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Financial Advisor Success

Updated 7 days ago

Rank #8 in Business News category

Business
Investing
News
Business News
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The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd’s Eye View at www.Kitces.com.

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The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd’s Eye View at www.Kitces.com.

iTunes Ratings

431 Ratings
Average Ratings
371
22
21
5
12

Michael is amazing

By veryfrustrated1 - Aug 28 2019
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His knowledge and insight is fantastic, does a wonderful job with his guests.

Lots of great info!

By Patrick K F - Jun 13 2019
Read more
Thanks Michael, your podcasts are always so insightful and packed with great info!

iTunes Ratings

431 Ratings
Average Ratings
371
22
21
5
12

Michael is amazing

By veryfrustrated1 - Aug 28 2019
Read more
His knowledge and insight is fantastic, does a wonderful job with his guests.

Lots of great info!

By Patrick K F - Jun 13 2019
Read more
Thanks Michael, your podcasts are always so insightful and packed with great info!
Cover image of Financial Advisor Success

Financial Advisor Success

Latest release on Jan 14, 2020

Read more

The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd’s Eye View at www.Kitces.com.

Rank #1: Ep 153: Generating More Productive Referrals By Closing The Gap Of Prospects Who Are Referred But Never Call with Dan Allison

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Dan Allison is the founder of Feedback Marketing Group, a marketing and sales consulting firm that helps financial advisors to increase their growth by teaching methods to generate referrals from existing clients. Today Dan joins the show to discuss how he uses his background in behavioral psychology to help his clients to find more referrals by reducing their mental barriers, allowing them to be more open to the possibility of new clients. 

Listen in as Dan shares the five key points that he focuses on when helping generate more referrals, including being educated on the services your firm provides. You’ll learn the importance of showing that you actually care about your clients, what your introduction strategy should be, and more.

For show notes and more visit: https://www.kitces.com/153 

Dec 03 2019

1hr 52mins

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Rank #2: Ep 007: Building a Highly Profitable Lifestyle Practice by Age 35 with Matthew Jarvis

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In this episode, Matt talks about how he transformed a stagnant firm into a profitable lifestyle practice with the help of his father Nathaniel (the founder of Jarvis) and his two excellent office staff. He outlines the business’ metrics, service model, and the infrastructure he’s built to ensure his clients get excellent service even if he’s not in the office.

We also talk about industry criticism of lifestyle practices and the heavy investment Matt and his team have made in the technology that keeps the business running. He discusses the future of the practice and the factors he weighs when considering new clients, including potentially spending less time with his family.

Get the full show notes and transcript for this episode at: https://www.kitces.com/7

Feb 14 2017

1hr 22mins

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Rank #3: Ep 114: Why Creating A Great Client Experience Is About More Than Just Great Service with Dennis Moseley-Williams

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Dennis Moseley-Williams is the founder of DMW Strategic Consulting, a boutique consulting firm that works with financial advisors to help them design and deliver a great client experience. Not simply focused on how to improve client service, Dennis studied under Joseph Pine, co-author of the seminal book The Experience Economy, and is trained in applying the book’s concepts specifically to the domain of financial advisors.

In this episode, Dennis breaks down the difference between simply giving better service and a creating truly distinct experience. Listen in to learn what practical steps you can take to start adapting your firm toward improving client experience, how to more effectively target who you want to serve, and so much more.

For show notes and more visit: https://www.kitces.com/114 

Mar 05 2019

1hr 54mins

Play

Rank #4: Ep 152: Getting Comfortable With Sales By Simply Seeking To Find Qualified Prospects To Inform with Beverly Flaxington

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Beverly Flaxington is the founder of The Collaborative, which provides sales training and organizational development support for financial service firms. A firm believer that it’s not just about knowing what to do, it’s about knowing how to change your behavior to actually do it, Beverly joins the show to share the human behavioral coaching approach she takes to teach sales and how to get more comfortable selling your services. 

In this episode, we discuss how to determine if a prospect is a qualifying client, as well as the right questions to ask a client to get to know them better. Listen in to hear Beverly’s advice on how to conduct a meeting with a client, the importance of getting specific about who you serve, and more.

