The Profitable Advisor Podcast

What if your success as a business owner became the very thing that prevented you from enjoying your life? While many advisors focus on helping others navigate their retirement, they often neglect to consider their own. The recent death of Colts owner Jim Irsay is a sobering reminder that we need to prioritize our own future while helping others achieve their goals.   Today we're challenging the hustle-at-all-costs mindset and asking the hard questions every business owner needs to reflect on honestly. Are you actually enjoying the rewards of your business? Do you know when your work becomes optional? And have you built your business in a way that lets you walk away if you need to? This episode isn't about quitting, it's about building with purpose. This frank conversation is aimed at helping you stop deferring joy, design a practice that doesn't own you, and make time your most valuable return. Because the clock is ticking, and you don't want to run out of time with your best years still sitting on the shelf. Here's some of what we discuss in this episode: ⏰ The harsh reality of running out of time before you enjoy success

Early in my career, I spent a lot of money on training and read a lot of books on the sales process to try to find the magical words that would get somebody to make a buying decision. There were plenty of struggles along the way, but over time, I discovered a method that I thought worked well. It's basic and comes down to just one question, but it really is the most proper way to approach selling. The answer reveals everything you need to know about whether a client worth taking on. I'll break down the difference between “good” and “bad” answers, the dangers of onboarding someone who only cares about higher returns, and how this single question can save you from years of frustration. Plus, this question isn't just for prospects but with current clients as well. Here's some of what we discuss in this episode:

If your phone's been ringing off the hook with client concerns about market volatility and tariffs, you're not alone—and you're not crazy. These market-moving events get the attention of even the most level-headed investors so how should you approach conversations during times like these? Let's talk about how to actually address client fears without getting pulled into a political debate or emotional tug-of-war. Look, I get it. This isn't just about policy; this is about deeply rooted beliefs. Whether your clients are panicking because of who's in office or what the headlines say, the key is not to debate—but to lead. I'll walk you through what I'm doing in my practice, the message I'm sending to clients, and why staying calm, logical, and forward-facing is the most effective strategy we have right now. Here's some of what we discuss in this episode:

If your phone's been ringing off the hook with client concerns about market volatility and tariffs, you're not alone. And you're not crazy. These market-moving events get the attention of even the most level-headed investors so how should you approach conversations during times like these? Let's talk about how to actually address client fears without getting pulled into a political debate or emotional tug-of-war. Look, I get it. This isn't just about policy; this is about deeply rooted beliefs. Whether your clients are panicking because of who's in office or what the headlines say, the key is not to debate — but to lead. I'll walk you through what I'm doing in my practice, the message I'm sending to clients, and why staying calm, logical, and forward-facing is the most effective strategy we have right now. Here's some of what we discuss in this episode:

Today we're excited to welcome on a close friend and fellow financial advisor to the show. Nathan O'Bryant is the founder of O'Bryant & Associates in Jackson, Tennessee, and someone who has found great success with Google Reviews. In an industry where client testimonials are heavily regulated, being able to benefit from the relationships you've built is very powerful. Nathan joins us to share his remarkable success story that has not only enhanced his online presence but also attracted significant new clients to his practice. With 25 five-star reviews under his belt, Nathan reveals that he achieved this milestone without spending any money on marketing. Instead, he simply sent out a video to his clients, informing them of the opportunity to leave a review, and the results have been nothing short of impressive. This episode will provide you with actionable insights on how to build and maintain relationships with clients, the importance of communication, and the undeniable impact of testimonials on business growth. Here's some of what we discuss in this episode: How Nathan started getting Google reviews from his clients when Tennessee began allowing them. When people search for a local advisor, Nathan is rising to the top of search results. The reason why Nathan replies and interacts with the reviews. Subtle ways to get clients to provide a review or give you positive feedback. If ​you ​run ​a ​good ​practice ​and ​you ​stay ​tight ​with ​your ​clients, ​it's ​going ​to ​work ​out. Check out Nathan's podcast: https://thefinancialanswer.com/ Schedule a meeting with Dan: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net   

When markets are moving up and sentiment is strong, the financial media always points out the inevitable downturn. It gets more attention and attracts more eyeballs, but it's still important to prepare for this even if you don't know when it's coming. That's why we want to talk about how financial advisors should approach these conversations and why it's so important to communicate about what a down market will look like. But in doing so, we want to reframe some common misconceptions about market corrections and explain the significance of understanding market values based on demand. As someone who has navigated the financial landscape for years, I understand the importance of preparing clients for the inevitable ups and downs of the market, and how to do it without using two words we don't agree with. Here's some of what we discuss in this episode: Conversations we've been having with people who have anxiety over the election and its impact on the market. How to prepare your clients for the moment when the market will go down. Why we don't like to use the word correction when explaining market movement. The reason why we don't use the word overvalued. Schedule a meeting with Dan: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net 

The start of a new year often sparks a desire to reset, refocus, and find better ways to manage our time and energy. If you're looking to kick off the year with fresh productivity strategies, this conversation is for you. In this episode, I'll share my tried-and-tested productivity hacks that have helped me streamline my work habits, stay organized, and maximize efficiency. Whether you're looking to transform your work life or find ways to get more done in less time, these tips are easy to apply and can make a big difference. Let's make 2025 your most productive year yet! Here's some of what we discuss in this episode: Waking up an hour earlier than you usually do Planning your day for productivity and avoiding distractions Mastering the use of the word “no” Not waiting for the “perfect” time to do anything Avoiding negative people and meetings Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

If you've followed my podcast for a while, you've heard me say I don't recommend crypto to clients. That hasn't changed, but we can't deny the fact that crypto is growing rapidly. So, with this, how should you respond when a client asks, “Shouldn't I be putting money in crypto?” In today's episode, I dive into this question by sharing my own experience investing $2,000 in crypto through Venmo. I'll talk about what I learned, how it shaped my perspective, and the lessons it offers for understanding this volatile market. Then, I'll share my thoughts on how to frame the conversation and navigate the hype responsibly.   Here's some of what we discuss in this episode: My skepticism about crypto and first time investing in it. A $2,000 crypto investment that is now worth over $6,000. Being open with your clients about crypto. Advising interested clients to invest small amounts and to avoid constant monitoring. Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

As we move closer to a new year and into a new administration, advisors are looking for strategies to increase profitability in their practice. What we want to recommend today might surprise you, but I want to talk about why you might want to raise fees. You've heard me talk about reducing fees for a number of years, but now I'm recommending the complete opposite. I'll explain why in this episode, but keep in mind that I'm not suggesting you raise fees on your existing clients. Instead, we'll highlight a few areas of your practice where you can start increasing fees and revenue immediately if you institute these practices right away. The goal for every advisor should be to more revenue with fewer clients and that's what we want to get you thinking about in this show. Here's some of what we discuss in this episode: Why you should never do any type of work for a client without charging. Low fees might actually be turning people away. Requiring clients to put all of their business with you. Different AUM fees setups. Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

