Top Advisor Marketing
Episode 225:  Embrace AI and Prosper— With DJ Sebastian

Episode 225: Embrace AI and Prosper— With DJ Sebastian

March 31, 2020

Spending more time being face to face building a relationship with your client will benefit your practice more than sitting behind the desk drafting mailers.

In this episode, Matt speaks with DJ Sebastian, a top-performing sales executive in the world of cutting edge technology.  DJ’s mission as an author and coach is to help sales professionals develop the skills they need and utilize these new technologies so they can achieve greater success.  

In this episode, you will learn:

  • What is Artificial Intelligence today
  • The shift in what humans do physically and mentally in the workplace - and how it affects the workforce
  • Proactive Advisor - why you should become one
  • How top advisors can leverage AI technologies in their marketing activities
  • And more!

Listen in and be inspired to read the book The Selling Revolution – Prospering in the New World of Artificial Intelligence, which takes a unique look at how the convergence of these technologies combined with social communications trends and management imperatives will revolutionize the future sales profession. 

Resources:  Top Advisor Marketing | DJ Sebastian Email | Top 10 Tips | The Selling Revolution – Prospering in the New World of Artificial Intelligence

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Special COVID-19 Episode: It’s Time To Step Up Your Game — With Joe Lukacs

Special COVID-19 Episode: It’s Time To Step Up Your Game — With Joe Lukacs

March 30, 2020

Today’s environment of self-isolation can often leave people feeling uncertain about things. Now is the time to step up and take care of yourself, your team, and your clients! 

In this episode, Matt and Kirk speak with Coach Joe Lukacs, coach to financial advisors. Coach Joe shares the lessons learned from the market downtime of 08/09, so you can better position yourself to get through these trying yet recoverable days.

In this episode, you will learn:

  • How to ask questions in the proper order to get people to answer honestly
  • Why you must accept the challenge to create certainty in these uncertain times
  • Ways to not only survive but to thrive
  • And more!

Tune in now because it is time to step up your game and ‘rockstar’ your business! 

Resources:  Top Advisor Marketing | Coach Joe Lukacs LI | Magellan Mastermind & Network

 

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Episode 224: How to Create Lasting Brand Awareness — With Rebecca Hourihan

Episode 224: How to Create Lasting Brand Awareness — With Rebecca Hourihan

March 24, 2020

Do you need to become more recognizable? Are you the top search in your region?

In this episode, Matt speaks with Rebecca Hourihan, founder and CMO of 401(k) Marketing.  She elaborates on how she helps retirement-plan advisors market their expertise and build long-lasting brand awareness. 

In this episode, you will learn:

  • What led Rebecca to start this company and serve plan advisors
  • Why is it important for the 401(k) market to be branded like other businesses
  • How Rebecca and her team will assist you as a plan advisor
  • And more!

Tune in now and learn how to start building long-lasting brand awareness.

Resources:  Top Advisor Marketing | 401(k) Marketing  | Rebecca Hourihan on LinkedIn 

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Episode 223: Are You Scaling Your Credibility?

Episode 223: Are You Scaling Your Credibility?

March 19, 2020

Are you tired of spending time away from the office and your family to speak at events? There are benefits to public speaking, but what if you could reach an infinite number of people at once, all while conserving your time and energy?

In this episode, Matt and Kirk explain how you can benefit from scaling your credibility. You will hear success stories of advisors who’ve pulled this off and learn ways to start marketing yourself more efficiently.

In this episode, you will learn:

  • The benefits of scaling your credibility
  • How to determine if scaling your credibility aligns with your business goals 
  • How to use content to build relationships with prospects
  • Why having content and a complete LinkedIn profile can shorten your sales cycle
  • And more!

Tune in now and learn how to start scaling your credibility!

Resources:  Top Advisor Marketing | Kirk on LinkedIn | Matt on LinkedIn

 

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Episode 222: How to Master Tough Conversations With Clients — With David Wood

Episode 222: How to Master Tough Conversations With Clients — With David Wood

March 17, 2020

Do you know how to have tough conversations with your clients? When a client cries in your office, is your automatic instinct to shut down the conversation?

In this episode, Matt speaks with David Wood, one of the world’s top life coaches, about why nine times out of 10, tough conversations are worth having. Naturally analytic, David teaches you how to switch gears to engage in tough conversations with a level of comfort and confidence that leads to deep connections.  

In this episode, you will learn:

  • How to hold space for clients who are crying in your office
  • What golden question to ask any client who is expressing strong emotions
  • An exercise to do with your clients when you’re both feeling stressed during a conversation
  • Three outcomes of difficult conversations that most advisors don’t consider
  • And more!

Tune in now to learn how to master tough conversations with your clients. 

