Lumiant Live

In this episode, we have Xander Hawes as our featured guest, Financial Advisor with Invest Blue. Xander shares how financial advisors can gain valuable insights from both new & existing clients by embracing a streamlined process and stepping into sometimes uncomfortable values centric conversations.

Xander shares two personal client stories with tips & insights such as:

• The need to step out of the comfort zone to achieve better client experiences and improve retention.
• The significance of following a streamlined values process, showcasing how it adds value to both advisors and clients.
• The balance of experience vs just following process.
• The value of prioritizing clients' values and goals in financial planning, resulting in a more personalized and transformational experience for client, regardless of the length of time you've had a relationship with them.

To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io

In this episode, Mark is joined by Brayden Kliendienst, a dynamic and dedicated financial advisor from Invest Blue. 

After recently completing his Professional Year & inheriting a book of clients from a previous advisor, Brayden shares his insights and experiences on how integrating Lumiant  has differentiated his client experience for these clients.  

He shares 3 client success stories all with practical tips for new advisors and/or those inheriting books and wanting to expedite their relationship with clients. 

Key Takeaways from this episode:

• How Brayden used Lumiant to expedite trust & rapport. 
• How Brayden used effective survey prepositioning to overcome resistance, enhance engagement and personalize the experience.
• How Brayden uncovered hidden client values, guiding clients to embrace changes, like guilt-free spending or new investments, empowering them to live their best lives confidently.

To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io  

In this episode of Lumiant Live, Mark sits down with Antony Fernando, Principal Advisor of St. Anthony, a financial services professional with an impressive 24-year tenure in the industry. Antony's journey into financial advising  led him to become one of the early adopters of Lumiant's platform.

During our conversation with Antony and understanding his Lumiant enhanced client experience, we discuss:

1. The power of offering two complementary meetings to understand clients' holistic needs and build trust.
2. The significance of crafting a "Journey To Success Roadmap" is to resonate with clients and provide a meaningful experience.
3. How authentic and genuine client interactions can lead to client satisfaction and referrals.
4. The importance of showcasing Lumiant's client portal to enhance transparency and keep clients engaged throughout their financial journey.

To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io

Mark is joined by Ross Marino, the Founder and Advisor at Transitus Wealth Partners and the Founder and CEO of Advisor 2x.  In their conversation, they discuss the "shift" in financial planning conversations and how to address financial questions without solely focusing on numbers.

In this episode, Ross & Mark cover:

1. Four-Step Process:  How Ross employs a structured four-step approach in financial planning, starting with understanding the client's situation and progressing through exploring their financial history, thoughts, and feelings.
2. Non-Judgmental Listening: How Ross emphasizes creating a judgment-free atmosphere during client interactions to encourage open sharing and establish trust.
3. Reframing Client Perspectives: Ross occasionally helps clients see their financial situations positively by considering long-term consequences and alternatives to their decisions.
4. Mission Statement: Having a mission statement, such as "Help others worry less and focus on what to get right," guides his conversations and decision-making processes.

To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io

Mark is joined by Wayne Titus,  Advisor & Managing Director of Savant Wealth Management

Wayne has been involved in the financial services industry since 1991. He served as the founding partner of AMDG Financial and AMDG Tax & Accounting from 2002 until it joined with Savant in 2021. Since Savant partnered with Lumiant, Wayne has been leading the embedment and coaching of the Lumiant enhanced goals conversation. 

In this episode Mark & Wayne discuss: 

• Aligning advisory processes with tools and depth of discovery.
• The interpretive approach in advising.
• Focusing on delivering an ideal future for clients.
• Distinguishing between efficiency and effectiveness in client relationships.
• Client and advisor responsibilities, emphasizing long-term, knowledge-based relationships.

In this episode, Mark Akeroyd is joined by Lumiant's head of marketing, Ash Lockett.

With over 15 years experience in communications and marketing, Ash has been responsible for developing marketing strategies that have helped global B2B and B2C brands grow in their respective markets, including OPPO, Dell, AMP, Randstad and more. He's also recently completed a Mini MBA in Marketing and is now looking to share his knowledge to help advisors grow in an increasingly competitive market.