Today we want to get back into the basics of what we do and revisit some of the core concepts every advisor should be following. We began this show years ago to really dive into each of these principles and share strategies for achieving success in each of these areas. Whether you're a new advisor or someone who has been in the business for years, it's important to refocus on the foundational principles for running a profitable business. Get insights on why your vendor is not your friend, the importance of prioritizing profit over revenue, and the value of working only with ideal clients. Here's some of what we discuss in this episode: Principle #1: Your vendor is not your friend. My financial goals when we started the business. Principle #2: Profit trumps revenue. Principle #3: Work only with ideal clients. Schedule a meeting with Dan: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net 

What separates the people who are successful from the those who are not? The answer can be found in the power of our brain and subconscious mind, which has always been a fascinating topic to me. So often, success is all about mindset rather than being born with incredible attributes or natural ability, and our guest today has written a lot about that in her Renegade Mindset book. Nina Cooke joins us today to give us a better understanding of the psychological barriers that can hold financial advisors back and talk about ways to overcome them. In the competitive world of financial planning, success often hinges on more than just market knowledge and analytical skills. By developing a strong mindset, advisors can better support their clients in making sound financial decisions. Visit renegademindset.net to download a free copy of Renegade Mindset and gain access to the course we created with Nina. Don't wait until the new year to start making changes—take action now and make mindset a daily practice.   Here's some of what we discuss in this episode: The ‘knowing-doing gap' where people know they need to take action but fail to. How our childhood shapes our mindset. Understanding and mastering mindset is not only crucial for personal success but also for guiding clients. Daily mindset practice is the key to getting what you want Separating personal goals from business goals.   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net 

I recently got back from a visit with a friend who went through cancer recovery and is now doing great. It was amazing to see how he changed his life, from the lifestyle he lives to the passion he has for the things he's doing. It took near-death experience to change his perspective on life, but it's not much different than what many business owners go through. Health concerns often force people to pull back on the amount of work they're doing to reduce the stress and strain. This is where the concept of a systems-based practice comes in. Finding ways to delegate tasks and optimize time is the way to maintain the business even when you're not around. Nothing prevents us from establishing these systems earlier but getting a dose of reality forces us to live in the present. That's a lesson we can all benefit from. No matter what's happened in the past, move on and focus on what you can control. Happiness is a choice, and you have that option as an entrepreneur. Today we're going to encourage you to ask crucial questions about yourself and your business. The goal is to prompt self-reflection and inspire action. We all have the freedom to choose where we live and work and we should all be taking full advantage of that freedom.   Here's some of what we discuss in this episode: Examples and stories of people that have been inspired this conversation. Why finding a great place to live is so important for happiness. How to establish a systems-based practice.   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net 

Have you ever heard of a benevolent dictatorship? This is a system where one person at the top makes decisions with kindness, care, and wisdom. While we might never see a benevolent dictator in government, this model can be incredibly effective in business. In today's episode, we're going to discuss why advisors need to lean into this effective form of leadership. Time and time again, I see advisors struggle with decisive leadership, seeking feedback and approval from their staff members or spouses who don't work in the office. It's important to remember that everyone is motivated by self-interest and that your employees and loved ones will never view your business the way that you do. This doesn't mean that asking for ideas is a bad thing, but you shouldn't base any of your decisions on what you think their reactions are going to be. Remember, it's impossible to do the right thing while making everyone happy. Be kind, but be stern, and make decisions with the best interest of the business at heart. Click play to learn more about how this model can be an absolute game-changer in your business.   Here's some of what we discuss in this episode: The benefits of benevolent dictatorship in business leadership Common challenges advisors face with decision-making and seeking approval The differences in perspectives between business owners and employees Making decisions based on business priorities rather than anticipated reactions   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net   

For those that don't know, I volunteer at a local animal shelter near my house and spend time walking the dogs there. While this non-profit does tremendous work in the community, it doesn't always operate very effectively as a business. That reminds me very much of the challenges that we see as advisors and there are some real insights that can carry over to what we have to deal with. Today we want to share insights from his recent experiences at a local dog shelter and how they relate to the challenges faced by financial advisors. Let's discuss the importance of effective volunteer recruitment, the parallels between running a non-profit and a financial advisory practice, and the necessity of constant marketing and client qualification.   Here's some of what we discuss in this episode: The importance of effective recruitment and finding the right people. Marketing strategies to help you attract clients. Why you don't want to treat every prospect the same.   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net 

Today we want to get into something that's been a big part of our practice and should be an excellent opportunity for advisors in the future, especially if you're in your 30s or 40s. What we're talking about in this episode is buying a practice, which we believe is the quickest way to have instant revenue. But it's not without problems, which we will also discuss. So we're going to share with you how the process works and breakdown our approach to buying another practice. There are plenty of financial considerations to sort through and weigh, and this episode will give you an idea of what we're paying the most attention to. We want to provide you some insights because we've been involved in a number of these as the acquirer but we'll eventually be on the other side as the seller.   Here's some of what we discuss in this episode: Why buying another practice can create a great opportunity and could do so without a lot of risk. How you should structure the deal. What should you pay attention to when you're acquiring a book of business.   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net  

Are you a financial advisor dreaming of the day you can step back from the daily hustle and still ensure your practice prospers? Succession planning can be a challenge for advisors because few of us can really articulate what it is that we do on a daily basis that would allow someone to run the operation for us, and that makes it hard to step away.  This is something I've had to do recently with my son, Wes, and we've identified seven areas that he has to be a master in before the torch can be passed effectively. That's what we want to share with you in this episode. Let's go through these seven things you need to do if you're thinking about life after your business and hopefully shed some light on an area of planning that will be useful.   Here are some of the things we will discuss: Know your numbers What you need to know about each of your clients. Understand staffing and what your business requires. Have a marketing system in place. Your replacement needs to be trained and knowledgeable. Understand the requirements for compliance. Have a strong knowledge of your partner companies.   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net    

Fear is a very powerful emotion and it can hold us back from reaching our potential personally and professionally. I started thinking a lot more about this after a trip to Arkansas where I spent some time with business partners to share ideas on growth. That's why I invited Nina Cooke, author of Renegade Mindset, back to the show to help us work through this issue that plagues so many advisors and business owners. Fear can be a formidable foe and Nina has helped many people overcome these barriers to find success. We'll dissect the roots of fear of failure and aim to arm you with the mindset needed to make bolder, more informed decisions.   Here's some of what we discuss in this episode: Why fear becomes such an easy excuse for business owners. Every advisor has to work through mistakes and failures to achieve success. How do we help people overcome this fear of failure? Are you going to be content by not trying new things and stepping outside of your comfort zone?   Get Nina's Book:  https://www.ninacooke.co.uk/ http://ninabook.org/   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net  

