As a financial advisor, I'm willing to bet almost nobody reads your LinkedIn posts.

But where most advisors trip up is that they think it's a content problem. So, they spend more time creating their content to be smarter, better, and more thorough.

But this is a big, fat mistake.

Why?

You don't have a "content" problem - you have a "nervous system" problem!

If you want people to read (and act on) your LinkedIn posts, then you need to understand how to make a human nervous system (and thumb) stop on a dime.

That's exactly what you'll discover in today's show:

Not how to make "better" content… but how to make content in a way that captures the attention of your ideal clients' nervous systems and "ethically forces" them to engage, read, and act on your LinkedIn posts.

Listen now.

Show highlights include:

• How you accidentally smother your LinkedIn reach before you ever even start writing your post (and one tip to forever improve your impact on LinkedIn) (1:16)

• Why better, smarter, and more thorough content is actually a disadvantage on LinkedIn (1:52)

• How to give your LinkedIn audience a biological reason to stop scrolling (if you aren't able to do this, nobody will ever see your posts) (3:04)

• The "Half Second Secret" for instantly becoming more important than any other advisor your ideal clients follow on LinkedIn (3:34)

• 5 scientifically verified triggers (that have been studied by psychologists for close to 100 years) that have been proven to stop the human thumb from scrolling (3:55)

• Why scrolling on LinkedIn for a few minutes and asking yourself this simple question will automatically make your posts more engaging (7:28)

• How treating LinkedIn's "See More" feature as a subject line will help your posts dominate your competitors' posts in terms of sheer engagement (9:47)

• The one word that stops a human scroll more reliably than any other word ever tested (this is so popular it actually got a nickname called the "Cocktail Party Effect") (12:00)

• A weird, but proven by scientists and researchers in 2001, reason that something bad is stronger than something good (and how to apply this to your marketing for more engagement and profit) (15:03)

• The ONLY type of image to post on LinkedIn if you're an advisor who wants more engagement with every post you make (16:29)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

I have tested millions of different emails over the years. And that's not a figure of speech:

I've literally sent millions across my list that I have that I operate personally, across campaigns that I've seen inside financial advisors' businesses, and emails that I have privately written for them when I was doing coaching.

And you know what?

I've stumbled on three types of emails in particular that always outperform every other type. And so, that's what you'll discover in today's show:

The 3 best-performing emails financial advisors can use to knock off their competition, create deep bonds with your email list, and fill up your calendar with your ideal prospects.

Listen now.

Show highlights include:

• The worst email metric to optimize for (because it's usually inversely related to making money from your emails!) (1:38)

• The "Stream of Consciousness" email that can easily be written in 30 minutes and can fill your calendar with high-quality appointments (5:24)

• A behavioral economist's secret to creating a persuasive "itch" in your prospective clients' brain that they can't help to scratch by taking the next desired step (8:03)

• My #1 favorite type of email (and why I don't recommend you use it if you're a beginner) (8:42)

• Here is the single most reliably effective way to write emails as a financial advisor to fill your calendar and make prospective clients only want to hire you (12:23)

• The scientific reason that stock market commentary emails make your prospective clients sprint to your nearest competitor (15:45)

• An overlooked way to start an email that instantly puts readers into the "action" and on the edge of their seat leaning in to learn more (16:49)

• This email type is, pound-for-pound, the most profitable email financial advisors can wield (17:45)

• The 4-step formula for "twisting" your prospective clients' biggest objections into a reason they hire you over another advisor (19:43)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

To celebrate a milestone 400th episode (more than 200 hours of me running my mouth), I've decided to give you a "cheat sheet" of sorts:

I've rounded up my 10 best marketing ideas I've ever uttered on this show, and put them on a silver platter for you in this episode. If you implement just one of these 10 ideas, you might double your income before the year ends.

But if you take all 10 and implement each and every one of them?

Then, well, I'd be absolutely shocked if you didn't become a top 1% advisor - in terms of impact, wealth, and legacy.

So, if you want to become one of the best advisors walking on the planet today, listen now.

