Top Advisor Podcast

Many advisors build thriving practices, only to feel trapped by the very work they love. What if your career could energize, rather than drain, your life? In this intriguing conversation, Referral Coach Bill Cates, CSP, CAPE interviews Kristin Harad, CFP®, founder of Full Advisor Coaching, who explains how financial advisors can embrace work-life integration rather than chasing an elusive balance. Kristin unpacks her five-part framework for designing a business that fuels a life of fulfillment, freedom, and intention. Kristin and Bill Discuss: Why “work-life balance” is a myth and how to think instead in terms of integration Common friction points high achievers experience when pursuing both career and personal goals Her five-part framework for envisioning an integrated work-life future  The importance of mindset shifts like embracing progress over perfection Practical steps advisors can take, including calendar audits and giving themselves permission to prioritize life alongside work …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With Kristin Harad: LinkedIn: Kristin Harad Full Advisor Coaching Download Kristin Harad’s Work-Life Worksheet now! Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Download Kristin Harad’s Work-Life Worksheet now! About Kristin Harad: After years in financial services marketing with companies like Visa, Charles Schwab, and JPMorgan Chase, Kristin Harad set out on her own in 2006. She founded VitaVie Financial Planning, the first fee-only financial planning firm focused on expectant parents and growing families in the San Francisco Bay Area. Starting from nothing, she built it into a six-figure business in under three years. The freedom of entrepreneurship brought Kristin the satisfaction and fulfillment she had always craved, sparking her desire to help other firm leaders achieve the same. In 2014, she transitioned full-time into training and coaching independent financial advisors. She launched her coaching business to share the strategies and systems she had developed to grow her own firm and create a life she loved. As Kristin began sharing insights from launching and scaling her successful RIA, she discovered the joy of helping fellow entrepreneurs reach their dreams, both within their businesses and beyond. She has since guided hundreds of financial advisors and understands what works for solo practitioners, boutique firms, and enterprise RIAs alike. Kristin is passionate about helping advisors renew their entrepreneurial energy, focus on what matters most as leaders, and discover the success and fulfillment they’ve been searching for.

Do your clients’ money mindsets ever drive you crazy? Do you wish you could get them to just “think right” about their money? What if you knew that some of your clients’ financial challenges are rooted in their DNA?  Is that possible?  It’s called “epigenetics.”   (BTW – This is true for you too!) In this episode, Bill Cates, CSP, CPAE interviews Joyce Marter, LCPC, CSP, author of The Financial Mindset Fix, to discuss the deep emotional and psychological factors that influence your clients’ (and your) relationship with money. 3 key takeaways: Money beliefs are formed early and often unconsciously. Childhood experiences, family attitudes, and even generational financial traumas (yes, epigenetics!) can shape how your clients perceive and handle money as adults. Financial anxiety is normal—even for high earners. Mindfulness and cognitive-behavioral tools can help your clients (and maybe even you!) shift from a scarcity mindset to an abundance mindset, leading to healthier financial decisions. Empathy is your most powerful tool. You don’t have to be a therapist, but being comfortable talking about the emotional side of money can forge stronger client relationships and set you apart as a true holistic advisor. Bill and Joyce discuss: The strong link between mental health and financial wellness, and how unresolved emotional issues can hinder financial progress How financial trauma, such as job loss, debt, or family beliefs, can impact money behavior and decision-making Why empathy is essential for advisors when addressing clients’ emotional concerns around money The 12 core mindsets from her book, including detachment, responsibility, support, and abundance, and how these can positively influence client outcomes How mindfulness practices and cognitive behavioral tools can help clients manage financial anxiety and build long-term resilience …And more! Addressing clients’ emotional relationships with money isn’t just a feel-good strategy; it’s deeply practical. When advisors acknowledge and support the intersection of mental health and financial planning, they help clients achieve not only stronger portfolios, but also a sense of holistic success and genuine peace of mind. By expanding the conversation beyond dollars and cents to include mindset, emotion, and resilience, financial advisors become indispensable guides for their clients – chnot just to wealth, but to well-being. Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With Joyce Marter, LCPC, CSP: LinkedIn: Joyce Marter Website: Joyce Marter Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Joyce Marter, LCPC, CSP: Internationally renowned mental health thought leader and financial mindset expert, Joyce Marter, considers her life’s purpose to spread the Mental Wealth; to remove the shame and stigma from both mental health and financial stress, and provide a global audience with practical strategies and tools to heal, recover, thrive, and prosper. Joyce enjoys travel and has visited over 20 countries, with Thailand, Turkey, and Ukraine being some of her favorites. She welcomes opportunities to travel internationally to speak at large conferences or events. While she only speaks English, she has experience collaborating with a translator during her talks.