The very nature of the weather has always been like an investment portfolio in terms of unpredictability, and all the cold weather we've been dealing with to start 2024 has us thing about that. You could very easily use the weather to explain how a client's portfolio is going to work over time and how you can prepare for that. That's the basis of today's discussion, which is about a habit that many advisors have. They sell off their software using products like Riskalyze, which seems to work very well up front but presents challenges with long-term retention. I've been asked why I don't use software like this so I want to provide you some insights on that in this episode.   Here's some of what we discuss in this episode: Why I have a problem with risk tolerance questionnaires. The problem that you face when using these programs to match their portfolio to risk tolerance. How we suggest approaching portfolio management and the conversations with clients about why you're building it that way. The price for the upward is the occasional negative.   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net    

As we turn the page on another new year, we hope you are excited about the start 2024 and focusing on hitting new milestones in your practice. Now, we know that people like making resolutions to start January, but resolutions are a bit silly when you think about it. If you want to make improvements personally or professionally, why wait for a new year to begin. But we all go through these exercises and the results are almost always the same. Unless you truly want to make a change in your life, you'll abandon these resolutions each and every time. The reason so many people fail to accomplish their resolutions is they don't truly want change. So let's talk about some things you can do to make your life better, not just this year, but every year moving forward. We'll share our own ideas and experiences that can hopefully help you both personally and professionally in 2024 and beyond.   Here's some of what we discuss in this episode: Where Dan stands on faith and how he's changed drastically through his life. Small steps you can take to improve your life each day as it relates to faith. Fitness tips that Dan has applied to his life that are easy to incorporate into yours. Develop a profit-based model to grow revenue and help you achieve the lifestyle you want. Focusing on niches, technology, staffing, and entrepreneurship for your business.   Schedule a meeting with Dan: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net    

Women are different than men and what they value is different as well. That's particularly true when it comes to financial services. For a long time, our industry has done a poor job at addressing the needs of women and have catered to men (and still do to a large extent). What can you do to change that and become an effective marketer to women? Let's talk about target marketing and developing your strategy around a certain audience. It's not earth-shattering to hear that it works, but enough people don't do it well and we want to help you change that. We've discussed the reasons for focusing on a specific niche with your financial business, and women can and probably should be a priority for you. Women are positioned very well to benefit from the massive transfer of wealth that is happening with the Baby Boomer generation and will need help with managing that money. Many of these women will change advisors and move away from the person their husband had been working with to someone they're more comfortable with. So let's talk about how to make sure you're marketing to women effectively and growing your business around this critical demographic.   Here's some of what we discuss in this episode: Why financial success often causes relationships in a family to deteriorate. Why we feel marketing to women is more important than ever. The different types of marketing mediums you should lean into. Should you still be doing seminars along with webinars? Have a story that people can connect to.   Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net  

Today we're going to dive into a common dilemma faced by many financial advisors. What should you do when clients notice that cash is outperforming their portfolios? Do you give in to temptation? Do you shift everything to a guaranteed fix like an annuity, park it in cash, or adopt a market-timing attitude? The choices are numerous, and the pressure is real. Listen in as we explore the complex terrain of client expectations, market unpredictability, and the timeless wisdom found in historical market patterns. Dan will share his approach to communicating openly with clients, acknowledging their concerns, and encouraging a long-term perspective.   Here's some of what we discuss in this episode: What factors should financial advisors consider when deciding whether to recommend a shift to cash or other investment vehicles? How does age and risk tolerance play a role in determining the best course of action for clients? How can advisors communicate effectively with clients during periods of market volatility? While cash may outperform in the short term, abandoning equities or chasing returns is not a sustainable strategy.   Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

As technology continues to improve and the next generations get more comfortable with doing their own planning, the financial advisor profession will likely begin to shrink in the coming years. That doesn't mean there's not a future in the industry, because those who remain standing will likely be very successful.    What it does mean, however, is that people will need a good reason to work with an advisor instead of doing it on their own, and that's where finding a market niche comes into play. We continue to hammer home this message because of how strongly we feel about industry shift, and we've brought on guests with different specialties to find out how successful advisors are leaning into their niche.   Today's guest has carved out an incredibly important focus, and that's serving women more effectively. This is the largest segment of the population and women are set to inherit two-thirds of the $30 trillion being transferred by baby boomers. She educates financial professionals around the country on how tap into the women's market and transform their practice, and she's going to share a little of that wisdom with us in this episode.   Here's some of what you'll get out of this episode: You can't become exceptional by being a generalist so you need to find your differentiator. How the decision to introduce women's events in her business changed the entire trajectory of the company. Why many advisors struggle to market properly and build a connection with women. Why she feels like the first meeting is where you should focus on changing your approach to give women a different experience. When you serve women with intention, you'll organically grow through referrals. The coaching program she's put in place to benefit advisors and what she helps you with.   About our guest: https://lifewitharwen.com/ Take advantage of her free training: https://nextleveladvisors.co/becker-free-lessons/ Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

In this episode of the Profitable Advisor Podcast, Stacey Brown Randall, a renowned expert in generating business referrals, joins Dan to discuss the importance of generating referrals without directly asking for them. Stacey emphasizes the power of referrals and why a different approach is needed to cultivate them effectively. Throughout the episode, Stacey provides valuable insights on building a referral system and maintaining meaningful connections with referral sources. She emphasizes the need for personalization and gratitude, highlighting the significance of staying top of mind with referral sources throughout the year. Stacey also shares strategies for creating multiple touch points and engaging with referral sources to establish strong and lasting relationships. Financial advisors looking to grow their businesses will find Stacey's expertise invaluable in generating consistent business growth through referrals. By implementing the strategies and ideas discussed in this episode, advisors can leverage the power of referrals without directly asking for them, ultimately increasing their referrals and business success. Additional Key Points From This Episode of The Profitable Advisor: Uncover the benefits of focusing on unrequested referrals, exploring their potential to foster authenticity. Master the motivating factors behind common referrals, preparing you to harness these natural occurrences. Realize the risks associated with asking for referrals explicitly, illustrating how your professional image could be impacted. Learn to create a scientifically backed referral system that concentrates on trust, social interactions, and the principles of behavioral economics. Grasp the value of a methodical, tailored strategy in maintaining contact with referral sources and building powerful relationships. About Stacey: Stacey Brown Randall is an expert in the art of obtaining referrals without resorting to direct requests. As an author and speaker, she stands as a beacon for change in an industry where direct asking for referrals is often seen as the norm. Notably, she is behind the seminal work Generating Business Referrals Without Asking. This highly regarded book lays out a unique yet highly effective five-step process to build an explosion of referrals within any industry. Stacey's Website: https://www.staceybrownrandall.com Stacey's Book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269   Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: https://www.advisorarchitect.com/

