Tag: Podcast

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Strategic Hiring for Financial Advisors with Jon Duncan (Ep. 30)

Strategic Hiring for Financial Advisors with Jon Duncan (Ep. 30)

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This episode is tailored for financial advisors seeking to build their team with the right sub reps. The biggest mistake? Relying solely on personality when hiring, rather than digging into long-term goals, knowledge and cultural compatibility. 

Joining us today is Jonathon Duncan, Co-Founder and President at Advisor Seekers, who reveals the key mistakes advisors make when recruiting, highlighting the importance of self-evaluation and understanding both your own value proposition and the qualities you truly need in a sub rep. 

Jon focuses on helping advisors identify their firm’s unique value proposition. By grasping what distinguishes their business, advisors can adeptly convey this to potential hires, attracting sub reps whose goals align with the firm’s mission. The overarching message of the episode is a call for clarity in the hiring process — encouraging advisors to figure out precisely what they are looking for, know where they are headed, and, most importantly, not compromise on their criteria. 

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

  • Showcasing your firm’s unique value proposition
  • Pinpointing your firm’s specific needs
  • Prioritizing fit over mere charisma in the hiring process
  • And more!

 

Connect with Lara Galloway:

Connect with Jon Duncan: 

About our Guest:

A veteran recruiter in the wealth management space, Jon has a reputation for building lasting relationships with financial professionals and executive leaders across the country. His deep understanding of the financial industry and down-to-earth approach enables him to build the level of trust it takes to find and place top-tier talent.

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From Chaos to Control: Expert Tips for Financial Advising with Libby Greiwe (Ep. 29)

From Chaos to Control: Expert Tips for Financial Advising with Libby Greiwe (Ep. 29)

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Feeling overwhelmed and on the verge of burnout? You’re not alone, especially in the demanding world of financial advising. In this episode, our guest shares her top hacks and efficiencies that contribute to thriving in the industry.  

First things first: ditch the chaos and embrace efficiency. Many advisors waste time and resources on building brand awareness without a corresponding return on investment (ROI).  Tracking the effectiveness of marketing efforts is crucial, and marketing should be viewed as an investment in the business rather than a mere budget.  

Joining us today is Libby Greiwe, the Efficient Advisor Podcast Host and Advisor Coach, who emphasizes the significance of assembling the right team and implementing time-saving hacks to enhance overall efficiency. 

Come along as we delve into a practical guide for automating repetitive tasks, delegating responsibilities, eliminating unnecessary elements and streamlining processes for your firm.

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

  • Distinguishing sunk costs from investments
  • Simplifying processes and systems
  • Embracing data-driven decisions
  • Preventing burnout
  • And more!

 

Connect with Lara Galloway:

Connect with Libby Greiwe:

 

About our Guest:

Do you ever wish you knew an Advisor who built a 7-figure practice—while only working three days a week—that was willing to share her systems, processes and business hacks with you? Meet the Efficient Advisor Podcast host, Libby Greiwe. Her specialty? Breaking down the functions of a financial planning practice into actionable step-by-step processes designed to get you results and get you out of overwhelm. 

She ran her own planning business for 16 years, culminating in a sale & retirement in 2019. Now, she’s simply obsessed with helping other amazing advisors do the same thing.  

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From Skeptics to Fans: The Power of Compelling Content with Matt Halloran (Ep. 28)

From Skeptics to Fans: The Power of Compelling Content with Matt Halloran (Ep. 28)

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Today, we unravel the essence of social proof and its pivotal role for financial advisors. The key takeaway — is a stellar website, compelling brand messaging and content that establishes credibility. The goal? Move people from skeptics to fans. 

Stay tuned as we emphasize the need for ongoing engagement. Financial advisors take note — consistently educate your potential clients, demonstrating an unwavering commitment to their economic well-being. We advocate the philosophy of ‘dripping’ on clients, ensuring a continuous stream of valuable information rather than a one-off event. 

Joining us today is Matt Halloran, co-founder of ProudMouth, who is sharing insights on his belief in long-term marketing. The mantra is “slow marketing” — a strategic approach that not only appeases algorithms but also adapts to the evolving social media landscape. And speaking of algorithms, understanding and aligning with platform algorithms is paramount for success.  

Come along as we delve into the core of social proof, crafting compelling content and injecting your unique personality into your marketing strategy. 

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

  • Building unshakable trust through social proof
  • Leveraging the power of slow marketing 
  • Aligning seamlessly with platform algorithms
  • Cultivating familiarity before the booking stage
  • And more!

 

Connect with Lara Galloway: 

Connect with Matt Halloran

About our Guest:

Matt Halloran is a co-founder of ProudMouth, the world’s leading influence accelerator for financial advisors. An in-demand speaker, he’s appeared on over 1,000 podcasts. As well, Matt is the host of ProudMouth’s Top Advisor Marketing Podcast, where he and industry leaders empower advisors to become trusted, recognized authorities. Matt is the author of “The Social Media Handbook for Financial Advisors,” the first social media book for financial services. 

