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06 Feb 2023
019: Announcing Paul G. McManus' New Book: "The Short Book Formula: A Financial Professional's Guide To Writing A Book In 6 Weeks To Attract Ideal Clients"
00:18:38
In this episode, I discuss my new book:
"The Short Book Formula: A Financial Professional's Guide To Writing A Book In 6 Weeks To Attract Ideal Clients" which you can get by going here.
Summary of Book:
We both know time is precious, and I surely do not want to waste your time if The Short Book Formula: A Financial Professional’s Guide to Writing a Book in 6 Weeks to Attract Ideal Clients is not for you. Therefore, let me be upfront and crystal clear on exactly who I wrote this book for.
I wrote The Short Book Formula for financial professionals - mainly financial advisors, tax-planning-focused CPAs, life insurance producers, and business advisors - who want to leverage the speed, control, and autonomy of being a self-published author. These men and women are skilled in financial planning, tax planning, exit planning, and other business advisory services. They play a crucial role in the success of business owners and high-net-worth individuals.
The Short Book Formula is for the financial professional who would like a quick and effective way to become a published author so that they can then get their book out into the world to help them attract their ideal clients.
I believe that writing and publishing a book should be a quick, efficient, and profitable process. That's why I have developed a unique approach that allows financial professionals to write and publish their books in record time, without sacrificing quality.
By following the methods in this book, you’ll discover how to make it blindingly obvious to your ideal prospects that you are the only logical choice for them, and that you have a tremendous amount of value to bring to the table.
Our approach to writing and publishing is designed to help our authors create books that are focused, concise, and easy to understand. We believe that by using simple, clear language and avoiding unnecessary jargon or complexity we can help our authors create books that are accessible and enjoyable to read, even for those with limited time.
But the real value of our approach is in the way it connects your book to your products and services. By offering helpful information first, and then carefully connecting the dots to your offerings, you can make a lasting impression on your readers and entice them to want to do business with you.
And the best part? You don't have to rely on selling books to make money. Instead, our book-centric sales and marketing approach will help you target the right readers, have them raise their hands when the time is right, and help you easily convert them into paying clients.
So, if all this sounds good to you, this book is for you.
Claim your free audiobook copy at: www.theshortbookformula.com
[Testimonial] Michael Poisson on Writing, Publishing, and Marketing His New Book.
00:05:00
It's my pleasure to introduce you to Michael Poisson, author of the groundbreaking new book "The ESG Data Revolution: Sustainable Fuel For Tomorrow's Business." ⭐ Michael is the Managing Director of Ideal Ratings, which provides financial data and analytics based on Environment, Social, and Governance (ESG).
I had the opportunity to interview Michael about his new book and why he decided to write it.
Q: What inspired you to write your book?
A: I wanted to create a way to stand out from the crowd when it came to promoting the services at my company. My company, while very good at what they do, did not have the name brand recognition of the other ESG Data companies. I attended your complimentary Million Dollar Producer Author training program and as a result of that I decided to invest in your services to help me write, publish, and promote my own book.
Q: Can you tell us a little bit about your book?
A: The book is called "The ESG Data Revolution: Sustainable Fuel For Tomorrow's Business." It's about how businesses can use data to make more sustainable decisions. It includes case studies of companies that are using data in innovative ways to create opportunities to reduce environmental impact, and improve social outcomes.
Q: What has been the biggest accomplishment or opportunity that has come as a result of writing your book?
A: Since publishing the book, it has become an Amazon best seller. It has also opened up doors for me to do more speaking both at ESG related conferences and podcasts.
Don’t miss out on your chance to become a published author! Go to www.theshortbookformula.com to learn more.
Claim your free audiobook copy at: www.theshortbookformula.com
Unlocking the Power of Short Books: Authority Marketing for Financial Professionals with Paul G. McManus
01:24:26
Experience the power of self-publishing with "The Short Book Formula: A Financial Professional's Guide to Writing a Book in 6 Weeks to Attract Ideal Clients," by Paul G McManus, now available in audiobook format, narrated by Tony Maree Torrey.
Are you an astute financial professional - a financial advisor, a tax-planning CPA, a life insurance producer, or a business advisor? If so, this audiobook is precision-tailored for you. It illuminates the path for those eager to augment their professional influence and engage their ideal clients via the respected avenue of self-published authorship.
"The Short Book Formula" demystifies the intricate world of authorship. It empowers financial professionals to craft and publish insightful books expediently, without compromising on quality. As a strategic blueprint, it guides you in creating compelling narratives that magnetize your target clients and cement your status as an unrivaled authority in your field.
Embedded in this audiobook is a straight-forward, effective methodology for communicating your expertise in language that's both accessible and engaging. By eschewing overused jargon, it helps you fashion content that captivates your audience, irrespective of their time constraints.
Yet, the unique potency of "The Short Book Formula" extends beyond its writing and publishing philosophy. It cleverly weaves your products and services into your narrative, creating a tapestry of valuable insights that leave an indelible mark on your readers. By supplying invaluable content first and then elegantly linking it to your offerings, you generate a lasting impression that intrigues your readers and encourages them to seek your professional services.
What's more, "The Short Book Formula" isn't about making a profit from book sales. Rather, it unveils a book-centric marketing paradigm to identify your ideal readers, engage them effectively, and smoothly guide them from being intrigued listeners to gratified clients.
Join the adventure of self-publishing with "The Short Book Formula," as Tony Maree Torrey's adept narration brings the words off the page, offering you an immersive and enlightening auditory experience.
Claim your free audiobook copy at: www.theshortbookformula.com
[New Author Testimonial] Turn Your Years of Experience As a Financial Advisor Into A Captivating Marketing and Sales Tool
00:11:24
Imagine having a personal, engaging book to share with potential clients that not only represents your beliefs but also serves as a powerful marketing tool. Join me as I chat with Paul H. Cook about his journey of writing The Wealth Builder: Essential Strategies for Business Owners, Entrepreneurs, and High Achievers, an insightful financial book that does just that. We explore the challenges and excitement of creating a book that demonstrates credibility and concern, revealing the impact it can have on one's marketing strategy.
Paul opens up about the collaborative process of writing and how he adjusted terminology to ensure his voice resonates throughout the book. We discuss the effectiveness of advertising versus writing a book, highlighting the importance of offering something tangible to potential clients. Don't miss this fascinating conversation about the power of writing a financial book and the benefits it can bring to both the author and the reader.
020: Radical Relevance: Mastering Targeted Marketing with Bill Cates
00:45:21
Ever wonder how you can revolutionize your business by zeroing in on a specific target market? In today's discussion, we are joined by the highly respected Bill Gates, sharing his wealth of knowledge on the concept of Radical Relevance. Bill helps us understand how to identify the right target market and navigate the challenges that come with it. He offers some practical examples from the financial services industry, busting the myth that focusing on a specific target sector means losing out on other potential opportunities.
Imagine waking up to messaging that resonates with your target market, passes the ‘morning test,' and incites action. Using insights from Bill, we explore how to tap into your market's pain points, aspirations, and goals to craft empathetic messages that resonate. We spread light on how to view the world from your target market's perspective and utilize insights interviews to comprehend them better, all contributing to a more targeted and successful messaging strategy.
Plus, we tackle common misconceptions about asking for referrals and provide robust strategies for overcoming these. If you've ever grappled with fear when asking for help, you'll find our segment on promoting introductions and referrals particularly empowering. Get ready for an episode packed full of insights, practical tools, and strategies to integrate Radical Relevance into your marketing!
About Your Host: Paul G. McManus is the author of The Short Book Formula: A Financial Professional's Guide To Writing A Book In 6 Weeks To Attract Ideal Clients
021: Building Successful CPA Partnerships: Redefining the Advisor-CPA Relationship with Anton Anderson
00:49:16
Want to revolutionize your advisory business? Join us as we sit down with Anton Anderson, CEO of Elite Resource Team, who shares his unique approach to forming strategic partnerships with CPAs. Anton, a trailblazer in his field, unpacks the profound differences between advisors and CPAs, breaking down stereotypes that have long hampered successful partnerships. With Anton's insights, we delve into understanding the CPA's mindset and how advisors can communicate value and foster trust.
In our thought-provoking conversation, Anton shares how a game-changing, team-based business model can redefine the way financial services are provided to clients. Anton's business model encourages a proactive, holistic planning approach, transcending the traditional client-advisor relationship.
We discuss Anton's concept of a "virtual family office" and its five integral areas, offering valuable advice to advisors seeking to bring value to CPAs and their very best clients.
We delve into the mechanics of maximizing CPA partnerships for advisors. By setting realistic expectations and fostering a healthy relationship, Anton believes advisors can tap into the treasure trove of opportunities.
About our Guest: Anton Anderson is the CEO of Elite Resource Team.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Marketing yourself by building personal authority can be a game-changer for financial advisors. Stephen guides us through the concept of authority marketing and shares insights on how to distinguish yourself from the crowd. From setting expectations with clients to valuing your time, he believes these are the building blocks to attract your ideal clients.
[00:58] Introduction to Steven Oliver [01:18] Steven's background and trajectory to the financial advisor industry [04:11] Steven's relationship with Dan Kennedy and his influence [05:42] The concept of authority marketing [06:03] The importance of authority marketing and its impact [07:01] The playbook to go from A to B in authority marketing [09:23] Creating distinctiveness and being memorable in the financial advisor industry [10:41] The power of inaccessibility and being in high demand [12:11] The importance of valuing your time and not giving in to scarcity mindset [13:30] Strategies for generating demand and qualified leads for financial advisors [16:44] Setting expectations and managing client behavior through authority marketing [18:38] The impact of a long-term marketing approach and building trust over time [19:23] The power of positioning and the influence of social proof [21:49] The benefits of having a qualification process in sales to identify good fit clients [23:40] The importance of patience and adopting a long-term mindset in marketing [24:55] The significance of drip marketing and nurturing leads over time [26:25] Overcoming the scarcity mindset and focusing on attracting the right clients [29:45] Building multiple marketing pillars for a diverse range of lead generation [32:17] The strength of physical deliverables and the impact of books in marketing [34:10] The importance of multiple touchpoints and consistent follow-up [37:39] The impact of building familiarity and trust over time with marketing strategies [39:19] The significance of timing and the trust barrier in the buyer's journey [42:20] The importance of nurturing warm leads and not writing them off too soon [42:47] How to reach out to Steven Oliver and learn more about his services
To learn more about our guest Stephen Oliver and his services, you can visit his website at advisorwealthmastery.com.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
025: Becoming a Bestselling Author: Overcoming Fear and Embracing Vulnerability with Robyn Crane
00:48:41
In this episode of the Million Dollar Producers Show, you'll learn how to build your authority brand through publishing books and other marketing strategies. Our guest is Robyn Crane, a bestselling author, certified financial planner, business coach, and advocate for women in finance.
Robyn shares her personal journey of taking her business from $500 in sales to $5.7 million, and the role that publishing books played in her success. She also discusses the challenges and benefits of becoming an author and offers practical tips for financial professionals looking to grow their businesses through writing books.
Key Takeaways: - Overcoming the fear of writing a book: Robyn shares her initial resistance to becoming an author and the mindset shift that allowed her to embrace the opportunity. - The power of vulnerability: Robyn explains how vulnerability can be a powerful tool for building credibility and connecting with clients and prospects. - Leveraging a book for authority and credibility: Robyn discusses how having a book can elevate a financial professional's status and open up doors to new opportunities, such as media appearances and speaking engagements. - The importance of pre-publish marketing: Robyn highlights the value of promoting a book before it is written, including strategies such as interviewing potential readers and leveraging social media to generate interest and excitement.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
023: Short Books, Big Doors: Securing Executive Access By Publishing A Short Book with Michael Budnick
00:40:52
In this episode, Paul G McManus sits down with Michael Budnick, a seasoned financial advisor and bestselling author. Dive into their discussion about the transformative power of writing and publishing books, the ever-evolving landscape of target audiences, the rising demand for audiobook versions, and an exclusive opportunity for financial advisors tied to Michael's recent book that can help advisors create massive new 401(k) opportunities.
