Top Advisor Marketing Podcast

Are you asking for feedback from your clients? Probably. But are you asking for input? One helps you improve, while the other allows you to better understand not just their financial goals, but also their feelings about their future, their plans, and yes, even you. In this episode, Matt Halloran welcomes Julie Littlechild – founder and CEO at Absolute Engagement – back to the podcast to consider the significance of feedback and input for advisors, and how that data can be used to provide more than “just” a good experience. Julie discusses: Why feedback rarely surprises us, but how input can provide answers for questions you haven’t even thought to ask yet Using technology to unleash your innate ability – or superpower, as Julie calls it – to connect with people How to implement the “voice of the client” before review meetings with simple chats, questionnaires, surveys, and polls How to avoid the common mistake of thinking clients are better at articulating their needs/wants than they actually are, and what to do instead The connection between engagement and referrals And more Resources: LinkedIn: Bill Cates Top Advisor Marketing Podcast: Client Insights With Julie Littlechild (Ep. 187) Top Advisor Marketing Podcast: Creating an Extraordinary Client Experience With Julie Littlechild (Ep. 105) Connect with Julie Littlechild: LinkedIn: Julie Littlechild Twitter: Julie Littlechild Website: Absolute Engagement LinkedIn: Absolute Engagement Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Julie Littlechild: Julie Littlechild is a recognized expert on the drivers of client engagement and how it is being disrupted. She has worked with and studied successful financial advisors and their clients for more than twenty-five years. Prior to founding Absolute Engagement, Julie launched and ran one of the industry’s leading research firms, focused on client engagement. She is the author of a popular blog and The Pursuit of Absolute Engagement. She has served on the national board of the Financial Planning Association, currently sits on an Investment and Wealth Institute advisory board, was twice identified as one of the 25 Most Influential People and won an industry Influencer Award in practice management.

Are you still doing the same thing with your clients that you’ve been doing for the past decade? Have you noticed an uptick in client churn? That’s not a coincidence.  In this episode, Matt Halloran is joined by Sean Brown, president and CEO at YCharts, to discuss the changing dynamic between financial advisors and clients, the catalysts for that shift, and what you can do to stop the leak. Sean shares his thoughts on best practices and how to build an out-of-this-world CRM to drive what he calls “mass customized configuration of communication”. Plus, he finds a way to meaningfully include Geoffrey Chaucer and Jerry Maguire in the same episode! Sean discusses: How the pandemic and end of the 11+ year bull market impacted advisor-client relationships The three consequences of poor communication The results from YChart’s survey of nearly 700 advised individuals How ad hoc and cadenced communication are the way forward Why it’s important to share useful information with clients…even if they’re not reading it How YCharts makes it quick and easy  And more Resources:  Advisor-Client Communications Report The Daily Stoic YCharts Special TAM Offer  Connect with Sean Brown: LinkedIn: Sean Brown Twitter: Sean Brown LinkedIn: YCharts YCharts Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Sean Brown: Sean Brown is the CEO and President of YCharts, an investment research platform that enables smarter investments, better client communications, and focuses on helping advisors deliver more value to their own clients. Sean’s passionate about providing advisors with quick access to investment data and modern tools that help them derive and share insights. Additionally, he believes that advisors require outstanding human support to ensure their success. In his nearly 30-year career, Sean’s focus has been on financial services and software, he’s been an executive at several startups, private equity-backed firms, and public companies. A Notre Dame and Stanford University graduate, Sean is a proud father and husband, an avid reader, and a college football and Chicago Cubs fan.

