Do Business. Do Life. — The Financial Advisor Podcast — DBDL

Raise your hand if you’ve ever sent or received a corporate gift? It’s pretty common practice in our industry to receive branded swag as a “thank you for doing business with us.”

The problem is, most of the time, it’s meaningless junk. I don’t know about you, but a key chain or mug with a big company logo on it, doesn’t really make me feel appreciated.

While sending gifts like this is a well-intentioned act, it’s actually doing you and your business more harm than good.

If this has been your approach to loving on your clients, team, and the people in your life who matter most, I’m here to tell you that you’re doing it wrong. And btw, I’m not here to judge… I’m totally guilty of giving gifts like this too!

It was only after meeting today’s guest, John Ruhlin, that I started honing my skills in the art of gift giving.

If you’re unfamiliar, John is a Gifting Expert and author of Giftology, a methodology that’s been used by some of the largest companies and pro sports teams in the world.

In this episode, he’s going to share how you can use his system to cut through the noise, increase referrals, and strengthen relationships with the people who matter the most.

If you want to win the hearts and minds of influential people, attract your ideal clients, and enjoy the benefits of a growing business and meaningful relationships, both personally and professionally, this episode is for you!

3 of the biggest insights from John Ruhlin …

• Why price tags have nothing to do with effective gift-giving — and how to craft a personalized gift that will move your relationships forward and leave a presence in your absence for years to come.

• Could sending golf balls and polos have a negative effect on developing relationships with key prospects? Learn why company-branded items can reduce your status in the eyes of the recipient — and what to send instead.

• Statistically, only 10%-20% of widows stick with their financial advisor after a spouse passes away. The data illustrates a key point — doing business with someone means doing business with their inner circle, too. Hear how you can use gift-giving to turn close relationships of key clients into your biggest allies. 

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These conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into the advisory practice, advisors are responsible for ensuring implementation of anything discussed is in accordance with any and all regulatory and compliance responsibilities and obligations.

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Today, I’m talking with the one and only Amy Porterfield. Amy’s a NYT bestselling author and online marketing expert who has helped hundreds of thousands of business owners turn their unique knowledge into recurring revenue streams through scalable digital courses.

As a financial advisor, why does that matter? Well, as I’m sure you’ll agree, your time is valuable, and unlike coaching one-on-one, a course is an opportunity to share your knowledge at scale, while also reaping the benefits of expanding your reach.

At Triad, Amy’s frameworks have been a super intuitive way for us to take everything we coach on and package it up into something that adds value and is easily accessible for our members.

In this episode, you’ll hear Amy walk through the 3 main types of digital courses, the questions to ask yourself to uncover your best idea for a digital course, and the logistics of structuring a successful course so you can leave the episode with a course idea ready to go.

You’ll also get insights on using online courses for prospect lead generation, how to structure your advice to get clients to take action, and an implementable system to ease the burden of hiring and onboarding effective team members.

3 of the biggest insights from Amy Porterfield …

• The 3 types of digital courses advisors can consider creating: the starter course, the spotlight course and the signature course — and how each serves a different purpose for the course creator.

• Not sure how to come up with an idea for your digital course? Follow along as Amy goes through the 4 quadrants to determine your sweet spot for digital course creation.

• Getting clients to listen to advice and getting clients to act on advice are different challenges. Hear how you can get results with client advice or digital courses by using the Tony Robbins 80/20 mechanics and mindset method

. 

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If you’re an advisor who’s building your business, there’s a very good chance you’ve made some grueling sacrifices in return for growth…

Late nights in the office, working on the weekends, and missing important time with family, to name just a few.

It may feel like the only way to grow is to grind; to sacrifice your freedom. That’s what I call the “entrepreneurial lie.” But I promise, there’s a better way. One where you work less, and your business continues to grow.

Today’s guest, Triad member Anthony Pellegrino, is the living proof. Anthony’s business, Goldstone Financial Group, was doing $91M in assets when he started working with Triad. The problem was that he was completely burned out, mentally exhausted, and he was missing life’s most important moments with his wife and kids.

In today’s episode, you’ll hear how Anthony completely shifted his mindset around growth and repositioned the business so it didn’t rely on him to scale.

And despite the fact that he works WAY less, spends more time with family, and vacations for 8 weeks at a time, the business is on pace to reach $250M of new growth in 2023.

3 of the biggest insights from Anthony Pellegrino…

• How to shatter the belief that sacrificing your time and freedom is essential for growth.

• Discover the invaluable lessons Anthony learned from delivering over 1,000 live presentations. Gain practical strategies to elevate your seminar presentation skills, captivate your audience, and land more appointments.

• Uncover the secrets behind Anthony's success, including how he fired himself from operational tasks, empowered his team, focused on his zone of genius, and scaled his practice.

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DISCLOSURE 

Compliance Disclosure: These conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into the advisory practice, advisors are responsible for ensuring implementation of anything discussed is in accordance with any and all regulatory and compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

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We’ve all heard it before: “There just aren’t enough hours in the day.” 

For advisors looking to run or scale a successful practice, efficiency is crucial — and time is king. Luckily, modern technology gives advisors easier access than ever to time-saving tools. But how should that technology be implemented?

To answer that question, I’m sitting down with my longtime friend Corey Westphal, the founder and CEO of Mobile Assistant, a dictation service that helps advisors document meeting notes and information quickly, easily and safely.

On average, people speak about 7 times faster than they talk. By dictating notes from seminars and meetings, advisors can save themselves hours each week. And while dictation software has been around for some time, Corey shares some modern advancements that have supercharged the technology.

Corey and I also spend some time diving into how templates — both in technology and business — can help scale your practice. You’ll also hear us chat about ways to build a top-tier company culture, how to avoid critical mistakes when scaling, and how resilience is an unshakeable route to success. 

3 of the biggest insights from Corey Westphal …

• Customer data is quickly becoming a goldmine asset for financial advisors. Advisors who adopt enhanced technology can create opportunities for more targeted financial advice and better client experiences.

• Actionable advice for building a culture that attracts world-class talent to your team — and strategies for leading and developing that talent once it’s on board.

• Growing pains are inevitable for advisors who scale their practice. Learn how to balance growing your team and increasing your AUM without compromising the client experience.

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These conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into the advisory practice, advisors are responsible for ensuring implementation of anything discussed is in accordance with any and all regulatory and compliance responsibilities and obligations. 

While Triad may promote the services of Mobile Assistant, we cannot guarantee the quality or accuracy of their services.  

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When I first started Triad, there were a lot of unknowns. But one thing was crystal clear in my heart: I refused to build a business that would come at the cost of my family.

I wanted to create a company that not only thrived but also freed me up to cherish life’s most precious moments with my wife and kids.

So many advisors fall victim to the idea that in order to succeed, those important moments have to take a back seat. 

The truth is, the “I’m doing it for my family” narrative is completely broken. Your kids, your spouse, they don’t care about your business or the money in your bank account. They just want you!

No resource has made that clearer to me than The Family Board Meeting by power couple, Jamie and Jim Sheils. 

Their “Board Meeting” strategy has helped approximately 300,000 business leaders worldwide succeed at home.

I have personally gifted their book to countless friends and co-workers, and I have seen firsthand how their framework has saved marriages. 

While there’s no perfect playbook for being a parent, The Family Board Meeting has been instrumental to my success as a Dad and husband, and today you’re going to see why. 

3 of the biggest insights from Jamie & Jim Sheils

• The 3 guiding principles to holding an effective Family Board Meeting and the impact that one-on-one quarterly’s can have on strengthening your relationship with your kids.  

• Discover practical strategies to regulate device time, revitalize family dinners, and connect with your kids on a deeper, more meaningful level.

• Unlock the secret to unforgettable date nights and reignite the passion that first brought you together. 

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These conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into the advisory practice, advisors are responsible for ensuring implementation of anything discussed is in accordance with any and all regulatory and compliance responsibilities and obligations.  TP05232928351 

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One of the biggest hurdles for financial advisors who want to build a thriving business, is the transition from a one-person operation to leading like a CEO. Up until that point, most advisors only have to worry about themselves.

But scaling a high performing team requires a completely different level of leadership and self-awareness.

And to better understand how to get to that level, Brad’s talking with Ian Cron, all about the Enneagram—a personality assessment tool that can help you understand how you and your team are uniquely wired.

Ian is a psychotherapist, Enneagram teacher and best-selling author whose book “The Road Back to You: An Enneagram Journey to Self-Discovery” has sold more than 1M copies.

If you want to grow your business, you can’t do it alone. You need people. And if you don’t understand how people think or their motivations for how they act, it will be a constant battle trying to scale.

Ian’s going to show you how to leverage the Enneagram to discover areas for growth, identify your blind spots, foster deeper relationships, and communicate more effectively, so you and your team can grow together. 

3 of the biggest insights from Ian Cron …

• How to use the Enneagram to build self-awareness, see the world through your team’s eyes, and lead with compassion and clarity.

• How to strengthen relationships, navigate tough conversations, reduce friction, and empower your team, by understanding the 9 Enneagram personality types.

• Breaking down the 9 Enneagrams types and high-level ways to manage and motivate each group.

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These conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into the advisory practice, advisors are responsible for ensuring implementation of anything discussed is in accordance with any and all regulatory and compliance responsibilities and obligations.

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For many advisors, the idea of running a seminar conjures up images of wasted time, low ROI and an audience just there for a free dinner.

But for Triad member Tom Jacobs, seminars have been the key to growing by more than 11x in just six years.

In today’s episode, I talk with Tom about how he’s embraced seminars to create a wave of momentum for his practice. In addition to tips about how you can do the same, you’ll hear Tom discuss his mindset for giving presentations, how he leans on his team for the seminar follow-up process, and his strategies for continuing to improve his seminars.

You’ll also hear about the benefits that come from investing financially in your team, how advisors can grow their practices by running fewer meetings, and how Tom bounced back from a $4M bankruptcy during The Great Recession—and his tips for moving forward from low points.

3 of the biggest insights from Tom Jacobs …

• How Tom’s philosophy of “If you love seminars, they'll love you back” has helped him grow total assets from $7.7M in 2016 to more than $91M through 2022, along with tips for effectively running your own seminars.

• The idea of “who, not how” and how advisors can use it to build out new revenue-generating branches of their businesses without adding significantly more work to their own plates.

• Strengthening personal relationships with both your team and your clients to indirectly lead not just to more financial success for your business, but more personal fulfillment for yourself. 

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These conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into the advisory practice, advisors are responsible for ensuring implementation of anything discussed is in accordance with any and all regulatory and compliance responsibilities and obligations. 

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. 

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As if building a business in the financial services industry wasn’t already hard enough, financial advisors are also expected to be tech experts too!?

You need a CRM, a portfolio management system, a custodian, planning software, and a host of other tools to effectively manage client portfolios and deliver financial advice.

Not only is that super overwhelming—especially for those who don’t have a tech background—but figuring out how all of these different software’s communicate with each other is a massive challenge in itself. In large part, because there isn’t a one-size-fits-all solution. 

So, how do you get all these disjointed technologies to speak to one another, so you and your team can focus on what you do best?

Today’s guest is here to help. I’m talking with Kyle Van Pelt, the CEO of Milemarker—a fintech firm that helps bring together integrations, data, and workflows to manage client information. In our conversation, Kyle shares his best advice for how advisors can use tech to enhance the client experience. 

3 of the Biggest Insights from Kyle Van Pelt…

• There’s a kitchen junk drawer of tech that advisors are struggling to effectively integrate into their businesses. It’s confusing and convoluted. Kyle shares a more effective approach for how to solve the problem. 

• Learn about the Airbnb 11-Star client experience exercise and how to use technology to create a white-glove service that your clients will never forget.

• Time on one thing means time away from another. There’s no such thing as a perfect seesaw of balance in life. Kyle shares his tips for how to show up your best for both your business and family. 

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“We're ending the steroid phase of high-growth organizations that just kind of grew by breaking people and burning through them.” – Robert Glazer

Gone are the days of pushing people to unreasonable limits in order to hit “company goals.” People need boundaries. They need time away from work, so that when they are working, they’re focused, energized, and engaged.

Organizations can either provide the space to do that OR they can resist, burn out their team, and lose valuable players to a competing company that’s embracing the evolution of how people want to work.

This is what today’s conversation with Robert Glazer is all about.

Robert is an entrepreneur, author, and the founder of Acceleration Partners, a global partner marketing agency that has won more than 30 awards for company culture—despite the fact that their 270-person team is fully remote!

In this episode, we’re diving into Robert’s newest book, “Elevate Your Team,” to discuss his tips and tricks for helping your business thrive while improving your team’s personal and professional lives.

3 of the biggest insights from Robert Glazer …

• The four elements of capacity building—spiritual, intellectual, physical and emotional—and how leaders can use them to create a more open, motivated and connected company culture. 

• Tips for avoiding burnout for yourself and your team members while maintaining stable business growth.

• Why using a 90-day transition plan to help struggling employees find a new role within your firm (or land a new job elsewhere) can increase success for your firm.  

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How can you truly understand your clients needs, goals and desires if they don’t fully trust you?

In today’s episode, I’m talking with Bob Burg about how you can communicate with your clients and prospects more effectively, improve your ability to navigate difficult conversations, and create an environment where they feel safe and comfortable to share the things that they typically wouldn’t open up about.

In case you didn’t know, Bob Burg is the bestselling author of The Go-Giver, which has sold over a million copies and was rated #10 on Inc. Magazine’s list of the Most Motivational Books Ever Written. For 30 years, Bob has helped companies and their teams to more effectively communicate their value, sell at higher prices with less friction, and grow their businesses.

In this episode, we dig into his framework, The Five Secrets of Genuine Influence, which include: Mastering Your Emotions, Stepping Into Your Clients Shoes, Setting the Frame, Communicating with Tact & Empathy, and Letting Go of the Need to be Right.

3 of the biggest insights from Bob Burg …

#1 How to master your emotions, retrain your brain, and stay calm in stressful, high-pressure situations.

#2 The unconscious operating system that’s holding you back from truly understanding and effectively communicating with your clients.

#3 How to use tact and empathy to navigate difficult conversations, eliminate resistance, and create a safe environment that builds trust with your clients.  

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