In this episode, Ash and Mark discuss:
- Why digital is only a small part of the marketing toolkit you have at your disposal
- The essence of marketing and what you should be looking to achieve
- Three steps to creating a winning marketing strategy
- The four P's of marketing and how you can use them to grow your business

Throughout the episode, Ash refers to several resources. We have included links below:
- The science behind mental and physical availability: How brands grow by Byron Sharp (audio book version recommended)
https://www.audible.com.au/pd/How-Brands-Grow-Audiobook/B00I5OZBEI?action_code=ASSGB149080119000H&share_location=pdp

- The steps to develop a marketing strategy: Three axioms and three questions that summarise all of brand strategy by Mark Ritson in Marketing Week
https://www.marketingweek.com/mark-ritson-brand-strategy-marketing/

- Brand positioning: Mark Ritson on the Power of Apple's Brand Positioning (10 min watch)
https://www.youtube.com/watch?v=1iAEqKH8ebE

- The Four Ps of Marketing: The Four Ps of Marketing and How to Use Them in Your Strategy by Alexandra Twin in Investopedia
https://www.investopedia.com/terms/f/four-ps.asp

- The Van Westendorp Pricing Model: How To Price Your Product: A Guide To The Van Westendorp Pricing Model by Rebecca Sadwick Shaddix in Forbes
https://www.forbes.com/sites/rebeccasadwick/2020/06/22/how-to-price-products/?sh=15fbcea455c7

*Coming Soon* Lumiant's Whitepaper, Marketing Strategy: How to get it right. Find it on www.lumiant.io/insights/categories/whitepapers

To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io

Mark is joined by Alli Jordan, President & COO of LibertyFi.

Alli was recently recognised as one of Investment News' 40 under 40.  In her role at LibertyFi she's responsible for many aspects of the business, from sales to service escalations to ensuring the advisors they work with are able to fully support their end clients. In addition her blogs help growth-oriented RIAs scale their practices as well as being a mentor through the Envestnet Institute On Campus’ Women in Wealth Management program.

In this episode, Alli and Mark discuss:

• A client story close to Alli's heart that demonstrates the impact of focusing on retirement go-go years can have engaging the non-financial spouse in a relationship.
• Alli's observations of the next generation of advisors wanting to become the Quarterback of their client's wellness journey. 
• How advisors should assess their true capability requirements before hiring and ask, what am I hiring for? 
• How advisors can grow leverage for their business through outsourcing things that don't drive revenue and focusing on things that do. 
• The need for advice businesses to invest in tech & tools they've already got rather than the next shiny thing and some great tips to do this! 

To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io

To learn more about how LubirtyFi can help you grow leverage in your firm visit https://libertyfi.com/

Mark is joined by Tom Frisby, Shift Creator at DMW Strategic Consulting.

Tom specializes in Financial Services practice management, consulting, coaching and The Experience Economy instruction, helping numerous Advice Practices, design, implement and live their client experience. 

In this episode, Tom and Mark discuss:

• How Tom helps advice practices find the balance of efficiency in practice management and their client experience
• The need for Advisors to lead the client narrative to shape perception
• How advisors can shift from telling their clients "what to do" to "leading them" to the next place. 
• How advisors can truly answer - "What is it I do? What business am I in?"
• Some of the powerful questions you can use with clients to help guide their transformation to their best life. 
• What customer sacrifice means within experience design and how you can close the gap

To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io

Mark is joined by Michelle Smith, CEO of Source Financial Advisors. 

Michelle has helped thousands of women understand their financial options before, during, and after divorce. She is a passionate advocate for women’s financial literacy and developed an educational program and platform, Wife2CFO™, for women who want to design their financial future post-divorce.

In this episode, Michelle and Mark discuss:

• How Michelle helps newly minted CFO's regain control through economic independence
• How she re-designed her space to help her clients feel and see what's in them.
• How she helps women find identity through re-branding post divorce
• Using play to help set spending priorities and inspire permissible playful thought
• two powerful client stories of how Michelle has brought this passion to life through her clients

To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io

Mark is joined by Dennis Moseley-Williams, Founder of DMW Strategic Consulting and expert in the experience economy. 

Dennis helps organizations understand that customer experience is the predominant economic offering in the world today — as distinct from services as services are from goods. He demonstrates ways in which experiences can be crafted and staged so that they entice, educate, satisfy, and transform.

In this episode, Dennis and Mark discuss:

• The experience economy and what it means for advisors
• The difference between services and experiences
• How the role of a Financial Advisor is to stage a series of sequential experiences to guide clients through transformations
• A shift in focus from "what I've done" for clients to "who I've helped them become".
• Why there is a disconnect between customer satisfaction and client referrals. 
• Practical steps advice businesses can take to implement transformational experiences for their clients. 

To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io