Breakthrough Advisor

Advisors have three pillars of growth: client retention, increasing share of wallet, and new client acquisition.

All three are driven by what clients seek most — trust. The challenge is how to achieve trusted advisor status in an increasingly digital world.

In this episode, Jack Martin interviews Charles Green, co-author of the book “The Trusted Advisor,” about the importance of trust in the financial advisory space. 

Together, they delve into the core principles of becoming a trusted advisor, how being a trusted advisor can turbocharge your client relationships and business growth, and how it goes beyond credentials and expertise to include emotional connection and intimacy with clients. 

So, tune in to learn actionable strategies for integrating emotional intelligence into your advisory practice while making a profound impact on your clients’ lives.

Charles discusses:

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About Our Guest:

Charles H. Green is the founder of Trusted Advisor Associates. He is passionate about rafting insights and ideas in ways that are memorable and that allow people to change, beginning right now. 

Charles specializes in commercial relationships where people in one organization get paid to persuade other people, within or outside their own organization. That includes sales and advice-giving, both internal and external. Charles has an MBA from Harvard and an undergraduate degree in Philosophy from Columbia (he also drove a NYC taxi part-time in college). 

Charles has been a consultant since 1976 and has been with Trusted Advisor Associates since he founded it in 1997. Charles has worked for about a hundred diverse clients over his career.

There are 3 ways an advisor grows their business: retain and deepen relationships with existing clients. Deepen relationships, increase share of wallet, and attract new clients.

Tax planning does all three.

In this episode, Jack Martin interviews Debra Taylor, CPA, PFS, CDFA®, JD, renowned tax planning wealth manager and top Carson Wealth advisor. Debra shares her journey from a reluctant CPA to a sought-after wealth manager, emphasizing the growing importance of incorporating tax planning into wealth management. 

Listen in as they discuss the factors driving the increased focus on taxes, the challenges advisors face, and the tools and strategies needed to thrive in the new landscape.

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About Our Guest:

Debra Taylor, CPA, PFS, CDFA®, JD, is the Founder, Wealth Advisor, and Lead Tax Planner of Taylor Financial Group, LLC, a full-service, woman-owned wealth management firm located in Franklin Lakes, NJ.

Debra’s passion is in educating and empowering women and their families to take control of their future, advising in all areas, including investment management, insurance solutions, complex tax planning, retirement planning, and estate planning.

Debra has won many industry honors. She has authored hundreds of articles, is the author of a book about industry best practices, lectures on behalf of the AICPA, and is often quoted in national publications such as Barrons, The Wall Street Journal, and various trade publications. She is a frequent lecturer at national conferences and is the Director of Practice Management for Horsesmouth, an online trade publication for financial planners. She has also hosted a weekly Radio Show “Wealth Matters,” offering financial tips to the New York City/Northern New Jersey Area.

Debra is a Certified Public Accountant and a retired attorney, having graduated from Cornell Law School. Debra is also a Certified Divorce Financial Analyst, having received specialized training in professional divorce analysis. Debra holds her Series 6, 7, 24, 63, and 72 securities registrations as well as her Life and Health Insurance licenses in the State of New Jersey.

Debra lives in Upper Saddle River, NJ with her husband, dog, and cat. She is also the proud mother of three children. Debra enjoys time with her family, exercising, traveling, and reading.

Retirement, divorce, loss of a spouse, remarriage, aging, disability, becoming a caregiver…these are all life-changing moments for a client.

Can you confidently handle these tough conversations?

Join Jack Martin and Dr. Amy D’Aprix, a distinguished expert, speaker, and coach on life transitions, as they explore how to navigate life-changing client conversations during moments that matter — leading to deeper, more meaningful relationships.

Dr. Amy discusses:

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About Our Guest:

Dr. Amy D’Aprix is an internationally respected expert on lifestyle issues relating to retirement, aging, caregiving, and family dynamics.

With a Ph.D. in Social Work, “Dr. Amy,” as she is affectionately known, has provided down-to-earth, practical, and professionally informed guidance on Life Transitions to individuals, professionals, and organizations for over 30 years. A compelling, pragmatic, inspirational speaker and coach, Dr. Amy has addressed thousands of Financial Advisors and their clients across North America. 