When you work with a number of advisors around the country, you get to see some of the common mistakes that people often make in this profession. As we spend time with some younger advisors, we've found that there are a few things that we keep pushing because of how important it is for the business.   Today we're going to share these three key mistakes and explain why we feel so strongly about each of these strategies. We'll talk about investment philosophies, having the conviction to ask for 100% of your client's money, and picking a target niche like we're shifting towards for our business.   If you aren't doing each of these things, now is the time to start taking the steps to make it happen.   Here's some of what you'll get out of this episode: Why so many people fail to have a clear investment philosophy and why that hampers your success. Why you continue to focus your energy on getting 100% of the money from your client. Pick a target niche because the generalist is getting replaced more and more thanks to technology.   Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

If you listen to this show enough or read a lot of what we write, you know that we believe strongly in advisors striving to be the go-to for their given niche. If you're not doing that, you're going to be competing against larger corporations with a lot more money, and they're going to own the generalist market.    This is something that will continue to become a bigger and bigger issue, which is why we emphasize this time and time again. We've been rolling out guests on this show to get inside the minds of advisors who have found their niche and created a successful business around it.    We're going to continue that theme today but the focus is starting off with a powerful piece of marketing material. We're talking about writing a book, which might seem overwhelming to many. But our guest today, Mike Capuzzi, wrote a book that really changed the way we do things in our office a few years ago, and we're going to discuss the process he's mastered for helping business owners write short books designed to get customers.    Here's some of what we'll discuss on this episode: Mike's background and how he started his consulting company and helping business owners publish. (5:15) Why having a book is so important for growth and long-term success. (9:16) How you need to structure a book. (13:02) Just writing the book isn't the key to getting clients. This is…  (20:35) The strategy for marketing and utilizing the book. (24:41) Leveraging the power of other people's clients. (32:42)   Get the Shook Magic Kit: https://mikecapuzzi.com/magic/ Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

The centers of influence model for advisors is great in theory but we've found that it's often a one-way referral relationship. The idea of going after accountants and CPAs to bolster your business isn't as beneficial as you might believe. That's why we've been strong proponents of finding a target market niche and becoming your own center of influence.    Whenever we've found someone who does this well, we're quick to reach out to them and try to interview them to learn more about their process. That's why we're introducing you to Jessica Goedtel, CFP®, EA today. Don't pay as much attention to her target groups because any niche can work. Instead, we want you to see the power of this approach and how she's done it so well in a virtual environment.    Here's some of what we'll discuss on this episode:    How she decided to target legal sex workers.  (3:17) How she uses her niches to drive more business. (5:37) The way she separates herself from other advisors. (8:53) What are the planning needs for the sex worker? (9:13) Her appointment process for virtual meetings. (19:40) The fee structure she uses for her planning business.  (22:56) What criteria is good to use to identify a niche that might work for your business?  (26:00) Why she felt it was important to be very niche oriented?  (32:19)   About our guest: https://www.pavilionfp.com/ Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net        

If you're like us, there are things you do that you really wish you did differently. This manifests itself all different forms - diet, exercise, the amount of reading you do, or the changes in your practice you just can't get around to doing. For whatever reason, these things are difficult to stop. As the old saying goes, “Old habits die hard.” But there is a science to changing your ways and breaking those habits you've fought to get rid of. Today, Dan wants to share his personal experience following a very specific behavioral technique and the success he's seen because of it. This is something we've used with clients over the years and want to share it with you in this episode.   Here some of what you'll learn in this episode:  The story behind why Dan wanted to change a habit with wine and alcohol. (1:32) The app used to help plan out the week and encourages accountability.  (3:46) Applying this approach to other habits you want to change.  (8:34) How to implement changes in your practice.  (9:56)     Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

We had the opportunity recently to buy a practice, which we encourage advisors to do because it's a great way to grow your business. But you have to go into this process knowing it won't be a 100% fit. When you inherit another advisor's practice, you'll be getting clients that might have been a great fit for the previous owner but not so much for you. Part of taking over the new practice is taking the time to get to know them to find out how you'll be able to help them. Some people in that group might end up being ones that you don't want to work with long term, and you need to make those decisions. So how do you figure out if someone is a good fit for your practice? We've put together a short list of questions you should be asking every new prospect to determine whether or not you want to bring them on. The answers to these questions will help you identify some possible red flags that could come up down the road. By asking these now, you can filter out the clients that might not be ideal for your business and continue maximizing your growth and having the balance you strive for.   Here are the questions we'll discuss in this episode: Why do you feel you need an advisor? (3:01) What are you going to do the next time the market or your statements drop 15-20%? (6:38) What role do you want me to play in working with you? (8:25) Why these questions are so important for your business. (9:54)   Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

Today we want to address something that we feel very strongly about and that's the future of our profession.  It's time to start worrying about where we're headed. We're in a position much like Blockbuster was in 15 years ago. The world changes very rapidly and technology allows us to change the way we consume information and how we interact. If a business doesn't evolve with the times, then it risks no longer being useful to consumers.    The reason financial advisors might be in jeopardy is that we don't offer anything that someone can't get online. We came across a stat recently that said 20% of people use a financial advisor, which isn't surprising because you don't have to go through an advisor to build a financial plan like you had to decades ago.  So what does this mean for the future? We still believe strongly that there will be financial advisors 30 years from now and the ones that remain will be very successful. In order to survive, you have to counter automation by becoming a specialist. The best type of specialization is finding a sector in the marketplace to zero in on.    In this episode, we'll give you some simple strategies to accomplish this along with telling you how we're going to help three advisors become specialists this year.   Here's some of what we'll discuss on this episode: • Why I feel so strongly about dogs.  (1:10) • Why Dan is worried about the future of the profession. (4:57) • What will it take to survive in the financial industry? (6:59) • What do you need to learn about your specialty? (12:58) • How do you position yourself to be the expert for that profession? (14:11) • What to do if you'd like to be considered as one of three advisors we help accomplish this.  (16:59)   Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

