Top Advisor Podcast by Bill Cates

06.19.2024

Episode #67 The Keys to Courting Ultra High Net Worth Wealth Management Clients with David Kirshenbaum

What would your business (and life) look like if you started working with ultra-wealthy clients ranging from $40 to $100 million? Working with ultra-wealthy clients can be more complex than “merely” high-net-worth clients. These individuals have distinct needs, expectations, and concerns...

06.05.2024

Episode #66 Strategies for Attracting, Converting, and Accelerating Client Relationships with Tony Maree Torrey

Tired of blending into the crowd? Discover the strategies that will help you forge solid client relationships and become a standout financial advisor. In this episode, Referral Coach Bill Cates interviews Tony Maree Torrey, author of Your Million Dollar Accelerator: Six...

05.22.2024

Episode #65 Beyond Financial Planning: Integrating Life Coaching into Your Practice with Abbey Henderson, CFP®️ RLP®️ CPCC®️ CAP®️ AEP®️

It is my sincere hope that you are not attempting to do financial planning without gaining the full context of your clients. Our guest on this next episode of Top Advisor Podcast, Abbey Henderson, has coined the phrase, “Authentic Wealth.” In a...

05.08.2024

Episode #64 Storytelling for Financial Advisors: How to Stand Out and Win More Ideal Clients with Jason Jenkins

Your continued success is predicated on your continued relevance and becoming “the advisor of choice.” Sometimes, that’s easier said than done. However, one of the most effective ways to accomplish this and build lasting client relationships is through storytelling for...

04.24.2024

Episode #63 Wealthy, Healthy & Wise with David Meinz, MS, RDN, FAND, CSP

Good health and sufficient wealth go hand in hand. They are intricately intertwined. Most advisors try to ensure their clients don’t outlive their wealth. A select few advisors work to ensure their clients wealth does not outlive their health. As a nutritional expert...

04.10.2024

Episode #62 The Fastest Way to Win (and Keep) Ideal Clients with Jay Baer, CSP, CPAE

Speed Kills? Speed Wins? It depends! According to research – speed impacts revenue, speed impacts loyalty, and speed impacts emotions. Understanding this crucial dynamic, Bill Cates engages in a compelling conversation with Jay Baer, a distinguished business growth and customer experience strategist,...

03.27.2024

Episode #61 Becoming Fluent with The Language of Referrals – A Special Episode with Bob Burg Interviewing Bill Cates

Announcing! Bill Cates’s Newest Book… The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients. Every financial professional understands the power of referrals and personal introductions. Marketing experts extol the virtues of building a referral-based business. However,...

03.13.2024

Episode #60 The Biggest Mistake Clients & Advisors Make in Life Expectancy Planning with Mark Pace, CLU, RHU, ChFC

According to actuaries, you and your clients are underestimating how long you are going to live. Therefore, most people don’t plan properly, and most financial advisors aren’t even aware of this. This interview with Marc Pace – Founder of the Vital Longevity...

02.28.2024

Episode #59 Strategic LinkedIn Prospecting for Financial Advisors with Armando (Mando) Sallavanti III, CFP®, CLTC®

Are you producing results with LinkedIn? Or do you wonder why you even have an account? I’ve run into very few advisors who are seeing a straight line to ROI with their activities on LinkedIn. Mando Sallavanti is clearly an exception! Effective LinkedIn...

02.14.2024

Episode #58 Building Connections that Turn Into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting

Alice Tang, a highly successful financial advisor known for her passion for supporting millionaire women and helping the next generation achieve financial success. It’s no secret that the affluent women’s market is a lucrative, ever-growing niche in the financial industry. This...

01.31.2024

Episode #57 Achieving Rapid Business Growth as a Financial Advisor with Emanuel Jones II, MBA

For today’s featured guest, rapid business growth began with the belief that it was possible, followed by: Keeping his pipeline full. Avoiding pressure on himself. Helping prospects feel valued and respected. Accentuating financial literacy. Avoiding rushing prospects into financial decisions....