Show highlights include:

• The 10 best money-making ideas I've shared for free on this podcast (1:10)

• Why actively trying to turn prospective clients off might be the single most persuasive tactic you ever use (2:08)

• How to become more attractive to prospective clients by rising your fees (and why lowering them makes you look less trustworthy) (4:49)

• How the human brain perceives a $90 bottle of wine vs a $10 bottle of wine that will forever change how you approach pricing your services (5:30)

• Why being on one social media platform beats being on five (and why most advisors believe the exact opposite) (6:54)

• The weird (but effective) way to leverage the "Pratfall Effect" to use your mistakes and flaws to build more trust with your prospects and clients (11:00)

• What nobody understands about making referral marketing easy, reliable, and running on autopilot (15:04)

• This is the single most powerful marketing force I have witnessed in over a decade of helping financial advisors (and most advisors are absolutely terrified by it) (21:34)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

I have noticed some financial advisors depending way too much on artificial intelligence. They use it for everything: Their emails, their outreach, their social media posts, their blog articles, their ad copy, and, worst of all, their client appreciation notes!

Not only does using AI too much cause cognitive atrophy and decline, but it's never going to create as successful marketing as your own noggin. In fact, it reminds me a lot of banner ads:

Back in the 90s when banner ads first became a way for marketers to get clicks and make money, they were a reliable income source. The first ever banner ad was published in 1994 and had a 44% click-through rate. But today, the average is an utterly non-existence 0.05% click through rate.

And the same exact trend is happening to AI produced content.

This episode is your warning to stop using AI generated content immediately. You might not like to hear it, but you need to hear this message if you want your financial advice business to survive.

Listen now.

Show highlights include:

• Why I secretly regret creating Pollard AI (2:14)

• The frightening reality about how I caught AI red-handed making up Bible verses (and why this has more implications than my Bible study) (4:55)

• How ChatGPT, Perplexity, and Claude give your clients the wrong answers to their financial struggles (and how to help them avoid getting "got") (7:03)

• Why I predict AI chatbots will go the way of banner ads (the first banner ad in 1994 received a 44% click-through rate … today? the average is a laughable 0.05%) (8:59)

• How the human brain learned to completely ignore banner ads (confirmed with eye tracking studies) below the level of conscious thought (12:25)

• Why your prospects have developed a subconscious filter that allows them to spot AI slop instantly (16:55)

• How to profit from the "AI Blindness" that's going to pummel every short-sighted financial advice business that uses AI generated content (20:49)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

Most financial advisors think they have a marketing system because they can reliably land appointments and get new clients. But when you take a closer look, their entire marketing "system" is based solely on their output.

You might have consistency and great habits which support it. But what happens if you get sick, take a vacation, or would just rather spend a day at the beach than stare at a screen?

For most financial advice businesses, their entire marketing "system" dries up the second they take their foot off the gas. That's because while they might have consistency and good habits, they don't have an actual marketing system that reliably gets them clients while they sleep.

If that sounds like you, today's show might be the best way to "invest" 20 minutes of your time for a lifetime of return. By the end of the episode, you'll know exactly how to set up an actual marketing system that brings you clients while you sleep.

Listen now.

Show highlights include:

• How your consistency is stealing your marketing returns without you realizing it (1:26)

• The one common throughline I see infecting every financial advice business that's stuck at only making $200k a year (2:51)

• Why something as simple as an email sequence can finally be the thing that helps you land clients without speaking a single word to them beforehand (4:42)

• The "labor or asset" mindset shift, which, when applied to your marketing efforts, can add an extra 0 to your bottom line at breakneck speed (5:54)

• 4 things that every marketing system must have if you want it to help you land clients while you sleep (9:17)

• Why I can tell whether or not you have a marketing system by spending three seconds on your website (11:35)

• The #1 most underused marketing asset in the entire profession of financial advice (13:38)

• 4 symptoms that can help you identify and fix the broken part of your marketing system (if you have all 4 criteria built, there's usually one "weak link" that's stealing your time and energy!) (17:34)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

If you want to understand what makes an email "tick" to the point that one solitary email can lead to 14 high-quality appointments on your calendar, then you've found the perfect episode.

