Breakthrough Advisor

Advisors often fixate on ‘the last mile’ — the final stage of converting leads into clients.

They overlook the top of the funnel. It’s imperative to establish a diverse growth model that leverages multiple channels because referrals and COIs alone no longer move the needle!

Learn how to do just that with Jack Martin and guest Stephanie Bogan, a high-performance business coach to advisors, leaders, and founders. They share a marketing model that is highly relevant in the modern era of digital marketing and AI. Their insights are especially helpful to advisors who are struggling to meet their organic growth targets.

Stephanie discusses:

Resources:

Connect with Stephanie Bogan:

Connect with Jack Martin:

About Our Guest:

Stephanie Bogan founded her first consulting firm at the age of 24. At 36, she sold it in a 7-figure deal to a Fortune 200 company, where she joined the executive team. After four years of integrating and scaling their offerings across thousands of advisors, Stephanie left the Fortune 200 life to join United Capital as SVP of Training and Client Experience, where she worked on the national practice model, training center, and client experience successfully adopted by thousands of advisors and acquired by Goldman Sachs.

In 2014, with a respected career that left her financially successful but personally unsatisfied, Stephanie retired to the beach in Costa Rica to continue her search for something more satisfying. She spent years studying the science of success and happiness, searching for the elusive something ‘more and better’ hidden somewhere between the lines of my success. What she found blew her mind: The secret to experiencing greater success, happiness, health, wealth, and well-being is not to master your methods but rather to master your mindset. It turns out that the secret to our success is hidden in the science of our behavior.

Is the 60/40 portfolio dead? What is it? Why does it matter?

Advisors helping clients choose where to allocate their retirement savings increasingly rely on indexed products. Not all products perform the same in different market cycles. Where are markets headed, and how can advisors manage client expectations?

With hundreds of indices in the market today, how can investors evaluate and compare indices? 

How does something like a Fixed Indexed Annuity (FIA) fit into the client’s retirement portfolio?

These are important questions in the minds of investors today!

Jack Martin and guests Laurence Black and Dr. Jay Watson from The Index Standard® answer these questions. They shed light on the necessity of diversifying beyond well-known indices, such as the S&P 500, and explore ways to optimize risk-reward outcomes within a portfolio.

Laurence and Jay discuss:

Connect with Laurence Black:

Connect with Dr. Jay Watson:

Connect with The Index Standard®:

Connect with Jack Martin:

About Our Guests:

Laurence Black is the founder of The Index Standard® and an index advisor to Robert J. Shiller, Sterling Professor of Economics at Yale University. Before founding The Index Standard®, Laurence was Managing Director and Head of Quantitative Indices and Strategies at Barclays, where he oversaw the development of the Barclays index family. In addition to designing some of the first smart beta/factor indices, Laurence spearheaded Barclays’ index partnerships with Professors Robert Shiller and Nouriel Roubini, as well as Novus Partners. 

Jay Watson worked in investment banking for 20 years, specializing in quantitative investment strategy index development and management. Jay was previously Managing Director and Head of Multi-asset Index Structuring EMEA at Barclays in London, where he was instrumental in building Barclays’ index business globally over more than a decade. Among many activities, he chaired Barclays’ index development oversight group, responsible for ensuring new indices were well-engineered and fit for purpose.

There is a pressing need for advisors to address the rising wealth transfer concerns. There are also evolving tax legislations to be considered.

How can advisors navigate these changing environments?

Find out in this episode of The Breakthrough Advisor as Ed Slott, founder and president of Ed Slott and Company, LLC, joins Jack Martin to explore the opportunities facing advisors in 2024, including the Great Wealth Transfer and evolving tax planning needs.

Ed discusses:

Resources:

Connect with Ed Slott:

Connect with Jack Martin:

About Our Guest:

Ed Slott is a nationally recognized IRA distribution expert, professional speaker, television personality, and best-selling author. He is known for his unparalleled ability to turn advanced tax strategies into understandable, actionable, and entertaining advice. He has been named “The Best Source for IRA Advice” by The Wall Street Journal, and USA Today wrote, “It would be tough to find anyone who knows more about IRAs than CPA Slott.”

