You’ve blocked out time for business development… but now what? 

If you’ve ever sat down with good intentions only to stare at the wall, scroll LinkedIn, or wonder what you’re actually meant to do, this episode is for you. 

We kick off the new year by tackling one of the most talked-about (and most misunderstood) parts of growing a financial advisory firm: business development.

Listen in to hear how to build an opportunity list, identify the right people to focus on, and create deeper relationships instead of chasing volume.

You'll learn how to move from vague “do more BD” expectations to a clear, repeatable approach that actually works. 

Kristin shares:

• Why most advisors get stuck with business development.
• What “doing BD” really means in practice.
• How to avoid wasting time on unfocused activity.
• Why relationships matter more than volume.
• How to create an opportunity list.
• Who should be on that list.
• How to use existing clients and contacts.
• How former colleagues can open doors.
• How to use LinkedIn intentionally.
• How to find people with problems you can solve.

Resources:

• The Snowball System by Mo Bunnell
• Give to Grow by Mo Bunnell
• Growth Acceleration Toolkit
• Mastering LinkedIn, AI, and Advisor Marketing with Derek Pollard

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

What slows advisors down, and what accelerates growth?

After two years of podcasting (including 48 episodes and 27 conversations with industry leaders), Kristin has discovered the answer to that question and more.

In this episode, she shares the five standout lessons she's learned—and that every advisor should hear.

Listen as she breaks down why systems scale better than intensity, why consistency still beats any new tactic, and how a refined client experience quietly fuels long-term growth.

You’ll also learn the truth about content strategy, what really kills momentum, and what advisors can do to finally make content sustainable.

Kristin shares:

• Why simple systems outperform constant new tactics.
• How consistency drives better conversions than lead volume.
• The link between operational chaos and poor client experience.
• Small CX improvements that create big growth.
• Why content is essential and why most advisors struggle to execute.
• How niche, story, and voice make content actually work.
• Ways to keep content sustainable with small repeatable steps.
• A new approach to coaching junior advisors in business development.
• How fulfilment and identity shape long-term advisor success.

Resources:

• Lead magnet for financial advisors: Create an effective lead magnet to build your marketing list
• Ep 45: Scaling Without Sacrifice: Partnering for Smarter Growth with Michael Young
• Ep 41: Building Talent Wealth in Your Firm with Kelli Cruz
• Ep 40: Are Your Advisors Spending Too Much Time Getting Ready?
• Ep 38: What Makes Great Business Developers?
• Ep 37: AI, Efficiency, and Client Engagement with Mark Gilbert
• Ep 36: How to Create Sustainable Content Calendar
• Ep 34: 5 Pillars of Work-Life Integration
• Ep 32: Mastering the First Consultation
• Ep 30: Building a Business Development Engine
• Ep 29: Simple & Effective Content Strategy for Financial Advisors with Rebecca Rosenberg
• Ep 23: Turn Operational Challenges into Growth Opportunities with Cameo Roberson
• Ep 22: Lead-to-Client Conversion
• Ep 21: Client Experience with John Prendergast
• Ep 18: Heart First — How Advisors Can Unlock Their True Potential
• Ep 14: Part 1: Conquer Linkedin – A Guide for Financial Advisors
• Ep 12: Avoiding Burnout with Arlene Moss
• Ep 10: Using Video Effectively with Katie Braden
• Ep 9: Why You Don’t Need to Be Perfect to Grow
• Ep 5: Niche Marketing with Kristen Luke 

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

Are you actually using LinkedIn the way it’s meant to work for your business—or just posting and hoping?

Today's guest is Derek Pollard, Founder of Constellar Creative, who's here to break down exactly how advisors and financial professionals can use LinkedIn more strategically, more intentionally, and far more effectively.

Listen in as Derek shares what most advisors misunderstand about content and why curating the right audience matters far more than chasing viral numbers.

You’ll learn how to use AI as an assistive tool rather than a shortcut, how to create content that actually works inside AI tools, and how to stop giving away your value for free without realizing it.

Derek also walks us through the essentials of optimizing bios, improving discoverability, applying social listening, and directing traffic to the places that matter most.

If you’ve ever wondered whether LinkedIn is “worth it” or felt stuck trying to figure out what to post, this episode gives you a practical, sustainable strategy to grow your presence with confidence.