Resources:

Top Advisor Marketing | Play for Real | Life Assessment | Tough Conversations: 4-Step Blueprint | Tough Conversations Podcast with David Wood

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Episode 221: Build a Million-Dollar Mindset and the Practice Will Follow —  With Stephanie Bogan

Episode 221: Build a Million-Dollar Mindset and the Practice Will Follow — With Stephanie Bogan

March 10, 2020

Are you positioning yourself to build a million-dollar practice and take 100 days off? Are you on track to double your revenue in half the amount of time?

Today, Matt speaks with Stephanie Bogan, the chief possibility officer at Educe and founder of the Limitless Adviser Coaching program. In a conversation that will urge you to take action, Stephanie explains how to make mindset shifts that are essential for doubling your revenue in half the time. You will learn how to pinpoint how you’re spending the majority of your time as an advisor — and how to take control. 

In this episode, you will learn:

  • How a mindset shift improves personal performance and happiness
  • How one advisor’s crisis of confidence was costing his firm $80,000 per year 
  • How to calculate your return on time
  • How to do a five-day exercise that will reveal whether you have the potential to double your revenue in half the time
  • Why being below the line hinders advisors from doubling their revenue
  • And more!

Learn how to make changes to your mindset that can position you to double your revenue in half the time!

Resources:  Top Advisor Marketing | Educe Inc. 

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Episode 220: Dare to Reinvent Yourself and Help Clients Do the Same — With Bobby Henebry

Episode 220: Dare to Reinvent Yourself and Help Clients Do the Same — With Bobby Henebry

March 3, 2020

Have you ever considered taking a different direction in your professional life? Are you equipped to have conversations with your clients about their own desires for reinvention?

In this episode, Matt speaks with Bobby Henebry, a CFA, keynote speaker, YouTuber, and world traveler, about his decision to leave a secure job and eventually start Henebry Blockchain & Cryptocurrency Consulting. Bobby also explains how advisors can build client relationships that facilitate the “reinvention” conversation, and what he’s learned while growing his hobby-based YouTube channel. 

In this episode, you will learn:

  • What Bobby’s first step was after leaving a secure job
  • Why he just started saying yes to opportunities
  • How Bobby balances the multiple entrepreneurial interests that he is pursuing
  • Bobby’s advice for building client relationships that are open to conversations about reinvention
  • What he has learned about serving his YouTube audience 
  • And more!

Tune in now to consider what your reinvented life could look like — and learn how to support clients who are on the brink of reinvention. 

Resources:  Top Advisor Marketing | Bobby Henebry on LinkedIn | Chord Savvy

 

Brought to you by: Iris.xyz 

Episode 219: How to Win Over Prospects With Email Campaigns — With Emily McGuire

Episode 219: How to Win Over Prospects With Email Campaigns — With Emily McGuire

February 25, 2020

Have you considered that email is no different than most of your other sales channels?  

Email campaigns give financial advisors a one-to-one relationship-building opportunity with prospects in all stages of their customer journey.

In this episode, Matt speaks with Emily McGuire, the owner of an emailing marketing studio called Flourish & Grit. This a fun and highly practical conversation where Emily teaches you how to write email campaigns that help prospects trust you in order to take the next step with your brand.

In this episode, you will learn:

  • Reasons to consider sending short emails to your list frequently 
  • Which metrics to consider, besides open-rates, when assessing your email results
  • How to generate warm leads with an email nurture sequence
  • What word to starting using right away in your emails to get better results
  • And more!

Tune in now to get advice you can use right away to write email campaigns that win over prospects.

Resources:

Top Advisor Marketing | Flourish & Grit

 

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Episode 218: How to Stay on the Forefront of Marketing in the 401(K) Space — With Aaron Pottichen

Episode 218: How to Stay on the Forefront of Marketing in the 401(K) Space — With Aaron Pottichen

February 18, 2020

What strategies are you using to stand out from other financial professionals? Learn new strategies from a professional who’s making waves in a particularly competitive space.

In this episode, Matt speaks with Aaron Pottichen, senior vice president at Alliant Retirement Consulting, about how Aaron stays on the cutting edge of marketing in the very competitive 401(k) space. Aaron delves into what strategies he uses to set himself apart, including how he creates videos that are easy to shoot, compliance-friendly, and optimal for sharing on his LinkedIn profile.  

In this episode, you will learn:

  • Why Aaron enjoys working in the 401(k) space
  • Aaron’s strategy for giving prospects immense value — and why this matters
  • Why Aaron prospects in a way that’s backwards to what the rest of the industry does
  • What 401(k) offerings resonate the most with his target market
  • What guidelines Aaron uses for creating LinkedIn videos
  • And more!

Tune in now and learn new strategies for climbing to the forefront of your space — and staying there.

