Category: Finance

FEATURE
Investing in Trust: Connecting with Women and Next-Gen Investors with Julie Johnson (Ep. 21)

Investing in Trust: Connecting with Women and Next-Gen Investors with Julie Johnson (Ep. 21)

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Establishing trust and fostering meaningful connections lie at the core of every successful financial advisor’s practice. Younger generations and women seek reassurance about their financial future, particularly regarding a secure retirement. A financial advisor’s utmost responsibility is to guide them on the path toward lasting financial security. 

In this episode, we explore the pivotal role of emotional engagement alongside Julie Johnson, President and Chief Engagement Officer of XY Communication. Undoubtedly, trust emerges as the defining element that can either propel or hinder a financial advisory business. Central to this trust is forging and nurturing robust client relationships where clients are valued and cared for. 

Together, they shed light on the projected shift in wealth ownership. By 2030, 65% of women and individuals under 55 expect to hold investable assets. Considering this landscape, the significance of emotional engagement and relationship building becomes even more pronounced for financial advisors looking to cater to a diverse and growing clientele. 

In this episode, you’ll learn key concepts on:

  • Building trust and connection with women and next-gen investors
  • Cultivating lasting relationships with your clients
  • Crafting thoughtful questions to unveil your clients’ needs, aspirations and worries
  • An exclusive invitation to White Glove’s Annual Host University — an extraordinary event that promises to transform your marketing perspective
  • And more!

 

Connect with Lara Galloway: 

Connect with Julie Johnson

Host University 2023:

About our Guest: 

Julie Johnson started her career in 1996 as a rookie with Smith Barney in Denver. By 2007 she and her team managed over $1B in AUM. They moved their team and every client, including pensions, foundations, 401k’s, family offices and ultra HNW individuals, to UBS in the fall of 2007, and then came 2008…

Having obtained her CFP and CIMA designations, Julie was named SVP with UBS. Her team received Barron’s top advisor and top team awards during her tenure. On multiple occasions, she was invited to speak at national conferences and consult on practice management, sales and business development and relationship management. In 2016 Julie received her Behavioral Finance Certification and began her career as a full-time certified coach, consultant, public speaker and facilitator. She was engaged in consulting with boards, management, advisors, and teams and speaking at esteemed national conferences such as Barron’s and Fidelity, as well as several regional conferences, both in person and virtually, with FPA, Forbes, Morgan Stanley, Wealth Management, UBS, Ameriprise, BNY Mellon, to name a few. 

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Simplifying Finance: Transforming Complex Concepts into Tangible Asset Maps with Alison Susko (Ep. 20)

Simplifying Finance: Transforming Complex Concepts into Tangible Asset Maps with Alison Susko (Ep. 20)

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Advisors strive to provide their clients with valuable and accurate financial guidance, but occasionally, the information they present fails to strike a chord with the end client. While financial advisors may find themselves enthusiastic about showcasing charts and graphs depicting products and returns, clients often require something more tangible and easily understandable to truly grasp their financial situation. 

In this episode, Lara is joined by Alison Susko, Vice President of Community at Asset Map. Drawing from her extensive 15 years in the financial technology industry, Alison brings a wealth of knowledge to this discussion.

Together, Lara and Alison emphasize breaking down intricate concepts and transforming them into a concise Asset Map for your clients. Alison elucidates how creating a discovery questionnaire empowers you to achieve the equivalent of a third meeting with your client during the very first encounter. Gathering essential information about a client before the first meeting not only enhances productivity, but also establishes trust quickly and enables potential clients to assess whether you are the perfect fit for their needs right from the start. 

In this episode, you’ll learn key concepts on: 

  • Simplifying complex financial topics to make them easily digestible for clients
  • Pivoting from educator to advisor with proven tactics
  • Creating a comfort level between advisor and client
  • An exclusive invitation to White Glove’s Annual Host University — an extraordinary event that promises to transform your marketing perspective
  • And more!

