In this episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, welcomes Adam Knorr, CEO of Take Action Copy and co-founder of InfluenceLab, to unpack what it really takes to turn LinkedIn into booked meetings: realistic timelines, a clear niche, and DMs that sound like a person instead of a brochure.
Adam spent six years as a wholesaler at Jackson National and AllianceBernstein before leaving in 2022 to write. He now ghostwrites LinkedIn content for financial advisors and built InfluenceLab, a tool that coaches advisors on their own drafts while keeping their voice. He explains why you should give LinkedIn 90 days before judging it, why most DIY advisors get more from outbound DMs than from posts, and why the people who never comment are often the ones who book.
Prospecting is the first of the three focus areas of EAN's Elite Model, and this conversation is a practical playbook for making content one piece of your prospecting, not the whole plan. Adam also covers who shouldn't bother with LinkedIn, how to vet a content agency, and why YouTube can win on leads.
As Adam puts it: "You guys preach compound interest to your clients every single day. It's no different here."
In This Episode
- LinkedIn is the long game. Give it 90 days, and expect results to compound, not show up overnight.
- Two things have to be true: a posting rhythm you can keep without burning out, and a clear niche. The generalist is everybody's second option.
- Write DMs the way you text a friend: short messages, no paragraphs, and never the words "comprehensive" or "holistic."
- Most leads come from lurkers who read for months and never comment, so don't judge your content by the likes.
- No 30 minutes a day (or a teammate to cover it)? Don't post. If you have it, start with one post a week and build the habit.
Episode Timestamps
00:00 - Introduction
00:26 - From journalism to wholesaling to LinkedIn ghostwriting
02:32 - Why LinkedIn needs 90 days before you judge it
09:05 - What has to be true: consistency and a clear niche
16:33 - Content or DMs, and how to write DMs that sound human
20:14 - Who shouldn't do LinkedIn at all
21:46 - Why YouTube can beat LinkedIn for leads
23:52 - Lurkers, lead magnets and the funnel
27:31 - How to vet a content agency
29:09 - Building InfluenceLab
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Connect With Elite Advisor Network
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Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140
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The Elite Financial Advisor Podcast With Sten Morgan