The Influential Advisor Podcast

In this episode, I welcome Joe and Marissa LoPresti, the father-daughter co-authors of "Exit by Design: Integrating Elite Wealth Management and Proactive Business Exits to Secure your Freedom".

Their book introduces an integrated approach to wealth management and business exit planning, aimed at securing financial freedom for business owners. They explore the concept of the 'freedom point' and the role of virtual family offices, providing insights into achieving a strategic and fulfilling exit from business.

Joe and Marissa LoPresti's Background

• Career Paths: Joe started his career on Wall Street, then moved on to create his own wealth management firm, Arlington Wealth Management. Inspired by her dad's entrepreneurial drive, Marissa was drawn to finance and eventually teamed up with Joe in their family business.
• Book Inspiration: Joe and Marissa noticed a lack of resources combining business exit strategies with wealth management. They decided to write a guide to help business owners strategically plan for every phase of ownership.

Key Concepts from "Exit by Design"

• Integrating Business Exit and Wealth Management: The book highlights the importance of combining business exit strategies with wealth management. 
• Strategic Collaborations: The importance of synergy among different advisors, including CPAs and financial advisors, is discussed, showcasing how such collaborations can lead to more holistic and effective client service.
• The "Freedom Point": This key idea in the book refers to the moment when a business owner has enough wealth to live their ideal life. It stresses the need for early planning to reach this point before selling the business.
• Virtual Family Office: Joe and Marissa present the idea of a virtual family office, which is a team of experts in different fields working together to address the specific needs of business owners, acting like a personal CFO.

The Future of Business Exit Planning

• Advancing the Industry: Joe and Marissa envision a future where integrated planning becomes the standard, with a focus on pre-sale preparation and strategic tax planning to enhance business value and secure owners' financial freedom.
• Educational Outreach: Through "Exit by Design," they aim to educate business owners and advisors alike on the benefits of early and comprehensive exit planning, setting a new benchmark for success in the industry.

About our Guests: 

• Joe LoPresti is the President and CEO of Arlington Wealth Management.
• Marissa LoPresti is the Business Development Manager and Associate Advisor at Arlington Wealth Management.

You can learn more about their work at:
https://www.exitbydesignbook.com/
https://www.linkedin.com/in/joeloprestiria/
https://www.linkedin.com/in/marissaalopresti/
https://arlington-wealth.com/business-owners_/


About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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In this episode, I welcome back Anton Anderson, CEO of Elite Resource Team, as my second repeat guest. He will share his unique approach to forming strategic partnerships with CPAs.

We explore the transformative power of collaboration in wealth management, highlighting Anton's transition from traditional financial advisory to founding the Elite Resource Team (ERT). As his company approaches its 10-year anniversary this April, we spotlight its role in fostering partnerships between advisors and CPAs for comprehensive client service. 

Moreover, we discuss the impact of COVID-19 on virtual collaboration and offer a sneak peek at the upcoming Elite Growth Academy event. Anton also announces his forthcoming book on the subject.

Listen the first episode with Anton HERE

Anton's Background

• Early career at Smith Barney, transitioned to a smaller firm in San Diego focusing on comprehensive, holistic planning.
• Founded Elite Resource Team (ERT) in 2014 after a significant career moment involving a client's CPA.

The Evolution of ERT

• ERT's mission: Facilitate collaboration between wealth managers, insurance agents, CPAs, and attorneys to serve business owners and high-net-worth clients more effectively.
• Anton's shift from traditional practice to working exclusively with CPAs.
• The realization of the importance and impact of CPA partnerships in wealth management.

Growth, Evolution and the Future of ERT

• Early challenges and the grind of establishing a new business model.
• Significant growth from 2017 onwards, driven by effective marketing and clear targeting.
• Transition towards building a sustainable, system-driven business beyond just Anton and the initial team.
• ERT's 10-year anniversary event in San Diego, open to both clients and non-clients.
• Anton's vision for ERT and the industry: fostering deeper, more collaborative relationships for better client service.