Key Takeaways:
The Power of Publishing: Writing books can be instrumental in honing and conveying your message, facilitating better audience engagement and understanding.
Insight Interviews: Engaging with your target audience to gauge their needs and worries can result in a more resonant and effective book.
Audience Engagement: Aim to captivate your target audience by tapping into their aspirations while offering invaluable insights.
The 401k Maneuver: This innovative addition to retirement plans boasts benefits such as proactive management, bespoke risk tolerance assessment, augmented performance, and diminished fees.
The PEP Advantage: The Pooled Employer Plan (PEP) alleviates administrative burdens, liability concerns, and plan audits for employers, granting them more bandwidth to focus on core business activities.
Turnkey Solutions: The 401k maneuver and PEP offer streamlined solutions for advisors, furnishing them with supplementary services and promotional avenues.
Budnick’s Support for Advisors: Michael extends hands-on assistance to fellow advisors, inclusive of benchmarking analyses, proposal crafting, and kick-off discussions.
Amplify your Reach with Budnick: Joining forces with Michael on book promotions can bolster an advisor's reputation, paving the way for keynote presentations and instructional modules.
Establishing Authority: Crafting and publishing a book solidifies advisors' standings as reliable experts, magnetizing prospective clientele.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
024: Inside the $8 Billion Empire: A Conversation with Barron's Hall of Fame Advisor Jon Kuttin
00:50:10
In today's episode, I had the privilege of sitting down with Jon Kuttin, the mastermind behind Kuttin Wealth Management. Managing a staggering $8 billion in assets and earning a spot in Barron's Hall of Fame, Jon's influence in the industry is undeniable.
Key Takeaways:
- Jon's new book, "Unshakable Planning for the Certainty of Uncertainty in Retirement," aims to provide clients with valuable insights about wealth management and serve as a "salesperson in print" assisting Jon in growing his firm from the current $8 billion in AUM to the next milestone. - How the return on investment of writing a book goes beyond acquiring new clients. It includes shorter sales cycles, better positioning, and the ability to leverage it in various marketing initiatives, such as sending books to clients, prospective clients, and centers of influence. - The power of referrals, authorship, and speaking in creating a snowball effect and attracting ideal clients. - Jon's next book, "Quantum Growth for Financial Advisors," focuses on helping financial advisors achieve quantum growth in their practices. It will be followed by additional books addressing specific areas of business growth and development. - Insights and details into Jon's latest mastermind group: The Financial Advisor Success Syndicate . It features a group of industry experts who provide guidance, coaching, and valuable insights to participating advisors.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
026: The Financial Advisor's Journey to Extraordinary Growth: A Conversation with Jon Randall
00:27:50
In this episode of The Million Dollar Producers Show, I speak with Jon Randall, the founder of Extraordinary Financial Advisors. Jon discusses the different stages of growth for financial advisors and the challenges they face when going from one million to five million in revenue.
[Main Takeaways]
- Jon's background as a financial advisor and how he became involved in coaching and consulting for other advisors.
- The different stages of growth for financial advisors, with a focus on the transition from one million to five million in revenue.
- The need for other people on the team to help with client acquisition and servicing as a key difference between the stages of growth.
- The importance of writing a book in establishing credibility and differentiation for financial advisors. Jon shares his own experience of writing "Attract More Clients Better Clients" and how it has helped him establish authority in the industry.
- Discussion on the potential benefits of a book for larger firms with multiple advisors, such as consistency of messaging and establishing credibility.
- Offer of a free custom growth guide for financial advisors looking to grow their practice, with personalized guidance on their growth path.
- Importance of continuous improvement, sharing best practices, and leveraging resources like books in order to grow and establish oneself as extraordinary in the industry.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
027: [Audiobook] The Virtual Family Office: The Future of Ultra-High Net Worth Advisory by Alex Sonkin
01:47:42
Welcome to this special episode of the podcast! Today, we have a unique opportunity to share a book with you that we helped our client write and publish, including creating the audiobook. We are incredibly proud of this achievement and see it as a testament to the power of short books to attract your ideal clients.
"The Due Diligence Project: How Open Source, Peer-Reviewed Due Diligence is Supercharging Elite CPA Firms and Family Officers While Disrupting a Multi-Trillion Dollar Industry" by Alex Sonkin, read by Tony Maree Torrey.
This audiobook is dedicated to all the hardworking CPAs who are passionate about delivering maximum value to their most important clients. It explores the concept of due diligence in advanced tax planning and how it can be a game-changer for CPA firms seeking to elevate their services to the ultra-high net worth market.
Throughout the audiobook, you will discover the importance of focusing on ultra high net worth clients, how to differentiate yourself in a competitive industry, and the value of depth over width. It provides actionable strategies and insights from a community of over 500 independent CPA firms and virtual family officers who are optimizing tax benefits for their wealthy clients.
The audiobook also touches on the power of open source peer review and how platforms like the Due Diligence Project are reshaping the financial world. It emphasizes the need for CPAs to adapt to a changing landscape and equip themselves with the tools and knowledge to navigate this new terrain.
Whether you're a CPA looking to attract high net worth clients, or simply interested in how due diligence is transforming the financial industry, this audiobook provides valuable insights and strategies. So sit back, relax, and let's dive into "The Due Diligence Project: How Open Source, Peer-Reviewed Due Diligence is Supercharging Elite CPA Firms and Family Officers While Disrupting a Multi-Trillion Dollar Industry."
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
001: Going from $200,000 to $2.5 million in target premium using LinkedIn - Shane Walls
00:58:49
In this episode we interviewed Shane Walls, CEO of Advisor Bridge Asset Management. Shane shares with us his story of going from $200,000 to $2.5 Million of target premium (in less than 2 years) using LinkedIn.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial planners, life insurance producers, and CPAs land high-value clients using LinkedIn.
004: $1.5 Million Of Target Premium Generated With Attorneys Using LinkedIn - Mark Larivee
00:38:35
In this episode we interviewed Mark Larivee, Managing Partner & Founder Attorney Tax Savings LLC. Mark discusses how he is using LinkedIn to attract high-income attorneys and law firms nationwide.
In less than a year he has been able to generate cases worth $1.5 million of target premium, all without ever having to leave his home office in Denver, Colorado.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
002: Helping Elite CPAs Retain and Attract High-Net-Worth Clients - Alex Sonkin
00:46:20
In this episode we interviewed Alex Sonkin, CEO and Founder of Virtual Family Office (VFO) Hub. Alex shares his story of how he helps Elite CPAs and Family Offices retain and attract high-net-worth clients through his revolutionary approach that is disrupting the financial services industry.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
005: More Than Just The Commission Club For Top Independent Life Insurance Producers - Mike Bell
00:43:02
In this episode, we speak to Mike Bell, Executive Vice President of First Financial Resources (FFR) and former head of Pacific Life.
Mike discusses what it takes to be a top level producer and how FFR helps high-level independent life insurance producers obtain the highest compensation in the industry, by removing the "middleman."
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
028: Building a Seven-Figure Financial Practice with Tony Maree Torrey
00:42:32
In today's episode, I’m joined by the success coach and bestselling author, Tony Maree Torrey. Tony Maree is known as LA's Foremost Success Coach for financial professionals and founding CEOs.
With over 20 years of experience and a unique approach that combines business coaching, insightful psychology, and sharp business strategies, she empowers her clients to make more with less effort, leading to personal and professional fulfillment.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
029: Building an $1.5 Billion Financial Empire: Nancy Brunetti on the Creation and Growth of Johnson Brunetti"
00:30:17
In this episode, I welcome Nancy Brunetti back as my first-ever repeat guest. Nancy, a retired financial services professional, co-founded Johnson Brunetti, a tremendously successful financial services firm boasting over $1.5 billion in assets under management. Today, she provides updates on her semi-retirement journey and delves into her passion for operational excellence in the financial services realm.
With her broad experience as a chief operating officer in multinational firms and as a pivotal figure in establishing the renowned Johnson Brunetti firm, Nancy brings a treasure trove of insights to the table. In this episode, she will update us on her semi-retirement, underscore the significance of identifying one's passion in business, and provide invaluable pointers for financial advisors and organizations aiming to scale and expand.
Nancy’s Retirement -A year ago, Nancy transitioned from full-time work following the sale of her last financial services practice. -Currently, she serves as a consultant, channeling her expertise to assist other financial services firms and advisors in refining their operations. -Nancy accentuates the importance of financial professionals centering on their primary skills and delegating ancillary tasks to guarantee streamlined and impactful operations.
Co-founding Johnson Brunetti
-Nancy recounts the tale of establishing Johnson Brunetti in 2003 alongside her business ally, Joel Johnson. -She emphasizes the value of melding complementary skills in business partnerships. Her operational prowess during the firm's nascent stages fortified its path to success.
Scaling as an Individual Advisor
-We explore the hurdles individual advisors confront when aiming to augment their businesses. -Nancy underscores the imperative of advisors homing in on their intrinsic strengths and handing off operational responsibilities to adept team members. -She suggests that advisors distinctly chart out their objectives and the impetus behind their growth aspirations, ensuring they tread the optimal path.
Scaling at the Organizational Level
-Gleaning from her tenure as a COO in multinational financial firms, Nancy elucidates the intricacies of scaling on an organizational front. -She champions the role of robust operations and collective effort in fueling growth and curating superior client experiences. -Passionate about untangling operational challenges, Nancy extends her consultancy services to organizations eager to enhance their operational matrix.
Excitement for the Future
-Nancy conveys her optimism regarding the financial services industry's horizon, especially with the integration of artificial intelligence (AI). -She envisions AI as a revolutionary force in the sector and eagerly anticipates its adoption by financial experts and establishments.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
030: Marketing Magic: Tina Beck and the Financial Advisor Success Syndicate (FASS)
00:41:42
In this episode, I welcome Tina Beck back to the show. Tina is the Chief Marketing Officer at Elite Consulting Partners, the president of Elite Marketing Concepts, and a founding member of the Financial Advisor Success Syndicate.
With over 25 years of experience in financial services marketing, Tina has collaborated closely with independent advisors and teams to help them elevate their practices. She brings her passion for marketing and expertise in the industry to assist advisors in effectively communicating their brand and message.
Tina's Passion for Marketing
- From a young age, Tina exhibited a passion for marketing, creating her own newspaper and distributing it on the playground. - She pursued her interests by studying journalism and marketing at Syracuse University's Newhouse School, witnessing firsthand the evolution of marketing in the digital age. - Tina firmly believes in harnessing the power of words to authentically convey messages and forge connections with clients. - In her marketing efforts, she underscores the importance of centering the advisor's core values and brand identity.
The Power of Podcasts and Books
- Tina discusses the importance of podcasts and books as effective marketing tools for financial advisors. -She believes that podcasts, whether as a host or a guest, allow advisors to showcase their expertise and build trust with listeners. - The conversational format of podcasts creates a personal connection with the audience. - Tina also highlights the value of books in establishing credibility and positioning oneself as a thought leader in the industry.
The Role of SEO in Financial Marketing
- Tina shares her insights on search engine optimization (SEO) and its importance in financial marketing. - She explains that SEO is the process of optimizing digital content to ensure that the right information reaches the right audience. By integrating keywords into website copy, metadata, and other digital assets, advisors can improve their search engine rankings and attract relevant leads. - Tina emphasizes the necessity of customizing SEO strategies based on individual advisor profiles and content.
