Top Advisor Marketing
Episode 199 — Why Your Team Needs a Masters in Inspiration — With Marlo Higgins

Episode 199 — Why Your Team Needs a Masters in Inspiration — With Marlo Higgins

October 1, 2019

Often when it comes to their marketing and branding, advisors have a hard time lighting a fire under themselves instead, they stay where it’s comfortable. They also miss opportunities to rise up and motivate their team and clients.  

In this episode, Matt speaks with Marlo Higgins, a chief inspirational officer with nearly three decades of experience in leading and coaching entrepreneurs to a place of newfound success. This is a riveting conversation that will help you inspire and motivate yourself, your team, and your clients.

In this episode, you will learn:

  • About Marlo’s journey to becoming a thought leader, podcaster, and author
  • The power of being inspired and how it feeds performance
  • Why Marlo built this brand to serve others in this space
  • Why Marlo believes that doing what you enjoy will help you be successful
  • And more!

Tune in now and get inspired to wake up with that fire in your belly to achieve your goals!

Resources:  Top Advisor Marketing | Marlo Higgins | The Maverick Assessment | Perform and Get Paid Community: Facebook Group | The Making of a Maverick by Marlo Higgins

 

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Episode 198 - Identity Theft Protection: Life’s Newest Necessity — With Dana Mantilia

Episode 198 - Identity Theft Protection: Life’s Newest Necessity — With Dana Mantilia

September 24, 2019

Today, host Matt Halloran continues to help advisors separate themselves from the advisor down the street.  

In this episode, Matt speaks with Dana Mantilia, CEO and founder of Identity Protection Planning about why it’s important for advisors to offer their clients identity theft protection.

Dana and her team have established a user-friendly B2B software platform that allows agents, advisors, employers, and association managers to protect their clients, employees, and members against identity theft.

In this episode, you will learn:

  • Why identity theft is a big deal
  • Why advisors should be offering identity protection
  • How Dana helps advisors position identity theft insurance in front of their clients
  • Why it’s important for parents to freeze their children’s credit
  • And more!

Tune in now to learn why we’re calling identity theft protection “life’s newest necessity.”

Resources:  Top Advisor Marketing | Dana Mantilia |  Identron | Identron's Facebook | 833-345-7233

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Episode 197 - Magnetic Marketing and Operational Mastery  — With Brittany Anderson

Episode 197 - Magnetic Marketing and Operational Mastery — With Brittany Anderson

September 17, 2019

Things come full circle today as Matt Halloran chats with Brittany Anderson of Sweet Financial Services, a firm he once coached.

Brittany is COO and co-founder of the Ultimate Advisor Coaching Program and Dare to Dream Enterprises as well as a speaker and co-author of two books, “Dare to Dream: Design the Retirement You Can’t Wait to Wake Up To” and “Imagine. Act. Inspire: A Daily Journal.”

In this episode, you will learn:

  • Why mindset matters
  • What a reticular activating system is
  • How to make it less about you and more about the client
  • Why systems equal freedom
  • The difference between efficient and effective
  • And more!

Tune in to learn how a reticular activating system can set you up for success!

Resources:  Top Advisor Marketing | Brittany Anderson | Ultimate Advisor Coaching | Ultimate Advisor Podcast | Dare to Dream Enterprises

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Episode 196 - 4 Steps to the Perfect Marketing Strategy

Episode 196 - 4 Steps to the Perfect Marketing Strategy

September 10, 2019

Efficient marketing strategies are an advisor’s best friend because they take little time and effort. They allow advisors to focus on what they are really good at, which is helping their clients achieve better financial outcomes.

With that said, what’s the best way to make your marketing strategies super efficient? What outcomes could you get by combining traditional and digital strategies? Join expert financial marketers and communicators, Matt Halloran and Kirk Lowe as they share which steps to follow to get the marketing results you need. 

In this episode, you’ll learn:

  • What a perfect marketing strategy looks like
  • How to make a real impact with your marketing
  • How to increase your chances of reaching your ideal audiences
  • Whether marketing to a specific niche limits your opportunities
  • And more!

Tune in now and learn tips to make your marketing super efficient. 

