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Between Now and Success

Updated 2 months ago

Business
Marketing
Entrepreneurship
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Host Steve Sanduski, CFP® is the founder of two financial services companies, a New York Times bestselling author, podcast host, executive coach, and speaker. Through interviews with top achievers and visionary voices, Between Now and Success brings you the strategies, tips, and tools you need to succeed at the intersection of business and life. In each episode, Steve's guests open up and share their journey and the lessons they learned on their road to the summit. So rope up and get "On Belay" as we climb the summit to success together.

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Host Steve Sanduski, CFP® is the founder of two financial services companies, a New York Times bestselling author, podcast host, executive coach, and speaker. Through interviews with top achievers and visionary voices, Between Now and Success brings you the strategies, tips, and tools you need to succeed at the intersection of business and life. In each episode, Steve's guests open up and share their journey and the lessons they learned on their road to the summit. So rope up and get "On Belay" as we climb the summit to success together.

iTunes Ratings

87 Ratings
Average Ratings
79
4
0
0
4

Superb RIA advise!

By Joe "El Magnifico" Fernandez - Apr 29 2020
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Recent industry changes keep accelerating at an ever faster pace and this podcast is the calm in the storm. I have been in the business for the last 23 years and recent 13 as my own RIA and insurance agent. The information in these podcast are invaluable to staying in the game. Highly highly recommend for any level adviser.

Awesome Podcast!!!

By Clarisse Gomez - Mar 17 2020
Read more
Steve, host of the Between Now and Success podcast, highlight all aspects of business, investing and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!

iTunes Ratings

87 Ratings
Average Ratings
79
4
0
0
4

Superb RIA advise!

By Joe "El Magnifico" Fernandez - Apr 29 2020
Read more
Recent industry changes keep accelerating at an ever faster pace and this podcast is the calm in the storm. I have been in the business for the last 23 years and recent 13 as my own RIA and insurance agent. The information in these podcast are invaluable to staying in the game. Highly highly recommend for any level adviser.

Awesome Podcast!!!

By Clarisse Gomez - Mar 17 2020
Read more
Steve, host of the Between Now and Success podcast, highlight all aspects of business, investing and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!
Cover image of Between Now and Success

Between Now and Success

Latest release on Jul 27, 2020

Read more

Host Steve Sanduski, CFP® is the founder of two financial services companies, a New York Times bestselling author, podcast host, executive coach, and speaker. Through interviews with top achievers and visionary voices, Between Now and Success brings you the strategies, tips, and tools you need to succeed at the intersection of business and life. In each episode, Steve's guests open up and share their journey and the lessons they learned on their road to the summit. So rope up and get "On Belay" as we climb the summit to success together.

Rank #1: How financial planning will change as people live to 100

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The nature of financial planning advice will change dramatically as it becomes common for people to live to 100.

The idea of a three-stage life where we go to school for 20 years, work for 40, then retire for 20 and die will go away. It will be replaced by a non-linear, multi-stage life where people will cycle in and out of education, work, leisure, re-creation, sabbatical, gig economy, and encore careers.

How we define what an "asset" is will change and the ability to enhance your "intangible" assets will become critical to a happy life.

The advice we give on saving for retirement and working in retirement will change as we need to make our money last as we live to 100 or beyond.

Life planning will emerge as the dominant construct for financial advisors as our life pattern becomes more complicated and investment management becomes more automated.

In today’s show, my guest is Professor Andrew Scott of London Business School. Professor Scott is the co-author of an important new book titled, The 100-Year Life: Living and Working in an Age of Longevity.

Sep 19 2016

42mins

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Rank #2: The 4 Words That Describe the Value Financial Advisors Deliver With Doug Lennick

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As technology automates much of the “mechanics” of money, advisors need to evolve to the more emotional aspects of money. After all, simply helping rich people get richer isn’t usually a driving motivator for advisors—or clients.

In my conversation with Doug Lennick, the co-founder of Think2Perform, an author, and former EVP of Advice and Retail Distribution for American Express Financial Advisors (now Ameriprise Financial), he shared four words that he believes underlie the real value financial advisors deliver.

Feb 12 2019

1hr 3mins

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Rank #3: Exploring Advice: How to know if you're delivering good advice and quality plans

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How would you answer these three questions about exploring advice?

  1. What is the definition of good advice?
  2. What is the definition of a quality financial plan?
  3. What does it mean to be a fiduciary?

Kevin Knull, the president of PIEtechSM, Inc., (parent company of MoneyGuidePro financial planning software) asked those three questions to an audience of financial and wealth management leaders and basically got blank stares in response.

Dismayed, he decided to reach out to thought leaders and experts around the country to get their answers.

He collected their thoughts and published them in a remarkable new book called, Exploring Advice: What You Need to Know About Good Financial Advice, a Quality Financial Plan and the Role of a Fiduciary.

I was one of the 36 leaders who contributed a chapter to the book.

In today's show, I'm joined by Kevin Knull and two other contributors to the book, Tricia Rothschild, Head of Global Advisor and Wealth Management Solutions for Morningstar, and Frank McAleer, Director, Retirement Solutions for Raymond James.

We discuss these three questions and point the way toward how you can add value in an increasingly commoditized industry.

Oct 20 2016

47mins

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Rank #4: 5 Steps to Raising $90 Million in New AUM a Year Through Seminars

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Seminars work. I’ve had multiple advisors on my podcast in recent months who are all killing it with seminars. In fact, today's podcast guest, Bill Keen, raised $90 million in AUM last year from seminars.