The Impact of COVID-19

• COVID-19 as a catalyst for the widespread acceptance of virtual collaboration.
• The pandemic accelerated the adoption of ERT's model by breaking down geographical barriers between advisors and CPAs.

Anton's Upcoming Book

• The decision to write a book as a means to share the ERT model and philosophy more broadly.
• The book as a tool for advisors to establish credibility and foster relationships with CPAs.

About our Guest: Anton Anderson is the CEO of Elite Resource Team.

You can learn more about his work at:
https://elitert.com/
https://www.linkedin.com/in/antonjanderson/
https://www.antonjanderson.com/

About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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Wealth Unleashed is an essential guide for business owners, wealthy families, and their advisors seeking to navigate the complexities of wealth and taxation with confidence and strategic prowess. Written by seasoned financial expert James A. Lavorgna, this book offers up-to-date insights into the virtual family office (VFO), an innovative model designed to maximize tax benefits and streamline wealth management.

Lavorgna's 45-year journey in financial services culminates in this groundbreaking book that promises to transform your approach to wealth management. With a unique blend of real-life stories and actionable strategies, Wealth Unleashed delivers a powerful message: you can protect, grow, and transfer your wealth more efficiently than ever before.

Key Takeaways:

- Learn about the transformative power of the VFO and how it revolutionizes wealth management for business owners.
- Explore the flaws in traditional business planning and uncover strategies that go beyond just saving taxes.
- Dive deep into advanced investment strategies and risk management to safeguard and grow your wealth.
- Craft a meaningful legacy with expert-guided succession planning and ensure the continuity of your life's work.

Whether you are a business magnate or an up-and-coming entrepreneur, Wealth Unleashed is your guide to financial empowerment. Harness the full potential of your hard-earned assets, navigate taxes strategically, and lay a foundation for multigenerational success.

About the Author:

James A. Lavorgna, J.D., LLM, CFP, TMBCP, brings a lifetime of financial strategy expertise to the table. As a leading authority in global estate planning and asset protection, Jim empowers entrepreneurs and families to harness novel approaches to wealth planning. His credentials and articles span international forums, making him a trusted source for business and financial advice.

Join the ranks of business owners and advisors who have turned the tide of their financial future. Embrace the change, relish the simplicity, and secure your legacy. Unleash the power of your wealth with Wealth Unleashed.

Get Your Copy on Amazon, Audible (coming soon) , or the author's website

Published by MCMF Publishing 2024

All Rights Reserved

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In this episode, I have the pleasure of hosting Tina Pittman, the author of "Unlock Your Business Potential: Achieving Financial Success with Cash Flow Management."  Tina will share valuable insights and transformative strategies from her book. Together, we'll explore the vital importance of managing cash flow for business success.

Beyond being a guest, Tina is also a valued client. Her journey to writing this book was influenced by her deep involvement in ongoing learning and her wish to share her broad expertise in a clear, accessible way. Her book reflects her deep understanding, offering actionable advice for business owners to improve their financial outcomes through better cash flow management.

Essential Cash Flow Management

• Traditional cash flow management can present obstacles in identifying the most effective strategies and tools.
• Business owners may find themselves without clear guidance on maintaining organized financial records, which is crucial for visibility and control over cash flow.
• The process of improving cash flow management through conventional methods can be slow and may not always lead to cohesive or comprehensive financial strategies.
• The approach outlined in the book offers a more integrated and strategic framework for enhancing cash flow management, ensuring all financial activities are well-coordinated.

Insights Gained from Authoring the Book

• Writing this book gave Tina a chance to refine her ideas and services, focusing on the most effective ways to help business owners achieve their objectives.
• She encourages entrepreneurs to shift their perspective: to stop merely working in their business and start strategically working on it, using their expertise for broader impact and planning ahead for success.