Resources: Top Advisor Marketing | Breaking Money Silence® Podcast| 99 Best Marketing Ideas | Episode 180: How to Get Referrals Without Asking — Referrals Mini-Series Part 1

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Episode 195 - Breaking Through Call Reluctance — With Connie Kadansky

Episode 195 - Breaking Through Call Reluctance — With Connie Kadansky

September 3, 2019

On today’s Top Advisor Marketing Podcast, Matt places a special focus on sales with Sales Call Reluctance Coach, Connie Kadansky.

Connie Kadansky is a noted authority on call reluctance and sales productivity. She is a Master Certified Coach, certified in conversational intelligence and a professional speaker who specializes in identifying the blocks that keep financial advisors from proactively prospecting.

In this episode, you will learn:

  • The biggest reason salespeople hesitate to get in front of prospects
  • About breaking through performance barriers
  • Why you should think of your telephone as your ATM
  • How to recognize if you have sales call reluctance
  • Why it’s helpful to believe that it isn’t about you 
  • And more!

Tune in now and learn how to leave sales call reluctance in the dust!

Resources: Top Advisor Marketing | Connie Kadansky | Exceptional Sales Performance 

| Contact Connie | Cell: 602-380-5431 

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Episode 194 -  How to Power up Your Marketing Today— With Mark Mersman

Episode 194 - How to Power up Your Marketing Today— With Mark Mersman

August 27, 2019

In today’s episode, Matt Halloran is coming to you live from Grand Rapids, Michigan, at USA Financial®!  

Matt is joined by Mark Mersman, CMO of USA Financial®, to discuss the best marketing ideas of the past, present, and future. Together they explore how you can better understand marketing and your advisory business as a whole. 

In this episode, you’ll learn:

  • Why Mark is a firm believer in split-testing and ideas for where to apply it
  • How a message-to-market match approach can fill your seminar room 
  • How USA Financial® serves you, the advisor
  • About the need for advisors to adapt to changing technology, demographics, and lifestyles
  • The level of research that goes into marketing to ideal prospects
  • And more!

Tune in now to learn about Mark, USA Financial®, and the power of marketing!

Resources: Top Advisor Marketing | USA Financial® | 16 Ways from Sunday

 

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Episode 192 - 6 Ways Podcasts Make You a Better Advisor

Episode 192 - 6 Ways Podcasts Make You a Better Advisor

August 20, 2019

Do you know the similarities between being a great podcast host and a great advisor? 

In today’s episode, Matt and Kirk bring light to these similarities and discuss how advisors can translate their podcasting experience into their career and practice. Join this conversation and learn six ways that podcasts can, in fact, make you a better advisor.

In this episode, you’ll learn:

  • How you can improve as an advisor by doing podcasts
  • The importance of listening to what your clients are saying
  • Tips on how to enhance your listening skills
  • The importance of resourcefulness 
  • How podcasting helps you develop leadership
  • And more!

Tune in now and learn six ways that podcasting can take your advisor skills to new heights.

Resources: Top Advisor Marketing 

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Episode 191 - What does it take to build a million-dollar company?

Episode 191 - What does it take to build a million-dollar company?

August 15, 2019

In today’s episode, Matt Halloran and Kirk Lowe discuss how they merged their businesses and experiences together and founded Top Advisor Marketing. Here, they share the ins and outs of their journey towards becoming a million-dollar company.

Join Matt and Kirk as they go through some of the steps that helped them successfully develop their thought-leadership and company, and the lessons they have learned along the way.

In this episode, you’ll learn:

  • How they became Top Advisor Marketing
  • What they have learned from their biggest mistakes
  • Strategies they have put in place to advance their business
  • How they have adjusted to the challenges of managing a growing business
  • And so much more!

Tune in now and find out more about Top Advisor Marketing and learn some tips you can also apply to your growing business.

Resources: Top Advisor Marketing 

 

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Episode 190 - The Truth about Marketing ROI

Episode 190 - The Truth about Marketing ROI

August 13, 2019

In today’s episode, Matt Halloran interviews our founder, Kirk Lowe, and they dive deep into the truth surrounding marketing ROI for advisors. 