For show notes and more visit: https://www.kitces.com/152   

Nov 26 2019

1hr 59mins

Play

Rank #5: Ep 088: Learning A More Genuine Sales Conversation Approach To Better Turn Prospects Into Clients with Nancy Bleeke

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Today we’re going to talk about a topic that makes many financial advisors cringe: sales. But despite the negative reaction many people within the industry have to this topic, my guest today is here to explain why “sales” actually isn’t a dirty word. Nancy Bleeke is the founder of Sales Pro Insider, a training platform for financial advisors that teaches how to better turn prospects into actual clients, and she’s here today to share how to take a comfortable and ethical approach to selling that really works. In this episode, Nancy shares her somewhat nontraditional sales training approach that simply focuses on having a structure to conversations with prospects to ultimately help them make a decision or take an action at the end. Listen in to hear her expert advice for how to talk to both prospects and clients using the WIIFT™ structure—which is both focusing on what’s in it for them and a five-step conversation process—the big mistakes many financial advisors make that scare away potential clients, and what it takes to increase both your comfort level and the comfort level of your prospects when it comes to selling.

For show notes and more visit: https://www.kitces.com/88

Sep 04 2018

1hr 51mins

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Rank #6: Ep 003: How to Become a More Referable Advisor with Julie Littlechild

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Julie Littlechild is a speaker, writer, and researcher focused on understanding and improving financial advisors’ engagement with their teams and their clients. She is now the founder of Absolute Engagement, a firm that provides ongoing research into personal, client, and team engagement to support a dynamic business. One of her primary subjects of research, which is especially relevant helping financial advisors get more and better quality referrals from clients that will help grow your practice.

Julie talks about how she got drawn into the world of financial advisors in the first place and how she knew coaching wasn’t the right fit for her. We then discuss why satisfied clients often don’t translate into quality referrals, and the steps you can take to increase the number of referrals you do get. Julie also shares the experience of selling her coaching business

Get the full show notes and transcript for this episode at: https://www.kitces.com/3 

Jan 17 2017

1hr 18mins

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Rank #7: Ep 024: How Mindset Drives Success And The 7 Freedoms Of Limitless Advisers with Stephanie Bogan

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Stephanie Bogan has achieved the level of success that most financial advisors aspire to reach.  She sold her practice, Quantuvis Consulting, to Genworth Financial and now lives in Costa Rica, coaching other advisors. In this episode, she shares her perspective on growing a serious consulting business.

Stephanie attributes the rapid growth of her firm to a focus on helping other firms transform their own growth rates. She's worked with clients on business strategy, human capital, operations management, and marketing techniques, and she's developed a top reputation for coming up with valuable, tangible solutions. 

Get the full show notes and transcript for this episode at: www.kitces.com/24

Jun 13 2017

1hr 58mins

Play

Rank #8: Ep 069: Interrupting The Pattern With The Philosophy That Each Client Is The Only Client with Barry Glassman

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Barry Glassman is the founder and president of Glassman Wealth Services, a wealth management firm in the Washington D.C. area that has grown to nearly $1.2 billion in assets under management in barely ten years. Now serving about 250 affluent client families, the company’s impressive growth makes sense when you consider the time and energy Barry spends focusing on building the firm as a business, as well as his distinct methods for standing out to clients.

In this episode, he shares his unique approach to differentiating Glassman Wealth by doing what he calls “interrupting the pattern” from what clients and prospects are typically used to. Listen in to learn the uncommon industry practices that have worked to win over clients, advice for sticking out in prospects' minds, and more.

For show notes and more visit: https://www.kitces.com/69 

Apr 24 2018

1hr 42mins

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Rank #9: Ep 102: Transitioning From Wirehouse To Independence with Michael Henley: Is The Grass Really Greener?

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There has been a lot of buzz over the past couple of years about the breakaway trend that has seen sizeable advisory firms moving away from wirehouses, and my guest today very recently went through that process himself. After spending the first decade of his career at Merrill Lynch, Michael Henley moved on to become co-founder and CEO of Brandywine Oak Private Wealth, an independent advisory firm that manages more than $500 million of client assets, at just thirty-four years old.

In this episode, Michael shares what made him decide to go independent after he’d been so loyal to Merrill Lynch that he had a bull-shaped wedding cake, as well as how he handled the breakaway transition not quite going the way he expected. Listen in to hear what it was like for him to build an advisory firm in the wirehouse environment, the unique way he created the necessary startup capital to fund his transition, and how the grass is—and isn’t—greener in the independent channel.