Today's show contains a real email a real advisor sent to a somewhat "cold" list… and landed 14 appointments from his 20 or 30 minutes of effort.

Not only will I share this email "as is" in the episode, but I also break down each line, explain the 4 mechanisms that make it work, and share the 4 mistakes you're likely to make when you try to write a similar email to your list.

Listen now.

Show highlights include:

• How advisors can make as much as $84,000 on the LOW end from sending a single email (2:03)

• One of the most valuable (and ignored) assets you own as a financial advisor (4:20)

• Here is the exact email an advisor sent that led to him booking 14 appointments (4:50)

• 4 key ingredients that separate an email that generates 14 appointments … or ones that get ignored and deleted (5:59)

• How being ultra specific in your subject lines and body copy actually makes your list trust you more than your lengthy list of credentials ever could (8:06)

• The Harvard psychologist's secret word for getting people to engage with your marketing (this was originally based on a study that looked at successful versus unsuccessful line cutters) (12:09)

• 4 ways your instincts will try to ruin your version of this email (15:16)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

Most advisors foolishly think that the secret to winning high-quality clients is becoming more competent.

I get why you believe this: The entire industry is built to make you believe this. But here's the problem:

This is NOT true. It's been proven scientifically, by two Harvard researchers mind you, that likeability beats expertise.

Worst part?

In the financial advice industry in particular, the more competent you become, the LESS likely clients are to pick you as their advisor. Now, I'm not saying to become an incompetent fool that blows your clients' wealth down the toilet.

However, I am saying that competence can only get you so far. And it's not nearly as far as you're led to believe.

But today's show is the antidote.

You'll discover why likeability beats competence and the formula (created by a former FBI agent who got foreign agents to betray their own country because they liked him so much) to become more likeable.

Listen now.

Show highlights include:

• Why being a master at the technical aspect of your job can actually stifle your financial advice business (0:32)

• The single biggest lie you're telling yourself that's actually scaring your ideal prospective clients straight to your competitor (2:09)

• The counterintuitive reason financial advisors cannot compete on competence (and why competing on "having a drink" instead floods you with clients) (3:07)

• How becoming better at managing finances actually makes prospective clients less likely to work with you (scientifically verified by 2 Harvard researchers) (4:22)

• Scientific and anecdotal proof that likeability beats expertise every day of the week and twice on Sunday (7:25)

• The "Like Switch" secret used by a former FBI agent that turned foreign agents into American spies that can be used to fill up your calendar with high-quality appointments (12:25)

• How to become more likeable by following the four-part "Friendship Formula" (13:00)

• A weird, yet proven way to "ethically force" people to like you more (14:46)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

Have you ever lost a highly qualified and interested prospect to a competing financial advisor?

(If you answered "no," then you should know that you're lying to yourself…)

Almost every advisor has lost a prospect to another advisor. Problem is, your prospects who choose another advisor over you never tell you why they decided to go with that advisor. In fact, you'll likely never hear from that prospect ever again.

So, how do you prevent your prospects from hiring your competitors when you don't even know why they decided to pick them over you?

Well, if I had to guess why you lost a prospect to another advisor, I'd guess one of 12 reasons in particular.

Want to know the 12 reasons why prospects hire another advisor instead of you?

Listen now.

Show highlights include:

• If you have this sentence on your website, I can almost guarantee that you've lost business to a competing financial advisor (1:27)

• How brand-new financial advisors crush financial advisors with decades of experience under their belt because they understand this one marketing lesson (1:53)

• Why hiding your pricing on your website actually hands over your prospects to your biggest competitor on a silver platter (2:56)

• How to 7x your chances of turning a prospect into a paying client by doing something so obvious that most advisors neglect it (4:50)

• Why saying certain phrases like "tax loss harvesting" can make the most excited prospect hightail it to your competitor instead (and the reason advisors make this mistake so often) (9:06)

• 7 tried and true ways to make prospects remember you more vividly than any other financial advisor they chatted with this past week (13:20)

• How to follow up relentlessly with interested prospects without coming across desperate and needy (16:57)

• The blunt truth about why prospects rarely hire the best financial advisor (they're searching for THIS instead) (18:54)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

What do you say when people at parties or other social outings ask what you do for a living?

