Cover image of Better conversations. Better outcomes. | Presented by BMO Global Asset Management
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Better conversations. Better outcomes. | Presented by BMO Global Asset Management

Updated 3 days ago

Business
Investing
Management
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In today’s environment, financial advisors are faced with many challenging conversations that meet at the intersection of money and emotions. Enter Better conversations. Better outcomes., presented by BMO Global Asset Management. This podcast seeks to enhance advisor conversations by exploring topics relevant to today’s trusted advisors. Ben D. Jones and Emily Larsen interview experts covering wealth advising from every angle and provide ideas for client engagement, portfolios and practice management that can be put into action today. Make your next conversation a better conversation. Learn more at bmogam.com/betterconversations.

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In today’s environment, financial advisors are faced with many challenging conversations that meet at the intersection of money and emotions. Enter Better conversations. Better outcomes., presented by BMO Global Asset Management. This podcast seeks to enhance advisor conversations by exploring topics relevant to today’s trusted advisors. Ben D. Jones and Emily Larsen interview experts covering wealth advising from every angle and provide ideas for client engagement, portfolios and practice management that can be put into action today. Make your next conversation a better conversation. Learn more at bmogam.com/betterconversations.

iTunes Ratings

62 Ratings
Average Ratings
57
3
0
0
2

My favorite

By petaadv - Nov 13 2019
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This is my go to podcast for ideas to improve my business and help my clients.

Worth listening!

By FA_Lo - Jul 23 2018
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Great content, variety of topics, and delivery!

iTunes Ratings

62 Ratings
Average Ratings
57
3
0
0
2

My favorite

By petaadv - Nov 13 2019
Read more
This is my go to podcast for ideas to improve my business and help my clients.

Worth listening!

By FA_Lo - Jul 23 2018
Read more
Great content, variety of topics, and delivery!

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Cover image of Better conversations. Better outcomes. | Presented by BMO Global Asset Management

Better conversations. Better outcomes. | Presented by BMO Global Asset Management

Updated 3 days ago

Read more

In today’s environment, financial advisors are faced with many challenging conversations that meet at the intersection of money and emotions. Enter Better conversations. Better outcomes., presented by BMO Global Asset Management. This podcast seeks to enhance advisor conversations by exploring topics relevant to today’s trusted advisors. Ben D. Jones and Emily Larsen interview experts covering wealth advising from every angle and provide ideas for client engagement, portfolios and practice management that can be put into action today. Make your next conversation a better conversation. Learn more at bmogam.com/betterconversations.

Rank #1: 69 The delicacy of dialogue: Helping clients talk openly about money

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For some people, talking about money can be a frightening task. But being more open about money with spouses and family members – and financial advisors, too – can lead to better outcomes for all parties.

Kathleen Burns Kingsbury, a wealth psychology expert and author of Breaking Money Silence, joins the podcast to discuss how advisors can dispel some common myths that clients believe about money. Plus, she shares tips on how to open up a dialogue with clients who may be hesitant to talk about their finances.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Dec 12 2018

32mins

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Rank #2: 78 Power of the pipeline: Client acquisitions strategies to grow your practice

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In this episode, we explore strategies for building an effective pipeline system and improving your client acquisition efforts.

Our guest is Michael Salmon, founder of Salmon Academy and author of Winning More Business in Financial Services. He shares the concrete, actionable steps that you can take today to overcome your hurdles to growth, including the five strategies to meet your client acquisition goals and the importance of building and managing your pipeline.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Apr 17 2019

32mins

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Rank #3: 4 Telling your story: components to creating a compelling message

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Telling your story and creating your message; these are important “big picture” parts of any advising business. But have you spent time intentionally crafting your story? Having a message that connects with people, that helps them understand what you do, why you do it, and why you’re good at it is crucial to building your business. Today on the show we’re talking to Jack Cramer, a consultant and founder of Cramer and Associates. Jack works with banks, broker-dealers, insurance companies and mutual fund companies to develop training to maximize efforts of advisors, brokers, sales managers, and more.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations

Sep 21 2016

23mins

Play

Rank #4: 61 Overcoming client objections

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Objection handling is a communication skill that many financial advisors struggle with – whether it’s with recommendations for existing clients or prospective clients dragging their feet. How do you put established habits and status quo bias aside to overcome objections in your practice? Our guest in this episode stresses the importance of emotional intelligence.

Sarano Kelley, author and co-founder of The Kelley Group, joins the podcast to discuss the communication techniques you can use to overcome objections. Plus, Sarano shares his process of asking for referrals, something that often feels a bit uncomfortable to do.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Aug 22 2018

37mins

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Rank #5: 39 What am I paying you for: The evolving pricing models of advice

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Change is on the horizon when it comes to fee structures, and this has many advisors and advisory firms at a crossroads. Today’s episode is all about how advisors should think about the topics of charging fees to clients – commissions, retainers, and all other sorts of models.

John Anderson, the head of Practice Management Solutions for SEI Advisor Network, is our expert guest on this episode. John co-authored a white paper in 2016 called “Fees at a Crossroads” that addresses the evolution of fee-based advice, new models for feeing clients and more. Listen in as we explore these topics and tackle the difficult conversations around the price for advice.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations

Oct 18 2017

41mins

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Rank #6: 51 Money mindset: Advising millennials

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This is the second of four episodes over the year where we’ll explore the “money mindset” of some unique groups that advisors serve.

When most people think of millennials, they think of digital natives who spend their money on travel and love avocado toast. But there are also a lot of misconceptions about this demographic, including how they view money.

While their financial needs may differ from baby boomers, the premise is the same: How do we make sure you’re financially secure in the long run while still maintaining a lifestyle that makes you happy.

In this episode, we’re joined by two advisors, Eric Roberge of Beyond Your Hammock and Shannon Lee Simmons of New School of Finance, to discuss the ways that they cater to millennials and how you can integrate this group into your client mix.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Apr 04 2018

36mins

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Rank #7: Start living your dream

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In part 2 of our miniseries on building an effective practice, Steve Moore discusses the first habit in his book, Ineffective Habits of Financial Advisors and the Disciplines to Break Them. Matt Smith guides a discussion on the first habit, which is all about starting to live your dream, and creating win-win results that benefit clients and advising businesses alike.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations

Sep 26 2016

28mins

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Rank #8: 45 Deciphering tax reform: Takeaways for advisors

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On December 22, 2017, President Trump signed the much debated tax reform bill into law. Its impact will undoubtedly reach all corners of the wealth management industry – for individuals and corporations alike – but how are advisors and clients preparing for the changes?

In this episode, we break down the new tax code from multiple angles with Mike Barry, President of Plan Advisory Services, and Marc Van Bell, Product Specialist, Municipal Fixed Income at BMO Global Asset Management. Mike joins the podcast to discuss tax reform’s effect on retirement plans, while Marc discusses the impact on municipal fixed income markets.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Jan 10 2018

36mins

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Rank #9: 77 Funding education with a 529 plan

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The cost of higher education has been climbing for many years, making it harder for families to afford to send their children to college. Most advisors are familiar with what a 529 plan is, yet only about 18% of children have these plans in place¹. 

Mark Kantrowitz of SavingForCollege.com joins the podcast to discuss how advisors can bridge the gap and become advocates for creating college savings plans. Plus, we discuss the importance of starting early in a child’s life, even in small increments, rather than waiting until high school.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

 1 - Source: College Savings Plan Network, U.S. Census Bureau

Apr 03 2019

29mins

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Rank #10: 80 The do’s and don’ts of investment policy statements

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An investment policy statement is an important way to document goals and the plans to achieve them. While they are not a requirement as part of an investment plan, having one in place can help keep a plan on course during times of stress and uncertainty.

Derek Sasveld joins the podcast to break down the basics of investment policy statements, including the four components of a well-written investment policy statement.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

May 15 2019

29mins

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Rank #11: Stop providing only investment advice

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In part 5 of our “Building an effective practice” miniseries with Steve Moore, we discuss how to go from giving only investment advice to providing wealth management advice. Matt and Steve discuss how to conduct a deep fact-finding meeting, different kinds of facts, and how to create a financial vision. Listen in as Matt Smith interviews Steve Moore on each habit in his book, Ineffective Habits of Financial Advisors and the Disciplines to Break Them.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Oct 17 2016

31mins

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Rank #12: 5 Creating a client's retirement game plan

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A large part of what we do as financial advisors is helping people plan ahead so that they can be financially stable and successful for the rest of their lives. For many of our clients, retirement will be a big span of their future. In this episode we’re talking to Steve Williams, the Head of Financial Planning in the U.S. at BMO Private Bank, about how to help your clients create a game plan for their retirement. Listen in to learn how to approach the aspect of retirement from every angle, not just financially.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Sep 23 2016

29mins

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Rank #13: 42 Looking ahead: 2018 Five-Year Outlook

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On November 21, 2017, BMO Global Asset Management released the 2018 Global Investment Forum: Five-Year Outlook, the final product of a two day forum held with a group of BMO’s international investment leaders and strategists and additional external speakers.

Jon Adams, CFA®, Senior Investment Strategist & Portfolio Manager at BMO Global Asset Management, attended and contributed to this year’s forum and outlook, held in Toronto. Jon joins the Better conversations. Better outcomes. podcast to discuss the importance of the forum, the three scenarios that could drive markets in the next five years and what each could mean for investors and portfolio positioning.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Nov 29 2017

36mins

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Rank #14: 84 Becoming a local thought leader with educational workshops

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The educational workshop can be an effective marketing practice and a way to provide education to your local community, helping to grow your business by creating a loyal client base that views you as a leader in financial planning. 

