Top Advisor Marketing Podcast

Are you struggling to get valuable referrals from your clients?  Have you tried the power of introductions?  In this episode of the Top Advisor Marketing Podcast, Matt Halloran is joined by referral guru, Bill Cates — author of the new book, The Language of Referrals — for his FIFTH appearance on our show. Bill explains his powerful strategies,  outlining the six key areas you need to master for referral success. Whether you’re a seasoned professional or new to the field, this conversation offers actionable insights to help you build a referral-based practice with integrity and confidence. Matt and Bill discuss: The subtle difference between a “referral” and an “introduction” Why your mindset matters How to navigate objections like a pro The 6 parts of referral language The VIPS Method And more “You’ve asked the client for the possibility of referrals or introductions, didn’t work out for whatever reason, and 2, 3, 4 weeks later they say, “Hey, I got somebody for you.” They want to do it on their terms, when they feel most comfortable, and they see the connection.” ~Bill Cates  Resources:  Podcast: How to get Referrals Without Asking — Referrals Mini-Series Part 1 Book: Don’t Keep Me a Secret by Bill Cates Book: The Ultimate Sales Machine by Chet Holmes Book: Radical Relevance by Bill Cates Website: The Language of Referrals  Podcast: Top Advisor with Bill Cates Connect With Bill Cates: LinkedIn: Bill Cates Website: The Referral Coach Connect With ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Our Guest: Bill Cates, CSP, CPAE, works with financial advisors to speed up their growth without increasing their marketing budget. Advisors tap into Bill’s proven process to multiply their best clients through introductions from advocates and Centers of Influence, communicate their value proposition more effectively, and create a reputation in a profitable target market. Bill helps advisors move from push prospecting to magnetic marketing – to attract more Right-Fit Clients™.    Bill is the author of 3 best-selling books, Get More Referrals Now, Beyond Referrals, and Radical Relevance. Bill’s newest book, The Language of Referrals is due to be released in March of 2024. He is the founder of The Cates Academy for Relationship Marketing™, has been named the #1 Financial Advisor Influencer by Indigo Marketing, and is the host of the acclaimed Top Advisor Podcast (www.TopAdvisorPodcast.com) – now ranked in the Top 10% of podcasts worldwide.

Have you ever considered using a book to elevate your credibility and influence?  In this episode, Matt Halloran is joined by Paul McManus — founder of More Clients More Fun LLC, MCMF Publishing, and host of the Million Dollar Producer Show podcast. They explore why having your own book allows you to present yourself as the go-to expert. Writing a book doesn’t have to be daunting. Paul overcomes the biggest challenges advisors face, such as imposter syndrome and feeling overwhelmed by the writing process. Matt and Paul discuss: How a book establishes credibility and helps you stand out from the competition Paul’s Short Book Formula that can guide you in producing your book in as little as six weeks How to use tactics like a coordinated social media campaign and an Amazon launch to generate momentum and potential bestseller status How to leverage the book as an opportunity to re-engage past clients and ask for their support (reviews, referrals, etc) Why a book is like your skeleton key to getting invited to be a podcast guest And more “The two things that tend to be able to create this effect most consistently for financial advisors is number one, being an author and having your own book. And number two, it’s having a podcast. And when you marry those things together, it’s a magical system.” ~Paul McManus Resources:  Book: Your N.E.X.T. by Jerome Myers LinkedIn: Dan Kennedy Podcast: Mitlin Money Mindset Book: Financial Planning Made Personal by Lawrence Sprung Service: 99Designs Book: The Tax-Free Business Owner by Mark Miller Connect With Paul McManus: LinkedIn: Paul McManus  Website: The Short Book Formula Connect With ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Our Guest: Paul G. McManus is the founder of More Clients More Fun LLC, MCMF Publishing, Creator of The Million Dollar Producer LinkedIn Program, and host of The Million Dollar Producer Show Podcast. He has worked closely with over 500+ financial advisors, CPAs, life insurance producers, and business advisors since 2015. He is also the author of Million Dollar Producer: The Secret Playbook For Financial Professionals To Land High-Value Clients Using LinkedIn. He lives in San Diego, California with his wife Atsuko and his two Boston Terriers, Moo and Potato Chips.

