Top Advisor Podcast

Having a very specific financial advisor new client onboarding process can get your relationship off to a great start – help them feel good about choosing you and create referrals early in the new relationship. In this episode, Referral Coach Bill Cates is joined by Rod Gibbings CFP®, senior executive financial consultant with Gibbings and Associates Private Wealth Management. Rod discusses how he uses his proprietary Transition Navigator financial advisor new client onboarding process to deliver a wow experience. He also shares how he produces a regular flow of video messages to boost client engagement, gain new clients, and acquire more assets to manage. Rod discusses:  Why he created the Transition Navigator for his new client onboarding process. How he gets many great referrals within the first six months of a new relationship. What prompted him to start recording videos to send to his clients and prospects His amazingly simple production process for recording his videos. Resources:  Radical Relevance by Bill Cates Related Podcast Interview:  Bryan Sweet’s 90-Day Dazzle Client Onboarding  Connect With Rod Gibbings: LinkedIn: Rod Gibbings IG Private Wealth Management Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200  Referral Coach Homepage  Hire Bill for Coaching  Enroll in The Cates Academy About Our Guest: As a Certified Financial Planner professional, Rod Gibbings provides sound financial advice and support for high net worth families and retirees. He specializes in the areas of intergenerational wealth transfer, comprehensive estate and retiree income planning. His philosophy is simple: “put people and service first.”

What is your relationship with social media?  Social media for financial advisors means different things. Some advisors have embraced social media as a concept, posting content and occasionally engaging with others, but wonder why they bother because they haven’t seen any noticeable results.  Other advisors have embraced social media as a way of strengthening their client relationships AND can see a straight line from their activity to acquiring new, in-segment clients.  In this episode, Bill Cates invites Kristen Walker, vice president of marketing at Michigan Financial Companies to discuss several marketing ideas, including how advisors can implement social media and target marketing into their marketing plan to increase client engagement and attract new clients. Bill and Kristen discuss:  How much time and energy should advisors dedicate to social media—and where they should be focusing their attention The importance of targeting your in-segment clients What virtual and in-person events are producing results these days Other best practices you can employ in terms of social media for financial advisors  The creative methods her 90 advisors are using to engage with clients Resources:  Check out our FREE Resources Hub Download Bill’s latest e-Guide:“8 Simple Steps to Exponential Growth” Connect With Kristen Walker: LinkedIn: Kristen Walker Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200 Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Our Guest: Kristen Walker is the VP of marketing at Michigan Financial companies.  Her purpose is to help advisors become successful business owners by providing the sales and marketing support, materials, training and expertise to generate new, and retain existing business. She works closely with the marketing department to ensure each of their representatives have their own unique marketing plans that are customized to their specific goals and objectives. As the VP of Marketing, she also oversees the brand image for our firm to increase awareness of Michigan Financial Companies and its affiliates. She places a special focus on the growth and development of their marketing initiatives to help the firm stay ahead of the curve throughout the financial services industry.

Despite all the challenges in reaching qualified prospects, some advisors are doing quite well, while others are not rising to the challenges that we all face. So, what are the financial advisor best practices that separate the wheat from the chaff? In this episode, Bill Cates interviews Mark Williams, president and CEO of Brokers International, to discuss what we need to think about and do to connect with more Right-Fit Clients.  Mark speaks to hundreds of financial professionals each year, so he’s in a unique position to see what’s working and where advisors are wasting their resources of time, energy, and dollars. Bill and Mark discuss:      The top 3 challenges that financial professionals face in terms of client acquisition today. The financial advisor best practices that he believes are gamechangers. Is LinkedIn the “New Cold Calling?” Connect With Mark Williams: LinkedIn: Mark Williams Brokers International Home Page Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200  Referral Coach Homepage  Hire Bill for Coaching  Enroll in The Cates Academy About Our Guest: Mark Williams is the President and CEO of Brokers International, one of the industry’s largest field marketing organizations — providing annuity and life insurance solutions to independent insurance and financial professionals across the nation. Few executives have Mark’s breadth of experience as a differentiator and success across every aspect of the industry. He grew up in an insurance family and has licensed, sold and had exposure to almost every financial vehicle that can be used as a solution to a customer need. He has held crucial roles as an agent, stock broker, independent distributor, captive agent, and head of an FMO. Mark has a proven track record driving transformation, having helped transform companies such as Allianz, The Hartford, and GamePlan from the inside out. He has spent his career leading sales growth in fixed indexed annuities, life insurance and fixed universal life products as well as directing mortgage leads, developing marketing programs for independent financial professionals and leading strategic initiatives. Currently, Mark is focused on the future of the insurance industry: from the disruptions of InsurTech and robo-advisors to the changing demographics and needs of customers. He also is an avid mentor helping financial professionals navigate the industry.  

