Better conversations. Better outcomes. | Presented by BMO Global Asset Management

After five years and 136 episodes, it is time to say goodbye. In our last episode, we wanted to continue where we started this journey by providing all of you with some actionable ideas and learnings that might be helpful for your practice on the road ahead. We'll share stories and memorable experiences with you and identify several enduring principles that our guests helped us uncover to help you shape the future that you want to create. Thank you to all of our guests and listeners for five great years. We hope that you continue to access, use, and revisit these episodes, and most importantly, put them to work to have better conversations and better outcomes in your practice, your portfolios, and your financial planning.

This month marks our five-year anniversary for the Better Conversations. Better Outcomes. podcast. In recognition of this milestone, we're going to throw back to our first episode. Every investor has a unique perspective on the world, unique reasons for investing, and unique goals for their investment portfolios. In this episode, we explore how financial advisors can use personality archetypes to create better connections with their clients. How can you better communicate with investors who might feel that their advisor should have foreseen change in the markets? In this episode, Matt Smith lays out four investor archetypes, each with their own set of personality attributes: Guardians, Artisans, Idealists and Rationals. This episode details each of the archetypes and how you as a financial advisor can best cater to your clients' personalities. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

The most impactful financial decisions for your clients often come around some type of life event or transition – and for many, it comes at a time of heightened emotional state, either positive or negative. As a financial advisor, helping to meet your clients on level ground and produce a positive outcome from this change is key to your, and your client's, success. Ross Marino joins the podcast to discuss the best ways to guide your clients through these drastic changes in their lives. Ross will provide examples of these scenarios and discuss his series of four questions to answer before working towards a next-steps financial decision. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Medicare is the closest thing in the U.S. to a single-payer healthcare system, but it comes with trade-offs, including direct implications to a client's HSA plan, social security and more. When is the right time for your clients to enroll? Peter Stahl returns to the podcast to discuss planning for retirement with means-testing and taxable income in mind. He helps us break down the Medicare program, explain the pros and cons for enrolling in Medicare when eligible, and emphasize the importance of building sources of tax-free wealth before retirement. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

A couple's inability to communicate about their finances is one of the leading causes of a breakup. As an advisor, it's your responsibility to help clients navigate the challenges of financial planning, even in the context of love and relationships. Vonny Carrington joins the podcast to share many actionable insights for advisors to use with couples at any stage of a relationship, from engagement to moving in together, to marriage, divorce and even widowhood. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Clients looking for a new advisor or firm are faced with an overwhelming set of options. One way to set your practice apart is by giving a lot of thought to developing an intentional client experience. Our guest today is Angie Herbers, Managing Partner of Herbers and Company. Angie handles strategy management and innovation for independent advisory firms who desire to grow.  For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Referrals tend to have high conversion rates and lower costs, but often they seem a bit elusive and sometimes random. Is there a better, more consistent way to generate the right type of referrals for your business? Stacy Brown Randall joins us to discuss ways you can generate referrals without even asking for them, including a five-step outline that can be used to develop a formal referral plan. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

As financial planning continues its evolution, there are many areas of nuanced expertise that are emerging to help clients successfully navigate the intersections of life and money. Advanced care planning is one of those areas where advisors and clients can plan with some certainty for a period of extreme uncertainty. Kim Fischer joins the podcast to discuss the importance of having a plan in place should a client not be able to make decisions about their health or care for themselves. She covers why the most powerful part of this planning happens at an emotional level when a client and their advocate come together with clarity about what is important to them. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Before last year's COVID-19 pandemic, we would hear about advisors getting together with some clients and prospects for arts or charity projects, or even hosting a wine tasting. But unfortunately, the pandemic made many of these events virtually impossible to hold as this new normal really shifted things. Samantha Russell joins the podcast to discuss what it might look like to return to in-person events in a post-COVID era. Plus, she discusses the notable advantages that moving some of these events permanently into a virtual format may have on your practice. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Alternative assets, such as cryptocurrencies, art, private equity and more, have seen a surge in press coverage over the past decade, to the point that many of these alternative investments have become more mainstream than ever before. Tom Kurinsky of Millenium Trust joins us to discuss the ins and outs of holding these alternative assets in IRAs and how you can advise your clients on integrating these investments into their portfolios. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

You’ve done a lot of work to get a presentation in the boardroom, and you have one opportunity to make an impression and earn their trust.  There are ways you can improve your chances of success before you even walk in the door.   Randy Fuss joins the podcast to help you take full advantage of your opportunities in front of a board, including ways in which you can understand the motivations and dynamics of the room by doing some homework beforehand. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

