Legacy Leaders

David Wright, Executive Director of Practice Development at M&O Marketing, recruits financial professionals and helps them reach new levels of success with their practice. David prioritizes the needs of everyone he works with and works diligently to ensure that they feel supported in the growth of their business. Using creative marketing, branding, and consultation, he has already proven to be a valuable asset since he joined the team in 2016 achieving exponential growth for the reps he works with.

Listen to this informative Your Life. Your Legacy. episode with David Wright as we take a look at the synergy between financial advisors and estate planning professionals, and how those two can work together to the benefit of both sides if there are similarities in processes or profiles. David and M&O Marketing help connect like-minded advisors and planners with each other, more clients, and more success!

Here is what to expect on this week’s show:

·        What is “total practice development” and how can it help your practice?

·        Framing expectations clearly and upfront when advisors and planners initiate a collaboration leads to a smoother, easier relationship

·        Having the client present for advisor/planner meetings can improve client relations and potentially improve referrals from that client

·        How M&O Marketing helps connect and develop financial advisors and estate planners

·        The true importance of those professionals that have an impact on someone else’s life cannot be understated

Connect with David:

www.mandomarketing.com

LinkedIn: linkedin.com/in/david-wright-wms-485b39a3/

Instagram: instagram.com/teamdavidmomarketing

Facebook: facebook.com/mandomarketing

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A big-picture thinker who practices with precision, sharp insight and a touch of humor, Zakiya J. Norton delivers innovative, top-notch advice in terms everyone can understand. She serves as the Vice Chair for the Board of Directors of the non-profit, Cancer CAREpoint, which provides valuable services free of cost to all cancer patients and their families. Zakiya has also served as special liaison to the California Lawyer's Association Diversity, Equity, and Inclusion Advisory Committee. 

Annie Tyler, Director of Marketing and Business Development, is a noteworthy Bay Area relationship manager with unparalleled expertise in business development and innovative marketing. Annie has a proven track record in the Silicon Valley for combining a warm and engaging presence with an unwavering commitment to ensuring her network only consists of vetted, highly specialized experts in their field ranging from financial planners, attorneys, and real estate professionals.

Somita Basu has a knack for unraveling legal, financial, and mathematical mysteries while paying meticulous attention to detail. Always analytical and objective, her tactical methods allow her to identify the optimal way to achieve any goal. Somita gives back to the community through her role as the Board Chair of the non-profit, Justice At Last. She served as the Vice Chair and Chair for the Solo and Small Firm Section of the California Lawyers Association, was the past editor of The Practitioner (the Section's premier publication) and was on the influential Project 2021 Committee for the CLA to determine the future of the association. Somita is a fluent English and Bengali speaker and knows conversational Hindi.

Listen to this informative Your Life. Your Legacy. episode with Zakiya Norton, Somita Basu, and Annie Tyler as they share what it's like to run a minority women-owned law firm. We talk about post-death trust administration, bust some common myths around handling a trust as a beneficiary and myths about lawyers in general, and hear how these ladies are making the most of their presence online and in person!

Here is what to expect on this week’s show:

·        Knowing the values of the people you work with is incredibly important

·        When handling Trust administration, you need to get an understanding of the personal relationships around the money involved and not just the legal side

·        Increasing your presence online and in the community, offering free educational resources, and getting in front of others can help you reach the largest client base available

·        It always helps to know a good lawyer

Connect with Zakiya, Somita, and Annie:

Website: www.nortonbasu.com

Zakiya Norton’s Contact Info:

Twitter: twitter.com/attorneynorton

Linkedin: linkedin.com/in/zakiyanorton

Annie Tyler’s Contact Info:

Linkedin: linkedin.com/in/annietyler

Somita Basu’s Contact Info:

Twitter: twitter.com/AttorneyBasu

Linkedin: linkedin.com/in/somita-basu-esq-3825824

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Kiah Jordan launched Impact Family Office to focus on the alignment of capital resources with an impact strategy. He implements long-term perspectives on the impact of, not only his clients’ balance sheet, but also their succession plans, wealth transfer plans, and philanthropic engagement. An advocate for socially conscious ventures and entrepreneurship, Kiah has volunteered much of his time to help start-ups and organizations benefiting the California Central Coast community. He is a founding board member of the Sustainable Change Alliance and serves as the Chairperson for the Santa Barbara County Food Action Network, a non-profit focused on food access and inequality. Additionally, Kiah has served on the board of the Santa Barbara Rescue Mission for 11 years, was featured in the 2015 Pacific Coast Business Times 40 Under 40, and is an adjunct professor at Westmont College’s program for social entrepreneurship.