It can be personally rewarding to make a contribution to a philanthropic cause to impact your community. But can philanthropic leadership be professionally rewarding as well? In this episode, Bill Cates speaks with Jeff Chaddock, a private wealth advisor at Envisage Wealth. Jeff has philanthropy in his DNA, which has been extremely helpful for the charities and people in his community, and has been instrumental in making him a go-to advisor for many. Jeff discusses: How Jeff uses philanthropic leadership to grow his business What the elements of ‘the trifecta of difference’ can mean for your business. How Jeff has created his incredible business––and what kept him going through doubt Why you should create experiences that have a ‘shelf life’ Resources:   Don’t Sweat the Small Stuff by: Richard Carlson Zenner House Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200 Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Check out our FREE Resources Hub Download Bill’s latest e-Guide:“8 Simple Steps to Exponential Growth” About Our Guest: Jeff Chaddock: With over 32 years as a Private Wealth Advisor, Jeffrey Chaddock, CRPC® , APMA® is the CEO of Envisage Wealth, with four offices across Ohio. Jeffrey’s firm manages over 2.5 billion in client assets.  Jeff differentiates his practice by providing numerous civic, social, and educational opportunities for his clients and their guests.  Jeffrey is heavily involved in numerous charitable organizations and serves on the board of trustees at The Ohio University Foundation, where he established the Jeffrey D. Chaddock Endowed Scholarship program.

An engaged client is someone who feels connected to your value and connected to you as an advisor. Is your business truly maximizing client engagement? In this episode, Bill Cates speaks with E. Scott Miller, Vice President and Investment Officer at Wells Fargo Advisors. Scott shares how he has created the “wow factor” in his business relationships, and how his client engagement strategy has led to incredible loyalty and, in many cases, a number of referrals. Scott discusses: The positive impact of using the ‘wow factor’ in your business Some examples of how he has created incredible client engagement and loyalty What he does differently in his business to build loyal business relationships And more! Connect With Scott Miller: LinkedIn: Scott Miller Wells Fargo Advisors 858-523-7999  wfadvisors.com Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200  Referral Coach Homepage  Hire Bill for Coaching  Enroll in The Cates Academy About Our Guest: Scott Miller’s experience focuses on the construction and execution of investment strategies for long range retirement and estate planning strategies. His fee-based approach enables him to create tailored financial strategies to help meet specialized wealth management needs. He assists in the design and implementation of qualified retirement plans, and helps plan sponsors manage their fiduciary liability. He advises plan participants how to effectively allocate their retirement investments for maximum diversification and growth potential within stated risk parameters.

Stop prospecting … and let your clients prospect for you!  Creating great relationships with your clients who value the work you do and value you as a professional will open up the doors to many more in-segment clients. In this episode, Bill Cates speaks with Randy Carver CRPC®, CDFA®, President and CEO at Carver Financial Services, Inc. Randy discusses how he and his team have brought in 25 new relationships along with $100 million in assets over the last three months without doing any prospecting. Randy discusses:  How he has found incredible growth in his business over the last few months Why it’s important to differentiate yourself from other investment firms How to get your clients to do the prospecting for you Resources:  The Top Advisor: #5. Use The 90-Day Dazzle for Client Onboarding and Win Referrals Fast with Bryan Sweet, CLU, ChFC 2021 Carver Palooza Crepe Party The Art of Impossible by Steven Kotler Connect With Randy Carver: LinkedIn: Randy Carver Carver Financial Services Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200  Referral Coach Homepage  Hire Bill for Coaching  Enroll in The Cates Academy About Our Guest: Randy Carver was born in New York City, grew up in Baltimore, Maryland, and spent his teen years in Toronto, Canada. As a teenager, Randy started and ran several successful businesses, including a catering firm and two home renovation companies. He attended Oberlin College where he earned his degree in economics. Upon graduating in 1987, Randy opened a branch office for a regional brokerage firm in Mentor, Ohio. The office became one of the company’s most successful within three years.

Even advisors who are already successful may consider turning some of their focus to a specific target market. They often wonder if they should create a new company name and/or a new website to reflect that specific niche. There is no right or wrong answer here.  In this episode, Bill Cates speaks with Tiffany Charles, Chief Growth Officer of two financial firms; Destiny Capital and Entrepreneur Aligned. This interview focuses on the process that Tiffany and her partners went through to establish an entirely new target market and brand for their business without losing the traditional part of their practice.   Tiffany discusses: Why she decided to focus on serving certain types of entrepreneurs. The fears, risks and opportunities of the new business approach. The decision to create an entirely new website so as to convey the right messaging that would attract their Right-Fit Clients within that specific target market. Resources:  Radical Relevance By Bill Cates Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200  Referral Coach Homepage  Hire Bill for Coaching  Enroll in The Cates Academy Connect With Tiffany Charles: LinkedIn: Tiffany Charles Entrepreneur Aligned Destiny Capital About Our Guest:  Tiffany Charles is the Chief Growth Officer of two financial firms; Destiny Capital and  Entrepreneur Aligned. Her role is all about growing and expanding opportunities to deliver an unparalleled experience for her clients and team. Her passion is to empower entrepreneurs to live their highest vision and have the opportunity to positively change the world!

