The Advisor Solutions Podcast

Picture this, your best friend wants to bet on the football game that you are about to watch with him or her. Neither of you is a fan of either team so it doesn’t matter to you who wins or loses. But you know one thing that your friend does not: one team is known for running elaborate plays while the other doesn’t even have a playbook. Which team will you bet on? I think it’s obvious, the one who is prepared! 
This leads me to the question, do you have a pipeline playbook? Do you know exactly how many people are in your sales pipeline at any given time? Do you have a strategy (or a play) for systematically adding people to the pipeline and moving each person to the next step?
Do you have a strategy (or play) for every type of tactical situation that could happen in each stage of the pipeline? Do you know what clogs are in the pipeline and how to unclog them? 
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a pipeline playbook! This is because they have never viewed “Building a Pipeline Playbook” as a stepwise process for knowing what to do in every possible situation and how to have a strategy to put people into and through the pipeline.
This episode shares how successful advisors and agents can utilize a stepwise approach to understanding, creating, and maintaining a sales pipeline by having a pipeline playbook.

Do you ever wonder what it takes to make lasting change? Do you understand the areas of your business that need improvement and how to implement changes to transform your business? 
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t know how to elevate their business. I coach my clients with a step-by-step process for practicing The Principle of Strategic Replacement, a four-step process for getting to the root cause of bad habits and then what it takes to replace bad habits with good ones to create the results in your business that you’ve always wanted!
In this episode, learn what other successful advisors and agents have done so you, too, can take your business to the next level.

Do you ever feel like your pipeline is stuck? You know why prospects need to take the next step, but for some reason, they don’t seem to have any urgency to want to meet, send you their statements, or even make a decision on the recommendations that you’ve worked so hard on to help them reach their financial goals.
If so, know this… YOU, are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for creating urgency in their sales pipelines and maintaining momentum!
The reason is that they’ve never really learned the processes to help their prospects want to take the next step. Rather, they accept the prospects’ start-stop mentality as a natural part of the prospecting process as well as thinking that prospecting is purely a numbers game, living by the law of averages in the percentage of people that just won’t take action.
In this episode, learn about how to create a sense of urgency and maintain momentum in your sales pipeline so that you can effortlessly add people to have move them through it.

Do you ever feel like you are overworked and stressed out? Could you use a vacation? Do you feel like you would like to take one, but you just don’t know if you should take the time away? Or maybe you feel like you can’t take one because the market is down, you don’t want to leave clients and/or spend the money.
If this sounds familiar, know that you are not alone. Most advisors and agents at one time or another have a challenge with balancing their vocation with vacation time.
In this week's episode, learn how to overcome this obstacle and incorporate systems that can help you find balance with work and life!

Do you know your clients well? Sure, you know who they are and what they do. You might even know a lot about their lives and what relationships they care about the most. But do you know what their relationship is with money? Do you know their money mindset? And do you know how to help them have a healthy relationship with money?
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t understand how their clients view money. They don’t know it because they have never really learned The Psychology of Money, a fascinating field that explores how our beliefs, emotions, and behaviors around money shape our financial decisions and wealth-building choices. Also, they don’t know their clients' money mindset and personality type.
The role of a financial advisor extends beyond just managing portfolios and providing investment advice. It also involves helping clients develop a healthy relationship with money. This relationship is crucial as it influences financial decisions, impacts financial health, and ultimately shapes the quality of life.
But if you don’t understand the various ways that people relate to money, how they form their mindsets and personalities, or how to help clients have a healthy relationship with money, then you are doing yourself and your clients a disservice. 
This episode shares how successful advisors and agents understand how clients and prospects form a complex relationship with money.

Are you on a production plateau? Most people are or will be at some point in their careers. In fact, your business can go only three ways: up, down, or on a production plateau. And two out of three aren’t good! The big question is, do you know how to get beyond a production plateau?  
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a step-by-step method for getting to the next level with their businesses. The reason is that they have never really viewed getting beyond a production plateau as a stepwise process that you can do over and over again.
In addition, have you ever heard the saying, “What got you here, won’t get you there”? Unfortunately, that is true when it comes to kickstarting your business, and here is what I mean: To get to the next level, most likely, you need to do some things you’ve never done before. In other words, prospecting the way you did when you were a rookie is not the best strategy if you are now a veteran.
This episode shares how successful advisors and agents learn a stepwise approach to getting to the next level with their business.

Do you run your business, or does your business run you? One way to know the answer is if you are typically overwhelmed, run-down, and/or exhausted at the end of the day. If this sounds like you, it’s because you don’t have suitable systems in place.
Most financial advisors, insurance agents, wholesalers, branch managers, and even agencies have never been taught best practices for how to create great business systems. 
The reason is that they’ve never really looked at their business as having a series of systems. The interesting thing about that is that even if you don’t have a system, that’s a system; it’s winging it! And unfortunately, winging it doesn’t work.
In this episode, learn how to create business systems so that you can run your business efficiently instead of your business running you down and draining you.

Do you have a successful business? Do you have a way to measure your success beyond looking at your paycheck? 
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for measuring success.
They have never learned a step-wise approach to measuring their progress instead of just measuring the ultimate end goal. In other words, if all you focus on is the destination, you won’t enjoy the journey!
Also, you will obtain more success if you measure your milestones than if you don’t. The reason is that it’s easier to hit a milestone than constantly focusing on the end goal. Each milestone you achieve carries with it a new level of confidence that you are moving further toward your destination!  
In this episode, learn what other successful advisors have done to create strategies for measuring their success, establishing milestones, and how they are setting themselves up to extract the most out of their business daily!

Have you ever sat down with a prospect, had what you thought was a great conversation, answered all of their questions, and presented a solid solution, only to hear, “I need to think about it”? You leave the meeting feeling confident, yet days later, there’s still no decision. If so, know that you are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers and even agency managers have struggled with closing the sale at some point because they don't fully understand The Psychological Barriers to Closing the Sale!
In this episode, learn what is really happening inside the mind of a prospect and how to identify the hidden barriers that prevent them from becoming clients.

Do you ever wonder how strong your relationships are with your clients? You may have great relationships with your clients and hopefully you do. But are some of your clients' one-time customers while other clients are raving fans? If so, what makes that difference? 
If you don’t know why, know that you are not alone! At some point all advisors and agents feel like they are closer to some clients more than they are with others.
In this episode, learn what to do to strengthen relationships and make a better connection with your clients.