Top Advisor Podcast

What if the problem you’re trying to solve isn’t the real problem at all? How might that damage rather than help your business? Jeff Thorsteinson argues that advisors often look for better answers when they should be asking better questions. A growth challenge may actually be a capacity problem. A referral problem may point to weak positioning. A full calendar may signal over-reliance on the advisor. In this episode of Top Advisor Podcast, Bill and Jeff explore why questions are “the operating system of leadership.” The questions advisors ask shape their strategy, hiring decisions, client conversations, and plans for growth. They discuss Jeff’s “stop, flip, expand” framework, a four-part test for deciding what belongs on an advisor’s plate, and three questions that can transform a discovery meeting. As Jeff puts it, “The next breakthrough in your business may not require a better answer. It just simply requires a better question.” 3 Key Takeaways: Reframe the problem before solving it. (03:35) An advisor who says, “I can’t grow the business,” may actually have a capacity problem. If the team is overwhelmed and every decision depends on the advisor, more clients will create more chaos. Move from pursuit to attraction. (07:03) Instead of asking, “How do I get more affluent clients?” ask, “What would make affluent clients chase me for a meeting?” That shift changes positioning, niche marketing, authority, thought leadership, and client experience. Use “stop, flip, expand.”  (31:45) Stop and identify the real problem. Flip the question into a more useful form. Then expand it to uncover the larger issue underneath. “How do I get more referrals?” might become, “What kind of business will naturally attract clients?” Episode Sponsors:  FiduLink.ai The Cates Academy for Relationship Marketing Connect with Jeff Thorsteinson Website: https://www.advisorpracticemanagement.com/about-us LinkedIn: https://www.linkedin.com/in/jeffthorsteinson/ Email:  [email protected] 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! Connect With Bill Cates: [email protected] Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy   About Jeff Thorsteinson  Jeff is the co-partner in the firm Advisor Practice Management. Jeff has spent more than thirty years helping financial advisors build stronger, more profitable businesses. He’s co-founded several advisor-focused companies, including The Newsletter Factory, YouFoundation, Agora Wealth, and Agora Dealer Services, and has worked on thousands of marketing and practice management projects with advisors across North America.

We’re diving deep into what it really takes to build an advisory firm that not only grows but truly scales, without sacrificing client experience or firm culture. Our guest is Andy Schwartz, CEO and managing partner of OnePoint BFG Wealth Partners, a national RIA managing over $19 billion in client assets. With more than four decades of experience, Andy shares the inside story of how he and his twin brother Scott evolved a two-person practice into a thriving enterprise with hundreds of employees and advisors across the country. Some of the topics covered in this: The difference between scale and growth Andy’s transition to an independent RIA The importance of creating capacity and leveraging expertise How technology and a culture of gratitude are changing the client experience Early adoption of planning a CFP (before more advisors) The evolution from practice to enterprise Building infrastructure to support multiple advisors Healthy paranoia, humility, and continuous improvement Regular client surveys and feedback loop Local recognition versus the need for a national brand Predictions for the future of financial advisory services   If you want actionable insights on scaling your firm while staying true to your values, this is one conversation you won’t want to miss! Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action! Episode Sponsors:  FiduLink.ai The Cates Academy for Relationship Marketing Connect with Andy Schwartz, CFP: Website:  www.OnePointBFG.com Email:  [email protected] LinkedIn: https://www.linkedin.com/in/andyschwartz-onepointbfg/ https://www.linkedin.com/company/onepoint-bfg-wealth-partners/ 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! Connect With Bill Cates: [email protected] Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Andy Schwartz: Andy Schwartz, CFP® is the Co-Founder, CEO and Managing Partner of OnePoint BFG Wealth Partners, Joe Doran, Rise Growth Partners, a national wealth management firm overseeing approximately $16 billion in assets. With more than 40 years in the profession, Andy has built an unusual career as both an advisor and an entrepreneur—helping grow a significant personal practice while building and leading a large, growth-oriented advisory firm. Andy has been recognized by Barron’s and Forbes among the nation’s leading financial advisors and has become a respected voice on advisor growth, leadership, client experience and building an enduring wealth management business. At the heart of his philosophy is a simple idea: great advisory firms put the client first—and build everything else around that commitment.