Lead gen companies offer a quick and easy product, but are you really getting what you think you’re buying? Does it check all the boxes if you look a little closer?  Their easy-button solution is tempting, but you’re paying for their system and their audience, when you should be building your own.  In this episode, Matt Halloran is joined by ProudMouth co-founder and business partner, Kirk Lowe, to discuss the illusion of diligence that most lead-gen companies are selling. They walk you through a better system for laying a strong foundation, finding your fans, and building marketing equity for your business that continues to grow year after year.    Matt & Kirk discuss: Why you never actually own the audience that lead-gen companies provide you, and why it’s crucial that you do How leveraging other people’s content may get you attention, but rarely if ever engagement with the right people The importance of building marketing equity with your own original content, and how to best do that Why objective measurements and metrics are nice, but it’s the unquantifiable aspects that set us apart How momentum and equity should define your marketing goals And more “[Lead gen] is a very small subsection of marketing. It absolutely has a place. I don’t think this is where advisors should put most of their eggs, though.” ~Kirk Lowe Resources:  Top Advisor Marketing Podcast: Top Reasons for Advisors To Choose a Niche (and How To Get Started) With Natalie Hales (Ep. 421) Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Kirk Lowe: After decades spent helping build and market successful financial services brands, Kirk 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.

Do you ever catch yourself playing the role of marriage counselor with your clients? Or how about the role of mental health practitioner? Consider this. When your clients’ needs go beyond your scope of practice, referring them out is one of the most caring things you can do. In this episode, Matt Halloran talks to Ashley Quamme, a licensed marriage and family therapist, and owner and founder of BAM Financial Consulting. Ashley reveals signs that you might be treading in unqualified waters, and why even giving “general marriage advice” can cause more harm than good. She also explains why referring makes client relationships stronger, and ideas for increasing client retention and referrals by creating well-being content with other professionals.  Ashley discusses: Examples of how advisors are giving unqualified advice, despite having good intentions How she’d respond to an advisor saying, “Somebody needs to give this client marriage advice. Why can’t it be me?” How to broach the subject of outsourcing with clients, without sounding judgey  Why acknowledging your limitations actually increases client trust Why developing self-awareness saves advisors from heartache And more Resources:  5 Steps For Advisors When Making A Mental Health Referral Connect with Ashley Quamme: BAM Financial Consulting The Wealthy Marriage LinkedIn: Ashley Quamme Twitter: @bamconsults ashley@bamfcc.com Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Ashley Quamme: Ashley Quamme, LMFT, FBS®, CFT-ITM, is a Fractional Financial Behavior Officer, Speaker, Trainer, and Couples & Financial Therapist. With a dynamic presence and a passion for empowering financial advisors and clients, Ashley captivates audiences with her expertise in relational dynamics, behavioral finance, and financial psychology. As the owner and founder of BAM Financial Consulting, Ashley provides Fractional Financial Behavior Officer services to advisory firms globally. She is dedicated to helping financial advisory firms navigate the complexities of client psychology, communication practices, incorporating financial psychology, and providing them with the tools and strategies necessary for long-term success with clients.

Are you still waiting to get your voice out there? Maybe you’re stuck because you believe your content will “never be good enough.”  How do you push past perfectionism and publish anyway? In this episode, Matt Halloran talks to Adam Cox, Executive Vice President and Chief Wealth Management Officer at The First National Bank in Sioux Falls. In 2020, Adam hired someone to record podcast episodes for them. But despite being pumped to start, Adam waited a year before taking action. He was too focused on wanting everything to be perfect.  Now, there’s no looking back. Adam is the host of Common Cents on the Prairie™, an award-winning podcast that “tackles some of today’s toughest financial questions in an approachable and personable style.” A vital part of his firm’s content machine, the podcast is helping them add more than one new relationship every business day.  Adam discusses: To what extent compliance impacts his team’s ability to produce a podcast How he consistently shows up as a thought leader and content creator, despite being a self-described perfectionist What he wishes he’d done differently when starting his podcast Three pieces of advice for advisors who are hesitating to create content And more Resources:  PodRocket Influence Academy (Enroll for FREE) How much influence do you have? Take our free 5-min test: https://proudmouth.com/influence-assessment-2/ Website: Common Cents on the Prairie™ YouTube: Common Cents on the Prairie™ “The FIX: A new prescription to cure disengaged customers, prospects or staff” by Chris Kneeland, Ryan Gill, and Rob Howard Connect With Adam Cox: LinkedIn: Adam Cox The First National Bank in Sioux Falls Connect With ProudMouth: Do you want to podcast? Book a call with Matt Halloran to get started! ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Our Guest: Adam Cox is the Executive Vice President and Chief Wealth Management Officer at The First National Bank in Sioux Falls, and host of Common Cents on the Prairie™, an award-winning monthly podcast that tackles some of today’s toughest financial questions in an approachable and personable style. In just over 7 years with an organic growth focus, Adam and his team have grown the bank’s wealth management arm from $3.7 billion to $7.5 billion operation of managed assets. With no appetite for M&A, he mastered marketing at scale, meeting his target of 10% annual organic revenue growth (excluding market performance) for five years running. 