The COVID-19 crisis exposed an already dire problem – families could not come up with money for unexpected expenses, such as replacing a flat tire or repairing a busted pipe. As such, many advisors have been reemphasizing the importance of optionality and financial wellness to help their clients and communities properly prepare for these unpredictable emergencies. Peter Welsh joins the podcast to discuss the importance of having a dedicated plan in place for dealing with unexpected expenses. Plus, he also discusses how his team has developed an after-tax emergency savings plan that starts in the workplace through paycheck deduction. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Retirement is, for many, the culmination of their life's work. As their financial advisor, you've been helping your clients strategize and plan for that milestone. But what happens if what you've been planning for changes right before the goal line? We're seeing that today in the world of retirement income. Derek Sasveld and Scott Kimball return to the podcast to talk about the actionable strategies you can take to combat this shift in the income landscape, creating a better outcome in retirement for your clients. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

2020 was a year with very few normal moments. Despite the uncertainty that the pandemic provided, we continue the tradition of providing you a recap of the best learnings from the year. And there were many! Ben and Emily are joined by Nate Stading for a discussion on the key takeaways from the podcast in 2020, including how the pandemic has shifted the way financial advisors should analyze plans, portfolios and their practice heading into 2021 and beyond. Thank you to all of our guests that joined the podcast for the first time or returned to the podcast this year. Your insights are helping advisors around the world drive better outcomes for their clients. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Developing a relationship with your clients and understanding their aspirations and objectives is key to successful planning strategies. Many clients are not aware that their values can increasingly play a role in how they invest. So how do you open up conversations with clients about their values and better understand their perspectives surrounding environmental, social and governance (ESG) investing? Kristi Mitchem, BMO Global Asset Management’s CEO, joins the podcast to discuss the impact that ESG investing can have on client portfolios, both to align with your client’s beliefs as well as meet their financial goals. Plus, she shares new proprietary research that can help you and your clients discover the role that ESG can play in their long-term strategies. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Being a great advisor requires coaching people toward their financial aspirations. However, many advisors reach a plateau, where focusing on the clients you already have consumes all your capacity. Bill Whitehead joins the podcast to discuss how to ensure you don’t lose sight of your vision of success. Topics include strategic planning and the benefits of having a coach by your side to help you execute on your plans for the years ahead. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Volatility in the markets. A historic election. A global pandemic. 2020 has thrown us all into an interesting period of irreducible uncertainty, and now more than ever, clients are looking to you to provide them with “real” financial advice in order to navigate these turbulent waters. Carl Richards returns to the podcast to talk about the rapid acceleration and shift to “real” financial advice and the emergence of a secret society of financial advisors.  Also, if you ever wondered what clients want from financial advisors, Carl shares their perspectives.   For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Many of you have succeeded in your practice by wearing multiple hats. But playing the part of CEO, CMO, COO and advisor all at the same time can be exhausting. That’s where an executive assistant, or EA for short, can come in to provide you with better leverage for your time and results for your business.   Blake Stratton joins the podcast to share behind-the-scenes insights into how to hire, work with and delegate to a world-class executive assistant. You may think you can’t afford to hire, but you might learn you can’t afford not to hire an EA for you and your practice.   For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations

Whether speaking at an event, in a group, or a one-on-one with a client, communicating effectively is a critical part of your role as a financial advisor. This has become even more pronounced with the COVID-19 pandemic, as many of these conversations have moved into the digital realm. Joel Weldon, creator of the Ultimate Speaking System, joins the podcast to share his insights from doing over 3,000 speeches, along with some of the tools that he uses to help make concise, clear presentations that connect with an audience of any size. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Helping a family manage and maintain their wealth over multiple generations can be a complicated and potentially unhappy affair. Courtney Pullen joins the podcast to provide actionable advice to help you navigate the challenges of multigenerational wealth, including why his background in psychology has helped him find success in this area of wealth management. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations

A big part of a financial advisor’s work is to help clients budget their money towards different objectives and time horizons. Bucketing is a concept you may be familiar with, which can enable people to understand where their money is today, and where they want it to be in the future. The behavioral concept that provides the foundation for bucketing is known as mental accounting. Jason Smith joins the podcast to discuss his mission to simplify the planning process and strengthen financial literacy around the globe, including details from his book The Bucket Plan.  For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

For many, economics is viewed only through the lens of numbers. But what can economics teach us about planning and making life decisions?   Russ Roberts joins the podcast to discuss the intersection of economics and life. From embracing uncertainty to evaluating financial tradeoffs, Russ will help broaden your perspective and apply economic principles to your clients’ daily lives.