For show notes and more visit: https://www.kitces.com/102 

Dec 11 2018

1hr 51mins

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Rank #10: Ep 100: Scaling A Financial Life Management Firm By Starting With Client Intentions Instead Of Goals with Joe Duran

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Joe Duran is the founder and CEO of United Capital, a national independent RIA that oversees nearly $25 billion of assets under management and consistently ranks as one of the nation's fastest-growing wealth counseling firms. However, Joe doesn’t view his firm as being in the wealth management business; he sees it as being in the financial life management—or FinLife—business, because, as he puts it, the primary focus of the company is to help clients live richly, not die richly.

In this episode, Joe opens up about the unique approach that has seen United Capital grow to more than $200 million of revenue in under 15 years, as well as what holds many advisors back from experiencing similar growth. Listen in to hear what he says is the secret to scaling an advisory business, the major shifts he predicts for the financial planning world, and his advice for new advisors coming into the industry today.

For show notes and more visit: https://www.kitces.com/100

Nov 27 2018

1hr 50mins

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Rank #11: Ep 065: Building A True One-Stop Shop Advisory Firm To Drive Organic Growth with Peter Mallouk

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Today’s guest has been able to grow his firm from under $100 million to nearly $35 billion in AUM in just 15 years—without relying on mergers and acquisitions. Peter Mallouk is the president of Creative Planning, one of the largest independent RIAs in the country, and he’s built an organic growth machine through a combination of strategic partnerships and creating a one-stop shop with enough size and scale to deliver the kind of comprehensive value that really makes clients refer.

In this episode, Peter shares what led to his firm’s tremendous growth, as well as why Creative Planning includes not only financial planning and investment services, but also divisions for tax preparation, estate planning, and trust services. He also talks about the broader trends in the advisory industry, how the marketplace is shifting, and the competitive threats that advisory firm owners are going to have to navigate in the coming years.

For show notes and more visit: https://www.kitces.com/65 

Mar 27 2018

1hr 30mins

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Rank #12: Ep 110: Adapting The 4-Hour Work Week Into A Highly Profitable 4-Month Work Year Lifestyle Practice with Micah Shilanski

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My guest today transitioned from working over 70 hours per week to refining his practice to the point that he’s now only in the office for four months out of the year. Micah Shilanski is a partner with Shilanski & Associates, an independent RIA in Anchorage, Alaska that oversees nearly $130 million of assets under management for almost 160 client households. Focused on a niche of helping federal employees with their retirement benefits, the firm has streamlined its processes and increased efficiency to maintain Micah’s unique schedule while still growing 20% per year.

In this episode, Micah shares how he’s managed to grow such a profitable practice despite his time out of the office, as well as the steps he’s taken to make the most of the time he does spend working at the firm. Listen in to learn how he sets client expectations about his unusual schedule from the very beginning, how he differentiates his practice to justify their above-average fees, and advice for any advisor who wants to improve his or her own efficiency at work.

For show notes and more visit: https://www.kitces.com/110

Feb 05 2019

1hr 56mins

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Rank #13: Ep 037: Leveraging Unique Centers Of Influence To Grow A Niche Advisory Firm For Doctors with Johanna Fox Turner

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Today’s guest has seen her company go from gaining nearly 150 clients over a decade to yielding four prospect inquiries per week. How did they do it? Let’s just say Johanna Fox Turner has discovered the power of finding a niche. Her fee-only financial advisory firm, Fox & Company, recently switched to focusing on physicians as its specialty. It has since seen such rapid growth – there is now a six to eight week waiting list for new clients.

 On this episode, Johanna shares with us how she managed her company’s change in focus – restructuring their advisory fees from an AUM model to a three-tiered retainer structure. We also learn how she has been able to generate a high volume of referrals through unique centers of influence.

 Johanna explains how she broke the news of shifting into a niche to her existing clients, and why her existing non-doctor clients have stayed with her as she focuses into her new doctor niche.

Get the full show notes and transcript for this episode at: www.kitces.com/37

Sep 12 2017

1hr 24mins

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Rank #14: Ep 048: Creating Tangible Advisor Marketing Messages For Intangible Financial Planning Services with Gail Graham

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Today’s guest is the CEO of Graham Strategy, a marketing consulting firm that helps financial advisors craft relevant marketing messages to reach their target clientele. Gail Graham has had a fascinating career spanning a wide range of advisory businesses, and she has held a similar marketing role as she moved from the private wealth division of PNC Bank to Fidelity’s Private Client Group, and later to her position as Chief Marketing Officer for United Capital. The experience she has gained over the years means she truly understands what it takes to successfully market an intangible like financial planning services.