Reputation Management in Financial Marketing
-Tina addresses the challenges of reputation management in financial marketing, particularly in managing online reviews. - She advises advisors to proactively respond to reviews and address any fake or inflammatory feedback through official channels.
The Growing Impact of AI in Marketing
- The role of AI in marketing technologies, driving efficiency and reducing costs - Challenges of AI-generated content in customization and keeping up with industry regulations - Potential for AI in transforming graphic design, photography, and video production
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
031: The Inside Story of Marketing the World's Top-Selling Financial Book with Shane Hackett
00:49:52
In this episode, I am thrilled to have a fellow book marketing expert on the show. Shane Hackett is here to share his insights and strategies that have helped generate millions of dollars in assets under management for his clients.
With a profound understanding of integrated marketing and a consistent track record of success, Shane has repeatedly demonstrated the power of leveraging multiple channels to reach and engage the right audience. Get ready to learn from one of the best in the business.
Shane's background in marketing - Began in the radio industry, where he worked as a DJ and producer for news talk and sports programs. - As an owner of radio stations, he gained experience in integrated marketing and advertising. - Shane's partnership with Mark Miller of Hilton Tax and Wealth Advisors led to their collaborative work in promoting Charles Givens' book "Wealth Without Risk," which became the second most sold non-fiction book globally. Shane discusses the success of the book.
Shane's Evolution in Marketing - Shane explains how his early career in radio allowed him to develop his marketing skills and explore various mediums. - He highlights the transition from traditional marketing to digital marketing and the importance of staying updated with new technologies and platforms. - Shane also emphasizes the significance of integrated marketing and targeting specific audiences through different channels.
The Success of "Wealth Without Risk" - Shane shares his involvement in marketing Charles Givens' book, which became a bestseller and helped generate $300 million of AUM annually for the company. - He discusses the strategies used to promote the book, including direct mail and television advertising. - Shane also emphasizes the educational aspect of the book and how it served as a catalyst for implementing the financial strategies outlined by Givens.
Insights on Social Media Marketing - Shane provides an overview of different social media platforms and their unique benefits for businesses. - He discusses the importance of being active on multiple channels and tailoring the content to each platform. - Shane also touches upon the growing popularity of podcasting as a marketing tool and the benefits of being a podcast guest or host.
Collaboration with Hilton Tax and Wealth Advisors - Shane discusses his relationship with the Hilton family and his collaboration with Mark Miller of Hilton Tax and Wealth Advisors. - He explains how their partnership combines different expertise to provide comprehensive marketing solutions for clients. - Shane emphasizes the value of collaboration in marketing and the importance of focusing on specific channels to maximize ROI.
X and Future Marketing Strategies - Shane briefly discusses the potential of the X platform (formerly known as Twitter) and its impact on organic reach and advertising. - He also mentions the opportunities presented by TikTok and the importance of being open to new platforms and technologies.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
032: NEW AUDIOBOOK: "From Author To Authority: Master LinkedIn, Gain Visibility, and Attract Premium Clients"
01:02:30
From Author to Authority is a groundbreaking book that empowers financial authors to leverage the full potential of LinkedIn to amplify their visibility, establish themselves as industry thought leaders, and attract high-value clients.
Authored by Paul G. McManus, a renowned LinkedIn marketing expert with a proven track record of helping financial professionals generate millions of dollars in fees and commissions, this book provides a comprehensive roadmap for financial authors to harness the immense power of LinkedIn. Praise For From Author To Authority
“As an experienced financial advisor that has grown multiple 7-figure businesses through digital marketing, I thought I had a good grasp on the power of LinkedIn. However, "From Author to Authority" opened my eyes to an entirely new level of possibilities! Paul McManus' deep understanding of both the financial industry and the intricacies of LinkedIn's platform shines through every page. It is for this reason that I am sharing my enthusiastic endorsement of this book. I believe it is an absolute game-changer for financial professionals looking to leverage their status as an author and be seen as a true authority!”
Anton J. Anderson, CEO, Elite Resource Team
***
“There was a time when the only people generating revenue from LinkedIn were the people selling us their system on how to make money with LinkedIn. Boy has that changed. In his book, From Author to Authority, McManus gives us one example after another of how financial advisors are seeing a clear ROI from their use of LinkedIn. His example in Chapter 8, Strengthening Your Impact, is a perfect example. I have learned from and benefited from Paul’s coaching on LinkedIn. Now you can too!”
Bill Cates, CSP, CPAE, Author of Beyond Referrals & Radical Relevance and Founder of The Cates Academy for Relationship Marketing
***
"As a Certified Financial Planner, best-selling author, and business coach who has navigated the journey from author to authority, I wholeheartedly recommend Paul McManus' 'From Author to Authority.' This book is pivotal for financial professionals aiming to attract premium clients on LinkedIn. It isn't merely a tool, but also a step-by-step guide to revolutionizing your career, expanding your reach, and enhancing your influence.”
Robyn Crane, CFP®, Best-selling Author and Business Coach for Financial Professionals
***
“In ‘From Author to Authority,’ Paul G McManus offers a compelling roadmap for financial authors to amplify their influence and attract premium clients. As a fellow professional in the field, I can attest to the relevance and effectiveness of his strategies. McManus's adept handling of the subject matter and his clear, concise writing style make this book a standout resource for financial authors.”
Tony Maree Torrey, Author of Your Million Dollar Accelerator: Six Proven Strategies to Grow a 7-Figure Financial Practice.
***
"Paul does it again with his book ‘From Author to Authority.’ He delivers an inspiring, practical, and fast-based manual, this time to help financial professionals amplify their brand and expertise. I was drawn to the specific strategies Paul shares about creating client avatars and using LinkedIn groups to garner wider impressions. Paul is your go-to resource to elevate your brand, and this book provides a concise look at how to proceed.”
Liz Briggson, Co-Owner of Encoursa: Education and Partnerships for Accounting CPE
033: Podcasting for Influence: Amplifying Your Financial Expertise with Mike Langford
01:00:20
In this episode, I'm thrilled to welcome podcasting industry expert Mike Langford. As the CEO of a top podcast production company and the host of multiple successful shows, Mike has extensive knowledge of using podcasting to boost your brand.
Mike is an expert in leveraging podcasting as a powerful marketing tool. He knows how to use it to build authority, expand your audience, and create meaningful relationships with important clients and influencers.
Mike's Journey into Podcasting - Mike recounts his initial venture into podcasting, aimed at connecting with clients and prospects more effectively. - He shares how his successful podcast led to the founding of Finserv Marketing, assisting financial professionals in producing and marketing their podcasts. - Mike emphasizes podcasting's advantages for financial advisors, highlighting its ability to engage and reach the target audience effectively. Podcasting's Impact on Financial Practices - Paul and Mike discuss podcasting's role in enhancing financial advisors' practices, comparing it to traditional marketing approaches. - They underline the significance of building a personal audience through podcasting, illustrated by a political candidate's success story. - Mike points out podcasting's potential for financial advisors to gain similar recognition and growth.
Mike's Journey from Podcasting Enthusiast to Digital Strategy Expert - Mike reflects on his initial foray into digital media with podcasting, inspired by the advent of the Apple iPod and the desire to connect more personally with his audience. - Mike discusses his early adoption of LinkedIn and his venture into developing threaded conversations on Twitter through Tweetworks, a significant innovation at the time.
Financial Advisors' Role and Content Creation - Mike highlights the essential role of financial advisors in guiding Americans through financial management. - He notes the general lack of financial management knowledge and expertise among the populace. - Encouraging content creation via podcasting, Mike stresses its value in educating and reaching financial advisors' target audience. Marketing Essentials in Financial Advisory - In this introduction, Paul and Mike discuss the critical nature of marketing within the financial advisory realm. - Mike introduces fundamental concepts like "buy low, sell high," linking them to the average American's investment knowledge gap.
Embracing Podcasting as a Marketing Medium - Paul and Mike delve into the effectiveness of podcasting as a contemporary marketing tool. - They note the medium's rising popularity, with a significant American audience tuning into podcasts regularly. - Podcasts are presented as a means for financial advisors to demonstrate expertise and establish trust with their audience. - He underlines the importance of consistency in podcasting and its role in maintaining audience engagement.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
034: Ray Kelly on Transformative Leadership for Building Billion-Dollar Wealth Management Firms
00:46:20
In this episode, I'm excited to welcome leadership expert Ray Kelly to the show. As a leadership coach and a pivotal figure in the financial advisory world, Ray has dedicated his career to empowering financial advisors and executives with unparalleled leadership skills. His unique approach has transformed countless careers and companies, making him an authority in fostering leadership cultures within organizations.
Ray is not only adept at nurturing individual talent but also excels in creating an environment where leadership thrives collectively. As a founding member of the Financial Advisor Success Syndicate (FASS), he has a wealth of experience in guiding professionals to achieve extraordinary success through visionary leadership.
The Importance of Leadership Skills for Financial Advisors - Ray emphasizes the importance of honing leadership skills for financial advisors who want to grow their practices. - By becoming better leaders, financial advisors can develop the next generation of leaders within their organizations, allowing them to take on more responsibility and grow their skill sets. - Leadership skills help advisors mobilize a group of people around a common cause and drive consistent results. - Ray shares the five levels of leadership, developed by John Maxwell, which discuss the attributes and competencies necessary for effective leadership.
Case Study: Jon Kuttin - Jon had a big vision for growing his firm but was feeling stuck and frustrated. - Ray helped Jon realize that he needed to develop leaders within his organization to achieve his vision. - By implementing a level five leadership development program, Jon has been able to consistently drive results and grow his firm.
Leadership and Vision for Financial Advisors - Ray and I delve into the crucial aspects of leadership and vision for financial advisors. - Ray recounts his journey from being a solo contributor to becoming a leader, highlighting the pivotal challenges in shaping a clear vision for his team. - They discuss the indispensable need for financial advisors to establish a guiding vision, mission, and set of values, which are essential in decision-making and providing direction to their teams. -Ray puts a spotlight on the evolving nature of the financial services industry, emphasizing the shift towards high-touch, relationship-based services and the significance of client segmentation.
The Financial Advisor Success Syndicate - Ray details the collaborative effort behind FASS, founded by seven experts each with distinct specializations, aiming to foster a space for sharing growth strategies and ideas among financial advisors. - He points out that participating in FASS is a crucial 10% activity in adult learning, underscoring the importance of not just learning but also implementing these insights into practice. - Ray shares three pivotal questions that drive effective learning and action: "How can I use this?", "Why must I use it?", and "When will I use it?", encouraging listeners to adopt a proactive approach to their professional development and growth.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
035: The AI Revolution in Accounting: Sean Rogers' Blueprint for the Future
00:34:56
In this episode, my guest is Sean Rogers, President and Founder of Digital Financial Officers, a company revolutionizing small business accounting and finance through AI and technology. Discover how Sean's innovative platform is transforming the way CPAs and financial advisors serve their clients.
The insights he shares during this episode will be valuable for CPAs and financial advisors looking to enhance their service offerings through AI and technology.
Sean's Background and Journey - Sean shares a bit about his early career in the wealth management and family office space. - As a personal CFO, Sean managed the day-to-day finances of ultra-high-net-worth individuals, providing them with transparency through financial reporting. - His passion for helping small business owners navigate their financials and operations deepened during the COVID-19 pandemic when he assisted businesses in securing funding and realized the need for cost-effective CFO and accounting support.
Advantages of Working with Digital Financial Officers - Sean talks about the benefits and advantages of working with his company compared to traditional bookkeeping firms or accountants. - Sean explains that Digital Financial Officers leverages AI and machine learning platforms to automate bookkeeping processes, reducing the need for manual data entry and streamlining the coding and posting of transactions. - Additionally, Digital Financial Officers integrates other key metrics, such as marketing KPIs, into the financial dashboards, allowing business owners to have a comprehensive view of their business performance.
