Category Archives: Business Planning

Episode 267 – Ways To Get Women Highly Involved in Retirement Planning –– With Marcia Mantell



Women have very different retirements than men, starting with how they plan for it.

Today, Matt is joined by Marcia Mantell, the owner of Mantell Retirement Consulting, Inc., a retirement blogger, and author of “What’s the Deal with Retirement for Women?” and “What’s the Deal with Social Security for Women?”

Marcia speaks candidly about reasons to put away your bar graphs and start talking to women in a way that moves them to action. This episode is filled with tips you can use right away to help women plan for the retirement they’re hoping for. 

In this episode, you will learn:  

  • Why there are differences between how women and men plan for retirement
  • Ways to make conversations with women visual (without using boring pie charts)
  • How to bring what’s most important to women into the planning conversation
  • Reasons to add a Social Security expert to your team
  • And more!

Tune in now for proven ways to help women plan for retirement! 

Resources: 

Top Advisor Marketing | Mantell Retirement Consulting, Inc. | Boomer Retirement Briefs  | What’s the Deal with Retirement Planning for Women? by Marcia Mantell | What’s the Deal with Social Security for Women? by Marcia Mantell | Episode 264: How to Become an Author Without Writing a Single Thing

Brought to you by: iris.xyz 


Episode 266 – How To Help Professionally Successful Women Survive a Divorce –– With Allison Jeffereys



50% of marriages in the United States end in divorce. With COVID-19 contributing to an abnormal amount of stress in relationships, there will likely be an influx of divorces in the coming future.

In this episode, Matt is joined by Allison Jeffereys, a divorce coach to professionally successful women and the author of “A Woman’s Guide To Surviving Divorce.” 

As a coach who has helped numerous women navigate a divorce, Allison reveals how women handle divorce differently than men. She also shares why divorce is especially painful for professionally successful women and what financial advisors can do to help guide women through this major life event. 

In this episode, you will learn:  

  • Why Allison wrote her book and how it can help advisors better communicate with their female clients
  • Significant differences in how women vs. men make decisions
  • Why divorce often feels like a bigger failure to women with successful careers
  • Advice for women who are in the midst of a divorce
  • How advisors can help women feel secure as they navigate a divorce
  • Why women who are going through a divorce need a community
  • And more!

Tune in now for insight into how professionally successful women experience divorce, so you can help them navigate it with confidence. 

Resources: Top Advisor Marketing | Allison Jeffereys’ Website | A Woman’s Guide To Surviving Divorce by Allison Jeffereys | Turning Chaos Into Confidence Handout | Schedule a consultation with Allison Jeffereys

Brought to you by: iris.xyz


Episode 265 – How To Stop Being Involved in Every Aspect of Your Business



As Michael E. Gerber, author of The E-Myth Revisited, famously said, “If your business depends on you, you don’t own a business — you have a job. And it’s the worst job in the world because you’re working for a lunatic!”

You’re not creating any long-term equity in your business if you need to be involved in every aspect of your business.

In this episode, Matt and Kirk help you break down opportunities to outsource and not be involved in every part of your business. They give you a new lens to look through –– one that’s worked incredibly well for them. It all starts with dividing your business’s growth into three categories: branding, marketing, and business development.

You will learn:  

  • Top reasons why advisors are resistant to taking their marketing to the next level
  • The argument for investing in marketing that isn’t measurable
  • How much of your budget should be spent on marketing
  • Why it’s becoming more common for advisors to outsource their marketing
  • Reasons to start content marketing now
  • And more!

Tune in to learn how to build a sustainable practice by being less involved! 

Resources:  Top Advisor Marketing | Episode 260: Is Your Digital Marketing Working to Convert Prospects? –– With John Lincoln | Episode 233: Beware of “10X” and “We Fill Your Pipeline” Claims | The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael E. Gerber

Brought to you by: iris.xyz


Episode 264 – How To Become an Author Without Writing a Single Thing –– With Seth Greene



Books are the ultimate business card. But do you actually want to write a book?

In this episode, Matt is joined by Seth Greene, founder of Market Domination LLC, to explain how advisors can become an author of their own book, all while skipping the demanding and time-consuming writing process.

Seth unpacks Market Domination’s five-step COI method and how his team helps advisors write their own book that generates referrals. He also shares what marketing techniques are making advisors stand out and find prospects during COVID-19 and three marketing missteps to stop doing immediately.

In this episode, you will learn:  

  • How the upcoming U.S. election is impacting cost-per-lead ad spending on Facebook
  • Why LinkedIn campaigns are working better than ever before for Seth’s clients
  • How Seth’s COI system works and who it’s designed for
  • Stories about professionals who’ve successfully used their book to generate referrals
  • Three marketing missteps that advisors should avoid
  • And more!

Tune in now to learn about marketing in the virtual space!

Resources: Top Advisor Marketing | Market Domination LLC | Seth Greene on Linkedin

Brought to you by: iris.xyz 


Episode 263 – How to Help Your Client’s Adult Kids Figure Out Their Financial Future –– With Brian Ursu



Millennials and Gen Zs are often left asking themselves, “Now what?” when they’ve received their first big paycheck or a windfall of money.

