Top Advisor Podcast

In a crowded market, how can financial advisors truly stand out and attract their ideal clients? What's the key difference between a target market and a niche, and why does it matter? In this episode, Referral Coach Bill Cates interviews Kristen Luke, marketing strategist and author of: Uncomparable: The Financial Advisor's Guide to Standing Out … Continue reading Standing Out: Niche Marketing for Financial Advisors with Kristen Luke (Ep. 91) →

In this episode of Top Advisor Podcast, I sat down with one of the most recognized and influential names in the financial services industry: Ric Edelman. From starting as a new advisor to building the largest RIA in the country, (over $300 Billion in assets managed) Ric's journey is filled with insights, strategies, and bold … Continue reading #90 Ric Edelman on Growing Your Financial Practice and Trends Reshaping the Advisor World →

Referrals have always been the fastest and most predominant way that advisors have grown their business. But… it's not the only way. Abby Salameh, Chief Growth Officer at RFG Advisory, dives deep into what's working right now when it comes to client acquisition for top-performing financial advisors. Abby shares insights into four primary strategies her … Continue reading Referrals, Social, and Events: A Modern Playbook for Growth with Abby Salameh →

When it comes to generational wealth, it's not just about money; it's about relationships.  Don't believe me?  Listen to this interview!!! In this episode, Referral Coach Bill Cates sits down with Barry Banther, CMC, CSP, CPAE, a seasoned family business advisor with over 30 years of experience helping families navigate the complexities of wealth transfer. … Continue reading #88 The Do's and Don'ts of Intergenerational Wealth Transfer with Barry Banther, CMD, CSP, CPAE →

What does it mean to truly scale your advisory team without sacrificing quality or culture? In this episode, Referral Coach Bill Cates interviews Steve Perry, founder and president of Well Recruiting Solutions, as they delve into the art of building teams with top talent. Discover the innovative approaches Steve uses to overcome the biggest hurdles … Continue reading #87 Building Your Financial Advisory Team with Top Talent – Insights from Steve Perry →

Are you ready to become a million-dollar advisor, or are you already there wanting to push your success further? Discover the core strategies that separate high-performing financial advisors from the rest in our latest episode. In this episode, Referral Coach Bill Cates interviews Dave Mullen, a veteran in developing top financial advisors, for an engaging … Continue reading #86 Become a Million-Dollar-Advisor with Dave Mullen →

Does financial security keep you up at night? In this episode, Referral Coach Bill Cates interviews Pamela Sams, founder of Jackson Sams Wealth Strategies. Discover how Pamela has harnessed the power of having a clear mission and target market to build a thriving community of advocates. With a focus on helping professional women secure their … Continue reading #85 Helping Clients Sleep Well at Night with Financial Planning with Pamela Sams →

“My book is titled Exactly What to Say, but maybe I should have called it, Exactly What to Ask.” In this enlightening episode of the Top Advisor Podcast, host Bill Cates sits down with Phil M. Jones, CSP, CPAE, the renowned expert and author of the bestselling book – Exactly What to Say: The Magic … Continue reading #84 EXACTLY What to Say (And Ask) with Phil M. Jones, CSP, CPAE →

What if you could cut through the noise and offer your clients true value beyond just product performance? In this episode, Referral Coach Bill Cates interviews co-founders of Holistic Financial Planners Steven Kaplan and Benjamin Skupp about charging for advice. They share their journey into adopting a new financial model that enabled them to work … Continue reading #83 Charging for Financial Planning Services with Steven Kaplan & Ben Skupp →

Ever wondered how financial advisors can truly connect with niche markets? What if we told you the secret lies in a unique combination of athletics, education, and strategic branding? In this episode, Referral Coach Bill Cates interviews Jeff Durr from RU Financial Athletic Department, revealing how he's turning the world of financial planning on its … Continue reading #82 Financial Focus for College Athletes: A Winning Game Plan with Jeff Durr →

