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The Elite Advisor Blueprint®: A Podcast for Financial Advisors

Updated 6 days ago

Rank #37 in Marketing category

Business
Investing
Marketing
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The Elite Advisor Blueprint® is a podcast dedicated to sharing the "blueprint for success" in the independent financial advising world. Based on Brad's decade of experience consulting the top advisors in the US, that could mean doubling your revenue, doubling your vacation, or BOTH! Continuing the successful formula of idea sharing that led Advisors Excel to be the #1 player in its industry, Brad distills the best advice from top thought leaders and applies it to the world of independent financial advising. Interviews with top thought leaders and industry experts, including Michael Hyatt, Ron Carson, Dan Sullivan, Donald Miller, Joey Coleman, Aaron Klein, John Ruhlin, Cameron Herold, Tucker Max and many more!Brad Johnson is VP of Advisor Development at Advisors Excel and mentors a small group of the country’s most elite financial advisors. This group captured close to $1B of new assets last year and relies on Brad and his team to help them maximize their marketing ROI, streamline their client acquisition process, and run their business like a CEO - not a salesperson. It's very difficult to outperform the core group of associations you surround yourself with and the simple formula of focusing on the biggest and brightest financial advisors in the country and facilitating the ease of how ideas are shared among them has led to industry leading results.

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The Elite Advisor Blueprint® is a podcast dedicated to sharing the "blueprint for success" in the independent financial advising world. Based on Brad's decade of experience consulting the top advisors in the US, that could mean doubling your revenue, doubling your vacation, or BOTH! Continuing the successful formula of idea sharing that led Advisors Excel to be the #1 player in its industry, Brad distills the best advice from top thought leaders and applies it to the world of independent financial advising. Interviews with top thought leaders and industry experts, including Michael Hyatt, Ron Carson, Dan Sullivan, Donald Miller, Joey Coleman, Aaron Klein, John Ruhlin, Cameron Herold, Tucker Max and many more!Brad Johnson is VP of Advisor Development at Advisors Excel and mentors a small group of the country’s most elite financial advisors. This group captured close to $1B of new assets last year and relies on Brad and his team to help them maximize their marketing ROI, streamline their client acquisition process, and run their business like a CEO - not a salesperson. It's very difficult to outperform the core group of associations you surround yourself with and the simple formula of focusing on the biggest and brightest financial advisors in the country and facilitating the ease of how ideas are shared among them has led to industry leading results.

iTunes Ratings

358 Ratings
Average Ratings
340
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6
0
1

Daniel Crosby episode

By qb extreme - Nov 22 2019
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Loved this episode! Great insights and super helpful for my practice.

Great podcast

By candybar1022 - Nov 18 2019
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Quickly becoming one of my favorite podcasts

iTunes Ratings

358 Ratings
Average Ratings
340
11
6
0
1

Daniel Crosby episode

By qb extreme - Nov 22 2019
Read more
Loved this episode! Great insights and super helpful for my practice.

Great podcast

By candybar1022 - Nov 18 2019
Read more
Quickly becoming one of my favorite podcasts

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Cover image of The Elite Advisor Blueprint®: A Podcast for Financial Advisors

The Elite Advisor Blueprint®: A Podcast for Financial Advisors

Updated 6 days ago

Read more

The Elite Advisor Blueprint® is a podcast dedicated to sharing the "blueprint for success" in the independent financial advising world. Based on Brad's decade of experience consulting the top advisors in the US, that could mean doubling your revenue, doubling your vacation, or BOTH! Continuing the successful formula of idea sharing that led Advisors Excel to be the #1 player in its industry, Brad distills the best advice from top thought leaders and applies it to the world of independent financial advising. Interviews with top thought leaders and industry experts, including Michael Hyatt, Ron Carson, Dan Sullivan, Donald Miller, Joey Coleman, Aaron Klein, John Ruhlin, Cameron Herold, Tucker Max and many more!Brad Johnson is VP of Advisor Development at Advisors Excel and mentors a small group of the country’s most elite financial advisors. This group captured close to $1B of new assets last year and relies on Brad and his team to help them maximize their marketing ROI, streamline their client acquisition process, and run their business like a CEO - not a salesperson. It's very difficult to outperform the core group of associations you surround yourself with and the simple formula of focusing on the biggest and brightest financial advisors in the country and facilitating the ease of how ideas are shared among them has led to industry leading results.

Rank #1: 027: Barry Glassman on Scaling a $1 Billion RIA from Ground Up & the Secret to Creating an Award Winning Culture

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Barry Glassman is the President and Founder of Glassman Wealth Services®, where he leads an RIA that not only oversees a billion dollars of assets but has also been named best place to work by just about every major publication in the DC area. It’s amazing how Barry has found a way to both scale his business and his team very quickly, while at the same time creating an incredible place to work, this isn’t common in financial services and we cover a lot of how he does it in our conversation. Besides the best places to work awards, Barry's also been featured in major publications such as The Wall Street Journal and Washington Post and has been honored with advisor awards from Barron’s, Financial Times, and Investment News to name a few.