In this episode, Matt speaks with Brian Ursu, president of Intentional Wealth Advisors and the author of “Now What? A Practical Guide to Figuring Out Your Financial Future.” Recognizing that many people, including those who are just starting out, were never educated in financial planning, this book bridges that gap with practical advice for readers of all ages dealing with fiscal change.

Brian talks about how he wrote the book, who it’s for, and how his clients are using this book as a lifeline for teaching adult kids about money. Brian also explains how family meetings can play a role in positioning you as a family advisor for your clients’ children. 

In this episode, you will learn:  

  • What prompted Brian to write his book 
  • How Brian uses his book in his practice
  • Why adult children are more likely to take financial advice from a book vs. their parents
  • How family advisors can impact their client’s adult children’s financial literacy
  • Ideas for how to organize family meetings
  • Brian’s advice for advisors who want to maintain multigenerational relationships with their clients and their families
  • And more!

Tune in to learn how you can equip the next generation with financial knowledge and become their family advisor. 

Resources: 

Top Advisor Marketing | “Now What? A Practical Guide to Figuring Out Your Financial Future” by Brian Ursu | Brian Ursu on LinkedIn | Intentional Wealth Advisors

Brought to you by: iris.xyz 


Episode 262 – How To Be a Podcast Host That People Adore: Secrets From a Professional Host –– With Aric Johnson



Are you thinking about starting your own podcast? Or, maybe you’re interested in boosting your podcast hosting skills. 

Either way, you’re in for a treat!

Today, Matt speaks with Top Advisor Marketing’s professional podcast host Aric Johnson. Aric reveals what it takes to get listeners excited about your podcast, interviewing techniques that make listeners hang on your every word, how to promote your podcast, and more! 

In this episode, you will learn:

  • Questions to ask yourself before starting a podcast
  • Four exclusive tips on how to instantly become a good podcast host
  • Which interviewing techniques Aric swears by
  • The biggest mistakes that podcast hosts make
  • A new way to introduce yourself to centers of influence and prospects
  • And more!

Tune in to learn how to become a podcast host that your audience adores!

Resources: Top Advisor Marketing | Aric Johnson on LinkedIn

Brought to you by: Iris.xyz


Episode 261 – How to Use Original Content to Win Ideal Prospects –– With Jeremy Keil



Imagine having original content that shows your ideal prospects what you do and who you serve.

Imagine prospects calling you up, ready to work together, because you’ve proven your knowledge –– and in fact, they already like you!

Today, Matt is joined by Jeremy Keil, the owner of Keil Financial Partners and host of the Retirement Revealed With Jeremy Keil podcast.

Jeremy shares how he uses original content to introduce himself to prospects. He also dives into his marketing misses and wins, and how he caught the attention of Harley-Davidson employees at a time when they needed his help the most. 

In this episode, you will learn:  

  • The difference between branding and marketing
  • Jeremy’s secret tips for never running out of podcast topics 
  • Marketing missteps that Jeremy wants you to avoid
  • 5 ways to get your content in front of people on Google
  • How Jeremy used content to put himself in front of Harley-Davidson employees
  • And more!

Tune in now to learn easy ways to get in front of ideal prospects with your original content!

Resources: Top Advisor Marketing | Jeremy Keil on LinkedIn | Keil Financial Partners | Retirement Revealed With Jeremy Keil

Brought to you by: iris.xyz 


Episode 260 – Is Your Digital Marketing Working to Convert Prospects? –– With John Lincoln



Do you know how to track the different pieces of your digital marketing strategy? Do you know which marketing tactics are nurturing prospects effectively –– and which tactics could use some tweaking?

In this episode, Matt talks to John Lincoln, CEO of Ignite Visibility, about how to turn your digital marketing strategy into a lead-converting machine. John shares his secrets for converting traffic for less, increasing landing page conversion rates by up to 30%, and getting maximum visibility with a single piece of content. 

In this episode, you will learn:  

  • What two components make digital marketing cohesive and trackable 
  • Which tool will tell you how many leads your content is getting
  • Why setting up remarketing audiences is the future of the internet
  • Four things your landing page must have for you to convert better than your competition
  • How to tweak your landing page to convert traffic for less money
  • How much gross revenue entrepreneurs should spend on marketing
  • And more!

Tune in to learn how to fine-tune your digital marketing for higher conversions!

Resources: 

Top Advisor Marketing | John Lincoln on LinkedIn | Ignite Visibility | Ignite Visibility on YouTube  | Ignite Visibility’s landing page (John recommends this format for advisors)

Brought to you by: iris.xyz 


Episode 259 – What Facebook, LinkedIn, and Twitter Launched Once COVID-19 Hit –– With Julia Ritchie



Major social media platforms have been quick to release features that help people adapt to working from home and avoid misinformation during COVID-19. 

In addition to being helpful during a stressful time, these new features could make advisor marketing easier.

Today, Matt talks to Julia Ritchie of Top Advisor Marketing about the updates that Facebook, LinkedIn, and Twitter launched during the early stages of COVID-19. They walk you through each new feature and explore how advisors can use them to their marketing advantage. 

