Full Advisor Coaching - The Podcast

When a prospect asks ChatGPT or Claude which advisor they should hire, does your firm come up?

Google sends fewer clicks now that AI answers questions directly, but the leads that do come through AI tend to show up ready to talk.

Today, Brent Carnduff, President of Advisor Rankings and Head of SEO at WealthReach, returns to the podcast to share how AI picks which advisors to recommend and how search has changed since his last time on the show.

Listen in to learn how to set up your content so AI can read it, as well as what to do when AI confuses your firm with another. 

Brent also explains his CRED framework and what you can do to create more visibility and pull in stronger leads.

Brent shares:

• Why AI leads are often better than Google leads.
• Which types of content still bring in prospects (now that AI answers most questions directly).
• What to do when AI mixes up your firm with someone else.
• Where FAQs belong on your website.
• How long your content needs to be for AI and what to do when posting videos.
• Brent's CRED framework and how to use it.

Resources:

• (Ep. 8) A Financial Advisor's Guide to SEO Success with Brent Carnduff
• (Ep. 66) Why the Fastest Growing RIAs Rely on Referrals the Least with Michael Kitces

Connect with Brent Carnduff:

• LinkedIn: Brent Carnduff
• AdvisorRankings.io
• YouTube: Advisor Rankings
• WealthReach.ai

Connect with Kristin Harad:

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

Q4 is one of the highest-leverage quarters in advisory work, yet so many advisors treat it like a finish line.

Don't make that mistake.

In this episode, Kristin breaks down what to do with your remaining 90 days, split between what's client-facing and what needs to happen inside your firm.

With tax decisions live, year-end planning top of mind, and prospects feeling real urgency heading into the final stretch, now is the time to act.

Listen in to learn how to turn tax planning outreach into a real value conversation, how to re-engage the warm prospects who went quiet, and what to fix now so you move into January with momentum.

Kristin shares:

• Why Q4 is a high-leverage quarter for both client work and business development.
• How to communicate the invisible work your team does so clients understand your value.
• How to reconnect with prospects who ghosted you without sounding pushy.
• Why the year-end review meeting is the right time to ask for referrals and reviews.
• How to run business development accountability conversations that advisors don't dread.
• Why planning next year in October beats planning it in January.

Resources:

• (Ep. 66) Why the Fastest-growing RIAs Rely on Referrals the Least with Michael Kitces
• (Ep. 65) Stop Losing Warm Leads: Simple Follow-Up Fixes to Improve Lead-to-Client Conversion
• (Ep. 63) How to Build a 90-Day Client Onboarding Experience That Earns Referrals
• (Ep. 59) Summer Strategy: Mid-Year Audit and Growth Planning for Financial Advisors
• (Ep. 35) How Financial Advisors Can Leverage Online Reviews

Connect with Kristin Harad:

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

Most advisory firms get 80 to 100% of their growth from referrals.

But the fastest-growing firms? They get about a third. 

That gap tells a story.

In this episode, financial industry leader Michael Kitces joins the podcast to share findings from the 2026 Kitces Research Study on Advisor Marketing and why the "serve clients well and the referrals will flow" mindset caps your growth.

Listen in to learn why high-growth firms win with one or two channels, why marketing takes a year to work (and what's really happening in those first nine months), and how to run the numbers on a single marketing event so that investing in growth stops feeling like a gamble.

Michael shares:

• Why the fastest-growing firms rely on referrals the least (and what they do instead).
• Why client acquisition costs dropped to an average of $2,500.
• What sabotages the firms copying high-growth playbooks.
• How one $10,000 seminar that lands a single client can return 30% for decades.
• Why picking a tactic you actually enjoy is a growth strategy, not a preference.

Resources:

• Kitces Report: How Financial Planners Actually Market Their Services
• Financial Advisor Success Podcast
• Research Articles
• AdvisorEconomics
• XYPN
• AdvicePay
• New Planner Recruiting
• fpPathfinder
• Focus Partners Wealth

Connect with Michael Kitces:

• LinkedIn: Michael Kitces
• Kitces.com
• YouTube: Michael Kitces
• Facebook: Kitces.com
• X: MichaelKitces

Connect with Kristin Harad:

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

Your marketing is working and prospects are booking calls… so why aren’t they becoming clients?

Most advisors go looking for the fix at the front end: a better website, more referrals, another event. 

But the biggest gains are usually sitting in the middle of the process, in the handoffs and follow-ups nobody owns.

In this episode, Kristin breaks down where leads quietly fall through the cracks and simple fixes that can change everything.