Cary Carbonaro, a Managing Wealth Advisor and Women and Wealth Ambassador at Ashton Thomas, discusses the future of female investors—predicted to control over $30 trillion by 2030. She highlights the financial industry's historical oversight of women and suggests actionable changes for better engagement. Cary emphasizes the importance of tailored communication and separate meetings for female clients to foster deeper connections. Additionally, she advocates for enhanced female representation in finance and the necessity of understanding emotional finance to build trust with women investors.

Are you building a business you love — or one that’s wearing you down? In this episode of Top Advisor Podcast, I interview David DeCelle, CEO of Model FA, whose passion is helping advisors fall in love with their practice – either “again” or for “the first time.” David shares actionable insights on scaling your business while maintaining passion and enthusiasm. David said, “Success in financial advising is about more than strategies; it’s about loving your business and creating genuine connections.” How can financial advisors simplify operations to regain focus? What practical steps foster trust and meaningful growth? David discusses strategies for systematization, identifying personal strengths, and the importance of nurturing client relationships authentically.  Bill and David discuss: Why advisors lose enthusiasm and how to reignite it. The four personality types in advising and the tailored growth method. Creating balance by leveraging the “Energy Audit” framework. The “Deposits vs. Withdrawals” approach to deepening client trust. Utilizing AI to enhance business efficiency without replacing human connections. …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With David DeCelle LinkedIn: David DeCelle Website: Model FA Instagram: David DeCelle (@david_decelle) Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About David DeCelle: Raised in a middle-class household, David knew at an early age that he wanted to redefine success for his generation of the family. Making money was a big motivation, but knowing how to put money to work was his main goal. That’s why he chose to become a financial advisor. And he’s never looked back. He’s a compulsive learner, the guy who cares the most, and one of the hardest workers you will ever meet. He loves nothing more than acquiring layers of life-enhancing knowledge – from social media strategies to self-actualization – and sharing it to help others grow and succeed. His most treasured moment is watching a financial advisor fall in love with the business again. He is equally committed to his own mind and body fitness, and to intentionally spending quality time with family and friends.

Selling a business is a monumental decision, filled with considerations that can significantly impact the owner’s future. How can advisors provide real value beyond investment advice during this crucial transition? In this episode, Referral Coach Bill Cates interviews Scott Bushkie, CBI, M&AMI, CM&AP, founder of Cornerstone Business Services, about the key steps and considerations involved in selling a business. Scott shares findings from a national study on business owners’ perspectives on their financial advisors during this process. He also provides guidance for advisors looking to assist their clients through a business sale. Scott discusses:  (06:03) The top reasons business owners switch advisors after selling (08:52) Key proactive moves advisors can make to maintain their client relationships (18:20) The importance of teamwork in selling and enhancing business value (24:29) Why it’s crucial to involve a team and never accept unsolicited offers blindly (30:31) Real-life case studies demonstrating successful business sales and advisor retention …And more! Sponsors: SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Finish Strong: Sell Your Business On Your Terms by Scott Bushkie Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Scott Bushkie: LinkedIn: Scott Bushkie Website: CAPex (920) 436-9890 Website: Cornerstone Business Services About Scott Bushkie: Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 20 years in the M&A industry, Scott is a recognized leader in the field, providing exit strategies and M&A advisory services to business owners in the lower middle market. He has successfully executed sales to domestic and international buyers, private equity firms, family offices, and strategic buyers. Scott is the founder and past chair of the Wisconsin chapter of MBBI and also the past chair of the IBBA. In 2014, Scott became the youngest person ever awarded the IBBA prestigious fellow designation. In 2017, Scott was named a fellow of the M&A Source, once again the organization’s youngest recipient. He writes for regional business press, including a monthly syndicated column for Gannett, and has been quoted by the New York Times, the Chicago Tribune, and other news outlets across the country. In 2018, Scott launched the Cornerstone International Alliance, providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. Operating with the philosophy that success breeds success, the alliance helps top-tier lower-middle-market M&A firms create more value for their clients. Scott holds the Mergers & Acquisitions Master Intermediary (M&AMI) certification. He is a Certified Business Intermediary and a FINRA registered broker holding securities licenses 62 and 63.