In this episode, you will learn:  

  • How Facebook is keeping users informed during COVID-19
  • About Facebook’s new virtual meeting capabilities
  • How each platform is combating the spread of misinformation 
  • What email-inspired feature LinkedIn rolled out for premium users
  • What new LinkedIn feature offers an easy alternative to webinars
  • What new Twitter feature can help advisors be more present on this platform without taking extra time
  • And more!

Tune in now to learn about new features on Facebook, LinkedIn, Twitter!

Resources: 

Top Advisor Marketing | Julia Ritchie on LinkedIn | Blog: What’s New on Social Media (Q2) | Full Report: What’s New on Social Media (Q2) 

 

Brought to you by: iris.xyz 


Episode 258 – RIAs’ Digital Marketing Home Runs During COVID-19 –– With Andrew Healy



Has the transition to relying more on technology during COVID-19 added to an already stressful situation –– or were you already using technology in your practice?

Today, Matt is joined by returning guest Andrew Healy, co-founder of Water & Wall, a marketing and communications company that works with brands across the financial spectrum. 

Andrew talks about how RIAs who had been hesitant about video conferencing were suddenly forced to dip their toes in the digital pool when COVID-19 hit the U.S. He shares what advisors have done well from a digital-marketing perspective, how they’ve redefined the client experience, and what fundamental aspects of advice-giving had a chance to shine during the early stages of the pandemic.  

In this episode, you will learn:  

  • Ways that RIAs day-to-day work has been impacted by COVID-19
  • How RIAs have adapted to using new technologies
  • What changes advisors have made to their websites during the pandemic
  • 5 questions to ask yourself when choosing what type of content to create
  • How to use your interests to differentiate yourself from other advisors
  • Why Andrew believes that RIAs have done a fantastic job with strengthening existing client relationships
  • And more!

Tune in now to learn how RIAs have managed to adapt with excellence during COVID-19.

Resources: 

Top Advisor Marketing | Water & Wall | Andrew Healy on LinkedIn

Brought to you by: iris.xyz


Episode 257 – Why It’s Time for Advisors To Replace Selling With Content Marketing



People no longer want to be sold to. That means the financial services industry must drastically change their approach to attracting new clients.

Today, Matt and Kirk talk about how to stop selling your services and start educating your ideal prospects. They explain why content marketing is essential for today’s advisors, why a LinkedIn sales pitch left Kirk shaking his head, and steps to take before you hire a branding company.

In this episode, you will learn:  

  • Why content marketing pre-qualifies prospects
  • Why having too many referrals isn’t good for your business
  • Actions to take with a cold audience before trying to convert them
  • Which marketing tasks Matt and Kirk have outsourced –– and why they’re believers in leveraging external support
  • Defining characteristics of a cult brand
  • And more!

Listen now to learn how to start marketing to your ideal prospects on their terms. 

Resources: Top Advisor Marketing | Death By Referrals | The Fix by Chris Kneeland, Ryan Gill, and Rob Howard

Brought to you by: iris.xyz 


Episode 256 – How To Make It Easy for Prospects To Consume Your Content –– With Malcolm Ethridge



You might have excellent content that’s dedicated to making your niche audience’s lives better. Now it’s crucial to make sure your prospects see your content and that it’s easy to consume. 

Today, Matt speaks with Malcolm Ethridge, the executive vice president at CIC Wealth Management and cohost of Manage Your Damn Money, a tv show and podcast. Malcolm shares how he uses content marketing, including podcasting, to reach his prospects with the education they’re looking for. He also points out the benefits of housing all of your content in one digital space. 

In this episode, you will learn:  

  • How content marketing is replacing selling for advisors
  • What pieces of content make up Malcolm’s marketing strategy
  • How Malcolm inspires prospects to take action after they’ve consumed his content for an extended period of time
  • Ways to make it easy for people to find and enjoy your content
  • How Malcolm works with younger generations and maintains a level of profitability 
  • And more!

Tune in now to learn how you can centralize your content and make sure the right people are consuming it!

Resources: 

Top Advisor Marketing | Malcolm Ethridge on LinkedIn | CIC Wealth Management | Malcolm Ethridge Website | Manage Your Damn Money

Brought to you by: iris.xyz 


Episode 255 – How To Work With Underserved Communities and Still Attract High-Net-Worth Clients – With Adri Miller-Heckman



How can you attract more high-net-worth clients and still help groups that are typically underserved by advisors? 

Today, Matt is joined by Adri Miller-Heckman, founder of FemXadvisor. Adri shares the story of her rebrand into FemXadvisor and how she helps women advisors energize themselves by uncovering and sharing their value. Adri also dives into how advisors can work with underserved people with low assets and still make money, while continuing to attract high-net-worth clients.

In this episode, you will learn:  

  • How FemX helps women advisors uncover and articulate their value 
  • How financial services professionals can better serve women and underserved communities
  • Ways to appeal to low income-based households while still attracting ultra high-net-worth clients
  • How advisors can continue their everyday business operations while expanding their community reach and giving back 
  • And more!

Tune in now to learn how advisors can help those who need it most and continue to attract high-net-worth clients!