Diversity and inclusion in the workplace is an important component to the success of your firm. In this episode, we’ll discuss ways to openly approach diversity and inclusion in the workplace with a desire to improve and understand. Fellicia Foster is the U.S. Head of Diversity & Inclusion for BMO. Fellicia discusses how a diverse, inclusive culture can lead to tangible benefits for your practice, including higher performance from your team and a better understanding of your customers. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/fostering-a-diverse-and-inclusive-culture/?utm_source=Vanity%20URL&utm_medium=podcast%20platform

Having a tough conversation can feel like a daunting task for everyone involved. However, there are strategies you can employ to ensure a better outcome from these conversations.   David Wood joins the podcast to discuss his four-step process for mastering tough conversations. Plus, David and Ben walk through an example of a tough conversation that you may come across as a financial advisor.   For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/turning-tough-conversations-into-better-conversations/?utm_source=Vanity%20URL&utm_medium=podcast%20platform.  

Retirement policy, interest rates and market volatility have made retirement planning more challenging for clients and advisors alike. What are the philosophies, opportunities and challenges you need to be aware of to help your clients navigate decumulation in today’s environment?   In this episode, we’re joined by Jamie Hopkins, Director of Retirement Research at Carson Coaching and co-creator of the Retirement Income Certified Professional (RICP) designation. Jamie discusses the opportunities and challenges associated with creating retirement income in this new environment, including how to help shift the mindset of individuals to adapt to these changes.   For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/retirement-income-planning-in-the-new-normal/?utm_source=Vanity%20URL&utm_medium=podcast%20platform.

(Originally aired in September 2016). This episode centers around family conversations that should happen when investors are planning for their estates and legacy. In this episode, our guest is Dr. Amy D’Aprix , BMO Financial Group’s Life Transition Expert. She discusses properly approaching challenging conversations, enhanced estate planning, planning beyond the will, and the unique position of the financial advisor. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/family-conversations-that-should-not-be-avoided/.

As the coronavirus pandemic surges worldwide, we hope you and your loved ones are safe and healthy. In an effort to support your client conversations during these times, we recorded a special episode with Steve Sanduski full of actionable ideas to help both you and your clients thrive during and coming out of this period. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/coaching-clients-through-uncertainty/?utm_source=Vanity%20URL&utm_medium=podcast%20platform

The longest bull market in history has come to an end. The coronavirus, combined with oil markets, started the correction in late February of 2020. However even prior to this recent news, many investors and their advisors have been looking to mitigate risk in their portfolios, and low volatility investing has swelled in popularity. Chris Jenks returns to the show to discuss the ins and outs of low volatility investing and its potential impact on portfolios during times of market volatility. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Finding the financial planning software that’s a fit for your practice can feel overwhelming. There are many different solutions that have various features, benefits and client interfaces, and it can be hard to determine where to start. In this milestone episode, Michael Kitces from Nerd’s Eye View joins us to discuss the differences between many of the large planning software providers in the financial planning industry, helping you set a game plan to choose the right fit for your business. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/how-to-choose-the-right-financial-planning-software-with-michael-kitces/?utm_source=Vanity%20URL&utm_medium=podcast%20platform A special thank you to all of our listeners and guests for joining us through our first 100 episodes. To look back at our first 100 and to join our podcast newsletter, visit us at bmogam.com/betterconversations.

What if you could have advocates in your target market promoting your brand? Word-of-mouth marketing has one of the highest ROI’s but is one of the hardest to create. Sarano Kelley returns to the podcast to explain how creating – and maintaining – centers of influence can add value to your clients and your business. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/fostering-success-with-centers-of-influence/

On December 20, 2019, President Trump signed appropriations legislation which included the passage of the SECURE Act. This legislation is broadly about increasing retirement security and making it easier for small businesses and part-time employees to access retirement plans, but there are some additional components to the legislation that will have an impact on retirement plans. Mike Barry joins the podcast to discuss those key components of the SECURE Act, including what it means for retirement and financial advice moving forward. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/secure-act-retirement-policy-you-can-use/.

At the Excel 401(k) conference in October 2019, we heard from a panel of advisors who managed to double their business in a relatively short time. How did they do it, and what ideas can you implement to help your practice grow at a faster rate? Our panelists, David Griffin of Atlanta Retirement Plans, Jania Stout of Hightower, and Robert Scherzer of Pensionmark, discuss what they learned on their path to 2x, including how they conquered the challenge of growing so rapidly. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/secrets-of-2x-advisors/.