In this episode, we talk in depth about how to more effectively communicate financial planning and its value, as well as why financial advisors need to get clear about who their ideal client is. We also discuss why it’s absolutely essential to focus in order to find the right marketing messages that really resonate and Gail’s process for finding and refining your own value proposition.

For show notes and more visit https://www.kitces.com/48

Nov 28 2017

1hr 44mins

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Rank #15: Ep 080: Navigating The Path From High Volume Insurance Agent To Focused Financial Planner with Matthew Blocki

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My guest on today’s podcast has grown his niche practice of serving physicians and retirees to nearly $70 million in assets under management and $800,000 of revenue in just eight years. Matthew Blocki is a 30-year-old financial advisor who built his financial-planning-centric business by starting out at Northwestern Mutual and quickly evolving from nearly 100 transactional insurance clients per year to a hyper-focused practice that’s aiming to grow with just 15 affluent clients per year instead. In this episode, Matthew shares how he got started and survived in the early years of building his practice from scratch, as well as how he differentiated himself as a 20-something advisor working with retirees. Listen in to hear what helped shape his career in the beginning, how his practice and focus have changed over the years, and what it takes to come out exponentially ahead in your business.

For show notes and more visit: https://www.kitces.com/80

Jul 10 2018

1hr 44mins

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Rank #16: Ep 091: Increasing The Value Of Advice By Focusing On Life-Centered Planning For Transitions Not Goals with Mitch Anthony

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My guest today trains and coaches financial advisors on how to ask the right questions in order to have better conversations with clients. Mitch Anthony is the co-founder of ROLAdvisor, a coaching community that helps practices transform into Life-Centered Planning firms. With his truly unique gift for finding the right words for effective client conversations, Mitch describes the value of financial planning itself based on six principles that all advisors should take into account.

In this episode, we talk about the real value that financial advisors provide, as well as the best way to communicate this to clients and prospects. Listen in to hear Mitch’s advice for effective client conversations, the problem with the traditional focus of benchmarking an advisor’s return on investments, and why he is more focused on providing what he calls a “return on life.”

For show notes and more visit: https://www.kitces.com/91

Sep 25 2018

1hr 42mins

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Rank #17: Ep 135:  Developing The Systematized Business Development And Financial Planning Playbooks To 10X Your Advisory Business with Kathryn Brown

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Kathryn Brown is the co-founder of Morton Brown Family Wealth, a firm that oversees nearly $110 million of assets under management for 85 affluent households. With her firm now positioned for the potential of 10x growth in the upcoming years, Kathryn has overcome many challenges to get to where she is today.

In this episode, she opens up about her inspirational journey, including how she persevered despite learning she had breast cancer and undergoing surgeries while she was preparing to go independent. She also discusses the playbooks that she and her partner developed for Morton Brown, why her firm decided to bring on a data geek as one of their first hires, and so much more.

For show notes and more visit: https://www.kitces.com/135 

Jul 30 2019

1hr 46mins

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Rank #18: Ep 131: The (Nearly) $1B Solo Advisor: Scaling Up Client Focus By Outsourcing Everything Else with Dan Goldie

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Dan Goldie, the former president of Dan Goldie Financial Services, started out in 1991 with no clients or assets under management. Through focus and drive, he built up his firm to $900 million of assets for 275 affluent clients—all without even a full-time administrative staff member. Today he joins the show to discuss how he structured his advisory business and his approach to customizing everything he does.

For show notes and more visit: https://www.kitces.com/131 

Jul 02 2019

1hr 39mins

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Rank #19: Ep 086: Mastering Marketing As A Solo Advisor By Simply Sharing Your Authentic Self with Eric Roberge

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Eric Roberge is the founder of Beyond Your Hammock, an independent RIA that specializes in financial planning services for high-income young professionals in their 30s and 40s. In just five years, Eric propelled his advisory firm from $0 to $300,000 of revenue with a unique marketing approach that's earned him a fair share of criticism along the way.