Listen to this informative Your Life. Your Legacy. episode with Kiah Jordan as he walks us through his work as a trustee at Impact Family Office. We talk about managing family wealth as a trustee, the dichotomy of wealth as either a tool or a crutch, and how you can help align that wealth between the values of the client and the beneficiary. Money should be helpful, not hurtful, and it is always important to be intentional about the legacy you leave.

Here is what to expect on this week’s show:

·        As a trustee, it is important to understand the values of your clients and their beneficiaries.

·        Transparency on the matter of inheritance and estate plans can be a complicated issue and should be handled case by case.

·        Incentive provisions can be helpful for avoiding an impact on the beneficiaries’ work ethic and/or drive in life.

·        In terms of philanthropic charity, focusing more on community rather than a cause allows for more flexibility between generations.

·        Ritual and ceremony can be effective tools for building emotional connections around charity.

Connect with Kiah:

Kiah Jordan’s Contact Info:

www.impactfamilyoffice.com

Twitter: twitter.com/kiahmjordan

Linkedin: linkedin.com/in/kiahjordan

Facebook: facebook.com/kiahjordan

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Bill Cates is a high-energy speaker who motivates by sharing proven ideas and strategies that work. Bill has helped over 20,000 small business owners and salespeople build thriving referral-based businesses and has helped large companies increase sales and cut hundreds of thousands of dollars in marketing expenses at the same time.

 Bill is the author of three popular books on referrals: Get More Referrals Now!, Don’t Keep Me a Secret!, and Beyond Referrals: How to Use the Perpetual Revenue System to Turn Referrals into High-Value Clients. Bill is the president of Referral Coach International and the founder of The Referral Coach Academy. Bill’s client-acquisition system has been featured in such publications as Success Magazine, Entrepreneur Magazine, Selling Power, the Huffington Post and The Wall Street Journal.

 Listen to this informative Your Life. Your Legacy. episode with Bill Cates where we talk about client relationships, referability, and relationship marketing. Bill gives us the low down on some of the best ways to leverage your client relationships to find those “right fit” prospects and how taking a more human-centric approach ultimately benefits you and your current and future clients.

 Here is what to expect on this week’s show:

·        Relationship marketing – looking for the warmest path of least resistance for both you and your potential clients can be a very cost-effective method of growing your business or practice

·        Creating client engagement to increase your referability, then leveraging your relationships to get new connections

·        Educating your clients and centers of influence on the work you do, who you serve the best, and how you do it can help you find more “right fit” clients

·        Understanding that you are a guide to your clients, not the main character in their story, is helpful in knowing how to draw in new prospects

Connect with Bill:

Resources Mentioned:

·        Radical Relevance by Bill Cates

·        exponetialgrowthguide.com

Bill Cates’ Contact Info:

Website: referralcoach.com/

Twitter: twitter.com/Bill_Cates

Youtube: youtube.com/user/ReferralCoach

LinkedIn: linkedin.com/in/billcates/

Facebook: facebook.com/ReferralCoach

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Luke Acree, President of ReminderMedia and co-host of the popular Stay Paid Podcast, is a marketing evangelist and an expert team builder. Luke has worked with tens of thousands of independent business professionals over the years, helping them understand how to connect with their client database in ways that generate leads, secure repeat clients, and drive more referrals.

Listen to this informative Your Life. Your Legacy. episode with Luke Acree as Luke takes us through the process of how ReminderMedia can help financial advisors, lawyers, real estate agents, insurance agents, and more to build comfort and familiarity with their entire client database. ReminderMedia empowers entrepreneurs to live a life of freedom!

 Here is what to expect on this week’s show:

·        Marketing is the greatest tool in your toolbox. If no one knows who you are, you can’t help anyone

·        Consistency and frequency are the key to marketing successfully, and building comfort and familiarity with potential clients

·        ReminderMedia will help you create a “touchpoint plan”, allowing you to maintain strong relationships with clients without seeming overbearing

·        Marketing is still just a tool, having the leadership and team skills to use it properly is another thing

·        ReminderMedia’s Thought Leadership can help you become a better leader and team builder.

