Sinopsis
We interview top financial advisors and visionary voices to bring you the strategies, tips, and tools you need to make a difference in people's lives. So rope up and get "On Belay" as we climb the summit to success with your host and Chief Belayer, Steve Sanduski.
Episodios
-
The Wild 5,000 Year Ride of Money
24/08/2020 Duración: 01h02minDue to advances in technology and the rise of centralized systems that limit privacy, the very nature of how we think about money and the government’s role in it is evolving. The clearest manifestation of this is the rise of cryptocurrencies, of which bitcoin is the most prominent. In today's conversation, we go back 5,000 years to explore the beginning of money and then trace how the way we think about money and how we distribute money has evolved over time. Along the way, we touch on gold, central banking, Modern Monetary Theory and yes, bitcoin. It’s a wild ride! My objective in this episode is to give you some historical context that has led to the development of bitcoin and how it is being used today so you can speak more confidently to your clients when they ask about it. My guest to discuss all this is Michael Casey. Michael is a true pathfinder. He spent over three decades in journalism including 18 years with Dow Jones and the Wall Street Journal. He's been in business and academia, and he has a real
-
Stand Out by Producing Content That’s Authentic, Entertaining, Interesting, and Human
10/08/2020 Duración: 01h05minIn a Nutshell: To stand out from all the fake news and clickbait cluttering your audience's inboxes, you have to produce content that's authentic, entertaining, interesting, and above all, human. Guest: Brooke Southall, the founder of RIABiz. Back in 2009, Brooke built his online-only news publication on traditional journalistic values like using multiple sources and editorial analysis. Brooke and his team captured the rise of new models for providing client-first financial advice against the backdrop of Wall Street's decline during the Great Recession. Today, RIABiz is one of the go-to sources for deep, sophisticated analysis of the most important issues affecting the RIA business. My Key Takeaways: To create engaging, authentic content: Don't be boring. Before you even start writing, ask yourself, "Is this an article I would click on or swipe past?" Slow down. Brooke believes that the race to be first has really hurt online journalism. Working important news into your regular communication rhythm will resu
-
Best of: Joe Duran
27/07/2020 Duración: 51minBuilding one advisory firm with billions in AUM is hard enough. Joe Duran has done it twice, most recently selling United Capital to Goldman Sachs and becoming Head of Goldman Sachs Personal Financial Management. We had an insightful conversation about how he did it and what he sees for the future of financial advisors and for the advice they deliver.
-
3 Insights and 1 Warning from Peter Mallouk on Driving Growth Under Any Circumstances
13/07/2020 Duración: 58minIn March 2020, Covid-19 lockdowns were starting, businesses were scrambling, and the markets were in a state of shock. Despite all that, Creative Planning, Inc. had one of its best months ever. According to President and CEO Peter Mallouk, his firm brought in $500 million in net new assets. Instead of panicking and trying to get their money out of the markets, Peter says many of his clients were giving him more money to manage – and sending more referrals as well. The seeds that Peter’s firm planted many years ago led to his clients turning to the firm during a moment of unprecedented uncertainty. While great marketing will get you noticed, it’s the total client experience package that will get and keep clients as Peter’s firm has amply demonstrated. Some advisors lament the chaos caused by Covid-19, but others realize there’s a tremendous opportunity to go on offense and see this as a time to reach out to people who need you now more than ever. Covid-19 is teaching investors that there’s a big difference bet
-
The Mindset Behind Moving from Public Assistance to $2 Billion in AUM
29/06/2020 Duración: 01h12min9 months of job interviews. 27 “No’s” from top advisory firms. 33,000 cold calls. That’s all it took for Erin Scannell to open up his independent office and land his first client back in 1999. Few people would have powered through that long, but as Erin Scannell explains on today’s podcast, he learned some hard lessons in perseverance and resilience growing up that continue to motivate him to this day. Erin is the founder and CEO of Heritage Wealth Advisors in the Seattle area, where he directs 50 team members, 18 advisors, and about $2 billion in assets under management. Erin is also a regular on Barron’s list of the top advisors and an inspiration to anyone who thinks the next hurdle in your business’ growth is insurmountable – even if that hurdle is a global pandemic.