Click Here To Check Out Barry's 60 Minute Keynote He Gave at Schwab’s Impact Conference Last Year!

Show Notes: http://bradleyjohnson.com/27

Jul 31 2017

1hr 16mins

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Rank #2: 033: Process vs Product: What Financial Advisors Can Learn From the Most Successful Pitch in Shark Tank History

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Over the years, we’ve dealt with a lot of offices, usually bringing anywhere from $3M to $150M+ in assets per year. No matter what the size of the firm, the most common question I get time after time, remains the same.

How do I get more appointments on the calendar?

Shocker, I know ;) But, it’s still an area that most independent financial advisors have yet to master. Today though, I’m going to explain something I've found that is an absolute game changer and comes even BEFORE you "dial up" the marketing spend to increase appointments...

In fact, I’m about to share the secret ingredient that 99% of the financial services industry is failing to add to their mix—even billion dollar asset managers don’t always get this right.

It’s the exact same thing that’s preventing YOU from differentiating yourself from every other advisory firm on the block!

Get access to the full show notes by visiting: http://bradleyjohnson.com/33

Oct 17 2017

26mins

Play

Rank #3: 020: Ian Altman on Same Side Selling, What Sets His Financial Advisor Apart, and Hiring A+ Talent

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Click Here to Get Access to Ian Altman's "Same Side Pitch" - An Approach to Selling That Your Clients Can Actually Embrace!

This week on The Elite Advisor Blueprint, Ian Altman is here to talk about how to get to the truth as quickly as possible, so you can find the right opportunities and avoid wasting time on clients that aren't an ideal fit.

Ian is a multi-bestselling author, strategic advisor, and a highly-rated international speaker on integrity-based sales. Clients come to Ian to engage audiences, flip traditional sales on its head, and become outrageously successful at targeting and winning business.

A successful services and technology CEO for two decades, Ian draws on years of success and research on how customers make decisions. He shares how his clients have more than doubled their businesses following the same methods that he used to build his former company from zero to more than $1 billion in value.

In this conversation I love how Ian dispels the notion that selling has to be done from two completely different sides - that of the salesperson vs that of the prospect. Instead, as the title of his book states - Same Side Selling, he shares how to work from the same side of the table as the prospective client and co-create a plan together.

Here’s a quick overview of what we cover in this conversation:

  • We begin with why the entire sales process begins before you even interact with a prospect by understanding your clients needs and solving their biggest problems, rather than what often happens in our industry - focusing on you the advisor and what it is you do.
  • Then we cover, why the sales process doesn’t have to feel like a “pitch fest” and simple tactics that you can immediately apply in order to get away from back and forth sales conversations and instead focus on getting on the “same side of the table” as your prospects.
  • Later on, Ian shares a simple question - “Why would your prospects pick you?” A simple question he then unpacks that can help you define bigger and better growth opportunities for your company.
  • Towards the end, I ask Ian how he picked his own financial advisor. This leads to one of my favorite discussions I’ve had on my podcast as Ian unpacks everything that led to his decision. He goes deep into the psychology of high net worth prospects, the type of activities and events that attracted him to his advisor, how his advisor built trust with his team so that Ian is comfortable working with them. He also mentions a very cool idea that I think many of you can use on how his advisor created what I’ll call a “community conference room” complete with drink services for their clients that’s led to even more business and referrals. Make sure you don’t miss this part of the conversation as I’m guessing many of you will run with this!

''Selling is not about persuasion, it's about getting to the truth quickly as possible.'' - Ian Altman

SHOW NOTES:
  • [05:20] How he created a powerhouse executive team, over delivered, got acquired by a major company, and then managed the growth of that company from 100 million to 2 billion within 3.5 years.
  • [09:10]How to scale your business as a financial advisor by focusing on your clients needs, rather than on what you do.
  • [13:30] Ian’s “same side” approach to selling that will enable you to quickly establish trust and determine if you’re the right fit for your prospects.
  • [17:20] The most common mistakes financial advisors make when trying to acquire new business, why same doesn’t sell, and how to make the best first impression so you can close the deal.
  • [19:49] How to uncover and speak to the real problems that prospects are facing, peak their interest, land more appointments and get high quality referrals!
  • [25:18] How to increase client retention by defining and delivering meaningful results.
  • [26:08] Key questions financial advisors can ask clients in order to get to the truth and uncover what’s really important.
  • [32:95] Learn the Side Quadrant framework for taking notes and how you can use it to fire low quality leads, narrow your focus and expand your opportunities as company.
  • [43:02] Ian outlines his decision process for selecting Barry Glassman to be his financial advisor and the 2 biggest factors that clients consider when deciding whether or not to stay with you.
  • [50:46] The importance of empowering your team and cultivating an entire organization that your clients know, like and trust.
  • [55:01] How to create high-end events for existing clients and why they don’t need to have anything to do with financial advising.
  • [01:07:21] How to avoid the mad scramble to find talent and why it’s critical to hire A players if you want to become the best, continuously grow, and take your business to the next level.
  • [01:13:37] Find out why Will Smith is one of the first people that pops into Ian head when he hears the word “successful.”
  • [01:15:07] Ian’s favorite and most gifted books.