For 20 years, Kirk has observed which marketing strategies give advisors the best outcomes. In this episode, he walks you through different mediums to explore their ROI-potential, their disadvantages, and what it takes to see worthwhile outcomes. 

In this episode, you’ll learn:

  • Which mediums are producing the best ROI
  • What role advisors play in creating their ROI
  • What the Micro-Influencer term means
  • How you can become more compelling with your niche
  • And so much more!

 Tune in now and find out the truth about marketing ROI for advisors.  

Resources: Top Advisor Marketing 

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Episode 189 -   How to Differentiate Yourself and Influence Clients — With Jack Martin

Episode 189 - How to Differentiate Yourself and Influence Clients — With Jack Martin

August 8, 2019

There are two major differentiators that advisors tend to overlook: having a behavioral component in their sales and marketing and using longevity as a compelling conversation tool. 

Today, Matt Halloran speaks with Jack Martin, co-founder and CEO Elite Advisor Group LLC, about the powerful possibilities for advisors who practice these differentiators. Jack explains how to use behavior to influence clients to make the right decisions and how to frame conversations about longevity risk.

In this episode, you will learn:

  • How a behavioral approach to marketing/sales has changed the way advisors sell
  • How to help the customer experience by adjusting your behavior
  • How to influence client outcomes
  • How two ways of framing the longevity-question prompt much different responses from clients
  • What biases drive your behavior
  • And more!

Tune in and learn how to use Jack Martin’s techniques to set yourself apart and influence clients. 

Resources:  Top Advisor Marketing  | Jack Martin LinkedIn | Contact Jack | Elite Advisor Group | Longevity Brochure

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Episode 188 - Building a Valuable Advisory Board With Stephen Wershing

Episode 188 - Building a Valuable Advisory Board With Stephen Wershing

August 6, 2019

Live from the SEI Top Producer Conference, Matt Halloran shares the mic with returning guest and president of the Client Driven Practice, Stephen Wershing. 

Stephen is an expert in the development and execution of client advisory boards. The Client Driven Practice offers coaching and consulting to advisors who want to organize and facilitate client advisory boards and translate feedback into actionable referral marketing strategies. 

Today, Matt and Stephen explore the Client Driven Practice's latest offering: Advisory Board in a Box.  Stephen and his business partner, Julie Littlechild, designed this product for advisors who are looking to take a DIY approach to creating their own client advisory board. This ultimate manual walks advisors through the beginning stages of how to find board members, all the way to the end phase in which they’re guided on how to implement the board’s feedback. 

Discover the value that a client advisory board can bring to your business along with tips and tricks to creating your own in this fun live-recorded episode! 

 

Links: Stephen Wershing | Client Driven Practice | Becoming Referable Podcast 

 

Episode 187 - Client Insights With Julie Littlechild

Episode 187 - Client Insights With Julie Littlechild

August 1, 2019

Matt welcomes returning guest Julie Littlechild to the show, live from the SEI Top Producer Conference. As the Founder of Absolute Engagement, Julie is on today’s episode to cover her returning product: Client Feedback. 

The Client Insights program ran for many years, but Julie stepped away to focus on research and other activities. Now, armed with new knowledge and technology, Julie is ready to fill the gap in the market place and provide advisors with the information they need from their clients to provide high-quality services. 

Client Insights is designed for advisors who need support in understanding their client base. If you’re looking to gain insight into how you can improve your service to meet your clients’ needs, this is the episode for you! 

Tune in today and follow Julie Littlechild on LinkedIn for more client assistance! 

 

Links: Julie Littlechild | Becoming Referable Podcast 

Episode 185— 14 Rules of Advisor Marketing Success

Episode 185— 14 Rules of Advisor Marketing Success

July 25, 2019

In today’s conversation, hosts Kirk Lowe and Matt Halloran dive deep into what Kirk calls the 14 rules of advisor marketing success.

Kirk, having spent the last 20 years in this industry, shares what he has learned about how to successfully use marketing to improve your advisory business. Get ready to take notes and discover how to set yourself apart from other advisors, what no one has ever told you about building a niche, and why being on social media is well worth your time. 

In this episode, you’ll learn:

  • How to find what will separate you from other advisors
  • What it means to be relevant (and where a niche comes in)
  • Different ways to promote you and your business
  • The link between your values and your identity
  • Why we say, “Don’t keep your secrets secret”
  • And so much more!