The way people choose a financial advisor has changed. Bill Cates talks with Brian Thorp, founder of Wealthtender, about why online reviews and internet presence and credibility now play an important role in the decision to meet with you and, hopefully, work with you. They discuss what advisors can do to make sure their digital credibility supports the trust they have built offline. Brian shares findings from a study of 500 mass-affluent Americans. One result stands out: 83 percent of people who receive an offline referral to an advisor go online to look for reviews. A trusted introduction still carries weight, but prospects want to see that trust backed up by other forms of social proof. Here are 3 key takeaways: A Referral Often Starts the Research: Prospects are checking websites, LinkedIn profiles, reviews, and even asking AI to compare advisors before they make contact. Reviews Work Like Digital Referrals: A strong review keeps building credibility long after it is written. It can also help Google and AI tools understand who you serve and why clients value working with you. Clients Talk About How You Make Them Feel: Most reviews are not (and should not be) about investment performance. Clients write about confidence, peace of mind, and the difference their advisor made during an important moment in their lives. Listen to this conversation for a practical look at online reviews, compliance concerns, search visibility, and how to make sure the trust you have built offline also shows up online. Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action!   Sponsor:  EPISODE SPONSORS: Nexruto www.Nexruto.comThe Cates Academy for Relationship Marketing www.TheCatesAcademy.com   Connect with Brian Thorp: Websites: https://wealthtender.com/grow https://wealthtender.com/love LinkedIn: https://www.linkedin.com/in/briancthorp/ YouTube: https://www.youtube.com/watch?v=9MdoXba7U0k Email:  [email protected]   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!   Connect With Bill Cates: [email protected] Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy   About Brian Thorp Brian Thorp is the founder, CEO, and Editor-in-Chief of Wealthtender. He believes everyone deserves trusted help with money matters, regardless of income or stage of life. Brian is a member of the National Society of Compliance Professionals and its SEC Marketing Rule Working Group. He has written extensively about advisor testimonials, including an article published in Currents and a testimonial marketing playbook for advisors and wealth management firms. Under Brian’s leadership, Wealthtender became the first financial advisor review platform designed to comply with the SEC Marketing Rule. His work has been featured in major publications and on numerous podcasts, and WealthManagement.com named him one of its top 10 innovators and influencers set to change the industry in 2024. Before founding Wealthtender, Brian spent nearly 22 years at Invesco, most recently leading financial advisor platforms and overseeing strategic partnerships with wealth management firms representing more than $100 billion in assets under management. With more than 25 years in financial services, Brian is focused on helping more people enjoy life with less money stress.

In this episode of the Top Advisor Podcast, Bill Cates sits down with Molly McClure, Executive Director of Marketing at OnePoint BFG Wealth Partners, to look at how prospects choose a financial advisor today. A trusted introduction may put an advisor at the top of the list, but prospects still do their homework. They check your website. They look at your LinkedIn profile. They search Google, and increasingly, they ask AI.  Yup!  For better or worse, AI is playing a huge role in this dynamic now. Molly shares what advisors can do to strengthen that next step and make sure their marketing supports the tried and true referral process. Here are 3 Key Takeaways: The Referral Gets You Considered: A warm introduction opens the door. Your online presence helps the prospect decide whether to walk through it. The referral comes with borrowed trust. Your online presence can increase that – if done properly. Your Message Has to Be Specific: Does your website clearly show who you help, what makes you different, and why the prospect should call you? Do your new prospects “see themselves” in how you talk about your value? Client Surveys Can Start Better Conversations: Client survey results can lead you to clients who are willing to refer but maybe haven’t done so… yet. This creates a natural opportunity to follow up and help them recognize who may be a good fit.   Listen in for a smart, practical conversation about blending referrals and marketing, with advice on creating useful content, improving search visibility, simplifying website forms, and making sure your links and follow-up systems work, so you can become the first call clients make when life gets complex. Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action! Episode Sponsors:  Nexruto The Cates Academy for Relationship Marketing Connect with Molly McClure: Website: https://themollymcclure.com/  |  https://www.onepointbfg.com/ LinkedIn:  https://www.linkedin.com/in/mollysmcclure/ Email:  [email protected] 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! Connect With Bill Cates: [email protected] Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Our Guest Molly McClure is the Executive Director of Marketing at OnePoint BFG Wealth Partners, where she leads the firm’s marketing strategy and brand growth. With nearly 20 years of experience in technology, financial services, and fintech, Molly is known for making complex ideas clear and building marketing programs that deliver real results. Before joining OnePoint BFG, she led U.S. marketing for a fintech division of Invesco and helped drive significant growth in both revenue and brand awareness. Molly was also named the 2025 Gold Stevie Award winner for Marketing Executive of the Year. A Michigan native, she credits her early years working on her grandparents’ cherry farm with shaping her hands-on approach to leadership.