In this episode, he shares how his unusual marketing process works, as well as why it serves as the ultimate differentiator for his business. Listen in to learn how he survived the early years of getting his practice off the ground, what he did to move away from the way advisory businesses typically operate, and how he ultimately figured out and attracted the exact type of client he wanted to serve by simply being himself.

For show notes and more visit: https://www.kitces.com/86

Aug 21 2018

1hr 29mins

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Rank #20: Ep 051: What Robo-Advisors Can Teach Human Advisors About Evidence-Based Behavioral Finance with Dan Egan

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Today we have a different kind of guest on the show, and he offers a unique perspective for more reasons than one. Not only is Dan Egan a representative of the so-called “robo-advisor” Betterment, but, ironically, he also serves as their Director of Behavioral Finance and Investments. Given that the primary criticism robo-advisors get is for their supposed inability to help clients with their behavioral issues when it comes to investing, Dan provides an interesting viewpoint that is also very informative.

In this episode, Dan shares the real picture of how things work for onboarding clients at businesses like Betterment, how his company tests behavioral finance interventions using a robust scientific process, and what we can all learn from their findings. Listen in to hear the insights they’ve gained, as well as advice that all advisors can apply to improve their own services.

For show notes and more visit: https://www.kitces.com/51 

Dec 19 2017

1hr 47mins

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Ep 159: Navigating Financial Advisor Career Opportunities Under The Employee Model with Kelly Shikany

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Kelly Shikany is a financial advisor and Director of Wealth Management for Lakeside Wealth, a hybrid RIA where she manages a base of nearly $90 million in client assets. Deciding to not hang her hat as a solo advisor, Kelly instead navigates existing advisory firms so she can focus more on her clients. She joins the show to discuss her career path and how she has worked her way to the successful position she is in today.

In this episode, we talk about how Kelly grew her client base in her younger years by conducting “women’s circles” so she could establish relationships in her small-town community. Listen in to learn how she differentiated herself from other advisors in the area, how she structures her week to maximize personal productivity, and what helped her overcome feelings of failure so they wouldn’t hold her back.

For show notes and more visit: https://www.kitces.com/159      

Jan 14 2020

1hr 30mins

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Ep 158: Leveraging Outsourcers To Go From Employee To Independent Without Building It All Yourself with Steph Bruno

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Steph Bruno is the founder of Sea to Peak Financial Advisors, an independent RIA that oversees nearly $70 million in assets under management for 45 affluent clients. Today Steph joins the show to discuss the process of branching out and starting her own independent firm after spending 15 years as an employee for another firm.  

Listen in as she explains why she decided to take the leap from a stable paycheck to building her own business from scratch, as well as how she rebooted her marketing in the process. You’ll learn what made her decide to hire a personal coach to help her work through the difficult first few years of running her own business, how she integrates life planning conversations into her planning process, and what she’s choosing to focus on now that she is running her own firm.

For show notes and more visit: https://www.kitces.com/158      

Jan 07 2020

1hr 39mins

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Ep 157: Building Your Own Personal Brand To Complement And Not Compete With Your Advisory Firm with Peter Lazaroff

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Peter Lazaroff is a shareholder and the Co-Chief Investment Officer of Plancorp, an independent RIA that oversees nearly $4.4 billion of assets under management for 1,300 affluent clients. Today he joins the show to discuss how he has been able to build his own personal brand, both as a mechanism to grow his client base and to help him navigate career opportunities.

Listen in as Peter describes the way he has “niched down” by creating content for his target audience through a blog, emails, and a book. You’ll learn why he encourages his team to create personal brands, the importance of staying focused on the clients you want to reach, and more.

For show notes and more visit: https://www.kitces.com/157     

Dec 31 2019

1hr 51mins

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Ep 156: Establishing Next Generation Career Tracks And Business Development Training For Long-Term Sustainability with DeLynn Zell

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DeLynn Zell is the founder and CEO of Bridgeworth Financial, a hybrid RIA that oversees nearly $1.6 billion of assets under management for almost 2,000 clients. Today DeLynn joins the show to discuss how Bridgeworth was built from the start to sustain past the founders and how they have taken steps to attract next-generation talent to ensure the firm remains a success in the long run. Listen in as we talk about the difficulties DeLynn faced in the early years of her career, as well as how the gender split of CFP professionals may shift in the future. You’ll learn the four-tier career path her firm has created, how they structure their compensation for partners, and why they are reinvesting into business development and training for next-generation partners.