How can financial advisors significantly grow their business in a competitive market while providing exceptional client experiences? By starting with this podcast.  In this episode, Matt Halloran welcomes Jack Martin — the virtual CMO for InsurMark — onto the show. They explore the current competitive IMO/FMO landscape and the importance of having a strong marketing partner. Jack shares insights about the InsurMark Growth Framework, a proven system that helps advisors grow their businesses sustainably. Matt and Jack discuss: A mindset shift from transactional selling to building long-term relationships A well-defined target audience to tailor marketing efforts Strong marketing strategies that leverage SEO, lead nurturing, personalized communication, and client engagement The three phases of the InsurMark Growth Framework A focus on truly listening to clients’ needs and concerns And more “So there are three phases to this growth framework. There’s the lead to prospect, meeting to client, and from clients to evangelists.” ~Jack Martin Resources:  LinkedIn: Dan Sullivan Tool: Net Promoter Score Connect With Jack Martin: LinkedIn: Jack Martin Website: InsurMark Website: Elite Advisor Group Connect With ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Our Guest: Jack Martin is a strategic leader with a proven track record of motivating teams to develop and implement innovative 21st-century brand and marketing initiatives for expanding national wealth management and annuity firms. He brings a wealth of experience to the table, fueled by a passion for the financial services industry. For over 30 years, Martin has excelled in conceiving, branding, and promoting financial services products and firms.  As a Certified Financial Planner since 1985,  he possesses in-depth industry knowledge. Martin’s career highlights include his position as a leading branch manager with AIG Royal Alliance Associates and his successful founding of a national IMO. His expertise lies in brand and marketing management for financial institutions, making him a valuable asset to any organization in this sector.

We know that inclusion, equity, and diversity are important. But why?  Why do diversity, equity, and inclusion (DEI) matter in financial services? And how can we make this industry a more welcoming space for women and people of color? In honor of Women’s History Month, Matt Halloran speaks with Sheryl Hickerson — founder of Females and Finance — to answer these defining questions. They explore why representation is crucial, how we can better assist underserved communities, and the benefits diversity offers the profession as a whole. Plus, you’ll get actionable tips on how to be part of the solution. Matt and Sheryl discuss: The importance of role models and representation Strategies for serving diverse communities How diversity strengthens the financial services industry The 100,000 goal and Females & Finance Fearless Pledge Practical ways to get started And more “Have I brought three people into financial services, held onto them for seven plus years? That’s just to keep homeostasis. That’s actually not even growth. That is just to keep what we have today.” ~Sheryl Hickerson Resources:  The Fearless Pledge™ Conference: Fearless Investing Summit Conference: Carson Group Excell LinkedIn: Nicole Casperson Connect With Sheryl Hickerson: LinkedIn: Sheryl Hickerson Twitter: Sheryl Hickerson Website: Females & Finance Connect With ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Our Guest: An award-winning, international speaker on social media and community-building strategies for financial services organizations, Sheryl Hickerson founded Females and Finance, a private community network dedicated to supporting women and male allies in financial services and financial technology. Their industry rally cry called The Fearless Pledge, was introduced in 2022 to support the hiring, mentoring, training, and advancement of 100,000 women. Membership today is more than 4,600 professionals with no signs of letting up. After 30 years in financial services, Sheryl has dedicated her professional life to promoting better business and diversity initiatives within the Financial Services community.