Connect with Luke:

Stay Paid Podcast: remindermedia.com/podcast

Luke Acree’s Contact Info:

Website: remindermedia.com

Instagram: instagram.com/lukeacree/

LinkedIn: linkedin.com/in/lukeacree/

Facebook: facebook.com/lukeacreeRM

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Allison has been with the KKC law firm for more than eight years and is an associate in the Vernon office, where she practices in the Probate, Estate Planning, and Real Estate departments. Allison grew up with an attorney father, who inspired her to follow in his footsteps of helping others. The most rewarding part of her job is assisting clients to ensure that their property and healthcare wishes are honored and that their loved ones are provided for. Allison is a member of the Tolland County Bar Association, the Connecticut Bar Association, and the Estate and Business Planning Council of Hartford. She is a graduate of St. Lawrence University and Western New England University School of Law.

Listen to this informative Your Life. Your Legacy. episode with Allison Poirier as she tells us about her law firm KKC Law, how their YouTube channel has helped grow their community outreach and their client base, and Allison’s own experience as an estate lawyer. Working with people through some of their hardest times can be challenging, but also rewarding!

 Here is what to expect on this week’s show:

·        KKC’s YouTube channel has allowed them to reach more people with education and information

·        Estate planning is a very personal affair, and helping a client be comfortable with you is important

·        How COVID helped made our firm more efficient

·        To keep up with the times, you have to be able to adapt to new challenges

Connect with Allison:

Allison Poirier’s Contact Info:

Website: www.kkc-law.com

Youtube: youtube.com/channel/UCexiVGTdiCfVMbCMVj40Spw

LinkedIn: linkedin.com/in/allison-poirier-77195849/

Facebook: facebook.com/Kahankerenskycapossela

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Host and creator of leading financial advisor podcast, Be Advised, National Speaker and a NASDAQ contributor, Brad enjoys amplifying industry innovations and expertise. Over the past 5 years, Brad has significantly contributed to the success of White Glove -joining White Glove in its infancy which allowed the company to service more than 10,000 financial professionals and educate more than 800,000 potential clients.

Listen to this informative Your Life. Your Legacy. episode with Brad Swineheart as we talk about White Glove, a service for helping introduce financial advisors, estate planners, and lawyers to potential prospects, how they have managed to pivot with the pandemic and continue to grow, and how they can help you. White Glove is an investment you almost can’t afford not to use!

 Here is what to expect on this week’s show:

·      Brad shares his experience as a financial advisor

·      How White Glove works, especially post-pandemic

·      Expanding the topics they cover has gained White Glove much greater success

·      Using webinars or seminars as one part of your practice is a great boost to your ROI

·      Learning to adapt to the changes we currently face is essential to your success

Connect with Brad:

Brad Swineheart’s Contact Info:

https://www.whiteglove.com/

Twitter: https://twitter.com/bswineheart?lang=en

Instagram: https://www.instagram.com/bws20/

LinkedIn: https://www.linkedin.com/in/bradswineheart/

Facebook: https://www.facebook.com/WhiteGloveWorkshops

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Dr. Maribeth Kuzmeski is the President of Red Zone Marketing, an award-winning marketing consulting firm with clients throughout the financial services industry. Red Zone Marketing's primary focus is designing innovative marketing and business growth initiatives. Maribeth has written 9 books on marketing, is a professor at Oklahoma State University teaching marketing and Personal Branding: Name Image & Likeness for student-athletes, and started the Brand Squad to assist student-athletes. She has a bachelor’s degree from the Newhouse School of Public Communications at Syracuse University, an MBA from George Washington University, and a Ph.D. in Business Administration from Oklahoma State University.

Listen to this informative Your Life. Your Legacy. episode with Dr. Maribeth Kuzmeski as we discuss her marketing firm, Red Zone Marketing, her specific approach to marketing, and her time at Oklahoma State University. Dr. Maribeth gives us some great tips for financial advisors and shares her wisdom on how things operate now in this post-pandemic world.

 Here is what to expect on this week’s show:

·        How does Red Zone Marketing stand out among other firms?