Sure, it seems old school in the age of Facebook, YouTube, and Zoom, but people still value human to human live contact. You can only Google, click, and swipe so much before you just want to hear an actual person give you some good, solid information about how to live the best life possible with your money.

If you’re behind the curve on seminars and you aren’t sure how to start, my guest today, Bill Keen, is going to help you catch up. Bill’s firm, Keen Wealth, has almost half a billion dollars in AUM, and seminars have been pivotal to Bill’s success.

On this episode, Bill details the 5-step process he used to perfect his seminar process and it could help you get on track to raise tens of millions in new AUM. Yes, there’s more to it than just slapping together a good PowerPoint. But if you commit to Bill’s process and throw in some personal touches, you’ll be on your way to grabbing an audience and growing your client base.

Mar 25 2019

1hr 13mins

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Rank #5: Here's How Multibillion-Dollar RIA Firm Advice Period is Reinventing Wealth Management

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By rethinking every aspect of how to price and deliver wealth management, AdvicePeriod has gone from a startup just a few years ago, to more than $6 billion in assets under advisement. We go under the hood to learn exactly how they did it.

They're not shy about stating their take on the financial advisory business. "We're reinventing wealth management. The old model is totally outdated," says the bold headline at the top of their website.

My guest today, Larry Miles, is a Principal and shareholder at AdvicePeriod, and as the company's proclamation about reinventing wealth management suggests, he isn't one to set the bar low.  Larry's primary focus at AdvicePeriod is to provide strategic leadership for growth and profitability while maintaining a high standard of excellence, something all financial advisors should be thinking about as our industry evolves into Life-Centered PlanningTM.

Aug 20 2017

1hr 1min

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Rank #6: Clients don't care very much about their financial advisor's digital technology

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It appears clients care much less about their advisor's digital technology than advisors do.

The financial services industry spends a lot of time talking about technology and there are thousands of companies around the world and tens of billions of dollars being invested in financial technology or FinTech companies to enhance the digital offering. Yet, when you ask clients of financial advisors how important all this technology is, you get a surprising answer.

In today's show, I discuss a number of digital technology issues including:

  • Recent research which suggests a financial advisor's digital capabilities rank low in terms of the value the client gets from their advisor.
  • The strategy behind offering, or not offering, robo advisor technology.
  • The surprising result of my proprietary research on how many clients one advisor can work with and the real secret behind how to increase that number.
  • The implications of all this emphasis on digital technology and what it means for client satisfaction and referrals.

Oct 07 2016

30mins

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Rank #7: Key Insights From the 2018 Barron’s Top Independent Advisors Summit

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Barron’s recently wrapped up the 2018 edition of the Barron's Top Independent Advisors Summit in Orlando. Whether you were in attendance or are looking to catch up on what you missed, today’s episode will give you an insightful snapshot of one of the most valuable get-togethers in our industry.

My guests today are Bill Keen and Matt Wilson of Keen Wealth Advisors, a fast-growing RIA with more than $400 million in AUM. Bill also has his own excellent podcast, Keen on Retirement.

Bill and Matt have attended the Barron’s Top Independent Advisors Summit and the wirehouse version for many years, so they have the perspective to connect the dots between the lessons from past conferences and where the 2018 summit is pointing. We talk about some of the key takeaways from this year’s event, the ongoing trend towards Life-Centered Planning, and how advisors can put these insights into action right now to grow their businesses.

Apr 23 2018

1hr 33mins

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Rank #8: The Surprising Marketing Strategies That Are Crushing It For Financial Advisors

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What's working right now in financial advisor marketing? Based on my conversation with marketing pro Abby Salameh, you'll be very surprised.

While attending the 2018 In|Vest Conference in New York, I had a chance to sit down with Abby Salameh for an in-depth conversation about the state of advisor marketing. We talked about which marketing strategies are working the best, branding, the client experience, referrals, making a good first impression with prospects, the proper role of technology in marketing, and much more.

Abby Salameh is the Chief Marketing Officer at Private Advisor Group, a RIA with 620 advisors overseeing $27 billion in AUM (See my earlier podcast with John Hyland, the co-founder of Private Advisor Group). Her sterling career as a RIA marketing expert has included stops at Sanford Bernstein, TD Waterhouse, and the Fusion Advisor Network. She was also a founding member of the team that launched Investment News.

One consistent thread among the most successful advisory firms is they know how to market. And they know how to strike the right balance between using technology to scale their marketing efforts and using the human touch to engage potential new clients. So if you're looking to improve your marketing efforts, generate more qualified leads, and position your firm for accelerated growth, you'll want to listen to today's conversation with Abby Salameh.

Jul 23 2018

1hr 1min

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Rank #9: Savant Capital's Brent Brodeski On Going From $0 to $5 Billion in AUM

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Imagine walking into a doctor’s office with a bad cough and walking out on crutches, still coughing. That’s how Brent Brodeski saw the client experience of financial advisory in 1992 when he co-founded Savant Capital Management in Rockford, IL.

“It was kind of like going to the general practitioner, you get a checkup, and he wrote prescriptions and sent people on their way,” said Brent. “And people take that prescription and imagine the pharmacist saying, ‘No, I’m going to sell you this wonder drug instead. It’s more expensive and doesn’t really make you better.’ That was the problem, the clients had a prescription for one thing and they often were getting something else.”