Brian Margolis, founder of ProductivityGiant.com and author of The Index Card Business Plan, teaches advisors practical productivity methods. He explains the Pillar System of 5–7 weekly priorities. He stresses Pro Time—protected morning blocks—and molding your calendar around them. He covers batching to avoid context switching and a four-column plan-to-start-your-day routine.

Thrilled to have interviewed Derek Coburn on the latest episode of the Top Advisor Podcast! Derek built and sold a thriving financial practice, created the renowned networking community Cadre, and is a bestselling author challenging the conventional views on retirement. Whether you’re a financial advisor or a growth-minded professional, his journey and perspectives are a must-listen. Here are 3 key takeaways for you: Curated Networking Beats Cold Outreach: Derek found greater success – and deeper relationships – by moving away from mass networking events and instead hosting highly curated, small-group gatherings that create meaningful connections.Tired of large, impersonal networking events? Derek shares how hosting smaller, curated roundtable lunches led to deeper connections and eventually grew into Cadre, a thriving community for entrepreneurs and business leaders Redefining Retirement: Question the traditional model of retirement. The story of Derek’s Dad and his book Let’s Retire Retirement shows that maintaining purpose beyond 65 can not only improve well-being but also offer financial flexibility.Derek challenges traditional thinking about retirement, asking: Should we be steering clients toward a destination they may not truly want? It’s About Being Present, Not Just Planning:True wealth is about maximizing meaningful moments with family and friends throughout life—not deferring them until “someday.” Don’t underestimate the value of $50,000 moments.Check out this episode for practical ideas on building your network, challenging outdated industry advice, and living life more fully now and later! Episode Sponsors:  Nexruto The Cates Academy for Relationship Marketing . Connect with Derek Coburn: www.DerekCoburn.com https://www.cadredc.com/ linkedin.com/in/derekcoburn Book:  Let’s Retire Retirement 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! Connect With Bill Cates: [email protected] Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy

Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business. That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors. If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode: Start the Conversation Early: Don’t wait for your clients approach you for a conversation about selling their business. Proactively discuss their exit plans and the value of their business before someone else does. Build a Trusted Team: Business owners expect their advisor to have a team of experts (including tax, M&A, and legal professionals) ready to help maximize their value and minimize taxes during this critical transition. Never Accept the First Offer: The study revealed that business owners almost always net a significantly higher sale price (sometimes 60–100% more) when they run a competitive sale process rather than accepting unsolicited offers. Case in Point: The Danger of Waiting Hear what happens when a trusted advisor “waits for the call” after a client sells – only to lose out on tens of millions in new assets because they weren’t proactive. Or discover how partnering with experts and running a competitive sale process turned an initial $31M offer into a $51M payday for both the business owner and their advisor. Advisors: This is an immediate opportunity to be the hero your business owner clients need or risk losing them at the most pivotal moment of their financial lives. Episode Sponsor:       Connect with Scott Bushkie – Cornerstone Business Services: Cornerstone Website Financial Advisor AUM Study FINISH STRONG:  Book & Workbook Scott’s LinkedIn Profile Cornerstone YouTube Video 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! Connect With Bill Cates: [email protected] Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Scott Bushkie Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 25 years in mergers & acquisitions, Scott is a recognized leader in the lower middle market, helping business owners sell their companies, grow through acquisition, and understand the realistic value of their businesses in today’s market. Over the years, Scott has successfully executed hundreds of transactions, domestically and internationally. He has the trust and respect of CPA and financial advisor alliances, investment banks, and other professional service firms within the M&A marketplace. A leading authority on lower middle market M&A, Scott’s expertise is sought after by major media outlets including the New York Times, Chicago Tribune, Associated Press, CBS, and iHeart Media. The best-selling author of Finish Strong: Sell Your Business on Your Terms, he also guest authors content for numerous newspapers, magazines, and trade publications. As a keynote speaker, Scott engages diverse audiences from national organizations to regional trade groups and international delegations. He focuses on empowering business owners to maximize the single largest transaction of their life: the sale of their business. Additionally, he equips financial advisors with strategies to better serve these owners and, in turn, significantly grow their AUM. Scott is the founder and past chair of the Wisconsin chapter of Midwest Business Brokers & Intermediaries (MBBI), past chair of the International Business Broker Association (IBBA), past chair of the M&A Source, and the founding president of the Wisconsin chapter of EO. Scott has been named Fellow of IBBA, Fellow of M&A Source, and was a 2025 inductee into the IBBA Hall of Fame—in each instance the youngest person in the world to receive these prestigious lifetime designations, recognizing industry expertise and contributions to the profession. In 2018, Scott launched the Cornerstone International Alliance (CIA), providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. In 2025, CIA had approximately 30 partner firms worldwide and facilitated the transition of $2 billion in enterprise value. Scott also partnered with a third-party research firm to produce the 2025 National Study on Selling Your Business. The first of its kind, the study provides groundbreaking research into business owner attitudes, trends, and expectations about selling their business. Scott holds designations as a Mergers & Acquisitions Master Intermediary (M&AMI), a Certified M&A Professional (CM&AP), and a Certified Business Intermediary (CBI). He is a registered representative of the broker dealer Ceiba Financial with the Series 62 & 63 securities licenses. Scott’s diverse background includes entrepreneurial endeavors, management, finance, and marketing. He has operated small startups and worked with international corporations. He is a graduate of the University of Wisconsin – Whitewater. Scott and his wife Cassie live in Green Bay with their three children.

