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Advisors, Step Away From the Hard Sell With Samantha Russell and Susan Theder (Ep. 415)

May 16, 2023
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As much as some advisors hate to hear it, the age of the hard sell is over.
Your prospects want a relationship, not a sales pitch. It’s time to change how you present yourself online.

As much as some advisors hate to hear it, the age of the hard sell is over.

Your prospects want a relationship, not a sales pitch. It’s time to change how you present yourself online.

In this episode, Matt Halloran talks to Samantha Russell and Susan Theder from FMG Suite about how to stop coming off as salesy and start showing up as a genuine person your prospects want to know. Samantha and Susan also predict the role that ChatGPT will play in content marketing for most advisors. 

Samantha and Susan discuss:

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About Samantha Russell:

Samantha Russell helps financial advisors create digital marketing strategies that produce exponential growth through channels such as content marketing, SEO, website development, social media, and video.

A prolific speaker and content contributor, over 10,000 financial professionals have heard Samantha speak at industry conferences and even more have read her educational content in the pages of well-known industry publications.

Samantha is Investment News 40 Under 40 award winner, a ThinkAdvisor Luminary, and a WealthManagement.com “10 to Watch”.

She was part of the original five-person team that launched Twenty Over Ten and now serves as Chief Evangelist at FMG. There is nothing Samantha finds more inspiring than being able to empower advisors to market themselves effectively, and she gets a thrill from each message received from those financial advisors who are enjoying returns on their marketing investments.

About Susan Theder:

Susan Theder is the Chief Marketing and Experience Officer at FMG Suite and a member of the company’s Senior Leadership Team. Susan places an emphasis on the importance of customer-focused strategies that leverage data and technology to deliver personalized and customized experiences that WOW. 

She has a passion for helping financial professionals grow and market their businesses and is an active supporter of women and diversity initiatives. She was named CMO of the year by WealthManagement.com in 2019 and a Women to Watch by Investment News in 2019. 

Susan currently serves on the Board of Directors for SMARSH and ComplySci, both leading SaaS/RegTech companies serving the financial services industry. 

Your Favorite Financial Adages Are the Keys to Growing Your Influence – Here’s Why (Ep. 414)

May 9, 2023
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As an advisor, you guide clients to do the right things with their money and mindset. And it’s no coincidence that the ones who listen have the most optimized wealth. 
Imagine you applied this exact same expertise to become more influential in your market…

As an advisor, you guide clients to do the right things with their money and mindset. And it’s no coincidence that the ones who listen have the most optimized wealth. 

Imagine you applied this exact same expertise to become more influential in your market…

In this episode, Matt Halloran and Kirk Lowe flip the script. They show you how to look in the mirror and take your own advice as an advisor. Matt and Kirk have some fun sharing examples of commonly used financial adages that, when applied to running a business, will make massive shifts in your influence trajectory. 

Matt and Kirk discuss:

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Top Predictions for Future Trends in Financial Services With Tim Welsh (Ep. 413 )

May 2, 2023
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Imagine you could hop into a time machine and go forward 5-10 years in the financial services industry. What do you think you’d see?

Imagine you could hop into a time machine and go forward 5-10 years in the financial services industry. What do you think you’d see?

In this episode, Tim Welsh, CEO and founder of Nexus Strategy, joins Matt Halloran to predict major upcoming marketing and tech trends for advisors to pay attention to. Where is the industry headed? Are advisors becoming content creators? Will all of advisors’ different tools and software ever truly  “talk to each other with integration”? Tim’s best predictions await you in this conversation. 

Tim discusses:

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About Our Guest:

Timothy D. Welsh, CFP® is President, CEO and founder of Nexus Strategy, LLC, a leading consulting firm to the wealth management industry. Nexus Strategy’s primary focus is working with leading organizations to best market their products, services and technology to the independent advisor community. 

Tim is frequently quoted in the wealth management media on a wide range of business management and industry topics. He is the author of a number of industry white papers, a regular columnist for RIABiz, ThinkAdvisor, and wealthmanagement.com, and is a frequent speaker at industry conferences and events. 



4 Proven Ways To Increase Your Influence & Win New Clients With Bill Cates (Ep. 412)

April 25, 2023
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If you’re like the advisors we know, you want to meet more of the right clients. But how?
By increasing your influence and referrals. 

If you’re like the advisors we know, you want to meet more of the right clients. But how?

By increasing your influence and referrals. 

In this episode, Matt Halloran talks to Bill Cates, a ProudMouth client & vetted expert in our PodRocket Influence Academy. As a referral coach, Bill has helped 250,000+ professionals and business owners experience exponential business growth by multiplying their best clients. Now, he’s sharing four proven ways to increase your influence and referrals – so you can become your ideal clients’ obvious choice. You’re about to hear success stories of advisors who are earning new business using these four techniques.

Resources: 

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About Our Guest:

Bill Cates, CSP, CPAE, is the President of Referral Coach International and the author of “Get More Referrals Now,” “Beyond Referrals,” and “Radical Relevance.” He is also the founder of The Cates Academy for Relationship Marketing™.

For over 25 years, Bill has helped financial professionals move from incremental growth to exponential growth by communicating more compelling value and multiplying their best clients.

Thousands of financial advisors are using Bill’s Relationship Marketing System™ to enhance client engagement, create more effective personal introductions, and communicate more relevant and compelling value. 



Stop Being “Just My Parent’s Advisor”: Start Connecting With the Next Generation With Julie Johnson (Ep. 411)

April 18, 2023
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Between 65-70% of young inheritors leave their parents’ advisors because that advisor made little or no effort to engage with them. 
What holds advisors back? Not knowing how to connect and build relationships with the younger generation.