Advisors, you don’t need to become an influencer to attract ideal clients. Living on social media and promoting other people’s products and services? No thanks! Instead, focus on becoming more influential. In this episode, Matt Halloran and Kirk Lowe make the case for pursuing influence to become a trusted, recognized authority. They explain how to create an audience of raving fans who know you, like you, and trust you — with no internet fame needed. Plus, reasons to run away from “easy button” marketing. Matt & Kirk discuss: Why pursuing influence is different from becoming an influencer Why lead gen isn’t the answer to getting more fans in your pipeline The four major benefits of commanding greater levels of influence How a member of our PodRocket Influence Academy is accelerating his influence And more Resources:  Managed Influence Acceleration Sprout Social: What is an Influencer? Humans vs Retirement Podcast  Connect with Kirk Lowe: LinkedIn: Kirk Lowe Twitter: Kirk Lowe Connect with ProudMouth: Thinking about starting your own podcast? Book a call to learn about our done-with-you service ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Kirk Lowe: After decades spent helping build and market successful financial services brands, Kirk 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.

David Auten and John Auten-Schneider started Queer Money Podcast almost 10 years ago to fill a need.  No one was talking to the queer community about finances. In this episode, our guests David and John reveal what they’ve learned from publishing 400+ episodes of what’s become the “#1 gay podcast for our financial needs,” ranked by Charitable in the top 400 business podcasts in North America. They share proven advice on how to keep creating content your niche actually wants, what it looks like to podcast with a deep sense of purpose, and two major things they’d do differently if they were starting their podcast today. David and John discuss: What inspired them to start the Queer Money Podcast  How they stay tuned into what topics their audience wants to hear about Why they made a conscious decision to serve LGBTQ+ people How to encourage more listeners to tune in to your new podcast from the get-go And more Resources:  The Queer Money Podcast Debt Free Guys™ Blog The State of LGBTQ Finance: A Survey of 2,000 Americans LinkedIn: Laura Latourette The Rainbow Bull podcast Connect with the Debt Free Guys™: DebtFreeGuys.com LinkedIn: Debt Free Guys LinkedIn: David Auten LinkedIn: John Auten-Schneider Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Debt Free Guys: With their writing and speaking for DebtFreeGuys.com and Queer Money® podcast, David & John Auten-Schneider help queer people (and allies) live fabulously not fabulously broke. As certified LGBTBEs, they are the queer voice in both personal and business finances.  David and John’s work has appeared on Forbes, Yahoo!Finance, NBC’s Squawk Box and The News with Sheppard Smith, ABC News, Rachel Ray Show, and Good Morning America to name a few. They’ve partnered with some of the best in financial services, including Capital One, Experian, MassMutual, American Express, and Prudential. They’ve partnered with some of the best LGBTQ+ organizations including, The Trevor Project, Callen-Lorde, The William Way Foundation, One Colorado, and LGBTQ+ centers nationwide. Their goal is to connect LGBTQ+ people with the information and tools they need to reach financial security. 

