Monthly Archives: April 2020

Episode 231 – Transparency Wave — With Paul Pagnato

Transparency changes everything for advisors. Being transparent means communicating all aspects of your business.

In this episode, Matt speaks with Paul Pagnato, CEO of PagnatoKarp. Paul shares the importance of being transparent in the finance industry, how trust and transparency go hand in hand, and he discusses his book, “Transparency Wave.”

In this episode, you will learn:  

  • How to use transparency to differentiate yourself in the industry
  • The six Ts of transparency
  • The importance of building trust with clients 
  • How to scale credibility
  • And more!

Tune in to learn all about transparency!

Resources  Top Advisor Marketing | PagnatoKarp | Transparency Wave   

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Episode 230 – Sales Techniques and Triggers With Jason Smith

Have you ever wondered what the best way to get referrals is? Or how to know when it’s best to move forward in a sale and close the deal? 

In this episode, Matt chats with Jason L Smith, founder of The JL Smith Group, an independent retirement planning and wealth management firm. Jason goes into detail about their process first approach and how he preps each client. He also touches on the importance of education and his book!

In this episode, you will learn:  

  • Sales techniques
  • Three ways to build trust and rapport before meeting with clients
  • The importance of educating clients
  • How to know notice triggers and move towards closing a sale
  • And more!

Tune in to learn how to reinvent your client approach!

Resources  Top Advisor Marketing | The JL Smith Group  Clarity 2 Prosperity  The Bucket Plan

Episode 229 – Marketing to The Forgotten Generation

Generation Xers are a Financial Advisors’ Dream – so why are they being left out?

In this episode, Kirk and Matt, Gen Xers working in the marketing space for financial advisors, are finally exposing a significant hole in the industry – Marketing to the Forgotten Generation – Generation X! 

Gen Xer’s are the first generation to start figuring out the idea of work-life balance, and more and more of them are entrepreneurs, but no one is marketing to them to help them prepare for retirement.

In this episode, you will learn:

  • What being from Generation X means
  • Why it is essential that advisors start paying attention to Generation X and how can they reach them
  • What do Gen Xers want from a financial advisor
  • And more!

Tune in now to hear the story that no one else is talking about!

Resources:  Top Advisor Marketing 

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Episode 228: Building Your Business to Run Without You – With Erin Botsford

Advisors, like all entrepreneurs, want to build a successful business, serve more people, make more money, and hopefully one-day have the freedom to enjoy it. If you go on vacation, do you worry if the business will suffer, or are you secure in the fact that you have empowered your team to carry on without you?

Today, Matt speaks with Erin Botsford, a financial advisor who retired at the top of her game as a Barrons top 100 producer, now Erin helps other advisors achieve the same success she had. Erin is here today to share her story of where she began, her struggles, and her accomplishments.

In this episode, you will learn:

  • How Erin’s determination to succeed ultimately has led her to financial freedom
  • Why it is crucial to build your team for success
  • Staying top of mind is vital – how to use social media platforms effectively
  • And more!

Listen in and learn the importance of truly becoming a business owner.

Resources:  Top Advisor Marketing | Erin Botsford | Elite Advisor | Use code “MATT” to receive half off

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Episode 227: Advisors Need to Market Themselves Better — With Kurt Ohlson

Are you struggling to bring in new clients or even prospects? The answer to all your woes is marketing! But do you know how to market effectively and efficiently to get noticed by your ideal client? 

Today, Matt speaks with Kurt Ohlson, financial services professional, coach, and consultant about what advisors are not taking advantage of and what they could and should be doing to build their book of business. They also discuss the importance of insurance and whether or not you need a broker-dealer anymore.

In this episode, you will learn:

  • Why it is essential to own your webpage
  • How to get your name to the top of that google search
  • What is commonality and how to use it to your advantage
  • How to leave the broker-dealer world and become your own RA
  • And more!

Listen in and take control of your business and be the one to make things happen!

Resources:  Top Advisor Marketing | Kurt Ohlson LI | Kurt Ohlson FB | ECA Marketing

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Episode 226: The New Reality for Financial Advisors –– With Doug Heikkinen

Have you started changing the way you communicate with clients? Do you have a fine-tuned value proposition that articulates your unique expertise?

In this episode, Matt and Kirk speak with Doug Heikkinen, founder of, a media platform dedicated to helping advisors become better in business and life. Together, they give advisors action items for shifting into another gear to excel in the midst of the bear market and COVID-19 pandemic. 

In this episode, you will learn:

  • How much time to dedicate to client communication on a daily basis
  • Remote-work practices that the Top Advisor Marketing team swear by
  • Value-proposition questions for business owners to reflect on right now
  • Why it is so important to accept change and not fear it
  • And more!

Tune in now to hear action items that can help advisors shift gears to succeed in our new reality.

Resources:  Top Advisor Marketing | 5 Steps to Creating a Powerful Value Proposition | | Asana

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Special Episode: Going on The Offensive — With Coach Joe Lukacs

Being proactive and taking action, especially during difficult times, can be just what you need to help your business grow. How can you make the determination to play offence and be part of the 20 percent of people finding business development opportunities right now?

In this episode, Kirk continues his conversation with Coach Joe Lukacs. With over 26 years of experience coaching financial advisors, Coach Joe shares his knowledge on the strategies you can use to truly influence others and achieve success in your practice during trying times.

In this episode, you will learn:

  • How to influence your network by offering certainty 
  • Why you should focus on selling a conversation
  • How to create messages that spark more conversations on LinkedIn 
  • And more!

Tune in now and make the decision to play offense by being a leader when people need one the most!

Resources:  Top Advisor Marketing | Coach Joe LI | Magellan Mastermind & Network | Special Episode With Joe Lukacs 

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