''Same Doesn't Sell." - Ian Altman

SELECTED LINKS FROM THE EPISODE
  •  Connect with Ian Altman

Website | TwitterLinkedIn

PEOPLE MENTIONED IN THE EPISODE

This is provided for informational purposes only. Producers are ultimately responsible for the use or implementation of these concepts and should be aware of any and all applicable compliance requirements. Results from the use of these concepts are no guarantee of your future success.

Federal law, state law and/or insurance carrier requirements may prohibit or place limitations on marketing activities. All producers and investment advisors should be aware of any gifting limitations imposed by federal regulation, state regulation, insurance carriers, broker-dealers and Registered Investment Advisers, as applicable. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Adviser with which they may be affiliated.

AE03174073 For financial professional use only.

Apr 17 2017

1hr 19mins

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Rank #4: 005: Joey Coleman on what Financial Professionals Can Do for New Clients in the First 100 Days to Help Retain Them Forever

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Joey Coleman (http://joeycoleman.com/about/) is the founder and Chief Experience Composer of Design Symphony – a customer experience branding firm that assists corporations, non-profits, small businesses, and associations in creating breath-taking interactions for their customers. In short, their team works to get all of the pieces of your business on the same sheet of music, playing in harmony – hence the name Design Symphony. Joey specializes in helping you to better understand your audience, determine what will get their attention, and develop strategies to wow them again and again – especially in the crucial, First 100 Days of the customer lifecycle. Company’s like Zappos and Hyatt Hotels call Joey when they need help!

You guys will love Joey, here’s just a tiny sample of what we cover:

• Want to know what it’s like to interview for a job w/ the CIA??? Joey tells us as he actually had “Top Secret” security clearance when he worked there under the Clinton administration • The do’s and don’ts of public speaking… Joey shares how he preps for his big speeches, what most audience members DON’T do that they should, and common mistakes Joey’s seen others make from stage • Then we get into The First 100 Days® which is Joey’s framework for “WOWING” your clients to such a level in their first 100 days that they’ll never leave! Great examples shared in our conversation, including a cool story involving how he personally pulled this off with Darren Hardy (with the help of his friend John Ruhlin) • Then it’s on to some rapid fire questions which include Joey’s most gifted books, the advice he’d give his younger self…and much more! • One last thing - Don’t miss the FREE TOOL found on the podcast page from Joey for all of our listeners, his "The First 100 Days Starter Kit" to help you implement this game changer into your own business!!!

Check out the show notes at http://bradleyjohnson.com/joey-coleman-podcast

Apr 25 2016

1hr 21mins

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Rank #5: 016: Jon Berghoff on The Referral Framework, Building Your Sales Team, and Taking Your Business to the Next Level

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"True curiosity comes from humility -- the humility to realize that there's always another level." - Jon Berghoff

This week, Jon Berghoff is here to share his proven strategies for generating leads, building your sales team and taking your business to the next level!

Jon Berghoff serves as co-founder and Managing Partner of the Flourishing Leadership Institute. He previously served as the head of sales for the direct sales team at Vitamix Corporation, where revenues grew by 400% in less than 4 years, and their team expanded from 175 to 600+ members. His work on Appreciative Leadership, Emotionally Intelligent Negotiating and Influence has brought him to Australia, Japan, UK, and South America. Jon is in high demand, known for his authenticity and highly engaging style of creating powerful learning experiences for participants.

This conversation turned into a bit of a marathon as Jon is a “lifelong learner” at heart and continued to drop knowledge with every question I asked, so I just kept asking them! Here are a few highlights of what we covered:

  • Jon starts out by retelling a story from his early days of selling knives door-to-door at the age of 17 and a lesson he learned on a late night sales call that’s still with him today.
  • Jon dropped a TON of sales knowledge during this conversation that all you financial advisors can benefit from, including his step-by-step framework for…
    • Engaging a prospect
    • Generating referrals (almost 100% of his sales were generated this way in his Cutco days)
    • How to overcome the dreaded “I want to think about it” objection. I love the process Jon shares here, so get the notepad ready as I know you guys will love it too.
  • For you advisors out there that are curious on how to build and train a team of younger advisors, Jon walks through his framework at Vitamix and the blueprint they used to train and grow revenues by over 400%.

As I said, this episode is a little longer than usual, but it will keep you on the edge of your seat the entire time! It’s absolutely loaded with solid advice and resources from someone with in-the-trenches experience and is 100% applicable to financial advisors who are looking to take their business to the next level.