Have you ever heard the political phrase, “Never let a good crisis go to waste?” That's probably been attributed to a few different politicians through the years, but the underlying message is still the same. In a much more benign sense, a financial advisor can also take advantage of a crisis to market their services. When things get uneasy, people are looking for help putting their mind at ease. We know that emotions often drive decisions and inflation is a driver of emotion. That's why inflation is providing advisors with the perfect opportunity to motivate people to act. For many years, retirees have been able to ignore inflation with their investment decisions. Now that inflation is up over 6%, you should be using this as the message to make sure people understand it could cause a retiree to run out of money if not prepared. If you aren't sure how to capitalize on this moment, listen to the podcast today to get some direction. We're also happy to sit down and discuss it with you directly if you want to book a chat.     Here's some of what we'll discuss on this episode: We see examples of how using a crisis for gain frequently. (1:10) Why inflation is the crisis financial advisors can find an opportunity in. (5:13) Most people aren't taking inflation consideration into account when they first meet with an advisor. (5:25) What history has taught us about the government and inflation. (10:55)   Schedule a meeting with Dan: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

As we begin another new year, it's natural to start thinking about goal-setting and ways that we can improve the business in 2023. Even if you don't really care much for resolutions, putting some steps in place will allow you to measure and track your progress.   We spent some time in recent weeks looking ahead to the new year and thinking about the areas of importance, and we'll use this episode to share five useful action items that we will implement or have already implemented to help elevate your business in the new year.   Here's some of what we'll discuss on this episode: Why you should improve your wardrobe and how to do it. (2:28) Start creating personal and business budgets for yourself. (5:13) Nurture your prospects by communicating regularly. (7:53) Re-evaluate who you're working with and fire a client if you need to. (9:13) Find your niche this year so you can position yourself to become THE advisor in that niche. (10:36)     Want to schedule a meeting with Dan? Click here: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

As financial advisors, a lot of us don't like to think of ourselves as someone who works in sales. But if you own any business, then you are in sales because without customers, you don't get to do what you do. What we've learned through the years about sales is that what makes it work well is having a system, and we've tried many different types. Maybe the simplest system we've come across is the one by Dan Solin. Today we're going to share a conversation we had with Dan which focused on his book Ask: How to Relate to Anyone. This interview is one we feel is mind-altering and can provide you with a great perspective on what it takes to be successful selling your business to clients. Here's some of what we'll discuss on this episode: What's the easiest way to get somebody to like you? (3:57) The distinctions between introverts and extroverts and how it affects sales. (5:47) What's the best way to approach introverts and not waste time? (6:07) Why it's important to understand attention spans during the sales process. (17:03) Why you need to move away from being the most interesting person in the room to becoming the most interested person in the room. (24:14)   Learn more about our guest: https://danielsolin.com/  Get Dan's Book: https://www.amazon.com/Ask-Relate-Daniel-R-Solin/dp/0974876321    Schedule a meeting with Dan Cuprill: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

It's that time of the year when you should start thinking about plans for the new year, but trying to set goals for an entire year isn't the best approach. When you set goals for a year, it's very easy to forget about them over the course of 12 months. But if you can break that down into three-month periods, it becomes much easier to track and you'll find it will stay top-of-mind. Today we'll share our approach to planning that we've found helps ensure we always hit our profit goal. We've been big believers for some time that established advisors should be setting profit goals instead of revenue goals because profitability is what we're aiming for. So to help you hit those goals in 2023, we'll give you five action steps for the new year. Here's some of what we'll discuss on this episode: Start the first quarter of the year by creating a budget. (2:10) Adopt the profit-first methodology. (4:28) Why you should charge fees in 2023? (6:07) Focus on managing all the assets for your client. (8:49) Improving the first impression you make. (10:08)   Schedule a meeting with Dan: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

So much of our efforts as financial advisors are focused around getting new clients. From marketing to selling, you have to be able to attract clients to have a business so it is an integral part of what we do. Sometimes, though, we make it so important that we're willing to put up with a difficult relationship just to maintain a client. At some point, we have to make some tough decisions like when is it no longer worth it? No one wants to lose money, but there comes a point where the revenue you're receiving pales in comparison to the grief you're having to put up with. Today we'll explain the situations where we determine it's best to end a relationship with a client and why you should be considering doing the same. Here's some of what you'll learn on this episode: The first reason we would fire a client is when they fail to follow the plan. (3:10) Why unrealistic expectations might lead to you being fired so is it best to take that action first? (7:07) Clients are occasionally just bad people and not worth the time. (8:48) How do make up for the lost business when you fire a client? (10:54)   Schedule a meeting with Dan: http://bookachatwithdan.com  Read more and get additional financial resources here: http://renegadeadvisor.net  

We were talking with an advisor who's in our program recently and the topic of assets under management came up because he felt stuck on a rather modest number. So it got us thinking about this issue and what keeps an advisor from the growth that they want to see. It's not your marketing that's driving whether you have a lot of AUM or annuity sales. It's you who drives and we'll explain why that is on the show.  Here's some of what you'll learn on this episode: Why you get what your business is set up to get. (2:06) Your client doesn't care about products. They want solutions. (2:58) An example of an advisor who shifted to stocks and bonds over annuities and insurance. (3:45) Why YOU drive your business, not your customer or marketing. (6:19) Making the transition in your business to improve lifestyle. (8:37)   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net 

Wanted to do everything he could on his bucket list during his 60s because he didn't think he'd have the energy and ability to do as much in his 70s based on what he had seen from family and friends.  This is why we like to push advisors to build their business in an entrepreneurial way so that the day-to-day still rolls along while you get a chance to enjoy your life and check off some of these items.  Now, as we talk about ways to build the business, we want to shift our focus now to live events as a marketing tool. With the world going back to a relatively normal routine after the pandemic shutdowns and slowdowns, the opportunity to get back in front of people is front and center again.  We have put together a list of eight rules, that if you follow, will make you a very successful marketer when it comes to live events. In this episode, we'll share a few of them with you and explain why they work.  If you want to get all eight rules, subscribe to our newsletter and we'll send them out to you this month.    Today's Key Points: 0:39 - What a client told us years ago that still resonates 1:37 - Dan's 'bucket list' goals 3:58 - Post-pandemic marketing 6:41 - Create your own list of prospects 9:56 - Ways to build your list 14:24 - Always charge to attend your workshop  17:15 - Be honest 18:58 - Final thoughts   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net 

Have you ever had someone show up at your office to get your advice? They might even be willing to pay for advice. But that same person isn't willing to let you manage their money because they feel like it's something they can tackle on their own.  If you haven't experienced this yet, you likely will soon because it's becoming more common. With more and more information available, it has become easier to do on your own so it's important that advisors adjust to these changes happening in the financial world.  So how do you remain profitable by only providing advice? The key to long-term profitability is recurring revenue, but how do you do that if you aren't managing investments?  Let's explore this question and discuss the optimal service to provide these prospects.    Today's Key Points: 1:58 - Adjusting to the changes in the world 4:08 - What's the optimal service? 5:33 - The fee charged 7:57 - The planning process and expectations 11:34 - Providing value every quarter   Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net  