Resources: Top Advisor Marketing | FemXadvisor | Adri Miller-Heckman on LinkedIn

Brought to you by: iris.xyz


Episode 254 – How To Use Facebook Ads To Market To Your Ideal Clients –– With Kelley Doutre



If you get super specific with your Facebook Ad targeting, will enough people see your ads?

Will you be competing for visibility with Facebook Ads from large financial companies?

Today, Matt speaks with Kelley Doutre, founder of Sweet Honey Marketing, about how to get your Facebook Ads in front of the people you’d love to serve. You will also learn how often to post on Instagram and Facebook and why it’s time to stop overlooking Instagram as a marketing tool. 

In this episode, you will learn:  

  • How to build the like, know, and trust factor throughout the customer journey
  • How Facebook Ads differentiates between small advisors and big advisors
  • Why you shouldn’t worry about having to compete with large companies’ Ads
  • What will compel people to click on your Facebook Ads
  • How often financial professionals should post on Instagram and Facebook
  • Which one is the best option for building a community: Pages or Groups?
  • And more!

Tune in now to learn how to use Facebook Ads to build relationships with your ideal clients. 

Resources: Top Advisor Marketing | Sweet Honey Marketing | Kelley Doutre on LinkedIn

Brought to you by: iris.xyz


Episode 253 – 8 Ways to Gain Competitive Advantage in Your Practice



Top advisors are champions in the industry because they’ve strategically moved their companies forward by gaining a competitive advantage. 

In today’s episode, Kirk and Matt unpack eight ways to increase your competitive advantage. Kirk draws from what he learned in university combined with cutting edge trends to give you actions you can take right away to stand out from the crowd. 

You will learn:

  • Why being adaptable opens up huge opportunities for advisors
  • Ways to make your business more effective in its operations
  • Why you shouldn’t be doing everything at all times in your practice
  • How to create a community-feel that sets you apart from the competition
  • What having a powerful “why” can do for your company
  • Ways to be vocal about how you’re involved in the community
  • And more!

Tune in now and learn 8 powerful ways to separate yourself from the competition!

Resources:   Top Advisor Marketing  

 Brought to you by: Iris.xyz 


Episode 252 – How to Create a Safe and Welcoming Space for LGBTQ+ Clients –– With Michelle Waymire



The LGBTQ+ community is still heavily underserved by financial advisors. Are you aware of LGBTQ+  clients’ unique planning needs and how to create a safe environment for different identities?

Today, Matt speaks with Michelle Waymire of Young & Scrappy, a financial advisor and financial coach who serves young folx and the LGBTQ+ community. Michelle shares how advisors can respectfully ask clients how they identify, what conversations to have with LGBTQ+ clients before you start planning, and what marketing strategies she uses to attract this niche.

In this episode, you will learn:  

  • Why Michelle chose to serve young people and the LGBTQ+ community 
  • How working with the LGBTQ+ community differs from serving other niches
  • Ways to make your advisor website more inclusive
  • How Michelle stays profitable while working with young people 
  • Questions to ask LGBTQ+ clients before you start the planning work
  • Michelle’s routine for planning Instagram content that is consistent, themed, and relevant
  • The importance of understanding gender pronouns and how to ask a prospect which pronouns they use
  • And more!

Tune in now to hear Michelle’s marketing strategies for serving the LGBTQ+ community and young people! 

Resources: 

Top Advisor Marketing | Young & Scrappy | Michelle Waymire on Instagram | The Young Scrappy Money Podcast | Unsplash | Pexels | LGBTQ+ terms and definitions | A Guide to Being an Ally to Transgender and Nonbinary Youth| Inclusive Services for LGBT Older Adults: A Practical Guide to Creating Welcoming Agencies | A Guide to Gender Pronouns | Questionable Questions About Transgender Identity

Brought to you by: iris.xyz 


Episode 251 – 4 Ways for Advisors to Increase Prospect Quality Over Quantity



Lead generation is dying a slow, wonderful death. Large numbers of leads are no longer the ticket to marketing success for advisors. 

Today, Matt and Kirk dive into four ways to increase your quality of prospects –– and stop focusing on quantity. They highlight the power of being omnipresent with your marketing and how to attract, intrigue, engage, and influence to build quality leads. 

In this episode, you will learn:  

  • Why marketing for quality breeds focus in your business
  • Examples of how to create advocacy, which attracts business
  • Ways to get your expertise in front of new people on social media
  • How to become omnipresent online (and why it doesn’t have to be hard)
  • Why it’s important to have your own content (and not just share other people’s content)
  • And more!

Tune in now to learn four ways to increase your prospect quality!

Resources: 

Top Advisor Marketing | Episode 161: The Top 10 Arguments Against Niche Marketing – and Why They’re All Wrong! | iris.xyz | Idea Decanter

Brought to you by: iris.xyz


Episode 249 – How RIAs Can Fulfill Every Compliance Requirement Without Sacrificing Time –– With Will Bressman



It’s overwhelming for advisors to make the jump to RIA and become their own governing body. But it can also feel liberating if you have tools that make it easy for you to fulfill compliance activities. 

Today, Matt talks to Will Bressman, CEO of RIA in a Box®, about the benefits of using RIA compliance software that can be customized to any RIA situation. Will walks you through the features of RIA in a Box®, including its compliance calendars that help you complete the responsibilities for ongoing compliance while saving time.

