The Advisor Solutions Podcast

The Advisor Solutions Podcast EP 53- Creating Urgency and Maintaining the Momentum

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.

The Advisor Solutions Podcast EP 106- Mastering Your Client's Money Mindset

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.

The Advisor Solutions Podcast EP 31- Creating an Effective Client Servicing System

Do you ever feel like you over-promise and under-deliver when it comes to your client servicing system? Do you have the type of system that turns clients into raving fans? If not, then know this…you, are not alone!
Many financial advisors, insurance agents, wholesalers, branch managers and even agency managers want to service their clients in the best way possible but most fail to understand the essential “How To's”. Rather, they have a reactive client servicing system that results in interruptions and thus fractured efforts.
In this episode, learn about a process that other advisors and agents apply to create an effective client servicing system!

The Advisor Solutions Podcast EP 141- Mastering Your Defensive Client Servicing System

Have you ever sat down to do something that you feel is important, such as prospect new people, follow up with prospects stuck in your sales pipeline, or prep for an appointment, only to have the moment hijacked by client interruptions? It might start with a quick client email, then a call from a client about their portfolio, followed by a text from a client to reschedule, and the next thing you know, an hour has gone by. This process could continue, and the entire day might pass without you ever getting to the essential things you intended to do. If that sounds familiar, know that you are not alone!
Most financial advisors, insurance agents, wholesalers, branch managers, and agency managers have never learned how to master what I call a Defensive Client Servicing System, which is a set of strategies that help you protect your time, minimize distractions, while still providing clients with excellent service. Often, advisors treat each distraction as a fire that they need to put out immediately. They end up thinking a reactive approach rather than a responsive one is a badge of honor, buying into the idea that being “always available” equals excellent service. Unfortunately, constant reactivity isn’t sustainable, not for you, your team, or your clients.
This episode shares practical strategies that successful advisors and agents have used to identify, build, and benefit from a Defensive Client Servicing System, so you can control your day instead of letting others control it for you!

The Advisor Solutions Podcast EP 72- 101 ADVISOR SOLUTIONS: A Financial Advisor’s Guide to Strategies that Educate, Motivate & Inspire

Do you need help with challenges in your financial services business that are leaving you frustrated?  Well, I wrote a book about that topic, my inaugural book, 101 ADVISOR SOLUTIONS: A Financial Advisor’s Guide to Strategies that Educate, Motive and Inspire!
Many professional development books about financial services focus on the facets of time management, prospecting, or sales. While these books serve a purpose, if you are looking for specific areas to work on, they often fall short because lasting change requires attention to multiple facets of your business, as they overlap and don’t operate in silos.
101 Advisor Solutions is a curation of short stories about real-world challenges and solutions. It covers eight vital elements of having a financial services industry business.
In this episode, learn about 101 ADVISOR SOLUTIONS and hear about relevant takeaways that could help move your business forward.

The Advisor Solutions Podcast EP 70- ADVISOR LIFE: A Business Coach’s Collection of Short Stories with Tools, Techniques & Transformational Moments

Are you looking for an excellent book to help you reach the next level in your business? I suggest my latest book, ADVISOR LIFE: A Business Coach’s Collection of Short Stories with Tools, Techniques and Transformational Momentum. Available for purchase now!
Most books about the financial services industry focus on one facet of the business, such as time management, prospecting, or sales. Or, the focus is on one specific topic, such as how to get referrals. 
Advisor Life is unique because it is a curation of short stories about experiences with my clients over my last decade of coaching. They are arranged into three categories: tools, techniques, and transformational moments. 
Why would you want to hear about my second book? If you can understand the backstory of my book, how and why I wrote it, and what other advisors and agents have done to get to the next level, it could offer you takeaways that could help you and your business.
In this episode, learn about ADVISOR LIFE, and listen to how you can get the most out of your business on a daily basis!

The Advisor Solutions Podcast EP56- The Science of Systems

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.

The Advisor Solutions Podcast EP 68- Strategies for Measuring Success

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!

The Advisor Solutions Podcast EP 140- The Difference is In the Dip

Have you ever hit a wall in your business? Where things that used to work suddenly don’t, and your motivation drops, results fade, and you start to wonder if the effort is even worth it. If that sounds familiar, you may be in what’s known as “The Dip.”
Most financial advisors, insurance agents, branch managers, and agency managers experience “The Dip” at some point, but they don’t always recognize it. They end up quitting doing the right things, like prospecting or asking for referrals, instead of quitting doing the wrong things, like procrastination or low-payoff activities. It’s what you do during these times that makes all the difference!
This episode shares practical strategies that successful advisors and agents have used to identify “The Dip,” push through it, and learn how to quit the things that are holding you back, so you can focus on what moves you forward. These are not just theoretical concepts but actionable steps that can help you take control, regain momentum, and grow your business.

The Advisor Solutions Podcast EP 14- The Client’s Evolution

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.