Elevating Services and Adding Value - Sean agrees and emphasizes that embracing technology and AI allows business owners and their teams to free up time from repetitive tasks and focus on higher-value activities. - He suggests that CPAs and financial advisors, who are growth-oriented, can use technology to elevate their service offerings and provide more value to their clients.
Building a Partnership with CPAs and Financial Advisors - Sean shares Digital Financial Officers' vision to partner with CPAs and financial advisors to integrate their technology and processes into their practices. - Sean highlights the cost-effectiveness and efficiency of their AI-powered platform, which can help CPAs and financial advisors scale their practices and deliver high-level CFO and accounting support.
The Future of AI and Its Impact on the Accounting Industry - Sean and I discuss the future of AI and its impact on the accounting industry. We agree that AI will revolutionize the way businesses operate, and those who don't embrace it will be left behind. -Sean encourages CPAs who are on the fence about adopting AI to reach out and give it a try. Speaker 2 offers a trial period for CPAs to experience the benefits of AI in their practice and see how it adds value to their clients and helps grow their firm.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
036: Podcasting Secrets for Financial Advisors: Building Authority and Attracting High-Value Clients with Matt Halloran
00:47:32
In this episode, I have the pleasure of hosting Matt Halloran, co-founder of Proud Mouth, a trailblazing company redefining the marketing landscape for financial advisors through the strategic use of podcasting. Join us as we delve into how Matt's innovative approach is revolutionizing the way financial advisors build influence and authority in their field.
Throughout our conversation, Matt offers a wealth of insights, from the nuances of influence in marketing to the unique advantages of podcasting as a tool for financial advisors. His expertise is invaluable for those in the financial sector looking to elevate their presence and connect more effectively with their clients through the power of podcasting and influence marketing.
Unlocking the Power of Influence in Marketing
Matt delves into why influence is pivotal for financial service professionals.
A shift from traditional selling to inspiring client decisions is discussed.
Insights from Dr. Daniel Crosby on influence as a key tool for advisors.
The vital role of trust and fan creation in marketing.
Matt Halloran's Personal and Professional Odyssey
Matt's journey: From a passion for radio and theater to his experiences in the U.S. Navy.
Lessons in listening and patience from his time at a hospital system and Boys Town.
Gaining insights on sales and mindset from Ron Carson, a top producer at LPL.
The evolution of Matt's career leading to the founding of Proud Mouth.
Gleaning Wisdom from Working with Ron Carson
Reflections on Ron Carson's success and his approach to sales and speaking.
The impact of a strong vision, mission, and core values.
The "who, not how" philosophy and its influence on business growth.
Podcasting as a Keystone for Influence
Exploring why podcasting resonates with financial advisors.
The advantages of podcasting: intimacy, accessibility, and thought leadership.
The synergy between podcasting and micro content in expanding reach.
Navigating Compliance in the Podcasting Landscape
Addressing compliance challenges specific to financial advisors in podcasting.
Success stories within a compliance-focused framework.
Matt Halloran's expertise in ensuring content adheres to regulations.
Enhancing Podcast Impact: Techniques and Tips
Comparing solo episodes to guest interviews: strategies for engaging content.
The ROI of podcasting for financial advisors: content creation, client communication, and relationship building.
Effective podcast hosting techniques for building influential networks and brand growth.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
Jim is also a valued client. He'll lead us through the complex world of wealth management and taxation. His book serves as a guide for business owners, affluent families, and their advisors, simplifying the intricacies of financial strategies. We'll explore how Jim's clear solutions enable individuals to confidently manage the often perplexing aspects of wealth and taxes.
Challenges with the referral model
- The referral model can create challenges in finding the right professionals to work with.
- The client may not have control over the recommended professionals and their expertise.
- Building a team of specialists through referrals can be time-consuming and may not result in an effective and coordinated approach.
- The virtual family office model offers a team-based approach where professionals work together to provide holistic and coordinated services.
Benefits of a virtual family office
- A virtual family office is a collection of professionals who specialize in different areas and work together to provide comprehensive services.
- The team-based model allows for better coordination and communication between professionals, ensuring that the client's goals are met.
- The approach is more efficient and cost-effective compared to traditional referral models.
- The client remains in control and can pick and choose which recommendations to implement.
Importance of proactive planning
- The book emphasizes the importance of proactive planning and being future-oriented.
- Compliance-driven professionals focus on past tax returns, while the virtual family office takes a more proactive approach to help clients save money and maximize their wealth.
- CPAs and tax professionals should read the book to stay informed and provide clients with holistic solutions and proactive advice.
Examples of practical applications in the book
- The book provides practical examples of how the virtual family office approach can benefit clients.
- Examples include increasing cash flow for college expenses, utilizing tax deductions for real estate transactions, and setting up trust structures to mitigate taxes.
- The book is packed with big ideas but can be read in just over an hour.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Beyond being a guest, Tina is also a valued client. Her journey to writing this book was influenced by her deep involvement in ongoing learning and her wish to share her broad expertise in a clear, accessible way. Her book reflects her deep understanding, offering actionable advice for business owners to improve their financial outcomes through better cash flow management.
Essential Cash Flow Management
Traditional cash flow management can present obstacles in identifying the most effective strategies and tools.
Business owners may find themselves without clear guidance on maintaining organized financial records, which is crucial for visibility and control over cash flow.
The process of improving cash flow management through conventional methods can be slow and may not always lead to cohesive or comprehensive financial strategies.
The approach outlined in the book offers a more integrated and strategic framework for enhancing cash flow management, ensuring all financial activities are well-coordinated.
Insights Gained from Authoring the Book
Writing this book gave Tina a chance to refine her ideas and services, focusing on the most effective ways to help business owners achieve their objectives.
She encourages entrepreneurs to shift their perspective: to stop merely working in their business and start strategically working on it, using their expertise for broader impact and planning ahead for success.
Proactive Tax Planning
Tina delves into the importance of forward-thinking tax planning, discussing strategies like tax forecasting and advanced tax-saving techniques.
An illustrative case study in the book shows how smart investments, such as in business finance insurance, can lead to significant tax benefits, offering a new angle on effective tax management.
Planning for Business Exit
The book touches on the vital topic of preparing for a business exit, underlining the need to appraise and boost a business's value well before deciding to sell.
Tina emphasizes minimizing the business's reliance on its owner to ensure it remains operational and appealing to prospective buyers.
The Advantages of Virtual Services
Tina is a strong advocate for embracing virtual services, which allow business owners to tap into specialized expertise without geographical limitations.
This approach is particularly relevant in today's business environment, where virtual collaboration can result in more personalized and impactful advisory services.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
039: (Audible Summary) Wealth Unleashed: Navigating Wealth and Taxation for Business Owners, Wealthy Families, and Their Advisors by James A. Lavorgna
00:04:52
Wealth Unleashed is an essential guide for business owners, wealthy families, and their advisors seeking to navigate the complexities of wealth and taxation with confidence and strategic prowess. Written by seasoned financial expert James A. Lavorgna, this book offers up-to-date insights into the virtual family office (VFO), an innovative model designed to maximize tax benefits and streamline wealth management.
Lavorgna's 45-year journey in financial services culminates in this groundbreaking book that promises to transform your approach to wealth management. With a unique blend of real-life stories and actionable strategies, Wealth Unleashed delivers a powerful message: you can protect, grow, and transfer your wealth more efficiently than ever before.
Key Takeaways:
- Learn about the transformative power of the VFO and how it revolutionizes wealth management for business owners. - Explore the flaws in traditional business planning and uncover strategies that go beyond just saving taxes. - Dive deep into advanced investment strategies and risk management to safeguard and grow your wealth. - Craft a meaningful legacy with expert-guided succession planning and ensure the continuity of your life's work.
Whether you are a business magnate or an up-and-coming entrepreneur, Wealth Unleashed is your guide to financial empowerment. Harness the full potential of your hard-earned assets, navigate taxes strategically, and lay a foundation for multigenerational success.
About the Author:
James A. Lavorgna, J.D., LLM, CFP, TMBCP, brings a lifetime of financial strategy expertise to the table. As a leading authority in global estate planning and asset protection, Jim empowers entrepreneurs and families to harness novel approaches to wealth planning. His credentials and articles span international forums, making him a trusted source for business and financial advice.
Join the ranks of business owners and advisors who have turned the tide of their financial future. Embrace the change, relish the simplicity, and secure your legacy. Unleash the power of your wealth with Wealth Unleashed.
040: 10 Years of Transforming Advisor-CPA Relationships with Anton Anderson
00:44:16
In this episode, I welcome back Anton Anderson, CEO of Elite Resource Team, as my second repeat guest. He will share his unique approach to forming strategic partnerships with CPAs.
We explore the transformative power of collaboration in wealth management, highlighting Anton's transition from traditional financial advisory to founding the Elite Resource Team (ERT). As his company approaches its 10-year anniversary this April, we spotlight its role in fostering partnerships between advisors and CPAs for comprehensive client service.
Moreover, we discuss the impact of COVID-19 on virtual collaboration and offer a sneak peek at the upcoming Elite Growth Academy event. Anton also announces his forthcoming book on the subject.
Early career at Smith Barney, transitioned to a smaller firm in San Diego focusing on comprehensive, holistic planning.
Founded Elite Resource Team (ERT) in 2014 after a significant career moment involving a client's CPA.
The Evolution of ERT
ERT's mission: Facilitate collaboration between wealth managers, insurance agents, CPAs, and attorneys to serve business owners and high-net-worth clients more effectively.
Anton's shift from traditional practice to working exclusively with CPAs.
The realization of the importance and impact of CPA partnerships in wealth management.
Growth, Evolution and the Future of ERT
Early challenges and the grind of establishing a new business model.
Significant growth from 2017 onwards, driven by effective marketing and clear targeting.
Transition towards building a sustainable, system-driven business beyond just Anton and the initial team.
ERT's 10-year anniversary event in San Diego, open to both clients and non-clients.
Anton's vision for ERT and the industry: fostering deeper, more collaborative relationships for better client service.
The Impact of COVID-19
COVID-19 as a catalyst for the widespread acceptance of virtual collaboration.
The pandemic accelerated the adoption of ERT's model by breaking down geographical barriers between advisors and CPAs.
Anton's Upcoming Book
The decision to write a book as a means to share the ERT model and philosophy more broadly.
The book as a tool for advisors to establish credibility and foster relationships with CPAs.
About our Guest: Anton Anderson is the CEO of Elite Resource Team.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
041: [Author Interview] "Exit by Design: Integrating Elite Wealth Management and Proactive Business Exits to Secure your Freedom" with Joe and Marissa LoPresti
00:20:02
In this episode, I welcome Joe and Marissa LoPresti, the father-daughter co-authors of "Exit by Design: Integrating Elite Wealth Management and Proactive Business Exits to Secure your Freedom".
Their book introduces an integrated approach to wealth management and business exit planning, aimed at securing financial freedom for business owners. They explore the concept of the 'freedom point' and the role of virtual family offices, providing insights into achieving a strategic and fulfilling exit from business.
Joe and Marissa LoPresti's Background
Career Paths: Joe started his career on Wall Street, then moved on to create his own wealth management firm, Arlington Wealth Management. Inspired by her dad's entrepreneurial drive, Marissa was drawn to finance and eventually teamed up with Joe in their family business.
Book Inspiration: Joe and Marissa noticed a lack of resources combining business exit strategies with wealth management. They decided to write a guide to help business owners strategically plan for every phase of ownership.
Key Concepts from "Exit by Design"
Integrating Business Exit and Wealth Management: The book highlights the importance of combining business exit strategies with wealth management.
Strategic Collaborations: The importance of synergy among different advisors, including CPAs and financial advisors, is discussed, showcasing how such collaborations can lead to more holistic and effective client service.
