consultant at RIA Oasis.
Resources:
- RIA Oasis
Back by popular demand! Part 2 of Ross’ conversation with Coach Joe Lukacs. Why is 2021 planning more important than planning for any other year? Why don’t most advisors have an annual written strategic plan, and how does Coach Joe suggest advisors get past that? What makes advisors who do write a strategic plan tend to abandon their plan by Q2? How do advisors structure a 5-year plan in an environment of disruption and change? What separates advisors who achieve their goals from advisors who do not? What is even more important than metrics for advisors when it comes to meeting a goal? What is an optimal morning routine for an advisor to set up every day for success? Having a written strategic plan is the secret to next level success!
Hear about Joe’s upcoming 4-day virtual strategic planning program (and as a special bonus, Advisor2X OUTCOMES podcast listeners receive a substantial discount!)
Resources:
- MULTI-DAY VIRTUAL & INTERACTIVE STRATEGIC PLANNING PROCESS: Register Here
- Code for your tribe. It reduces the fee from $895 to $495: "A2X"
Join Ross as he chats with 401(k) industry heavyweight Joe DeNoyior. What event happened with a client that led him to increase his firm’s focus on retirement income? What is Joe doing in his practice now to help participants understand how to think about the amount of periodic income they need after retirement? What challenges does Joe see when working with participants on retirement income, and how does he overcome those challenges? Hear what goes into Joe’s plan committee deliverable, the “plan report card” and how he overcomes plan sponsor objections to income-focused adoption. Hear Joe give an example of a conversation to have with a participant to help them understand the need to save and what they need to save for. How is this like Bob Ross’ Happy Little Trees? How does Joe maintain a healthy, balanced lifestyle to be able to give his best self to his clients and focus on growing his practice? What has changed for Joe during the pandemic?
Resources
- J.P. Morgan: Plan Sponsor Survey
Are there “upsides” to pandemic life? Yes! Join Ross as he chats with Rebecca Hourihan, veteran marketing expert (and eternal optimist!) What short term lessons has Rebecca learned from the pandemic, and what long-term changes has she made as a result of this weird life we are all currently sharing? What are the “two camps” of advisors Rebecca defines when it comes to marketing, and why does one camp have an advantage when it comes to growing their business? How do advisors know where to start with their marketing efforts? Get a quick overview of Google Analytics, a free tool you can put to work right away, and learn why the pandemic is creating an environment ripe for prospecting.
Resources:
- 401(k) Marketing Webpage: www.401k-marketing.com
- 401(k) Specialist Magazine: What's Your 401(k) Business Game Plan?
How many times have we all said “good riddance!” to 2020? Join Ross as he chats with Dennis Moseley-Williams, the self-proclaimed “most optimistic optimist.” How has Dennis managed to stay in that space throughout this challenging year? What is the “serious shift movement”? How can advisors change how employees think about their experience with their retirement plans? What is the one question Dennis says every advisor needs to ask themselves? How does a quote from The Big Lebowski relate to the importance of personal and professional development? Client Service and the Client Experience are two very different things. How can advisors provide an experience without compromising service or margins? Learn the five stages of the client experience and how to think about each stage from a client perspective. Join Ross and Dennis for a fast-paced, energetic, and thought-provoking conversation!
Resources:
- Event: Serious Shift Summit
- Book: Serious Shift
- Certified Experience Economy Expert: Strategic Horizons
- Website: MoseleyWilliams.com
- Interested in booking Dennis to speak? Contact Chris Dungworth at 612-747-6200 or via email at chris.dungworth@rmaconnect.com
Working from home during a pandemic has been challenging. How can advisors find work and home life balance today? Jake Rushton is a great advisor to ask. He’s got a big family and a busy practice. How has he managed to successfully make it all work, and even call this summer “fun”? How has everyday client communication changed because of COVID, and what practical adjustments did Jake make to his practice to accommodate COVID? How does today’s unique environment provide for increased prospecting opportunities? How has Jake recently changed his perspective about new business development pipelines and sales presentations? Hear from Jake about what he has learned by building his own podcast. What is one thing Jake wishes he had access to when he entered the industry ten years ago that younger advisors have access to today? What is the single best decision Jake has made this year to make himself more productive? Join Ross and Jake for a fun discussion that spans topics from sales and marketing to practice management.
Resources:
- True North
- Jake’s 401(k) Club
- American Century: 8th annual survey of retirement plan participants
The current pandemic means you are not currently face to face and shaking hands. Yet being in front of people is where most advisors shine. So what do you do when social cues like body language get lost in video delivery? How can you ensure that video communications do not step over a line and become an infomercial? (5:40) Learn more about Storybrand, a framework developed by bestselling author Donald Miller, which helps advisors create clear and simple messaging to instantly connect with clients and prospects. (8:55) How do you make sure you define your audience enough to create targeted messaging, yet still have a large enough prospect pipeline to grow your firm? (15:00) Listen to this episode and you’ll take away one cool idea Ross and Alan come up with to transform how visitors interact with your website!
Resources:
- GSM Marketing
- Committed to Outcomes
- Storybrand
- iJoin
She’s an author, keynote speaker, marketing guru, and a social media, visual design and media expert. Sheri Fitts is one of our industry’s most valued consultants when it comes to business building. What does Sheri predict will happen when the pandemic is over, and we are not all forced to solely communicate via technology? What is the one thing you should not spend your marketing budget on, now or ever again? Did the pandemic really do something “very lovely” for the financial services industry? The bar has now been set for video conversation-so how do we better the experience for our clients and raise that bar? And how will video change how advisors manage enrollment meetings going forward? Join Ross and Sheri for an informative (and fun!) conversation about next-gen ways to grow.
Resources:
- Sheri’s Blog
- Made to Stick book
- NeuroSelling Book
- Storybrand Book
- BlackRock Re-enrollment Article
- Adrian Salisbury
- Deconstructing Digital Book
- The Design Council Research
Chepenik Financial Services is nearing its 50th anniversary. In this episode of OUTCOMES, Ross chats with Jason Chepenik, the well-known industry veteran advisor and creative genius behind the Taco-bout Retirement Food Truck, the 4.01k Race for Financial FitnessTM, and the loss of life of many, many crawfish. How did the practice grow from a one-man shop to one of the top firms in our industry? What are the “three Be’s” Jason focuses on to continue to grow his practice? What are the two “Fs” that he thinks are missing from the traditional 3-F advisory firm service model? What is Jason’s latest creative idea to engage employees? How is Chepenik Financial helping clients through these tough financial times during the current pandemic? What should the recent loss of our industry friend and colleague Dave Reish teach us? Join Ross as he chats with Jason and gain insight into the thinking of one of our industry’s leading advisors (and as a bonus, you’ll learn a versatile new Cajun phrase you can throw around to impress your friends!)
Resources:
- Taco Truck
- Secure Retirement Institute 401(k) match research
- Ascensus Survey
- Jania Stout
- BlackRock
- How to speak Cajun
Advisors looking for growth models need look no further than Sageview Advisory, a leading retirement firm. 24 offices across the U.S. supported by 140 employees. 1200 retirement plan clients. Over $100 B in AUM. A list of industry accolades so long, it is rivaled only by the list of credentials and years of experience of the executives and team members supporting the firm. But the firm’s founder, Randy Long, is not resting on his laurels. What kind of feedback from plan sponsors has led the firm to make big changes to its focus? What does Randy think has triggered the holistic wellness movement? How has the team at Sageview successfully come together to shift to a new collective mindset? How did the team figure out how to deliver holistic wellness at scale, while still preserving the firm’s personal brand? Where does Randy see the industry headed in the next 3-5 years? How will small advisory firms stay competitive as the industry continues to consolidate? What is one lesson Randy has personally learned in the past several years as he continues to grow his firm? And how does the firm practice gratitude by giving back? Join Ross as he chats with one of our industry’s most respected founders.
