AdvisorRadio Podcast for Financial Advisors by Horsesmouth: Recent Episodes
Horsesmouth
Learn what really moves the needle in your business from advisor success stories and industry experts. From the latest marketing tactics working today, to advice for better serving your clients and guidance on running your practice more efficiently, AdvisorRadio gives you the insights you need to take your financial advisory business to the next level.
What’s Working Now: This advisor started paying attention to the kids of his original clients and has prevented millions of dollars in assets from walking out the door.
What’s Working Now: This advisor started paying attention to the kids of his original clients and has prevented millions of dollars in assets from walking out the door.
What’s Working Now: First this advisor discovered that the local credit union needed help in providing financial services—then the pandemic taught him how to scale delivery of quality advice through webinars. And it’s still a winning formula.
September HackTalk: From bait-and-switch estimates to movers holding your belongings hostage, there has been an uptick in fraudulent activity during the vulnerable time when people are relocating. Watch out for these red flags.
Which kinds of marketing are poised to have the greatest impact in 2022? That's the main question we'll tackle in this month's meeting.
AGENDA:
• Client testimonials. Most of you can use these now, but how to find and gather them?
• Video has been king for a while now when it comes to attracting and keeping attention online. Will 2022 be any different?
• Target marketing in 2022. Why it's important to start looking beyond Baby Boomers.
• Timely marketing pieces to send to clients now. "Charitable giving" is this month's theme!
• Beyond the COLA: What else is there to know about Social Security in addition to the 5.9% jump in benefits?
• The latest Social Security proposals in Congress: What are they? will they pass? What happens then?
• 14.5% jump in Medicare premiums: Why did this happen and what does it mean?
• Life-changing scenarios: How to educate clients and ask the right questions to get clients the benefits they are entitled to.
Elaine Floyd, CFP®, creator of Horsesmouth's Savvy Social Security and Medicare programs, tackles the above questions and more.
Elaine will also talk about her upcoming virtual workshop, Social Security and Medicare: Boomer Spike Coming!, which is December 6-9: https://www.horsesmouth.com/ssvirtual
What’s Working Now: This advisor has been developing checklists and flowcharts for himself and other advisors to help streamline business.
Certain elements of Biden's proposed tax plan such as a step up in basis and capital gains tax increases could have major repercussions for your clients.
Get updated on the most impactful tax changes being talked about and what it could mean for your clients in the Savvy Tax Planning podcast here on AdvisorRadio with Debra Taylor, CPA/PFS, JD, CDFA, founder and principal of the Taylor Financial Group and Sean Bailey, Horsesmouth Editor-in-Chief.
The SolarWinds vulnerability, which allows hackers to get into the systems of government agencies like the Departments of Treasury and Defense, and Fortune 500 companies like Microsoft as well, was a massive cybersecurity breach. It's fallout and scope is hard to even imagine.
There are important cybersecurity lessons to take away from the situation and to share with clients and members of your team.
Kathy was working from home and received a text message "from" Venmo asking her to validate recent charges she hadn't made. Her bank account being linked to her Venmo account, panic took over, and she called the number from the text right away. A short conversation with a "Venmo rep" stressing urgent action later, and Kathy was out $6500. She was the victim of a new Venmo scam.
Learn everything about this scam, including how to protect yourself and your clients, in this edition of the HackTalk podcast.
HackTalk: With everyone working from home and many students learning remotely, hackers and scammers are on the attack. People and businesses need guidance on cybersecurity. In this episode of HackTalk, learn how to present cybersecurity webinars that will educate on this in-demand topic and earn attendees' gratitude.
Plus, learn remote work security tips that can keep your team’s, and your clients’, data safe, and hear the latest on the TikTok ban situation--is it really unsafe?
What's Working Now: This advisor explains how he brought on a high net worth client couple without ever meeting them in person.
What’s Working Now: This advisor realized that most of his clients were burdened by student loan debt and took on the challenge of learning its complexities.
Jeff Levine, co-creator of the Savvy Tax Planning Program, joins Sean Bailey to discuss the tax planning issues small business owners need to stay abreast of--and that includes advisors themselves.
What’s Working Now: This advisor shares how he communicates virtually with clients and prospects, now more than ever.
Building relationships as a financial advisor virtually is not the same as doing it in person. Listen to David J.P. Fisher, author of "Hyper-Connected Selling" share his tips and tools for online relationship building with Ellen Rogin.