In today's episode, we dive deep into the world of multigenerational wealth management and generational wealth transfer with esteemed guest Josh Kanter, JD, a family office executive, advisor, and founder of leafplanner.  We explore the groundbreaking “100-Year Family” concept, emphasizing the importance of maintaining family legacy and wealth across generations. Josh shares invaluable insights on … Continue reading #81 Generational Wealth Transfer: The 100 Year Family Strategy with Josh Kanter, JD →

What would you call a strategic partner if not a center of influence? Today on the Top Advisor Podcast, Referral Coach Bill Cates interviews Duncan MacPherson about transforming how financial advisors establish and maintain strategic partnerships. Discover why the phrase “centers of influence” might be holding you back and how strategic partnerships can lead to … Continue reading #80 Building Strong Strategic Partnerships with Duncan MacPherson →

Are your money beliefs holding you back in your practice? In this episode, Referral Coach Bill Cates interviews Tammy Lally, CMC®, LUTCF, a certified money coach, financial planner, TED speaker, and author of the book “Money Detox,” about the unproductive and limiting beliefs around money many financial advisors unknowingly harbor. Tammy brings invaluable insights from … Continue reading #79 Do You and Your Clients Need a Money Detox? with Tammy Lally →

Creating a memorable client experience is key to standing out in the competitive world of financial advising. How can you automate thoughtfulness and build emotional connections to boost referrals? In this episode, Referral Coach Bill Cates interviews Jeff Jackel, Chief Strategy Officer and Co-founder of Client Giant, to share his expertise on how financial advisors … Continue reading #78 Maximize Your Referrals: The Secret to Becoming a Highly Referable Financial Advisor with Jeff Jackel →

Video marketing is a powerful tool for financial advisors to build trust, provide value, and create meaningful connections with clients. How can you effectively use video to attract clients and maintain strong client relationships? In this episode, Referral Coach Bill Cates interviews Katie Braden, CFP®, Founder and Chief Video Officer of Advisor Video Marketing, to … Continue reading #77 Using Video to Attract, Engage, and Retain Your Ideal Clients with Katie Braden, CFP® →

Building robust client relationships can lead to an increase in referrals, better client retention, and ultimately, a thriving business. Do you do your financial planning in a vacuum, or do you consider all aspects of your clients' lives as you work with them?  In this episode, Referral Coach Bill Cates interviews Tyson Ray, the CEO … Continue reading Episode #76 The Power of Total Client Relationships: Transforming Client Engagement for Exponential Growth with Tyson Ray, CFP®, CExP®, CIMA® →

Philanthropists!  That's where the money is! In this episode, Referral Coach Bill Cates and Barron Damon, a Certified Philanthropic Coach, dive into the world of strategic financial advisor philanthropy and meaningful giving.  Barron and Bill discuss how financial firms can integrate philanthropy into their brand for a quadruple win: Attracting significant assets. Benefiting the community. … Continue reading Episode #75 Harnessing Financial Advisor Philanthropy: A Lucrative Avenue for Attracting Right-Fit Clients with Special Guest, Barron Damon →

If you think work-life balance is hard to achieve, you're probably right. With that said, THIS advisor has done it. His path to success is amazing! The strategic decisions he made early in his career have allowed him to build a practice and a life that many aspire to. In this episode, Referral Coach Bill … Continue reading Episode #74 How Target Markets and Work-Life Balance Drive Client Growth with Chad Hufford →

Yohance Harrison has hit the trifecta for success. He's focused on a clear and profitable target market. He's getting a ton of right-fit referrals. And he's identified and nurturing his advocates in a fun way. He's also become a master at bringing financial education to clients who think they already know it all.  In this … Continue reading Episode #73 3 Strategies for Success: Referrals, Target Marketing, and Celebrating Advocates with Yohance Harrison BFA™, CRPC® →

Client events can be a game-changer for financial advisors, offering a unique and personal way to build client relationships and grow your business. Are you leveraging client events to their full potential? In this episode, Referral Coach Bill Cates interviews Angela York and Elyse Stoner from Event Advisors to share real-life examples of how client … Continue reading Episode #72 Boost Client Loyalty and Revenue with Client Events for Financial Advisors with Angela York & Elyse Stoner →