What are some proven tactics and strategies that advisors can employ to accelerate growth and achieve their goals?  In this episode, Matt Halloran is joined by Jon Kuttin – CEO of Kuttin Consulting Group, financial advisor, podcast host, and disruptor extraordinaire – to explore the importance of innovation, delegation, and forward-thinking in financial advisory practices. Dive into Jon’s playbook as he shares his secrets on scaling his business, the power of podcasting for advisors, and why wearing “busy” as a badge of honor is so last season. Jon is a true visionary shaking up the industry with his innovative approach to growth, success, and what it means to be a top advisor. Jon and Matt discuss: Effective strategies for scaling your business, such as through mergers and acquisitions, and implementing scalable business models The importance of delegation and empowering team members to leverage their unique abilities The significance of investing in your marketing efforts – particularly through podcasting – to enhance branding and client engagement How and why you should develop a long-term perspective and proactive approach to differentiation, change management, and business growth And more “I got involved in podcasting because it gives me the ability to share my expertise on a particular niche – whether it be for a financial advisor or a financial planning client – in a way that I could be my authentic self.” ~Jon Kuttin Resources:  Book: 10X Is Easier Than 2x by Dan Sullivan and Dr. Benjamin Hardy Podcast: Quantum Growth for Advisors Group: Financial Advisor Success Syndicate Connect With Jon Kuttin: LinkedIn: Jon Kuttin Website: Financial Advisor Success Syndicate (FASS) Website: Kuttin Consulting Group Website: Kuttin Wealth Management Connect With ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Our Guest: Jon Kuttin is a Barron’s Hall of Fame Advisor with 30+ years of experience leading and growing a financial advisory practice.  As the CEO of Kuttin Wealth Management, a private wealth advisory practice of Ameriprise Financial Services, LLC, Jon helps guide the strategic vision of the practice as they seek to become known industry wide as a leadership development factory. Driven by a mission to build leaders and give back to the financial services industry, Jon regularly speaks and contributes articles on CPA alliances, leadership, acquisitions, recruiting, and other topics for numerous publications including Forbes, Financial Advisor Magazine and Barron’s. His 9.5B+ AUM practice is headquartered in Hauppauge, NY and has offices across the country.

Struggling to get your podcast off the ground? We get it!  In this episode of the Top Advisor Marketing Podcast, Matt Halloran and ProudMouth CEO Kirk Lowe break down the 5 biggest concerns that stop advisors from hitting record – like figuring out a name, getting listeners, and avoiding podfade.  Want solutions to take action? They’ve got tips on planning, video strategy, and even how to be a guest on other podcasts. Plus, get a sneak peek at something new (coming soon!) to make podcasting way easier. So, how can you overcome the common obstacles that prevent you from starting and maintaining a successful podcast? You start with this episode! Kirk and Matt discuss: What is podfade? The top 5 concerns that stop advisors from starting a podcast (you’ll have to listen if you want to know what they are!) How to quickly and easily identify your first 12 topics How to leverage AI in getting started Three quick tips for attracting listeners And more “If your episode is downloaded 478 times in the first seven days after release, you’re in the top 10% of Buzzsprout podcasts. If you’re downloaded 121 times, you’re in the top 25%. It’s actually not that difficult to rise up the ranks.” ~Kirk Lowe Resources:  Webinar: Top 10 Must-Haves To Start an Advisor Podcast That Actually Converts Website: Podcast Industry Insights Website: United States Patent & Trademark Office Service: Buzzsprout (Podcast Hosting) Service: Riverside (Podcast Recording) Service: StreamYard (Live Streaming & Recording) Service: Headliner (Podcast > Video) Podcast: Future Planning: Are You Preparing Your Clients To Live Past 100? With Ric Edelman (Ep. 410) Report: Cumulus Media’s Podcast Download Report (Fall 2023) Top Advisor Marketing Podcast: Scale Credibility and Save Time With the Atomic Content Method With Kirk Lowe (Ep. 445) Top Advisor Marketing Podcast: An Advisor’s Blueprint for Overcoming Content Creation Challenges With Stoy Hall (Ep. 439) Top Advisor Marketing Podcast: How To Turn a Podcast Into Your Main Source of New Business With Taylor Schulte (Ep. 285) Connect With Kirk Lowe: LinkedIn: Kirk Lowe Twitter: Kirk Lowe Connect With ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Our Guest: After decades spent helping build and market successful financial services brands, Kirk Lowe recognized the increasing role and importance of influence in the rapidly expanding Expertise Economy. Successful financial advisors harnessing the power of podcasting, video, social media and progressively building their influence were attracting clients rather than having to chase them. Kirk’s ‘ah-ha’ moment—that influence is essential for professional experts—led to his co-founding of ProudMouth, an influence accelerator dedicated entirely to liberating financial experts and advisors from the tyranny of sales by giving them the means and methods to become recognized, in-demand authorities.

