Revolutionary Practices for Financial Advisors

Marc Del Priore is a seasoned financial industry professional specializing in innovative lead-generation strategies. His background as an FMO and IMO and his experience in recruiting insurance agents and driving them to write life insurance policies and annuities have shaped his unique perspective on lead generation. Del Priore emphasizes the importance of offering free marketing services to attract agents and financial advisors, and he recommends a pay-per-call model to ensure clients only pay for qualified calls. He believes that inbound calls are the most valuable leads, as they indicate higher interest and compliance. He focuses on providing high-quality leads and maximizing ROI for his clients in the financial industry.

Key Takeaways

1. Discover a Game-Changing Lead Generation Model: Tune in to learn about an innovative pay-per-call model.

2. Unlock the Secret to Quality Leads: Learn why not all leads are equal and how to distinguish the best from the rest.

3. Learn About the Most Effective Lead Platforms: Insights on why you’re overlooking search engines, direct mail, and TV ads might be the key channels.

4. Stay Ahead in a Dynamic Market: With the ever-evolving digital marketing landscape, choosing the right strategies and partners is critical.

5. Adapt to New Trends for Optimal Results: Listening to this episode could be your first step in keeping up-to-date with the latest trends in lead generation.

Resources

Connect with Marc Del Priore on LinkedIn: https://www.linkedin.com/in/medicareleads/

Learn about Marc’s company, TM Revive: https://www.tmrevive.com/

About Our Guest

Marc Del Priore has been a licensed agent since 2014 when he started working for an IMO where he was recruiting 12 agents per month to his book of business. Fast forward to today, Marc is still licensed in Life and Health and P&C and also owns TradeMarc Global, a lead generation company which in 2022 won #865 as one of Inc 5000 Fastest Growing Companies in America. Marc also owns TM Revive which helps mid to large corporations receive a better ROI on their current marketing and lead generation programs He is married to his beautiful wife, Denine, and they have 5 adorable children together while residing in Pennsylvania.

About Our Company

For Financial Professionals:

The Institute of Financial Wellness provides proven sales and marketing systems, state-of-the-art technology, training, and support to financial professionals nationwide. The IFW helps financial professionals grow their practices to the next level! IFW Certified Financial Professionals are an elite group of professionals that, together with the IFW, help people succeed financially and live their best lives.

For Consumers: The IFW provides financial education, resources, and solutions that help people live their best life.

Financial Professional Services Website: https://www.ifwretirementroadmap.com/

Consumer Website: https://www.the-ifw.com/

LinkedIn: https://www.linkedin.com/company/the-institute-of-financial-wellness/about/

YouTube: https://youtube.com/@theinstituteoffinancialwel4955?si=IdG5WhXRfHcH3qxu

All contents of this show are rights of The Institute of Financial Wellness, LLC and are not to be used unless authorized by written consent.

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With his rich experience of more than 30 years in financial advising, Bill Cates is a notable expert and author, particularly recognized for his book “Unlimited Referrals.” As the head of Referral Coach International, he is a prominent figure who understands the importance of referrals and introductions in the financial advisory sector. He strongly advocates for financial advisors to actively pursue these methods to assist their clients in making well-informed financial choices. Cates distinguishes between ‘referrals’ and ‘introductions,’ promoting the latter as a more effective approach. His insights are rooted in his comprehensive background in aiding financial advisors to acquire clients and transform referrals into valuable introductions.

Key Takeaways

• Importance of Referrals: Referrals are crucial for financial advisors to build a strong client base. Bill Cates emphasizes that word-of-mouth referrals and introductions are fundamental in establishing and expanding client relationships.

• VIPs Process: Cates has developed a four-step approach called the VIPs process for asking for introductions. This includes Value Discussion, Importance, Permission to Explore or Brainstorm, and Suggesting Names and Categories. This approach is designed to help advisors effectively leverage their connections.

• Going Up Market Strategy: This strategy encourages clients to refer higher-level prospects. It includes educating clients about who the advisor serves best and suggesting specific names and categories, leading to more successful and high-quality referrals.

Resources

Connect with Bill Cates on LinkedIn: https://www.linkedin.com/in/billcates/

Learn about Bill Cates: https://www.thecatessystem.com/

About Our Guest 

Bill Cates, CSP, CPAE is an internationally recognized client-acquisition expert, author, and speaker who motivates others to take action with proven strategies.  

A successful entrepreneur, Bill started and sold two book publishing companies. Turning his attention to help financial advisors, Bill has written four best-selling books:  Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals and Radical Relevance. 

And, as of this recording, he’s very close to releasing his next book, The Language of Referrals.

Bill has delivered his business-growth message to over 500,000 financial professionals across 5 continents; helping them increase revenue without increasing their marketing budget.

Bill’s Top Advisor Podcast is ranked in the top 5% of podcasts globably. And Bill was ranked as the #1 Advisor Influencer by Idigo Marketing. 