-
A 5-Step Process to Improve Your Digital Marketing
15/06/2020 Duración: 01h04minThe Covid-19 pandemic has forced financial advisors to shift the way you market your services. In person marketing and networking is severely restricted for the near future and if you want to succeed in this new world, you have to adapt to the new virtual reality. Even before the pandemic, our industry was already making a shift towards digital marketing combined with digital events. Things like pay-per-click advertising, newsletters, podcasts, video, and virtual events like webinars, panels, and summits have been gaining steam for years. But now, the pandemic has accelerated that trend to light speed. The most successful firms have jumped all over the virtual marketing trend and are crushing those firms who haven’t. To help you succeed in virtual marketing, I hosted a virtual panel with two experts. Bill Keen is the founder and CEO of Keen Wealth Advisors, which is an RIA in the greater Kansas City area with half a billion dollars in assets under management. Lisa Salvi is Vice President, Business Consulting
-
Using Radio, Podcasting, Social Media, and Writing to Build a Media Presence that Leads to New Clients
01/06/2020 Duración: 49minIn a Nutshell: There's no "silver bullet" marketing strategy that's going to turn your blogs and tweets into clients. But if you identify a niche and develop a consistent media presence that's appealing and engaging, you can reach your ideal clients where they're more likely to see and hear you. Guest: Wes Moss, the chief investment strategist of Capital Investment Advisors, which is a multibillion-dollar RIA in Atlanta. Wes has been ranked as a top 100 independent advisor by Barron's. He's also the host of Money Matters, which is Atlanta's longest running live call-in radio show on investment and personal finance, a regular contributor to the Atlanta Journal-Constitution, and the author of three books. My Key Takeaway: To build your media presence: Get writing. Wes and I both believe that writing is the key to finding your voice and starting to create stellar content. Re-purpose. Break down a good newsletter into a week's worth of social media posts. Turn audio from your webinar into a podcast. Use the intr
-
How to Design and Deliver Effective Live and Virtual Events with Barron's Alison Rooney
18/05/2020 Duración: 58minIn a Nutshell: It's human nature to want to be part of a community. Hosting and participating in live events is essential to maintaining a connection with your client and prospect base and to furthering your own personal development -- even during quarantine. Guest: Alison Rooney, Global Managing Director, Wealth Management, Barron's Group. Alison's team oversees the underwriting, membership, and content development for all of Barron's live events, including over 20 conferences geared towards elite practitioners. My Key Takeaway: To create memorable events that will benefit and grow your community: Delegate responsibility. A Barron's-sized event requires a team of pros focused on specific details, but even your next webinar will have many moving parts to coordinate. Diversify your content. The broader your range of perspectives, topics, and speakers, the more likely you are to surprise, engage, and delight your audience. Never run out of coffee. Your attendees are going to remember whom they saw and what the
-
Writing Yourself Into Your Client's Next Chapter
04/05/2020 Duración: 51minIn a Nutshell: Growing your business -- especially during a crisis -- depends less on your ability to manage money that it does on your ability to become an important part of your client's story. Guests: Arthur Ambarik CFP® is the CEO of Perigon Wealth Management, which currently has $1.8 billion in AUM. Rachel Elson has recently transitioned from a career as a personal finance journalist to working as a Financial Planning Associate at Perigon. My Key Takeaway: In order to make you and your services major players in your client's financial narrative: Do what other advisors don't. Find those pain points like helping family members or advising on a potential career change that fall through the cracks of old-fashioned advisory. Be your client's friend. And remember: friends do things for each other because they genuinely want to help, not because they expect something in return. Look outside the box when you're searching for talent. Money managers are a dime a dozen. Caring, curious, motivated people who are e
-
Bonus Episode: Coaching Clients Through Uncertainty
20/04/2020 Duración: 01h10minRecently I was a guest on the Better Conversations, Better Outcomes podcast presented by BMO Global Asset Management. Host Ben Jones and I discussed my 5-point framework for effective communication with clients during a crisis. I developed this framework based on the mistakes I saw some advisors make back in the Global Financial Crisis (GFC). These advisors got hit with a double whammy of market declines and lost clients as they failed to effectively communicate with their clients as the GFC unfolded.