The right mix of reputation marketing strategies, such as target marketing, hosting a podcast, and even getting paid to speak at events, all work together to bring more right-fit prospects into your business. In this episode, Bill Cates is joined by Malcolm Ethridge CFP®, CRPC®, Executive Vice President and Financial Planner at CIC Wealth Management. Malcolm discusses how his reputation marketing efforts have changed his business dramatically over the last six months, including how he has continued to get qualified prospects contacting him because of the reputation he has created in a very specific target market. Malcolm discusses:  Why he chose to target the technology market––and what specific value he brings to clients How his reputation within the market benefits his business How much easier it is to get referrals by focusing on a narrow target market Two strategies which played a significant role in building his business reputation Resources:  Tech Money Podcast Connect With Malcolm: CIC Wealth Management LinkedIn: Malcolm Ethridge Connect With Bill Cates:    BillCates@referralcoach.com (301) 497-2200  Referral Coach Homepage  Hire Bill for Coaching  Enroll in The Cates Academy About Our Guest: Malcolm Ethridge is a Certified Financial Planner, speaker, blogger, and self-proclaimed personal finance nerd. His areas of expertise include retirement planning, investment portfolio development, tax planning, insurance, stock options and other executive benefits. He leverages that expertise to help senior managers and small business owners in tech make sense of some of the most complex financial situations that working professionals tend to face.  

Financial advisors who focus on an authentic client experience, tend to form the strongest bonds with their clients – where the clients see their advisor as irreplaceable.  In this episode, Referral Coach Bill Cates is joined by Albert Fox CFP®, CIMA®, executive director and financial advisor at Fox, Penberthy & Dehn. Al discusses how he worked to boost engagement with his clients and maintain truly authentic connections that maximize their client experience. Al also shares how he leverages those connections into introductions to more right-fit prospects. Albert discusses:  What keeps him performing as a top advisor. What client engagement and an authentic client experience means to him. How he has worked with his team to make authentic connections. How he leverages a great client connection into new clients. Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200  Referral Coach Homepage  Hire Bill for Coaching  Enroll in The Cates Academy About Our Guest: Albert A. Fox: Albert Fox CFP®, CIMA® is an executive director and financial advisor with Fox, Penberthy & Dehn, who works directly with high-net worth individuals, families, and small business owners to help them achieve their financial goals. He’s ultimate mission is to inspire a level of confidence in his clients’ financial well-being, so they may pursue their passions and enjoy and preserve the wealth they’ve created. Experience, insight, action. These intrinsic qualities serve as the foundation of Albert’s practice. Connect With Albert Fox: LinkedIn: Albert A. Fox  

Advisors often ask, “Is it possible to build my business that runs by referral only?” The answer is, yes!  However, not every advisory team has been able to create a “by referral only” business where the quantity and the quality of clients have been exactly the right fit. Are you getting enough in-segment clients through referrals and introductions?  In this episode, Bill Cates speaks with Diana DeFrate CFP®, CLU®, chief executive officer and founder, and Katriina Paavola, CFP®, founder at DeFrate & Paavola, LLC. Diana and Katriina share how their successful business operates by referral only, sharing how they do so WITHOUT asking for referrals. Diana and Katriina discuss:  How the changes in their target market have affected their business and caused them to make the decision to become “by referral only.” The marketing strategies they tried that didn’t work, but led them to what does work. Why you should have a ‘wow master’ on your business team to build client relationships How they get referrals WITHOUT asking. Connect With Diana DeFrate and Katriina Paavola: (212) 707-8754 Defrate and Paavola LinkedIn: Diana DeFrate LinkedIn: Katriina Paavola Connect With Bill Cates: BillCates@referralcoach.com (301) 497-2200 Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Our Guest: Diana DeFrate: A former financial executive in media, Diana is a Certified Financial Planner certificate (CFP®), Chartered Life Underwriter (CLU®), CPA, and the second in a family legacy of wealth managers and financial planners. An avid wine enthusiast, Diana is a WSET Advanced Certificate holder, director and co-founder of the Geshtin wine club.  Katriina Paavola: A Certified Financial Planner (CFP®), MBA, and former media professional, Katriina is a strategic director and financial consultant with specialties in retirement planning and investment management. A native of Finland, Katriina studied international business in London before coming to the U.S. as an executive strategic planner.