Tune in now and learn the 14 Rules of advisor marketing success!

Resources: Top Advisor Marketing 

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Episode 184 - A Guide to Success and Enjoyment for Investment Advisors — With Bob DiMeo

Episode 184 - A Guide to Success and Enjoyment for Investment Advisors — With Bob DiMeo

July 23, 2019

Today, host Matt Halloran gets a behind-the-scenes look at Bob DiMeo’s boldly titled book, “50 Billion Reasons to Grow Your Practice: A Guide to Success & Enjoyment for Investment Advisors.”

In addition to penning a unique book for investment-advisors that supports their personal lives, Bob DiMeo is the managing partner at DiMeo Schneider & Associates, LLC and is featured in numerous publications. In this episode, Bob speaks candidly about his marketing failures and wins, how he built his firm, and how you can build your practice and enjoy it!

In this episode, you will learn:

  • How Bob’s mindset has allowed him to get to where he is now
  • What prompted him to write his book
  • How to be successful AND have enjoyment along the way
  • What Bob does to create work-life balance
  • How many times a good piece of content should be repurposed
  • And more!

Tune in to learn about Bob’s highly relevant book for investment advisors and to pick up marketing ideas for your practice!

Resources:

Top Advisor Marketing | Bob DiMeoDiMeo Schneider & Associates, LLC

50 Billion Reasons to Grow Your Practice: A Guide to Success & Enjoyment for Investment Advisors | Year Up - Closing the Opportunity Divide

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Episode 183 — Enhancing Your Business With the Psychology Behind People  — with Genevieve Thayer

Episode 183 — Enhancing Your Business With the Psychology Behind People — with Genevieve Thayer

July 16, 2019

To make our businesses great, we need to have not only a great team, but also strong communication within our team.

To help explore how we can better understand our team and business as a whole, Matt Halloran welcomes Genevieve Thayer, EPC and co-founder of Beacon Partners LLC, to share some of the insight she’s gained through 20 years of providing executive and leadership coaching for financial advisors and entrepreneurs

Today, she and Matt discuss how and why you can learn to make your business, and yourself, become more effective and as great as it can be.

In this episode, you’ll learn:

  • How your business can benefit from working with Beacon Partners
  • The importance of self-assessment, especially with those at the top of a business
  • What your EQ is and why you should work to optimize it
  • The link between your values and your identity
  • The personal side of Genevieve
  • And more!

Tune in now to learn more about Genevieve, Beacon Partners, and the power of Leadership Coaching!

Resources: Top Advisor MarketingBeacon Partners

 

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Episode 182 —  How to Secure Solid Introductions — Referrals Mini-Series Part 3

Episode 182 — How to Secure Solid Introductions — Referrals Mini-Series Part 3

July 9, 2019

These days, it’s not so much referrals that we need, it’s introductions and connections. 

Today, Matt and Referral Coach International founder Bill Cates are back for the third and final part of our referrals mini-series to discuss how you can turn referrals into solid introductions.

Bill and Matt leave no stone unturned when talking about how you can do your due diligence when researching a likely prospect prior to an introduction. They discuss everything from how to ask people to be a referral to the various resources available to research a prospect, and much more.

In this episode, you will learn:

  • How to do ‘warm’ research for more impactful introductions
  • How to ask for what you want
  • How and what to prepare prior to an introduction
  • The critical mass of referrals
  • Whether it’s possible to be unreferrable
  • And so much more!

Referrals beget referrals. Tune in now and take notes — this mini-series may change your world!

Resources: Referral Coach | Coach Cates | Bill Cates Speaking | Resources | EGuide | Referrals Mini-Series Part 1 | Referrals Mini-Series Part 2

 

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Episode 180 —  How to get Referrals Without Asking — Referrals Mini-Series Part 1

Episode 180 — How to get Referrals Without Asking — Referrals Mini-Series Part 1

July 9, 2019

Every advisor’s dream is to get referrals without asking. But how do you accomplish this?

According to Bill Cates, the key is to be super referrable.