About Our Company

For Financial Professionals: 

The Institute of Financial Wellness provides proven sales and marketing systems, state-of-the-art technology, training, and support to financial professionals nationwide. The IFW helps financial professionals grow their practices to the next level! IFW Certified Financial Professionals are an elite group of professionals that, together with the IFW, help people succeed financially and live their best lives.

For Consumers:  The IFW provides financial education, resources, and solutions that help people live their best life.

Financial Professional Services Website:  https://www.ifwretirementroadmap.com/

Consumer Website: https://www.the-ifw.com/

LinkedIn: https://www.linkedin.com/company/the-institute-of-financial-wellness/about/

YouTube: https://youtube.com/@theinstituteoffinancialwel4955?si=IdG5WhXRfHcH3qxu

All contents of this show are rights of The Institute of Financial Wellness, LLC and are not to be used unless authorized by written consent.

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Carter Wilcoxson, the founder of CSI Financial Group, has nearly two decades of experience in the financial industry, empowering advisors and bridging the gap between them and consumers. He emphasizes the importance of perception and branding, stating that advisors must appear larger than they are to compete with bigger firms. His experiences, from selling life insurance on the Navajo reservation to developing the advisor partner platform at CSI Financial Group, have shaped his perspective and approach to helping advisors improve their online presence and marketing, ultimately winning the “relationship war” and acquiring more clients. Join Erik Sussman and Carter Wilcoxson on this episode of the Revolutionary Practices for Financial Advisors podcast to learn more about Carter’s approach to enhancing financial advisory through online presence.

Key Takeaways

– Importance of Online Presence for Advisors: In the post-COVID era, Carter emphasizes the critical need for financial advisors to have a strong online presence. This shift is driven by changing consumer behaviors and the increasing comfort of baby boomers with digital platforms.

– Combining Technology with Relationship Building: While acknowledging the role of technology and AI in lead generation, Carter underscores that the financial advisory industry is fundamentally relationship-driven. Effective strategies include personal introductions, referrals, and educational workshops, especially around estate planning.

– Balancing Technology and Personal Touch: Advisors face the challenge of balancing technological integration with maintaining personal relationships. Building a strong online presence requires time and effort, and staying updated with technological and industry trends is crucial.

Resources

Connect with Carter Wilcoxson on LinkedIn: https://www.linkedin.com/in/csifgepic/

Learn about Carter Wilcoxson: https://www.csifg.com/our-team

About Our Guest

For close to two decades, Carter Wilcoxson has helped the top advisors in the country break their own production records year after year. Then he worked directly with consumers to gain the frontline perspective advisors face every day. This combined knowledge drove him to found CSI Financial Group to bring together advisors and consumers by providing mutually beneficial solutions. The result is CSI’s Advisor Partner Platform—a foundational approach featuring a comprehensive collection of field-tested strategies that will change your business forever.

About Our Company

For Financial Professionals:

The Institute of Financial Wellness provides proven sales and marketing systems, state-of-the-art technology, training, and support to financial professionals nationwide. The IFW helps financial professionals grow their practices to the next level! IFW Certified Financial Professionals are an elite group of professionals that, together with the IFW, help people succeed financially and live their best lives.

For Consumers: The IFW provides financial education, resources, and solutions that help people live their best life.

Financial Professional Services Website:  https://www.ifwretirementroadmap.com/

Consumer Website: https://www.the-ifw.com/

LinkedIn: https://www.linkedin.com/company/the-institute-of-financial-wellness/about/

YouTube: https://youtube.com/@theinstituteoffinancialwel4955?si=IdG5WhXRfHcH3qxu

All contents of this show are rights of The Institute of Financial Wellness, LLC and are not to be used unless authorized by written consent.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Tom Hegna is a distinguished economist, best-selling author, and expert in retirement income, with a unique background in the military and insurance industry. His perspective on success in financial advising and retirement planning is shaped by his experiences and focuses on two key challenges: prospecting and communication. Hegna believes that the primary issue for advisors is prospecting, suggesting that meeting with three potential clients face-to-face daily is the key to success. He also emphasizes the importance of effective communication, particularly in asking questions and telling stories that resonate with clients. By addressing these challenges, Hegna believes advisors can build successful practices in the financial industry. Join Erik Sussman and Tom Hegna on this Revolutionary Practices for Financial Advisors podcast episode to delve deeper into these insights.

Key Takeaways

• Embracing the Digital Revolution: Explore the imperative of embracing digital transformation as an essential step, not a choice, for financial advisors. Gain valuable insights into how this transformation can position you for success in today’s rapidly evolving landscape.
• The Fusion of AI and Human Interaction: Delve into artificial intelligence and its impact on modern marketing strategies. Uncover the secrets to effectively harnessing AI to target clients precisely while preserving the vital human-to-human connection.
• A Journey of Lifelong Learning: Be inspired by success stories and discover how advisors thrive through continuous learning and collaboration. Unearth the strategies and tactics that can help you stand out in the fiercely competitive field of financial advising.

Resources

Connect with Tom Hegna on LinkedIn: https://www.linkedin.com/in/tomhegna/

Learn about Tom Hegna: https://tomhegna.com

About Our Guest 

Tom Hegna is an economist, author, and retirement expert. He has been an incredibly popular industry speaker for many years and is considered by many to be THE Retirement Income Expert!

