The Wealth@Work Show

“Honey, you’re never going to believe what I did today.” That is what Rita Robbins, founder and President of Affiliated Advisors, a super OSJ with 45 branches, said to her husband in 2015. That day, Rita had bought a lavender farm in Michigan, because “who wouldn’t want to own a lavender farm?” Rita wanted to help the small businesses in the resort community where the 33-acre farm is located, so she turned the farm into an economic development engine for those area businesses. Today, that farm supports three dozen local small businesses! Join Ross as he chats with Rita about how the purpose of her farm directly relates to how and why she became the first woman to create a super OSJ in 1994. Hear Rita’s perspective on what the biggest differences are in the industry today, but also what aspects are the same. What is Rita wrestling with right now about her firm’s future, and what changes has she made recently that have been very successful? How has the pandemic influenced changes in technology at Rita’s firm? Why did Rita intentionally build a women-led firm, and how has that benefitted firm growth? Have a listen to this episode to hear insights from a successful industry veteran!

Resources:

• Affiliated Advisors
• Lavender Hill Farm

Jennifer Pearson, Vice President of Clearview Advisory, joins Ross to discuss what is happening at Clearview Advisory. How did the firm pivot to adjust to COVID-required virtual presentations and client meetings? (it was not seamless!) How much virtual business does Jennifer think is going to “stick” after the pandemic is over? Learn about the formal process Clearview team members use to set firm level quarterly goals, how they overcame initial resistance to the process and why three years into using the process the entire team loves and embraces it. Jennifer is also passionate about another process her firm uses for marketing. Why does she love Don Miller’s Storybrand marketing and branding process? Jennifer describes herself as an “integrator”. How do integrators and visionaries work together to create high performing teams, and what is the one thing all visionaries must do to keep all their ideas organized and prioritized? Do not miss this episode, it is absolutely packed with actionable ideas!

Resources:

• Clearview Advisory
• Book: Traction by Gino Wickman
• Storybrand

Our industry coined the term “trusted advisor.” How can advisors understand the difference between personal and professional trust, and how the brain processes trust, to relate better to clients and prospects and overcome skepticism? Is having a trusted title like “fiduciary” or a transparent service model like “fee-only” enough to overcome self-preservation instincts in prospects? How can advisors take advantage of the brain’s tendency to prefer choosing between two options rather than being told what to do? Why is giving facts and reasons the wrong thing to do when trying to convince a client or prospect to take an action? How has the pandemic created more transactional communications and what are the best advisors doing to counteract those effects? Join Ross as he chats with Jeff Bloomfield, author and founder of two consulting companies that train and develop sales professionals, Apex Training & Development and Brain Trust.

Resources

• Company: Briantrust
• Books: NeuroSelling & Story Based Selling
• Speaking: Ro Morrison & Associates

2020 required a lot from all of us, but most of all resilience. Resilience is nothing new to Jay Coulter, host of The Resilient Advisor Podcast, author of The Resilient Advisory Business: Business Systems For Optimization & Growth and Conquer Worry, and founder of The Resilient Advisor Coaching. How did Jay’s background in mental health help him build a foundation for his businesses? What daily habits can advisors do to build resilience, and what is the number one habit that will make the biggest impact? Everyone gets stuck sometimes and falls out of personal wellness routines (like working out). What is the key to ensuring you can get over the daily physical and mental hurdles that get in your way? When it comes to sales, Jay is an expert on how to successfully use centers of influence to build your business. What is the “referral matrix”? To wrap up this information-packed episode, Ross Marino asks Jay the three questions he asks all guests: what is one thing you always thought was true that you later decided is not true? What is one thing you wish you were better at? And finally, if you could wave a magic wand, what change would you make?