The "Freedom Point": This key idea in the book refers to the moment when a business owner has enough wealth to live their ideal life. It stresses the need for early planning to reach this point before selling the business.
Virtual Family Office: Joe and Marissa present the idea of a virtual family office, which is a team of experts in different fields working together to address the specific needs of business owners, acting like a personal CFO.
The Future of Business Exit Planning
Advancing the Industry: Joe and Marissa envision a future where integrated planning becomes the standard, with a focus on pre-sale preparation and strategic tax planning to enhance business value and secure owners' financial freedom.
Educational Outreach: Through "Exit by Design," they aim to educate business owners and advisors alike on the benefits of early and comprehensive exit planning, setting a new benchmark for success in the industry.
About our Guests:
Joe LoPresti is the President and CEO of Arlington Wealth Management.
Marissa LoPresti is the Business Development Manager and Associate Advisor at Arlington Wealth Management.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
044: The Journey to Becoming a Best-Selling Author: Insights from Paavan Kotini
00:05:11
Ever dreamt of penning a bestseller? Tune in as our latest guest, an Amazon chart-topper, spills the secrets on how they crafted a hit with their debut book and the incredible highs of authorship. Witness firsthand the trials and triumphs of a novice navigating the publishing labyrinth, and how the right guidance can turn a fledgling idea into a literary triumph. Learn how a change in title, a dive into concise writing, and strategic pre-order campaigns can make all the difference in captivating readers and climbing bestseller lists.
Our conversation takes an inspiring turn as we explore the unexpected perks of joining the author's league. From gaining instant credibility to attracting clientele, our guest reveals the profound professional impact of their literary journey. They share the buzz of bestseller success, the warmth of community support, and the anticipation of a long-term promotional odyssey. Whether you're an aspiring writer or a curious bookworm, this episode offers a rare glimpse behind the curtain of publishing success and the transformative power of the written word.
Claim your free audiobook copy at: www.theshortbookformula.com
045: Revolutionizing Tax Advisory: Jackie Meyer's Journey from CPA to Tech Innovator
00:23:12
In this episode, I welcome Jackie Meyer, the President and Founder of TaxPlanIQ. Jackie shares her transformative journey from running a CPA firm to revolutionizing tax planning through her innovative software platform. This episode offers invaluable insights for financial advisors and accountants looking to enhance their services and client satisfaction.
We also talk about our upcoming attendance at the Elite Growth Academy in San Diego and explore Jackie's expertise in tax advisory services, highlighting their benefits for both financial advisors and accountants.
Jackie Meyer's Professional Evolution
From CPA to Innovator: Jackie shares her journey from managing her CPA firm to focusing on tax advisory services. This shift not only tripled her firm's revenue but also significantly reduced her working hours. It showcases the transformative impact of concentrating on tax planning.
TaxPlanIQ: Inspired by her success and the onset of COVID-19, she launched TaxPlanIQ, a comprehensive SaaS platform aimed at streamlining tax advisory services. This platform reflects her vision of making tax planning both accessible and influential for financial professionals.
TaxPlanIQ: Revolutionizing Tax Advisory
Software Capabilities: TaxPlanIQ offers an all-in-one solution that simplifies the proposal, planning, and implementation of tax strategies. Key features include a tax strategy library, educational materials, and an innovative pricing tool that uses AI to transform the delivery and pricing of tax advisory services.
AI Integration: She highlights the significance of AI within TaxPlanIQ, especially an AI bot capable of analyzing tax returns and suggesting strategies. This functionality makes tax advisory accessible to advisors of varying tax knowledge, allowing them to provide complex advice.
Jackie Meyer's Vision for the Future
Championing Tax Advisory: Jackie strongly believes in the future of tax advisory for both financial advisors and accountants. She envisions a field that leverages AI and strategic thinking to provide unmatched value to clients.
A Personal Journey into Publishing: Beyond her professional success, she is authoring a book focused on achieving balance and inner peace amidst success. This upcoming work is a testament to her personal growth and underscores the significance of mental and physical well-being in conjunction with professional achievements.
About our Guest: Jackie Meyer President - Tax Plan IQ
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
043: [Author Interview] "Effortless Wealth: The S.W.A.N. Approach to Unlocking Wealth for Busy Professionals" with Best-Selling Author Paavan Kotini
00:26:27
In this episode, I welcome Paavan Kotini, founder of Kotini and Kotini, and author of "Effortless Wealth: The S.W.A.N.™ (Sleep Well At Night) Approach to Unlocking Wealth for Busy Professionals " a book that has quickly climbed the ranks to become an Amazon number one bestseller.
His book introduces a holistic approach to wealth management and financial planning, tailored specifically for the busy professional.
Paavan's Background:
Diverse Career Journey: The transition from a budding career in biomedical research to a tech enthusiast, and eventually a financial expert, demonstrates the author's adaptability and relentless pursuit of passion. This varied background provides a unique foundation for the financial principles discussed in the book.
Inspiration Behind the Book: Driven by a desire to share his accumulated wisdom and experiences, the author crafted "Effortless Wealth" to guide individuals through the complexities of financial planning, making it accessible and actionable for busy professionals.
Key Insights from "Effortless Wealth":
The SWAN Philosophy: Central to the book is the Sleep Well At Night philosophy, a concept coined by Paavan to encapsulate the essence of financial peace of mind through strategic planning and informed decision-making.
Virtual Family Office: A pivotal concept introduced in "Effortless Wealth" is the virtual family office. This approach advocates for a synergistic collaboration among financial specialists to offer bespoke advice, akin to having a personal CFO for financial guidance.
From Biomedical Engineering to Financial Expertise: Paavan's unique journey sheds light on the importance of embracing change, continuous learning, and the pursuit of one's true calling, especially when it leads to the realm of financial empowerment.
The Future of Financial Planning:
Personalized Financial Strategies: He envisions a future where advanced, customized financial planning is not just reserved for the ultra-wealthy but is accessible to professionals across various sectors, aiming to democratize financial success.
Raising Financial Literacy: "Effortless Wealth" is more than just a book; it's a mission to enhance the financial literacy of its readers. It encourages proactive engagement with one's financial health, promising a future where informed financial decisions lead to lasting wealth and security.
About our Guest:
Paavan Kotini founder of Kotini and Kotini, and author of "Effortless Wealth: The S.W.A.N.™ (Sleep Well At Night) Approach to Unlocking Wealth for Busy Professionals "
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
046: [Author Interview] "Cyber Growth: Mastering Growth Strategies for Scaling Your Cybersecurity Business"with Arron Bennett
00:27:23
In this episode, I welcome Arron Bennet, author of the book "Cyber Growth: Mastering Growth Strategies for Scaling Your Cybersecurity Business." This book presents an essential guide for cybersecurity companies eager to enhance their growth and profitability with unmatched efficiency.
Arron's Inspiring Journey:
From Down Under to Top Entrepreneur: Originating from Australia, his journey is nothing short of remarkable. Initially diving into the world of business with Bennett Financials as a side hustle, he transformed it into a leading consultancy, proving his entrepreneurial prowess.
Evolution of Bennett Financials: What began as a bookkeeping service evolved into a comprehensive suite offering tax planning, preparation, and CFO services, underscoring Arron's strategic adaptability and vision.
Diving Deep into "Cyber Growth":
Why Cybersecurity?: The book's was inspired by Arron's own experiences and the realization that cybersecurity firms consistently encountered similar growth challenges. This led to a focus on developing a specialized growth blueprint for this niche market.
Impactful Conferences & Real-Life Success Stories: He shares exhilarating moments from speaking engagements, including a notable cybersecurity conference in Phoenix, highlighting the book's resonance within the industry.
Key Insights & Strategies:
Revolutionizing the CFO Role: Arron introduces a modern take on the CFO's role in cybersecurity businesses, emphasizing strategic planning and comprehensive data analysis to steer growth.
Custom-Tailored KPIs: The book meticulously outlines vital KPIs for cybersecurity businesses of varying sizes, offering clear, actionable insights for scalable success.
Employee Compensation & Engagement: He delves into innovative strategies for incentivizing employees, fostering a culture of ownership, and significantly reducing churn.
Towards a Lucrative Exit:
Exit Planning Excellence: Arron shares exhilarating success stories, including guiding companies to 25X multiples, showcasing the power of strategic financial planning and execution.
About our Guest:
Arron Bennet is the CEO of Bennett Financials and author of the book "Cyber Growth: Mastering Growth Strategies for Scaling Your Cybersecurity Business."
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
047: The Future of Wealth: Innovations in Tax Planning with Jim Duggan
00:23:28
In this episode, I welcome Jim Duggan, founder of Duggan Bertsch, a Chicago-based business, tax, estate and wealth planning firm comprised of attorneys and accountants.
Join us as we explore Jim's transformative journey from corporate law to pioneering comprehensive tax strategies, ensuring solid wealth management for high-net-worth individuals. In our conversation, we also discuss our anticipation for the upcoming Elite Growth Academy in San Diego.
Jim 's Journey
From Corporate Law to Tax Mastery: Jim started his career focused on corporate law but soon found his passion in estate planning, tax strategies, and asset protection. This shift showcases his adaptability and deep knowledge.
Evolution: Under Jim’s guidance, the firm goes beyond typical legal services. It provides comprehensive solutions in estate, tax, and business planning, reflecting his innovative approach.
Diving Deep into Advanced Tax Planning
The Start of Specialization: He moved into tax planning because he was curious and wanted to meet the complex needs of his entrepreneurial clients. This shows his dedication to providing complete, client-focused solutions.
Successful Partnerships & Client Achievements: Jim has used his deep understanding of his clients and strategic partnerships to achieve big tax savings and protect their assets, showing his skill in handling complicated legal issues.
Key Insights & Innovative Strategies
Changing Legal Advice: Jim promotes a team-based approach to legal counsel, stressing the need to blend different financial and legal areas to create customized solutions for clients.
Personalized Planning for Every Client: The firm’s approach is all about fully understanding what each client wants, offering advice that covers everything from estate planning and tax strategies to setting up businesses for the best results.
Building Wealth Across Generations
Focus on Legacy and Learning: Jim’s work goes beyond just legal advice; he aims to teach the next generation about wealth management. This shows his comprehensive view on preserving wealth and building family legacies.
Stories of Success & Client Growth: He has worked with clients from the start of their journey to managing wealth for multi-billion dollar families. His dedication to helping clients grow, learn, and maintain lasting bonds is evident.
About our Guest:
Jim Duggan is a founding principal of DUGGAN BERTSCH, LLC, a Chicago-based business, tax, estate and wealth planning firm comprised of attorneys and accountants.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
048: "The Art of Collaboration: When Two Tribes Stop the War" with Paul Latham
00:26:00
In this episode, I welcome Paul Latham, the co-owner of Elite Resource Team and a pioneering thought leader for accountants. This episode offers a deep dive into how Paul and his partner, Anton Anderson, are bridging the gap between CPAs and financial advisors, fostering a collaborative environment for mutual benefit.
Paul shares insights on his upcoming book, which he and Anton are working on, titled The Art of Collaboration when Two Tribes Stop the War.
Paul's Journey: From Accountancy to Collaboration Expert
Transitioning from Traditional Accounting: Trained as a chartered accountant in the 1980s, Paul swiftly recognized the evolving landscape of accounting. Heeding advice on the commoditization of traditional accounting services, he pivoted towards forward-looking accountancy, emphasizing planning and advisory over mere compliance.
Achievement and Innovation: Under his leadership, his firm transformed into a forward-thinking powerhouse, ultimately selling for a significant sum. Post-sale, he explored various ventures, before relocating to the US.
The Art of Collaboration: Bringing Two Tribes Together
Identifying the Gap: Paul explains the distinct roles of CPAs and financial advisors in the US, highlighting the often backward-looking focus of accountants due to the complex tax environment. Elite Resource Team was founded to encourage a forward-looking approach, enhancing the value provided to clients.