This marketing consultant has learned plenty in pivoting from providing concierge service for seminars to setting up webinars—from filling seats to smoothing the technology experience for the advisor. Check out his tips for making the most hay from any online workshop.
Listen as Debra Taylor and Sean Bailey discuss the tax breaks contained in the CARES Act and how you need to be communicating that to clients.
What’s Working Now: This advisor describes three different online webinars he’s presented since the COVID-19 crisis began, and what he has learned from each situation.
Marcia Martin has trained some of the most influential thought leaders in the world. Learn her strategies for how to effectively talk to your clients in times of deep crisis and fear.
In this show you’ll learn:
- What are the Laws of Communication and how to use them
- How to help your clients create space so they can hear what you’re saying
- How to help you and your clients reduce fear and confusion
What’s Working Now: Once the captain of a U.S. Navy helicopter carrier, this advisor explains how he is helping clients navigate today’s crisis by going full-steam ahead on virtual webinars and online classes.
What’s Working Now: This advisor is keeping his morning routine even while working from home, and proactively communicating with clients during the pandemic.
What’s Working Now: This advisor shares how he has transitioned his financial education strategy online.
What’s Working Now: This advisor got over his initial paralysis and started actively communicating about the crisis with clients, reminding them of their model.
How are other advisors handling the crisis? Ellen interviews Mitch Slater, a top UBS advisor about what’s working for him and his time. Listen in and learn the most important thing to be focusing on when talking to clients, the unique video Mitch and his team sent out to clients, and how his time has adjusted to working remotely and what’s working for them now.
Lisa Dadd, sales trainer and coach shares with Ellen Rogin how to truly serve your clients during this challenging time and not feel icky about sales.
Learn how to sell in sensitive times like these, how the title “advisor” sets you up to make this one critical mistake, and the best way to approach conversations with clients to build long-lasting loyal relationships.
Learn what needs to be done to protect yourself and your clients while working remotely. Plus, emerging coronavirus threats and Zoom security issues on this episode of HackTalk.
The world is crazy right now, but there are still smart moves you can be making when it comes to client communication and tax planning. Listen as Debra Taylor shares her expertise.
Advisor TalkingPoints: As the country copes with the human impact of the coronavirus, the markets experience unprecedented volatility in reaction to the vast uncertainty. The strain to the economy is real, but the swift actions of the Fed may do a great deal to reduce long-term damage.
Financial writer and Horsesmouth columnist Charles Sherry, MSc, provides his overview of the forces behind this week's market turmoil, when we should get worried about a recession, and what the essential message we should be communicating to anxious clients is. Listen now.
What's Working Now: When the husband in a client couple passed on, this advisor stepped in to help the widow navigate her new emotional, social and financial landscape. Now he has become the go-to expert on this passage for his clients and their friends.
Tax Identity Theft is not new, but the tactics hackers are using to steal refunds are changing. Learn how to protect yourself and your clients this tax season. Plus, get updated on recent updates on the 2017 Equifax breach and cybersecurity concerns surrounding the 2020 census.
Advisor TalkingPoints: Prepare for client interactions with this review of key data points on coronavirus, market reaction, and an outline that to guides you on how to handle client responses to the evolving situation.
Advisor TalkingPoints: As you prepare for client interactions, Advisor Talking Points reviews the impact from the coronavirus, QE and stocks, the Fed, positive economic numbers, and earnings
Listen in as Debbie and Sean talk through some of the questions Savvy Tax Planning members have about the SECURE Act, particularly the "Death of the Stretch IRA."
What’s Working Now: By educating prospects about taxes in retirement and then helping individuals make savvy tax planning moves, this advisor paves the way to bringing them on for comprehensive investment and financial planning services.
Four years ago, Jen Dawson decided that she wanted to work exclusively with women lawyers and help them achieve financial freedom. She has since become a thought leader within this market and she has never been happier with the work she does for her clients. Learn how she built her niche, and how you can apply what she learned in your own niche marketing efforts, in her conversation with Ellen Rogin. Show notes available here: http://www.horsesmouth.com/advisorradio-234
What’s Working Now: This insurance agent educates clients about Medicare and sells them policies – all while keeping the focus on their financial advisor.
Listen to a review of the most popular cybersecurity threats we saw over the last decade, and that which continue to cost individuals, businesses, and municipalities millions. Plus, learn the emergent cybersecurity exploits that are most likely to grow in popularity over the next decade, how ransomware scammers are targeting doctors' offices, what you need to do to secure ring doorbells and other smart devices, and the ominous vulnerability of our election system.