Derek shares:

• Why reach matters, even when your posts feel small.
• How to curate the right LinkedIn network.
• The basics of real social listening.
• How to optimize your bios for clarity.
• How to create content that works with AI tools.
• Why advisors often undervalue their own content.
• How to protect your data from being “given away.”
• What metrics actually matter on socials.
• How to guide traffic from social to your website.
• One simple action to immediately improve your social presence.

Resources:

• Free 20-Minute Marketing Makeover
• The New Playbook for Financial Planner Success
• AEO Search Coding Tips

Connect with Derek Pollard:

• LinkedIn
• Constellar Creative
• Discovery Call

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

Is hosting a prospect event really worth it? 

Many RIA leaders hesitate out of fear of low turnout, but the real power of an educational event begins long before the first attendee walks in. 

In this episode, we break down why these events are one of the most effective ways to reignite business development within your firm. 

You’ll learn how putting a date on the calendar creates urgency, unites your team around a shared goal, and sharpens your messaging to clearly communicate your firm’s value.

By the end, you’ll understand how hosting an interactive, discussion-based session can transform your firm’s outreach, culture, and confidence—before the chairs are even set up.

Kristin shares:

• Why deadlines create momentum for business development.
• How to clarify and unify your firm’s messaging.
• The value of multiple natural touch points with prospects.
• How to make referrals easier for clients.
• Ways to strengthen relationships with centers of influence.
• How events build brand awareness and local visibility.
• How shared goals boost team creativity and energy.
• Why in-person events help prospects experience your firm’s culture.
• How to use events for easy, built-in follow-up.
• How to turn event content into ongoing marketing assets.

Resources:

• 27 Powerful Questions for Better Relationships
• The Financial Advisor’s Guide to Repurposing Content

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

What does it take to build the next version of your advisory firm—one that gives you more freedom, growth, and balance? 

In this episode, Michael Young, President and Managing Partner of Integrated Advisors Network, shares how advisors can evolve their business model, streamline operations, and design a firm that supports their ideal future.

You’ll learn how Integrated Advisors Network helps independent advisors scale without giving up control, what to look for when evaluating partnerships and outsourcing solutions, and why due diligence and security are more crucial than ever in today’s tech-driven world.

Michael shares:

• How to identify your firm’s version 2.0.
• What Integrated Advisors Network provides to advisors.
• The benefits of delegating compliance and operations.
• How to maintain brand ownership while scaling.
• Key questions to ask when choosing a network partner.
• Why due diligence matters in vendor selection.
• How to protect client data when using AI tools.
• Signs it’s time to evolve your business model.
• Common mistakes advisors make when scaling.
• How to find the right support without losing independence.

Connect with Michael Young:

• LinkedIn: Michael Young
• IntegratedAdvisorsNetwork.com
• Email: [email protected]

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

Feeling like the end of the year is slipping away in chaos? 

You’re not alone. 

Between deadlines, distractions, and the pressure to wrap everything up perfectly, it’s easy to fall into the “I’ll deal with it next year” trap. 

But what if a few small mindset shifts could completely change how you close out the year and set you up for real momentum heading into the next?

In this episode, we explore three powerful mindset shifts that help you move from scarcity to opportunity, from perfection to progress, and from control to clarity. 

You’ll learn how to reframe overwhelm into action, stop waiting for the “perfect” moment, and focus on what truly moves you forward.

Kristin shares:

• How to reframe end-of-year overwhelm into motivation.
• Three mindset shifts to create momentum and clarity.
• Why progress matters more than perfection.
• How to move from scarcity thinking to opportunity.
• The one action that builds confidence and results.
• Why controlling less can help you achieve more.
• Simple ways to create focus in chaotic times.
• How to turn “too busy” into “strategically productive.”
• Tools for building consistency through mindset.

Resources:

• Lead magnet for financial advisors: Create an effective lead magnet to build your marketing list
• Why You Don’t Have To Be Perfect To Grow Your RIA
• Missing Out on Revenue: How to Maximize Your Lead-to-Client Conversion

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

What does it really take to earn and keep the trust of high-net-worth clients? 

In this episode, we’re joined by Sean Walters, CEO of the Investments and Wealth Institute, to explore what sets top-performing advisors apart in today’s competitive landscape. 