For show notes and more visit: https://www.kitces.com/156   

Dec 24 2019

1hr 54mins

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Ep 155: Eschewing A Bricks-And-Mortar Office For Reduced Overhead And (Virtual) Flexibility with Derek Notman

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Derek Notman is the founder of Intrepid Wealth Partners, operating as an agent for New York Life and overseeing nearly $50 million in assets under management for almost 200 clients. Today Derek joins the show to share how he evolved his advisory firm from a high-volume, bricks-and-mortar office into an entirely virtual practice. Listen in as he shares how he built up his virtual practice and team, as well as how he has been able to grow his business and income. You’ll learn what made him decide to transfer 80% of his clients to other advisors, why he has chosen to create a narrower niche focus, and more.

For show notes and more visit: https://www.kitces.com/155    

Dec 17 2019

1hr 47mins

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Ep 154: (Re-)Igniting Your Advisor Marketing By Defining Client Avatars And Removing Impediments To Action with Mary Beth Storjohann

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Mary Beth Storjohann is the Chief Marketing Officer for Abacus Wealth Partners, an independent RIA that oversees nearly $2.6 billion in assets under management for almost 1,700 clients. After joining us for episode 61 nearly two years ago, today she is back for a second time to discuss the major changes she has made since then. Listen in as we discuss why Mary Beth decided to sell her own firm to take on a marketing leadership role in an even larger firm, as well as what this new role entails. You’ll learn how Mary Beth determined avatars for the firm's marketing, how she allocates her marketing budget, and what she believes every firm can do to better their marketing.

For show notes and more visit: https://www.kitces.com/154   

Dec 10 2019

1hr 45mins

Play

Ep 153: Generating More Productive Referrals By Closing The Gap Of Prospects Who Are Referred But Never Call with Dan Allison

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Dan Allison is the founder of Feedback Marketing Group, a marketing and sales consulting firm that helps financial advisors to increase their growth by teaching methods to generate referrals from existing clients. Today Dan joins the show to discuss how he uses his background in behavioral psychology to help his clients to find more referrals by reducing their mental barriers, allowing them to be more open to the possibility of new clients. 

Listen in as Dan shares the five key points that he focuses on when helping generate more referrals, including being educated on the services your firm provides. You’ll learn the importance of showing that you actually care about your clients, what your introduction strategy should be, and more.

For show notes and more visit: https://www.kitces.com/153 

Dec 03 2019

1hr 52mins

Play

Ep 152: Getting Comfortable With Sales By Simply Seeking To Find Qualified Prospects To Inform with Beverly Flaxington

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Beverly Flaxington is the founder of The Collaborative, which provides sales training and organizational development support for financial service firms. A firm believer that it’s not just about knowing what to do, it’s about knowing how to change your behavior to actually do it, Beverly joins the show to share the human behavioral coaching approach she takes to teach sales and how to get more comfortable selling your services. 

In this episode, we discuss how to determine if a prospect is a qualifying client, as well as the right questions to ask a client to get to know them better. Listen in to hear Beverly’s advice on how to conduct a meeting with a client, the importance of getting specific about who you serve, and more.

For show notes and more visit: https://www.kitces.com/152   

Nov 26 2019

1hr 59mins

Play

Ep 151: Expanding Your Advisory Firm's Reach With A Retail Prosperity Pie Shoppe with Luna Jaffe

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Luna Jaffe is the founder of Lunaria Financial, an advisory firm that oversees nearly $55 million in assets under management for 100 client households. In an effort to make financial knowledge affordable, Luna launched the Sacred Money Studios and Prosperity Pie Shoppe, a literal pie shop across the street from her advisory firm office that offers low-cost financial education programs on budgeting. 

In this episode, we discuss the budgeting philosophy her business teaches, as well as the real-world challenges that come with opening up a retail store with employees. Listen in to hear what Luna has learned while trying to expand the reach of financial education through a retail store, how she helps clients implement necessary changes, and more.