In this episode, you will learn:  

  • How RIA in a Box® makes an advisor’s life easier
  • Whether the consistent compliance pressure from wirehouses and BDs disappears once you become an RIA
  • How quickly this compliance software updates whenever regulatory bodies make changes
  • How compliance regulations differ between FINRA and the SEC
  • And more!

Tune in to learn about compliance solutions that can help any RIA feel less stressed and way more efficient. 

Resources: 

Top Advisor Marketing | Will Bressman on LinkedIn | RIA in a Box

Brought to you by: iris.xyz 


Episode 248 – Reasons for Advisors to Drop the Jargon and Start Using Sketches to Explain Financial Concepts –– With Carl Richards



Many advisors believe that if they aren’t using big words and acronyms with clients, then they aren’t proving their credibility. 

Today, Matt speaks with Carl Richards CFP®, Creator of the Behavior Gap and the Sketch Guy column, which has appeared weekly in The New York Times since 2010. Carl joins the show to encourage advisors to explain financial concepts to clients in the most simple way imaginable. He explains why using hand drawn sketches are an effective teaching tool that demonstrates your expertise.

In this episode, you will learn:  

  • Who in the financial industry uses Behavior Gap
  • The four most common uses of Behavior Gap for advisor marketing
  • Why sketches make financial concepts easy for people to understand
  • Why sketches actually demonstrate an advisor’s expertise
  • Reasons for advisors to stop using jargon and embrace simplicity instead
  • And more!

Tune in to learn about the power of using sketches to make complex financial concepts easy to understand.

Resources: 

Top Advisor Marketing | Behavior Gap  | Carl Richards on LinkedIn 

Brought to you by: iris.xyz 


Episode 247 – Reduce Time and Costs During Your Advisory Firm’s Transitions –– With Jeremi Karnell



Today, Matt talks to Jeremi Karnell, president and COO of Truelytics. Truelytics is a leading business-intelligence SaaS (software as a service) platform in the wealth management sector. 

Truelytics is the first end-to-end data-driven platform that helps wealth management enterprises recruit, grow, and retain businesses while reducing time and costs related to transitions. 

In this episode, you will learn:  

  • About Truelytics’ four models: TrueRecruit, TruePerformance, TrueContinuity, TrueMatch
  • Which transitions Truelytics is designed to help advisors navigate with less time and costs, including “the great transition”
  • Which costs Truelytics reduces during transitions
  • How this software helps advisors focus on what they should be focusing on
  • The most beneficial lessons Jeremi has learned from being a serial entrepreneur 
  • And more!

Tune in to learn how Truelytics can decrease your costs and time during your firm’s transitions. 

Resources: 

Top Advisor Marketing | Truelytics | Jeremi Karnell on LinkedIn | Jeremi@truelytics.com

Brought to you by: iris.xyz 


Episode 246 – How to Fill Your Webinars With Fans (Instead of Skeptics)



Do you have fans or skeptics showing up to your advisor webinars?

Fans are familiar with your work. They understand exactly how you help your niche. And they’re eager to invite their network to your webinar.

Skeptics are the complete opposite. But they’re the people who usually attend advisors’ webinars. 

Today, Matt and Kirk teach you how to turn someone into a fan before they show up at your webinar. You will also learn ways to think like a big company as you approach your marketing, which is a key to converting webinar skeptics into fans. 

In this episode, you will learn:  

  • The differences between a skeptic and a fan
  • The downfalls of focusing on short-term marketing outcomes
  • Ways to nurture your attendees before and after the webinar
  • The differences between a strategy and a plan
  • How to think like a big company, but market like a small company
  • And more!

Tune in now and learn how to fill your webinars with fans!

Resources:

Top Advisor Marketing 

Brought to you by: iris.xyz


Episode 245 – Stop Waiting to Start Your Own Financial Podcast –– With Mike Langford



Are you thinking about starting your own podcast, but you’re not convinced that you’ll have an audience? 

In this episode, Matt talks to Mike Langford, CEO of finservMarketing, about why podcasts are more popular than advisors realize, how he helps advisors find their gravity and attract clients, and what’s coming up in fintech. Mike also provides tips to help advisors who feel nervous about starting a podcast.

In this episode, you will learn:  

  • Why being seen as trustworthy isn’t enough on its own to attract clients
  • Why it’s important for advisors to speak the language of their clientele to create influence
  • Why podcasting is a worthwhile medium for financial advisors
  • Advice for advisors who are on the fence about starting their own podcast
  • The next big thing to look out for in the fintech industry
  • And more!

Tune in now to learn about the value of podcasting for advisors!

Resources: 

Top Advisor Marketing | finservMarketing | Mike Langford on LinkedIn

Brought to you by: iris.xyz 


Episode 244 – How to Be an Ally in a White Male-Dominated Workplace – With Julie Kratz



What does it mean to be an ally? What are some ways that you can be more inclusive in your workplace?

Today, Matt speaks with Julie Kratz, a TEDx speaker, inclusive leadership trainer, executive coach, author, and founder of Next Pivot Point, about how to be an ally for women and underrepresented groups in a white male-dominated industry. They also discuss how to take an inventory of your privilege and how to be inclusive in client meetings.