Proactive Tax Planning

• Tina delves into the importance of forward-thinking tax planning, discussing strategies like tax forecasting and advanced tax-saving techniques. 
• An illustrative case study in the book shows how smart investments, such as in business finance insurance, can lead to significant tax benefits, offering a new angle on effective tax management.

Planning for Business Exit

• The book touches on the vital topic of preparing for a business exit, underlining the need to appraise and boost a business's value well before deciding to sell. 
• Tina emphasizes minimizing the business's reliance on its owner to ensure it remains operational and appealing to prospective buyers.

The Advantages of Virtual Services

• Tina is a strong advocate for embracing virtual services, which allow business owners to tap into specialized expertise without geographical limitations. 
• This approach is particularly relevant in today's business environment, where virtual collaboration can result in more personalized and impactful advisory services.

About Our Guest:
LinkedIn: https://www.linkedin.com/in/tinapittman/
Website: https://pittman-cpa.com/
Email: [email protected]

About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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In this episode, I have the pleasure of hosting Jim Lavorgna, the author of "Wealth Unleashed: Navigating Wealth and Taxation for Business Owners, Wealthy Families, and their Advisors." Our discussion is set to be insightful as we dive into Jim's unique insights and the innovative strategies outlined in his book.

Jim is  also a valued client. He'll lead us through the complex world of wealth management and taxation. His book serves as a guide for business owners, affluent families, and their advisors, simplifying the intricacies of financial strategies. We'll explore how Jim's clear solutions enable individuals to confidently manage the often perplexing aspects of wealth and taxes.


Challenges with the referral model

- The referral model can create challenges in finding the right professionals to work with.

- The client may not have control over the recommended professionals and their expertise.

- Building a team of specialists through referrals can be time-consuming and may not result in an effective and coordinated approach.

- The virtual family office model offers a team-based approach where professionals work together to provide holistic and coordinated services.

Benefits of a virtual family office

- A virtual family office is a collection of professionals who specialize in different areas and work together to provide comprehensive services.

- The team-based model allows for better coordination and communication between professionals, ensuring that the client's goals are met.

- The approach is more efficient and cost-effective compared to traditional referral models.

- The client remains in control and can pick and choose which recommendations to implement.

Importance of proactive planning

- The book emphasizes the importance of proactive planning and being future-oriented.

- Compliance-driven professionals focus on past tax returns, while the virtual family office takes a more proactive approach to help clients save money and maximize their wealth.

- CPAs and tax professionals should read the book to stay informed and provide clients with holistic solutions and proactive advice.

Examples of practical applications in the book

- The book provides practical examples of how the virtual family office approach can benefit clients.

- Examples include increasing cash flow for college expenses, utilizing tax deductions for real estate transactions, and setting up trust structures to mitigate taxes.

- The book is packed with big ideas but can be read in just over an hour.

About Our Guest:
LinkedIn: https://www.linkedin.com/in/jameslavorgna/
Website: https://spencervfo.com/
Email: [email protected]

Additional Resources Mentioned In This Episode:
Elite Resource Team

About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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In this episode, I have the pleasure of hosting Matt Halloran, co-founder of Proud Mouth, a trailblazing company redefining the marketing landscape for financial advisors through the strategic use of podcasting. Join us as we delve into how Matt's innovative approach is revolutionizing the way financial advisors build influence and authority in their field.

Throughout our conversation, Matt offers a wealth of insights, from the nuances of influence in marketing to the unique advantages of podcasting as a tool for financial advisors. His expertise is invaluable for those in the financial sector looking to elevate their presence and connect more effectively with their clients through the power of podcasting and influence marketing.

Unlocking the Power of Influence in Marketing

• Matt  delves into why influence is pivotal for financial service professionals.
• A shift from traditional selling to inspiring client decisions is discussed.
• Insights from Dr. Daniel Crosby on influence as a key tool for advisors.
• The vital role of trust and fan creation in marketing.