As president and founder of Ed Slott and Company, LLC, the nation’s leading source of accurate, timely IRA expertise and analysis to financial advisors, institutions, consumers, and media, Ed provides advanced training to financial professionals to become knowledgeable, recognized leaders in the retirement marketplace; and answers to retirement savers’ most important questions, continually providing practical, easy-to-understand information on IRA, retirement, tax, and financial planning topics.

With a rise in FinTech solutions, wealth management has become a rapidly evolving landscape.

This demands advisors to stay ahead of the curve — especially with marketing and advice engagement.

In this episode, Diana Cabrices, Chief Evangelist to B2B WealthTech Brands, joins Jack Martin. As a thriving entrepreneur in the FinTech innovation and wealth management space, Diana shares valuable insights for elite advisors looking to level up their marketing and business development.

Diana discusses:

Connect with Diana Cabrices:

Connect with Jack Martin:

About Our Guest:

Throughout her wealthtech journey, Diana Cabrices has represented brands with solutions spanning the advisor tech gamut, including marketing, branding, recruiting, M&A, succession planning, small business benefits, and more. She has held roles in sales, partnerships, marketing, enterprise development, consulting, and customer success, allowing her to gain a well-rounded understanding of wealthtech growth needs from a widened growth lens. Most recently, Diana helped 10x recurring revenue in 3 years at Snappy Kraken, an award-winning martech platform built exclusively for advisors. She entered the industry in 2017 with a foundation of over 15 years of passionate selling. Since then, she has flown all around the country, speaking on hundreds of advisor webinars and on dozens of industry stages.

Fast-forward to today, Diana has introduced a first-of-its-kind industry growth offering with the launch of her company, Diana Cabrices Consulting. As a Fractional Chief Evangelist, her talent isn’t limited to a single company, which allows her to make a greater impact on the industry as a whole. Most importantly, she is able to drive real value for tech companies while doing what she loves the most — being an effective evangelist advisor you’d enjoy hearing from.

Why are many Americans reluctant to see a financial advisor? Oftentimes, it is because of an unpleasant client experience.

But how can advisors transform an unpleasant client experience into a memorable one?

Find out in this episode as Jack Martin uncovers the biggest reasons why clients dread meeting their advisors and most importantly, how to turn this around.

Jack discusses:

Resources:

Connect with Jack Martin:

Many clients experience a huge gap between the services they expect and the services provided by their advisors. This difference is evident in tax planning.

In fact, 92% of clients expect tax planning advice, but only 25% get it! (Source: Spectrem Group)

In this episode, Chris Field, Holistiplan’s chief growth officer,  joins Jack Martin to explain the firm’s approach when helping advisors bridge the service gap by making tax planning comprehensive, efficient, and easily scalable.

Chris discusses:

Resources:

Connect with Chris Field:

Connect with Jack Martin:

About Our Guest:

Chris Field brings more than a decade of experience connecting good people to good products. He finds few things as satisfying as creating true win/wins for all parties. His primary role at Holistiplan is to ensure more advisors know how Holistiplan can help their business and their clients. In addition to his work for Holistiplan, Chris leads a global charity doing humanitarian work, speaks across the country, and teaches a business class at Texas A&M.

In this episode of The Breakthrough Advisor, Michael Harris and Steve Gresham, senior education advisors for the Alliance for Lifetime Income, join Jack Martin to talk about the communication challenges advisors face when meeting client needs for protected lifetime income. They share the Alliance’s latest research on how advisors are bridging the communication and emotional gap with their clients and prospects.