Are you looking for the secret to unlocking your client's financial potential and taking your advisory business to the next level?  Of course you are! In this episode of Top Advisor Podcast, Bill Cates and guest Reese Harper – founder of Dentist Advisors – take a deep dive into the strategic benefits of niche marketing … Continue reading Episode #71 The Future of Niche Marketing for Financial Advisors – Proper Diagnosis and Targeting with Reese Harper, CFP® →

Is email marketing for financial advisors dead?  Not by a long shot! Are there productive and unproductive ways to use email in your marketing process?  You bet! Email is still an effective and affordable marketing/prospecting tool that – if used correctly – can contribute significantly to your new-client growth.  Discover the secret to leveraging the … Continue reading Episode #70 Strategic Email Marketing for Financial Advisors with James Pollard →

When it comes to financial advisor target markets, one proven strategy to create extraordinary success in your business is to be crystal clear and laser focused on your Right-Fit Clients™. That's exactly what our guest has done to build his successful advisory practice.   And one tool he uses to demonstrate his focus, credibility, and wisdom … Continue reading Episode #69 Growth Through Books and Financial Advisor Target Markets with Michael Budnick →

Do you have an “origin story”? Are you using it to attract more Right-Fit Clients™ and become more referable? Have you figured out how to find your niche market – specifically one that's clearly defined and profitable? Have you moved away from prospecting to attracting people to you? In this episode of Top Advisor Podcast, … Continue reading Episode #68 Crafting Your Origin Story to Build Trust and Finding Your Niche Market with Dan Brothers, CFP® →

What would your business (and life) look like if you started working with ultra-wealthy clients ranging from $40 to $100 million?  Working with ultra-wealthy clients can be more complex than “merely” high-net-worth clients. These individuals have distinct needs, expectations, and concerns that require a specialized approach from financial advisors, planners, and wealth managers.  In this … Continue reading The Keys to Courting Ultra High Net Worth Wealth Management Clients with David Kirshenbaum →

Tired of blending into the crowd? Discover the strategies that will help you forge solid client relationships and become a standout financial advisor. In this episode, Referral Coach Bill Cates interviews Tony Maree Torrey, author of Your Million Dollar Accelerator: Six Proven Strategies to Grow a 7-Figure Financial Practice, and Business Coach for Financial Professionals, … Continue reading Episode #66 Strategies for Attracting, Converting, and Accelerating Client Relationships with Tony Maree Torrey →

It is my sincere hope that you are not attempting to do financial planning without gaining the full context of your clients.  Our guest on this next episode of Top Advisor Podcast, Abbey Henderson, has coined the phrase, “Authentic Wealth.” In a nutshell, Authentic Wealth is bigger than just financial accumulation and management. It recognizes … Continue reading Episode #65 Beyond Financial Planning: Integrating Life Coaching into Your Practice with Abbey Henderson, CFP®️ RLP®️ CPCC®️ CAP®️ AEP®️ →

Your continued success is predicated on your continued relevance and becoming “the advisor of choice.”  Sometimes, that's easier said than done. However, one of the most effective ways to accomplish this and build lasting client relationships is through storytelling for financial advisors.  Our guest calls this the Founders Story. As artificial intelligence (AI) and the … Continue reading Episode #64 Storytelling for Financial Advisors: How to Stand Out and Win More Ideal Clients with Jason Jenkins →

Good health and sufficient wealth go hand in hand. They are intricately intertwined.  Most advisors try to ensure their clients don't outlive their wealth. A select few advisors work to ensure their clients wealth does not outlive their health.  As a nutritional expert and the author of the book Wealthy, Healthy, and Wise: How To … Continue reading Episode #63 Wealthy, Healthy & Wise with David Meinz, MS, RDN, FAND, CSP →

Speed Kills?  Speed Wins?  It depends! According to research – speed impacts revenue, speed impacts loyalty, and speed impacts emotions. Understanding this crucial dynamic, Bill Cates engages in a compelling conversation with Jay Baer, a distinguished business growth and customer experience strategist, researcher, author, keynote speaker, and B2B influencer.  Jay's newest book, Time to Win: … Continue reading Episode #62 The Fastest Way to Win (and Keep) Ideal Clients with Jay Baer, CSP, CPAE →