Matt Halloran's Personal and Professional Odyssey

• Matt's journey: From a passion for radio and theater to his experiences in the U.S. Navy.
• Lessons in listening and patience from his time at a hospital system and Boys Town.
• Gaining insights on sales and mindset from Ron Carson, a top producer at LPL.
• The evolution of Matt's career leading to the founding of Proud Mouth.

Gleaning Wisdom from Working with Ron Carson

• Reflections on Ron Carson's success and his approach to sales and speaking.
• The impact of a strong vision, mission, and core values.
• The "who, not how" philosophy and its influence on business growth.

Podcasting as a Keystone for Influence

• Exploring why podcasting resonates with financial advisors.
• The advantages of podcasting: intimacy, accessibility, and thought leadership.
• The synergy between podcasting and micro content in expanding reach.

Navigating Compliance in the Podcasting Landscape

• Addressing compliance challenges specific to financial advisors in podcasting.
• Success stories within a compliance-focused framework.
• Matt Halloran's expertise in ensuring content adheres to regulations.

Enhancing Podcast Impact: Techniques and Tips

• Comparing solo episodes to guest interviews: strategies for engaging content.
• The ROI of podcasting for financial advisors: content creation, client communication, and relationship building.
• Effective podcast hosting techniques for building influential networks and brand growth.

About Our Guest:
LinkedIn: https://www.linkedin.com/in/matthalloranpm/
Website: https://proudmouth.com/

About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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In this episode, my guest is Sean Rogers, President and Founder of Digital Financial Officers, a company revolutionizing small business accounting and finance through AI and technology. Discover how Sean's innovative platform is transforming the way CPAs and financial advisors serve their clients.

The insights he shares during this episode will be valuable for CPAs and financial advisors looking to enhance their service offerings through AI and technology.


Sean's Background and Journey
- Sean shares a bit about his early career in the wealth management and family office space.
- As a personal CFO, Sean managed the day-to-day finances of ultra-high-net-worth individuals, providing them with transparency through financial reporting.
- His passion for helping small business owners navigate their financials and operations deepened during the COVID-19 pandemic when he assisted businesses in securing funding and realized the need for cost-effective CFO and accounting support.


Advantages of Working with Digital Financial Officers
- Sean talks about the benefits and advantages of working with his company compared to traditional bookkeeping firms or accountants.
- Sean explains that Digital Financial Officers leverages AI and machine learning platforms to automate bookkeeping processes, reducing the need for manual data entry and streamlining the coding and posting of transactions.
- Additionally, Digital Financial Officers integrates other key metrics, such as marketing KPIs, into the financial dashboards, allowing business owners to have a comprehensive view of their business performance.


Elevating Services and Adding Value
- Sean agrees and emphasizes that embracing technology and AI allows business owners and their teams to free up time from repetitive tasks and focus on higher-value activities.
- He suggests that CPAs and financial advisors, who are growth-oriented, can use technology to elevate their service offerings and provide more value to their clients.


Building a Partnership with CPAs and Financial Advisors
- Sean shares Digital Financial Officers' vision to partner with CPAs and financial advisors to integrate their technology and processes into their practices.
- Sean highlights the cost-effectiveness and efficiency of their AI-powered platform, which can help CPAs and financial advisors scale their practices and deliver high-level CFO and accounting support.

The Future of AI and Its Impact on the Accounting Industry
- Sean and I discuss the future of AI and its impact on the accounting industry. We agree that AI will revolutionize the way businesses operate, and those who don't embrace it will be left behind. 
-Sean encourages CPAs who are on the fence about adopting AI to reach out and give it a try. Speaker 2 offers a trial period for CPAs to experience the benefits of AI in their practice and see how it adds value to their clients and helps grow their firm.

About Our Guest:
LinkedIn: https://www.linkedin.com/in/srogers2626/
Website: www.digitalfinancialofficers.com

About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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In this episode, I'm excited to welcome leadership expert Ray Kelly to the show. As a leadership coach and a pivotal figure in the financial advisory world, Ray has dedicated his career to empowering financial advisors and executives with unparalleled leadership skills. His unique approach has transformed countless careers and companies, making him an authority in fostering leadership cultures within organizations.