She provides sound guidance, humor, and enthusiasm in navigating Life Transitions to ensure the success of overall life goals and financial plans. This passion is reflected in Trusted Advisor of Choice and Client Connections Toolkit, two practice elevation programs for financial professionals to better understand their client’s concerns and help clients proactively prepare for the life transitions they face.

Dr. Amy is regularly featured and interviewed on television, radio, podcasts, and online publications.

In an increasingly competitive financial services landscape, many advisors are struggling to maintain a strong and steady growth rate.

The challenge often lies in standing out, building strong client relationships, and effectively leveraging available resources and strategies.

In this episode, Jack Martin delves into the proven strategies and secrets that have enabled successful advisors to achieve exceptional organic growth. You will gain practical advice on how to differentiate your practice, provide a highly personalized experience, and attract more of your ideal clients!

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We all may be getting a little obsessed with living longer.

And in a world increasingly fixated on longevity, the narrative often centers on financial concerns like outliving assets. But it’s about so much more!

In this episode, Jack Martin explores how planning for a longer life journey transcends mere financial calculations and delves into emotional well-being, independence, and personal fulfillment — including a deeper need for “permission to spend” and enjoy life fully.

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Are you curious about how top advisors are accelerating their organic growth?

Data from 6,000 advisors has revealed some interesting insights!

Discover the mindset, strategies, and tools that have propelled advisors to rapid growth in today’s digital age. Jack Martin interviews Robert Sofia, co-founder and CEO of Snappy Kraken, about why some firms thrive while others struggle, unpacking three impactful strategies for lead generation and client conversion based on real-world data.

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About Our Guest:

Robert Sofia is one of three founders of Snappy Kraken and serves as Chief Executive Officer, overseeing the company’s strategic direction and enterprise relationships. Robert possesses a unique blend of sales, marketing, and creative ability paired with financial industry experience. He excels at leading specialized teams, engineering financial marketing programs, and managing complex projects.

Prior to founding Snappy Kraken with Angel and Brad, Robert was co-founder and COO for Platinum Advisor Strategies where he grew company sales over 6,000% between 2009 and 2016. Along the way, he served as Vice President for Fross & Fross Financial, Vice President of Marketing for Cebert Wealth Management Group, and Director of Business Development for Ford Motor Company. 

Robert has received numerous awards for his work including the INC 500, INC 5,000, Agency 100, Power 30 Under 30, and others. He has authored three books — two of which were bestsellers — and written about marketing for many national publications and financial industry journals including Forbes, INC Magazine, The Wall Street Journal, FOX Business, The Huffington Post, Business Insider, Investment News, Financial Planning, Wealth Management, ThinkAdvisor, Investment Advisor, Registered Rep, and many more. Robert is also an award-winning public speaker who has keynoted conferences for world-renowned companies including Ford Motor, Adobe, TD Ameritrade, and Prudential.

Retirees are often so worried about running out of money that they fail to enjoy their golden years to the fullest.

As their advisor, you can help them find the confidence to spend.

Tune in to Jack Martin’s conversation with Tamiko Toland (aka the Annuity Yoda), co-founder of IncomePath, about how advisors can help clients alleviate the fear of outliving their income through education and empowerment. You will learn how to proactively address the client’s fears, needs, and aspirations.

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About Our Guest:

Tamiko Toland teamed up with Michael Finke to start IncomePath because she shares his vision of a better way to communicate retirement risks and help people make better decisions for retirement. She is an annuity expert and thought leader with a passion for creative approaches to educating people about the real risks and solutions for their retirement needs.

For more than two decades, Tamiko has tracked trends and key issues on retirement income, writing and speaking to a variety of audiences. She most recently held leadership roles at TIAA and Cannex Financial Exchanges, an annuity data and analytics firm. Tamiko got her introduction to annuities as a trade journalist, but her proclivity for in-depth reporting drew her to Strategic Insight, where she managed the Annuity Insight data service and authored reports on cutting-edge topics. 