Building strong financial foundations isn’t just about numbers, it’s about nurturing relationships and leaving a legacy. How can financial advisors inspire trust and empower the next generation? What role does education play in creating lasting client relationships? In this episode, Referral Coach Bill Cates interviews Jeff Panik, CFP®, MSFS, CRPS, Principal of Balanced Wealth Partners, about his journey from military service to financial advising. Jeff shares his strategies for fostering financial literacy across generations, leveraging books to educate and connect, and creating balance in clients’ lives. Jeff discusses: (04:00) His transition from the US Army to becoming a financial advisor (06:13) Using books to engage clients and their children (08:41) Strategies for approaching financial planning as solving a retirement puzzle (24:17) The significance of humility and relationship-building in the financial industry (25:33) Advice for newer advisors on mentorship and navigating the industry  …And more! Sponsors: SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Your Future Is Now: A Guide to Understanding Your Finances and Gaining Independence by Jeff Panik Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Jeff Panik: LinkedIn: Jeff Panik Website: Balance Wealth Partners Website: Jeffrey Panik About Jeff Panik: With almost twenty-five years of experience as a financial advising professional, Jeffrey Panik, MSFS, CFP®, knows that his job is to help clients strike a balance between living well today and planning for the future. Throughout his career, Jeff has worked with hundreds of families, individuals, and small businesses to help them set goals, strategically manage their assets, and work toward achieving their dreams. The first in his family to attend college, Jeff believes it is imperative to start the discussion of financial literacy early to best prepare for financial success throughout life. Jeff served in the US Army after college, which, as part of his service agreement, paid the student loans he had accrued. He was honorably discharged and began working as a Financial Advisor trainee at a large brokerage firm. Though Jeff grew up in Southwestern Pennsylvania, he has lived in the Atlanta area for two decades. Jeff and his wife Rebecca currently live in Atlanta, Georgia. When he isn’t working, Jeff enjoys spending time with family, traveling, reading, and all types of sports.

In a crowded market, how can financial advisors truly stand out and attract their ideal clients? What’s the key difference between a target market and a niche, and why does it matter? In this episode, Referral Coach Bill Cates interviews Kristen Luke, marketing strategist and author of: Uncomparable: The Financial Advisor’s Guide to Standing Out through Niche Marketing. Kristen shares her insights on the power of niche marketing for financial advisors and RIAs. She also discusses how to define a niche, the importance of speaking the client’s language, and the concept of being “Uncomparable”. Kristen discusses:  (03:34) The transformative potential of niche marketing (07:16) Differences between target and niche markets (24:32) Real-life impacts of a niche-focused strategy  (29:04) The 6-component framework for niche success  …And more! Sponsors: SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Uncomparable: The Financial Advisor’s Guide to Standing Out through Niche Marketing by Kristen Luke  Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Kristen Luke: LinkedIn: Kristen Luke Website: Kaleido Creative Studio Website: OnNiche YouTube: Ep 141: Building The Differentiated Foundation For Successful Advisor Marketing with Kristen Luke About Kristen Luke: Marketing is hard for most financial advisors because they all look and sound the same to a prospect. Kristen helps Registered Investment Advisors market themselves to a niche, making it easier for them to stand out from the competition and attract ideal clients. Kaleido Creative Studio works exclusively with RIAs to build a niche-focused marketing system that produces a consistent flow of ideal prospects; differentiates firms from the competition; and eliminates the need to be the best salesperson or marketer to win clients. For more than 15 years, Kristen has consulted with hundreds of financial advisory firms and shared her marketing expertise via industry conferences and publications nationwide. Most recently, she has contributed her advice to FPA NorCal, DFA Study Groups, Kitces.com, Top Advisor Podcast, Kitces Office Hours, and Advisor Perspectives.