For show notes and more visit: https://www.kitces.com/151  

Nov 19 2019

1hr 46mins

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Ep 150: Getting Unstuck And Re-Aligning Fees To Build The Solo Advisory Firm You Want with Tanya Nichols

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Tanya Nichols is the founder of Align Financial, a hybrid advisory firm that oversees nearly $50 million of assets for 80 client households. After nearly 20 years of working in a larger firm environment, Tanya finally found the courage to start her own advisory firm and took the leap to create the business she wanted. In this episode, she shares her journey through the advisor industry, focusing on the moment of realization that led her to not only leave her firm, but leave her husband as well. Listen in as she explains how a sense of community has helped her along the way, how she plans to double her revenue, and what she says was the biggest surprise of her advisory career.

For show notes and more visit: https://www.kitces.com/150 

Nov 12 2019

1hr 38mins

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Ep 149: Managing Capacity And Ensuring Continuity For Clients By Selling Without Retiring with Susan John

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Susan John is the managing director and financial advisor for F.L. Putnam, an independent RIA that manages nearly $2 billion of assets under management. After 25 years of building her own independent financial planning firm from scratch, Susan decided to join F.L. Putnam for part of her succession—but not her retirement. Today she joins the show to discuss why she made that transition and how she has developed her financial planning process over the past three decades. Listen in as Susan explains her process and why she charges a full upfront fee to do financial planning “snapshots” for every client before even taking them on as an ongoing client. You’ll learn what she does for retired clients, how she expanded ownership of her firm, and how she grew her financial advisory firm to $350 million.

For show notes and more visit: https://www.kitces.com/149

Nov 05 2019

1hr 40mins

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Ep 148: Building A Small-Town LGBTQ Niche While Coming Out To Your Broker-Dealer with Laura LaTourette

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Laura LaTourette is the founder of Family Wealth Management Group, a hybrid advisory firm that oversees $45 million of assets under management for 86 client households. Today Laura joins the show to share how she has built her firm to work primarily with the LGBTQ community and how she found the right time to come out to her broker-dealer. Listen in as we discuss her financial planning process, which includes four planning meetings with every new client. You’ll learn how she refined her website and her data gathering form to speak to her niche, why she recently hired a CEO for her firm, and more.

For show notes and more visit: https://www.kitces.com/148 

Oct 29 2019

1hr 54mins

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Ep 147: Developing Next Generation Advisor Talent With An Internal 2-Year Mentoring Program with Jeff Dobyns

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Jeff Dobyns is the founder of Southwestern Investment Group, a hybrid advisory firm that oversees nearly $3.5 billion of assets under management. Today Jeff joins the show to discuss how he has developed next generation talent in his firm by only hiring new advisors in their 20s and giving them the opportunity to learn alongside experienced advisors. In this episode, you’ll hear about the mentoring program Jeff’s firm has built, as well as how the firm compensates these new advisors as they are learning. Listen in to discover why Jeff prefers not to hire experienced advisors, what tasks his firm ends up giving to the new advisors, and the marketing technique his team uses to grow their business.

For show notes and more visit: https://www.kitces.com/147 

Oct 22 2019

1hr 40mins

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Ep 146: Systematizing Financial Planning Progress For Clients With Your Own Wealth Management Index with Ross Levin

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Ross Levin is the co-founder and CEO of Accredited Investors Wealth Management, an independent RIA that oversees nearly $2 billion of assets under management for 475 affluent clients. Today Ross joins the show to discuss the way he systematized the financial planning process across his firm and developed a wealth management index system that tracks clients' progress. Listen in as he shares how he balances delving into the technical topics of financial planning versus trying to ask clients the right questions to explore the client's side of those issues. You’ll learn why it’s so important to have a systematized process, what Ross says is the most important thing when building a firm, and more.

For show notes and more visit: https://www.kitces.com/146

Oct 15 2019

1hr 48mins

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Ep 145: Systematizing Reviews Of Client Tax Returns By Building Software To Automate It with Roger Pine

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Roger Pine is the co-founder of Holistiplan, a tax planning software built to systematize and automate the process of reviewing a client's tax return to find potential planning opportunities. Today he joins the show to discuss how he transitioned from working as a financial advisor to becoming a financial tech entrepreneur. Listen in as we talk about Roger’s software and the ever blurring lines between where a CPA’s tax services end and an advisor’s begin. You'll hear what it is like to be a financial tech entrepreneur, as well as advice for financial advisors who see an opportunity to develop a tech solution.