 

Connect with Lara Galloway:

Connect with Alison Susko

Host University 2023: 

About our Guest: 

Alison Susko is VP of Community at Asset Map, a financial technology firm dedicated to creating engaging visual communication tools used throughout the customer and advisor journey. 

Alison has been working in the financial technology industry for over 15 years specializing in Account Management, Training and Partnership Development/Growth. 

Before joining Asset Map in 2018, she worked at eMoney Advisor where she oversaw Account Development and Enterprise Relationships and Docupace Technologies where she created and ran their Training Department. 

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The Virtual First Advantage: Empowering Financial Advisors in the Digital Age with Ross Marino (Ep. 19)

The Virtual First Advantage: Empowering Financial Advisors in the Digital Age with Ross Marino (Ep. 19)

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It’s vital not to lose sight of the importance of human interaction and personalized guidance in the financial industry. Human-first financial guidance emphasizes the significance of building relationships, understanding individual needs and tailoring solutions accordingly. Financial advisors who prioritize the human aspect of their profession can provide empathetic support, establish trust and offer a more holistic approach to their clients’ financial well-being. 

In this episode, Lara is joined by Ross Marino, CFP®, CeFT®, an esteemed financial advisor with over 30 years of experience. As an author, social entrepreneur and founder of Transitus Wealth Partners, Ross brings a wealth of knowledge to the discussion. Together, they explore the concept of being “Virtual First” and its potential as a powerful tactic for financial advisors. 

Ross explains how going virtual can expand one’s client base, enhance productivity and improve efficiency. The barrier to connecting with clients is remarkably low in the virtual realm, making it an accessible and effective strategy for advisors seeking to strengthen their practice. 

In this episode, you’ll learn: 

  • Strategies for gaining and retaining clients virtually
  • How to screen clients via Zoom for increased efficiency
  • Why and how the virtual environment can strenghten client relationships
  • The differences between traditional financial planning and transitionist planning
  • And more!

 

Connect with Lara Galloway:

Connect with Ross Marino:

Resources

Host University 2023:

About our Guest: 

Ross Marino has been a financial advisor for 30+ years, and he fell in love with investments in the 9th grade when he received a copy of Money Magazine as a birthday gift. He’s an author, social entrepreneur and founder of Transitus Wealth Partners, a fee-only financial planning firm specializing in human-first financial guidance.

Ross also founded Advisor2x (A2X), a professional development company for financial advisors. A2X hosts the SHIFT Conference for financial planners who value the psychology of financial planning and the Wealth@Wor(k) conference for 401(k) advisors. He also hosts over 50 podcasts and YouTube shows each year and recently published his first book with co-author Susan Bradley — Shaping Change: How to Respond When Life Disrupts Your Retirement Plans.

Ross has been married for over 30 years, has two wonderful children and shares his home with multiple pets that live to be served by humans. 

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Unlock the Power of Estate Planning: Navigating Taboo Conversations & Crafting a Lasting Legacy with Lara Galloway (Ep. 18)

Unlock the Power of Estate Planning: Navigating Taboo Conversations & Crafting a Lasting Legacy with Lara Galloway (Ep. 18)

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Overcoming hesitation when it comes to estate planning is completely understandable. Given its intricate and legal nature, it is common for advisors to approach the topic tentatively, which is exactly why you should incorporate it into your seminar marketing model. 

In this captivating episode with Lara Galloway, SVP of Channel Management at White Glove, you will discover the profound significance of estate planning and gain insights on how to navigate these crucial yet often taboo conversations with your clients and their families.

Additionally, the episode will cover effective strategies for crafting a compelling next generation succession plan, enabling you to secure the loyalty and trust of the future generation. As you assist your clients in building and expanding their wealth, it becomes imperative to discuss the destination of their legacy once they’re gone. Don’t miss out on this discussion that will empower you to enhance your practice and provide even greater value to your clients.