We’re joined by Mike Thurman, co-founder of White Glove, as he showcases how other financial advisors have used educational workshops to turn new attendees into clients. Mike shares tips from planning your workshops all the way through the post-workshop follow-up to ensure you can get the most out of your investment.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Jul 10 2019

30mins

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Rank #15: 82 Modern marketing: The secrets to a successful blog

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This is the latest in a series of episodes where we take you “in the trenches” with financial advisors that are using modern media strategies to build their business.

Consistent client communications can be a challenge, but doing so can help bolster the relationship an advisor can have with their clients. What if that communication could potentially increase the visibility of your firm to potential new clients at the same time? A blog may be the answer. 

David Armstrong of Monument Wealth Management joins the podcast to discuss the ways in which his blog, titled Off The Wall, helped people learn more about his business before an initial meeting. Plus, he shares his top tips for writing your own blog, including the importance of sounding authentic in your writing.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Jun 12 2019

35mins

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Rank #16: 3 Alternative investments: exploring the opportunities

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The category of alternative investments includes a wide-variety of investments that typically don’t fit into the traditional asset classes of stock, bonds and cash. It can be a very important part of any advisor’s client’s portfolio, but it can be difficult to understand and communicate to clients. In this episode we talk about the value of adding alternatives to your clients’ portfolios, what to consider when adding them, and how to understand the wide range of characteristics and types of risk that this type of investment can have. Our guest is Lowell Yura, head of Multi-Asset Solutions at BMO Global Asset Management. Matt Smith sat down with Lowell in Chicago to discuss the alternative investment space.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Sep 16 2016

24mins

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Rank #17: 46 Complex situations, personalized approaches: Managed accounts

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The average household is managing nine accounts as they head towards retirement. Many participants are busy dealing with life’s complexities; they don’t have the will, skill or time to manage their retirement accounts, yet they want to know that they can reach their goals based on their specific circumstances.

This is where plan sponsors and their advisors can offer managed accounts as a menu option for employees looking for a “do-it-with-me” solution.

We’re joined in this episode by Lorianne Pannozzo, Senior Vice President at Fidelity Workplace Solutions, to discuss the evolution of digital advice in corporate sponsored retirement plans.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Jan 24 2018

36mins

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Rank #18: 70 The Better Conversations Collection: A tour of some of the best ideas from 2018

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An art museum – just like a financial advisory practice – is a place where perspective, technique and creativity are respected. And this year, we had many guests on our show that brought new perspectives and creative ideas for growing your business.

To recap our 2018 episodes, Emily and Ben guide us through the three different galleries that each showcase ideas that can help you propel your practice and provide better outcomes to clients in the new year.

A special thank you to all of the guests that joined us on the show this year: Mike Barry, Marc Van Bell, Lorianne Pannozzo, David Corris, Christopher Jenks, Rick Unser, Dr. Amy D'Aprix, Ben Apfel, Eric Roberge, Shannon Lee Simmons, Brenda Campbell, Jim Fisher, Linda Shick, Hyman Darling, J.D. Carlson, Melaina Vinski, Irina Pacheco, Michael Swope, Christopher Kunkle, Erik Rubingh, Daniela Mardarovici, Adam Phillips, Janelle Woodward, Sarano Kelley, Brian Doherty, Colleen Stanley, Peter Stahl, Kevin Bourke, Jon Adams, Susanna Poon and Kathleen Burns Kingsbury. Your insights and knowledge helped financial advisors across North America and beyond have better conversations and provide better outcomes. Thank you.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Jan 02 2019

31mins

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Rank #19: Focus on quality clients

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In part 3 of our miniseries on building an effective practice, Steve Moore covers the second chapter of his book, Ineffective Habits of Financial Advisors and the Disciplines to Break Them, in which advisors must balance quality vs. quantity of clients. Matt Smith hosts a discussion on how to focus your work on quality clients, allowing you to become an expert in a concentrated demographic and to become an expert in serving those clients.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations

Oct 03 2016

29mins

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Rank #20: 49 Money mindset: Suddenly single

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This is the first of four episodes over the year where we’ll explore the “money mindset” of some unique groups that advisors serve.

In this episode, our discussion focuses on a large and growing demographic: middle-aged people who find themselves “suddenly single” after years, if not decades, of marriage. “Suddenly single” commonly occurs through widowhood or divorce, but no matter the cause, the demographic presents unique challenges and considerations.

We’re joined by returning guest and Life Transition Expert Dr. Amy D’Aprix to help advisors navigate this emotional life event and keep their clients’ financial plans on track.

For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Mar 07 2018

34mins

Play