Listen in as Debra Taylor describes the pros and cons of various tax planning softwares her firm has been working with.
Advisor TalkingPoints: Prepare for client interactions with this month’s review. First we analyze the link between earnings and stock market performance, then consider 2019, recession talk, employment growth…and take a look ahead.
Listen as Debra Taylor explains the processes her firm uses as they identify tax planning needs, and the software she is excited to work with.
A new cybersecurity survey from Pew Research Center reveals just how much help the public needs with this topic. Plus, newborns are falling victim to identity thieves before they even get home from the hospital! Learn how to help parents protect their children. And, should you really give your doctor's office your Social Security number? What to say when they ask.
Advisor TalkingPoints: Prepare for client interactions with this month’s look at market performance following rate cuts, a broad gauge of the economy, earnings, stock buybacks, and more.
Disengaged, isolated team members merely go through the motions. Passionate team members who trust their co-workers give their all and go the extra mile for clients. So how do you keep your team inspired?
Listen as Ellen Rogin tackles this challenge with leadership expert Robb Holman. You'll learn how to bridge the engagement gap and get your team loving work, the one question that will build team trust, how proactive listening can make all the difference, the method to turn team conflict into a superpower, and more.
Show notes: www.horsesmouth.com/advisorradio-233
What's Working Now: This advisor tells us how he built his business through talking about Social Security, then added Medicare as a way to differentiate himself.
It's our own limited thinking that most keeps us back from achieving what we so desperately want in our lives. Time to free up your mojo and let yourself do what you were born to do—succeed! Matt Anderson is a Mastermind leader, speaker, author and podcast host who, at 51, found his calling in life to help financial advisors take bigger leaps in life. Listen as he talks with Ellen Rogin about how to use 1% habits to make big boosts in outcomes, the value of disappointment, keys to busting through the achievement ceiling, why being in a mastermind group is so crucial, how to take back control of your thinking, and more. Shownotes available: https://www.horsesmouth.com/advisorradio-231
What’s Working Now: This advisor used her experience signing up for Medicare to write a book which she uses as marketing.
We have so much stuff! Your clients and their aging parents can be burdened by the process of downsizing. Learn from relocation and organization expert, Sharon McRill as she talks with Ellen Rogin about how to be smart in the process and be a hero to your clients. In this show we talk about hot to figure out what how to figure out what has value and what's junk, why now is the best time to pare down and the risk you take if you wait even 5 years, how to reduce the stress during a move, and why you need to change the locks after someone passes away.
What’s Working Now: This advisor tells us how she realized that health care costs are a crucial part of the financial planning process.
Advisor TalkingPoints: Prepare for client interactions with this month’s dive into the labor market, recession indicators, Q3 earnings, the Fed’s upcoming meeting, and the outlook from the IMF.
What’s Working Now: This advisor tells us how he was afraid to teach about Medicare, a complex topic, but took the leap and has had success.
Too many advisors forget that their advisory practice is also a business, and get caught up in management and scalability challenges. Don't let that be you. Instead, focus on a vision and make a plan. Here's how to get started.
It’s easy to be so busy with clients and your team that you don’t make time to work on the business of your business, but this is a big mistake when it comes to sustainable growth. Ellen Rogin's guest for this episode, business strategist Sherré DeMao, shares her Sustainable Growth Model™ that leads to greater profitability and business value. In this show you’ll learn how corporate culture is tied to stock value, why staying stuck on your growth plateau can be dangerous, three marketing secrets to grow your company in an economic downturn, and the value of the Attention/Retention Model.
Have you ever thought someone was “just too sensitive?” Maybe you thought this about a client, team member, or someone in your family. Maybe you’ve been accused of this yourself. In this show you’ll learn why this may actually be a superpower and how being exquisitely sensitive might be a key to growing your business. In this conversation between Ellen Rogin and author and speaker Maggie Dillon Katz, learn about what it means to be exquisitely sensitive and which famous people use these skills well, how to know if someone on your team is highly sensitive and how to work with them to help them use this trait to the best advantage, what not to say to an exquisitely sensitive client, and how to cultivate this trait in yourself.
What's Working Now: This advisor tells us how he got tired of doing the same retirement planning speech as everyone else and decided to focus on college planning to grow his business.
Advisor TalkingPoints: Prepare for client interaction with this month’s review of the September Fed meeting, the yield curve, economic reports, earnings and stocks, and more.