Nearly every investor has some amount of exsposure to the stock market, and that likely means clients have questions when things start to drag. That's to be expected in this current investing environment so what should you be telling people that want to know how to react? On this episode of the Profitable Advisor, Dan will tell you how he approaches the conversation with clients and what key points he likes to get across to those that are worried. If history is any guide, we'll find our ways to navigate these choppy waters. We always have and we always will, but that doesn't mean there's not some pain and discomfort along the way. The number one concern we have as advisors is protecting clients. Sure, there might be negative returns that happen year to year. But what we're worried about is making sure you don't run out of money in retirement and the returns in the short-term aren't a big deal in the grand scheme of things. If you struggle at all with having these conversations or just want to hear how other advisors handle bad markets, check out this episode and keep an ear out for the key points below.   Today's Key Points: 1:33 - What we're talking about today 2:54 - Market declines aren't bad news 5:22 - Markets are not linear 7:21 - Already factored into planning 8:47 - Discomfort in early stages 10:34 - This is normal 12:44 - So what?      Schedule a meeting with Dan: http://bookachatwithdan.com    Read more and get additional financial resources here: http://renegadeadvisor.net 

One of the hardest things to is actually one of the easiest. Sounds strange, right? Today we'll talk all about writing a book, which can seem like an overwhelming task for a financial advisor. We hear from people all the time that want to do it but have no idea where to start. This show will change that. We won't get into the mechanics of publishing a book on this episode. Instead, we'll focus on what the book should say and why it's so easy to do. We're going to take you through the outline for doing this so make sure you take notes along the way. You'll want to reference this later when you sit down to start your book.  Since learning the process we'll share today, we've written four books including an entire book on a single airplane flight. So settle in, grab your notepad, and let's get started.    Today's Key Points: 1:40 - The goal for this episode 3:47 - Cover and title 7:49 - Add an offer 9:45 - Testimonial page 10:20 - Next sections 11:12 - Forward page and who should read book 12:20 - My promise to you 12:53 - Introduction 14:36 - The chapters 17:10 - Sales section 19:38 - Final thoughts   Read more and get additional financial resources here: http://renegadeadvisor.net   Schedule a meeting with Dan: http://bookachatwithdan.com 

The goal for every advisor should be to manage 100% of your client's money but that might seem easier said than done. The truth is that having the right approach with prospects makes it a logical decision to place all of their confidence in the work you do. On this episode, Dan will share his process for meeting with clients and setting expectations. This ‘co-design' approach doesn't just provide prospects with a clear understanding of your planning philosophy, but it also helps them see why it also makes the most sense for their retirement. We'll also share the five areas that you'll want to make a part of that co-design process. Hopefully by the end of the show, you'll have a clear vision for how to achieve this goal of managing 100% of your client's money. If you have any questions, you can get on Dan's calendar by visiting BookaChatWithDan.com. So as you go through the episode today, keep an ear out for some of these topics that we cover: Why you don't have to work with more affluent clients. Explaining what we mean by requiring your clients to put all their money with you. What you should ask your clients before they even begin working with you. The ‘co-design' process and how to explain that it's illogical to not have all of your money with one advisor. The five areas that you want to take the co-design approach with a client. Why you need to be a holistic advisor to get 100% of the money. What your marketing plan should be for this year. For more on this topic and other strategies to growing your business, join us over at AdvisorArchitect.com   Here is today's show rundown: 0:45 – Equity markets responding to major events 1:45 – Affluent clients 3:22 – What I mean by ‘require' 100% of money 5:41 – Show them why it's illogical to not have you manage it all 9:18 – 5 areas to co-design with a client 10:18 – Talking with your client 13:34 – Holistic advisor 14:30 – Your marketing plan for this year 15:32 – Tools you need  

Today we want to spotlight one of the first people to enroll in the Renegade Advisor program. Not because of that early relationship but because he's incorporated many of the strategies we talk about and his success is taking off. Ryan Fleming, MBA, RICP, CRPC has an incredible story as a former college football player and graduate of the Air Force Academy. He identified this niche and went all in on working with pilots. The business was profitable early on but the real growth came when he began trusting the marketing strategies we discuss all the time. We asked him to join the podcast to share his journey as an advisor. Along the way, we expect you'll pick up a few things that you can use in your own practice. So as you go through the episode today, keep an ear out for some of these topics that we cover: How he started reaching out to pilots and carving out this niche. His marketing systems and when it all started to click. What ways is he marketing his kit to pilots? The main things that held him back early on Uncovering landmines with prospects and how Ryan stays rigid to his approach as an advisor. Keeping the emotion out of your meetings with prospects. Generating referrals after taking a more holistic approach. For more on this topic and other strategies to growing your business, join us over at AdvisorArchitect.com   What we discuss in this episode:  0:45 –Background on our guest   2:10 – His credentials 3:38 – Decision to work with pilots 5:30 – Spending money to market 9:38 – Two things that held him back 12:00 – His rigid approach as an advisor 16:57 – A more holistic approach 19:38 – Writing a book 22:40 – Client appreciation event    25:22 – Growth 28:37 – Recapping everything we've discussed

It's that time of the year when vendors are having their meetings and that means you need to understand what you're walking into. The vendors want your business and they will do what it takes to keep you on board. Since they're essentially in the commodity business, they have to come up with reasons to convince you otherwise. One of the ways they do this is to create a Financial Advisor Hall of Fame to provide you with perks and highlight the work you do. This can and should feel great, but it's a tactic they will use to keep you locked up and make you keep pushing for these benefits. But it doesn't always make sense to keep pushing to grow and chase this hall of fame when it comes down to the bottomline of your business. And that's what it's all about, right? So as you go through the episode today, keep an ear out for some of these topics that we cover: What really is vendor? The ways in which they can try to convince you can be cultish. Vendors creating a hall of fame to entice you. Be aware of this tactic. Why adding to your team and bringing on more staff doesn't always mean more money. Hear about four Renegade Advisor members that had great success and how they did it. Understand what's at play when you go to these vendor meetings. For more on this topic and other strategies to grow your business, join us over at AdvisorArchitect.com.   Show rundown:  0:55 – Vendor meetings 2:21 – Cultish behavior 4:22 – Financial Advisor Hall of Fame 6:08 – We're running a business 7:37 – Four successful Renegade Advisors members 12:16 – Is it worth the time commitment