Our guests in 2019 came armed with invaluable lessons for your practice and your clients alike. If you’re new to the podcast or simply looking for some inspiration, this episode should act as a great refresher to jump start ideas as we enter 2020. We’re joined by four BMO colleagues who work with financial advisors on a daily basis. Together, they share the information and ideas that stuck with them – and the advisors they work with – long after they listened to the show. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/best-of-2019-actionable-ideas-to-take-into-the-new-decade/.

Status quo can be a hard thing to break away from. For one advisor, it was a life event that turned into a springboard for transformation. In today’s episode, Andy Hart and Julia Carlson join Ben Jones for a special fireside chat. Hear how Julia broke out to build a thriving practice and how she has translated her vision into reality. You will hear several actionable strategies from both guests that you may want to leverage as you charge into 2020 and beyond. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/how-one-advisor-transformed-her-business-off-a-life-event/.

Every fall, BMO brings together investment strategists, economists, and leaders from across the industry to develop a medium-term outlook on the global markets.  With topics ranging from decarbonization and climate change to globalization and the risk of a U.S. recession, the Global Investment Forum helps paint a comprehensive picture of what may drive your clients’ portfolios in the years ahead. Our guest is Mike Dowdall, Investment Strategist and Portfolio Manager with BMO’s Multi-Asset Solutions Team, based out of Chicago. We discuss the key takeaways from this year’s forum and what we’ll be watching as we enter the new year. To view the report, go to https://www.bmogam.com/us-en/advisors/gif-2019/ For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/themes-from-the-2019-global-investment-forum/.

Over the last year, China’s equity markets gained greater global presence when China-A shares were listed on the MSCI and FTSE indices. Yet, the government has been slow to open more investment opportunities to foreigners.  In this episode, we explore this rapidly evolving economy and how U.S. investors should view China in the context of their emerging markets exposure. Our guest is June Lui, a Portfolio Manager for the Greater China Strategy at LGM, which is one of BMO’s specialized investment teams.  We couldn’t think of a better person to ask about current events in China and uncover some actionable ideas for how advisors can incorporate China into a well-diversified portfolio. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/opening-for-business-china-a-shares-and-a-diversified-portfolio/.

The independent RIA channel has had sustained growth for over two decades. The desire for independence, innovative service models and transparency has fueled rapid growth.  Bernie Clark, Head of Schwab Advisor Services has been at the forefront of this evolution from a cottage business to over a 4 trillion dollar industry today. Bernie’s passion for helping independent advisors succeed in this space makes him the perfect person to share perspective and offer actionable advice for independent RIAs and those considering the move towards independence. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/forces-shaping-the-future-of-advice-with-schwabs-bernie-clark/.

What does an inverted yield curve tell us? And how much should we plan for a recession? In this episode, we dive into current events in the fixed income markets and what it means for portfolios and clients. Our guest is Scott Kimball, Senior Portfolio Manager with BMO’s fixed income team. We discuss the recent FOMC meeting, the interest rate cuts and how advisors should be looking at fixed income going into 2020. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/a-brave-new-fed/.

Sometimes, simply educating people about how to save and budget isn’t enough to incentivize healthy choices with their money. There are deeper, more advanced strategies that advisors can use to help clients improve their financial security and wellness. Today our guest is Wendy De La Rosa. Wendy is the co-founder of Common Cents Lab, a financial research lab that uses behavioral science and cognitive psychology to develop interventions that help people make better financial decisions. Wendy has a ton of actionable advice for working with clients, and it’s all backed up by data from studies that Common Cents has run with a variety of partners in the industry. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/how-advisors-can-influence-change-in-client-behaviors/.

78% of Americans are living paycheck to paycheck, 43% of student loan borrowers are not making payments and nearly half of all employees can’t cover a $400 emergency. In an effort to help employees understand and improve their personal financial health, many plan sponsors and their advisors are turning to workplace financial wellness programs. Phyllis Klein is a senior director at Captrust Financial Advisors, a firm that specializes in institutional advisory work.  In this episode, Phyllis discusses the benefits and challenges of helping employers implement financial wellness programs for their employees. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/its-personal-the-growing-need-for-financial-wellness-programs/.

As a financial advisor, you have a lot of responsibilities in managing your clients. At times you might not even feel like you have the time and resources to shift your priorities to grow your business further.  Enter Matt Halloran, CEO of Top Advisor Marketing. Matt’s mission is to help businesses “rise above the noise” with a digital marketing strategy built on focused, custom content creation.  Today we’re talking with him to learn the most important tips about developing a marketing strategy. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/modern-marketing-components-of-an-advisor-marketing-strategy/.

