Top Advisor Marketing
Episode 231 – Transparency Wave — With Paul Pagnato

Episode 231 – Transparency Wave — With Paul Pagnato

April 28, 2020

Transparency changes everything for advisors. Being transparent means communicating all aspects of your business.

In this episode, Matt speaks with Paul Pagnato, CEO of PagnatoKarp. Paul shares the importance of being transparent in the finance industry, how trust and transparency go hand in hand, and he discusses his book, “Transparency Wave.”

In this episode, you will learn:  

  • How to use transparency to differentiate yourself in the industry
  • The six Ts of transparency
  • The importance of building trust with clients 
  • How to scale credibility
  • And more!

Tune in to learn all about transparency!

Resources  Top Advisor Marketing | PagnatoKarp | Transparency Wave   

Brought to you by: Iris.xyz

Episode 230 – Sales Techniques and Triggers With Jason Smith

Episode 230 – Sales Techniques and Triggers With Jason Smith

April 21, 2020

Have you ever wondered what the best way to get referrals is? Or how to know when it’s best to move forward in a sale and close the deal? 

In this episode, Matt chats with Jason L Smith, founder of The JL Smith Group, an independent retirement planning and wealth management firm. Jason goes into detail about their process first approach and how he preps each client. He also touches on the importance of education and his book!

In this episode, you will learn:  

  • Sales techniques
  • Three ways to build trust and rapport before meeting with clients
  • The importance of educating clients
  • How to know notice triggers and move towards closing a sale
  • And more!

Tune in to learn how to reinvent your client approach!

Resources  Top Advisor Marketing | The JL Smith Group  Clarity 2 Prosperity  The Bucket Plan

Episode 229 - Marketing to The Forgotten Generation

Episode 229 - Marketing to The Forgotten Generation

April 16, 2020

Generation Xers are a Financial Advisors’ Dream - so why are they being left out?

In this episode, Kirk and Matt, Gen Xers working in the marketing space for financial advisors, are finally exposing a significant hole in the industry - Marketing to the Forgotten Generation - Generation X! 

Gen Xer’s are the first generation to start figuring out the idea of work-life balance, and more and more of them are entrepreneurs, but no one is marketing to them to help them prepare for retirement.

In this episode, you will learn:

  • What being from Generation X means
  • Why it is essential that advisors start paying attention to Generation X and how can they reach them
  • What do Gen Xers want from a financial advisor
  • And more!

Tune in now to hear the story that no one else is talking about!

Resources:  Top Advisor Marketing 

Brought to you by: iris.xyz

Episode 228: Building Your Business to Run Without You - With Erin Botsford

Episode 228: Building Your Business to Run Without You - With Erin Botsford

April 14, 2020

Advisors, like all entrepreneurs, want to build a successful business, serve more people, make more money, and hopefully one-day have the freedom to enjoy it. If you go on vacation, do you worry if the business will suffer, or are you secure in the fact that you have empowered your team to carry on without you?

Today, Matt speaks with Erin Botsford, a financial advisor who retired at the top of her game as a Barrons top 100 producer, now Erin helps other advisors achieve the same success she had. Erin is here today to share her story of where she began, her struggles, and her accomplishments.

In this episode, you will learn:

  • How Erin’s determination to succeed ultimately has led her to financial freedom
  • Why it is crucial to build your team for success
  • Staying top of mind is vital - how to use social media platforms effectively
  • And more!

Listen in and learn the importance of truly becoming a business owner.

Resources:

Top Advisor Marketing | Erin BotsfordElite Advisor | Use code "MATT" to receive half off

Brought to you by: Iris.xyz

Episode 227: Advisors Need to Market Themselves Better — With Kurt Ohlson

Episode 227: Advisors Need to Market Themselves Better — With Kurt Ohlson

April 7, 2020

Are you struggling to bring in new clients or even prospects? The answer to all your woes is marketing! But do you know how to market effectively and efficiently to get noticed by your ideal client? 

 

Today, Matt speaks with Kurt Ohlson, financial services professional, coach, and consultant about what advisors are not taking advantage of and what they could and should be doing to build their book of business. They also discuss the importance of insurance and whether or not you need a broker-dealer anymore.

 

In this episode, you will learn:

 

  • Why it is essential to own your webpage
  • How to get your name to the top of that google search
  • What is commonality and how to use it to your advantage
  • How to leave the broker-dealer world and become your own RA
  • And more!

 

Listen in and take control of your business and be the one to make things happen!

 

Resources:

 

Top Advisor Marketing | Kurt Ohlson LI | Kurt Ohlson FB | ECA Marketing

 

Brought to you by: Iris.xyz

Episode 226: The New Reality for Financial Advisors –– With Doug Heikkinen

Episode 226: The New Reality for Financial Advisors –– With Doug Heikkinen

April 2, 2020

Have you started changing the way you communicate with clients? Do you have a fine-tuned value proposition that articulates your unique expertise?

In this episode, Matt and Kirk speak with Doug Heikkinen, founder of Iris.xyz, a media platform dedicated to helping advisors become better in business and life. Together, they give advisors action items for shifting into another gear to excel in the midst of the bear market and COVID-19 pandemic. 

In this episode, you will learn:

  • How much time to dedicate to client communication on a daily basis
  • Remote-work practices that the Top Advisor Marketing team swear by
  • Value-proposition questions for business owners to reflect on right now
  • Why it is so important to accept change and not fear it
  • And more!

Tune in now to hear action items that can help advisors shift gears to succeed in our new reality.

Resources:  Top Advisor Marketing | 5 Steps to Creating a Powerful Value Proposition | Iris.xyz | Asana

 

Brought to you by: Iris.xyz

Special Episode: Going on The Offensive — With Coach Joe Lukacs

Special Episode: Going on The Offensive — With Coach Joe Lukacs

April 1, 2020

Being proactive and taking action, especially during difficult times, can be just what you need to help your business grow. How can you make the determination to play offence and be part of the 20 percent of people finding business development opportunities right now?

In this episode, Kirk continues his conversation with Coach Joe Lukacs. With over 26 years of experience coaching financial advisors, Coach Joe shares his knowledge on the strategies you can use to truly influence others and achieve success in your practice during trying times.

In this episode, you will learn:

  • How to influence your network by offering certainty 
  • Why you should focus on selling a conversation
  • How to create messages that spark more conversations on LinkedIn 
  • And more!

Tune in now and make the decision to play offense by being a leader when people need one the most!

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

Brought to you by: Iris.xyz

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

Brought to you by: Iris.xyz 

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

 

Brought to you by: Iris.xyz 

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 

Brought to you by: Iris.xyz 

10 Mins with TAM - COVID -19 - Remote Work Options

10 Mins with TAM - COVID -19 - Remote Work Options

March 20, 2020

Remote work might not be an option for every person. Is there a way to work safely at your physical office? Our COO, Lisa Ferguson, is here with solutions that your team can use right away.

 

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

 

Brought to you by: Iris.xyz 

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

Brought to you by: Iris.xyz

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. 

Brought to you by: Iris.xyz

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

 

Brought to you by: Iris.xyz 

 

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

Brought to you by: Iris.xyz

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 

Brought to you by: Iris.xyz