With the new year beginning, we hope you are as excited about the future of your business and what you hope to accomplish. With 2022 arriving, we're always looking for ways to improve ourselves and our bottom lines, and that's why we choose today's topic.    Financial advisors are often wondering whether or not they should get a coach. Will it really help elevate your business? Can you see the impact? Let's talk about that question and work through why it could be a tremendous business development investment. Coaches make an impact on many different aspects of life and finance is no different so if this is something you've been considering, you'll want to hear today's show. Find out what you're looking for, what makes a successful program, and why coaches aren't for everyone.   So as you go through the episode today, keep an ear out for some of these topics that we cover: Trying to accomplish all types of goals in life is achieved more often with the help of a coach. Why a coach isn't the answer for every financial advisor. A coach should have experience and a background in the area you're looking to get help with. Whatever you choose, it should have materials that allow you to work and learn on your own along with face-to-face meetings. Don't bankrupt yourself paying for a program. Great programs should have stages that allow for beginners to experts   What we discuss in this episode: 0:55 – Finishing out 2021 2:45 – Do you need a coach? 4:40 – The primary motivator for having a coach 5:19 – Having a coach isn't for everyone   7:10 – Your coach should have a background in the area you need help 9:40 – Necessary materials to learn on your own 12:44 – Find something affordable 14:03 – Stages to a program

We're going to get a little political today but not in the way you would think. You might expect a show with criticism about judgment, but that's not what this episode is about. The truth is the new administration in Washington D.C. has given financial advisors a lot of great opportunities to grow their business, and as a result, you should be ramping up your marketing efforts. Now, this isn't a discussion about whether or not we agree with the current policies. It's about leveraging the current environment to generate revenue for yourself. We're going to use this episode to lay out a simple strategy for how to address the issues at hand and then provide a system to people that will help solve those problems. There's a lot of fear and concern from Americans right now and proper planning can help ease many of those financial worries. That's where you come in.   So as you go through the episode today, keep an ear out for some of these topics that we cover: The story behind the one and only Democrat that Dan has voted for. The reality of inflation and how to market around that issue. You want to appeal to what could be a worry or concern for your prospect. Why you should be talking about the news of the day. What questions you can ask at workshops Why you need to have a system in place For more on this topic and other strategies to grow your business, join us over at RenegadeAdvisor.net.   1:19 – Background on Dan's political beliefs 3:29 – The marketing opportunities created by President Biden 4:14 – Inflation 5:42 – How to market around inflation 9:11 – Take advantage of the news of the day 12:19 – Questions to throw out at workshops   15:45 – Are you lacking a system? 17:56 – The takeaway from this topic

What can a financial advisor learn from their doctor? Well, the way we interact with our clients should resemble the way a doctor treats their patients. We are the professionals and we have to be able to communicate to our clients what is best for them, as a doctor would do for your health.  On today's show, we will go over 5 things we can learn from our doctors that will make us better financial professionals.  You need to understand why your prospective client is coming to you. During a doctor's visit, they would ask you "Where does it hurt?" The same thing applies to your client's financial plans. Why do they need an advisor? Where do they feel they need help in their plan?  Don't make recommendations until your client agrees to a whole holistic study of their finances and financial plan. You can't tell a doctor to just check one part of your body. You are an expert in your field, as a doctor is an expert in their field. The client needs to trust your recommendations and process! We want to be clear and confident when we are working with prospects and clients. You are getting paid for your service and your expertise. It's okay to tell clients no and to give them your honest opinion for the health of their financial plans. The more you start saying no, the more people will start saying yes to your recommendations.  So as you go through the episode today, keep an ear out for some of these topics that we cover: What questions do you need to be asking your prospective clients? Why do you need to provide a holistic opinion to your clients? Get paid for all of your time. Don't get lost in the details.  Learn how to say no when you need to. For more on this topic and other strategies to grow your business, join us over at RenegadeAdvisor.net.   What we discuss on this episode:  2:53 – Where does it hurt? 5:20 – Examine fully 6:44 – Getting paid for nothing 9:53 – Don't overdo the science 11:37 – Willing to say no

You've probably heard many times that authors have credibility. Even if the books aren't well-written, just becoming published establishes them as an expert on their subject matter. It's just a fact of life. And there's never a better way to establish a relationship with a prospect than with your own book. As the guest on today's show will explain, you don't want to become a coffee bean on a table of coffee beans. You want to do something that separates and differentiates you from the competition. One of the best ways to achieve that is by publishing your own book. Today we welcome Mike Delon, who is an author, speaker and marketing strategist that works with advisors to help write and publish books. He has the process down to a science and understands the strategy behind becoming a best-selling author on Amazon. Ultimately we want you to see just how efficient the process is and why it won't take nearly as much time as you'd expect to write your first book. So as you go through the episode today, keep an ear out for some of these topics that we cover: Why publishing your own book helps provide separation and differentiation from the competition. Is it better to aim for perfection or just get it all written? How to utilize the book to attract prospects. The approach he uses to create a book with clients. Why it only takes an hour or 1.5 hours each week to write the book. The secret to becoming a best-selling author on Amazon The way he leverages the book with podcasts For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net. What we discuss on this episode: 1:47 – The advantage of having your own book 3:33 – Aiming for perfection  4:57 – Payoff on the backend 8:04 – Referral tool 9:38 – Formula for creating the book 12:03 – The process for writing the book  14:24 – Becoming a best seller 19:27 – Using the book and podcast together 23:28 – Getting media credentials  25:24 – Orders 27:13 – How to connect with Mike    About our guest: https://paperbackexpert.com/ 

It's that time of the year when vendors hold their annual meetings, evaluate the upcoming year, and set new sales goals. The mission, as they'll explain, is to ramp up sales and increase the revenue you're bringing into the business. But does that actually benefit you? While these meetings might be great for catching up with old friends and learning about new trends, they aren't the best use of time when it comes to increasing your profit. So today we'll going to tell you about the process you should be using to generate the revenue you need, and it's something the vendors will never agree with. We want to make it clear that businesses that aren't built on profit will continue carrying huge overhead managing dinner seminars and other large expenses. And that's never going to allow you to reach the profitability you desire. The bottom line for the discussion today is determining how much money you need and how much profit you are required to generate to hit that critical mass number on your own personal net worth. This all leads to better results for you and the business. If you take care of yourself, you'll take care of your clients even more. So as you go through the episode today, keep an ear out for some of these topics that we cover: What is a closed office concept? Why you need to figure out how much money it's going to take to have the lifestyle you want. Getting to the point where every client you bring on just becomes a bonus. Insight into the considerations you need to make to reach these goals. What do you need to know about your client base? What does it take to reach that critical mass number for your business? What they'll tell you at the vendor meetings. For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.   What we discuss on this episode:  1:28 – Why we're talking about this topic 2:02 – Closed office concept 2:50 – First question to ask yourself 5:07 – Insight into what you need to consider to reach net profit you need   6:31 – Studying client base 9:12 – Reaching critical mass 11:43 – What they'll tell you at these vendor meetings