CFP, CPA, CLU, ChFC, RICP. You likely know what these designations are, but do your clients? And how important are these designations when prospective clients choose a financial advisor?  Mike McGlothlin from the Society of Financial Service Professionals joins the podcast to discuss how designations act as a reinvestment in yourself and can provide outward credibility for your practice. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/the-power-of-designations/.

Talking about life insurance as part of a financial plan isn’t always easy, but it is important. What steps can you take to ensure these difficult conversations make it into your client’s financial plan?  We’re joined by Alison Salka and Jeremy Barlow to discuss both the consumer perspective and the advisor perspective on the topic of life insurance. Together, these perspectives can help enhance your conversations with your clients and ensure their financial plan has an effective risk management plan in place in the event of an untimely passing. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/risk-management-life-insurance/.

Morningstar is one of the best-known research organizations in the financial services industry. They're a company you probably interact with every week in some shape or fashion, whether you're checking out ratings of a fund or digging deeper into analysis using one of their platforms.  We’re joined by Jeff Ptak, Global Director of Manager Research at Morningstar, to discuss insights around manager research that may help you improve your research and portfolio construction process. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/inside-the-research-of-morningstar/.

The educational workshop can be an effective marketing practice and a way to provide education to your local community, helping to grow your business by creating a loyal client base that views you as a leader in financial planning.  We’re joined by Mike Thurman, co-founder of White Glove, as he showcases how other financial advisors have used educational workshops to turn new attendees into clients. Mike shares tips from planning your workshops all the way through the post-workshop follow-up to ensure you can get the most out of your investment. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/becoming-a-local-thought-leader-with-educational-workshops/.

Some advisors are doing what they’ve always wanted to do, and building practices that are incredibly fulfilling. Others might have inherited or succeeded a practice and are looking for a way to make it their own. Today, we discuss how to “Find your fire within” in regards to your practice and your client’s goals. Jason Barnaby joins the podcast to discuss the ways you can rediscover what you love to do as an advisor. Plus, he shares tips and ideas for how you can help your clients find their fire. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/fanning-the-flame-for-your-practice-and-your-clients/.

This is the latest in a series of episodes where we take you “in the trenches” with financial advisors that are using modern media strategies to build their business. Consistent client communications can be a challenge, but doing so can help bolster the relationship an advisor can have with their clients. What if that communication could potentially increase the visibility of your firm to potential new clients at the same time? A blog may be the answer.  David Armstrong of Monument Wealth Management joins the podcast to discuss the ways in which his blog, titled Off The Wall, helped people learn more about his business before an initial meeting. Plus, he shares his top tips for writing your own blog, including the importance of sounding authentic in your writing. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/modern-marketing-the-secrets-to-a-successful-blog/.

It’s no secret that the advisor workforce is aging, and the old ways of recruiting and retaining advisors haven’t been sufficient in meeting demand for new talent in the industry. Some firms have turned to new, unique ways of advisor development and are seeing successful outcomes for their business. Matt Ransom of Raymond James joins the podcast to discuss today’s advisor demographics and address some of the barriers of entry for those thinking about getting into the field. Plus, he shares how Raymond James’ award-winning* Advisor Mastery Program (AMP) has helped develop new advisors and increased retention rates for the firm. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/developing-the-next-generation-of-financial-advisors/. *In October 2017, Raymond James’ Practice Management was named a winner in WealthManagement.com’s Industry Awards in the Broker/Dealers: 1000+ Advisors Practice Management category. For more details, visit wealthmanagement.com.

An investment policy statement is an important way to document goals and the plans to achieve them. While they are not a requirement as part of an investment plan, having one in place can help keep a plan on course during times of stress and uncertainty. Derek Sasveld joins the podcast to break down the basics of investment policy statements, including the four components of a well-written investment policy statement. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/the-dos-and-donts-of-investment-policy-statements/.

April 15th has come and gone. And with changes to the tax code taking effect in 2018, advisors and individuals may have had a different experience than in years past. Your clients may even be turning to you for advice on how to better manage their tax planning for 2019. Rick Kollauf joins the podcast to discuss the details of the new tax rules. Plus, he shares how getting the tax conversation right can strengthen the relationship between advisor and client. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/tax-strategies-to-optimize-your-client-conversations/.

In this episode, we explore strategies for building an effective pipeline system and improving your client acquisition efforts. Our guest is Michael Salmon, founder of Salmon Academy and author of Winning More Business in Financial Services. He shares the concrete, actionable steps that you can take today to overcome your hurdles to growth, including the five strategies to meet your client acquisition goals and the importance of building and managing your pipeline. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/power-of-the-pipeline-client-acquisition-strategies-to-grow-your-practice/.