Announcing! Bill Cates's Newest Book… The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients. Every financial professional understands the power of referrals and personal introductions. Marketing experts extol the virtues of building a referral-based business. However, while providing overarching strategies and concepts, they don't tell you how to … Continue reading Episode #61 Becoming Fluent with The Language of Referrals – A Special Episode with Bob Burg Interviewing Bill Cates →

According to actuaries, you and your clients are underestimating how long you are going to live. Therefore, most people don't plan properly, and most financial advisors aren't even aware of this.  This interview with Marc Pace – Founder of the Vital Longevity Institute – has two parts: Part 1 – Why most people (advisors included) … Continue reading Episode #60 The Biggest Mistake Clients & Advisors Make in Life Expectancy Planning with Mark Pace, CLU, RHU, ChFC →

Are you producing results with LinkedIn? Or do you wonder why you even have an account? I've run into very few advisors who are seeing a straight line to ROI with their activities on LinkedIn. Mando Sallavanti is clearly an exception! Effective LinkedIn prospecting for financial advisors requires more than just creating a profile and … Continue reading Episode #59 Strategic LinkedIn Prospecting for Financial Advisors with Armando (Mando) Sallavanti III, CFP®, CLTC® →

Alice Tang, a highly successful financial advisor known for her passion for supporting millionaire women and helping the next generation achieve financial success. It's no secret that the affluent women's market is a lucrative, ever-growing niche in the financial industry. This episode touches on this topic AND a whole lot more! In this episode, Bill … Continue reading Episode #58 Building Connections that Turn Into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting →

For today's featured guest, rapid business growth began with the belief that it was possible, followed by: Keeping his pipeline full. Avoiding pressure on himself.  Helping prospects feel valued and respected. Accentuating financial literacy. Avoiding rushing prospects into financial decisions. Treating prospects and clients like royalty. In this episode, Referral Coach Bill Cates interviews Emanuel … Continue reading Episode #57 Achieving Rapid Business Growth as a Financial Advisor with Emanuel Jones II, MBA →

It's not an accident that Productivity and Proactive start with the same three letters.  Pro can mean For and Forward. I'm all for moving forward, how about you? If you're like most advisors, there are days where you feel very productive and know that you are moving your business forward. You probably have other days … Continue reading Episode #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis →

Are you winging it when it comes to serving your client all along the client journey? Or do you embrace and follow a clear strategy for enhancing client and prospect experiences and establishing strong relationships with them throughout the entire client journey?  Attending to all phases of the client journey will always be the fuel … Continue reading Episode #55 Tracking Success: Measuring the Impact of the Client Journey in Financial Planning with Kalli Fedusenko →

Family legacy planning involves more than just helping your clients accumulate assets. Creating a lasting legacy for your clients means crafting a set of values, purpose, and financial knowledge that lasts for generations. In this episode, Referral Coach Bill Cates interviews Randy Jones, Wealth Management Advisor at Financial Growth Partners. Randy shares his insights on … Continue reading Episode #54 Family Legacy Planning: Guiding Your Clients on the Path to Generational Wealth with Randy Jones →

Have you ever wondered if the hosts of financial advisor podcasts actually get new clients from it?  Is all the effort worth it?  And, by the way, do many of your prospects and clients seem to have limiting beliefs and mistaken assumptions about money? In this episode, Referral Coach Bill Cates and his guest Misty … Continue reading Episode #53 Using Financial Advisor Podcasts to Acquire Ideal Clients with Misty Lynch, CFP® →

While curiosity may have killed the cat, it didn't hurt this advisor! How about you?  Have you developed a strong Curiosity Muscle?  Do you exercise it often as you endeavor to bring more ideal clients into your business? Curiosity will serve you well in this business: You will meet new people. You will serve your … Continue reading Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway →

This is an interview you don't want to miss. David Armstrong, CFA has found a way to message his value and attract new clients who are perfect for his business. He does it in a genuine, compelling, and slightly fun way.  In this episode, Referral Coach Bill Cates interviews David Armstrong, President & Co-Founder of … Continue reading Episode #51 Creating Interesting, Edgy, and Authentic Content Marketing for Financial Advisors That Turns Prospects into Clients with David B. Armstrong, CFA →

To say that people have an emotional relationship with money would be an understatement! While you may be a CFP, or a ChFC, or any number of the many certifications available in this industry, perhaps the most important thing you could do to serve your clients is obtain an PhD in psychology.  (Smile) Today, my … Continue reading Episode #50 How Advisors Can Reverse a Client's Negative Relationship with Money with Ellen Rogin, CPA, CFP® →

I'm willing to wager that you and your marketing team have no clue how the LinkedIn algorithm works. And because of that, you are wasting precious resources (time and dollars) on posting content that hardly anyone sees. So, what are the best strategies on LinkedIn for financial advisors to get their posts seen? LinkedIn has … Continue reading Episode #49 LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss →

This may be one of the most important interviews we've done since the inception of Top Advisor Podcast. The very best advisors know that their job is more than managing investments or selling insurance.  The very best advisors are increasingly focused on Longevity Planning for the Baby Boomer clients. These advisors prioritize building strong, meaningful … Continue reading Episode #48 Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham →

From $0 to $1M in annual production in only 5 years sounds impossible, right? Think again. Successful wealth advisor and certified divorce financial analyst, Nicole Middendorf, CDFA, joins us to share her journey from a troubled marriage to discovering her true purpose and helping others along the way – while building a truly Top Advisor … Continue reading Episode #47 From Bucket Lists to Live It Lists – an Advisor's path to $1M in Annual Production in 5 Years with Nicole Middendorf, CDFA →

Have you ever pondered the idea of writing a book? You know that it could boost your credibility, demonstrate your expertise, and serve as an impressive introduction to your clients and centers of influence. So why haven't you done it yet?  More than likely, it feels overwhelming – you don't have the time or it's … Continue reading Episode #46 The Why & How to Writing a Book That Attracts Ideal Financial Advisory Clients with Paul G. McManus →

Digital marketing for financial advisors can be an overwhelming and/or confusing topic for many. Financial advisors are often challenged by what marketing strategy is right for them, how to communicate their value, and what outside resources might be right for them. Can you relate?  While Bill Cates is the recognized expert and supreme advocate for … Continue reading Episode #45 How to Revolutionize Digital Marketing for Financial Advisors with Stephen Beach →

The evidence is in and it's compelling. Narrowing a target market to focus on financial planning for women has proven to be a successful move for many advisors. (Most) Women approach financial planning differently than men.  “Just the facts mam.”  Women currently control one-third of total U.S. household financial assets – representing more than 10 … Continue reading Episode #44 Holistic Financial Planning for Women with Craig Richman, CLU®, ChFC®, AIFA®, CDFA® →

“If I target a specific market, what about my current clients? And won't I be missing out on other opportunities? These are a few of the common questions that come up in the discussion about niche marketing and the best target markets for financial advisors. While these are valid concerns, they are easily addressed.  Listen … Continue reading Episode #43 Are the Riches Really in the Niches? Best Target Markets for Financial Advisors with Bill Cates, CSP, CPAE →

“I tried networking once. It didn't work!” Yes!  This is an actual quote from a financial advisor.  Sad! Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our own “community” of mutually beneficial relationships. And it can be done without ever going to … Continue reading Episode #42 The Power of Effective Networking for Financial Advisors – with Michael Goldberg →

Client Engagement!  Client Experience!  Creating “Wow!”  What's all the fuss? Did you know that client service, client experience, and client engagement are NOT the same things? Julie Littlechild, founder of Absolute Engagement and author of The Pursuit of Absolute Engagement has focused her business on showing advisors how to move their clients from satisfied to … Continue reading Episode #41 Client Experience vs. Engagement: Strategies To Take Your Business To The Next Level with Julie Littlechild →