In this episode, you’ll learn: 

  • How to navigate challenging conversations surrounding estate planning
  • Strategies for capturing the next generation of investors
  • Proven tactics for attracting and retaining individuals who haven’t yet established an estate plan
  • An exclusive invitation to White Glove’s Annual Host University — an extraordinary event that promises to transform your marketing perspective
  • And more!

 

Connect with Lara Galloway:

Host Univeristy:

About our Host: 

As SVP of Channel Management, Lara drives collaboration between White Glove’s Resource Partners, expanding industry reach and providing financial professionals with educational resources to aid their success. Lara leverages her experience as an accomplished entrepreneur and business coach, helping both White Glove’s employees and clients hone their speaking and selling skills while also offering insights on practice management.

 

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Mastering Business Ownership as a Financial Advisor with Brad Gotto (Ep. 17)

Mastering Business Ownership as a Financial Advisor with Brad Gotto (Ep. 17)

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In this episode, we are joined by Brad Gotto, the owner of Fiat Wealth Management, a reputable fiduciary and holistic financial planning firm with a special focus on tax planning based in Wayzata, Minnesota. With his unwavering commitment to mentorship, education and guidance, Brad empowers advisors to take their careers to the next level through his meticulous, deliberate high-touch, high-education approach. 

Notably, Brad’s expertise extends beyond his role as a business owner and financial planner. As a financial speaker, trainer and mentor, he is responsible for delivering exceptional content to fellow advisors, focusing on the key elements required to expand their business and establish a strong professional foundation. By sharing his insights and strategies, Brad empowers advisors to effectively educate their clients, enabling them to make informed decisions with confidence. 

In this episode, you’ll learn about: 

  • How to excel as a business owner and a financial advisor
  • Investing time away from day-to-day operations to enhance and grow your business
  • Practical insights that have an impact on effectively managing your business
  • Harnessing the power of intentionality to shape and cultivate a strong organizational culture
  • And much more!

 

Resources:

Connect with Brad:

White Glove’s Host University 2023:

About our Guest: 

Brad Gotto is the Owner of Fiat Wealth Management, a fiduciary, fee only financial planning firm located in Wayzata, Minnesota. They are a holistic firm with a special focus on tax planning. People always ask about the name. Why Fiat…? In economic textbooks, the term ‘fiat currency’ is loosely defined as ‘faith-based currency.’ The U.S. dollar is today a fiat currency, meaning that it has no physical backing, such as gold or silver. Critics argue that this is a weakness. Fiat, however, sees this as an example of the importance of trust, and even faith, for economic relationships to exist. Trust is the bedrock of the work at Fiat Wealth Management.

Brad is also a national financial speaker, trainer, and mentor, who is responsible for delivering high-quality content to financial advisors regarding the elements required to expand business opportunities on a virtual level. He also provides mentorship to financial advisors to create educational content to present to prospective and current clientele. To learn more about Brad visit fiatwm.com.

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Unmasking the Emotional Side of Money with Christine Luken (Ep. 16)

Unmasking the Emotional Side of Money with Christine Luken (Ep. 16)

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Understanding the intersection of emotions, finance, and human behavior is crucial for professionals in the advisory field.

In this episode, Lara Galloway features special guest and Founder of the Financial Dignity® Movement and Coach, Christine Luken. Together, they delve into their shared fascination with the realm of behavioral finance, shedding light on how their respective roles in financial advising have greatly profited from the realization that money is intricately tied to our emotions.

In this episode, you’ll learn:  

  • Christine’s personal journey with money: the catalyst behind her entry into the financial landscape, her drive to acquire financial knowledge, and her expertise in the realm of behavioral finance
  • Developing a balance between wise money management and emotional intelligence
  • Mastering your voice of reason over your voice of emotion
  • How to become self-aware of your personal money story
  • And much more!

 

Connect with Christine Luken: 

About our Guest: 

Ready to master your money and become a financial success? Then you need Christine Luken, the Financial Dignity® Coach in your corner!

As the Founder of the Financial Dignity® Movement & a Certified Financial Counselor, Christine has coached hundreds of high earning professionals to pay off staggering amounts of debt and massively increase their net worth over the past fourteen years.