SHOW NOTES:
  • What Cutco Corporation is and how Jon came across that opportunity [4:30]
  • Jon shares a few stories from his early years in Cutco [9:40]
  • Two lessons that Jon learned from his past manager and how this helped him discover the power of purpose and visualization [11:10]
  • The number one reason Jon became the number one sales guy [18:30]
  • A few tips and a great book to read if you’re new in sales [21:10]
  • Find out what it takes to succeed according to Jon! [26:00]
  • Going from the learning stage to the actual action stage. [28:05]
  • Jon talks about a referral framework for financial advisors based on his Cutco experience [30:23]
  • Jon’s secrets to building and training a successful sales team [42:40]
  • The reason why top performers struggle and how to deconstruct your own success factors [48:38]
  • Jon gives advice on how to train new members of a team [51:30]
  • Role play as an effective training exercise [59:00]
  • The 3-step formula to responding to objections during a sales presentation [1:00:30]
  • The Appreciative Inquiry Method and how it can help you connect and facilitate change within a group of people [1:19:51]
  • Facilitation techniques and how effective they will be to different groups [1:31:50]
  • Best business advice Jon has ever received [1:37:20] 
SELECTED LINKS FROM THE EPISODE
  • Connect with Jon Berghoff

Website | Facebook

PEOPLE MENTIONED IN THE EPISODE

Feb 20 2017

1hr 40mins

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Rank #6: 003: Scott McKain on Creating the Ultimate Client Experience and What Made Zig Ziglar Unforgettable

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Scott McKain joined me for this podcast. From his experience of how a random cab ride led to a book deal with the largest publisher in the world to what made Zig Ziglar unforgettable, this isn't a podcast you'll want to miss! Show notes at http://bradleyjohnson.com/scott-mckain-podcast

Mar 11 2016

1hr 9mins

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Rank #7: 018: Ian Cron on The 9 Personality Types and How Better Knowing Your Prospects Motivations Leads to Success

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Click Here for Ian's Free Enneagram Cheat Sheet & Assessment!

This week on Elite Advisor Blueprint, Ian Cron is here to talk about the Enneagram, an ancient personality typing system with an uncanny accuracy in describing how human beings are wired, both positively and negatively.

Ian is a bestselling author, Enneagram teacher, nationally recognized speaker, psychotherapist, and Episcopal priest. His books include Chasing Francis, Jesus, My Father, the CIA, and Me and most recently,  The Road Back to You: An Enneagram Journey to Self-Discovery.  

Ian draws on an array of disciplines—from psychology to the arts, Christian spirituality to theology—to help people enter more deeply into conversation with God and the mystery of their own lives. He and his wife, Anne, live in Nashville, Tennessee.

In today’s conversation, Ian wastes no time getting to the heart of  the content and shares each of the 9 Enneagram personality types, exploring why people think, feel and act the way they do and how we can apply this information to the world of financial advising.

Here are a few highlights of what we covered:

  • Ian shares a conversation he had with a friend who happens to run a hedge fund and how knowing a difficult clients Enneagram number, helped him better know how to communicate in their meetings. This eventually led to this client moving more of their assets to him.
  • We cover the 9 Enneagram personality types and how they can help us recognize patterns of behavior in our prospects, clients, teams, spouses, or anyone else we may encounter.
  • We get to why self-awareness may be the single most important factor to your success.
  • How financial advisors can use the Enneagram to better interact face-to-face with clients.
  • How to avoid the workaholic trap as a high achieving financial advisor.

Ian’s deep understanding for how to further discover yourself and connect with people is undeniable and invaluable. I can’t wait for you to check out this interview and apply the insights that he shares to your own journey as a financial advisor!

SHOW NOTES:
  • [04:30] Find out what the Enneagram is and how it can help you better understand the differing personalities of people.
  • [07:49] Ian shares a story of how the enneagram helped a highly experienced hedge fund manager (who oversaw 25 billion in assets) win the respect of one of his most confrontational clients, resulting in even more business!
  • [12:30] Discover the 9 interconnected personality types, what they mean and how you can use them to your advantage to build a better team.
  • [26:50] Find out how Bill Clinton leveraged the power of being a 9 personality type (Peacemaker), to display empathy, reconcile relationships and forge some of the most difficult deals in the world.
  • [29:00] How financial advisors can apply the Enneagram methodology to create better face-to-face interactions with their clients.
  • [31:31] The three fundamental emotions that everyone tries to manage.
  • [32:39] Why we’re all looking at the same screen, but watching a different movie.
  • [35:00] Discover the space between stimulus and response and how it can affect your growth and freedom.
  • [38:15] Find out why self-awareness is absolutely critical in the world of business.
  • [38:54] How independent financial advisors (3’s, 7’s & 8’s) can overcome workaholic tendencies.
  • [46:39] The first person Ian thinks of when he hears the word “successful” - HINT: I was surprised by his response!
  • [47:46] Ian shares some of his favorite books.
  • [49:28] Why every young man or woman needs to find a mentor.
  • [50:55] Why being an 8 personality type as a woman in business can be extremely difficult.
  • [52:43] The one piece of advice that has led to Ian’s success.

''Learn Widely, read a lot, and then read more." - Ian Cron

SELECTED LINKS FROM THE EPISODE
  • Connect with Ian Cron

Website | Twitter | Facebook

PEOPLE MENTIONED IN THE EPISODE

The information and opinions contained herein are provided by third parties and have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Advisors Excel. The guest speaker is not affiliated with or sponsored by Advisors Excel. Results from the use of these concepts are no guarantee of your future success.

While client appreciation events may be permitted, such event should be reasonable and customary. All producers and investment advisors should be aware of any gifting limitations imposed by federal regulation, state regulation, insurance carriers, broker-dealers and Registered Investment Advisors, as applicable. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Advisor with which they may be affiliated prior to implementing the concepts or strategies discussed in this interview. 

Mar 20 2017

57mins

Play

Rank #8: 009: Dan Sullivan on The Age of the Entrepreneur and Why It’s Easier to 10X Your Business than Double It

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Dan joins the show today to share his wisdom, as well as some of the incredible teachings he has developed while coaching business owners in his Strategic Coach and 10x Ambition programs. In this wide-ranging conversation, we discuss Dan’s signature concept of why it’s easier to 10X your business than to double it. We dig into Dan’s Unique Process that he used to coach how to help eliminate dangers, capture opportunities and maximize strengths. Dan also shares how entrepreneurs can structure their schedule to lead a balanced life where they are able to not only be highly productive but also have enough free time to spend with their families. And these are just the highlights of the many topics we discuss in this interview.

Get full show notes and more information here: http://bradleyjohnson.com/dan

Aug 22 2016

1hr 28mins

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Rank #9: 049: Erica Pauly on What Financial Advisors Should Actually be Tracking to Maximize Revenue

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As the founder of Track That Advisor, Erica has created a business that solves one of the biggest problems I’ve seen financial advisors face over my last 11 years in this business… Here’s how the conversation typically goes:

I hop on a coaching call and the first thing the advisor asks is, “How do I get more qualified appointments on my calendar?

My response: “How are your current marketing funnels working? What’s your cost per appointment? What’s your closing ratio per funnel? What’s your ROI per funnel on every dollar spent?

Unfortunately the answer I get 99% of the time: “I have no idea. How would I track something like that?

Enter Erica and Track That Advisor who specializes in just this, helping financial advisors track all the metrics that matter in their business. At this year’s Journey event, which is an event we host twice a year at Advisors Excel where our top offices open up their entire playbook and share all of the marketing, branding, and everything else that’s lead to their success, the theme I heard more than any other was, "Erica Pauly of Track That Advisor changed our business. She's amazing, her team is amazing, and basically our business is in a whole different place thanks to her.

When I heard that from one office generating over $60 million of new assets each year, followed by an identical statement from a second office generating over $100 million annually, I knew I had to get Erica on the show.

Today, we discuss how financial advisors at every level can use data to work smarter - not harder. We explore how smaller firms can intelligently scale and make their first hires, as well as how larger firms can track their numbers to make sure each and every advisor on the team is performing at their optimal level. That and so much more! 

FREE OFFER

  • To get Erica's FREE whitepaper "The 5 Metrics Financial Advisors Should Actually Be Tracking to Maximize Revenue" visit BradleyJohnson.com/49
  • Interested in taking the next step with Track That Advisor? You can apply at BradleyJohnson.com/trackthat

SHOW NOTES

To get access to today's show notes, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/49

Jun 18 2018

1hr 31mins

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Rank #10: 028: Pete Vargas on Winning Local Stages, Creating Signature Talks that Convert & How to Advance Your Reach

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In this episode, I talk with Pete Vargas, aka “The Stage Whisperer” who since 2003 has been responsible for booking over 20,000 stages at events worldwide. He’s the founder and CEO of Advance Your Reach and besides just being all around one of the nicest people I’ve ever met, he drops some serious knowledge on this episode about how you as a financial advisor can book local stages in your backyard that you probably didn’t even know existed… oh and it doesn’t require a 10,000 piece mailer or a Ruth’s Chris steak dinner either.

Download Pete's 5 Powerful Tools for Winning Stages and Advancing Your Reach as a Financial Advisor by visiting: http://bradleyjohnson.com/28

Aug 14 2017

1hr 30mins

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Rank #11: 041: Chris Smith on The Campfire Effect™ Framework and Creating an Origin Story for Your Firm and Client Experience

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Chris Smith and his team teach businesses how to integrate their origin story into everything their company does. He's the creator of The Campfire Effect™, which is a methodology designed to make your team, your partners, and your clients feel a true oneness and connection. The beautiful thing is that it was literally born in our industry as it came from Chris helping his former business partners merge two long-standing financial services firms in Arizona. They used it to create a brand and client experience that attracted clients to them. He’s helped everyone from startups and small businesses all the way up to Fortune 500 companies, clarify their story. I know you all are going to LOVE this conversation!

Free Gifts

Get Chris’s Free Download “The One Question That Will Change Your Business” by visiting http://bradleyjohnson.com/41

Also, We’re Flying 3 Lucky Listeners Out To Our First Live Event of 2018—where 9-time NY Times Bestselling author David Bach will be teaching you how to create a process to scale your firm and clone your top clients! Apply here--> http://bradleyjohnson.com/apply

Feb 07 2018

1hr 24mins

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Rank #12: 037: Brad Johnson on How Financial Advisors Can Build Referral Networks with Lawyers by Modeling Family Office Approach

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Over the last decade of conversations with financial advisors, I know one of the biggest frustrations in our industry is building referral relationships with Lawyers. Today, I'm sharing my guest appearance on The Lawyerist Podcast as a way to help you crack the code on attorney referrals.

Go download “The Estate Planning Attorney Referral Blueprint™"

Show Notes: http://bradleyjohnson.com/37

Dec 04 2017

36mins

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Rank #13: 057: Pat Quinn on Driving More Seminar Appointments by Simplifying Your Presentation and Better Connecting with Your Audience

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In today’s conversation, I speak with Pat Quinn. Pat is a presentation coach and the head speaking trainer for Advance Your Reach, where he’s coached some of the best speakers in the world, including New York Times bestselling authors, 6 former Olympians, and pastors you see on TV every Sunday.

We first connected through Advance Your Reach founder Pete Vargas. Pete invited me to what I would call the American Idol of speaking, where I saw Pat coaching speakers and literally tweaking their presentations on demand. I instantly knew Pat could help many of you advisors out there giving live seminars better connect with your audience, which in turn means more appointments on the calendar. We then invited Pat to our largest event of the year where he preceded to crush at such a level that we decided to make him one of our trainers… so in this conversation you are not only going to get some incredible ideas to grow your business, but also a sneak peak inside one of Advisors Excel’s flagship trainings.

Our conversation today gets to the heart of the simple things you can do to make your presentations and speaking events more effective: the importance of storytelling, how to avoid drowning your audience in data, and what you need to do to get audience members excited about working with you before your final pitch. If you’re looking to up your conversions and schedule more appointments, you’re going to want to put this episode on repeat as many of our clients have doubled and even tripled their conversion ratios after a coaching session with Pat.

FREE OFFER

  • Get Pat Quinn’s FREE Report “11 Presentation Requirements for Success
  • Apply to attend The Catalyst LIVE event (expenses covered for qualified advisors)

SHOW NOTES

To get access to today's show notes, including free offer, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/57

May 24 2019

1hr 15mins

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Rank #14: 032: Hal Elrod on Beating Cancer, Building a Community, & How Financial Advisors Can Create a Miracle Morning Routine

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In this conversation, I finally get the chance to sit down with a special guest and buddy of mine, Hal Elrod. He’s one of the most inspiring keynote speakers in the world, creator of one of the fastest growing online Facebook communities on the web, and author of the bestselling book series—The Miracle Morning.

Click Here To Get Free Access to Hal’s Miracle Morning Journal & His Personal Reading List!

Show notes: http://bradleyjohnson.com/32

Oct 09 2017

1hr 32mins

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Rank #15: 019: Steve Sanduski on Launching PEAK Advisor Alliance from Ron Carson's Basement, Why Robo Advisors Aren't the Problem, and Lessons Learned from Tony Robbins & Elliot Weissbluth

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Click Here to Get Access to Steve Sanduski's "52 Tips to Grow Your Business NOW"

This week on Elite Advisor Blueprint, Steve Sanduski shares his journey as an elite financial advising coach and provides deep insight into where the industry is headed!

Steve Sanduski has had over 20 years of experience growing companies by multiples, including one whose revenue grew 17-fold during his leadership. Steve helped launch and build a $1.8 billion RIA and was the Managing Partner of Peak Advisor Alliance as it grew from 0 to 1,000 coaching clients.

Steve has led countless speaking engagements with top advisors and has spoken to audiences all over the country through keynotes, breakout sessions, and day-long training programs.

He’s a New York Times Bestselling author and the co-author of Tested in the Trenches: A 9-Step Plan for Success as a New-Era Advisor and Avalanche: The 9 Principles for uncovering True Wealth.

Steve also interview’s top leaders at the intersection of business, investing, and life on his podcast Between Now and Success. His guests include visionary leaders such as Tony Robbins, Ric Edelman, Marty Bicknell, Peter Mallouk, Elliot Weissbluth, Jud Bergman, David Bach, Jon Stein, Steve Lockshin, Carl Richards, Michael Port, Michael Schrage, Aaron Klein, Chip Roame, and Scott Hanson and many more!

Here’s a quick overview of what we cover in this conversation:

  • We begin with the story of how Steve and Ron Carson originally connected and then later launched PEAK Advisor Alliance from a conversation that began in Ron’s basement
  • From there, we get into what creates an imaginary “glass ceiling” for financial advisors that holds them back from the growth they want to achieve and the secret to building a high performing team
  • Later on, we dig deep on the massive changes in fintech and how Steve sees our industry evolving away from “return of investment” and more to “return on” an idea that is much more impactful to your clients
  • Then we get into the most powerful lessons and takeaways from some of Steve’s former podcast guests like Tony Robbins and Hightower Investment’s Elliot Weissbluth, you won’t want to miss these!
  • We wrap with one of my favorite parts of the conversation... Steve and I discussing the power of “random acts of kindness” and the power they have to change not only your own perspective, but those around you as well
SHOW NOTES:
  • [03:50] Steve shares his early days in the financial advising game and how a partnership with Ron Carson led to the launch of Peak Advisor Alliance - An Elite Financial Advisor Coaching business that’s been around since the 90’s.
  • [12:05] Find out how Ron Carson discovered the habits of top achievers, connected with the most successful people in the world, and landed his first billionaire client.
  • [15:15] Why differentiating yourself and clearly defining your target audience is critical if you want to succeed as a financial advisor.
  • [22:40] How to avoid losing business to robo advisors while creating the best possible life for your clients.
  • [00:27:35] Why using technology to increase efficiency should never come at the expense of your clients experience.  
  • [30:34] The unique human attributes that technology can’t compete with and how you can use these to create a sustainable advantage.
  • [34:42] The pros and cons to working with clients remotely.
  • [39:12] Find out why Steve started his podcast Between Now and Success.
  • [44:04] The most memorable moments from Steve’s podcast guests, such as Tony Robbins and Elliot Weissbluth.
  • [53:50] Why the more valuable you are to the business, the less valuable the business is.
  • [54:16] Why the growth of your business relies on your ability to surround yourself with incredible people.
  • [56:02 Steve’s advice on hiring new talent and knowing when to let people go.
  • [01:02:12] Why Steve’s Dad is the first person he thinks of when he hears the word “successful”.
  • [01:05:05] The book that Steve believes all financial advisors should read.
  • [1:06:41] How small acts of kindness can make a big difference in the world.
  • [01:11:28] The one piece of advice Steve would give to any financial advisor that wants to succeed.
SELECTED LINKS FROM THE EPISODE
  • Connect with Steve Sanduski

Website | TwitterLinkedIn

PEOPLE MENTIONED IN THE EPISODE

The information and opinions contained herein are provided by third parties and have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Advisors Excel. The guest speaker is not affiliated with or sponsored by Advisors Excel. Results from the use of these concepts are no guarantee of your future success.

While client appreciation events may be permitted, such event should be reasonable and customary. All producers and investment advisors should be aware of any gifting limitations imposed by federal regulation, state regulation, insurance carriers, broker-dealers and Registered Investment Advisors, as applicable. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Advisor with which they may be affiliated prior to implementing the concepts or strategies discussed in this interview. 

Positioning yourself as a celebrity is not a substitute for professional credibility, nor should it be viewed as a shortcut for obtaining new clients. Rather, it is a system of branding and marketing designed to help reinforce your credibility and value proposition. Credibility is founded in knowledge and experience.

Apr 03 2017

1hr 16mins

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Rank #16: 038: Daniel Crosby on Behavioral Finance, the Psychology of Bitcoin Mania, & The Laws of Wealth to Better Serve Your Clients

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Dr. Daniel Crosby is a psychologist, behavioral finance expert and asset manager who applies his study of market psychology to everything from financial product design to asset allocation. He’s also been named one of the "12 Thinkers to Watch" by Monster.com, a "Financial Blogger You Should Be Reading" by AARP and was honored as one of the "Top 40 Under 40" by Investment News. 

Get Your FREE Copy of The Laws of Wealth: Psychology and the Secret to Investing Success at http://bradleyjohnson.com/38

To get access to all the resources, transcript, audio and show notes for today's episode, visit http://bradleyjohnson.com/38

Dec 18 2017

1hr 12mins

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Rank #17: 029: Jon Acuff on his New Book Finish, What he Learned Working with Dave Ramsey, & How to Serve Your Audience

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Jon Acuff is a New York Times Bestselling author, who for 19+ years, has been helping companies like Home Depot, Bose, Staples and even the Dave Ramsey team, tell their stories. He’s a well-known public speaker and his blogs have been read by millions of fans around the world.

In this conversation, we dive deep into Jon’s 6th book — Finish: Give Yourself The Gift Of Done — which is not only extremely entertaining (it literally had me laughing out loud one night), but it is actually backed by science as well. And for you the busy financial advisor, who let’s be honest likely struggles to finish things, trust me, you will appreciate this discussion! 

Click Here To Get 3 Different Tools, Specifically Built to Help You Finish Your Goals!

Show Notes: http://bradleyjohnson.com/29

Aug 28 2017

1hr 15mins

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Rank #18: 051: Gina Rainey on How Financial Advisors can Hire and Train Employees to 10X Growth

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As the leader of AE Coach at Advisors Excel - Gina Rainey specializes in “total practice management” where she set out to help advisors bridge the gap between the process-driven brains of their employees and the quick start entrepreneurial mentality many independent advisors operate by. Over the last decade, she's helped offices struggling with high turnover and lack of structure become high-performing organizations, she’s empowered advisors to learn how to better utilize their time and revolutionize their business which has led them to grow like few others in this industry.

Gina’s fingerprints are on almost all of Advisors Excel's top performing practices, and there’s a reason for that. Today, she makes a long-overdue appearance on the podcast to talk about how she helps implement organizational change that leads to massive returns.