For show notes and more visit: https://www.kitces.com/145 

Oct 08 2019

1hr 47mins

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Ep 144: The Past, Present, And Future Evolution Of The RIA Custody Model with Tom Bradley

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Tom Bradley is the former president of TD Ameritrade Institutional, one of the leading RIA custodial platforms serving nearly 7,000 independent RIAs with almost $600 billion of assets held in custody. For over 25 years, Tom was a part of the growth of financial advisors operating as independent RIAs on a custodial platform. Today he joins the show to discuss the evolution of the RIA custody model and how technology has affected the business. Listen in as we talk in depth about how TD Ameritrade uses the Veo open-access platform, as well as the surprising ways that RIA custodians generate their revenue from advisors and their clients. You’ll hear Tom’s views on why the RIA custodial options for how cash is invested has become such a hot topic and his predictions for the future of the RIA custodial business.

For show notes and more visit: https://www.kitces.com/144 

Oct 01 2019

1hr 57mins

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Ep 143: Getting Local Clients Via Google Search With A Niche Of Serving Independent Women with Cathy Curtis

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Cathy Curtis is the founder of Curtis Financial Planning, a solo independent RIA that oversees nearly $60 million in assets under management for 52 client households. By positioning her business into a niche of serving women—in particular, single, independent-minded women who want to work with a female advisor—Cathy has managed to stand out in an over-crowded marketplace to build her firm.

Listen in as we discuss why Cathy chose her particular niche, as well as how she has been able to target her marketing so effectively that most of her new clients find her through a simple Google search. You’ll learn all about her financial planning process, why she has had to implement a minimum requirement fee, and how she managed to overcome impostor syndrome on her road to success.

For show notes and more visit: https://www.kitces.com/143 

Sep 24 2019

1hr 48mins

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Ep 142: Creating A Structured Relationship-Building Calendar To Enhance Trust With Affluent Clients with Matt Oechsli

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Matt Oechsli is the founder and CEO of Oechsli Institute, which does primary research into affluent investors and how they select advisors. A marketing and sales consultant for financial advisors, Matt joins the show to share how you can connect with more affluent clients simply by building better relationships with them.

Listen in as we discuss the importance of paying attention to details—like the names of clients’ children and pets—during the relationship-building process, as well as what good client communication is all about. Matt shares what it takes to build trust, an effective practice for getting more referrals, and his advice for new advisors starting out in the business.

For show notes and more visit: https://www.kitces.com/142 

Sep 17 2019

1hr 27mins

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Ep 141: Building The Differentiated Foundation For Successful Advisor Marketing with Kristen Luke

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Kristen Luke is the founder of Kaleido Creative Studio, a marketing consulting firm that specializes in multi-advisor fee-only RIAs with $100 million to $1 billion in assets under management. Today she joins the show to discuss the wheel of advisor marketing activity she has created, as well as its six core areas and what it takes to improve in each of them.

Listen in as Kristen explains the importance of recognizing the triggering events that brought your clients in and why defining an ideal client profile really is essential to differentiate and build a successful marketing funnel. You’ll learn the starting steps to online marketing, why podcasts are replacing webinars and more.

For show notes and more visit: https://www.kitces.com/141 

Sep 10 2019

1hr 57mins

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Ep 140: Transforming Your Advisory Business By Shifting Your Mindset After Hitting The (10-Year) Capacity Wall with Adam Cmejla

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Adam Cmejla is the founder of Integrated Planning and Wealth Management, an independent RIA that oversees approximately $45 million in assets under advisement for nearly 100 clients. Over the past two years, Adam’s practice has undergone an incredible transformation, increasing their financial planning fees and growing revenue by nearly 80%.

In this episode, Adam shares how his marketing process has evolved, as well as what made him decide to narrow down his focus and serve only optometrists. Listen in to discover how a shift in his mindset has helped his firm to grow phenomenally—while also allowing him to spend more time with his family—the steps he took to raise his fees for existing clients while bringing in new ideal clients, and more.

For show notes and more visit: https://www.kitces.com/140 

Sep 03 2019

1hr 55mins

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iTunes Ratings

431 Ratings
Average Ratings
371
22
21
5
12

Michael is amazing

By veryfrustrated1 - Aug 28 2019
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His knowledge and insight is fantastic, does a wonderful job with his guests.

Lots of great info!

By Patrick K F - Jun 13 2019
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Thanks Michael, your podcasts are always so insightful and packed with great info!