In this episode, you will learn:  

  • How to evaluate whose voices are being heard in your organization
  • What microaggressions are and how they affect women in the workplace
  • Tangible ways to be more inclusive in your workplace
  • Ways to be an ally 
  • How to know if you tend to mansplain (and how to stop)
  • Ways to be inclusive in your client meetings
  • And more!

Tune in now to learn about diversity, inclusion, and becoming an ally in your workplace!

Resources: 

Top Advisor Marketing | Next Pivot Point  | Julie Kratz on LinkedIn  

Brought to you by: iris.xyz 


Mini-Series: How to Use Your Video as a Marketing Tool –– With Laura Garfield And Sharon Gottula of Idea Decanter – Part 3



Once you’ve shot your video, it’s time to get this new content in front of your audience.

In part three, Matt talks to Laura Garfield and Sharon Gottula of Idea Decanter about how to get the most marketing mileage out of your video. Laura and Sharon unpack four marketing steps and explain how to execute them in ways that are measurable for you and highly appealing and accessible to your audience. 

In this episode, you will learn:  

  • How to prevent YouTube from suggesting other people’s “up next” videos to your audience
  • How to decide where to post your videos
  • How to email your videos without sending a big file
  • Best practices for posting videos on social media
  • How to track the success of your videos
  • And more!

Tune in now to learn four proven ways to market your video!

Special offer for our listeners: Get Idea Decanter’s free guide: “Six Steps to Attract New Clients With a Video.” Email Laura Garfield with “Top Advisor Marketing” as the subject, and she will send you a copy!

Resources: Top Advisor Marketing | Idea Decanter | Laura Garfield on LinkedIn | Sharon Gottula on LinkedIn

Brought to you by: iris.xyz


Mini-Series: What to Do Before You Shoot Your Video –– With Laura Garfield and Sharon Gottula of Idea Decanter – Part 2



It can feel nerve-wracking to be in front of a camera, especially if it’s your first time shooting a video.

In part two, Matt is back with Laura Garfield and Sharon Gottula of Idea Decanter to help you prepare for shooting your video. Laura and Sharon walk you through the best equipment and camera angles to use, how to prepare your message, and what it’s like to shoot video with their help. 

In this episode, you will learn:  

  • Which angles and poses to use in your videos
  • How to find your message, even if you have no idea what it is
  • The difference between talking at someone versus talking to them
  • How Laura and Sharon make it easy for compliance to review your video
  • How to gear your video to a specific audience
  • Tips for feeling comfortable and being personable in your video
  • And more!

Tune in now for tips to help you prepare for your video shoot!

Resources: Top Advisor Marketing | Idea Decanter | Laura Garfield on LinkedIn | Sharon Gottula on LinkedIn

Brought to you by: iris.xyz


Mini-Series: How to Make Your Videos Way More Authentic –– With Laura Garfield And Sharon Gottula of Idea Decanter – Part 1



How can advisors become more memorable to clients in a short amount of time? 

In today’s episode of Top Advisor Marketing Podcast, Matt kicks off a three-part mini-series with Laura Garfield and Sharon Gottula of Idea Decanter. In part one, Laura and Sharon explain how to be authentic in your videos, how to keep compliance happy, and video blunders to avoid.

In this episode, you will learn:  

  • What to talk about in your videos (and what to leave out)
  • How to hook your audience in the first 10 seconds of your video
  • Why personal stories are a game-changer for your video content
  • How to make compliant-friendly videos
  • And more!

Tune in to learn from two experts in video creation for financial services!

Resources: Top Advisor Marketing | Idea Decanter | Laura Garfield on LinkedIn | Sharon Gottula on LinkedIn

Brought to you by: iris.xyz 


Episode 243 – How to Make Your Advisor Website Accessible –– With Natalie Hadley



Making your advisor website accessible doesn’t have to be difficult or expensive. And advisors who don’t make their website accessible will miss out on a $21 billion market. 

In this episode, Matt speaks with Natalie Hadley, the vice president of Outlook Business Solutions. Natalie unpacks actions you can take to make your website accessible to people with disabilities. 

In this episode, you will learn:  

  • How to make your website compatible with adaptive technology
  • How to tell if your website is accessible 
  • What you can do to improve accessibility on your website
  • Ideas on how to adapt your services to meet different needs
  • And more!

Tune in now to learn how to make your advisor website accessible.

Resources: 

Top Advisor Marketing | Natalie Hadley on LinkedIn | nhadley@outlookbiz.co | Direct Line: 531-365-5347

Brought to you by: iris.xyz 


Episode 242 – PR Hacks for Every Financial Advisor –– With Marie Swift



Do you know to think like a journalist in order to get your expertise published?

In this episode, Matt talks to Marie Swift, president and CEO of Impact Communications, about PR hacks that advisors can use right away. Marie also explains why now is the time for advisors to be bolder with their client communications, COI interactions, online visibility, and content-driven marketing.