-
Shattering the Silicon Valley Entrepreneurial Myth and Uncovering the Soul of an Entrepreneur
13/04/2020 Duración: 01h05minIn a Nutshell: Silicon Valley unicorns make the billion-dollar headlines, but the true measure of an entrepreneur's success is how you align your business with your goals, your lifestyle, your values, and the impact you make in people's lives. Guest: Author, journalist, and speaker David Sax. His new book, The Soul of an Entrepreneur: Work and Life Beyond the Startup Myth, approaches entrepreneurship from a broader, more personal, and more realistic perspective. My Key Takeaway: To define success for yourself as an entrepreneur: Accept that your business isn't Amazon or Facebook. You don't have to become a billionaire to be successful. Be yourself. The misfit eccentric who dropped out of high school and skateboards to the boardroom in a hoodie is the exception. Successful bakeries, salons, restaurants, and, yes, financial advisory firms are run by hardworking people like you who have a dream and put a plan in place to achieve it. Set purposeful but personal business targets. Don't try to grow like everyone e
-
Bonus Episode: Redefining Wealth with Seth Streeter
30/03/2020 Duración: 57minSeth Streeter is the CEO and founder of Mission Wealth, a leading wealth management company with more than $2.5 billion in assets under management. Seth was an early proponent of our industry's shift into Life-Centered Planning, and I could listen to him talk all day about how advisors can help folks redefine what wealth and happiness really mean. Recently I heard an episode of the Wellness Revolutionaries podcast in which Mindbody co-founder Blake Beltram talked with Seth about this concept of redefining wealth. Their discussion was so insightful that I reached out to Blake, and he's been kind enough to let me share this episode here. Some of the topics Blake and Seth cover include: Why Seth believes money counts for only 10% of a person's wealth. Seth's 10 Dimensions of Wealth and 7 Dimensions of Wellness. How the values of a new generation of workers are reshaping the classic American Dream. How to help retirees develop a "Life 3.0 Vision" based around the freedom to pursue passions, strengthen relationsh
-
How This Barron's Hall of Famer Leveraged Workplace Workshops to Build a 10-Figure AUM Business
23/03/2020 Duración: 36minIn a Nutshell: Hard work, a deep love for his clients, and a niche working with retirees of a particular company led this advisor to the pinnacle of the profession. Guest: Barron’s Hall of Famer Scott Tiras, President of Tiras Wealth Management, which is a private wealth advisory practice of Ameriprise Financial Services. Scott has more than 30 years of experience as an advisor. Currently he manages around 700 family relationships and more than $1.5 billion in assets. My Key Takeaway: To create an experience that makes clients feel like they’re your only client: Identify your “bread and butter client,” meaning the people to whom you can bring the most value over time. Focus your pitch and your value proposition on what Scott calls “the soft side of retirement” — the things clients and prospects will be retiring to, not just their raw numbers. Challenge yourself and your team to excel. Scott channels his competitive energy into running a world-class business. You need to find a similar motivation and drive to
-
3 Customer Experience Triggers That Drive Growth, Loyalty, and Referrals
09/03/2020 Duración: 53minIn a Nutshell: A "wow" customer service experience meets clients needs, engages customers on terms that gel with their lifestyle, and creates genuine human connection. Hitting those check marks is what separates Ritz-Carlton, Starbucks, Zappos, and the best financial advisory firms from the rest of the pack. Guest: Joseph Michelli, a bestselling author, an international speaker, an organizational consultant, and one of the world's leading authorities on how to develop joyful and productive workplaces with a focus on the customer experience. My Key Takeaway: To give your clients a "Ritz-Carlton" advisory experience they'll be sure to tell their friends about: 1. Don't strive for excellent customer service. Seek perfection. The companies that try to deliver better service tomorrow than they did today are the ones that build the priceless brand loyalty that sets them apart from their competition. 2. Focus your client experience around addressing "peaks and pains." Find small ways to celebrate big wins with clien
-
Bonus Episode: Enhancing Your Discovery Process by Becoming a Better Biographer
02/03/2020 Duración: 32minOn this special bonus podcast episode, I'm doing something I've never done before: republishing someone else's podcast. I think you're really going to enjoy this episode of the Top Advisor Marketing Podcast, hosted by Matt Halloran and featuring guest Mitch Anthony. This was a really fun listen for me because I go back a long way with both of these guys. Matt was one of the best coaches we had when I was running Peak Advisor Alliance. And Mitch is my business partner in ROL Advisor, our online platform that's helping advisors refocus the planning conversation on people's lives, not just their money. And that idea is at the heart of Mitch's conversation with Matt. They do a real deep dive into how advisors can use the discovery process to reveal the client's story and understand how significant life experiences have shaped the client's relationship to money. In addition to discussing how ROL Advisor builds out that initial storytelling into an engaging client experience, Mitch and Matt also talk about: How to
