In this episode, Jack talks with returning guest, Steve Gresham. Steve is the CEO of The Executive Project, a consulting firm that provides tools and training for financial advisors.

As an industry leader, Steve has spent time in many different roles. Outside the office, he is an ardent advocate for rethinking, reimagining, and restructuring the concept of retirement. Steve has been a long-time proponent of shaking up the industry and inviting more channel collaboration across teams.

Steve talks with Jack about lead generation, the importance of taking the next step, best practices for better engagement with clients, and the benefits of using the right tools.

“Tool sets allow you to not only provide clients with a more consistent experience—which also drives referrals because they'll say, ‘Well, here's what you can expect and it's painless…’—but it also allows them to have the progression in lead generation and next best action. Those have to be facilitated with tools that are driving off of your database because you'll never be able to do that with Post-it notes and Excel spreadsheets.” ~ @thegreshamco

Main Takeaways

Professional advising only thrives when the preference of the clients is at the forefront. Understand the usual factors (e.g., health, taxes, social security, household, etc.) that affect their financial decisions and make sure the client is at the center of everything you learn and adopt.
Three big questions that often surface with clients: How do I pay for my healthcare? Will it give me peace of mind? How do we get access to cash?
You need tech and tools to facilitate every client's concern. These intuitive tools create a platform for easy engagement, self-actualization, and clarity about financial decisions.
Clients often leave their advisor for undependable relationships, lack of proactivity, and inefficient planning.
If advisors aim to generate long-term leads, they should consider grabbing bigger opportunities, including reaching out to the large group of people who are currently edging toward retirement.

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Defend the Block 186 - Tray Jackson