Matt and Kirk welcome guest Patti Morrison in their latest episode of TAM Podcast. Patti Morrison owns and operates Image Strategist in Vancouver Canada, and has worked in the fashion industry for over 25 years. Recently she has become a best selling author with the release of her book "First Impressions, Dressing for Impact". Taking all of her knowledge and experience, Patti walks Matt and Kirk through the basics of creating an impactful outfit, understanding the importance of clothes in the business world, and the steps to making a wardrobe that suits you and your goals.
Kirk and Matt dive into the deep end of marketing tactics for a niche advisor. It's important when developing your brannd and business to capitlize on small markets, whether its government employees, blue collar business owners, or adventure junkies, cartering your brand to your ideal clients is the best way to get them through the door. Matt and Kirk explain all of this while walking you through the 10 reasons to have a niche persona.
Do you have lots of great content ideas rattling around in your brain - but are't sure what the best direction is for publication? Kirk and Matt dive into this question in Episode 45 as they discuss the advantages and disadvantages of white papers vs books. Matt has published 2 books, and Kirk has authored over 20 white papers, and both can highlight that each option is circumstance dependent. If this is your first foray into publication, Kirk and Matt discuss that a white paper is an ideal starting point... and just may get you that book deal you're looking for!
LINKS: Anatomy of a White Paper
Kirk and Matt are joined by Twenty Over Ten's Director of Sales & Marketing Samantha Russell. As one of Top Advisor's strategic partners, Kirk and Matt have worked closed with Twenty Over Ten developing efficient and effective websites for top advisors, including our exclusive Brand Mastered website. Samantha breaks down the 7 important factors to consider when developing a website that's going to do the work for you. Covering everything from the consumer portal to how to effectively use video on your site to generate faster leads. This episode will give you top insight into what your website needs in order to drive leads and find those ideal prospects.
Kirk and Matt bring in their third partner/professor of Brand Mastery Course, Ray Gauthier, to explain the 10 Steps to Immaculate Marketing. The 10 step marketing plan discusses the importance of everything from defining and understanding your ideal client to creating a great web page full of authentic and useful content. The marketing ideas and strategies Ray touches on is the basis of Top Advisor Marketing's latest offering - Brand Mastery Course. A 20-week program designed and executed by Ray and Matt, gives advisors the opportunity to fill their marketing tool box will what they need to tell their story.
LINKS: BRAND MASTERY COURSE
Kirk and Matt are joined by best selling author Dave Crenshaw to discuss his latest book "The Power of Having Fun". Dave explains to us that studies show - having more fun gets more done. Financial Advisors are notorious for relentlessly pushing themselves without consideration for fun. Dave walks Kirk Matt through the sections of his book and the tools he offers his clients to balance their lives, and create more space for fun.
Kirk and Matt are joing by Jennifer Goldman, CFP, and founder of My Virtual COO. As a business operations expert, Jennifer understands the importance of improving independent professional services businesses. Client experience is pinnacle to creating a lasting business. Jennifer discusses the problems many advisors face in developing CE protocal, and how to rectify these issues. She shares her simple solutions to creating the right client experience to ensure your business is attracting ideal propects.
Kirk and Matt speak to 3 time Olympic Medal winner Lauryn Williams on her financial planning business "Worth Winning". Lauryn's focus with her business if financial planning recreated where she services millienials and professional athletes. She's taken her work out of brick and motar and gone completely virtual, and has redesigned her marketing presence using social.
Matt and Kirk sit down with Joe Lukacs in this episode of Top Advisor Marketing. Drawing on 25 years of experience in coaching and consulting financial advisors, Joe discusses how mastering your own personal operating system requires examining what keeps your running. Join us as Joe walks Kirk and Matt through one of his coaching excerises to help you nail down your best version of you.
Joe Lukacs has specialized in coaching and consulting financial advisors for nearly 25 years. In that time he has personally conducted over 45,000 individual coaching sessions with financial advisors. He is the author of “Practice Power, 12 Steps to Take Your Business to the Next Level.” He frequently contributes to industry websites such as Horsesmouth, Producers Web, and much more.
LINKS: JOE LUKACS
Kirk and Matt know the importance of a good story in branding. Together they'll walk you through the 4 main questions to create your own branding story - building your credibility and trust.
WANT A BETTER ADVISOR BRAND? DON'T DELAY. GET IT RIGHT...NOW.
In this episode Kirk and Matt dive into the final component of Death By Referrals - How to inspire referrals. In order to get referrals two things need to happen - you need to build trust and you need to be online. Whether it's a blog, podcast, social or a standby white paper, get yourself accredited on the internet. This will give you the momentum to start Intriguing, Engaging, Influencing and Attracting your ideal clients.
Kirk and Matt are joined by Paul Kingsman. Paul wrote the book, "The Distraction Proof Advisors". He speaks to, writes and coaches top advisors on how to pursue and achieve a laser-like focus. Paul shares four common ways advisors get distracted and how that distracts them from generating more revenue, more profit, more client time, more personal time and more fun in their practices. Paul also shares his experience competing in the 1988 Olympics and how it shaped his coaching business.
Frank Maselli joins Kirk and Matt to review commentary Frank shared on LinkedIn a few years ago that went viral in the finserv industry. They discuss why it went viral, how it changed Frank's career and how Frank's view of the Advisor-Wholesaler relationship defines what financial services should be about - helping one another succeed. There are some great lessons for advisors and how you communicate/work with your clients.
Kirk and Matt discuss five ways Advisors may be killing their practice with referrals. They aslo get into the key reasons clients refer and how this impacts an advisor's referral-mindset, and how they attract more referrals, especially ideal ones. This is Part 2 of a series of 3 podcasts.
Kirk and Matt reflect on the importance of referrals in an advisor's practice. They get into how to embrace a new referral mindset, "the pursuit of referral happiness", the fundamentals of good referral marketing, and what it takes to turn the referral tap on and get the best leads. This is Part 1 of a series of 3 podcasts.
Sonya defines Impact Investing (also known as SRI, ESG...) and it's growing role in an advisor's practice. Sonya breaks down the jargon and acronyms popping up in this new area of responsible investing and steps advisors need to consider to begin understanding, talking with clients about and implementing into their practice.
Referrals are down, or at least that's what a recent report is suggesting. Why? Kirk and Matt get into the dirt with advisor prospecting. Advisors are at a critical stage of their careers and practice maturity; how to attract ideal prospects, be more profitable and have more fun. Kirk and Matt redefine what a "referral" is, the mindset needed to inspire and attract, and tactics you can use to get more.
Did you know 80% of women leave their fiancial advisor when they lose their husbands? Judy Paradi and Paulette Filion join Matt and Kirk to discuss four reasons women leave their advisors and then list simple ways to engage women to grow a stronger, woman/friendly practice. What's interesting too is that the characteristics of a woman-friendly practice/relationsip also apply to having a better practice in general.
Matt and Kirk chat with John Frankot of Triple-R-Media about five common questions advisors ask John about connecting with and attracting high net worth prospects. John defines what a true HNW prospect is and addresses advisors' insecurities about working with the HNW. We also discuss simple tactics to find, approach and engage the HNW market most advisors aspire to work with.
Prasad Ramani, founder of Syntoniq, joins us to discuss the simple and compelling applications of behavioral finance in an advisor's practice and a client's life. Prasad discusses: why is BF important, how does it impact client investment behavior, why is it a factor when it comes to business development, and how BF can be used to develop and strength relationships with new and existing clients.