In this episode, you will learn:  

  • How Impact Communications helps advisors with public relations
  • Why Marie encourages advisors to cross-market –– and ideas for who to work with
  • How to think like a journalist to get your content published
  • How to become more discoverable to journalists
  • Why authority and credibility marketing is working well for advisors
  • And more!

Tune in now for PR tips that every advisor needs to know.

Resources: Top Advisor Marketing | Impact Communications  | Marie Swift on LinkedIn | Marie Swift’s Blog | News Page  

Brought to you by: iris.xyz 


Episode 241 – How to Go From Bad to Good to Great Marketing



Do your marketing tactics strengthen your credibility? Or is it possible that your tactics are actually damaging your reputation and costing you time, money, and opportunities?

In this episode, Matt and Kirk walk you through examples of bad, good, and great advisor marketing. You will learn how to fix bad marketing and become endearing to the people you want to serve. 

In this episode, you will learn:  

  • What bad, good, and great marketing looks like 
  • How to shift from bad marketing to great marketing
  • The difference between marketing and sales
  • Ways to endear your audience to you
  • Seven ways to make a better effort with your marketing
  • And more!

Listen now and learn how to take your marketing from bad to good to great!

Resources:  Top Advisor Marketing | Good VS. Bad Advisor Marketing: Tactics to Stop and Start Doing Immediately

Brought to you by: iris.xyz 


Episode 240 – What Will Your Comeback Story Be? –– With Bob DiMeo



As an advisor, what will your comeback story look like at the end of the pandemic? How are you going to do things differently, become more helpful to clients, and more aligned with what’s important to you?

In this episode, Matt talks to returning guest Bob DiMeo, CEO of DiMeo Schneider. They discuss business actions for advisors to take now that the initial shock of COVID-19 is lessening and how to pinpoint your firm’s purpose and future success efforts. 

In this episode, you will learn:  

  • How to add future success efforts into your work
  • The story of Southwest Airline’s innovation that led to 47 years of profits
  • Questions to help you double down on your firm’s purpose
  • About the Financial Advisor Pulse Survey conducted by DiMeo Schneider 
  • And more!

Tune in now to start working on your comeback story!

Resources: 

Top Advisor Marketing | DiMeo Schneider & Associates | Outsourced Research Solution  | Participate in the Financial Advisor Pulse Survey: ctischer@dimeoschneider.com | Bob DiMeo on LinkedIn 

Brought to you by: iris.xyz 


Episode 239 – Easy Ways to Increase Traffic to Your Advisor Website –– With Nitesh Verma



You don’t have to be a Google expert to increase your website traffic. 

In this episode, Matt speaks with Nitesh Verma, director of growth at Advisor Websites. Nitesh shares organic ways for financial advisors to rank higher on Google’s Search Engine Results Page, where to upload your videos for easy viewing, and easy ways to increase your website traffic.

In this episode, you will learn:  

  • Which digital marketing practices are working best for advisors
  • Free ways to boost SEO without trying to compete with big financial companies
  • How to use social media to boost website traffic
  • The biggest digital marketing mistakes that advisors are making 
  • And more!

Tune in now for easy ways to boost traffic to your website!

Resources: Top Advisor Marketing |  Advisor Websites | Advisor Websites Blog | Nitesh Verma on LinkedIn | niteshv@advisorwebsites.com

Brought to you by: iris.xyz 


Episode 238 – 5 Reasons Your Lead Generation Isn’t Effective And How To Improve It



Are you wasting time chasing leads that end up being unqualified or clueless about your real value?

In this episode, Matt and Kirk uncover 5 reasons why advisors’ lead generation isn’t working and how to fix it. You will learn how to shift your marketing tactics to start building relationships and stop chasing short-term leads.  

In this episode, you will learn:  

  • The difference between leads and relationships
  • How to start marketing on your audience’s terms (and not your terms)
  • Tangible ways to build relationships and solve your audience’s pain points
  • Ways to give your audience multiple engagement options –- and why this is important
  • And more!

Tune in now for 5 ways to improve your lead generation!

Resources: 

Top Advisor Marketing 

Brought to you by: iris.xyz 


Episode 237 – Start Making Connection Calls With Your Clients Now – With Brad Johnson



People are desperate for connection right now. What are you doing to show your clients that you’re there for them?

In this episode, Matt speaks with Brad Johnson, VP of advisor development at Advisors Excel and host of The Elite Advisor Blueprint podcast. Brad walks you through a much-needed and effective marketing strategy right now that only requires financial advisors to have a telephone and a work ethic.

In this episode, you will learn:  

  • About the best marketing tactics that Brad has seen advisors do
  • Why marketing is a combination of science and art
  • What people are really looking for when they attend seminars
  • The purpose of making connection calls during isolation –– and how they’re different from sales calls
  • How to ask for referrals through connection calls
  • And more!

Tune in now and learn how to start making connection calls today!

Resources: Top Advisor Marketing | Brad Johnson | The Virtual Advisor Series | The Elite Advisor Blueprint Podcast | Virtual Advisor Episode With Pat Quinn | The Virtual Advisor Series™ Facebook Group | Brad Johnson on LinkedIn 

Brought to you by: iris.xyz 


Episode 235 – Overcome Your Self-Limiting Beliefs and Win! –– With JM Ryerson



We often limit ourselves by questioning what we believe we’re capable of. This could be a result of the type of headspace we entrap ourselves in.