Listen in to learn what a real follow-up sequence looks like and how to audit your own prospect journey so you can find any holes and close them.

Kristin shares:

• Why strong marketing can still stall right before the next step.
• How one missing scheduling link can quietly cost you clients.
• Where leads tend to disappear.
• Why event attendees are your highest-likelihood prospects.
• How to map a follow-up sequence instead of guessing each time.
• Why following up is a form of service, not pressure.

Resources:

• (Ep. 58) Building a Buyer-Centric Sales Process for Financial Advisors with Nancy Bleeke Noël
• (Ep. 37) AI, Efficiency, and Client Engagement with Mark Gilbert
• (Ep. 4) Blueprint for Growth: Mapping Your Business Development Ecosystem - Kristin Harad
• Training Next-Gen Advisors In Business Development By Getting Really Clear About Who They Serve And How They Help: #FASuccess Ep 494 With Kristin Harad

Connect with Kristin Harad:

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

Do your clients actually know what they want, or are you building plans on goals they've never had the space to examine?

Most advisors assume clients walk in already clear on their values and goals, but the truth is far foggier.

In this episode, Amy Mullen, President of Money Quotient and a CFP® professional with over 20 years of experience training advisors in values-based financial life planning, joins Kristin to explain why discovery conversations stay surface level and how a structured process can help advisors earn client trust.

Listen in to learn the five stages of the True Wealth Planning Process, why mirroring a client's values back to them may be the ultimate demonstration of fiduciary duty, and how legacy conversations and client community events can deepen relationships far beyond the numbers.

Amy shares:

• Why advisors assume clients already know their values and goals, and what actually happens.
• How a structured process takes the pressure off the advisor to ask the perfect question.
• What each of the five stages of the True Wealth Planning Process accomplishes.
• Why mirroring a client’s values back to them demonstrates fiduciary duty.
• How a legacy plan becomes the filter for stalled estate planning decisions.
• Why client appreciation events built on connection outperform financial content.

Resources:

• Xena Rising Retreat
• True Wealth Planning Process - Money Quotient
• No Rules Retirement - Money Quotient
• Introduction to Money Quotient
• Financial Therapy Association
• (Ep. 57) Loneliness in Leadership: Building Real Connection in a Remote World

Connect with Amy Mullen:

• LinkedIn: Amy N. Mullen, CFP®
• MoneyQuotient.com

Connect with Kristin Harad:

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

When a new client finally says yes, what happens next?

Does your firm spring into action… or quietly go dark while the paperwork gets processed?

In this episode, Kristin reframes client onboarding as more than an administrative box to check. It's one of the most overlooked growth strategies in a firm. 

Listen in to hear a real case study of the assets Kristin helped a firm build, from a one-page visual client journey to templated communications, team introductions, and a technology review meeting.

You'll learn why proactive outreach matters more than portfolio performance in the early days, why the first 90 days matter, and how to systematize the whole experience so it happens the same way for every client, every time.

Kristin shares:

• Why a firm full of onboarding paperwork can quietly cost you your next referral.
• How a simple one-page document erases most of a new client's anxiety on day one.
• Why clients are most likely to refer you in the first 90 days.
• What the biggest research firms say matters more than performance early in a relationship.
• Why going silent during the money transfer makes clients second-guess choosing you.
• How to systematize the whole 90 days so nothing slips through the cracks.

Resources:

• How Financial Advisors Can Leverage Online Reviews (Ep. 35)
• How Do I Get from Busy to Better? | Monday Advice (Deep Questions Podcast with Cal Newport)

Connect with Kristin Harad:

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

What does it take to walk away from the safety net of a corporate RIA and build something that’s truly yours?

In this episode, John Schwalbach and Jon Holmgren, partners at Freedom Financial Partners, join Kristin to share the real story behind their firm’s evolution from a broker-dealer to a corporate RIA to becoming a fully independent firm.

Listen in as they open up about the fear of losing built-in compliance support, the “visionary and integrator” partnership that made the leap possible, and how zeroing in on one audience completely changed how they market, price, and serve clients.

You’ll hear how an intimidating writing exercise Kristin calls a “manifesto” became the foundation of their entire brand, why they built their own app instead of buying an off-the-shelf tool, and what they’d tell any advisor sitting on the fence about going independent.

John and Jon share:

• Why they left the comfort of a corporate RIA.
• What they were most afraid of giving up when they went fully independent.
• How their "visionary and integrator" partnership made the transition possible.
• The moment they committed fully to serving business owners instead of a broader client base.
• How they clarified their entire brand message.
• Why they built their own business owner assessment and mobile app instead of buying one.