Resources:
SageView Advisory
Sageview Foundation
Schwab Survey
VOYA Cares
“Financial Wellness” is the phrase currently permeating the 401(k) industry. What it boils down to for Daniel Bryant, President of National Sales, Retirement and Private Wealth at Sheridan Road Financial is, “How do we help participants help themselves?” Daniel has worked with some of the most prestigious behavioral finance minds in the finance world. What is the single issue that is preventing employees from saving more in their 401(k)? Is technology the answer? Which technologies have been thrust to the forefront because of the current pandemic? What is the one potential challenge to mass adoption of technology? And how does an advisor with a small practice prepare the digital-based industry coming five years from now?
www.sheridanroad.com
Join Ross for a conversation with Alex Assaley, Managing Principal of AFS 401(k) Retirement Services. Alex is considered a “young” advisor in an industry where the average age of an advisor is 54. Yet Alex is no rookie. With over fifteen years in the business, he has guided his firm from startup through successful growth and expansion. How did a tragic event in Alex’s past lead him to his passion? How did he grow his firm so quickly? Where has he seen the biggest expansion opportunities? What can a solo advisor do if he does not have a team to bounce around ideas, challenge decisions or provide feedback? Will robo-advisors replace financial advisors? What has Alex found to be the biggest challenge to acquiring new business, and has he overcome it? What does he think is the biggest shortcoming in the 401(k) industry, and how is that beginning to evolve? And what does piano playing have to do with the delivery of financial wellness? Tons of insight from one of the industry’s top 401(k) advisors!
www.afs401k.com
M&A activity has been on fire in the retirement industry for the past several years. Why are advisors increasingly looking for partners right now? Is it just for succession planning purposes, or are smaller firms finding specific points of disadvantage? What help are advisors looking for when vetting potential partners (nope, it’s not just technology or payout!) Join Ross as he chats with Kay Lynn Mahue, President at Merit Financial Partners. Kay Lynn shares practical help for advisors looking at potential partners, including one very insightful question advisors should ask anyone they are thinking of partnering up with, how to balance the need to make a decision with the inevitable uncertainties, and how to gain insight into firm culture and leadership philosophy. And what missteps of her own did Kay Lynn share that can help advisors spend more time focused on the right things?
meritfinancialadvisors.com
What mindset must financial advisors choose to successfully navigate external adversity like the current pandemic? Which two questions should advisors be asking themselves right now? What is the one thing advisors should avoid in the first hour of every day? Which two things do the current virtual environment require advisors to focus on to ensure an immediate positive first impression? What is one quick and simple thing advisors can do to formulate a succinct value proposition and brand? What are the best advisors doing right now to adapt to today’s uncertainty? And what on earth is Geo Arbitrage? Join Ross for this idea-rich and thought-provoking conversation with “Coach Joe” Lukacs, who has specialized in coaching and consulting financial advisors for nearly 25 years, helping them achieve their goals, break through the barriers that hold them back, and create their ideal life and business.
www.coachjoe.guru
Jania Stout, Co-Founder of Fiduciary Plan Advisors, is called a lot of things. “Industry monster”, "a leader", a "forward thinker", “a star”. She’s on every industry award list and graces the covers of our industry magazines. Join Ross for a discussion with Jania where you’ll learn more about the person behind the labels. What incredible personal accomplishment has Jania achieved? How did NAPA’s important lobbying event, the Fly-In Forum, happen this year without members able to be “on” the Hill to talk to legislators in person? Hear about Jania’s journey to becoming the President of NAPA and get the inside scoop into how the committee member path works. What was it like testifying in front of the Ways and Means Committee, and does anyone on the Hill really listen? And what unique impact did Jania make a concerted effort to focus on as a female president of NAPA?
https://fpa.hightoweradvisors.com/
Hear from one of our industry’s most respected veterans about how his firm has built a worksite financial management business model designed to embrace today’s convergence of healthcare, retirement savings, and wealth management. What one shocking word did a long-time, happy, personally close client say that changed everything? What one thing must you do if you want to add wealth management to your 401(k) practice? What has the pandemic exposed about American household money? How do you deliver wealth management to the average employee who does not require a full blown, complex financial plan? Is it possible for holistic participant wellness to be delivered via---an app? Join Ross for a conversation with Brad Arends, Co-Founder and CEO of intellicents. If you have a 401(k) firm and you’re thinking about how to manage participant decumulation, this podcast is a must-listen!
www.intellicents.com