When you dare to show who you are and operate from an abundance mindset, new opportunities have a way of showing up.  In this episode, Matt Halloran welcomes back Kim Skermer, coach and founder at The Approach Coaching Method. After her last appearance on our show, Kim received so many messages that her LinkedIn inbox literally broke. Now, Kim is sharing the (perhaps) unexpected reason her episode resonated so strongly. You’re about to discover how your business and life can change when you stand in your authority, scale the unscalable, tell your story, and share your expertise for free — even with your competition.  Kim discusses: A major sign that you’re struggling to stand in your niche, expertise and authority (and how to tweak this in your marketing now) Why business development gets easier when you have a clear message The biggest hurdles advisors need to overcome to successfully grow their practice The power of making yourself vulnerable in an industry that wants to stay private And more Resources:  Top Advisor Marketing Podcast: What Most Advisors Are Missing in Their Business Development Plan With Kim Skermer (Ep. 345) Connect with Kim Skermer: LinkedIn: Kim Skermer Instagram: @theapproachcoachingmethod Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Kim Skermer: Kim Skermer’s experiences frame the wisdom needed to be the respected Coach she is today. More and more, financial professionals crave REAL and CLEAR conversations around normalizing the true efforts it takes to be a business owner.  It is her earned respected point of view that has gifted her with the honor of mentoring hundreds, training small business teams, facilitating numerous seminars, speaking engagements, and surpassing over 25,000 professional Coaching hours. Timing, preparation, process, and uncovering your personalized perspective — this is the foundation of The Approach Coaching Method and her trademark of Beyond the Product. 

You might be posting on social media, but are your ideal prospects actually seeing any of it? If not, it’s going to be tough to build relationships with them. In this episode, Matt Halloran talks to Kalli Fedusenko, founder of Kalli Collective. She shares three principles that keep advisors focused on getting in front of the right people, instead of wasting time and money shouting into the void. Kalli also reveals why she’s a believer in pairing organic social media with ads when working with advisors.  Kalli discusses: Three principles for deciding where and how to advertise and post organically Which types of content performs the best on different social media platforms The actual difference between reach vs. impressions Why you need to interact with your followers if you want to build influence A different way to assess your growth (without comparing yourself to other advisors) And more Resources:  Top Advisor Marketing Podcast: “I feel like I know you!” How To Turn Your Twitter Audience into Fans With Thomas Kopelman (Ep. 403) “The Social Media Handbook for Financial Advisors: How to Use LinkedIn, Facebook, and Twitter to Build and Grow Your Business” by Matthew Halloran and Crystal Thies  Connect with Kalli Fedusenko: LinkedIn: Kalli Fedusenko KalliCollective.com Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Kalli Fedusenko: Over 10 years of experience in the financial planning industry, a former position as Digital Marketing Coach For The FPA,  and being formerly licensed with the series 7 & 63 provides Kalli Fedusenko with an insight and understanding into your practice and objectives. She specializes in brand strategy, web content strategy, video content planning, and more. This powerful combination of creativity and strategy makes Kalli the perfect guide to give your brand a voice.

You’ve probably heard about the positive impact niching can have on your business. But maybe you’re still hesitant to niche. Won’t it impact your potential revenue? In this episode, Matt Halloran and Natalie Hales; founder of Natalie Hales, Advisor Marketing; uncover why the majority of top advisors have a specialized niche. They share how to identify your niche (spoiler alert: “women” isn’t a niche), and how to position yourself to become the obvious choice to your ideal prospects. Natalie discusses: Why niching doesn’t exclude clientele or limit your revenue Why having a niche makes you easier to refer Her process for helping advisors identify who they’d like to serve How an advisor was able to raise his prices by 60% after going from indecisive to laser-focused about serving a niche audience Why jumping into social media isn’t the way to build trust with a specific audience (and three things to do before showing up on social) And more Resources:  Jolt Conference Connect with Natalie Hales: LinkedIn: Natalie Hales Natalie Hales, Advisor Marketing Connect with ProudMouth: ProudMouth LinkedIn: Matt Halloran Twitter: Matt Halloran LinkedIn: ProudMouth Facebook: ProudMouth Twitter: ProudMouth YouTube: ProudMouth About Natalie Hales: As the founder of Natalie Hales, Advisor Marketing, and with over 10 years of experience in financial marketing, Natalie specializes in helping financial advisors discover their niche, craft their positioning, and tell their stories to attract dream clients.  Her unique expertise in business strategy and marketing creativity has been honed through her work with renowned companies like Canada Life. Natalie’s superpower lies in crafting personalized brand strategies through her signature framework, The Niche Funnel.