Today, Matt welcomes Bill, the founder of Referral Coach International, for a 3-part mini-series on referrals to help you and your practice grow in the best way possible.

In this first part, Bill and Matt explore how you can get referrals without asking. Referencing Julie Littlechild’s research on the correlation between client satisfaction and referrals, Bill lays out several strategies to help you create engaged client relationships that will make clients want to refer you.

In this episode, you’ll learn:

 

  • The three parts of the client relationship that create engaged clients
  • Why the biggest mistake is thinking getting referrals needs to take a long time
  • The importance of the value you provide and how you can start providing it quickly
  • Why it’s important to talk about expectations early on
  • The value in finding and sharing your ‘client-focused why’
  • And more!

Join Bill and Matt now to pick up some great tips and ideas to help you on your path to getting referrals without asking!

Resources: Referral Coach | Coach Cates | Bill Cates Speaking | Julie Littlechild

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Episode 179 — The Power of Podcast Marketing  — with Ben Jones

Episode 179 — The Power of Podcast Marketing — with Ben Jones

July 2, 2019

Nobody knows the power of a podcast like a podcast host.

Today, Matt Halloran welcomes Ben Jones, the host of the Better Conversations. Better Outcomes podcast and the managing director and head of intermediary at BMO Global Asset Management. At BMO, Ben leads a team of sales and service professionals to deliver investment solutions to intermediaries such as RAI’s, broker-dealers, and other investment managers.  

To get the word out about the great work his team does, Ben hosts a bi-weekly podcast called Better Conversations. Better Outcomes, where he provides listeners with actionable content to help propel their practice in different areas of wealth management. Today, Ben shares more about his strategies behind his podcast, and how he makes it as valuable as possible for listeners.

In this episode, you’ll learn:

  • About Ben’s role at BMO
  • Why Ben believes that better conversations lead to better outcomes for advisors and their clients
  • Three areas of conversation Ben and his team aim to enhance
  • The importance of putting the content you’re marketing first
  • Why Ben believes financial services is a noble profession
  • And more!

Tune in now to learn more about Ben, BMO Global Asset Management, and the power of podcasting with great content!

Resources: Top Advisor Marketing /  BMO GAM/Better Conversations/ Tickle Monster

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Episode 178 - Show Your Clients How to RetireReady — With Ed Dressel

Episode 178 - Show Your Clients How to RetireReady — With Ed Dressel

June 27, 2019

Today, Matt shares the mic with a guest who has a substantial amount of experience in the finance industry and ideas to help you solve problems and make your life that much better.

In this episode, Ed Dressel, president and owner of RetireReady Solutions, shares how his company helps advisors educate their clients about what retirement can and will look like. Most importantly, you will find out how Ed’s processes can be applied to your experience.

In this episode, you will learn:

  • How the reports that Ed’s company provides breaks down retirement plans in a way that everyone can understand
  • What it means to take a smaller step towards retirement and other important questions to ask your financial advisor
  • What Ed likes to do for fun to blow off steam
  • Ed’s go-to piece of advice or life insight
  • And more!

Tune into this episode of the Top Advisor Marketing Podcast and learn how to help your clients RetireReady!

Resources: RetireReady Solutions

 

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Episode 177 - 7 Steps for Strategic Risk-Taking — with Craig Hersch

Episode 177 - 7 Steps for Strategic Risk-Taking — with Craig Hersch

June 25, 2019

Today, Matt welcomes back a known thought leader Craig Hersch, estate planning attorney and founder of The Freedom Practice.

Craig is here to share how he’s grown his business to the point where he’s able to spend time focusing on his highest and best use. In this episode, Craig also uncovers seven steps for strategic risk-taking so you too can overcome your obstacles and start generating great ideas.

In this episode, you will learn:

  • Craig’s seven steps for following through on your ideas
  • How your personality traits affect your ability to generate and carry out great ideas
  • The importance of looking back at how far you’ve come
  • Why you should be doubling your costs when doing a cost-benefit analysis
  • The importance of delegating tasks so you can carry out your highest and best use
  • And more!

Tune in and learn how to start putting your ideas into practice!

 

Resources: The Freedom Practice | The Estate Planner’s Practice Development Podcast | Kolbe Personality Test | The Blueprint Program

 

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