Resources:

Top Advisor Marketing | Alliant Retirement Consulting | Aaron Pottichen's LinkedIn

 

Brought to you by: Iris.xyz 

 

Episode 217 - Build a Bridge Between Means and Meaning for Your Clients — With Mitch Anthony

Episode 217 - Build a Bridge Between Means and Meaning for Your Clients — With Mitch Anthony

February 11, 2020

Named as one of the top “Movers & Shakers” in the financial services industry, Mitch Anthony has been creating innovative discovery approaches for advisors for over twenty years. 

In this episode, Matt speaks with Mitch Anthony, the founder and president of Advisor Insights Inc and co-founder of ROL Advisor. Together, they discuss the power of using storyselling to guide your clients into a decision-making mindset, the value of practicing life-centered planning™, and why it’s the advisor’s job to build the bridge between clients’ means and meaning.

In this episode, you will learn:

  • About Mitch’s “accidental tourist” introduction into financial services 
  • Why it’s problematic to view money as being more than just a utility
  • The importance between having a monologue and dialogue with your prospects
  • How Mitch helps advisors with the emotional aspect of transitioning from money-centered planning to life-centered planning
  • And more!

Tune in now to learn about Mitch Anthony’s groundbreaking approaches to client discovery!

Resources:

Top Advisor Marketing | Mitch Anthony | Life Centered Planners | ROL Advisor | ROL Advisor’s Email | Books by Mitch Anthony | Mitch Anthony's LinkedIn | Steve Sanduski's LinkedIn

Brought to you by: Iris.xyz 

Episode 216 -  8 Content Marketing Trends for 2020

Episode 216 - 8 Content Marketing Trends for 2020

February 6, 2020

One of the most powerful tools in marketing is great content. Content marketing is a crucial component of any successful marketing plan - or at least, it should be -  and having a solid content marketing strategy in place will benefit your overarching marketing goals.

Content marketing in a nutshell? Try to be as valuable as you can be. 

In this episode, you will learn:

  • Elements to consider when developing your content marketing strategy
  • The value of knowing your audience
  • How to come up with great content
  • The importance of personalizing content
  • And more!

Tune in now and learn how you can spice up your content marketing strategies for 2020.

Resources:  Top Advisor Marketing 

Podcasting Guide

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Special Series Part 3: Your Preview of the Retirement & Longevity Summit — With Ross Marino

Special Series Part 3: Your Preview of the Retirement & Longevity Summit — With Ross Marino

February 4, 2020

How will you become your prospects’ go-to expert for retirement planning in a sea of financial advisors who claim to have the same expertise? 

In this final episode of our mini-series, Matt Halloran speaks with Ross Marino, Advisor2X’s founder, about the caliber of speakers at the Retirement & Longevity Summit; these are industry experts who will show you how to differentiate yourself from other advisors that specialize in retirement planning. This your preview to many of the speakers’ pivotal teachings for wealth advisors who want to have conversations that go beyond asset management and financial planning.

In this episode, you will learn:

  • What Ross’s criteria are for the Retirement & Longevity Summit’s speakers  
  • How to ask questions that will highlight the vulnerabilities of a prospect’s current plan
  • Why advisors needn’t be afraid of not having answers to every question
  • Three intuitive tips for aging successfully
  • And more!

Tune in now to get your preview of the Retirement & Longevity Summit’s top industry speakers!

Limited-time offer exclusively for RIAs and financial advisors: Use the code TAM to save $149 on your registration for the Retirement & Longevity Summit.

Resources: 

Top Advisor Marketing | Advisor2X | Retirement & Longevity Summit | ross@rlsummit.com

Erin Botsford's Elite Advisor Course | Live Long, Die Short: A Guide to Authentic Health and Successful Aging by Roger Landry 

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Special Series Part 2: Surprising Features That Make or Break Industry Conferences — With Ross Marino

Special Series Part 2: Surprising Features That Make or Break Industry Conferences — With Ross Marino

February 4, 2020

Have you ever attended an industry conference only to be left feeling dissatisfied? You couldn’t focus during the presentations, you barely networked, and you felt tired most of the time. 

Ross Marino, the founder of Advisor2X, can prove that the problem wasn’t with you — it was with the conference. In part two of our mini-series, Matt Halloran and Ross discuss the overlooked and supposedly small details that bring conferences from time-wasting to highly productive and memorable for advisors. 

In this episode, you will learn:

  • What to consider before deciding to invest your time at a conference
  • What qualities of a conference set advisors up to make decisions and then act on them
  • How to choose which action-item to implement after a conference
  • And more!

Tune in now to consider what qualities to look for in an upcoming conference before you invest your time. 