Forming Strategic Partnerships: The collaboration between accountants and financial advisors, facilitated by Elite Resource Team, aims to combine the strengths of both professions. This approach not only enhances service delivery to clients but also broadens the scope of advice and solutions available.
Elite Growth Academy
A Platform for Growth: The Elite Growth Academy is designed for both advisors and accountants to further their understanding of collaborative practices. It serves as a bridge for members at various stages of their journey, offering coaching, technology, and access to a vast network of experts.
Key Takeaways and Future Directions
Valuable Lessons: He shares insights on maintaining a partnership rather than a servile relationship with clients, the importance of forward-looking advice, and strategies for being compensated for proactive services.
Looking Ahead: As we prepare for the publication of The Art of Collaboration when Two Tribes Stop the War, the conversation underscores the enduring importance of collaboration, mutual respect, and continuous learning in the professional growth of both accountants and advisors.
Elite Growth Academy Event is scheduled for June 13th to 14th in San Diego. This is a golden opportunity for financial advisors and accountants to master collaborative practices, network, and propel their professional relationships forward.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
049: The Authority Accelerator: How Guest Podcasting Can Attract Ideal Clients for Your Financial Practice
00:27:51
In this episode, I host my business partner and the co-creator of the Authority Accelerator Program, Tony Maree Torrey.
We dive deep into the nuances and benefits of our innovative program designed to elevate financial service providers by establishing them as trusted authorities in their industry.
The Authority Accelerator Program: Elevating Financial Experts
Foundation and Evolution: Tony Maree discusses the organic evolution of the Authority Accelerator Program, which originated from our personal challenges and was refined through our experiences. The program is designed for financial advisors and CPAs who struggle with being perceived as commodities rather than distinct experts.
Strategic Approach: We emphasize the importance of positioning oneself as a prescribing authority rather than a conventional seller. The program’s strategies aim to transform participants into the coveted 'pretty girl at the bar,' where potential clients actively seek them out.
Empowering Through Authorship and Speaking
Becoming an Author: Tony Maree highlights the transformative power of authorship in establishing credibility and authority. Our program assists professionals in becoming published authors, setting the stage for further recognition and opportunities.
Guest Podcasting vs. Hosting: We explore the advantages of guest podcasting over hosting one’s own podcast, emphasizing efficiency and exposure. Guest podcasting allows professionals to leverage established audiences, enhancing their visibility and credibility with minimal effort.
Success Stories and Practical Applications
Client Successes: We share inspiring stories of clients who have successfully utilized the Authority Accelerator Program. Examples include John Kuttin, a Barron's Hall of Fame advisor, and Alex Sonkin, a thought leader for CPAs, showcasing the program's effectiveness in real-world settings.
Strategic Guest Podcasting: We discuss in detail the process of selecting quality podcasts for guest appearances and the importance of forming genuine relationships with hosts. Tony Maree and I explain how strategic guest podcasting is integral to the program, providing a platform for professionals to shine as subject matter experts.
Key Takeaways and Looking Forward
Building Authority: This episode underscores the significance of transitioning from mere knowledge providers to trusted authorities who command respect and attention in their fields.
Future Prospects: As we anticipate expanding the Authority Accelerator Program, Tony Maree and I discuss upcoming initiatives and enhancements designed to further support our clients’ growth and success in becoming recognized leaders in their fields
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
In this episode, I welcome Josh Yager, managing partner at Anodos and a licensed attorney, to discuss the often complex world of estate planning and settlement.
This episode explores Josh's innovative approach to collaboration among professionals in law, accounting, and financial planning to ensure effective estate settlements.
Josh's Journey: From Financial Planning to Legal Expert
Career Transition: Originally a financial planner and a CFP, Josh spent 15 years creating financial plans and managing assets before a career epiphany at a conference led him to law school. This transition was fueled by his realization of the growing need for specialized estate settlement services.
Specialization in Estate Settlement: His focus shifted to supporting non-professional trustees manage the challenging process of estate settlement, recognizing the gap in services available for effectively managing this critical and stressful period.
Anodos: Bridging the Gap in Estate Settlement
Understanding the Need: JoshHe discusses the demographic challenges with the baby boomer generation and the massive transfer of wealth forthcoming, emphasizing the need for specialized estate settlement services.
Role of Anodos: Anodos specializes in assisting non-professional trustees, often family members, through the daunting process of estate settlement. Josh's team takes a unique approach by charging a fixed fee, aligning their financial incentives with the speed and efficiency of the settlement process.
Elite Growth Academy
Collaborative Training and Education: The upcoming Elite Growth Academy in San Diego will serve as a platform for professionals like Josh to share best practices and learn from one another in a collaborative environment, further enhancing the services they provide to their clients.
Key Takeaways and Future Directions
The Importance of Collaboration: Josh highlights the critical nature of breaking down professional silos to ensure the best outcomes for clients, stressing the importance of a collaborative approach across different disciplines.
Looking Ahead: As the demographic shift continues to unfold, he anticipates the need for estate settlement services will grow, underscoring the importance of preparedness and adaptability in his field.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
051: Skyrocket Your Credibility: Paul G McManus on the "Power of Authority by Association" as featured on the Influential Entrepreneurs Podcast
00:03:27
Listen to the full episode on the Influential Entrepreneurs Podcast with Mike Saunders episode here: https://businessinnovatorsradio.com/interview-with-paul-mcmanus-co-founder-and-ceo-of-more-clients-more-fun-author-podcast-host/
Claim your free audiobook copy at: www.theshortbookformula.com
052: [Author Interview] The Tax-Smart Retiree with Phil Putney
00:26:30
In this episode, I welcome Phil Putney, a CPA and author of the Amazon number one bestseller, "The Tax Smart Retiree: A Guide to Thriving in Your Golden Years." Over the past year, we collaborated to transform Phil's extensive experience and knowledge into a book that guides retirees through the complexities of tax-efficient retirement planning. From CPA to Financial Advisor with a Tax Focus
Professional Evolution: Phil began his career over 30 years ago as a CPA with a master's in taxation. His journey took a pivotal turn when he integrated financial advisory services, driven by client needs for cohesive tax and investment strategies.
Specialization in Retirement Planning: Recognizing a niche in retirement planning, He obtained his Personal Financial Specialist designation, enabling him to blend his tax expertise with financial advisory services.
The Tax Smart Retiree: Simplifying Complex Tax Strategies for Retirees
Unique Tax Perspective: Phil emphasizes the importance of long-term tax planning, which is often overlooked in traditional retirement planning. His book provides strategies to manage and minimize taxes through various stages of retirement.
Holistic Retirement Planning: The book extends beyond tax advice, offering insights into Social Security, required minimum distributions, and the impact of losing a spouse, which are crucial for comprehensive retirement planning.
Educational Initiatives and Phil's Teaching Philosophy
Commitment to Education: His passion for education is evident through his classes and now, his book. His goal is to equip retirees with the knowledge to make informed decisions about their financial futures.
Workshops and Classes: Prior to the book, Phil conducted extensive workshops that covered similar content. The book aims to reach a broader audience by condensing his teachings into an accessible format.
Insights for Future Financial Planning
Anticipating Tax Changes: Phil discusses the potential implications of expiring tax laws and emphasizes the need for proactive planning based on current legislation.
Retirement Income Planning: A significant focus of Phil's approach is understanding the personal spending needs in retirement and planning accordingly, using tax-efficient strategies to sustain the desired lifestyle.
Key Takeaways and Future Directions
Importance of a Customized Plan: Phil stresses that every individual's financial situation is unique, and a one-size-fits-all approach does not apply in retirement planning.
Advice for Prospective Clients: For those interested in deeper engagement, Phil offers initial consultations to discuss personal financial situations and explore the fit for his services.
About our Guest:
Phil Putney author of "The Tax Smart Retiree: A Guide to Thriving in Your Golden Years."
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions o
Claim your free audiobook copy at: www.theshortbookformula.com
053: Safeguarding Your Clients: Elite Tax Strategies and Audit Defense with Ben Golden
00:28:42
In this episode, I welcome Ben Golden, founder and CEO at Golden Tax Relief, to delve into the intricate world of tax resolution and planning.
This episode unveils Ben's comprehensive approach to navigating IRS challenges, emphasizing his dedication to client advocacy and his expertise in tax resolution.
Ben's Journey: From Tax Crisis to Tax Expert
Career Evolution: Originally focusing on tax resolution, Ben expanded into tax planning as a response to the slowdown of IRS operations during COVID-19. This expansion was driven by his desire to continuously support clients in managing their tax obligations efficiently.
Specialization in Tax Resolution: Ben discusses the pivotal experiences that shaped his career, including his own daunting encounter with the IRS. These experiences underscore his commitment to advocating for clients, often navigating complex, stressful situations to secure favorable outcomes.
Golden Tax Relief: Empowering Taxpayers
Client Advocacy Explained: Ben details his role in helping clients handle the IRS, providing insights into the emotional and financial toll these challenges can take and how he assists in transforming these situations.
Challenging the IRS: A standout moment is Ben’s recount of his personal battle with the IRS, illustrating his deep understanding of IRS procedures and his strategic acumen in defending his rights and those of his clients.
Elite Resource Team and Collaborative Tax Planning
Integrating Expertise: We discuss how Ben’s work aligns with the collaborative models within the Elite Resource Team, highlighting the synergy between advisors and CPAs in crafting proactive tax strategies.
Future of Tax Practice: The conversation also explores the impact of technological advancements like AI in tax practice, and Ben's proactive approach to integrating these tools to enhance service delivery.
Key Takeaways and Future Directions
The Importance of Proactive Planning: Ben emphasizes the necessity of proactive strategies in tax planning, advocating for early and informed action to prevent future tax crises.
Looking Ahead: As the landscape of tax services continues to evolve with technological advancements, Ben predicts increasing reliance on sophisticated tools and strategies to enhance the effectiveness of tax resolution and planning.
About our Guest: Ben Golden, is founder and CEO at Golden Tax Relief.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
054: Enhancing Advisor-Client Engagement with Visual Tools: Insights from AssetMap's VP of Community, Alison Susko
00:25:26
In this episode, I have the pleasure of welcoming Alison Susko, VP of Community at AssetMap, to explore the revolutionary impact of visual storytelling on the financial advisory landscape.
She shares her in-depth insights on how AssetMap's innovative approach is redefining advisor-client interactions, promoting heightened engagement and understanding.
AssetMap: Simplifying Complexity for Meaningful Conversations
The Genesis: Alison delves into the origins of AssetMap, tracing its roots to founder Adam Holt's experiences as a financial advisor. She highlights the pressing need for streamlined, visually captivating communication tools that bridge the divide between intricate financial strategies and client comprehension.
The Power of Conversational Planning: AssetMap's guiding philosophy centers on "conversational planning" - meeting clients where they are and sparking productive dialogues through accessible, easily digestible visuals that encapsulate the essence of their financial narrative.
Seamless Communication: Bridging the Physical and Digital Divide
Versatility Across Platforms: Alison underscores AssetMap's adaptability, with its visual tools engineered to deliver consistent impact across various settings, from in-person meetings and virtual consultations to impromptu discussions at a client's kitchen table.
The Post-Pandemic Landscape: The conversation delves into the evolving preferences for in-person and remote advisory services in the wake of the pandemic. She observes a balanced 50-50 split and the enduring appeal of remote meetings, particularly among older clients who have embraced digital communication with enthusiasm.
Empowering Advisors: Technology as an Enabler
The Concept of Advisor Intelligence (AI): Alison introduces the notion of "Advisor Intelligence" (AI), emphasizing AssetMap's dedication to empowering advisors with technology that complements and enhances their unique strengths in forging client relationships and delivering personalized guidance.