01.17.2024

Episode #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis

It’s not an accident that Productivity and Proactive start with the same three letters. Pro can mean For and Forward. I’m all for moving forward, how about you? If you’re like most advisors, there are days where you feel very...

01.03.2024

Episode #55 Tracking Success: Measuring the Impact of the Client Journey in Financial Planning with Kalli Fedusenko

Are you winging it when it comes to serving your client all along the client journey? Or do you embrace and follow a clear strategy for enhancing client and prospect experiences and establishing strong relationships with them throughout the entire...

12.13.2023

Episode #54 Family Legacy Planning: Guiding Your Clients on the Path to Generational Wealth with Randy Jones

Family legacy planning involves more than just helping your clients accumulate assets. Creating a lasting legacy for your clients means crafting a set of values, purpose, and financial knowledge that lasts for generations. In this episode, Referral Coach Bill Cates...

11.29.2023

Episode #53 Using Financial Advisor Podcasts to Acquire Ideal Clients with Misty Lynch, CFP®

Have you ever wondered if the hosts of financial advisor podcasts actually get new clients from it? Is all the effort worth it? And, by the way, do many of your prospects and clients seem to have limiting beliefs and...

11.15.2023

Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway

While curiosity may have killed the cat, it didn’t hurt this advisor! How about you? Have you developed a strong Curiosity Muscle? Do you exercise it often as you endeavor to bring more ideal clients into your business? Curiosity will...

11.01.2023

Episode #51 Creating Interesting, Edgy, and Authentic Content Marketing for Financial Advisors That Turns Prospects into Clients with David B. Armstrong, CFA

This is an interview you don’t want to miss. David Armstrong, CFA has found a way to message his value and attract new clients who are perfect for his business. He does it in a genuine, compelling, and slightly fun...

10.18.2023

Episode #50 How Advisors Can Reverse a Client’s Negative Relationship with Money with Ellen Rogin, CPA, CFP®

To say that people have an emotional relationship with money would be an understatement! While you may be a CFP, or a ChFC, or any number of the many certifications available in this industry, perhaps the most important thing you...

10.04.2023

Episode #49 LinkedIn for Financial Advisors: Insider Strategies for Getting Your Posts Seen with Richard Bliss

I’m willing to wager that you and your marketing team have no clue how the LinkedIn algorithm works. And because of that, you are wasting precious resources (time and dollars) on posting content that hardly anyone sees. So, what are...

09.20.2023

Episode #48 Conversations about Longevity Planning and Preparing for the Unexpected with Steve Gresham

This may be one of the most important interviews we’ve done since the inception of Top Advisor Podcast. The very best advisors know that their job is more than managing investments or selling insurance. The very best advisors are increasingly...

09.06.2023

Episode #47 From Bucket Lists to Live It Lists – an Advisor’s path to $1M in Annual Production in 5 Years with Nicole Middendorf, CDFA

From $0 to $1M in annual production in only 5 years sounds impossible, right? Think again. Successful wealth advisor and certified divorce financial analyst, Nicole Middendorf, CDFA, joins us to share her journey from a troubled marriage to discovering her...

08.23.2023

Episode #46 The Why & How to Writing a Book That Attracts Ideal Financial Advisory Clients with Paul G. McManus

Have you ever pondered the idea of writing a book? You know that it could boost your credibility, demonstrate your expertise, and serve as an impressive introduction to your clients and centers of influence. So why haven’t you done it...

08.02.2023

Episode #45 How to Revolutionize Digital Marketing for Financial Advisors with Stephen Beach

Digital marketing for financial advisors can be an overwhelming and/or confusing topic for many. Financial advisors are often challenged by what marketing strategy is right for them, how to communicate their value, and what outside resources might be right for...

07.12.2023

Episode #44 Holistic Financial Planning for Women with Craig Richman, CLU®, ChFC®, AIFA®, CDFA®

The evidence is in and it’s compelling. Narrowing a target market to focus on financial planning for women has proven to be a successful move for many advisors. (Most) Women approach financial planning differently than men. “Just the facts mam.” ...