Resources:

• The Resilient Advisor - Coaching
• The Resilient Advisor - Podcast
• The Resilient Advisory Business - Book
• Pinger System

Robo-advisors have been red hot for the past several years. What does that mean for the future of the financial advisor? Jess Liberi, Head of Product at eMoney Advisor discusses how the pandemic has changed client expectations, what type of advice they are seeking, and how those changes integrate into the discussion of holistic financial wellness. How does Gen X and Gen Y look at retirement differently, and what do they expect from a relationship with an advisor? Millennials make up the largest percentage of the workforce. How do they differ from Gen X and Y? Why has eMoney made the decision to focus on the employer sponsored plan marketplace? How does holistic wellness encompass physical and mental health, and how can advisors feel comfortable with those conversations? Learn more about the launch of Incentive, eMoney’s exciting new financial planning and wellness mobile app.

Resources

• eMoney

Tyrone Ross, CEO of Onramp Invest, was recently named as one of the 20 people who will change wealth management by FinancialPlanning.com. What is the first thing Tyrone wants to change about our industry? How can advisors improve our industry within the constraints of typical advisory firm business models? What is Tyrone’s biggest frustration with our industry? Advisors tend to think in terms of ROI when it comes to every decision. How can advisors determine the best way to help others and know that they are making an impact and getting that ROI? Shift gears in the conversation and hear Ross and Tyrone talk Bitcoin and digital currency. Is it on its way into 401(k) plans? From a personal standpoint, what is one thing Tyrone realized (over time) that he was wrong about all along? And what is he still trying to figure out right now?

Resources

• Onramp Invest

Jamie Greenleaf, Principal at Cafaro Greenleaf, admits that the focus of her practice changed significantly after she agreed to help a client with a project. “I was a typical consultant who says yes to helping a client with anything before we really know what it means.” Join Ross Marino as he chats with Jamie about the expertise she has gained, why she thinks the healthcare system is broken, and how it is affecting the ability for employers to control costs. Hear about Jamie’s research into the over-insuring tendencies of participants, the effect of the lack of transparency of medical costs, and the operational health plan designs that cause participants to behave the way they do. Is total disruption in the industry what is needed? Where does Jamie see most participants having a complete blind spot when it comes to healthcare costs? Why does Jamie think participants need to learn to become consumers of healthcare, and what does that mean for the advisor having conversations with plan sponsors? Don’t miss this information-packed episode with one of our industry veterans!

Resources:

• Cafaro Greenleaf

Why are Requests for Proposals like a beauty pageant? How can advisors flip the script in an RFP situation to better present their firm’s unique value proposition? How is the era of Big Data enhancing an advisor’s ability to present a more tailored solution to plan sponsors? How can advisors best present themselves to clients to win business in our new virtual environment? Join Ross Marino as he chats with Aaron Pottichen, Retirement Plan Consultant at Alliant. They discuss all of this as well as the current environment and future of managed accounts, why fee compression is an opportunity for certain advisors, and why Aaron thinks he is the Warren Buffet of investing (it’s not what you think!)

Resources: 

• Alliant Insurance Services

Before the pandemic, using video for content marketing was growing in popularity. Quarantine propelled the use of video for client communications and prospecting purposes for advisors. Join Ross as he talks to one of the industry’s best experts when it comes to developing video content, Laura Garfield, Co-Founder of Idea Decanter. Learn about the science and research that explains why video is so much more powerful than a phone call. What should you NOT do when communicating via video? Hear Laura’s surprising take on what you should wear in your videos. What are the ingredients for next-level video content? If you are a great public speaker, it may not translate to speaking well on video. What type of adjustments should you make? How can you integrate your video into an email? What basic equipment do advisors need to begin creating videos? Lots of great marketing and communication ideas, don’t miss this episode!

Resources: 

• Idea Decanter

Join Ross as he chats with Katrina Bell, President of ZUNA. One of the core values of ZUNA is empathy. Why, and where did that value emerge from? How has her firm reacted to the pandemic, and what questions are her firm focused on right now to spur growth and better client service? How did the pandemic provide validation for the philosophy behind Katrina’s firm? How did Katrina become personally interested and connected to ESG investing, and how did advocating for her daughters deepen that interest? Hear about Katrina’s involvement in the development of the American Retirement Association/National Association of Plan Advisors new ESG(k) designation program coming in 2021!

Resources:

• www.teamzuna.com
• American Retirement Association
• National Association of Plan Advisors