In this episode, Matt speaks with JM Ryerson, a leadership expert and the CEO of Let’s Go Win. JM speaks about the importance of getting in the right headspace and how mental performance can negatively and positively impact your work environment. He also speaks to the value of having fun and striking a balance between home and work.

In this episode, you will learn:  

  • How JM Ryerson helps teams improve their mental performance
  • The importance of being in the right headspace
  • Ideas on how to get in the right headspace before work
  • Methods for overcoming self-limiting beliefs
  • And more!

Tune in to learn how to get in the right headspace.

Resources:

 Top Advisor Marketing | JM Ryerson on LinkedIn | Let’s Go Win | Let’s Go Win on Facebook | Let’s Go Win on Instagram | Let’s Go Win by JM Ryerson

Brought to you by: Iris.xyz


Episode 234 – Stop Viewing Compliance as Your Business-Prevention Department –– With Leila Shaver



Are you an advisor who feels nervous about compliance? Join the club. You might even want to start a podcast, but you’re worried about navigating compliance’s requirements.

In this episode, Matt speaks with Leila Shaver, owner and managing partner of My RIA Lawyer. Leila takes a deep look into compliance as it relates to risk profiles, podcasting, testimonials, and more.

In this episode, you will learn:  

  • How to better understand compliance
  • What you can do to potentially improve your risk profile
  • How compliance involvement differs between RIAs versus FINRA
  • Answers to aspiring podcasters’ most common compliance concerns 
  • What the benefits are of becoming an RIA
  • And more!

Tune in now to hear the answers to your compliance concerns. 

Resources  Top Advisor Marketing | My RIA Lawyer | (770) 462-2118  

Brought to you by: Iris.xyz


Episode 233 – Beware of “10X” and “We Fill Your Pipeline” Claims



If a marketing expert promises you results that seem too good to be true, it probably is. 

In this episode, Matt and Kirk discuss why they believe it’s irresponsible for “marketing gurus” and “lead-generation experts” to claim that they can fill financial advisors’ pipelines and get them 10X the results. They also talk about what advisors have to gain by shifting away from a “quick win” marketing mindset.

In this episode, you will learn:

  • Why the promise of 10X and filling your pipeline is problematic
  • How to validate these promises
  • Why silver marketing bullet is not a sustainable pursuit
  • What to do if you’re approached by aggressive marketers that trying to sell you short-term success
  • And more!

Tune in now to consider a new way to think about quick-win promises from marketers. 

Resources:  Top Advisor Marketing | Kirk’s LinkedIn post | Death By Referrals

 

Brought to you by: iris.xyz 


Episode 232 – How to Hire the Right People for Your Firm –– With Duane Roberts



Why are we talking about hiring on a marketing podcast? Because when advisors hire the right people, they can market that they have a stellar team and focus on doing what they do best. 

In this episode, Matt speaks with Duane Roberts, the COO and CFO of Humans Being Resources, a recruiting firm. Duane explains how his company helps financial advisors find the right hires through My1Hire packages.

In this episode, you will learn:  

  • Why finding candidates outside of your industry is important
  • How COVID-19 has altered the hiring process
  • Key HR resources for advisors
  • What separates Humans Being Resources from other recruiting firms
  • And more!

Tune in now for tips on how to hire the right people!

Resources:  Top Advisor Marketing | Humans Being Resources | My1Hire | (844) 691-4473

Brought to you by: iris.xyz 


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   

Brought to you by: Iris.xyz


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 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

Brought to you by: Iris.xyz


Episode 221: Build a Million-Dollar Mindset and the Practice Will Follow — With Stephanie Bogan



Are you positioning yourself to build a million-dollar practice and take 100 days off? Are you on track to double your revenue in half the amount of time?

Today, Matt speaks with Stephanie Bogan, the chief possibility officer at Educe and founder of the Limitless Adviser Coaching program. In a conversation that will urge you to take action, Stephanie explains how to make mindset shifts that are essential for doubling your revenue in half the time. You will learn how to pinpoint how you’re spending the majority of your time as an advisor — and how to take control. 

In this episode, you will learn:

  • How a mindset shift improves personal performance and happiness
  • How one advisor’s crisis of confidence was costing his firm $80,000 per year 
  • How to calculate your return on time
  • How to do a five-day exercise that will reveal whether you have the potential to double your revenue in half the time
  • Why being below the line hinders advisors from doubling their revenue
  • And more!

Learn how to make changes to your mindset that can position you to double your revenue in half the time!

Resources:  Top Advisor Marketing | Educe Inc. 

Brought to you by: Iris.xyz


Episode 2 – Top 5 Keys To Working With the Press To Grow Your Advisor Practice w/Matt Ackermann



Advisors aspire to be an asset for the media, and someone journalists want to interview. What increases your chances of building that kind of relationship? On this episode we share insights on the top 5 things advisors should know about when it comes to working with the press. We talk about knowing your interviewer and building conversational relationships with Investment News’ digital content director Matt Ackermann.

Guest Bio:

Matt is the director of digital content at Investment News.  Follow him on Twitter @acketyack.