Seamless Integrations and Strategic Partnerships: The discussion explores AssetMap's extensive integrations with trusted vendors in the financial technology ecosystem, illustrating how these connections streamline data entry, save time, and provide a holistic view of a client's financial tapestry.
The Future of Financial Advising: Trends and Opportunities
Navigating the AI Revolution: She shares her perspective on the growing influence of artificial intelligence (AI) in the financial industry. She emphasizes the importance of striking a delicate balance between harnessing AI's potential and preserving the human touch that defines the advisor-client relationship.
Simplifying the Complex: The conversation highlights the broader trend of financial technology companies developing solutions that demystify complex topics like tax planning and estate planning. These advancements enable advisors to serve as the central touchpoint for their clients' multifaceted financial needs.
About our Guest: Alison Susko, is VP of Community at AssetMap.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
055: Unlocking the Affluent Business Owner Market with Value Acceleration: Insights from Casey Clark
00:33:06
In this episode, I welcome Casey Clark, CEO of Cultivate Advisors. Casey shares valuable insights into the transformative power of focusing on enterprise value to significantly elevate a business's market position.
Journey to Business Mastery: From Paper Routes to CEO
Explore his entrepreneurial journey from his early days managing paper routes to his leadership role at Cultivate Advisors.
Discover how personal experiences and challenges shaped his approach to business coaching, focusing on actionable advice rather than traditional methods.
Defining the Edge: Cultivate Advisors' Unique Approach
Learn about the distinctive strategy of Cultivate Advisors in the crowded business coaching industry. Unlike typical coaches, he and his team offer hands-on advisory services, leveraging real-world entrepreneurial experiences to drive meaningful business growth and enhance enterprise value.
Revolutionizing Enterprise Value: Strategies for Business Growth
He elaborates on the concept of enterprise value and its critical role in assessing a company's worth, similar to real estate valuation.
Casey explains how improvements in this area can significantly increase a company's market value without necessarily boosting revenue.
Key Insights for Elevating Business Value
Enterprise Value as a Core Metric: Unpack the importance of focusing on enterprise value rather than just revenue, with practical tips on how business owners can shift their metrics for better financial outcomes.
The Importance of Quality and Strategic Risk Management: Discuss the critical role of delivering high-quality products/services and managing business risks through informed decision-making and robust planning.
The Power of Expert Partnerships: Explore how working with specialized advisors like Cultivate Advisors can amplify your business's growth potential and facilitate smoother transitions and scalability.
Elite Growth Academy: A Convergence for Collaborative Learning
Anticipate the upcoming Elite Growth Academy in San Diego, where advanced strategies for business growth and value acceleration will be shared. It is a vital opportunity for professionals to learn, network, and collaborate.
About our Guest: Casey Clark, CEO of Cultivate Advisors
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
056: Supercharged Cash Balance Plans: A Powerful Tax Control Tool for Business Owners with Bruce Gendein
00:31:00
In this podcast episode, I welcome Bruce Gendein, a pension consultant with McHenry Advisors, to discuss the complex world of pension consulting and the critical role of cash balance plans for business owners.
This episode explores Bruce's extensive background and the evolution of pension consulting, highlighting the unique benefits of cash balance plans in tax planning and retirement savings.
Bruce's Journey: From Actuarial Training to Pension Consulting
Career Path: Originally trained to be an actuary, Bruce transitioned through various roles in the computer business and medical facilities management before finding his niche in the pension business.
Professional Achievements: Over four decades, he has built and sold multiple actuarial, consulting, and third-party pension administration firms. He now works exclusively with McHenry Advisors, administering approximately 2,200 pension plans with a team of nine actuaries.
McHenry Advisors and The Importance of Cash Balance Plans
Consulting Services: McHenry Advisors offers continuity and stability for financial advisors and their clients by ensuring a seamless transition and consistent service through a large, experienced staff.
Virtual Family Office (VFO) Expertise: Bruce acts as a VFO expert, collaborating with financial advisors and accountants to provide specialized knowledge and support in pension consulting and tax planning.
Defined Benefit vs. Defined Contribution Plans: Bruce explains the differences between 401k profit-sharing plans (defined contribution) and cash balance plans (defined benefit), emphasizing the advantages for business owners.
Target Audience: Successful business owners who are making more than they need to live on, dislike paying taxes, and want to save a significant amount for retirement quickly.
Elite Resource Team (ERT) and the Virtual Family Office Model
Collaborative Approach: ERT's model fosters collaboration among financial advisors, accountants, and specialized experts like Bruce, ensuring comprehensive and effective planning for clients.
Benefits of the VFO: Financial advisors can leverage the expertise of seasoned professionals, enhancing their credibility and providing clients with top-notch service without needing to master every aspect themselves.
Key Takeaways and Future Directions
Flexibility and Tax Benefits: Bruce highlights the flexibility of pension plans, their potential for significant tax savings, and the growing importance of tax-deductible strategies in light of increasing national debt.
Owner Benefits: Adding a pension plan to a 401k provides substantial benefits for business owners, making it an essential component of a well-rounded retirement strategy.
Creative Funding Approaches: Utilizing life insurance contracts within pension plans can provide a mix of taxable and tax-free future income, maximizing after-tax benefits.
About our Guest: Bruce Gendein, a pension consultant with McHenry Advisors
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
057: Why Every Advisor Should Discuss Disability Insurance, A Conversation with Michael Sir and Carter Kowalski
00:29:45
In this episode, I welcome Michael Sir, president and co-founder of One Protection, and Carter Kowalski, account executive at Secura Consultants, to discuss the critical importance of disability insurance and its role in comprehensive financial planning.
Michael's Journey:
Early Life and Career Transition: Growing up on a farm in Iowa, Michael saw the impact of health issues on family stability when his father had a heart attack. This fueled his passion for disability insurance.
Professional Focus: As president and co-founder of One Protection, Michael provides software that helps financial advisors sell disability insurance effectively.
Carter's Path:
Career Start: Carter transitioned from healthcare management to insurance, finding a passion for helping clients secure their financial futures through comprehensive income protection.
Role at Secura Consultants: As an account executive, Carter helps advisors navigate the complexities of disability insurance, ensuring clients are well-protected.
Secura Consultants and One Protection: A Collaborative Approach
Understanding the Need: Michael and Carter emphasize the often-overlooked importance of disability insurance, highlighting real-life examples where proper coverage made significant differences.
Three-Legged Stool Approach: They discuss the synergy between advisors, product providers like Secura Consultants, and presentation tools from One Protection to ensure clients receive the best service and coverage.
Key Success Stories and Lessons
Impactful Cases: Carter shares a story about a medical professional who maintained financial stability despite an unforeseen condition, highlighting the importance of adequate coverage.
Advisors' Reluctance and Solutions: Michael explains why many advisors hesitate to offer disability insurance and provides practical solutions to integrate these critical conversations into their practice.
Innovations in Disability Insurance
Technological Advancements: The episode explores technological innovations that have streamlined the underwriting process, making it easier and faster for advisors and clients.
Presentation Tools: Michael introduces One Protection's virtual presentation software, designed to educate and engage clients, making the insurance process more transparent and accessible.
Guiding Principles and Professional Insights
Michael's Philosophy: Emphasizing the importance of doing the right thing and having tough conversations about financial protection.
Carter's Approach: With a focus on positivity and client-centered service, a positive attitude has helped him build trust and deliver impactful solutions for clients.
About our Guests:
Michael Sir, president and co-founder of One Protection
Carter Kowalski, account executive at Secura Consultants
You can learn more about their work: https://www.linkedin.com/in/michael-sir-54b7a3120/ https://www.linkedin.com/in/carter-kowalski-21a74b103/ About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
058: The Advisor's Author Playbook: Anton J. Anderson's Book Writing Secrets Exposed
00:41:12
In this episode, I welcome Anton J. Anderson back to the show for the third time. Anton, CEO of Elite Resource Team and co-author of "The Art of Collaboration: When 2 Tribes Stop the War".
He shares his journey, the unexpected challenges he faced, and the valuable lessons he learned while writing his book.
Anton’s Journey
Career Evolution: Anton discusses his decade-long focus on the team-based model and how it shaped his expertise in creating collaborative environments for financial advisors and CPAs.
Author’s Challenges: He reveals the surprising difficulties he faced while condensing extensive knowledge into a concise, impactful book.
Mindset Shifts: He emphasizes the importance of refining communication and mastering content through the process of writing.
he Power of the Book: Enhancing Professional Credibility
Authority by Association: Anton highlights the strategic advantage of co-authoring the book with CPA Paul Latham and featuring forwards by well-respected professionals like John Kuttin and Jackie Meyer.
Leveraging the Book: He discusses how the book serves as a cornerstone for various communication strategies, enhancing personal and professional branding.
Effective Marketing and Distribution Strategies
Book Signings and Events: Anton shares the success of incorporating book signings at events, utilizing visual aids like branded table runners to maximize promotional opportunities.
Media Recognition: The book’s release as an Amazon bestseller attracted attention from notable industry sources, leading to increased visibility and credibility.
Niche Focus: Anton advises fellow advisors to write books on unique, niche topics to stand out in a crowded market.
Collaborative Opportunities: He encourages leveraging the book to build stronger relationships with CPAs and clients, creating a synergistic effect in professional networking.
Key Takeaways and Future Directions
Embrace the Power of Authorship: Anton underscores the substantial return on investment from writing a book, not just in financial terms but in enhanced status and opportunities.
Continued Innovation: He hints at upcoming projects and initiatives that will further solidify the book’s themes and continue to promote collaboration and advanced planning in the industry.
About our Guest: Anton Anderson is the CEO of Elite Resource Team.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
059: The Authority Advantage: Mike Saunders on Transforming Financial Advisors into Industry Thought Leaders
00:30:58
In this episode I welcome Mike Saunders, the author of Authority Positioning for Financial Professionals, to explore the concept of authority marketing and how it can significantly impact financial advisors' success.
Mike's Journey: From Financial Services to Authority Positioning
Career Beginnings: Began his career in the financial services field, working for JP Morgan Chase in the mortgage banking industry. His path took a turn when he started providing lines of credit for financial advisors' clients, leading him to realize the importance of authority positioning.
Transition to Marketing: After the economic crisis of 2007-2008, he pursued a MBA in Marketing and started his own firm, focusing on helping financial advisors grow their businesses through authority positioning rather than traditional marketing tactics.
Authority Positioning
Understanding Authority Marketing: Mike explains that authority marketing isn't about replacing existing marketing strategies but enhancing them. By positioning oneself as a trusted expert, all other marketing efforts become more effective.
Components of Authority Positioning: Mike describes the 'Authority Positioning Portfolio,' which includes various elements such as interviews, books, media features, and podcasts that collectively build a professional's credibility.
Practical Applications: By creating content that educates prospects and existing clients, financial advisors can establish themselves as experts. Mike uses podcast interviews to delve into key educational points, which can then be leveraged in marketing campaigns.
Guest Podcasting and Media Features
Importance of Guest Appearances: He highlights the value of being a guest on podcasts and media channels. These appearances elevate the professional's status and reach new audiences, reinforcing their authority.
Strategic Alliances: Authority positioning is crucial in building relationships with centers of influence, such as CPAs and estate planning attorneys. Having a well-developed authority portfolio makes it easier to establish these valuable connections.
Zero Moment of Truth (ZMOT)
Pre-Framing Prospects: The concept of ZMOT emphasizes the importance of what potential clients find about a professional online before making contact. A strong online presence with authority positioning assets can significantly influence their decision.
Leveraging Current Clients: Beyond attracting new clients, authority positioning helps maintain relationships with current clients, ensuring they stay loyal and continue to trust the advisor's expertise.