What’s Working Now: This advisor tells us how teaching about taxes is giving him more appointments than he can handle. Plus, how to tap into an underserved COI niche that exists in every community.
Listen in as Sean Bailey and Debra Taylor discuss an underused and often-misunderstood retirement savings vehicle: the Health Savings Account.
Learn what’s working now for advisors looking to grow their businesses in this talk with Patrick Tucker, 7-figure wealth manager and financial advisor coach and educator. You’ll learn how to really find the niche you’ll be most successful in serving, the mindset that traps many advisors and limits their success, what’s the most important thing to have on your website, and more. To get your free copy of Patrick’s book, "The Evolved Advisor," visit https://www.truemeasure.info/ellen
What’s Working Now: This advisor tells us how he built his business by being a financial educator and teaching multi-hour courses.
What's Working Now: This advisor tells us how she went from the world of trusts and investment managing to helping advisors and families understand more about philanthropy.
Listen in as Sean Bailey and Jeffrey Levine examine possible future tax changes and how advisors should respond.
What’s Working Now: This advisor tells us how he has had success putting on Social Security presentations in his office, during lunch or brunch, for small groups.
Retired market analyst Walter Deemer has weathered every bear and bull market of the last half century. Author of Horsesmouth’s “Daily Deemer Report” for nearly two decades, here he discusses his new book, "When the Time Comes to Buy, You Won’t Want To", and what advisors should be thinking about now.
What's Working Now: This advisor shares how she saw a need for more understanding among clients, and wrote a book to help educate them.
What's Working Now: This advisor tells us how she looked for clients she wanted to "replicate" and developed it into a niche of medical professionals.
Savvy Tax has gotten lots of questions about the tax brain teaser featured in "How Tax Planning Changes Through Four Stages of Retirement." Jeffrey Levine walks you through the surprising truth about the Social Security tax torpedo, and explains how to use the Presentation User Manual.
What’s Working Now: This advisor shares how he uses educational workshops to grow his book of business.
Every wondered if you should start your own podcast? It took Mitch Slater 9 years to get it going at UBS, but now it’s a huge success. Listen in and learn the most important reason to do a podcast and the wrong reason to do one, how to come up with guests and topics for your show, how to market your show, and how often to do a podcast along with the best length.
In this show, host Ellen Rogin talks with author and consultant Holly Buchanan about how to stay calm and cool in conflict situations and difficult conversations. Learn how to turn conflict situations into relationship building opportunities with clients, what happens to your brain when you get triggered and how to regain control, and why most conflict handling techniques don't work.
What’s Working Now: This advisor chose to specialize in Medicare insurance, able to help people through the complex decisions.
Debra Poneman has trained many of the most influential, transformational leaders in the world. Learn from her what “relationship capital” is and how to use it to build your business, the importance of visualizing your goals and when to say “That’s for me!” to get what you picture more quickly, and what not to do if you want to see your vision turn into reality.
Listen in as Sean Bailey and Jeffrey Levine take stock of the current long-term care insurance market and the most tax-efficient way to pay for end-of-life expenses.
What’s Working Now: This behavioral finance coach works with advisors, teaching them to help clients through the emotions of investing.
Advisor TalkingPoints: As you prepare for client interactions, review rate cut and stock market data, the Fed’s June meeting, payrolls, Europe’s dovish turn, and a look ahead at important events.
Learn how to quickly shift into a state of flow, why you shouldn't cross your legs or arms, how to read people more effectively, and what you should do every 25 minutes to boost your performance in this conversation between Ellen Rogin and Cara Bradley, a leading authority of body-mind training.
HackTalk: The city of Baltimore is still reeling from a hack that effected their systems over three weeks ago. Learn what happened and the key cybersecurity lesson that Baltimore officials ignored to their peril. Plus, learn about the popular Business Email Compromise threat and how to prevent it, the steps to protect yourself from hackers looking to get your credit card info when you shop online, and how hospitals and their devices are being targeted by hackers.
What’s Working Now: This advisor shares how he got into college planning while still an investment advisor, but decided to make it his full-time business
Advisor TalkingPoints: As you prepare for client interactions, review the flare-up in trade tensions, the 10-year bull market, U.S. economic growth, housing, earnings and more.
Listen as Debra Taylor and Sean Bailey discuss the Medicare Income-Related Monthly Adjustment Amount and why you need to integrate it into your planning.
