Partnerships between advisors, CPAs, and attorneys should be a natural fit because their roles all involve handling the flow of client assets. But just because they should fit together doesn’t mean they always do fit together. On this Elementality, Abby talks with Kent Owings of Ironstone Financial about what he does to find success as he works with other professionals.

Do you know what a PINO is? Not pinot, but P-I-N-O. An acronym coined by Chuck Failla, it distinguishes a “planner-in-name-only” salesperson from a fiduciary who is ethically bound to act in their clients’ best interests. On this Elementality, Reese welcomes Chuck. Discover how Chuck’s career has taken him from conflicted stockbroker to an influential RIA.

Managing wealth has often been compared to managing health. You have honest conversations about priorities, share personal information, and come up with a diagnosis to help reach your goals. And it is all about numbers. On this Elementality, Billy Zerillo, of TerraWeath, explains how Elements helps him as a diagnostics tool for checking a client’s financial health.

If you never examine how your clients spend money, there’s really no need to make a financial plan. It can be a challenging conversation, but clients need to recognize the connection between spending, budgeting, and saving. On this Elementality, Reese explains to the clients of his RIA why spending and saving are the yin and yang of a good financial plan.

If prospective clients are hesitant, you need to better understand the factors they normally consider before they make a buying decision. On this Elementality, Abby and Jake Larsen, VP of Sales at Elements, discuss the art of selling, the role of financial anxiety, and why certainty is the catalyst that turns a prospective client's hesitancy into action.

It isn’t earth-shattering news that the purpose of marketing is to attract an audience. But by casting a wide net, it is easy to forget that the goal is to attract the best clients, not just anyone who will pay attention. On this Elementality, Reese and Emlen Miles-Mattingly of Gen Next Wealth talk about how to make sure you are attracting the clients you want. 

Many of the efforts advisors undertake fail before they reach the finish line—and it’s not because of flawed strategies. Too often an advisor lacks the commitment to follow through on what’s required to achieve the objective. On this Elementality, Abby and David DeCelle, of Model FA, talk about your need for commitment and consistency as you build a business. As an advisor, commitment and consistency are two of the most powerful tools you have. They build the confidence you need for success. Prospects rely on a predictable flow of information from you as you try to establish your expertise. To gain their trust, your clients need to know you will do the things you say you are going to do. 

Creating a clear understanding of your target market is crucial for effective marketing so marketers segment by demographics, geography, age, etc. But defining a profile of your ideal client can hyper-focus your marketing. On this Elementality, Abby and Grant Botma of Stewardship Financial look at why there are benefits to creating an “ideal client avatar.”

Popular culture seems to support the perception that social media is the ultimate marketing solution and email is just plain old-fashioned. But when it comes to return on your marketing investment, the winner is clear. On this Elementality, Carl tells Abby why he believes email is the most underutilized, and powerful, marketing tool available to advisors. 

You already write … a lot. From social posts to daily emails, there is a continual demand for you to organize words to communicate. If becoming a good writer takes practice, you’re already practicing. So how do you get better? On this Elementality, Reese explains to Abby why the best writing is open and accessible, and what can be done each day to improve writing skills.