On today's pod we discuss lessons Brent learned from diagnosing his clients’ problems and devising the best cures for their finances on his way to expanding Savant to nearly $5 billion in assets under management and 13 offices throughout the Midwest:

Jan 30 2017

55mins

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Rank #10: Essential Success Tips for Young Advisors From "40 Under 40" Honoree Hannah Moore

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Curiosity. The best advisors have it. Hannah Moore's curiosity has led her down many roads and in today's podcast, she shares what she's learned about structuring the client meeting process, creating client personas, blogging to "just one person," using three words to define your business, succession planning, and much more.

My guest today, Investment News "40 under 40" honoree Hannah Moore, is an expert on charting a course from young advisor to successful RIA. Hannah is a CFP® and owner of Guiding Wealth Management. She also hosts the podcast, "You're a Financial Planner, Now What?" where she tries to help young advisors with guidance on career paths, tips on research and client service, and explorations of the history of financial planning.

Sep 18 2017

55mins

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Rank #11: Top advisor Erin Botsford on building her Seven Figure Firm

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Erin Botsford is one of the top financial advisors in the country. She is the founder and CEO of the Botsford Financial Group, which has nearly $1 billion in assets under management. She has appeared on Barron’s list of the Top 100 Women Financial Advisors and Top 100 Independent Financial Advisors multiple times. And she’s also an author who just released her second book, “Seven Figure Firm.”

But maybe more impressive than Erin’s resume is the hardship she had to overcome to get where she is today.

Erin was only 11 when her father died of a heart attack. The small life insurance policy he left behind made life very hard for Erin, her mother, and her five siblings. A car accident in her teenage years and a bad investment with a stockbroker in her early 20s put further strain on Erin’s family life and finances. These experiences taught Erin the value of comprehensive financial planning and asset protection, lessons she continues to impart to her clients.

On today’s show, Erin discusses her compelling story, the personal and financial lessons she took away from her adversities, and how she built her own seven figure firm from scratch.

Mar 18 2017

1hr 10mins

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Rank #12: Steve Lockshin on what it takes to become the #1 Ranked Independent Financial Advisor in the country. He knows because he did it.

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As the #1 Independent Financial Advisor in the U.S. in 2011 and a serial entrepreneur, Steve has some great lessons to share. I call him the "Uncola" of the financial industry because he is truly a maverick. We delve into how he built his businesses, how he serves clients, and what he does differently from everybody else that helped him reach the top. He even shares how he recently brought on two new clients with $100 million in assets without ever having met them in person! All done on the phone and online. A great lesson for how business is being conducted these days.    

Jan 19 2015

40mins

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Rank #13: Building a Wildly Successful Marketing Machine

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In a Nutshell: The largest financial advisory firms have developed consistent marketing programs that deliver a predictable stream of ideal clients...and there's just a handful of different ways to do it.

Guest: Brad Johnson. Brad is the Vice President of Advisor Development for Advisors Excel. He's also the host of a great podcast for financial advisors called The Elite Advisor Blueprint.

My Key Takeaway: To get your marketing machine humming:

- Understand that marketing is NOT optional. Referral marketing is not enough. Choose from a list of five broad marketing buckets (with an infinite number of tactical ways to execute), and implement aggressively and consistently.

- Marketing is math. Don't let your emotions distract you from the key numbers that will determine how and when a particular marketing initiative will pay off. 

- Make practicing a practice. Once you identify the most effective marketing strategy for your ideal client pool, practice and pursue mastery of it. 

Also Learn:

1. Why strong marketing that keeps your business growing double digits each year is one of the most effective ways of retaining top talent.

2. How one well-produced piece of content (like a book) can be repurposed, sliced and diced, and become an evergreen source of more content (like blog posts, short videos, and social media posts).

3. What sets apart a valuable proprietary process from a generic commodity that prospects can get from any advisor.

Dec 16 2019

1hr 15mins

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Rank #14: Get Clear, Get Heard, and Get Referred with "King of Clarity" Steve Woodruff

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I'm convinced that one of the keys to success is to have extreme clarity. But clarity can be difficult to define, and even harder to achieve. In our business, many advisors don’t do a thorough enough job defining themselves to an ever-more-crowded marketplace. “We help you achieve your financial goals” might fit well on your website’s masthead. But does a phrase like that really say anything meaningful about who you are as an advisor, what kind of value you bring to the planning process, and who your ideal clients are?

To help us all achieve some … well, clarity on these important issues, I sat down with the “King of Clarity.” My guest today is Steve Woodruff, who is in the business of helping people discover their fit and then craft the words that become their verbal business card. He's also the author of a great book called “Clarity Wins: Get Heard, Get Referred.” In our conversation, Steve discusses the five questions he believes all business owners need to ask themselves about their branding and messaging, especially when it comes to your website.

And make sure you listen to the whole episode, because at the end we hold some advisor websites up to the King’s clarity standards. Steve’s feedback on the good, the bad, and the ugly of clarity will make you look at your own marketing in a whole new way.

(Don’t worry. Names have been disguised to protect the innocent. And the guilty.)

Jun 03 2019

53mins

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Rank #15: 15 non-obvious trends that will give you an unfair advantage

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Nobody can accurately and consistently predict the future but by observing and curating ideas, you can uncover accelerating trends, see things other people miss, and position your business to profit from these upcoming opportunities.

In 1982, John Naisbitt wrote a book called Megatrends. It became a huge bestseller and he made the term "high tech high touch" a household phrase that we still use today.

Unfortunately, Naisbitt's trends were so big and unfolded over decades that they weren't immediately actionable.