If you believe the hype, families these days have their kids applying to 10 or more schools, and acceptance rates are at record lows. What’s going on? Lynn O’Shaughnessy, creator of the Savvy College Planning Program, explains what a sensible college application process can look like for 2019.
What’s Working Now: This advisor shares with us the events and tactics he uses to turn clients into family.
When you're delivering a presentation, your goal is to educate AND motivate people to take action. The little details really matter. Note: Sean's "11 steps" are a reference to the presentation he gave on making your presentation introductions compelling. You can watch the video of that talk here: https://www.horsesmouth.com/nailing-your-presentation-introduction-by-following-the-dynamic-patterned-opening
Learn what some of the biggest issues and opportunities are for advisors today. Industry coach and expert Kristin Andree talks with Ellen Rogin about the biggest challenges facing advisors in 2019, how to make the most of any networking meeting, what the indicators are that it's time to add staff, and the three best ways to use LinkedIn to grow your business.
What’s Working Now: This advisor shares how he has a passion to help retirees understand how taxes will work in retirement.
It’s never been more important to be a black belt in communication skills with clients. In this discussion with relationship expert and coach, Monica Parikh, you’ll discover the best way to connect with clients (even when they are upset), how you might be hurting client relationships with no idea why, ways to boost your emotional intelligence, and what vibrational energy is and why it's so important.
As you prepare for client interactions, Advisor TalkingPoints looks at the latest Fed meeting, mixed economic reports, financial conditions, Europe, and Q1 earnings.
The College Admissions scandal has exposed the lengths, in this case illegal, that some parents will go to in order to get their kids into well-known schools. And it has raised some urgent questions about high profile colleges and universities and using services such as "college consultants." Lynn O'Shaughnessy, creator of the Savvy College Planning program, reveals the big lessons that clients and prospects should takeaway from this scandal. This can be a valuable teaching moment for you.
What’s Working Now: This advisor shares how she wanted to help people who weren't getting service under the traditional model.
What’s Working Now: This advisor explains his process for creating a successful podcast that provides a platform to share expertise and build his business.
What’s Working Now: This advisor details how he uses the craft beer trend as a way to draw prospects to workshops and make client events interesting.
What’s Working Now: This advisor explains his pricing structure for offering Social Security and Medicare help.
It's ironic that in our social media saturated world it can be so challenging to actually connect with others in a meaningful way. Listen to David J.P. Fisher author of, "Hyper-Connected Selling," as he shares the most important sales skill to cultivate today, how to build good networking karma, and the best practices for using digital tools like LinkedIn to grow your business.
What’s Working Now: Presenting the New Tax Law Briefing to clients and prospects has led to new business for this advisor.
What’s Working Now: Collaborating with local college prep counselors to offer college planning services
How do you get things done in less time with less drama when you have so many priorities you're trying to juggle? Managing your team, servicing your clients, trying to drum up additional business, etc, etc... Alan P. Brown is a productivity coach. Listen as he shares the "brain hacks" he used to take charge of his life and achieve greater results in this conversation with Ellen Rogin. You can use them to reclaim your time and attention and get more done.
Paying for college is the second biggest expense in the lives of millions of parents. Most financial advisors, however, know little if anything about how to help their clients shrink their college costs. Learn what you need to help your clients.
Clients are not as loyal as they used to be. With the internet, it's easy to shop around. So it's more important than ever to deliver a client experience that wow's and differentiates you. Listen to Ellen Rogin talk with Jeannie Walters, CEO and founder of 360Connext, and learn how to personalize each point of your client journey so that your clients feel that they matter and never once second-guess choosing you.
What’s Working Now: This advisor shares how she reluctantly started posting videos to Facebook, and found that it was a great platform to create community.
Advisor TalkingPoints: As you prepare for client interactions, Advisor TalkingPoints takes an unconventional look at the Fed’s plans to unwind the balance sheet. It also includes a review of the latest jobs report, Q4 earnings, and the government shutdown.
What’s Working Now: This advisor shares how she started in the family insurance business, but came to find her passion in financial planning
Confidence is the primary quality of high-performance and effective client-acquisition, yet many advisors either lack it, or put up a front that fools no one, least of all themselves. Listen to Ellen Rogin interview business consultant Vince Caine and learn how to put simple, yet effective processes into place in your business that will guarantee you serve your clients well, and give you the surge of confidence that comes along with doing that.
What’s Working Now: This advisor broke from his broker-dealer to start a new firm with his spouse. Hear how they did it, and the steps they took to ensure their new firm would serve their clients best.