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Death by Referrals With Kirk Lowe, Part 1 (Ep. 431)

September 5, 2023
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Referrals are the lifeblood of new business and organic growth. But can it ever be too much of a good thing? Absolutely. 

In fact, referrals can quickly become a curse if you’re not careful. You can drown in a sea of less-than-ideal referees while believing that you’re building your business. Too many people are unaware of that disconnect. It’s truly quality over quantity. 

Referrals are the lifeblood of new business and organic growth. But can it ever be too much of a good thing? Absolutely. 

In fact, referrals can quickly become a curse if you’re not careful. You can drown in a sea of less-than-ideal referees while believing that you’re building your business. Too many people are unaware of that disconnect. It’s truly quality over quantity. 

In this episode, Matt Halloran is joined by his business partner and ProudMouth co-founder, Kirk Lowe, to discuss the right and wrong way to generate and use referrals in your advisory practice. They break down the difference between coming from a place of value versus a place of selling, and demonstrate the significance of building and sharing your influence, which creates an environment that allows your system to thrive.  

Matt & Kirk discuss:

“And if you don’t create the environment that I just talked about, you just running your business off of referrals is going to kill your business.

It’s not real organic growth. It’s not repeatable, and most importantly, it’s going to decrease the value of your business if you ever want to sell it.” ~Matt Halloran

Resources: 

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About Kirk Lowe:

After decades spent helping build and market successful financial services brands, Kirk recognized the increasing role and importance of influence in the rapidly expanding Expertise Economy. Successful financial advisors harnessing the power of podcasting, video, social media and progressively building their influence were attracting clients rather than having to chase them.

Kirk’s ‘ah-ha’ moment—that influence is essential for professional experts—led to his co-founding of ProudMouth, an influence accelerator dedicated entirely to liberating financial experts and advisors from the tyranny of sales by giving them the means and methods to become recognized, in-demand authorities.



Beyond a Good Experience: Using Feedback and Input for Deeper Engagement With Julie Littlechild (Ep. 430)

August 29, 2023
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Are you asking for feedback from your clients? Probably. But are you asking for input? 
One helps you improve, while the other allows you to better understand not just their financial goals, but also their feelings about their future, their plans, and yes, even you. 

Are you asking for feedback from your clients? Probably. But are you asking for input?

One helps you improve, while the other allows you to better understand not just their financial goals, but also their feelings about their future, their plans, and yes, even you.

In this episode, Matt Halloran welcomes Julie Littlechild – founder and CEO at Absolute Engagement – back to the podcast to consider the significance of feedback and input for advisors, and how that data can be used to provide more than “just” a good experience.

Julie discusses:

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About Julie Littlechild:

Julie Littlechild is a recognized expert on the drivers of client engagement and how it is being disrupted. She has worked with and studied successful financial advisors and their clients for more than twenty-five years. Prior to founding Absolute Engagement, Julie launched and ran one of the industry’s leading research firms, focused on client engagement. She is the author of a popular blog and The Pursuit of Absolute Engagement. She has served on the national board of the Financial Planning Association, currently sits on an Investment and Wealth Institute advisory board, was twice identified as one of the 25 Most Influential People and won an industry Influencer Award in practice management.

A Wake-Up Call for Advisors in a Post-Pandemic, Bear Market World With Sean Brown (Ep. 429)

August 22, 2023
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Are you still doing the same thing with your clients that you’ve been doing for the past decade? Have you noticed an uptick in client churn?
That’s not a coincidence. 

Are you still doing the same thing with your clients that you’ve been doing for the past decade? Have you noticed an uptick in client churn?

That’s not a coincidence. 

In this episode, Matt Halloran is joined by Sean Brown, president and CEO at YCharts, to discuss the changing dynamic between financial advisors and clients, the catalysts for that shift, and what you can do to stop the leak. Sean shares his thoughts on best practices and how to build an out-of-this-world CRM to drive what he calls “mass customized configuration of communication”.

Plus, he finds a way to meaningfully include Geoffrey Chaucer and Jerry Maguire in the same episode!