Christine’s three books, Money is Emotional, Manage Money Like a Boss, & Financial Dignity® After Divorce, have landed her over 100 podcast, TV, and radio interviews, establishing her as the authority on money and emotions.

When she’s not coaching clients from her office in Cincinnati, you can find this Certified Divorce Specialist & member of the Financial Therapy Association curled up with a good book, a fluffy cat, and a strong cup of coffee.

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Unveiling the Secrets to Engaging Next-Gen Investors and Leveraging the Great Wealth Transfer with Maddie Mitchell (Ep. 15)

Unveiling the Secrets to Engaging Next-Gen Investors and Leveraging the Great Wealth Transfer with Maddie Mitchell (Ep. 15)

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The burning question that’s on every advisor’s mind: How can I effectively connect with the next generation of investors?

In a world where technology and digital presence reign supreme, it’s more important than ever to build authentic relationships with the Millennials and Gen Z, who are poised to become the next wave of investors. 

In this must-listen episode, Lara Galloway sits down with Maddie Mitchell, Marketing Director at White Glove, to uncover the actionable strategies that can help advisors build a strong digital presence and establish credibility with this elusive demographic.

  • What next-gen investors look for while vetting financial professionals
  • The type of content that they find most compelling and engaging
  • The importance of proactively connecting with your existing clients’ heirs
  • How your digital footprint (online reviews, social media, etc.) factors into the decisions of next-gen investors
  • And more

Resources:

Connect with Maddie Mitchell:

About our Guest: 

Maddie Mitchell is an experienced marketing strategist, content creator, and social media specialist. As Director of Marketing at White Glove, she spearheads the B2B marketing strategy and collaborates with industry leaders to deliver educational resources and tools for financial professionals. Maddie is driven by her passion for empowering advisors to achieve their goals for growth through strategic marketing and the spread of financial education. 

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Be Credible So You Can Be Incredible: Establishing Yourself as an Authority with Mike Saunders (Ep. 14)

Be Credible So You Can Be Incredible: Establishing Yourself as an Authority with Mike Saunders (Ep. 14)

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Does your audience pay close attention when they see your name on a presentation, workshop, or meeting agenda? Do potential clients perceive you as a credible subject matter expert when they search for your name online?

To answer “yes” to both questions, it’s imperative to proactively establish yourself as a respected authority in your industry — solidifying your reputation and expertise to command attention, gain trust and drive meaningful connections with your audience. 

In this episode, Lara Galloway engages in an illuminating discussion with Mike Saunders, a best-selling author, business coach and authority positioning expert. Together, they reveal powerful and practical strategies that financial advisors can implement right away to establish themselves as trusted authorities in their industry. By leveraging their expertise, these techniques allow advisors to forge deeper connections with clients and prospects, ultimately leading to greater success and a thriving business. 

Get ready to discover a wealth of knowledge in this episode as you learn how to:

  • Establish an evergreen digital footprint through the creation of “authority positioning assets”
  • Boost your content marketing efforts with maximum impact and minimal time investment
  • Leverage client interactions as invaluable opportunities to boost credibility and strengthen client relationships
  • Harness authority positioning to establish yourself as a recognized expert to make it effortless for clients to refer and advocate for you
  • And more!

Take advantage of the chance to transform your business and become a trusted authority in your industry. Tune in now to gain the insights you need for success!

Resources:

Connect with Mike Saunders: 

About our Guest: 

Mike Saunders, MBA, is a speaker, a best-selling author of four books, and a successful business coach and authority positioning expert. He is an adjunct marketing professor at several Universities and is a member of the Forbes Coaches Council – an invitation-only community for the World’s Most Influential Business and Career Coaches.

Through his podcast, Influential Entrepreneurs with Mike Saunders, MBA, Mike has interviewed hundreds of industry experts and thought leaders. As an Authority Marketing Strategist, Mike helps business owners build their authority and expertise to enhance their competitive advantage. He is passionate about empowering financial professionals to become THE Trusted Advisor with indestructible authority with a done-for-you Authority Positioning Portfolio® of permanent assets on the world’s most powerful platforms.