In this episode of Top Advisor Podcast, I sat down with one of the most recognized and influential names in the financial services industry: Ric Edelman. From starting as a new advisor to building the largest RIA in the country, (over $300 Billion in assets managed) Ric’s journey is filled with insights, strategies, and bold thinking that every advisor can learn from. We dive into what it took to grow a billion-dollar firm, what’s coming with the great generational wealth transfer (his answer might surprise you), and how advisors can remain radically relevant in a rapidly evolving profession.  Whether you’re early in your career or an industry veteran, Ric’s perspective will challenge and inspire you to think bigger, act bolder, and adapt smarter. In this episode, Ric shares his journey from angry consumer to industry leader. Ric reveals how financial education and inclusion became the foundation for his firm’s growth, his contrarian views on the wealth transfer, and what advisors should do now to remain relevant and meaningful in clients’ lives. Ric & Bill Discuss:   How a bad experience with an advisor led him and his wife Jean to build a firm focused on consumer education and accessibility How and why serving the mass affluent can lead to long-term growth and impact His belief that The Great Wealth Transfer may be overstated due to longevity, healthcare costs, and concentrated wealth How financial advisors can stay relevant by helping clients with lifelong learning, career transitions, and life planning Key challenges that younger advisors (and seasoned pros) will need to navigate over the next two decades Ric’s take on relevance — and why staying relevant is non-negotiable in today’s advisory landscape A brief look at Ric’s philanthropic passion project: The Edelman Fossil Park & Museum Why understanding blockchain, crypto, and exponential technologies is essential for advisors aiming to provide complete service …And more! Bottom line: Ric Edelman shares timeless lessons from his journey — and offers a future-focused take on what advisors must do now to grow, lead, and stay ahead of the curve. SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Uncomparable: The Financial Advisor’s Guide to Standing Out through Niche Marketing by Kristen Luke  Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Ric Edelman: DACFP Conference LinkedIn: Ric Edelman Instagram: @ric_edelman Website: DACFP Website: Edelman Financial Engines Edelman Fossil Park & Museum YouTube: Ric Edelman Email: ric@dacfp.com About Ric Edelman: Ric Edelman created the CBDA designation, Certified in Blockchain and Digital Assets. He is a #1 New York Times bestselling author of 13 books on personal finance, with more than one million copies in print in ten languages, holds two patents for financial innovation and created one of the most successful ETFs in history. He was ranked three times as the nation’s #1 Independent Financial Advisor by Barron’s and founded the nation’s largest financial planning firm, now serving 1.3 million clients and managing $300 billion in AUM. Edelman is in both Research Magazine’s and Barron’s Financial Advisor Halls of Fame, and recipient of IARFC’s Lifetime Achievement Award. Investment Advisor, RIABiz and InvestmentNews all named him one of the most influential people in the investment management profession.