Most advisors have the same, lame answer as other advisors: They say their job title.

This kills more conversations, more potential appointments, and more possible clients than perhaps any other sentence you utter.

Why?

Because when you answer with your job title, you sabotage the other person's curiosity, and even worse, you make them "file" you in their brain with the hundreds of other advisors who have been bugging them via cold email, cold LinkedIn DMs, and other invasive marketing channels.

Or, in other words, you make them check out of the conversation before they ever consider leaning in.

That's the bad news.

The good news?

After you listen to today's show, you'll know exactly what to say to people who ask what you do in a way that makes them lean in. And you know what? Some may even decide to hire you on the spot!

Listen now.

Show highlights include:

• Why fry-stealing seagulls are better at their job than you are at giving financial advice (and what to do to fix it) (4:45)

• The "filing cabinet" mistake you make every time you're asked what you do for a living that makes potential prospects run away (6:16)

• How answering with an outcome instead of a job title naturally makes you more interesting (and thus, persuasive) to someone who asks what you do for a living (8:29)

• A trick from a behavior economist that naturally makes people lean in when you tell them what you do (8:51)

• 3 ways to answer "what do you do for a living?" that makes anyone asking you less likely to ever hire you (most advisors answer in one of these 3 ways) (11:47)

• How to bypass people's natural "anti-pitch detection" radar in a way that makes them drool over the possibility of working with you (14:08)

• The exact sentence to say when people ask you what you do that makes them lean in and even "pre-sells" them the idea of hiring you as their financial advisor (16:27)

• What 2 Harvard researchers discovered about the human brain's reward system that tells you exactly how to make a random person interested in booking an appointment with you (19:48)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

I am constantly asked by financial advisors who tried LinkedIn but failed with it whether or not it's really a platform for getting high-quality clients.

My response?

Yes, financial advisors are really getting clients from LinkedIn. But only if they're not making one of the four fatal mistakes I reveal in this episode.

Unless you've only tried LinkedIn for a day and gave up as quickly as you started… if LinkedIn hasn't led to a handful of high-quality appointments and real clients who happily fork over your fees, then I'm willing to bet that you're committing at least one of these four mistakes. And you're likely making several of them!

That's the bad news.

The good news?

After you listen to this episode, you'll at least catch yourself when you make one of the four fatal LinkedIn marketing mistakes. And if you take the content of this episode seriously?

Then, well, you'll also discover the 3 key things that the most successful advisors use to create new clients from LinkedIn month after month after month.

Listen now.

Show highlights include:

• 4 ways that financial advisors butcher their LinkedIn marketing so bad that they get duped into thinking the platform is completely useless (2:10)

• The only 2 possible suspects for when a certain marketing campaign fails (if your primary suspect is not one of these … you got the wrong "guy") (2:37)

• How asking yourself this single question will finally convince you that LinkedIn DOES work (and also reveals why it hasn't worked for you) (3:32)

• Why automating your LinkedIn outreach, even if it doesn't get you banned from their platform, will almost always produce lackluster results, if any at all (4:35)

• A simple, but time-consuming outreach tactic that researchers call the "Effort Heuristic" that will instantly dust off the cobwebs from your LinkedIn messages (6:44)

• How to generate more meetings and land more clients from LinkedIN by cutting your outreach efforts by whopping 95% (7:29)

• The "Pitch Slap" mistake that's rampant amongst advisors marketing on LinkedIn that makes your ideal clients actively dislike you (you're literally better off doing nothing at all rather than making this mistake) (8:10)

• The single most expensive (and easy-to-make) LinkedIn mistake you're making and how it ruins everything else you do on the platform (15:02)

• 3 things that every advisor who uses LinkedIn to generate clients on demand does that I bet you're not doing (16:12)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.