In steps Rohit Bhargava. Rohit publishes a yearly book called Non-Obvious: How to Think Different, Curate Ideas and Predict the Future.

Rohit says, "A great trend is a unique curated observation about the accelerating present. Great trends are never predictions about the world 20 years from now. Those are most often guesses or wishful thinking."

Another trend forecaster, Chris Sanderson, describes trends as “profits waiting to happen.” That's clever but to turn trends into profits, you have to act on them.

In today's show, Rohit and I discuss some of the non-obvious accelerating trends he sees happening right now. We then talk about how to apply those trends to the work financial advisors do.

Jan 14 2017

51mins

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Rank #16: The “Secret Sauce” That Led United Capital from $0 to $24 Billion in AUM

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The growth of United Capital is a fascinating case study in how being early on a trend, M&A, technology, financial life planning, and a charismatic leader all came together to create one of the industry’s biggest and most innovative RIA firms. Today, we’ll take a deep dive on this story through one of firm’s longest tenured employees, Matt Brinker.

Starting at $0 in 2005, Joe Duran founded United Capital, and one of his early hires was Matt Brinker. Matt joined the firm when it had about $300 million in AUM and rode it all the way to $24 billion in AUM. He left after 13 years when the company was sold to Goldman Sachs in mid-2019.

Most recently, Matt was the chief business development officer and head of acquisitions for the firm.

Oct 21 2019

1hr 2mins

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Rank #17: Jon Stein of Betterment on how to go from $0 to $1 billion in assets under management in just 4 years

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JON STEIN, CO-FOUNDER AND CEO OF BETTERMENT, TELLS HOW HE co-founded the company and built it into one of the fastest growing and most innovative investment firms in the country. It’s a great story about how a smart guy with a timely idea can marshall the resources and build a company that is reshaping how business is done in the investment world.

Jan 04 2015

40mins

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Rank #18: Former United Capital CMO Gail Graham on Today's Best Marketing Strategies

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Gail Graham is one of those rare people who have worked in the top echelon of two major companies--Fidelity Investments and United Capital--and helped shaped their strategies that led to massive growth and industry accolades.

Today, Gail is the founder of Graham Strategy, and works with companies to figure out where the gaps are between their strategy and how they're running their company.

On today’s show, Gail and I discuss the evolution of advisor marketing and offer some advice on how to fill the gaps in your marketing, content, and advisory strategies to grow your business. It’s going to be more and more important that advisors build not just a practice, but a distinct brand that communicates who they are and what kind of services they offer (i.e., messaging). Gail’s tips will help you stand out in the crowd, generate more leads, and endear clients to your firm.

Jul 23 2017

1hr 12mins

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Rank #19: 3 Guiding Principles That Lead to Success as a Financial Advisor from Schwab Impact 2018

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What are the top firms doing to outperform the rest?

How are they growing?

What’s the silver bullet that’s going to help my firm hit that 16% five-year growth CAGR I’m seeing from the best of the best?

These were hot topics at last month’s Charles Schwab IMPACT Conference in Washington, D.C. And of course, the very reason that so many of our industry’s best and brightest were gathered there to speak, learn, and network is that there isn’t one “silver bullet” that’s going to transform your practice in 2019.

But some guiding principles for advisors looking to grow did emerge at the conference, which I discussed with Lisa Salvi, Vice President of Business Consulting and Field Experience at Charles Schwab. Lisa and I were joined by Mitch Reiner, Chief Operating Officer, Managing Partner, and Senior Investment Advisor of Capital Investment Advisors, who is a graduate of Schwab’s Executive Leadership Program.

Nov 20 2018

55mins

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Rank #20: The Advisor Who Gets the Most Client Stories…Wins

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Historically, the financial advisory business has been about a story of numbers. Today, it’s about a number of stories, say Mitch Anthony.

Of course, good advisors always knew that viewing our industry as a matter of number-crunching was just a fairy tale. And today, revolutions in technology and an aggressive marketplace have made that fairy tale ancient history.

Instead, pioneers in life-centered financial planning, like noted author and speaker Mitch Anthony, want to refocus our industry on a different story: the client’s.

How? By having better conversations that take place where money and life intersect.

Mar 19 2018

1hr 4mins

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Best of: Joe Duran

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Building one advisory firm with billions in AUM is hard enough. Joe Duran has done it twice, most recently selling United Capital to Goldman Sachs and becoming Head of Goldman Sachs Personal Financial Management. 

We had an insightful conversation about how he did it and what he sees for the future of financial advisors and for the advice they deliver.

Jul 27 2020

51mins

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3 Insights and 1 Warning from Peter Mallouk on Driving Growth Under Any Circumstances

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In March 2020, Covid-19 lockdowns were starting, businesses were scrambling, and the markets were in a state of shock.

Despite all that, Creative Planning, Inc. had one of its best months ever.

According to President and CEO Peter Mallouk, his firm brought in $500 million in net new assets. Instead of panicking and trying to get their money out of the markets, Peter says many of his clients were giving him more money to manage – and sending more referrals as well.

The seeds that Peter’s firm planted many years ago led to his clients turning to the firm during a moment of unprecedented uncertainty. While great marketing will get you noticed, it’s the total client experience package that will get and keep clients as Peter’s firm has amply demonstrated.

Some advisors lament the chaos caused by Covid-19, but others realize there’s a tremendous opportunity to go on offense and see this as a time to reach out to people who need you now more than ever.

Covid-19 is teaching investors that there’s a big difference between auto depositing into a robo account and working with a professional who is sensitive to your unique life needs.