Tune in and learn how to drive conversations about protected lifetime income with clients effectively:

Resources:

Connect with Michael Harris:

Connect with Steve Gresham:

Connect with Jack Martin:

About Michael Harris:

Michael Harris is a 28-year veteran of the retirement planning industry, with a specialty in retirement-income strategies and deep expertise in annuities solutions. He currently serves as the senior education advisor for the Alliance for Lifetime Income, a nonprofit organization founded to help Americans address the risk of outliving their retirement income. As an Alliance advisor, Michael provides strategic guidance, thought leadership, and educational resources and speaks at industry events to help increase awareness among financial professionals and consumers of protected lifetime income solutions, including annuities. In his previous role as VP/head of the Advanced Solutions Group at Lincoln Financial Distributors, Michael was part of a team that supported Lincoln’s extensive nationwide network of wholesalers and created holistic financial strategies that directly met the company’s and its customer’s goals.

About Steve Gresham:

Steve Gresham is on a mission to make our longevity simpler, easier, and more rewarding. For more than forty years, Steve has been a guide to understanding the challenges of aging and a leader in capturing the opportunities. He has served as a retirement advisor, industry executive, and consultant with some of the world’s largest financial companies, including the individual clients of Fidelity Investments. He has also been a champion for aging issues in both public policy and academics, serving in the faculty of Brown University. Steve has authored five books for advisors about providing better retirement outcomes. He now leads a national leadership community called Next Chapter alongside leaders of 60+ companies dedicated to better retirement outcomes, and he is a senior educational advisor to the Alliance for Lifetime Income, a Washington, DC-based not-for-profit organization focused on retirement security.

The financial services industry is shifting. Moving beyond investment products, clients want personalized advice that is timely, relevant, and impactful.

In other words, they want proactive advice during moments that matter.

In this episode, Philipp Hecker, the CEO of Bento Engine, joins Jack Martin to talk about how advisors can personalize client interactions based on age-driven milestones and crucial life events.

Philipp discusses:

Resources:

Connect with Philipp Hecker:

Connect with Jack Martin:

About Our Guest:

Philipp Hecker is a co-founder and the CEO of Bento Engine. He is a Procter & Gamble-trained Brand Manager, recovering BCG Consultant, and Wall Street veteran. Philipp has also held several senior leadership positions at Deutsche Bank and J.P. Morgan, always focused on wealth management. 

Philipp is passionate about bringing better advice beyond investing to more American families and using technology to make human advisors more human more often.

Advisors have historically relied on referrals. But how do you stop the referral streams from drying up? How do you achieve sustainable organic growth instead of solely relying on market gains?

Find out in this week’s episode as Jack Martin explores the path to hyper-growth for financial advisors. Tune in as Jack talks about leveraging both technology and the “human” touch to achieve long-term growth and scalability.

Jack discusses:

 Connect with Jack Martin:

Marking a remarkable milestone, InsurMark recently celebrated its 40th anniversary!

And amidst this jubilant occasion, InsurMark also appointed a new president, Jeff Maxey, who is on a mission to help advisors take their businesses to new levels of success.

In this episode, Jack Martin interviews Jeff about the major changes he envisions for the company and why it is truly an exciting time for the financial services industry.

Jeff discusses:

Connect with Jack Martin:

Connect with Jack Martin:

About Our Guest:

Jeff Maxey is truly “on a mission” to work with advisors across the country and assist them in taking their businesses to exciting new levels. In 2023, Jeff was named President of InsurMark after serving as the company’s Executive Vice President and General Manager for six years. A native of Texas, Jeff attended Texas A&M. Jeff and his wife Natalie have one daughter, Camden, and a son, Grayson. In his spare time, Jeff enjoys golf, traveling, and spending time with family and friends.

Jeff joined InsurMark in 1997, initially working directly with advisor-clients, then ascending into leadership roles in sales, marketing, technology, operations, and finance. Over the years, Jeff has been integrally involved in driving the company’s innovation and success while helping InsurMark earn recognition as the leading Advisor Development Organization it is known to be today.