Top Advisor Marketing
12 Days of Marketing - Episode 2 — 2 Ways to Keep Your Prospects Engaged During the Sales Process

12 Days of Marketing - Episode 2 — 2 Ways to Keep Your Prospects Engaged During the Sales Process

December 6, 2019

You know your sales process is a hit when you have the ability to keep your prospects engaged throughout the sales funnel journey until they finally say YES.

In the second episode of our 12 Days of Marketing series, Matt and Kirk discuss two ways advisors can keep prospects engaged and build relationships during the sales process. This conversation is filled with ideas on how to give your prospects value and keep the momentum going! 

In this episode, you will learn:

  • How to provide more value to your clients
  • How to court a prospect
  • What you should avoid doing
  • And more!

Tune in now and get ahead on your 2020 marketing planning strategy!

Resources:  Top Advisor Marketing 

Brought to you by: Iris.xyz 

12 Days of Marketing - Episode 1 — 1 New Marketing Strategy: Micro-Influencer

12 Days of Marketing - Episode 1 — 1 New Marketing Strategy: Micro-Influencer

December 5, 2019

Welcome to our 12 Days of Marketing series! If you’re looking for holiday magic that will prepare you to hit the ground running in 2020, pour yourself a hot chocolate and tune in!

In today’s episode, Matt and Kirk speak about how influence has become a crucial aspect of advisor marketing. But this isn’t a Tony-Robbins level of influence, it’s Micro-Influence —  a pursuit that is much more worthwhile and achievable for advisors. Get ready for a conversation that just might change your whole approach to building relationships with your ideal prospects. 

In this episode, you will learn:

  • What a “Micro-Influencer” is and why Matt and Kirk felt compelled to coin this term
  • Which forms of content build credibility with your prospects
  • About the overlooked benefits of podcasting or doing radio
  • Easy ways to repurpose one piece of content 
  • And more!

Tune into our first Day of Marketing to uncover a whole new way of building your influence!

Resources:  Top Advisor Marketing 

Episode 210 - Make Your Story The Message with Chris Smith

Episode 210 - Make Your Story The Message with Chris Smith

December 3, 2019

As an advisor, the most powerful thing you possess to influence your mission, message, and movement is your story. And it's the key to creating the level of income and impact you're capable of.

In this episode, Matt is joined by Chris Smith to talk about his proprietary methodology, The Campfire Effect™, which helps corporate leaders and teams articulate their “why” by discovering a powerful new relationship to who they are and what they do. As a former advisor who now works with people from all walks of life, from small start-ups to Fortune 500 companies, Chris is perfectly positioned to help you start sharing your story in a clear and powerful way.  

In this episode, you will learn:

  • The origin story of The Campfire Effect™
  • A whole new way to greet new prospects that enter your office
  • How to implement your “why” into all aspects of your business
  • Ways to create an environment that encourages all staff members to share their “why” stories
  • And more!

Tune in now and learn how to unpack your powerful story. 

Resources:

Top Advisor Marketing | The Campfire Effect | Chris Smith's Email

Brought to you by: Iris.xyz 

Special Mini Series: 3 Part Research Series - Study Results of High-Net-Worth Breadwinners: Episode 3

Special Mini Series: 3 Part Research Series - Study Results of High-Net-Worth Breadwinners: Episode 3

November 28, 2019

Rethink How to Win Executives: Part 3 — With Laura Gregg and David Partain

Are your assumptions about high-net-worth (HNW) male and female investors hurting your bottom line?

In this final episode our mini-series, Matt Halloran busts advisors’ assumptions about HNW men’s and women’s behaviors with Laura Gregg and David Partain of FlexShares Exchange Traded Funds. Together, they urge advisors to change their approach to working with couples and women and explain how to make this overdue shift.

In this episode, you will learn:

  • Techniques and considerations for working with couples
  • Why it’s important to communicate about money in terms of dollars, not percentages
  • What advisors have to lose if they don’t change their approach 
  • And more!

Tune in now and learn how to give your approach to working with HNW investors an overhaul. 