Ray is not only adept at nurturing individual talent but also excels in creating an environment where leadership thrives collectively. As a founding member of the Financial Advisor Success Syndicate (FASS), he has a wealth of experience in guiding professionals to achieve extraordinary success through visionary leadership.


The Importance of Leadership Skills for Financial Advisors
- Ray emphasizes the importance of honing leadership skills for financial advisors who want to grow their practices.
- By becoming better leaders, financial advisors can develop the next generation of leaders within their organizations, allowing them to take on more responsibility and grow their skill sets.
- Leadership skills help advisors mobilize a group of people around a common cause and drive consistent results.
- Ray shares the five levels of leadership, developed by John Maxwell, which discuss the attributes and competencies necessary for effective leadership.

Case Study: Jon Kuttin
- Jon had a big vision for growing his firm but was feeling stuck and frustrated.
- Ray helped Jon realize that he needed to develop leaders within his organization to achieve his vision.
- By implementing a level five leadership development program, Jon has been able to consistently drive results and grow his firm.

Leadership and Vision for Financial Advisors
- Ray and I delve into the crucial aspects of leadership and vision for financial advisors.
- Ray recounts his journey from being a solo contributor to becoming a leader, highlighting the pivotal challenges in shaping a clear vision for his team.
- They discuss the indispensable need for financial advisors to establish a guiding vision, mission, and set of values, which are essential in decision-making and providing direction to their teams.
-Ray puts a spotlight on the evolving nature of the financial services industry, emphasizing the shift towards high-touch, relationship-based services and the significance of client segmentation.


The Financial Advisor Success Syndicate
- Ray details the collaborative effort behind FASS, founded by seven experts each with distinct specializations, aiming to foster a space for sharing growth strategies and ideas among financial advisors.
- He points out that participating in FASS is a crucial 10% activity in adult learning, underscoring the importance of not just learning but also implementing these insights into practice.
- Ray shares three pivotal questions that drive effective learning and action: "How can I use this?", "Why must I use it?", and "When will I use it?", encouraging listeners to adopt a proactive approach to their professional development and growth.

About Our Guest:
LinkedIn: https://www.linkedin.com/in/ray-kelly-2978114/
Website: https://www.think2perform.com/

About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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In this episode, I'm thrilled to welcome podcasting industry expert Mike Langford. As the CEO of a top podcast production company and the host of multiple successful shows, Mike has extensive knowledge of using podcasting to boost your brand.

Mike is an expert in leveraging podcasting as a powerful marketing tool. He knows how to use it to build authority, expand your audience, and create meaningful relationships with important clients and influencers.
 
 Mike's Journey into Podcasting
- Mike recounts his initial venture into podcasting, aimed at connecting with clients and prospects more effectively.
 - He shares how his successful podcast led to the founding of Finserv Marketing, assisting financial professionals in producing and marketing their podcasts.
 - Mike emphasizes podcasting's advantages for financial advisors, highlighting its ability to engage and reach the target audience effectively.
 
 Podcasting's Impact on Financial Practices
- Paul and Mike discuss podcasting's role in enhancing financial advisors' practices, comparing it to traditional marketing approaches.
- They underline the significance of building a personal audience through podcasting, illustrated by a political candidate's success story.
- Mike points out podcasting's potential for financial advisors to gain similar recognition and growth.

Mike's Journey from Podcasting Enthusiast to Digital Strategy Expert
 - Mike reflects on his initial foray into digital media with podcasting, inspired by the advent of the Apple iPod and the desire to connect more personally with his audience.
 - Mike discusses his early adoption of LinkedIn and his venture into developing threaded conversations on Twitter through Tweetworks, a significant innovation at the time.