As a former First Vice President at New York Life, retired Lieutenant Colonel, and economist, Tom has delivered over 5,000 seminars on his signature “Paychecks and Playchecks” retirement approach, helping Baby Boomers and seniors retire the “optimal” way. He has condensed a large chunk of his considerable knowledge into 5 books.

Tom specializes in creating simple and powerful retirement solutions. He has the unique ability to pump up a crowd, make people laugh and solve complex financial problems using easy-to-understand words, ideas and stories. He’s been featured in Business, Forbes, Money Rates, and many other leading publications. He is available to speak with businesses, government organizations, professional associations, financial professionals and their clients across the globe.

About Our Company

For Financial Professionals: 

The Institute of Financial Wellness provides proven sales and marketing systems, state-of-the-art technology, training, and support to financial professionals nationwide. The IFW helps financial professionals grow their practices to the next level! IFW Certified Financial Professionals are an elite group of professionals that, together with the IFW, help people succeed financially and live their best lives.

For Consumers:  The IFW provides financial education, resources, and solutions that help people live their best life.

Financial Professional Services Website:  https://www.ifwretirementroadmap.com/

Consumer Website: https://www.the-ifw.com/

LinkedIn: https://www.linkedin.com/company/the-institute-of-financial-wellness/about/

YouTube: https://youtube.com/@theinstituteoffinancialwel4955?si=IdG5WhXRfHcH3qxu

All contents of this show are rights of The Institute of Financial Wellness, LLC and are not to be used unless authorized by written consent.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Sarah Williams is a seasoned marketing professional with over 26 years of experience, specializing in the insurance and financial services sector. She strongly emphasizes the importance of digital transformation in marketing strategies, believing financial advisors who do not adapt to technology and digital marketing will be left behind. Drawing from her extensive experience, she sees digital transformation as a great opportunity for advisors, suggesting using digital marketing professionals to target specific audiences and personalize marketing efforts effectively. While acknowledging the significance of artificial intelligence in marketing, she also stresses the importance of maintaining a human connection and building trust with clients. 

Key Takeaways

• Unlocking Success in the Digital Age: Discover why embracing digital transformation is not just a choice but a necessity for financial advisors. Gain insights into how this transformation can position you for success in today’s rapidly changing landscape.
• The Power of AI and the Human Touch: Learn how artificial intelligence is reshaping marketing strategies and discover the secrets to harnessing AI to target clients precisely while maintaining the all-important human-to-human connection.
• Thriving Through Continuous Learning: Explore inspiring success stories and discover how advisors grow through continuous learning and collaboration. Uncover the strategies and tactics that can set you apart in the competitive world of financial advising.

Resources

Connect with Sarah Wiliams on LinkedIn: https://www.linkedin.com/in/jenkinssarahelizabeth/ 

Learn about Sarah’s company, CreativeOne: https://creativeone.com/

About Our Guest 

As vice president of marketing communications at CreativeOne, Sarah oversees a wide range of marketing services. She helps her financial advisor clients build lasting connections, long-term value and brand loyalty as she develops custom marketing strategies to meet their needs. Sarah also serves on the national board of directors of Women in Insurance and Financial Services (WIFS), where she helps fulfill the organization’s mission of advancing career opportunities, providing professional development and representing women’s interests in a male-dominated industry. As a wife and mother of two, Sarah balances the demands of her busy professional and personal life with the occasional glass of wine and by relying on the support and encouragement of others who share her challenges. She credits her success in the industry, in part, to multiple female mentors who shared their wisdom and empowered her journey. She hopes to do the same for other women beginning their careers in insurance and financial services.       

About Our Company

For Financial Professionals: 

The Institute of Financial Wellness provides proven sales and marketing systems, state-of-the-art technology, training, and support to financial professionals nationwide. The IFW helps financial professionals grow their practices to the next level! IFW Certified Financial Professionals are an elite group of professionals that, together with the IFW, help people succeed financially and live their best lives.

For Consumers:  The IFW provides financial education, resources, and solutions that help people live their best life.

Financial Professional Services Website:  https://www.ifwretirementroadmap.com/

Consumer Website: https://www.the-ifw.com/

LinkedIn: https://www.linkedin.com/company/the-institute-of-financial-wellness/about/

YouTube: https://youtube.com/@theinstituteoffinancialwel4955?si=IdG5WhXRfHcH3qxu

All contents of this show are rights of The Institute of Financial Wellness, LLC, and are not to be used unless authorized by written consent.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Are you seeking a game-changing advantage for your financial services practice? Look no further!  “Revolutionary Practices for Financial Advisors” is the podcast that will help you take your practice to the level.  Join your host Erik Sussman and an all-star lineup of guests as they unveil invaluable tips and techniques tailored to elevate your business. From embracing the latest technology to mastering client acquisition & engagement, we’ve got it all covered. Don’t miss out on this revolution – subscribe now and take your financial services practice to the next level!

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