·        Utilizing logical approaches to marketing can help you find clients more efficiently

·        Being focused on improving your referability will lead to more business success

·        The ways that the pandemic has forced business to change

·        It is important to find the right financial advisor

Links Mentioned:

·        The Engaging Child by Maribeth Kuzmeski

·        The Connectors by Maribeth Kuzmeski

Dr. Maribeth Kuzmeski Contact Info:

Website: redzonemarketing.com

Twitter: twitter.com/MBKuzmeski

Instagram: instagram.com/mbkuz_brandsquad

LinkedIn: linkedin.com/in/maribethkuzmeski

YouTube: youtube.com/user/redzonemarketing

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Tom Hegna CLU, ChFC, CASL, is an author, speaker, and economist. He has been an incredibly popular industry speaker for many years and is considered by many to be THE Retirement Income Expert! As a former Senior Executive Officer at New York Life, retired Lieutenant Colonel, and economist, Tom has delivered over 5,000 seminars, helping Baby Boomers and seniors retire the “optimal” way. He has condensed a large chunk of his considerable knowledge into five of his books:

 (1) Paychecks and Playchecks: Retirement Solutions for Life, which is in the top 1% of any book ever sold

(2) Retirement Income Masters: Secrets of the Pros that compiles the very best practices from the top retirement experts in the country. 

(3) Paycheques and Playcheques, Retirement Solutions for Canadians, and most recently

(4) Don’t Worry, Retire Happy! Seven Steps to Retirement Security, which is based on his popular Public Television Special that has played in over 80 million homes in the US and Canada 

(5) Don’t Worry, Retire Happy! Seven Steps to Retirement Security for Canadians.

Tom specializes in creating simple and powerful retirement solutions based on math and science – not opinions. He has the unique ability to pump up a crowd, make people laugh, and solve complex financial problems using easy-to-understand words, ideas and stories. He is available to speak to businesses, government organizations, professional associations, financial professionals, and their clients all across the globe.

Listen to this informative Your Life. Your Legacy. episode with Tom Hegna as he shares his proven system for improving your retirement plan, telling you exactly what you need to do to get the most for your time and money. Tom’s cutting edge

Here is what to expect on this week’s show:

-The most important part of any retirement plan is covering your basic needs

-Forgetting to cover long term care can wipe out your entire life’s work

-Tom’s 4 steps to an optimal retirement

-Using life insurance as an inheritance leaves more money for you and guaranteed, tax-free payouts for your beneficiaries

-Use lifetime income annuities from insurance companies to supplement other sources of income such as social security or pensions

-The importance of keeping purpose in your life in retirement

Links Mentioned:

- Paychecks and Playchecks: Retirement Solutions For Life

- Use code for 15% off your purchase on Don't Worry, Retire Happy! Seven Steps To Retirement Security

Use code 15OFF for 15% off your purchase on Tomhegna.com

Tom Hegna’s Contact Info:

Website: Tomhegna.com

Twitter: twitter.com/tomhegnaspeaks

Instagram: instagram.com/tomhegna

Facebook: facebook.com/TomHegnaSpeaks

LinkedIn: linkedin.com/in/tomhegna

Youtube: youtube.com/user/thegna5

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Before starting his own law firm, Andrew Ayers worked for law firms in New York City, representing people and businesses in lawsuits in court. Other clients needed help with legal issues for themselves or their businesses that didn’t involve a lawsuit. Some of his favorite clients were young families and small business owners and working with them inspired him to start his own law firm in 2011. One of Andrew’s biggest goals is to demystify the idea of trust funds and estate plans, so that more people may leave a lasting legacy for their families.

Listen to this informative Your Life. Your Legacy. episode with Andrew Ayers about Andrew’s journey through the world of litigation and family law and his interest in the aftermath of the family side of these cases. A lasting legacy can be difficult to set up even in the best cases, but the right help and proper care and intent make all the difference.

Here is what to expect on this week’s show:

●    Emotional attachment for business owners can cloud their judgement on important decisions

●    Getting to know the family of a client often times will help create a better understanding of the best course of action for the future

●    It is important to vitalize your brain, and reading is a fantastic way to do so

●    Andrew shares his top suggestion for related reading material

●    Getting a proper legacy plan with a knowledgeable attorney is always better than some other fast, cheap option

Connect with Andrew:

Links Mentioned:

·        Overdeliver by Brian Kurtz

·        The 5 AM Club

·        Storyworthy

·        Let Love Rule

·        Love Warrior

·        To Hold Up The Sky

Andrew Ayers Contact Info:

Website: Andrewmayers.com

Twitter: twitter.com/ayerslaw

Instagram: instagram.com/ayerslaw

Facebook: facebook.com/ayerslaw

LinkedIn: linkedin.com/in/ayerslaw

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