Whether you’re trying to grow your client base or elevate your credibility through education and credentials, this conversation will help you rethink how you position your value as a financial professional.

You’ll learn how to leverage referrals, social proof, and personal branding to build authentic relationships with wealthy clients. 

Sean also shares the importance of continuous learning, why a personal touch still matters in a tech-driven world, and how the best advisors combine expertise with empathy to deliver the expected experience.

Sean shares:

• How to attract high-net-worth and ultra-high-net-worth clients.
• Why referrals remain the backbone of advisory growth.
• How personal branding impacts client trust.
• The role of education and credentials in building authority.
• Why consistency creates long-term client confidence.
• How to balance big-firm resources with personal connection.
• The power of online presence and social proof.
• What “the expected experience” means in branding.
• Why continuous learning is key to advisor success.
• How to position yourself as the trusted choice for elite clients.

Connect with Sean Walters:

• Sean Walters: LinkedIn
• Strategy Form

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

What if the secret to building stronger client relationships isn’t having all the answers, but asking the right questions? 

In this episode, we dive into the role of curiosity in financial advising and explore why it’s not just about numbers—it’s about uncovering values, motivations, and emotions that truly drive decision-making.

You’ll discover 27 powerful questions that can spark deeper conversations, help clients take meaningful action, and show your value as an advisor beyond dollars and cents. 

We’ll break these questions into three approachable categories, share when and how to use them, and explain why silence after asking a question can be your greatest tool.

Kristin shares:

• Why curiosity is essential in financial advising.
• How asking deeper questions builds stronger relationships.
• 27 powerful questions to use with clients and prospects.
• The three categories of impactful questions.
• How to uncover client values beyond goals and numbers.
• The role of silence in building trust after a question.
• How to inspire clients to take action.
• How to connect curiosity to financial planning outcomes.

Resources:

• 27 Powerful Questions PDF
• Tiny Habits by BJ Fogg
• Atomic Habits by James Clear
• Busting the Work-Life Balance Myth: Finding Fulfillment Beyond Professional Success
• The Art of Clarity, Confidence, and Fulfillment

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

How do you attract, retain, and grow the right people in your firm? 

In this episode, Kristin sits down with Kelli Cruz, founder of Cruz Consulting Group, who brings more than 30 years of experience in talent management and organizational design for advisory firms. 

Together, they explore what it really takes to build “talent wealth” inside your practice so both leaders and employees thrive.

Listen in to hear how to design clear career paths, create effective job descriptions, structure compensation plans that motivate, and use feedback as a tool for growth. 

You'll gain insights into succession planning, leadership development, and why every firm should prioritize employee growth.

Kelli shares:

• Why talent management drives firm success.
• How to build “talent wealth” inside your team.
• The importance of updated job descriptions.
• How compensation planning motivates growth.
• How to use feedback to guide performance.
• Succession planning essentials for firms.
• The four levels of advisory career paths.
• How to create a culture that supports long-term retention.

Resources:

• Career Path Template

Connect with Kelli Cruz:

• LinkedIn 
• Cruz Consulting Group
• Email: [email protected]

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin

Are you or your advisors stuck in “getting ready” mode, spending more time planning than actually doing?

In this episode, we break down why highly skilled, hardworking financial advisors often stall when it comes to business development.

You’ll learn how perfectionist tendencies, over-preparation, and comparison to others can hold you back from real growth and how to break free from those habits.

Listen in to hear practical, low-barrier ways to build the business development muscle, as well as how to support the next generation of advisors and adapt leadership approaches for today’s evolving business landscape.

You’ll walk away with strategies to move from preparation into action and start bringing new business through the door.

Kristin shares:

• Why over-preparation can stall business development.
• How perfectionist tendencies impact growth.
• The role of encouragement in advisor success.
• Why comparison slows momentum.
• How to structure short, effective outreach blocks.
• Low-pressure steps for building the “doing” habit.
• What we can do to support the next generation of advisors.
• The importance of allowing for occasional failure.

Resources:

• Give To Grow by Mo Bunnell
• Lean Learning by Pat Flynn
• The ONE Thing Podcast
• Episode 38: What Makes Great Business Developers?

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin