There’s a huge advice gap in the U.S. Even among wealthy clients who work with an advisor.
According to Bento Research, 40% of advised clients said they didn’t get advice on Social Security benefits when they turned 62. While 63% said they didn’t get advice on Qualified Charitable Distributions when they turned 70 ½.
This might sound like negative news. But it’s your opportunity to engage with clients (and prospects) to offer the advice your competition isn’t.
There’s a huge advice gap in the U.S. Even among wealthy clients who work with an advisor.
According to Bento Research, 40% of advised clients said they didn’t get advice on Social Security benefits when they turned 62. While 63% said they didn’t get advice on Qualified Charitable Distributions when they turned 70 ½.
This might sound like negative news. But it’s your opportunity to engage with clients (and prospects) to offer the advice your competition isn’t.
In this episode, Matt Halloran talks to Cassie Jackson, the Chief Growth Officer at Bento Engine, about how this FinTech helps advisors deliver unbelievable client communication, and never miss out on age milestones and key life moments. Cassie also shares how Bento Engine gives advisors limitless content ideas and helps them prospect to the next generation.
Cassie discusses:
- Why it’s easy to send compliance-approved communications with Bento
- How reaching out to clients at critical moments helps advisors generate new business
- How much of the general U.S. population is lacking life-changing financial advice (and what you can do about it)
- A list of client life and age milestones that advisors might be overlooking
- And more
Resources:
Connect With Cassie Jackson:
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About Our Guest:
Cassie Jackson is currently the Chief Growth Officer at Bento Engine, an Advisor FinTech company that empowers financial advisors to proactively engage with their clients and prospective clients during key moments in their wealth management journeys. As a former advisor, she has a passion for helping advisors make a meaningful impact on their clients’ lives. Cassie is based in Montana and loves raising her kids in the outdoors of her home state.
Like most advisors, Darren Wurz was a little scared to focus on a niche. But now? He’s encouraging you to drill down on who exactly you want to serve.
Summary:
Like most advisors, Darren Wurz was a little scared to focus on a niche. But now? He’s encouraging you to drill down on who exactly you want to serve.
In this episode, Matt Halloran talks to our client Darren Wurz, who is also the co-owner of Wurz Financial Services and host of “The Lawyer Millionaire Podcast.” Darren gets candid about how he came around to pursuing lawyers as his niche, his best advice for reaching your specific audience through a book and digital marketing, and why niching doesn’t have to be a switch-flip — you can take it slow!
Darren discusses:
- His exact marketing moves to start attracting lawyers
- How he encouraged the American Bar Association to publish his book, even after they turned down the first proposal
- His trick to overcoming the hardest part of podcasting: “getting it done!”
- How niche marketing is creating growth within his business
- And more
Resources:
Connect With Darren Wurz:
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About Our Guest:
Darren Wurz is a fee-only financial advisor and co-owner of Wurz Financial Services, a family business he runs with his dad and brother. Darren has developed an expertise in the unique financial planning needs of those in the legal profession, and he now specializes in serving attorneys and law firm owners. His mission is to help his clients achieve financial independence as they define it. He is the host of The Lawyer Millionaire Podcast and author of “The Lawyer Millionaire,” published by the American Bar Association.
If we’re lucky, we’ve had help from a trusted guide at some point. A mentor who’s helped us become the person and professional we are today.
Now, are you thinking about paying it forward through your practice?
Summary:
If we’re lucky, we’ve had help from a trusted guide at some point. A mentor who’s helped us become the person and professional we are today.
Now, are you thinking about paying it forward through your practice?
In this episode, Matt Halloran talks to Kellan Brown, the vice president of strategic partnerships for Finance of America Reverse (FAR), about how businesses can support the next generation through mentorship. She also reveals why FAR, a reverse mortgage company, rose up to become a beloved brand and what qualities to look for in a strategic partner.
Kellan discusses:
- What drives her passion behind mentorships
- How she makes influencer decisions to further the brand
- How companies can benefit from mentorship programs
- The role of influencers and mentors as both teachers and listeners
- And more
Resources:
Connect With Kellan Brown:
Connect With ProudMouth:
About Our Guest:
Kellan Brown is the Vice President of Business Development & Strategic Partnerships for Finance of America Reverse and runs the Retirement Strategies Division with a mission to bring home equity into the financial planning process.
She sits on the board of directors for the FinServ Foundation where their mission is to empower the next generation of financial professionals through coaching, mentorship, and community. Kellan is the women’s lead for Finance of America’s enterprise DEI&B initiative, and she chairs the Mentorship committee across all Finance of America companies.
Clients and prospects can learn from your experiences. And you don’t have to be a “gifted” or “natural storyteller” to tell a story that changes lives.
Summary:
Clients and prospects can learn from your experiences. And you don’t have to be a “gifted” or “natural storyteller” to tell a story that changes lives.
In this episode, Matt Halloran talks to our client Christine Luken, a Financial Dignity® Coach, author, and host of the “Money is Emotional Podcast.” Christine explains why she often tells stories from when she “crashed and burned financially” in her 20s, how to choose and tell a signature story that moves your audience – and why perfection isn’t a prerequisite.
Christine discusses:
- How to become a good storyteller, even if you weren’t born to be one!
- Easy ways to tell compelling client stories while maintaining confidentiality
- Two prompts for sharing experiences that show your humanity (and feel comfortable for you to share)
- Why listening is just as important as storytelling
- And more
Resources:
Connect With Christine Luken:
Connect With ProudMouth:
About Our Guest:
As the Founder of the Financial Dignity® Movement, Christine Luken has coached hundreds of high-earning professionals to pay off staggering amounts of debt and massively increase their net worth. Christine’s book “Money is Emotional: Prevent Your Heart from Hijacking Your Wallet” has landed her almost 100 podcast and TV interviews, establishing her as the authority on money, mindset, and emotions. When she’s not coaching clients from her home office in Cincinnati, you can find this Certified Divorce Specialist & member of the Financial Therapy Association curled up with a good book, a fluffy cat, and a strong cup of coffee.
Wouldn’t it be nice to actually attract prospects off social media? And without content creation taking over your life?
Wouldn’t it be nice to actually attract prospects off social media? And without content creation taking over your life?
In this episode, Matt Halloran talks to Thomas Kopelman, co-founder and financial planner with AllStreet Wealth. Thomas reveals how he’s growing an audience of Twitter fans who come to him saying, “I already believe in what you do.” He also talks through how to decide whether to outsource content creation or keep it in-house, why he’ll never run out of ideas, and why not showing up for your audience just isn’t an option!
Thomas discusses:
- How he’s achieving “awesome and overwhelming” business growth by turning Twitter followers into fans who are ready to buy
- What advisors risk by publishing the exact same posts all week
- Why he doesn’t spend a single second DMing prospects (and what he does instead)
- How to eliminate time-sucking activities, so you can stay focused on building relationships with your audience
- And more
Resources:
Connect With Thomas Kopelman:
Connect With ProudMouth:
About Our Guest:
After graduating from Butler University, Thomas Kopelman has spent his entire career in the financial services industry as a financial planner. He is passionate about helping millennials cut through the noise and figure out how to use their resources to accomplish what they truly want in life.
Every facet of an advisor’s job has influence at the heart of it, according to Daniel Crosby. What can advisors do right away to become more influential?
Summary:
Every facet of an advisor’s job has influence at the heart of it, according to Dr. Daniel Crosby. What can advisors do right away to become more influential?
In this episode, Matt Halloran talks to Dr. Daniel Crosby, Chief Behavioral Officer at Orion Advisor Solutions. Dr. Crosby unpacks why influence is the most important competency for advisors – and ways to become more influential by activating two of Robert Cialdini’s principles. He also reveals how the BeFi20 assessment will help you gain a deeper understanding of your clients’ financial values.
Dr. Crosby discusses:
- How BeFi20 adds value to your client relationships, marketing, and influence
- One of the best predictors of whether or not a new client will like you
- An easy way to influence your clients to follow through on their commitments
- The top 3 qualities clients want in an advisor (spoiler alert: “technical competency” isn’t on the list)
- And more
Resources:
Connect With Dr. Daniel Crosby:
Connect With ProudMouth:
About Our Guest:
Educated at Brigham Young and Emory Universities, Dr. Daniel Crosby is a psychologist and behavioral finance expert who helps organizations understand the intersection of mind and markets. Dr. Crosby recently co-authored a New York Times Best-Selling book titled, Personal Benchmark: Integrating Behavioral Finance and Investment Management.
If you’re not podcasting yet, the question is…“Why not?”
Summary:
If you’re not podcasting yet, the question is…why not?
In this episode, Matt Halloran is joined again by Candice Carlton, Head of Advisor Growth Marketing at FiComm Partners. They unpack the benefits of having your own advisor podcast, even if you’re not sure your clients are listening to this medium. Candice also shares a solution for advisors who are dreaming of starting a podcast but aren’t sure how to make it happen (hint: FiComm x ProudMouth’s 30-day podcasting workshop!).
Candice discusses:
- Why podcasting is the foundation of FiComm
- How they’re helping advisors create podcasts and share their knowledge with their ideal audience
- What aspiring podcasts can expect from FiComm x ProudMouth’s 30-day podcasting workshop
- How podcasts can be a vehicle to drive change in people’s lives
- And more
Resources:
Connect With Candice Carlton:
Connect With ProudMouth:
About Our Guest:
Candice Carlton is the Head of Advisor Growth Marketing at FiComm Partners. Prior to FiComm, she worked for and with some of the fastest growing and most innovative firms in the US including Mercer Advisors, United Capital acquired by Goldman Sachs and XY Planning Network.
People know when they’re being sold to. How can advisors build authentic connections with their audience through marketing and social media?
Summary:
People know when they’re being sold to. How can advisors build authentic connections with their audience through marketing and social media?
In this episode, Matt Halloran is joined by Candice Carlton, Head of Advisor Growth Marketing at FiComm Partners. Candice shares her journey from working in retail to entering the financial industry and changing up the way her company –– and advisors –– communicate.
Candice discusses:
- How she changed the way the internal communications at United Capital were seen by employees – and why those changes increased communication
- How FiComm is motivating financial advisors to change their thinking through their coaching program
- What it takes to build authentic marketing strategies
- How to approach social media more authentically to get the right message to your audience
- And more
Resources:
Connect With Candice Carlton:
Connect With ProudMouth:
About Our Guest:
Candice Carlton is the Head of Advisor Growth Marketing at FiComm Partners. Prior to FiComm, she worked for and with some of the fastest growing and most innovative firms in the US including Mercer Advisors, United Capital acquired by Goldman Sachs and XY Planning Network.