Sean discusses:

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About Sean Brown:

Sean Brown is the CEO and President of YCharts, an investment research platform that enables smarter investments, better client communications, and focuses on helping advisors deliver more value to their own clients. Sean’s passionate about providing advisors with quick access to investment data and modern tools that help them derive and share insights. Additionally, he believes that advisors require outstanding human support to ensure their success. In his nearly 30-year career, Sean’s focus has been on financial services and software, he’s been an executive at several startups, private equity-backed firms, and public companies. A Notre Dame and Stanford University graduate, Sean is a proud father and husband, an avid reader, and a college football and Chicago Cubs fan.



Buyer Beware: 3 Ways Lead-Gen Companies Are Falling Short, and What To Do Instead With Kirk Lowe (Ep. 428)

August 15, 2023
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Lead gen companies offer a quick and easy product, but are you really getting what you think you’re buying? Does it check all the boxes if you look a little closer? 
Their easy-button solution is tempting, but you’re paying for their system and their audience, when you should be building your own. 

Lead gen companies offer a quick and easy product, but are you really getting what you think you’re buying? Does it check all the boxes if you look a little closer? 

Their easy-button solution is tempting, but you’re paying for their system and their audience, when you should be building your own. 

In this episode, Matt Halloran is joined by ProudMouth co-founder and business partner, Kirk Lowe, to discuss the illusion of diligence that most lead-gen companies are selling. They walk you through a better system for laying a strong foundation, finding your fans, and building marketing equity for your business that continues to grow year after year.   

Matt & Kirk discuss:

“[Lead gen] is a very small subsection of marketing. It absolutely has a place. I don’t think this is where advisors should put most of their eggs, though.” ~Kirk Lowe

Resources: 

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About Kirk Lowe:

After decades spent helping build and market successful financial services brands, Kirk recognized the increasing role and importance of influence in the rapidly expanding Expertise Economy. Successful financial advisors harnessing the power of podcasting, video, social media and progressively building their influence were attracting clients rather than having to chase them.

Kirk’s ‘ah-ha’ moment—that influence is essential for professional experts—led to his co-founding of ProudMouth, an influence accelerator dedicated entirely to liberating financial experts and advisors from the tyranny of sales by giving them the means and methods to become recognized, in-demand authorities.



Playing Therapist? Why Referring out Strengthens Client Relationships With Ashley Quamme (Ep. 427)

August 8, 2023
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Do you ever catch yourself playing the role of marriage counselor with your clients? Or how about the role of mental health practitioner?
Consider this. When your clients’ needs go beyond your scope of practice, referring them out is one of the most caring things you can do.

Do you ever catch yourself playing the role of marriage counselor with your clients? Or how about the role of mental health practitioner?

Consider this. When your clients’ needs go beyond your scope of practice, referring them out is one of the most caring things you can do.

In this episode, Matt Halloran talks to Ashley Quamme, a licensed marriage and family therapist, and owner and founder of BAM Financial Consulting. Ashley reveals signs that you might be treading in unqualified waters, and why even giving “general marriage advice” can cause more harm than good. She also explains why referring makes client relationships stronger, and ideas for increasing client retention and referrals by creating well-being content with other professionals. 

Ashley discusses:

Resources: 

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About Ashley Quamme:

Ashley Quamme, LMFT, FBS®, CFT-ITM, is a Fractional Financial Behavior Officer, Speaker, Trainer, and Couples & Financial Therapist. With a dynamic presence and a passion for empowering financial advisors and clients, Ashley captivates audiences with her expertise in relational dynamics, behavioral finance, and financial psychology. As the owner and founder of BAM Financial Consulting, Ashley provides Fractional Financial Behavior Officer services to advisory firms globally. She is dedicated to helping financial advisory firms navigate the complexities of client psychology, communication practices, incorporating financial psychology, and providing them with the tools and strategies necessary for long-term success with clients.



Start Creating Content, Even if You’re a Perfectionist With Adam Cox (Ep. 426)

August 1, 2023
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Are you still waiting to get your voice out there? Maybe you’re stuck because you believe your content will “never be good enough.” 
How do you push past perfectionism and publish anyway?

Are you still waiting to get your voice out there? Maybe you’re stuck because you believe your content will “never be good enough.” 

How do you push past perfectionism and publish anyway?