Resources:  Top Advisor Marketing | FlexShares Exchange Traded Funds |
Study: "Rethink How to Win Executives" | Contact Laura Gregg | Contact David Partain | The Integrated Core Approach to ESG

 

Brought to you by: Iris.xyz 

Episode 209: How to Become a Great Podcaster— With Tim Wohlberg

Episode 209: How to Become a Great Podcaster— With Tim Wohlberg

November 26, 2019

Is podcasting on your mind? Or maybe you already host a podcast but are lacking the confidence and know-how to build a loyal audience. 

In this episode, Matt Halloran speaks with Tim Wohlberg, a podcast coach with over 25 years of broadcast experience. Tim shares how he started his company, Podcast Performance Coach, and the one thing he tells podcasters to never stop thinking about. 

In this episode, you will learn:

  • What type of clients Tim helps and how
  • Why he believes this coaching service is needed in the finance industry
  • Differences between radio and podcasting
  • The true benefits of podcasting
  • And more!

Tune in now and become inspired to craft an engaging podcast, sound more pro, gain fans, and ultimately grow your business!

Resources:

Top Advisor Marketing | Podcast Performance Coach | Just The Tip Podcast

Brought to you by: Iris.xyz 

Episode 208 - The New Dynamics of Social Event Marketing— With Ryan Van Sickle

Episode 208 - The New Dynamics of Social Event Marketing— With Ryan Van Sickle

November 19, 2019

Are you looking for dynamic and efficient ways to drum up new business?

In this episode, Matt Halloran speaks with Ryan Van Sickle, director of advisor development at LeadingResponse, about the new dynamics of social event marketing. This conversation is a must-listen for any advisor who is hungry to grow their business by using ROI-proven strategies.

In this episode, you will learn:

  • What kind of event provides the best ROI for advisors
  • Whether dinners are an essential component to a successful event
  • Whether digital marketing is the best approach in today’s landscape
  • What level of data you can get from ProspectConnect 
  • And more!

Tune in now and become inspired to use social event marketing to grow your business!

Resources:  Top Advisor Marketing | LeadingResponse: 813-885-88200 | Ryan Van Sickle ryanv@leadingresponse.com

 

Brought to you by: Iris.xyz 

Episode 205 - The Time for Succession Planning Is Now — With George Hartman

Episode 205 - The Time for Succession Planning Is Now — With George Hartman

November 5, 2019

You’ve poured your heart and soul into launching your business and creating growth. Wouldn’t you like your business to live on even after you’re no longer here?

In this episode, Kirk Lowe speaks with George Hartman, co-founder and CEO of Market Logics. They unpack what gets in an advisor’s way of putting a succession plan in place, how to get started, and where marketing fits into the process. This episode is a must-listen for all entrepreneurs who want their businesses to endure for generations to come.

In this episode, you will learn:

  • What gets in the way of putting a plan in place
  • The steps required to successfully exit your business
  • What options are available to advisors
  • The purpose of a continuity partner
  • Where marketing fits into the succession planning process and how important it is 
  • And more!

Tune in now and experience the excitement around keeping your business successful for generations to come!

Resources:  Top Advisor Marketing | Market Logics

Brought to you by: Iris.xyz 

Episode 204 - Transform Your Thinking for Better Digital Marketing Outcomes — With James Robert Lay

Episode 204 - Transform Your Thinking for Better Digital Marketing Outcomes — With James Robert Lay

October 29, 2019

What is keeping you from creating a digital marketing strategy that brings in leads and leaves you feeling confident about your firm’s future?

In this episode, Kirk Lowe has a riveting conversation with James Robert Lay, founder and CEO of Digital Growth Institute. They discuss how you can break through the barriers that are holding too many financial brands back from maximizing their digital growth potential.

In this episode, you will learn:

  • What challenges hold financial brands back from maximizing their digital growth potential
  • What the greatest opportunities are for financial brands to capture over the next 12-24 months 
  • How a financial brand marketing, sales, and leadership team can develop a digital growth mindset
  • What role humans will play, if any, in a digital consumer's buying journey when shopping for a financial product
  • What lies ahead for Digital Growth Institute
  • And more!

Tune in now and get inspired to reach better digital marketing outcomes!

Resources:  Top Advisor Marketing | Digital Growth Institute

 

Brought to you by: Iris.xyz 

Episode 203 - Going All-In With Online Millennial Entrepreneurs — With Danielle Granger Nava and Dustin Granger

Episode 203 - Going All-In With Online Millennial Entrepreneurs — With Danielle Granger Nava and Dustin Granger

October 22, 2019

Would you ever be so bold as to switch your niche?

In this episode, Matt speaks with a financial planning brother-sister duo, Danielle Granger Nava and Dustin Granger, about their pivotal decision to start targeting online millennial entrepreneurs. Having made a clean break from the traditional advisor path, Danielle and Dustin share their perspective on playing the long-game and how they’re winning over this growing market. 

In this episode, you will learn:

  • About Danielle and Dustin’s journey to creating Toujours Planning Wealth Management
  • Why they’ve chosen to serve online millennial entrepreneurs — what about the big fish?
  • How Danielle and Dustin decide on podcast topics 
  • What they’ve done to make their website appealing to millennials
  • Why niche marketing is a long game, not a sprint
  • And more!

Tune in now and become inspired to go all-in with your dream niche!

Resources:  Top Advisor Marketing | Toujours Planning Wealth Management | Email | Worth It Podcast | Worth It Podcast on Instagram

 

Brought to you by: Iris.xyz 

Episode 201 - How to Turn Your Clients Into Raving Fans — With Luke Acree

Episode 201 - How to Turn Your Clients Into Raving Fans — With Luke Acree

October 15, 2019

In the service-based sales industry, your business is built off of how well you can build and keep client relationships. That is the centralized belief of ReminderMedia.

In this episode, Kirk Lowe has a passionate conversation with Luke Acree, ReminderMedia’s founder and president. They discuss how to keep in touch with the clients in your database in such a way that they become raving fans of your organization. Every advisor knows the importance of gaining referrals and repeat business, but this episode will challenge you to examine what you’re doing today to inspire unwavering loyalty.

In this episode, you will learn:

  • About a unique and personalized gift idea that’s proving to be memorable and coveted by clients
  • How to use the FORD method to build client relationships that lend to future marketing opportunities
  • What it takes to intrigue your prospects’ curiosity and why these efforts are worthwhile
  • How humanizing yourself will help you build rapport with your clients
  • And more!

Tune in now and get a ton of ideas for inspiring your clients to become raving fans!

 

Resources:  Top Advisor Marketing | ReminderMedia

Brought to you by: Iris.xyz 

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

 

Brought to you by: Iris.xyz 

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

Brought to you by: Iris.xyz 

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

Brought to you by: Iris.xyz

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

 

Brought to you by: Iris.xyz

 

Episode 193 - Educational Seminars: A Valuable Item in an Advisor’s Marketing Toolbox — With Mike Thurman

Episode 193 - Educational Seminars: A Valuable Item in an Advisor’s Marketing Toolbox — With Mike Thurman

August 20, 2019

Today, Matt welcomes back Mike Thurman, White Glove co-founder and seminar expert. Together, they dive deeper into White Glove’s educational seminar system and how advisors can execute a successful seminar.

In this episode, you will learn:

  • How advisors can prepare for presentations
  • What White Glove does to help advisors prepare
  • Action items for before and after a presentation
  • Where advisors fail themselves
  • And more!

Resources:  Top Advisor Marketing | White Glove  | Mike Thurman LinkedIn | Facebook | Twitter | White Glove LinkedIn | Ep 125 - Hosting a Successful Seminar with Mike Thurman

 

Brought to you by: Iris.xyz

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 

Brought to you by: Iris.xyz

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 

 

Brought to you by: Iris.xyz

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 

Brought to you by: Iris.xyz

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

Brought to you by: Iris.xyz 

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