Manda Szewczyk, a website design and branding expert for financial advisors and founder of Hyper Pony Studio, dives deep into the often-overlooked 'About Us' page. She highlights its significance as the second most visited page on websites and shares six strategies to craft authentic narratives that resonate with potential clients. Manda emphasizes the power of personal stories, testimonials, and engaging content to build trust. She also discusses the importance of user engagement and maintaining connections, all while navigating evolving online privacy standards.

Anyone can be a guest on other people’s podcasts. But not everyone is a great guest or appears on the right podcasts.  But that’s a skill set that can be learned.  In this episode, Matt Halloran talks to Chloé Moore — financial advisor and co-founder of Financial Staples.  With a track record of hosting and being a guest on loads of podcasts — in addition to being named one of Investopedia’s 100 Top Financial Advisors in each of the last four years — Chloé’s got the lowdown on not just earning podcast spots, but also making sure she’s delivering a worthwhile experience for listeners. Now, you’re about to discover how she naturally attracts podcast invites that build credibility, audience, and community.  Matt and Chloé discuss: Understanding the different motivations for being a guest beyond just growing your business (think building credibility, expertise, and community) Strategies for getting asked to be on podcasts Tips for preparing for a podcast interview, including knowing the audience, reviewing questions in advance, and having pre-game rituals Questions to ask yourself before accepting an invitation to appear Why hyping up your guest is mutually beneficial   And more “But as far as getting on a podcast…you really need to think about ‘What’s the purpose?’” ~Chloé Moore Resources:  PodRocket Influence Academy (Enroll for FREE) “Office Race: Truths About Being a Black Woman in Wealth Management” by Chloé Moore Internship: BLX Internship Program Magazine: Wealth Management Podcast: Worth Listening LinkedIn: Lauryn Williams Website: XY Planning Network   Connect with Chloé Moore: LinkedIn: Chloé Moore Twitter: @finstaples  Instagram: @FinancialStaples LinkedIn: Financial Staples  Website: Financial Staples  Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Chloé Moore: Chloé Moore is the Founder of Financial Staples, a virtual, fee-only financial planning firm based in Atlanta, GA and serving clients nationwide. Her firm is dedicated to serving tech employees who are entrepreneurial-minded, philanthropic, and purpose-driven. Chloe believes that money is an emotional topic and it impacts many aspects of our lives. She enjoys helping clients unpack their money history and discover how they can use money to support a life that is most meaningful to them. Prior to launching Financial Staples, Chloe advised high net worth individuals and families at a southeastern-based independent trust company. She is a regular contributor to Business Insider and has been featured in Financial Advisor, Wealth Management, NerdWallet, US News & World Report, and many more. In addition to promoting financial literacy through speaking, writing, and volunteering, Chloe also focuses on the cultivation of female and minority financial planners. She launched the BLatinX Internship Program (BLX) in 2020 with three colleagues. The program provides paid internship opportunities to aspiring Black and Latinx financial planners. Through her leadership, contribution, and volunteerism within the financial services industry, Chloe has been recognized as one of Investment News Magazine’s Top 40 Under 40 in 2017, Financial Advisor Magazine’s 10 Young Advisors to Watch in 2021, and Investopedia’s 100 Most Influential Financial Advisors in 2020, 2021, 2022, and 2023.