Resources:

Top Advisor Marketing | Advisor2X | Retirement & Longevity Summit 

 

Brought to you by: Iris.xyz 

Special Series Part 1: How to Move Beyond Numbers-Based Conversations — With Ross Marino

Special Series Part 1: How to Move Beyond Numbers-Based Conversations — With Ross Marino

February 4, 2020

Most advisors affirm their clients’ thoughts and feelings every time they talk. That’s called active listening. It’s valuable, but it’s not enough to help you draw out what matters to your clients. 

In this first episode of a three-part series, Matt Halloran speaks with Ross Marino, the founder of Advisor2X, about how to have conversations with clients that go beyond numbers. You don’t have to be a psychologist to carry out these conversations; Ross teaches you the purpose of deep listening and how to integrate it into your client meetings during this insightful episode.

In this episode, you will learn:

  • What the difference is between active listening versus deep listening
  • What questions to ask your clients when you’re practicing deep listening
  • How to separate your clients’ desired activities from the effect
  • Why it’s valuable to draw out why your clients’ goals matter to them
  • What a Certified Financial Transitionist® is
  • And more!

Tune in now to learn how to start practicing deep listening today.

Resources:  Top Advisor Marketing | Advisor 2X 

Brought to you by: Iris.xyz

Episode 213 - How to Develop Your Executive Presence — With Steve Kosch

Episode 213 - How to Develop Your Executive Presence — With Steve Kosch

January 14, 2020

Are you struggling to get your message across to your audience? Do you want to be that person who motivates a room of people to take action?

In this episode, Matt has the pleasure of speaking with renowned media icon Steve Kosch, the founder and leader of Media Training Network. Steve’s years of varied experiences on such media platforms as ABC, The Weather Channel, and CNN have led him to this point in life where he is helping executives, experts, and business leaders learn how to effectively communicate with their audiences by developing an executive presence. 

In this episode, you will learn:

  • About the client process of working with Media Training Network
  • How to lead your audience to your final call-to-action
  • Steve’s recommendations for incorporating visuals into your presentations
  • An example of a speaker who embodies an executive presence
  • And more!

Tune in and learn how to improve your next presentation by working on your executive presence!

Resources:  Top Advisor Marketing | Steve Kosch's Email | Media Training Network: (949) 720-2080

Brought to you by: Iris.xyz 

Episode 211 -  Business Tips for a Dialed-In and Successful 2020

Episode 211 - Business Tips for a Dialed-In and Successful 2020

January 2, 2020

There are many aspects that can determine whether a business will be successful or not, but it all starts from the inside. As an advisor, there’s only so much you can do by yourself. That’s why we recommend being dialed-in and creating synergies that will help your business thrive.

Start your 2020 with clear 20/20 vision by listening to Matt and Kirk as they discuss the benefits of being dialed-in, what challenges business owners face when they’re not creating enough synergies, and how to manage and overcome roadblocks in your business.

In this episode, you will learn:

  • Why having a clear and distinct brand can make you more referable
  • Warning signs that you’re not dialed-in
  • Why it’s important to create a positive work culture
  • How to find your focus
  • And more!

Tune in now and start your year with 20/20 vision by listening to this value-packed episode.

Resources:  Top Advisor Marketing 

Brought to you by: Iris.xyz 

Episode 207 - How to Find Your Resilience

Episode 207 - How to Find Your Resilience

November 14, 2019

As a business owner or professional, at one point or another, you will likely experience high levels of stress from different sources such as finances, unexpected changes in the industry, work/life balance — and you need resilience to help you bounce back. Where will you start?

Join Matt Halloran and Kirk Lowe in this episode, where they share ways they’ve found their resilience and what they do to maintain it and keep building on it. 

In this episode, you will learn:

  • Why understanding yourself can help you find resilience
  • What role gratitude plays in maintaining resilience
  • How problem-solving skills can help you stay resilient
  • How a strong social network can help
  • How to process change
  • And more!

Tune in now and get inspired to keep developing this essential quality in life.

Resources:  Top Advisor Marketing 

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

 

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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 202 - The Evolution of Advisor Marketing

Episode 202 - The Evolution of Advisor Marketing

October 17, 2019

There has been considerable evolution in advisor brands. Many tactics advisors use to get their message out have changed, but interestingly enough, some things have stayed the same.

Today, Kirk Lowe and Matt Halloran dive into a subject that stirs up debates amongst advisors: marketing then and now. They examine the seven levels of the advisor marketing evolution to uncover how advisor brands have become what they are today.  

In this episode, you’ll learn:

  • The difference between branding and visual identity
  • How advisors started differentiating themselves from other advisors
  • What content marketing used to be versus what it is now
  • How advisors started building their credibility
  • And more!

Tune in now and get your advisor brand up-to-date! 

Resources: Top Advisor Marketing | How to Start Your Own Podcast

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