06.14.2023

Episode #43 Are the Riches Really in the Niches? Best Target Markets for Financial Advisors with Bill Cates, CSP, CPAE

“If I target a specific market, what about my current clients? And won’t I be missing out on other opportunities? These are a few of the common questions that come up in the discussion about niche marketing and the best...

05.24.2023

Episode #42 The Power of Effective Networking for Financial Advisors – with Michael Goldberg

“I tried networking once. It didn’t work!” Yes! This is an actual quote from a financial advisor. Sad! Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our...

05.10.2023

Episode #41 Client Experience vs. Engagement: Strategies To Take Your Business To The Next Level with Julie Littlechild

Client Engagement! Client Experience! Creating “Wow!” What’s all the fuss? Did you know that client service, client experience, and client engagement are NOT the same things? Julie Littlechild, founder of Absolute Engagement and author of The Pursuit of Absolute Engagement...

04.26.2023

Ep. #40 Explosive Growth and Getting Referrals Without Asking with Warren Brooks and Terry Parham Jr.

Imagine that you are getting so many unsolicited referrals that your new prospective clients are willing to be placed on a 4-month waiting list to see you. A pipe dream? Not necessarily. Our featured guests on today’s show are experiencing...

04.12.2023

Ep. #39 3 Strategies that Built a Multi-Million Dollar Firm with Todd Gillingham, JD, CFP®, ChFC, CLU

If you’ve ever wondered if sending video messages to your prospects and clients can actually produce tangible, profitable results; then you need to listen to this interview. Have you harnessed the power of a clear, well-defined, and reachable target market...

03.22.2023

Ep. #38 2 Big Marketing Strategies for Financial Advisors that Most Fail to Use – featuring Sara Grillo, CFA

“Outspoken” “Controversial” “Disruptive” These are some of the words that have been used to describe Sara Grillo. Sara’s on a mission to help advisors rise above the platitudes and sameness they use to describe the valuable work they bring to...

02.15.2023

Ep. #37 Strategies for Attracting Affluent Women Clients with Adri Miller-Heckmann

How are YOU doing when it comes to attracting and working with affluent women? At this moment in time, women control one-third of total U.S. household financial assets – representing more than 10 trillion dollars. By 2030, women in the...

02.01.2023

Ep. #36 Attracting Affluent Women – Great Niche Markets for Financial Advisors –An Interview with Russ Thornton

“Targeting niche markets for financial advisors” is a common theme these days. Are you sick of hearing that? Do you have a well-defined niche market? Are you casting too wide a net in your marketing efforts? Could you benefit from...

01.18.2023

Ep. #35 Before you ask for referrals, get your mindset right with Bill Cates, CSP, CPAE

Your ability to ask for referrals – to get more new clients through personal introductions – has to start with your mindset. This means that before you ask for referrals and introductions you must first eliminate any limiting beliefs and...

01.04.2023

Ep. #34 “Growing Wellthy”: The Importance of Holistic Financial Planning With Stevyn Guinnip

6% of retirees say that health is more important than wealth. Are you helping your clients (regardless of their age) with their most important asset – their health? There are two ways you can be of value to your clients...

12.15.2022

Ep. #33: How This Advisor Built a $1M+ Boutique Financial Practice Taking 248 Days off per Year

What if you could net over $1M per year working 30-hour weeks and taking 13 full weeks off every year? What would that mean to you? More time with family and friends? More time on the golf course, boating, fishing,...

12.01.2022

Ep. #32: 5 Brilliant Steps to an Effective Client Acquisition Process with Sandro Forte, FCII, FPFS, FPSA, CSP

Sandro Forte serves as a financial advisor to the Royal Family in the United Kingdom. But that’s not why we interviewed him. We interviewed Sandro because of the insight and wisdom he brings to the client acquisition process. In this...

11.09.2022

Ep. #31: The Secret Sauce to Winning High Net Worth Prospects in the First Meeting with Erin Botsford, CFP®

How would you like to turn high net worth prospects into clients in the very first meeting, instead of chasing them or wondering if they are going to come back for a second appointment? I think it’s safe to say...