And, increasingly, people are willing to pay for that difference, if you can deliver it.

On a recent virtual event, Peter and I talked about how advisors at any level can develop the kind of five-star experience that underscores your value to existing clients, drives referrals, and protects your business from fee compression.

Jul 13 2020

58mins

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The Mindset Behind Moving from Public Assistance to $2 Billion in AUM

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9 months of job interviews. 27 “No’s” from top advisory firms. 33,000 cold calls.

That’s all it took for Erin Scannell to open up his independent office and land his first client back in 1999.

Few people would have powered through that long, but as Erin Scannell explains on today’s podcast, he learned some hard lessons in perseverance and resilience growing up that continue to motivate him to this day.

Erin is the founder and CEO of Heritage Wealth Advisors in the Seattle area, where he directs 50 team members, 18 advisors, and about $2 billion in assets under management. Erin is also a regular on Barron’s list of the top advisors and an inspiration to anyone who thinks the next hurdle in your business’ growth is insurmountable – even if that hurdle is a global pandemic.

Jun 29 2020

1hr 12mins

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A 5-Step Process to Improve Your Digital Marketing

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The Covid-19 pandemic has forced financial advisors to shift the way you market your services. In person marketing and networking is severely restricted for the near future and if you want to succeed in this new world, you have to adapt to the new virtual reality.

Even before the pandemic, our industry was already making a shift towards digital marketing combined with digital events. Things like pay-per-click advertising, newsletters, podcasts, video, and virtual events like webinars, panels, and summits have been gaining steam for years. But now, the pandemic has accelerated that trend to light speed.

The most successful firms have jumped all over the virtual marketing trend and are crushing those firms who haven’t.

To help you succeed in virtual marketing, I hosted a virtual panel with two experts. Bill Keen is the founder and CEO of Keen Wealth Advisors, which is an RIA in the greater Kansas City area with half a billion dollars in assets under management. Lisa Salvi is Vice President, Business Consulting and Field Experience at Charles Schwab, where she oversees the advisor consulting group and produces the industry’s gold standard annual benchmarking report.

Jun 15 2020

1hr 4mins

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Using Radio, Podcasting, Social Media, and Writing to Build a Media Presence that Leads to New Clients

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In a Nutshell: There's no "silver bullet" marketing strategy that's going to turn your blogs and tweets into clients. But if you identify a niche and develop a consistent media presence that's appealing and engaging, you can reach your ideal clients where they're more likely to see and hear you.

Guest: Wes Moss, the chief investment strategist of Capital Investment Advisors, which is a multibillion-dollar RIA in Atlanta. Wes has been ranked as a top 100 independent advisor by Barron's. He's also the host of Money Matters, which is Atlanta's longest running live call-in radio show on investment and personal finance, a regular contributor to the Atlanta Journal-Constitution, and the author of three books.

My Key Takeaway: To build your media presence:

  1. Get writing. Wes and I both believe that writing is the key to finding your voice and starting to create stellar content.
  2. Re-purpose. Break down a good newsletter into a week's worth of social media posts. Turn audio from your webinar into a podcast. Use the intro from your last blog as a script for a 2-3 minute YouTube video.
  3. Automate and delegate. If you can use AI or a team of assistants to handle basic communication tasks you'll have more time to write, record, and get personal with clients.

Also Learn:

  1. Why the ability to self-publish media gives independent advisors an advantage over larger firms when trying to reach people.
  2. What advisors should know about trying to break into radio versus trying to start a podcast.
  3. How Wes answers the question, "I'm your client. What is the value that you provide to me?"
  4. What Wes' experience as a contestant on "The Apprentice" (back when President Trump was the host) taught him about succeeding in marketing and media.

Jun 01 2020

49mins

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How to Design and Deliver Effective Live and Virtual Events with Barron's Alison Rooney

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In a Nutshell: It's human nature to want to be part of a community. Hosting and participating in live events is essential to maintaining a connection with your client and prospect base and to furthering your own personal development -- even during quarantine.

Guest: Alison Rooney, Global Managing Director, Wealth Management, Barron's Group. Alison's team oversees the underwriting, membership, and content development for all of Barron's live events, including over 20 conferences geared towards elite practitioners.

My Key Takeaway: To create memorable events that will benefit and grow your community:

  1. Delegate responsibility. A Barron's-sized event requires a team of pros focused on specific details, but even your next webinar will have many moving parts to coordinate.
  2. Diversify your content. The broader your range of perspectives, topics, and speakers, the more likely you are to surprise, engage, and delight your audience.
  3. Never run out of coffee. Your attendees are going to remember whom they saw and what they learned, but it's the little hospitality touches that will determine how they feel about your event. For virtual events, "coffee" might be a friendly thank you email or an exclusive offer.

Also Learn:

  1. How Alison moves from "ideas by committee" to one lone decision maker when designing consistent and cohesive conferences.
  2. What the big three reasons are that attendees go to conferences and how to appeal to each.
  3. How the content that's most interesting to advisors, clients, and prospects has evolved in recent years.
  4. Why Alison always zeroes in on three or four people she wants to meet ahead of any conference she's attending.

May 18 2020

58mins

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Writing Yourself Into Your Client's Next Chapter

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In a Nutshell: Growing your business -- especially during a crisis -- depends less on your ability to manage money that it does on your ability to become an important part of your client's story.

Guests: Arthur Ambarik CFP® is the CEO of  Perigon Wealth Management, which currently has $1.8 billion in AUM. Rachel Elson has recently transitioned from a career as a personal finance journalist to working as a Financial Planning Associate at Perigon.