Financial Advisors' Role and Content Creation
- Mike highlights the essential role of financial advisors in guiding Americans through financial management.
- He notes the general lack of financial management knowledge and expertise among the populace.
- Encouraging content creation via podcasting, Mike stresses its value in educating and reaching financial advisors' target audience.

 Marketing Essentials in Financial Advisory
- In this introduction, Paul and Mike discuss the critical nature of marketing within the financial advisory realm.
- Mike introduces fundamental concepts like "buy low, sell high," linking them to the average American's investment knowledge gap.


 Embracing Podcasting as a Marketing Medium
- Paul and Mike delve into the effectiveness of podcasting as a contemporary marketing tool.
- They note the medium's rising popularity, with a significant American audience tuning into podcasts regularly.
- Podcasts are presented as a means for financial advisors to demonstrate expertise and establish trust with their audience.
- He underlines the importance of consistency in podcasting and its role in maintaining audience engagement.


About Our Guest:
LinkedIn: https://www.linkedin.com/in/mikelangford2/
Website: https://www.finservmarketing.com/

About Your Host:  Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

Support the show

From Author to Authority is a groundbreaking book that empowers financial authors to leverage the full potential of LinkedIn to amplify their visibility, establish themselves as industry thought leaders, and attract high-value clients.

Authored by Paul G. McManus, a renowned LinkedIn marketing expert with a proven track record of helping financial professionals generate millions of dollars in fees and commissions, this book provides a comprehensive roadmap for financial authors to harness the immense power of LinkedIn.

Praise For From Author To Authority

“As an experienced financial advisor that has grown multiple 7-figure businesses through digital marketing, I thought I had a good grasp on the power of LinkedIn. However, "From Author to Authority" opened my eyes to an entirely new level of possibilities! Paul McManus' deep understanding of both the financial industry and the intricacies of LinkedIn's platform shines through every page. It is for this reason that I am sharing my enthusiastic endorsement of this book. I believe it is an absolute game-changer for financial professionals looking to leverage their status as an author and be seen as a true authority!”

Anton J. Anderson, CEO, Elite Resource Team

***

“There was a time when the only people generating revenue from LinkedIn were the people selling us their system on how to make money with LinkedIn. Boy has that changed. In his book, From Author to Authority, McManus gives us one example after another of how financial advisors are seeing a clear ROI from their use of LinkedIn. His example in Chapter 8, Strengthening Your Impact, is a perfect example. I have learned from and benefited from Paul’s coaching on LinkedIn. Now you can too!”

 Bill Cates, CSP, CPAE, Author of Beyond Referrals & Radical Relevance and Founder of The Cates Academy for Relationship Marketing

***

"As a Certified Financial Planner, best-selling author, and business coach who has navigated the journey from author to authority, I wholeheartedly recommend Paul McManus' 'From Author to Authority.' This book is pivotal for financial professionals aiming to attract premium clients on LinkedIn. It isn't merely a tool, but also a step-by-step guide to revolutionizing your career, expanding your reach, and enhancing your influence.”

Robyn Crane, CFP®, Best-selling Author and Business Coach for Financial Professionals

***

“In ‘From Author to Authority,’ Paul G McManus offers a compelling roadmap for financial authors to amplify their influence and attract premium clients. As a fellow professional in the field, I can attest to the relevance and effectiveness of his strategies. McManus's adept handling of the subject matter and his clear, concise writing style make this book a standout resource for financial authors.”

Tony Maree Torrey, Author of Your Million Dollar Accelerator: Six Proven Strategies to Grow a 7-Figure Financial Practice.

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"Paul does it again with his book ‘From Author to Authority.’ He delivers an inspiring, practical, and fast-based manual, this time to help financial professionals amplify their brand and expertise. I was drawn to the specific strategies Paul shares about creating client avatars and using LinkedIn groups to garner wider impressions. Paul is your go-to resource to elevate your brand, and this book provides a concise look at how to proceed.” 

Liz Briggson, Co-Owner of Encoursa: Education and Partnerships for Accounting CPE

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