Where you’ll learn how to become a prolific online influencer, attract more ideal clients and grow your practice. Brought to you by ProudMouth. Co-hosted by Matt Halloran and Kirk Lowe. 286290
Episodes
Tuesday Apr 07, 2020
Tuesday Apr 07, 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
Thursday Apr 02, 2020
Thursday Apr 02, 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
Wednesday Apr 01, 2020
Wednesday Apr 01, 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
Tuesday Mar 31, 2020
Tuesday Mar 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
Monday Mar 30, 2020
Monday Mar 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
Tuesday Mar 24, 2020
Tuesday Mar 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
Friday Mar 20, 2020
Friday Mar 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.
Thursday Mar 19, 2020
Thursday Mar 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
Tuesday Mar 17, 2020
Tuesday Mar 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
Tuesday Mar 10, 2020
Tuesday Mar 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
Tuesday Mar 03, 2020
Tuesday Mar 03, 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
Tuesday Feb 25, 2020
Tuesday Feb 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
Tuesday Feb 18, 2020
Tuesday Feb 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
Tuesday Feb 11, 2020
Tuesday Feb 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
Thursday Feb 06, 2020
Thursday Feb 06, 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
Brought to you by: Iris.xyz
Tuesday Feb 04, 2020
Tuesday Feb 04, 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
Tuesday Feb 04, 2020
Tuesday Feb 04, 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
Tuesday Feb 04, 2020
Tuesday Feb 04, 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
Tuesday Jan 28, 2020
Tuesday Jan 28, 2020
What do you do when you want information? Do you search the internet? Did you know 93% of online experiences begin with opening a search engine like Google?
In this episode, Kirk Lowe is speaking with Sameer Somal, founder of Blue Ocean Global Technology. Kirk and Sameer explore the importance of why your online reputation matters, and what you can do to manage that reputation.
In this episode, you will learn:
- Why it is important to have a good online reputation
- What is SEO, and Online Reputation Management (ORM)
- How to become more referable by leveraging your ORM
- What tips you can use to successfully manage your online reputation
- And more!
Tune in now and take in some tips for managing your online reputation!
Resources:
Top Advisor Marketing | Blue Ocean Global Technology | Sameer Somal Email | Sameer Somal LinkedIn
Brought to you by: Iris.xyz
Additional Resources:
Tuesday Jan 21, 2020
Tuesday Jan 21, 2020
Is your advisory practice coming up at the top of Google’s search engine results page? Can your prospects find you on social media?
Today Matt is joined by returning guest Samantha Russell, the chief marketing officer at Twenty Over Ten, to discuss how advisors can become visible to prospects of all ages that are increasingly searching online for advisors to work with. Together, they define and uncover long-term niche strategies, the art of attracting pre-sold clients, how to optimize your website for voice searches, and more!
In this episode, you will learn:
- How to use content marketing to serve your niche
- How to tweak your website in order to rank higher in search results
- Two little-known ways to optimize your website for voice searches
- What you can expect from Twenty Over Ten’s new Lead Pilot program
- And more!
Tune in now and learn expert tips for boosting your firm’s online visibility!
Resources: Top Advisor Marketing | Twenty Over Ten | Samantha C. Russell | Lead Pilot
Brought to you by: Iris.xyz