My Key Takeaway: In order to make you and your services major players in your client's financial narrative:

  • Do what other advisors don't. Find those pain points like helping family members or advising on a potential career change that fall through the cracks of old-fashioned advisory.
  • Be your client's friend. And remember: friends do things for each other because they genuinely want to help, not because they expect something in return.
  • Look outside the box when you're searching for talent. Money managers are a dime a dozen. Caring, curious, motivated people who are excited to learn the ropes are gold.

Also Learn:

1. Why Arthur and Rachel replaced traditional discovery summary letters with personalized financial narratives.

2. How your quality of service trumps your asset management when it comes to getting referrals and winning new business.

3. What Arthur has learned about balancing CEO-level responsibilities with client service responsibilities.

May 04 2020

51mins

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Bonus Episode: Coaching Clients Through Uncertainty

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Recently I was a guest on the Better Conversations, Better Outcomes podcast presented by BMO Global Asset Management. Host Ben Jones and I discussed my 5-point framework for effective communication with clients during a crisis. I developed this framework based on the mistakes I saw some advisors make back in the Global Financial Crisis (GFC). These advisors got hit with a double whammy of market declines and lost clients as they failed to effectively communicate with their clients as the GFC unfolded.

Apr 20 2020

1hr 10mins

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Shattering the Silicon Valley Entrepreneurial Myth and Uncovering the Soul of an Entrepreneur

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In a Nutshell: Silicon Valley unicorns make the billion-dollar headlines, but the true measure of an entrepreneur's success is how you align your business with your goals, your lifestyle, your values, and the impact you make in people's lives.

Guest: Author, journalist, and speaker David Sax. His new book, The Soul of an Entrepreneur: Work and Life Beyond the Startup Myth, approaches entrepreneurship from a broader, more personal, and more realistic perspective.

My Key Takeaway: To define success for yourself as an entrepreneur:

  • Accept that your business isn't Amazon or Facebook. You don't have to become a billionaire to be successful.
  • Be yourself. The misfit eccentric who dropped out of high school and skateboards to the boardroom in a hoodie is the exception. Successful bakeries, salons, restaurants, and, yes, financial advisory firms are run by hardworking people like you who have a dream and put a plan in place to achieve it.
  • Set purposeful but personal business targets. Don't try to grow like everyone else is. Build the business that you want to run.

Also Learn:

  • How to "get over the hump" of not seeing yourself as a real entrepreneur.
  • Why taking on loans or third-party investments to accelerate your growth might hurt your business more than it helps.
  • What seeing Heidi Klum on the cover of Maxim taught David about the unrealistic expectations our country sets for entrepreneurs.
  • The process David uses to write his books.

Apr 13 2020

1hr 5mins

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Bonus Episode: Redefining Wealth with Seth Streeter

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Seth Streeter is the CEO and founder of Mission Wealth, a leading wealth management company with more than $2.5 billion in assets under management. Seth was an early proponent of our industry's shift into Life-Centered Planning, and I could listen to him talk all day about how advisors can help folks redefine what wealth and happiness really mean.

Recently I heard an episode of the Wellness Revolutionaries podcast in which Mindbody co-founder Blake Beltram talked with Seth about this concept of redefining wealth. Their discussion was so insightful that I reached out to Blake, and he's been kind enough to let me share this episode here.

Some of the topics Blake and Seth cover include:

  • Why Seth believes money counts for only 10% of a person's wealth.
  • Seth's 10 Dimensions of Wealth and 7 Dimensions of Wellness.
  • How the values of a new generation of workers are reshaping the classic American Dream.
  • How to help retirees develop a "Life 3.0 Vision" based around the freedom to pursue passions, strengthen relationships, and build their legacies.
  • Preparing your business for the paradigm shift Seth sees in how our culture views money and defines wealth.

Thank you Blake and Seth for letting me post this episode.

Mar 30 2020

57mins

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How This Barron's Hall of Famer Leveraged Workplace Workshops to Build a 10-Figure AUM Business

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In a Nutshell: Hard work, a deep love for his clients, and a niche working with retirees of a particular company led this advisor to the pinnacle of the profession.

Guest: Barron’s Hall of Famer Scott Tiras, President of Tiras Wealth Management, which is a private wealth advisory practice of Ameriprise Financial Services. Scott has more than 30 years of experience as an advisor. Currently he manages around 700 family relationships and more than $1.5 billion in assets.

My Key Takeaway: To create an experience that makes clients feel like they’re your only client:

  1. Identify your “bread and butter client,” meaning the people to whom you can bring the most value over time.
  2. Focus your pitch and your value proposition on what Scott calls “the soft side of retirement” — the things clients and prospects will be retiring to, not just their raw numbers.
  3. Challenge yourself and your team to excel. Scott channels his competitive energy into running a world-class business. You need to find a similar motivation and drive to deliver “hall of fame” service and keep growing.

Also Learn:

1. How Scott targets a local company niche with on-site workshops that demonstrate his expertise and lay the foundations for strong relationships.

2. How Scott leverages his team of 16 to support him and personalize the relationship building touches that keep his clients connected to the business.

3. What Scott does to build his brand and play an active role in his community so that he has a noticeable, positive presence.