If you’re considering breaking free and going the independent route, this episode is a can’t-miss.  Matt Halloran talks to Chuck Failla, the Founder and CEO of Sovereign Financial Group, about the world of independent financial advising. Discover the power of independence in serving clients without constraints, explore his unique cooperative-like structure supporting advisors, and learn how good old-fashioned mailers are driving growth.   Matt and Chuck discuss: The ways in which Sovereign Financial Group is more like a cooperative than a traditional broker-dealer How to incentivize your compliance team to say ‘yes’ Why targeting 401(k)s that “suck” can be a powerful marketing technique The story behind the creation of goRIA, and the role of educational marketing The three core businesses that will allow Sovereign to scale without having to take on more than their cap of 40 advisors  And more Resources:  Top Advisor Marketing Podcast: The Expert Guide to Breaking Up with Your Broker-Dealer with Alanah Phillips (Ep. 446) Website: Argus Media Website: Efficient Market Hypothesis Website: Newport Group Website: goRIA Website: Nitrogen Wealth (formerly Riskalyze) Service: eMoney Service: RightCapital Service: NaviPlan Service: MoneyGuidePro Connect with Chuck Failla: LinkedIn: Chuck Failla Website: Sovereign Financial Group Facebook: Sovereign Financial Group Twitter: Sovereign Financial Group Connect with ProudMouth: Thinking about starting a podcast? Book a call to learn more! ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Chuck Failla: Chuck has been a financial advisor for more than 25 years. He started in the early 90s as a “cold calling cowboy” in NYC selling individual stocks. As he built his book, he always planned to go independent and did so in 1999 by opening an independent branch of Raymond James Financial. At that time, Chuck earned his CFP® designation and transitioned from individual stock picking to financial planning and asset allocation using mutual funds and SMAs. Chuck’s practice evolved into what is today Sovereign Financial Group, Inc., an SEC registered RIA. With offices and advisors in the Northeast, Florida, and Colorado, Sovereign is one of the fastest growing RIAs in the country. Chuck is also the Director of Sovereign Advisor Solutions (SAS)– a division of Sovereign Financial Group, Inc. SAS helps advisors transition to RIA by offering a comprehensive plug and play solution for going independent. Chuck’s ties to the financial planning community run deep. He currently serves on the Board of Directors for the FPA of Connecticut and Chairs their Pro Bono / Public Outreach Committee.    Chuck received his degree in Finance from The University of Connecticut and completed his coursework for the CFP® certification with The American College. He resides in Connecticut with his wife, two children, black lab and cats. In his spare time, he enjoys all things travel & outdoors — on the weekends you will find him with his family hiking, camping, skiing, boating or just enjoying some grilling in the backyard.

Feeling frustrated that your marketing isn’t working? Matt Halloran is joined by Diana Cabrices — marketing expert, brand evangelist, and founder of Diana Cabrices Consulting — to share insights on effective marketing strategies for today’s financial advisors. She encourages advisors to stop wasting time with outdated tactics that don’t attract the right audience. Instead, learn the active and passive strategies that build trust, boost your brand, and fill your calendar with qualified leads.  Just 30 minutes of listening to this episode can change your business!  Diana and Matt discuss: Marketing frustrations and how to fix them Active vs. passive marketing, and why you need both The lowdown on seminars in the post-COVID world Why testimonials are so compelling, and how to keep them compliant How to properly outsource your marketing What is a brand evangelist, and where to find them  And more Resources:  Conference: Edge Conference Website: financialadviser.com Website: WealthTender  Website: White Glove Association: National Society of Compliance Professionals Connect with Diana Cabrices: LinkedIn: Diana Cabrices Twitter/X: Diana Cabrices Website: Diana Cabrices Consulting  Connect with ProudMouth: Thinking about starting a podcast? Book a call to learn more! ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Diana Cabrices: Diana Cabrices is the founder of Diana Cabrices Consulting, a brand evangelism firm dedicated to energizing demand channels for B2B wealthtech brands. Prior to introducing the industry’s first-ever outsourced Chief Evangelist offering, where she currently works alongside select wealthtech companies including Wealthbox, Wealthtender, and White Glove, Diana spent 3.5 years at Snappy Kraken, a popular growth marketing program for advisors. Over the years, Diana has supported thousands of financial advisors in implementing growth strategies using technology, leveraging tools across CRM, marketing, branding, succession planning, M&A, and more. When she’s not evangelizing advisor tech, she’s usually planning her next trip (18+ countries and counting), elevating women as a birth doula, and spending time in the beautiful mountains of Colorado, where she currently lives.