10.26.2022

Ep. #30: Asking for Referrals and Getting Referred Up With Maribeth Kuzmeski, PhD. (Part 2)

In Part 1 of this 2-part series – Bill Cates interviewed Maribeth Kuzmeski, Ph.D (RedZoneMarketing.com) about creating more unsolicited referrals. In Part 2, we flip the table! Maribeth is interviewing Bill about asking for referrals and how to get referred...

10.12.2022

Ep. #29: The Difference Between Pursuing Unsolicited Referrals and Asking for Referrals (Part 1) – with Maribeth Kuzmeski, PhD.

Every financial advisor wants referrals without asking – as long as those prospects are an ideal fit for their business. How do you get these qualified unsolicited referrals? And what’s the difference between pursuing unsolicited referrals and actually asking for...

09.28.2022

Ep. #28: Building a Referral Only Practice on a Powerful Story With Tyson Vines

When it comes to building a referral only practice, you want to attract prospects and build client relationships by making two intertwined connections. You want to make a value connection and you want to make a personal connection. Both are...

09.14.2022

Ep. #27: Triple Threat: The Exponential Power of an Effective Financial Advisor Website, Podcast, and Target Market with Jeremy Keil, CFP®, CFA, CIMA®

Is your marketing strategy a Triple Threat? There are three important marketing strategies that every top advisor should consider using in their effort to attract more Right-Fit Clients: A well-defined, profitable target market. A financial advisor website focused on client...

08.03.2022

Ep. #26: How to Target Millennials as Financial Advisory Clients with Ivory Johnson, CFP®, ChFC

According to Forbes, “Millennials will hold five times as much wealth as they have today, and the group is anticipated to inherit over $68 trillion from their Baby Boomer parents by the year 2030. This will represent one of the...

07.20.2022

Ep. #25: How Your Personal Brand Story Helps Attract New Clients with Deirdre Van Nest

Do you have a Personal Brand Story Do you know your “why” – as in, why you believe in the importance and value of your work? And are you using it to connect with your prospects and clients in a...

06.22.2022

Ep. #24: How to Guide Your Clients as a Sudden Wealth Financial Advisor Featuring Myah Moore Irick

Sudden Wealth can strike in many ways. It can come through an inheritance, an athlete signing a lucrative contract, a legal settlement, the sale of a company, or even winning the lottery. Sudden wealth can bring elation and a host...

06.08.2022

Ep. #23: Defining a Target Market Strategy That Brings More Perceived & Real Value with Don Hilario

Many top financial advisors use a target market strategy that enhances just about every other aspect of their client-acquisition efforts. They are able to build a reputation that begins to draw people in – where they are sought out by...

05.25.2022

Ep. #22: The 3 Roles Any Entrepreneur Financial Advisor Must Play

In business, when you hear someone talk about the CEO’s role in a company, your first thought is that they’re the leader and top decision-maker for the company. What if we told you that there are two other integral roles...

05.11.2022

Ep. #21: Succession Planning for Financial Advisors with Karen Jessey & Neill Turner

Many business partnerships begin with two people coming together with like-minded business ideas. In the beginning things are great, both parties get along well and the creative juices flow. Eventually a legal partnership is formed. However, once the business is...

04.27.2022

Ep. #20: Cultivating a Company Culture that Drives Long-Term Success with Scott Leibfried, ChFC®, APMA®

How much of a difference does your company culture really make for your clients and your employees? In this episode, Bill invites Scott Leibfried to talk about the “Premium Client Experience” and how his years in the industry have helped...

04.13.2022

Ep. #19: What’s the Skinny on Becoming a Financial Advisor for Athletes? with Walter Stith

When most people think of financial advisors who work with professional athletes, they probably imagine a glamorous lifestyle of spending time with their favorite players, getting a behind-the-scenes look into professional sports, and free tickets to games. But what is...

03.30.2022

Ep. #18 – How to Produce Results at Levels Most Advisors Dream of With Robert Petrocelli

If you ever doubted that hard work, along with a competitive mindset doesn’t pay off, you will want to listen to this episode. In this episode, Referral Coach Bill Cates talks with Bob Petrocelli, founder and managing director of Petrocelli...

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