Resources:

• Business Owner Readiness Assessment
• Poised for Exit podcast
• Freedom Financial Partners LinkedIn
• Freedom Financial Partners Website

Connect with Jon Holmgren:

• LinkedIn: Jon Holmgren

Connect with John Schwalbach:

• LinkedIn: John Schwalbach

Connect with Kristin Harad:

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

Do you know exactly who you're trying to reach, or are you heading out into the world without a clear target?

In this episode, Kristin walks through a practical framework for identifying your ideal client before you build your opportunity list.

Listen in to learn how to narrow down your ideal client from your existing book of business, why focusing on problems instead of dollar amounts is a game changer, and how aligning your personal connections with your firm's strengths can unlock more natural and productive conversations.

Kristin shares:

• Why clarifying your ideal client comes before building your list.
• How to use existing clients as a starting point.
• Why personality and values fit matter as much as financials.
• How natural markets and existing relationships can guide outreach.
• Why focusing on client problems beats chasing a dollar amount.
• How greater clarity makes outreach strategies easier to execute.

Resources:

• (Ep. 5) The Art of Niche Marketing in Financial Advice with Kristen Luke
• (Ep. 49) Where to Start With Business Development
• (Ep. 54) The Next Wave of Growth for Financial Advisors with Hillary Gale Meehan

Connect with Kristin Harad:

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

Are you using AI to get time back or just finding new ways to stay busy?

In this episode, Matt Halloran, Chief Evangelist at Zocks and author of Shut the F Up and Listen, joins the show to explore how AI note-taking tools are giving financial advisors real, measurable time back—and why most advisors don't know what to do with it when they get it.

Listen in to learn the biggest barrier to AI adoption and how reimagining your daily routine can open the door to deeper client relationships, better well-being, and a more sustainable practice.

Matt shares:



• Why financial advisors still face a public perception gap despite the depth of their work.
• How the great wealth transfer is pushing advisors to become whole-family advisors.
• Why advisors fill their freed-up time with busy work and the psychology behind it.
• How to move through the discomfort of change when AI disrupts your equilibrium.
• Why your tech stack determines whether AI is even a good fit for your firm.
• The Trade-Off Law: what you must be willing to give up to get what you truly want.

Resources:

• Shut the F Up and Listen by Matt Halloran
• ​​Slow Productivity: The Lost Art of Accomplishment Without Burnout by Cal Newport
• Deep Work: Rules for Focused Success in a Distracted World by Cal Newport

Connect with Matt Halloran:

• LinkedIn: Matt Halloran
• ​​Zocks.io/mattgpt
• Zocks.io

Connect with Kristin Harad:

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

Is your firm actually growing, or has the busyness of the year been masking a lack of progress toward your real goals?

Summer is more than a slow season. It's a 90-day window to step back, assess where you are, and set yourself up to hit the fall with momentum rather than scrambling to catch up.

In this episode, we walk through five honest check-in questions every advisor and firm leader should ask at the halfway point of the year, plus a practical playbook for using the summer strategically.

Listen in to learn why being busy and growing aren't the same thing, how to audit your time and pipeline before the fall rush begins, and what you can do right now to make sure September feels exciting instead of overwhelming.

Kristin shares:

• Why being busy doesn't mean your firm is growing.
• How to assess if advisors are developing business or just servicing.
• Why your marketing may not connect to business development.
• How to build a real pipeline instead of waiting.
• Why auditing your calendar reveals your highest-value opportunities.
• How to batch-create content and build relationships before fall.

Resources:

• (Ep. 7) Priorities, Productivity & Presence: The Art of Time Management
• (Ep. 22) Missing Out on Revenue: How to Maximize Your Lead-to-Client Conversion
• (Ep. 41) Building Talent Wealth in Your Firm with Kelli Cruz
• (Ep. 46) Why Hosting a Prospect Event Gets Your Team Moving
• (Ep. 49) Where to Start With Business Development
• (Ep. 51) The 3-Tier System for Smarter Referral Partnerships
• (Ep. 53) The Power of Personal Brand
• (Ep. 55) Building a Content System That Keeps Your Business Visible
• (Ep. 57) Loneliness in Leadership: Building Real Connection in a Remote World
• (Ep. 58) Building a Buyer-Centric Sales Process for Financial Advisors with Nancy Bleeke Noël

Connect with Kristin Harad:

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