-
Building a Billion-Dollar Advisory Firm One Relationship at a Time
24/02/2020 Duración: 44minWhere does the drive come from for top achievers who keep knocking it out of the park long past the point that many of us would have kicked up our feet and called it a career? That question has fascinated me for decades and today's podcast guest, Laila Pence, CFP®, shared with me one of the most compelling stories I've ever heard about overcoming early life challenges to become one of the country's most successful and respected financial advisors. As we talked at the Barron’s Teams Summit in Las Vegas, Laila also explained how her approach to overcoming some incredible personal hardships informed how she built her billion-dollar advisory firm with an intense focus on creating true, lasting relationships with her clients. Laila Pence is the President of Pence Wealth Management, one of the nation’s leading private wealth management firms with over $1.0 billion in AUM. She’s currently ranked in the top 1% of female financial advisors nationwide and, in 2019, she was named among the top 6 female financial advisor
-
Grow Faster by Solving the Needs of a Niche in a Unique Way
10/02/2020 Duración: 51minIn a Nutshell: All financial advisors deliver services and advice. The ones who are growing their businesses find creative ways to stand out in an increasingly crowded marketplace and attract a niche of clients they can offer the most value to. Guest: Steve Wershing. Steve is the President of The Client Driven Practice and the author of Stop Asking for Referrals. He's also the cohost of a great podcast called Becoming Referable. My Key Takeaway: To differentiate both your firm and your prospective client base: 1. Discover, design, develop, and declare your niche. 2. Craft a unique client experience that will cater to your ideal client. 3. Remember: a niche is a need that sets your clients apart, and a need that you are able to service in a unique way. Also Learn: 1. Why separating "target" from "niche" is essential to transforming your business. 2. How simple tweaks to things like your meeting calendar can have a big impact on your niche client experience and drive up your value to clients. 3. What kinds of d
-
Creating a Remarkable Client Experience Through Personalization, Co-Creation, and Journey Mapping
27/01/2020 Duración: 51minIn a Nutshell: Delivering great service is table stakes. Drive toward extraordinary by creating a unique, emotionally engaging experience for each individual client. Guest: Julie Littlechild. Julie is a leading expert on the drivers of client engagement. She's also the cohost of the Becoming Referable podcast and the author of the book The Pursuit of Absolute Engagement. My Key Takeaway: To create an engaging client experience that becomes a magnet for new ideal clients: Be intentional about designing a discovery and planning process that engages your clients emotions and makes them feel more connected to you. Focus less on a prospect's assets and more on how they view themselves, then deliver an experience that is tailor made for who they are. Draw a distinction between service and hospitality ... and excel at both. Also Learn: 1. Why creating a client journey map should be an essential early step in thinking about your systems and services. 2. How to put your firm and its ideal clients to an "Authenticity T
-
Leveraging AI to Automate 30 - 40% of Your Mundane Tasks
13/01/2020 Duración: 52minIn a Nutshell: In 2020, the most successful advisors have moved past worrying about "competing" with technology. Instead, they're finding ways to automate the 30 - 40% of the mundane tasks that are necessary for relationships but don't enhance them, so that they can focus on the human conversations that create real lasting value -- and more business. Guest: Matt Reiner, CFP® CFA®, the cofounder and CEO of Benjamin, "the world’s first A.I. assistant created for advisors by advisors." My Key Takeaway: Used properly, AI can do things human advisors don't need to be doing so that we can focus on things AI can't do, like: Build better relationships with our clients. Coach our clients on financial matters so that they make better decisions and feel more in control of their futures. Help clients clarify what their money is for and live their best life possible today, not just in retirement. Also Learn: 1. Why you need to start thinking about technology -- and AI in particular -- as your partner, not your enemy. 2. H
-
My 3 Words for 2020
30/12/2019 Duración: 24minA single word or a short phrase could permanently change your life. When you were young, a teacher may have said something to you that forever altered how you viewed yourself—good or bad. Maybe a parent said something that still sticks with you today. Or perhaps a former boss made a comment that drives you nuts to this day—I’m in that boat! In a similar way, this “My 3 Words” exercise I learned from Chris Brogan is designed to empower you with 3 words that drive your actions and keep you on track to make this your best year ever. This is the sixth year now where I’ve begun the year by identifying 3 words that will set the course, give me direction, and totally excite me as I move through the year. I write these words at the top of my Daily Outcomes sheet and look at them daily throughout the year. The premise is simple. Pick 3 words that motivate you, remind you, and guide you on your road to making 2020 your best year ever. I encourage all my clients to do this and I encourage you to do this same exercise as