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Estate Planning: A Bridge to the Next Generation with Chris Hall (Ep. 27)

Estate Planning: A Bridge to the Next Generation with Chris Hall (Ep. 27)

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Today, we highlight a parallel between the past and the present, where financial advisors initially hesitated to delve into tax matters because they weren’t accountants, just as they are now hesitant to venture into estate planning due to the misconception that they must be lawyers.  

The financial advisory industry has been traditionally slow to embrace change. However, firms are gradually realizing the necessity of offering estate planning services to their clients. This shift reflects a growing recognition of the untapped potential within the topic.

Our guest, Chris Hall, Vice President of Business Development and Strategic Partnerships at Estate Guru, believes estate planning can serve as a powerful bridge to establish connections and ensure the continuity of financial advisory relationships within families. What’s more, with Estate Guru’s software, financial advisors can confidently rely on legal expertise throughout the process.

Join us as we explore building enduring relationships with the next generation of clients and how advisors can differentiate themselves in the business. 

In this episode, you’ll gain valuable insights into: 

  • Building relationships with the next gen
  • Changing dynamics in financial advisory
  • Addressing the estate planning gap in financial advisors’ practices
  • Navigating the beneficiary predicament and the great wealth transfer
  • And more!

 

Connect with Lara Galloway: 

Connect with Chris Hall

About our Guest:

Chris Hall heads up strategic partnerships and business development for this industry leading cloud based legal solution. In his current role with the team at Estate Guru, he is on a mission to provide access to quality legal assistance for the masses. The goal is to leverage today’s powerful technology in combination with the still very important human element.

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Sharing Your Personal “Why” Story to Build Trust & Communication with Deirdre Van Nest (Ep. 26)

Sharing Your Personal “Why” Story to Build Trust & Communication with Deirdre Van Nest (Ep. 26)

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Today, we dive into the art of personal branding and effective communication in the financial advisory business. 

In the saturated landscape of financial services, standing out requires more than a typical sales pitch. Our guest, Deirdre Van Nest, Founder of Crazy Good Talks, believes in debunking the conventional approach of merely showcasing services. Instead, champion the power of authentic storytelling to forge genuine connections with your clients.

When differentiation is scarce, sharing your personal “why” story serves as the bedrock of your marketing strategy. It’s not just about what you do; it’s about why you do it. Additionally, we underline the correlation between effective communication skills and audience engagement, asserting that being a proficient communicator significantly amplifies your reach and influence.

Join us as we explore the essence of presenting yourself and your brand authentically, and how it can truly resonate with your audience.

In this episode, you’ll gain key insights into:

  • Prioritizing authenticity over pitching 
  • The power of your “why” story
  • Revealing your personal side through social media
  • Building deep relationships and human connections
  • And more!

 

Connect with Lara Galloway:

Connect with Deirdre Van Nest:

About our Guest:

Deirdre Van Nest is a top-rated international Keynoter, Speaking Coach, Story Strategist and the founder of Crazy Good Talks; a company devoted to helping financial professionals and entrepreneurs fast-track their Know, Like and Trust Factor so they get to the “YES” quicker. She welcomes your connection request on LinkedIn, and you can check out her services by going to www.crazygoodtalks.com.

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The Growth Formula: Sub-Reps, Lead Gen and Advisor Empowerment with Jeff Grail (Ep. 25)

The Growth Formula: Sub-Reps, Lead Gen and Advisor Empowerment with Jeff Grail (Ep. 25)

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Today, we discuss the dynamic role that sub-reps and lead generation strategies, such as educational workshops, play in helping advisors scale their firms.

Central to this growth strategy is empowering sub-reps through comprehensive training specifically tailored for various platforms like seminars and webinars. Our esteemed guest, Jeff Grail, Co-Founder and SVP of Strategic Partnerships at White Glove, emphasizes the criticality of adapting your training methodology to ensure success across these varied mediums. He also highlights the importance of fostering influential mentorships with the next generation of financial professionals.

We address a common concern among advisors — the reluctance to hire sub-reps due to uncertainties in lead generation. By illuminating lead generation’s indispensable role in business scaling, we illustrate how bringing on sub-reps can significantly augment enterprise value, laying the foundation for sustained and substantial growth.

In this episode, you’ll gain valuable insights into: 

  • Adapting your approach for impactful seminars vs. webinars
  • Hiring local sub-reps to better tailor your services
  • Where to find sub-reps and recommended pay structures
  • Overcoming the lead generation challenge
  • Enhancing your enterprise value
  • And more!

 

Connect with Lara Galloway: 

Connect with Jeff Grail:

About our Guest: 

For more than 20 years, Jeff has been responsible for generating strategic partnerships, joint ventures and host beneficiary relationships inside fast-moving organizations and established organizations. Jeff has been with White Glove since its inception in 2015. In his role, he creates strategic relationships with IMOs, FMOs and financial associations across the United States and Canada. 

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The Ultimate Intro Meeting with Brendan Frazier (Ep. 24)

The Ultimate Intro Meeting with Brendan Frazier (Ep. 24)

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Financial advisors often follow traditional methods and teachings in their profession. However, it’s crucial to recognize that the conventional approach may not always prioritize the most effective communication with clients. It’s time to shift in perspective, where advisors focus on delivering the right message and guidance to truly benefit their clients.  