Between 65-70% of young inheritors leave their parents’ advisors because that advisor made little or no effort to engage with them. 

What holds advisors back? Not knowing how to connect and build relationships with the younger generation.

In this episode, Matt Halloran is joined by Julie Johnson, president and CEO of XY Communication. Leading with empathy and decades of experience, Julie shares two proven ways to start marketing to the next generation, even if you feel reluctant to discuss the wealth transfer process with your clients. She also reveals eye-opening stats about what advisors stand to lose by not having good relationships with women. Take this as your ultimate inspiration to become a safe space for all clients. 

Julie discusses:

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About Our Guest:

Julie Johnson started her career in 1996 as a rookie with Smith Barney in Denver. By

2007, she and her team managed over $1B in AUM. They moved their team and every

client, including pensions, foundations, 401k’s, family offices and ultra HNW

individuals, to UBS in the fall of 2007, and then came 2008…..

 

Julie was named SVP with UBS, her team received Barron’s top advisor and top team

awards during her tenure. On multiple occasions, she was invited to speak at

national conferences and consult on practice management, sales and business

development as well as relationship management.

 

In 2016, Julie received her Behavioral Finance Certification and began her career as a

full-time certified coach, consultant, public speaker, and author. She is engaged to

coach management, advisors and teams, and speak at such esteemed national

conferences as Barron’s and Fidelity, as well as several regional conferences, both in

person and virtually with FPA, Forbes, Morgan Stanley, Wealth Management, UBS,

Ameriprise, BNY Mellon, just to name a few.



Future Planning: Are You Preparing Your Clients To Live Past 100? With Ric Edelman (Ep. 410)

April 11, 2023
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Innovations are radically increasing life expectancy. If you’re alive in 2030, odds are good that you’ll live to be 100 or older. 
Are you planning enough years for your clients? Most advisors aren’t. 

Innovations are radically increasing life expectancy. If you’re alive in 2030, odds are good that you’ll live to be 100 or older. 

Are you planning enough years for your clients? Most advisors aren’t. 

In this episode, Matt Halloran talks to Ric Edelman, the most acclaimed financial advisor in the U.S., about longevity. Ric urges you, and all advisors, to consider how longer living demands an updated approach to financial planning. Plus, you’ll hear why advisors can’t ignore crypto anymore, what it’ll take for advisors to remain viable in the industry over the next 20 years, and how Ric has grown an audience of fans without having to become a marketer.

Ric discusses:

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About Our Guest:

Ric Edelman is one of the most influential people in the financial planning and investment management profession, according to Investment Advisor, RIABiz, and InvestmentNews. He was ranked three times as the nation’s No. 1 Independent Financial Advisor by Barron’s, is in two industry Halls of Fame and received the IARFC’s Lifetime Achievement Award. He also holds two patents for financial product innovation.

Edelman is the industry’s top financial educator. He is a #1 New York Times bestselling author of 12 books on personal finance, including his newest, The Truth About Crypto, an Amazon bestseller. He hosts The Truth About Your Future podcast and produces Public Television specials.



Legacy Letters: Help Clients Connect With Their Children Now & Forever With Blake Brewer (Ep. 409)

April 4, 2023
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If you’re like the advisors we know, you want to impact your clients’ lives. Have you ever considered helping them connect with their children on a deeper level?

If you’re like the advisors we know, you want to impact your clients’ lives. Have you ever considered helping them connect with their children on a deeper level?

In this episode, Matt Halloran talks to Blake Brewer, the founder of Legacy Letter Challenge. Blake is on a mission to help one million parents write at least one meaningful and lasting legacy letter to their children. You, too, can help the parents you serve craft legacy letters – and without having to become an expert. Blake explains how, plus, why this activity can open the door to becoming your clients’ multi-generational family advisor.

Blake discusses:

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About Our Guest:

Blake is on a mission to help one million dads and moms leave a lasting legacy for their children. Blake has a wonderful wife and loves being a father to his three children, all under 8. As he leads his family, he draws from many mentors, but none more important than his late father, Larry Brewer.



In-Person Events Accelerate Client Relationships – Try These Fun Ideas! With Scott Heinila (Ep. 408)

March 28, 2023
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Imagine giving your clients an experience they’ll remember forever. Something fun and unlike anything they’ve ever done. How would that change your relationships? 

Imagine giving your clients an experience they’ll remember forever. Something fun and unlike anything they’ve ever done. How would that change your relationships? 

In this episode, Matt Halloran talks to Scott Heinila, the regional director of Producers Choice Network, about how podcasts and in-person events make it convenient and enjoyable for people to get to know you. Going beyond the typical golf outing, Scott shares ideas for creating experiences that build lasting connections and differentiate you from the competition. 

Scott discusses:

Resources:

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About Our Guest:

Scott Heinila started his insurance career in 2001 dedicating his time to assisting insurance and financial advisors and their clients within the three facets of Protective Portfolio Planning – annuities, life insurance, and long-term care insurance. Scott currently is the President of PCC Consulting, a wholesale insurance distributor and marketing firm. He is also the President and Founder of Prism Wealth Preservation, Optimized Wealth Strategies, a professional financial & insurance services firm specializing in working with pre-retirees, retirees, and business owners. And he’s the host of the Optimized Advisor Podcast. 

Access everything you need to establish yourself as a respected authority in your field. From creating effective content and building a podcast to crafting engaging social media, our resources and expert support will equip you to grow your influence and drive real business growth.

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