Mar 23 2020

36mins

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3 Customer Experience Triggers That Drive Growth, Loyalty, and Referrals

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In a Nutshell: A "wow" customer service experience meets clients needs, engages customers on terms that gel with their lifestyle, and creates genuine human connection. Hitting those check marks is what separates Ritz-Carlton, Starbucks, Zappos, and the best financial advisory firms from the rest of the pack.

Guest: Joseph Michelli, a bestselling author, an international speaker, an organizational consultant, and one of the world's leading authorities on how to develop joyful and productive workplaces with a focus on the customer experience.

My Key Takeaway: To give your clients a "Ritz-Carlton" advisory experience they'll be sure to tell their friends about:

1. Don't strive for excellent customer service. Seek perfection. The companies that try to deliver better service tomorrow than they did today are the ones that build the priceless brand loyalty that sets them apart from their competition.

2. Focus your client experience around addressing "peaks and pains." Find small ways to celebrate big wins with clients that your planning helped them achieve. Use your financial expertise and your human empathy to mitigate painful moments -- like, say, a sudden market downturn after a global virus outbreak.

3. Make the most out of every face-to-face interaction you have with a client. Your most effective marketing doesn't happen in Facebook ads or on a billboard. It happens when a client is in your office getting five-star treatment from the moment they walk in the door. You won't have to ask your clients for referrals -- you'll be earning them.

Also Learn:

1. Why you wouldn't take a first date to McDonald's and what that says about good service vs. great hospitality.

2. How to integrate your tech stack with your advisory team to create elevated customer experiences on a consistent basis.

3. What Joseph Michelli learned about world-class customer service and team leadership from Howard Schultz, Airbnb, and Mercedes-Benz.

Mar 09 2020

53mins

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Bonus Episode: Enhancing Your Discovery Process by Becoming a Better Biographer

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On this special bonus podcast episode, I'm doing something I've never done before: republishing someone else's podcast. I think you're really going to enjoy this episode of the Top Advisor Marketing Podcast, hosted by Matt Halloran and featuring guest Mitch Anthony.

This was a really fun listen for me because I go back a long way with both of these guys. Matt was one of the best coaches we had when I was running Peak Advisor Alliance. And Mitch is my business partner in ROL Advisor, our online platform that's helping advisors refocus the planning conversation on people's lives, not just their money. And that idea is at the heart of Mitch's conversation with Matt. They do a real deep dive into how advisors can use the discovery process to reveal the client's story and understand how significant life experiences have shaped the client's relationship to money.

In addition to discussing how ROL Advisor builds out that initial storytelling into an engaging client experience, Mitch and Matt also talk about:

  • How to guide clients towards an empowering decision-making mindset that makes them feel more in control of their planning.
  • What kinds of questions you can ask to help clients connect their means to a sense of meaning.
  • Why dialogue is more powerful than monologue.
  • What the true purpose of money is.
  • How to get more comfortable and more adept at helping clients manage the emotional side of financial life transitions.
  • How to pull all of the above together to create a value proposition that's truly valuable to clients and prospects.

A big thanks to Matt Halloran and the team at Top Advisor Marketing for letting me share this insightful conversation.

Mar 02 2020

32mins

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Building a Billion-Dollar Advisory Firm One Relationship at a Time

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Where does the drive come from for top achievers who keep knocking it out of the park long past the point that many of us would have kicked up our feet and called it a career?

That question has fascinated me for decades and today's podcast guest, Laila Pence, CFP®, shared with me one of the most compelling stories I've ever heard about overcoming early life challenges to become one of the country's most successful and respected financial advisors.

As we talked at the Barron’s Teams Summit in Las Vegas, Laila also explained how her approach to overcoming some incredible personal hardships informed how she built her billion-dollar advisory firm with an intense focus on creating true, lasting relationships with her clients.

Laila Pence is the President of Pence Wealth Management, one of the nation’s leading private wealth management firms with over $1.0 billion in AUM. She’s currently ranked in the top 1% of female financial advisors nationwide and, in 2019, she was named among the top 6 female financial advisors in the country by Forbes, and the #38 top independent financial advisor nationally by Barron’s Magazine. Forbes also ranked Laila #1 on their Best-in-State Wealth Advisors List for Southern California in 2019.

Feb 24 2020

44mins

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Grow Faster by Solving the Needs of a Niche in a Unique Way

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In a Nutshell: All financial advisors deliver services and advice. The ones who are growing their businesses find creative ways to stand out in an increasingly crowded marketplace and attract a niche of clients they can offer the most value to.

Guest: Steve Wershing. Steve is the President of The Client Driven Practice and the author of Stop Asking for Referrals. He's also the cohost of a great podcast called Becoming Referable.

My Key Takeaway: To differentiate both your firm and your prospective client base:

1. Discover, design, develop, and declare your niche.

2. Craft a unique client experience that will cater to your ideal client.

3. Remember: a niche is a need that sets your clients apart, and a need that you are able to service in a unique way.

Also Learn:

1. Why separating "target" from "niche" is essential to transforming your business.

2. How simple tweaks to things like your meeting calendar can have a big impact on your niche client experience and drive up your value to clients.

3. What kinds of dialogues you can have with clients that will lead to referrals ... without you having to ask for them.

Feb 10 2020

51mins

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Creating a Remarkable Client Experience Through Personalization, Co-Creation, and Journey Mapping

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In a Nutshell: Delivering great service is table stakes. Drive toward extraordinary by creating a unique, emotionally engaging experience for each individual client.

Guest: Julie Littlechild. Julie is a leading expert on the drivers of client engagement. She's also the cohost of the Becoming Referable podcast and the author of the book The Pursuit of Absolute Engagement.