The initial introduction meeting with a client is the “lifeblood” of your business. It sets the tone for your relationship and can make or break the future collaboration.

One of the biggest mistakes advisors can make is to wing it in their first intro meeting. Instead, have a clear and defined framework for guiding your conversation. 

Lara sits down with Brendan Frazier, the founder of Wired Planning, to discuss the two questions you should ask your clients during your intro meeting: What prompted this meeting? And why now?

Remember, a well-structured initial meeting can set the stage for a successful and mutually beneficial relationship. 

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

  • Skipping the small talk for better responses and meaningful insights
  • Promoting client engagement by prompting the “3 E’s”
  • Effectively communicating your value for relevance and appeal
  • Encouraging client input for improved meeting satisfaction
  • And more!

Connect with Lara Galloway: 

Connect with Brendan Frazier

About our Guest: 

Brendan Frazier is the founder of Wired Planning, the host of The Human Side of Money podcast, a keynote speaker, and was named one of Investopedia’s Top 100 Financial Advisors in 2021 and 2022. He’s building a global community and training program for advisors to master the human side of advice, enhance their clients’ lives, and forever change the trajectory of their business. 

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Exploring the Crossroads of Healthcare and Financial Management with Christine Simone (Ep. 23)

Exploring the Crossroads of Healthcare and Financial Management with Christine Simone (Ep. 23)

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Healthcare and finance are two essential pillars of our society that are inextricably linked, often in ways we may not fully understand. Today, we explore the intersection of these two vital sectors.  

It’s not news that healthcare ranks high among individuals’ financial worries. After all, the saying “If I don’t have my health, I don’t have my wealth” holds a lot of truth. The costs associated with medical treatments and wellness can significantly impact our financial well-being. 

In this episode, we sit down with Christine Simone, CEO and Founder of Caribou, a software solution for the financial industry, to discuss how to slash the hidden incentives in the healthcare industry to support smarter financial decision-making. 

Understanding your health benefits is a crucial step in managing your finances wisely. By grasping the ins and outs of your healthcare coverage, you become less susceptible to overspending. But here’s the real question: How are financial professionals actively preparing for the curveballs that healthcare costs throw at us? How are they guiding their clients towards not only financial stability but also healthier lifestyles? 

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

  • Equipping yourself with tools to initiate conversations about healthcare with clients
  • Maintaining 19 touchpoints per year to pave the way for fruitful referrals 
  • Understanding the interplay between healthcare and finance 
  • Shifting from reactive to proactive healthcare management
  • And more!

 

Connect with Lara Galloway: 

Connect with Christine Simone

About our Guest: 

Although she’s years away from her own retirement, Christine Simone is obsessed with helping current and future retirees plan for and optimize their healthcare costs. She’s held notable leadership positions within the healthcare industry working with key stakeholders from payers to providers to the Veterans Affairs. Now, Christine is the CEO & founder of Caribou, a software solution for the finance industry. She’s driven by her passion to slash hidden incentives in healthcare to support smarter financial decision-making, and she is within the small fraction of women founders who have raised venture capital.

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Navigating Estate Planning with Care and Communication with Charles McClenaghan, Esq. (Ep. 22)

Navigating Estate Planning with Care and Communication with Charles McClenaghan, Esq. (Ep. 22)

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Estate planning can be a difficult conversation to have, but it’s important to start the conversation early. Commendably, your clients have taken the step to address the inevitable topic of mortality. Recognizing the emotional weight of this discussion, you can assure your clients that while it may be daunting, crafting a well-thought-out plan is indispensable to ensure their wishes are meticulously executed in the future.  

As a legal or financial professional, one of the most impactful actions you can undertake is to initiate dialogues with your clients’ families ahead of time. By doing so, you normalize this discourse and alleviate potential discomfort for all parties involved. 

In this episode, we sit down with Charles McClenaghan, a distinguished attorney at McClenaghan Law Group, to delve into the significance of estate planning and the art of cultivating enduring relationships with your clients.  

By highlighting the value of orchestrating a family meeting, this conversation emphasizes that waiting until a moment of loss is far from ideal. The pivotal question arises: How can you encourage your clients to include their children in these discussions? How can you tackle the sensitive topic of mortality?

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

  • Skillfully acknowledging your clients for their commitment to discussing estate planning
  • Reminding your clients that leaving a legacy of harmony rather than hardship is ideal
  • Conveying preemptive communication regarding parents’ wishes
  • Establishing early on the notion of a “lifelong relationship,” creating a foundation of trust and partnership
  • And more!

 

Connect with Lara Galloway:

Connect with Charles McClenaghan

Host University 2023:

About our Guest: 

Charles H. McClenaghan brings over 40 years of Legal, Financial and Real Estate related experience to his clients. A graduate of Ohio University, 1973 and Capital University Law School, 1979, he is a member of the Ohio State Bar Association, and the Columbus Bar Association.  

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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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