For the first time in a while, we won't have a guest on the show but that's because we want to share an update on what we've been doing. Specifically, we want to discuss the new direct marketing strategy we've been utilizing. You might have heard us discuss this before but we wanted to bring everyone up to speed because it's an important part of being profitable. Before we can talk about the strategy, let's first define what we mean by direct marketing. To us, it's a process where you market your services only to be who have expressed an interest at some point in your business. That's important to remember. So this episode will take you through the process and our thought behind everything. It's shorter than most of the shows we put out but we want to boil it down to an easy to follow explanation. In order to get someone to express interest, it starts with the ‘Shock and Awe' kit. We talk about that all the time, but when they order your kit, it should Instantly send them a text, voicemail, and make a phone call. You want that immediate communication. The first two can be automated but you want the phone call to come from someone on your team. From there you can start the selling process, work on getting a meeting set up, and then provide the necessary follow-up communications. Another new addition to the process is the webinar. Most advisors have become familiar with these over the past year, and it's a great tool to add to your marketing arsenal. Keep in mind that these don't need to be used for hard selling. You'll be working off a warm list. In this webinar, you want to bring them up to speed on something and then encourage them to set up a 15-minute call. We'll fill in more of the details on the show, but if you have any questions don't hesitate to reach out. We also have a newsletter we provide so sign up if you haven't yet. What we discuss on this episode:  1:31 – Update on the podcast 2:47 – Modified strategy on direct marketing 3:49 – Direct marketing example 6:14 – Ways Dan markets his business 7:22 – How the process works 9:32 – Follow-up communications 10:51 – Monthly webinar 11:58 – Where mistakes get made 13:10 – How to get more content from Dan

Life throws us curve balls all the time. It's part of the journey and we all have to figure out how to overcome the challenge and keep pushing forward. Having that added pressure of being a business owner makes it even tougher, but no matter how down you get, I want you to think about June Scharf. Our guest today might be familiar to some of the people we work with because she's a talented writer and editor that assists advisors in our program, but her story will really change your perspective on life's challenges. As you come to find out, she's the strongest person that I know and her story is one that will blow you away. We'll let you listen to her tell it for herself, but it all began with a stroke at the age of 10. But through everything, she continues to come up with ways to overcome setbacks. So as you go through the episode today, keep an ear out for some of these topics that we cover: How the stroke happened and what it felt like. The way she turned her tremor into a superpower. The advice her dad gave her when she became a mom and worried about her abilities in that role. Breast cancer at the age of 45. Divorce came next, which was maybe even tougher because it was out of her control. Losing her son to suicide How writing became a coping mechanism and a creative outlet You have to own your issues and that generates confidence. To learn more about June, visit her website here: https://www.junescharf.com/  We also recommend watching her Ted Talk here: https://www.youtube.com/watch?v=6VRqm_9s9eI  For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.   Here's today's rundown: 1:58 – Life before the stroke 3:06 – Her explanation of the stroke 7:52 – Turning weakness into power 12:07 – Dad's advice when she became a mom 14:07 – Bodybuilding   16:18 – Breast cancer 17:42 – Divorce 19:11 – How we began working together 20:07 – Losing her son 23:15 – Coping mechanisms she's used 28:46 – Dan's experience dealing with Tourette syndrome

If you've listened to our show at all, you already know that podcasting is a very cost-effective strategy for nurturing your clients but today we want to tell you about a Certified Financial Planner that has built his business around a podcast. Our guest today is Benjamin Brandt, who started the Retirement Starts Today Radio six years ago and has grown an incredible following through simple approach to marketing and promotion. If you have a podcast or have been considering starting a show (which we recommend), then this is an interview you don't want to miss. Brandt's business was in dire shape back in 2015 when he shifted his focus to podcasting and now he has a beautiful work-life balance that can turn away clients that aren't the right fit. Today we'll learn about the strategies he's implemented, why he doesn't use call to actions, and how the idea of ‘less is more' is very true for his show. So as you go through the episode today, keep an ear out for some of these topics that we cover: Why he decided to start the podcast to help save his business. The approach he credits for having so much success with the show. Why he doesn't use any calls to action on the show. Strategies to drive organic growth The way he formats his show each episode and the reasons behind it. Why he keeps his shows to 20 minutes or less Getting clients into the funnel and then how he manages that flow. Why he doesn't do any promotion on the show and keeps everything simple. Breaking news on his future plans to work with advisors. For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net. What we discuss on the show: 1:53 – The reason for the podcast 4:46 – Why he's had success 5:58 – No calls to action 10:29 – Creating scarcity and friction 12:55 – How he promotes the show 17:07 – Format for his show 22:06 – The length of his show 24:39 – His audience 30:15 – Brilliance of simplicity 32:12 – Never promotes the show 33:46 – Surge of meetings 37:51 – Starting to work with advisors

If you're looking for a way to separate yourself from other advisors, tax planning just might be the answer. Most people are focused on tax preparation each year but providing tax planning as part of an overall approach to serving clients, you'll be able to provide additional value to each person you work with. The holdup for people is not having a comprehensive understanding of tax code. But that's where a CPA comes in. The role an advisor plays works in conjunction with a CPA and together they can really benefit a client. That's why we asked Steven Jarvis, CPA, MBA, to come on the podcast and share the way he helps bring tax professionals and financial advisors together to reduce one of the largest expenses in retirement, which is taxes. He's an expert in working with advisors and showing them how to implement tax planning in your business and how explain how it can strengthen your relationship with clients. Throughout the show, he'll walk you through the difficulties in tax planning, what kind of checklist you need, and how advisors will benefit from this service. So as you go through the episode today, keep an ear out for some of these topics that we cover: Why tax planning frequently gets ignored by advisors. The steps you can take as an advisor in the tax planning area. What approach can you take if you feel like you don't have enough knowledge to take on taxes. Are you comfortable explaining the strong possibility of increased taxes in the future? Make sure your clients are bringing in a 1040 and what you should look for on it. The reason why CPAs are trusted much more than advisors and how you can overcome that frustration. The relationship between advisors and CPAs when it comes to tax planning. How Steven and his team at Retirement Tax Services helps advisors. To get more info about Steven and to sign up for his webinar, visit his website at https://retirementtaxservices.com/welcome. And if you want the checklist of what to look for on tax forms, shoot them an email at advisors@rts.tax. For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net.   Here's the rundown for this episode: 1:38 – Why our guest today 2:11 – Tax planning gets ignored 4:58 – Steps advisors should take 7:20 – Advisors that feel like they don't know enough   10:49 – Understanding the future of taxes   16:38 – What to look for on a 1040   22:10 – Why advisors aren't trusted   25:56 – Qualified dividends   29:02 – Conflict between advisors and CPAs 31:38 – How Steven helps advisors with tax planning 34:35 – Webinar he offers