In addition to serving as IncomePath’s CEO, Tamiko runs a consulting firm that helps clients with strategy and communications on lifetime income for individual annuities, as well as lifetime income solutions offered within retirement plans. She regularly shares her perspectives with the news media and speaks at industry conferences and webinars.

Are you struggling to attract clients and close acquisition gaps? It might be time to rethink your marketing approach.

Join Jack Martin and Carl Richards, creator of The Behavior Gap and founder of The Society of Advice, to learn how to foster genuine new connections by taking micro-actions every day. The episode addresses the core struggles faced by advisors in growing organically.

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About Our Guest:

Carl Richards, a Certified Financial Planner, is renowned for his Sketch Guy column in The New York Times, simplifying complex financial concepts through sketches. Featured on platforms like Marketplace Money and Oprah.com, Carl is also a keynote speaker at global financial planning conferences. Author of “The One-Page Financial Plan” and “The Behavior Gap,” his sketches have been exhibited worldwide, including at the Kimball Art Center in Utah and Parsons School of Design in NYC. Additionally, he founded The Society of Advice, a monthly membership that provides access to highly curated conversations between Carl and prominent guests.

Every day, advisors face the challenge of adapting to the blistering pace of change that redefines their approach to success.

 The world has moved beyond IQ, even EQ. Today, TQ, or a transformational mindset, is more critical than ever to stay ahead in the game.

This episode features Dr. Kevin Elko, a renowned sports psychologist and mindset coach who has consulted with various successful NFL teams, including The Pittsburgh Steelers, The Dallas Cowboys, The Philadelphia Eagles, and seven BCS National Championship Football Teams.

So, join Dr. Elko’s conversation with Jack Martin about how to wire your mindset for success!

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About Our Guest:

Dr. Kevin Elko received his Bachelors in Biology Education and Coaching from the California University of Pennsylvania. He then went on to West Virginia University,  where he received two Masters and a Doctorate and was later inducted into the West Virginia University Hall of Fame.

He went on to intern at the United States Olympic Committee in Colorado Springs. In Sports, he has consulted with various successful NFL teams, including The Pittsburgh Steelers, The Dallas Cowboys, The Philadelphia Eagles, The Miami Dolphins, and The New Orleans Saints. In college sports, Dr. Elko has worked with seven BCS National Championship Football Teams, including The University of Miami, L.S.U., The University of Alabama and Florida State University.

In the business world, Dr. Elko focuses on helping organizations in the areas of Leadership, Goal Setting, and various other motivational topics. His corporate clients have included New York Life Investments, ING, Tyson Foods, Abbott Labs, LPL Financial, The Hartford, Genworth, Jackson National Life, Pioneer Investments, Morgan Stanley, Bank of America, Merrill Lynch, and Sun Life just to mention a few.

In times of uncertainty, people crave certainty.

With upcoming elections, a looming national debt of ~$34 trillion, rising tax rates, stock market volatility, and changes in interest rates — clients are facing so much uncertainty today!

How do you guide them through this situation? What financial planning opportunities does the current landscape pose? Find out in this timely and highly relevant conversation between Jack Martin and Tom Hegna, economist, award-winning author, and renowned industry speaker for retirement planning.

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About Our Guest:

Tom Hegna is an economist, author, and retirement expert. He has been an incredibly popular industry speaker for many years and is considered by many to be THE Retirement Income Expert! As a former First Vice President at New York Life, retired Lieutenant Colonel, and economist, Tom has delivered over 5,000 seminars on his signature “Paychecks and Playchecks” retirement approach, helping Baby Boomers and seniors retire the “optimal” way.

Tom has condensed a large chunk of his considerable knowledge into 5 books: Paychecks and Playchecks: Retirement Solutions for Life; Paycheques and Playcheques: Retirement Solutions for Canadians; Retirement Income Masters: Secrets of the Pros; Don’t Worry, Retire Happy! Seven Steps to Retirement Security; and Don’t Worry, Retire Happy! Seven Steps to Retirement Security for Canadians.