My Key Takeaway: To create an engaging client experience that becomes a magnet for new ideal clients:

Be intentional about designing a discovery and planning process that engages your clients emotions and makes them feel more connected to you. Focus less on a prospect's assets and more on how they view themselves, then deliver an experience that is tailor made for who they are. Draw a distinction between service and hospitality ... and excel at both.

Also Learn:

1. Why creating a client journey map should be an essential early step in thinking about your systems and services.

2. How to put your firm and its ideal clients to an "Authenticity Test" that will make you think about what you're really trying to accomplish as an advisor and as a business owner.

3. What it means for advisors and their clients to "co-create" a financial planning experience together.

Jan 27 2020

51mins

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Leveraging AI to Automate 30 - 40% of Your Mundane Tasks

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In a Nutshell: In 2020, the most successful advisors have moved past worrying about "competing" with technology. Instead, they're finding ways to automate the 30 - 40% of the mundane tasks that are necessary for relationships but don't enhance them, so that they can focus on the human conversations that create real lasting value -- and more business.

Guest: Matt Reiner, CFP® CFA®, the cofounder and CEO of Benjamin, "the world’s first A.I. assistant created for advisors by advisors."

My Key Takeaway: Used properly, AI can do things human advisors don't need to be doing so that we can focus on things AI can't do, like:

Build better relationships with our clients. Coach our clients on financial matters so that they make better decisions and feel more in control of their futures. Help clients clarify what their money is for and live their best life possible today, not just in retirement.

Also Learn:

1. Why you need to start thinking about technology -- and AI in particular -- as your partner, not your enemy.

2. How an AI platform can help keep your margins and expenses under control during a burst of high growth.

3. What nuts and bolts integration and training looks like when you decide to add an AI component to your tech stack.

Jan 13 2020

52mins

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My 3 Words for 2020

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A single word or a short phrase could permanently change your life.

When you were young, a teacher may have said something to you that forever altered how you viewed yourself—good or bad. Maybe a parent said something that still sticks with you today. Or perhaps a former boss made a comment that drives you nuts to this day—I’m in that boat!

In a similar way, this “My 3 Words” exercise I learned from Chris Brogan is designed to empower you with 3 words that drive your actions and keep you on track to make this your best year ever.

This is the sixth year now where I’ve begun the year by identifying 3 words that will set the course, give me direction, and totally excite me as I move through the year. I write these words at the top of my Daily Outcomes sheet and look at them daily throughout the year.

The premise is simple. Pick 3 words that motivate you, remind you, and guide you on your road to making 2020 your best year ever.

I encourage all my clients to do this and I encourage you to do this same exercise as it will help you stay focused on the most important outcomes for the year.

Dec 30 2019

24mins

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Building a Wildly Successful Marketing Machine

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In a Nutshell: The largest financial advisory firms have developed consistent marketing programs that deliver a predictable stream of ideal clients...and there's just a handful of different ways to do it.

Guest: Brad Johnson. Brad is the Vice President of Advisor Development for Advisors Excel. He's also the host of a great podcast for financial advisors called The Elite Advisor Blueprint.

My Key Takeaway: To get your marketing machine humming:

- Understand that marketing is NOT optional. Referral marketing is not enough. Choose from a list of five broad marketing buckets (with an infinite number of tactical ways to execute), and implement aggressively and consistently.

- Marketing is math. Don't let your emotions distract you from the key numbers that will determine how and when a particular marketing initiative will pay off. 

- Make practicing a practice. Once you identify the most effective marketing strategy for your ideal client pool, practice and pursue mastery of it. 

Also Learn:

1. Why strong marketing that keeps your business growing double digits each year is one of the most effective ways of retaining top talent.

2. How one well-produced piece of content (like a book) can be repurposed, sliced and diced, and become an evergreen source of more content (like blog posts, short videos, and social media posts).

3. What sets apart a valuable proprietary process from a generic commodity that prospects can get from any advisor.

Dec 16 2019

1hr 15mins

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How to Shift From a Financial Advisor to a Financial Coach

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In a Nutshell: Shifting from being a financial advisor to being a financial coach could be the next evolution of how financial guidance is delivered and enable independent human advisors to remain profitable and relevant.

Guest: Todd Tresidder. Todd is a former hedge fund manager who transitioned into a successful financial coaching career. Recently, he has adapted his coaching into a series of premium online courses on wealth building at Financial Mentor. 

My Key Takeaway: In order to keep adding to your value proposition:

-  Spend more time empowering clients and less on enabling them.

- Help your clients find the path to the next step, help them always be taking that next step, and help them avoid the missteps that are in their path.

- Consider getting formal training in how to coach people, from organizations like Coaches Training Institute.

Also Learn:

1. How the act of gaining financial freedom doubles as a path to personal growth.

2. How a financial coach's services differ from a traditional financial advisor's. 

3. What separates most people from setting their wealth goals and actually achieving them. 

Dec 02 2019

1hr 11mins

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iTunes Ratings

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Superb RIA advise!

By Joe "El Magnifico" Fernandez - Apr 29 2020
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Recent industry changes keep accelerating at an ever faster pace and this podcast is the calm in the storm. I have been in the business for the last 23 years and recent 13 as my own RIA and insurance agent. The information in these podcast are invaluable to staying in the game. Highly highly recommend for any level adviser.

Awesome Podcast!!!

By Clarisse Gomez - Mar 17 2020
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Steve, host of the Between Now and Success podcast, highlight all aspects of business, investing and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!