The national average savings rate in the U.S. is a dismal 4%.  If you could help your clients raise that rate as high as 20%, what would that mean to your clients and to your business? Our featured guest, David Mozeika, is a top-performing financial advisor with over two decades of experience and Forbes recognition, who has revolutionized the way advisors and clients think about money movement. Rather than relying on traditional budgeting or chasing higher rates of return, David Mozeika advocates for a proactive approach he calls “Income Under Management.” By rethinking the flow of funds and intercepting income before it hits spending accounts, he’s helped clients and advisors unlock higher rates of saving and investing, leading to long-term financial confidence. David Mozeika also co-founded Currence, a tool designed to support this innovative method and foster a more collaborative, transformative relationship between advisors and their clients. This is a game-changing approach to holistic financial planning that creates a huge win for your clients and for you! Here are 3 key takeaways: Flip the Savings Script: David introduces the concept of “Income Under Management,” emphasizing that traditional budgeting is backward-looking and often ineffective. Instead, by redirecting income into a separate reservoir account before it hits the spending account, clients automatically become better savers; often without conscious effort. Create Transformative Client Value: Structuring cash flow in this way not only delivers better client results but can also transform relationships. Clients frequently report a sense of confidence and clarity, with some even saying, “You have transformed my life.” This leads to stronger engagement and higher referability. Business Impact: By helping clients increase their rate of saving and investing (from the national average of ~4% to 20%+), advisors can dramatically grow their own businesses. More client savings translates into more assets to manage. A true win-win!   Sponsor:  EPISODE SPONSOR:  Nexruto www.Nexruto.com   Connect with David Mozeika & Currence WebsitesCurrence:  www.LiveCurrence.comIncome Under Management Summit (Save $600) https://livecurrence.com/ium-2026/promo-redemption/cates/ LinkedIn: https://www.linkedin.com/in/davidmozeika/   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!   Connect With Bill Cates: [email protected] Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy   About David Mozeika David Mozeika has dedicated over 20 years to the financial services industry, consistently ranking in the top 1% of his peers. Recognized as a top advisor by Forbes, David has a proven track record of helping clients manage their cash flow to achieve their financial goals. His innovative approach led to the creation of Currence, a platform designed to change the direction of cash flow and introduce a “speed bump” between income and spending.

A solo deep dive into how advisors become truly referable and remarkable. Short, repeatable strategies on building relevance, reputation, and referrals are unpacked. Stories show how client events, onboarding dazzle, and family-focused practices create strong personal connections. Practical niche-market examples reveal ways to target the right clients and spark a culture of introductions.

Mike Michalowicz, author and entrepreneur behind Profit First, who rebuilt his finances after business failures. He explains flipping accounting to allocate profit first. He describes the “small plates” system of multiple accounts. He contrasts owner’s pay with profit and shows how profit can help eradicate debt and change business behavior.