Referrals have always been the fastest and most predominant way that advisors have grown their business. But… it’s not the only way. Abby Salameh, Chief Growth Officer at RFG Advisory, dives deep into what’s working right now when it comes to client acquisition for top-performing financial advisors. Abby shares insights into four primary strategies her firm is using to drive growth: referrals, paid social events, and digital marketing.  You’ll hear how RFG equips advisors with toolkits and systematized processes to make asking for referrals less awkward and more effective. She also highlights the importance of nurturing new connections through drip campaigns and personalized follow-up. Bill and Abby also explore how paid social and digital campaigns are creating fresh opportunities, and why events – especially educational ones – remain a tried-and-true method for attracting new clients. But that’s not all! Abby highlights RFG’s StrongHer Money initiative, designed to empower women investors and help advisors better connect with this fast-growing segment.  Finally, Abby shares her vision for the future of the industry, emphasizing the rising importance of behavioral coaching and building genuine, trust-based client relationships. Bill and Abby discuss:  (04:15) Proven strategies for generating more client referrals and introductions (13:01) The importance of behavioral finance and its role in client relationship building (16:29) Leveraging paid social media to amplify your brand and reach new prospects (22:50) Hosting successful client events and how they integrate with digital marketing (29:48) RFG Advisory’s initiative to empower and attract women investors …And more! Plus, Abby shares a free growth guide packed with proven strategies used by advisors who are achieving 20%+ organic growth. Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide EPISODE SPONSOR: Harbor Capital Advisors  |  LinkedIn: Harbor Capital Advisors Connect With Abby Salameh: Free Guide: www.GrowwithRFG.com LinkedIn: Abby Salameh Website: RFG Advisory Cates Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Abby Salameh: Abby Salameh currently serves as RFG Advisory’s Chief Growth Officer. Ms. Salameh served as CAIS’ Chief Marketing Officer, where she headed the firm’s corporate and field marketing teams. Ms. Salameh has worked in the advisory industry for over 20 years: Before joining CAIS, she served as Hightower’s Chief Marketing Officer for two years taking the firm brand through a strategic rebrand in order to transform itself from a recruiter of ex-wirehouse advisors into a serial acquirer of RIAs. Prior to that, Ms. Salameh was CMO at Private Advisor Group, a $20 billion RIA, where she spent six years creating top-line solutions for independent advisors. She has also previously held leadership positions at Fusion Advisor Network, where she successfully led the company’s sale to NFP, and was Head of Marketing for Institutional Services at TD Ameritrade and TD Waterhouse, where she was responsible for managing all aspects of the company’s marketing, advertising, conference and practice management initiatives. Ms. Salameh began her career at Sanford C. Bernstein before moving on to become a founding member of the team that launched InvestmentNews. Ms. Salameh is a leader for the FSI Growth & Marketing Council, a member of the Invest in Others Marketing Council, a vetted industry speaker, and a regular volunteer at her local animal shelter. She holds an MBA from the NYU Stern School of Business and a bachelor’s degree in finance from Hofstra University.

When it comes to generational wealth, it’s not just about money; it’s about relationships.  Don’t believe me?  Listen to this interview!!! In this episode, Referral Coach Bill Cates sits down with Barry Banther, CMC, CSP, CPAE, a seasoned family business advisor with over 30 years of experience helping families navigate the complexities of wealth transfer. Barry shares powerful stories and real-world examples that highlight how advisors can successfully guide clients through the  transfer of wealth, business, and core values across generations. You’ll hear about the pitfalls and triumphs advisors face and learn actionable strategies for building strong relationships with ultra-wealthy clients and their families Discover the nuances of wealth transfer, the impact of family dynamics, and key strategies to avoid common pitfalls. Bill and Barry discuss:  Three real-life examples of how advisors get it right — and wrong — when managing family wealth transfer Uncovering the hidden dynamics in wealth transfer Navigating sibling rivalries and complex family relationships Building trust with the next generation of decision-makers Facilitating productive family meetings without overstepping …And more! Discover the common mistakes advisors make with ultra-wealthy families and the importance of initiating conversations about legacy planning now, not later. Barry shares powerful stories and actionable insights, emphasizing the importance of building relationships – and staying relevant –  with the next generation. Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide EPISODE SPONSOR: Harbor Capital Advisors  |  LinkedIn: Harbor Capital Advisors Connect With Barry Banther: Barry@barrybanther.com Website: Barry Banther LinkedIn: Barry Banther Cates Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Barry Banther: Barry Banther knows lasting leadership. He learned it with over four decades of hands-on experience, first as a leader in a nationwide enterprise and then as the founder and CEO of two professional services firms. He has been the senior consultant on more than 400 engagements to help develop leaders. His clients have included multinational companies as well as mid- to large-sized family-owned businesses across America. He has also written over 50 leadership development programs used in industries around the world. His latest book, A Leader’s Gift: How to Earn the Right to be Followed, achieved #1 Best Seller status on Amazon on its release day. This body of work has earned him the highest professional accreditation from the Institute of Management Consultants and the National Speakers Association. It also caught the attention of 3 Governors who appointed him to their administrations to oversee the regulation of private higher education. As a result of Barry’s leadership and commitment to family-owned businesses, Family First (the parent organization of Super Bowl Winning Coach Tony Dungy’s All Pro Dad initiative) named Barry their Family Ambassador of the Year.