In this episode, Matt Halloran talks to Adam Cox, Executive Vice President and Chief Wealth Management Officer at The First National Bank in Sioux Falls. In 2020, Adam hired someone to record podcast episodes for them. But despite being pumped to start, Adam waited a year before taking action. He was too focused on wanting everything to be perfect. 

Now, there’s no looking back. Adam is the host of Common Cents on the Prairie™, an award-winning podcast that “tackles some of today’s toughest financial questions in an approachable and personable style.” A vital part of his firm’s content machine, the podcast is helping them add more than one new relationship every business day. 

Adam discusses:

Resources: 

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About Our Guest:

Adam Cox is the Executive Vice President and Chief Wealth Management Officer at The First National Bank in Sioux Falls, and host of Common Cents on the Prairie™, an award-winning monthly podcast that tackles some of today’s toughest financial questions in an approachable and personable style. In just over 7 years with an organic growth focus, Adam and his team have grown the bank’s wealth management arm from $3.7 billion to $7.5 billion operation of managed assets. With no appetite for M&A, he mastered marketing at scale, meeting his target of 10% annual organic revenue growth (excluding market performance) for five years running. 

Stop Trying To Be an Influencer, Start Building Your Influence — Here’s How With Kirk Lowe (Ep. 425)

July 25, 2023
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Advisors, you don’t need to become an influencer to attract ideal clients. Living on social media and promoting other people’s products and services? No thanks!
Instead, focus on becoming more influential.

Advisors, you don’t need to become an influencer to attract ideal clients. Living on social media and promoting other people’s products and services? No thanks!

Instead, focus on becoming more influential.

In this episode, Matt Halloran and Kirk Lowe make the case for pursuing influence to become a trusted, recognized authority. They explain how to create an audience of raving fans who know you, like you, and trust you — with no internet fame needed. Plus, reasons to run away from “easy button” marketing.

Matt & Kirk discuss:

Resources: 

Connect with Kirk Lowe:

Connect with ProudMouth:

About Kirk Lowe:

After decades spent helping build and market successful financial services brands, Kirk recognized the increasing role and importance of influence in the rapidly expanding Expertise Economy. Successful financial advisors harnessing the power of podcasting, video, social media and progressively building their influence were attracting clients rather than having to chase them.

Kirk’s ‘ah-ha’ moment—that influence is essential for professional experts—led to his co-founding of ProudMouth, an influence accelerator dedicated entirely to liberating financial experts and advisors from the tyranny of sales by giving them the means and methods to become recognized, in-demand authorities.

Top Podcasting Takeaways From Queer Money Podcast With David Auten & John Auten-Schneider (Ep. 424)

July 18, 2023
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David Auten and John Auten-Schneider started Queer Money Podcast almost 10 years ago to fill a need. 
No one was talking to the queer community about finances.

David Auten and John Auten-Schneider started Queer Money Podcast almost 10 years ago to fill a need. 

No one was talking to the queer community about finances.

In this episode, our guests David and John reveal what they’ve learned from publishing 400+ episodes of what’s become the “#1 gay podcast for our financial needs,” ranked by Charitable in the top 400 business podcasts in North America. They share proven advice on how to keep creating content your niche actually wants, what it looks like to podcast with a deep sense of purpose, and two major things they’d do differently if they were starting their podcast today.

David and John discuss:

Resources: 

Connect with the Debt Free Guys™:

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About Debt Free Guys:

With their writing and speaking for DebtFreeGuys.com and Queer Money® podcast, David & John Auten-Schneider help queer people (and allies) live fabulously not fabulously broke. As certified LGBTBEs, they are the queer voice in both personal and business finances. 

David and John’s work has appeared on Forbes, Yahoo!Finance, NBC’s Squawk Box and The News with Sheppard Smith, ABC News, Rachel Ray Show, and Good Morning America to name a few. They’ve partnered with some of the best in financial services, including Capital One, Experian, MassMutual, American Express, and Prudential. They’ve partnered with some of the best LGBTQ+ organizations including, The Trevor Project, Callen-Lorde, The William Way Foundation, One Colorado, and LGBTQ+ centers nationwide.

Their goal is to connect LGBTQ+ people with the information and tools they need to reach financial security. 



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