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Building a Powerhouse Network with Meg Hanington and Genevieve E. Thayer (Ep. 13)

Building a Powerhouse Network with Meg Hanington and Genevieve E. Thayer (Ep. 13)

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Imagine being able to scale your business to new heights faster than you ever thought possible. By forging strong relationships with like-minded individuals — you have the power to expand your network and tap into the collective knowledge of industry leaders. 

In this episode, we are thrilled to welcome two experts in the field, Meg Hanington, EPC, and Genevieve E. Thayer, EPC, co-founders of Beacon Partners. They will share their vast knowledge and experience on the critical importance of networking with specialized professionals and reveal strategies to help you build a powerhouse network that can change the trajectory of your career or business. 

In this episode, you’ll learn:

  • How to identify and find the right specialists to serve your clients’ every need
  • Strategies to boost your credibility and gain referrals from industry professionals
  • Tried-and-true methods for forging a diverse and sustainable network
  • And much more!

Success is not defined by doing everything on your own. The power of community and partnership may surprise you. 

Connect with Lara Galloway: 

Connect with Meg Hanington, EPC, and Genevieve E. Thayer, EPC: 

About our Guests: 

Co-founder Meg Hanington spent a number of years working at Merrill Lynch in finance, asset management technology, and product management. She now supports independent financial advisors to identify their barriers, get off autopilot and help them to build their “ideal” practice through coaching, consulting, emotional quotient programs, and aligning their people with purpose. Meg’s unique ability to listen and understand her client’s goals and implement a workable solution for achieving them has been a recipe for success. 

With nearly 20 years of experience as an operations expert in the financial services industry, Genevieve’s background includes extensive compliance, technology, and client relationship management. She excels at designing solutions to improve processes and building efficiencies in to the day-to-day operations of an organization. As an executive and leadership coach, she encourages her clients to challenge the “status quo” and think beyond their current barriers to effectively and honestly implement meaningful changes for themselves and their organizations. 

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Assessing Your Brand: Go Undercover to Get Ahead with Alana Kohl (Ep. 12)

Assessing Your Brand: Go Undercover to Get Ahead with Alana Kohl (Ep. 12)

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When was the last time you took an honest assessment of your brand? If you haven’t taken the steps already this year, now is the time to assess your brand for what it is.  As you move forward in 2023 and beyond, there are several checkpoints to consider that will help you achieve long-term benefits from your business-building efforts.  

To lay the foundation for your future success, it all starts with a truthful evaluation of your brand, which is essentially your reputation. In this episode, Lara Galloway is joined by Alana Kohl, the Founder of AdvisorPR®, accomplished brand consultant, communication strategist, and publicist to discuss why and how advisors should go “undercover” to assess their brand.

In this episode, you’ll learn:

  • The three components of building a sharable brand to establish a competitive advantage in the marketplace
  • Why advisors should conduct a thorough analysis of their competitors’ marketing efforts
  • The importance of brand differentiation 
  • How to apply the four brand assessment questions to your own experience
  • And much more!

Resources:

Connect with Alana Kohl: 

About our Guest: 

Alana Kohl is the founder of AdvisorPR® and an accomplished brand consultant, communications strategist, and publicist. Established in 2005, AdvisorPR is exclusively dedicated to serving financial professionals and organizations’ comprehensive marketing communications needs.  

Through innovative turnkey PR programs and a proven approach to media relations, the AdvisorPR team has been able to skillfully and systematically secure substantive media placements for its clients through every market and economic cycle and across diverse media platforms, including local, national, and industry outlets. 

Alana’s leadership has been pivotal in shaping and supporting some of the industry’s most significant evolutions—from communication strategies surrounding economic and legislative changes to guiding advisors to establishing independent brands and launching thought leaders to new levels of success.

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