FREE OFFER

  • Get Gina Rainey’s 19 Segment AE Coach Video Series. Visit BradleyJohnson.com/51
  • Apply to attend our next event (September 16-18) - which focuses on how financial advisors can make the leap from traditional old school marketing, to the digital frontier. And guess what, for qualified candidates, we'll cover your costs to attend, including flight, hotel and entrance to the event. To fill out an application, visit BradleyJohnson.com/thecatalyst

SHOW NOTES

To get access to today's show notes, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/51

Jul 30 2018

1hr 30mins

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Rank #19: 050: Hilary Hendershott on Her Profit Boss Podcast Generating $37M of New Assets & the Power of Marketing to a Niche

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I’m thrilled to speak with Hilary Hendershott, founder of Hilary Hendershott Wealth Management. She’s also the host of the Profit Boss Podcast, which has become her primary source for acquiring new clients. In fact, it’s worked so well, that she’s generated over $37M of new assets in the last 10 months!

She receives an average of 1 lead via her website per day, and is currently seeing 1 high net-worth lead - which she defines as $500,000 or more of investable assets - come in every 6-7 days, almost all of which reach out to her via her website after listening in to her weekly podcast.

So, if you want to know how podcasting can create authority, help develop trust, and connect you with people who would NEVER show up to a seminar - this episode is a must-listen.

FREE OFFER

  • Get Hilayr's "Profit Boss Prospect to Client Blueprint - Podcast Edition” flow chart - which is going to show you exactly how to convert podcast listeners into clients. Visit BradleyJohnson.com/50
  • If you want to find out how Advisors Excel’s #1 office 10X’d growth from $30M to $300M of annual assets gathered in less than 10 years, we’re going to share how. You can hear all about it by visiting BradleyJohnson.com/thecatalyst

SHOW NOTES

To get access to today's show notes, transcript, and links to all the resources mentioned, visit BradleyJohnson.com/50

Jul 02 2018

1hr 29mins

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Rank #20: 014: Tucker Max on The Story of Book In A Box, Marketing to a Niche, & Firing Himself as CEO

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Tucker Max (@TuckerMax) is here to share some serious entrepreneurial wisdom (much of it geared toward you financial advisors out there). But Tucker's knowledge, stemming from his work both as an independent writer and at Book In A Box, is applicable to anybody planning to write a book or start a business in our ever-changing world. 

Tucker is a super-successful writer and one of only three people to have three nonfiction books on the New York Times Bestseller List simultaneously. One of his greatest challenges, however, was co-founding and running his game-changing company Book In A Box. Book In A Box helps busy entrepreneurs, thought leaders, and professionals get a book out of their head and into the world where it can have a real impact. Tucker will be the first to tell you that starting a company (and then deciding to fire himself from being its CEO) has changed his perspective on business for the better.

Tucker's straight-up storytelling and advice cuts through all the noise out there about what it means to be successful, to market, or to write. Don't miss this opportunity to learn some critical lessons from somebody who constantly challenges himself to be better at it all.  SHOW NOTES:
  • How Tucker deliberately changed his social circles, activities, and self to meet a woman he'd like to marry. [0:20]
  • How Book In A Box helped a financial advisor exponentially increase his business in a very specific niche. [5:45]
  • Whether or not you should directly pitch to your reader when you write a book. [11:24]
  • The money and time you can save when debating hiring a writer or using Book In A Box. [15:00]
  • How Tucker chose his financial advisor, and the role his friends played in convincing him he needed one. [16:00]
  • The encounter with a fellow successful entrepreneur that left Tucker embarrassed, yet yielded the idea of Book In A Box. [20:45]
  • Traditional publishing versus self-publishing, and how to choose which avenue is best for you. [26:25]
  • The route Tucker took to publish his own books, which became NYT Nonfiction Bestsellers. [28:30]
  • Advice about how to market a new book. [29:55]
  • A simple explanation of Step Two in marketing your book: content marketing. [35:15]
  • Why having a niche isn't just recommended in business today, but absolutely critical. [36:44]
  • Why and how Tucker and Zach fired themselves as CEO and COO of Book In A Box. [41:56]
  • How Tucker overcame his ego to make the right choice about his leadership for his business and employees. [45:45]
  • Tucker's morning routine and how he structures his day. [47:55]
  • Thoughts on meditation, mindfulness apps, and learning how to meditate. [50:00]
  • How Tucker still finds time to read and why you should quit bad books. [54:00]
  • What "being successful" looks like to Tucker now. [55:00]
  • Whether Tucker has had mentors during his journey. [55:50]
  • Tucker's all-time favorite novel. [57:15]
  • The best business advice Tucker's ever received. [58:18]
  • How the current corporate structure of businesses is going to change. [1:00:00]
  • The one piece of advice Tucker credits for his continuing growth and success. [1:01:20]
SELECTED LINKS FROM THE EPISODE
  • Connect with Tucker:

Website | Twitter | Book In A Box

PEOPLE MENTIONED IN THE EPISODE

Jan 23 2017

1hr 5mins

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