Taking Action
Overcoming Imposter Syndrome: Mike encourages financial advisors to overcome self-doubt and take steps towards building their authority. With services designed to be easy and enjoyable, professionals can quickly see the benefits of authority positioning.
About our Guest: Mike Saunders, MBA Authority Marketing Strategist
Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
060: From Recruitment to Marketing: Frank LaRosa's Holistic Approach to Advisor Success
00:30:29
In this episode of The Million Dollar Producer Show, I welcome Frank LaRosa, CEO of Elite Consulting Partners and one of the founding members of the Financial Advisor Success Syndicate, to discuss his journey from financial services to founding a successful consulting firm.
Frank's Journey: From Financial Services to Consulting
Career Beginnings: He started his career in the financial services industry at Prudential Securities, moving on to become a producer and manager at Smith Barney and Morgan Stanley. His passion for helping financial advisors grow their businesses led him to management roles.
Founding Elite Consulting Partners: After being shown the door at Morgan Stanley, Frank decided to start his own recruiting and consulting firm, initially named Elite Recruiting and Consulting. Recognizing the importance of viewing clients as partners, he rebranded to Elite Consulting Partners in 2014.
Elite Consulting Partners: A Unique Approach to Financial Advisory Recruitment
Focus on Financial Advisors: Elite Consulting Partners works with financial advisors and wealth managers, offering a unique consulting approach. They prioritize finding the right fit for both the advisor and the firm, ensuring long-term satisfaction and success.
Growth and Expansion: Starting from his home, he grew the business into one of the largest firms of its kind, with a team of approximately 65 people. The firm's success is driven by its commitment to doing what's right for the financial advisor, with a strong emphasis on collaboration and long-term relationships.
Elite Marketing Concepts: Enhancing Financial Advisors' Personal Brands
The Importance of Personal Branding: He emphasizes the significance of personal branding for financial advisors. He shares his experience in leveraging social media, podcasts, and videos to build a genuine and relatable brand.
Launching Elite Marketing Concepts: Recognizing the need for customized marketing solutions, Frank launched Elite Marketing Concepts. This division offers tailored branding and marketing services, helping advisors create unique and impactful online presences.
Key Takeaways and Future Directions
The Power of Collaboration: He highlights the importance of working closely with financial advisors to understand their goals and provide comprehensive support. This collaborative approach ensures that advisors receive the guidance and resources they need to succeed.
Embracing Technology: The pandemic accelerated the adoption of technology in the financial services industry. Frank discusses how Elite Consulting Partners leveraged tools like Zoom and podcasts to maintain and grow client relationships during challenging times.
Long-Term Vision: Looking ahead, Frank is excited about the future of Elite Consulting Partners and Elite Marketing Concepts. He remains committed to helping financial advisors achieve their goals and adapt to the evolving landscape of the industry.
About our Guest: Frank LaRosa, CEO of Elite Consulting Partners and one of the founding members of the Financial Advisor Success Syndicate
Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
061: The Virtual Book Tour: Building Authority and Attracting Clients with Tom Schwab
00:32:38
In this episode of The Million Dollar Producer Show, I welcome Tom Schwab, author of Podcast Guest Profits: Grow Your Business with a Targeted Interview Strategy and founder and CEO of Interview Valet.
Tom shares his insights on leveraging guest podcasting as a powerful tool for building authority and growing your business.
Tom's Journey: From Engineer to Chief Evangelist Officer
Career Transition: Tom's journey began as an engineer running nuclear power plants, teaching him the importance of systems and processes. He later transitioned to corporate America and eventually founded Interview Valet.
Chief Evangelist Officer: Unlike typical CEOs, Tom sees his role as evangelizing for his category, clients, and company, demonstrating the power of guest podcasting in building a brand and business.
Guest Podcasting: A Strategic Approach
Importance of Authority: He emphasizes the need to build authority in the marketplace before attempting to sell services. He discusses how writing a book and then using guest podcasting to promote it can create a significant impact.
Effective Marketing: Tom shares his experience that guest podcasting has become the number one driver for his business, providing high-quality, pre-sold leads that are ready for impactful conversations.
Interview Valet: Enhancing Guest Podcasting
Service Offerings: Interview Valet helps clients by scheduling targeted podcast interviews, optimizing content for marketing, and repurposing interviews for maximum impact.
Client Success: He recounts stories of clients, like Eric Weinheimer, using virtual book tours and podcast interviews to effectively promote their books and services.
Key Takeaways and Future Directions
Marketing Evolution: Tom addresses the changing landscape of marketing, emphasizing the importance of pragmatic and practical approaches that build genuine connections and trust with potential clients.
Actionable Steps: He encourages listeners to visit Interview Valet’s dedicated page for Million Dollar Producer Show listeners, offering resources such as an assessment quiz, a copy of his book, and a scheduling link for further discussion.
About our Guest: Tom Schwab, author of Podcast Guest Profits: Grow Your Business with a Targeted Interview Strategy and founder and CEO of Interview Valet.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
062: From $200K to $2.2M: Evan Mayer's Recipe for Advisory Growth
00:20:27
In this podcast episode, I welcome Evan Mayer, CEO and founder of Fortuna Wealth Management and host of the "For Advisors by Advisors" podcast.
Evan shares his journey from the bank channel to independent financial advising, and offers insights on podcasting, advisor success, and the value of continuous improvement in the financial services industry.
Evan's Journey: From Bank Channel to Independence
Career Beginnings: Evan spent 16 years in the bank channel before going independent in 2019.
Transition to Independence: He discusses the benefits and challenges of moving from an employee model to an independent advisor model.
Growth and Expansion: Evan's firm has grown from 2-3 people to 12 in the last two years.
The Power of Podcasting for Financial Advisors
Podcast Origins: Evan started "For Advisors by Advisors" about three years ago, inspired by a chance conversation.
Content Strategy: Focuses on creating dialogue between advisors rather than just Q&A.
Value for Listeners: Serves as a platform for advisors considering independence or exploring different options.
Key Takeaways for Financial Advisors
The Importance of a Process: Evan emphasizes having a defined process as crucial for growth and success.
Continuous Improvement: Regularly reassessing and improving one's skills and knowledge.
Client Education: The value of teaching clients something new in every meeting.
Referral Generation: Focusing on providing excellent service rather than directly asking for referrals.
Evan's Advice for Advisors Considering Independence
Consider Your Business Model: The best channel depends on your specific business and goals.
Evaluate Compliance Restrictions: Independent channels often offer more flexibility in marketing and client communication.
Assess Your Passion: Independence may be worth it for those who view their work as a hobby and passion.
About our Guest: Evan Mayer, CEO and founder of Fortuna Wealth Management and host of "For Advisors by Advisors" podcast.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
063: From Author to Authority: Leveraging Your Book for Business Growth with Paavan Kotini
00:27:50
In this podcast episode, I welcome back Paavan Kotini, author of "Effortless Wealth: The SWAN Approach to Unlocking Wealth for Busy Professionals". Paavan shares his journey of writing and publishing his first book, and reveals the innovative ways he's leveraged it to grow his business.
Paavan's Journey
Book Writing Process: Paavan discusses how working with our team helped refine his initial ideas into a concise, impactful book.
The Power of Authorship: Enhancing Professional Credibility
Authority by Association: He highlights how being an author has elevated his status among clients and peers.
Conversation Starter: The book serves as an in-depth business card and "salesperson in print".
Innovative Marketing and Distribution Strategies
Strategic Partner Engagement: Paavan shares how his strategic partners use the book to introduce him to potential clients.
Client Appreciation: He uses personalized, signed copies as gifts for clients.
Creative Promotions: Paavan created bookmarks with QR codes and used the book as a prize at events.
Community Involvement: He reached out to local libraries for author showcases.
New Opportunities and Business Growth
Speaking Engagements: The book has led to increased invitations for speaking and board memberships.
Next Generation Support: Unexpectedly, the book has attracted interns interested in finance careers.
Referral Enhancement: It's become an effective tool for generating introductions and referrals from strategic partners.
Book Series: Paavan is already planning his next book, which is generating additional interest.
The Impact of Bestseller Status
Credibility Boost: Achieving Amazon bestseller status has added another layer of credibility to Paavan's profile.
Opportunity Driver: The bestseller status is driving more speaking engagements and business opportunities.
Key Takeaways for Financial Advisors
Leverage Your Book: Use your book creatively in all aspects of your business and marketing.
Engage Partners: Collaborate with strategic partners to maximize the book's reach.
Continuous Marketing: The book doesn't market itself - be proactive in promoting it.
Think Long-Term: Consider writing multiple books to sustain thought leadership and relevance.
About our Guest: Paavan Kotini is the author of "Effortless Wealth: The SWAN Approach to Unlocking Wealth for Busy Professionals".
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
064:Turning Sunshine into Savings: Solar Tax Credits and Investment Strategies with Jesse Raynes
00:33:59
In this podcast episode, I welcome Jesse Raynes, managing partner of Inception Financial, to discuss the often misunderstood world of solar tax credits.
This episode provides valuable insights into an often-overlooked tax strategy, showcasing Jesse's innovative approach to helping clients reduce their tax liability using solar tax credits. It also highlights how financial advisors and CPAs can leverage this strategy to add value for their clients while addressing the growing demand for renewable energy solutions.
Jesse's Journey: From Actor to Solar Energy Expert
Career Transitions: Jesse's eclectic background includes professional acting, managing high-end nightclubs and restaurants, and eventually entering the solar industry in 2008.
SolarCity and Tesla Experience: Jesse spent several years at SolarCity, later acquired by Tesla, where he played a key role in growing the sales team from 14 to 1,000 professionals.
Founding Inception Financial: After leaving Tesla, Jesse founded Inception Financial, driven by his personal experience in reducing his own tax liability using solar tax credits.
Solar Tax Credits: A Misunderstood Tax Strategy
Understanding the Basics: Jesse explains that solar tax credits involve owning solar systems as a business through an LLC, generating both tax credits and depreciation benefits.
Comparing to Other Strategies: He contrasts solar tax credits with real estate investments and 401(k) contributions, highlighting the unique advantages of this approach.
Benefits for Clients: The strategy allows clients to redirect money that would otherwise go to the IRS into owning income-producing assets, while also reducing their tax liability.
Collaborating with Financial Advisors and CPAs
Attractive Features: He discusses why family offices, wealth managers, and CPAs find this strategy appealing, including its codified nature and potential for client differentiation.
Misconceptions Addressed: Jesse clarifies common misconceptions, such as the strategy being limited to personal home use or being part of a fund structure.
Risk Mitigation: He explains how Inception Financial has structured their business to minimize risk for clients, even in the unlikely event of the company's dissolution.
Key Takeaways and Future Outlook
Bipartisan Support: Jesse highlights the long-standing bipartisan support for solar tax credits, dating back to 1978, and their importance in addressing energy needs.
Encouraging Exploration: He emphasizes the value of learning about this strategy, even for those who may ultimately decide not to pursue it.
Personal Passion: Jesse shares his enthusiasm for his current role, combining his background in solar energy with the satisfaction of helping families save money.
About our Guest: Jesse Raynes, managing partner of Inception Financial.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
065: Insights from "The Short Book Formula (Second Edition): A Financial Professional's Guide to Writing a Book in 6 Weeks to Attract Ideal Clients" by Paul G McManus
00:18:10
Can financial professionals become go-to experts without resorting to hard-sell tactics? Tune in as we uncover the secrets behind Paul G. McManus’s short book formula, a strategy that has generated over $100 million in revenue. We'll discuss how keeping your book concise, writing in plain English, and targeting a specific niche can transform your financial services business.
Learn more at: https://www.theshortbookformula.com
Claim your free audiobook copy at: www.theshortbookformula.com
066: Unlocking Your One Big Idea: Insights with Gabe McManus
00:28:19
In this podcast episode, I welcome a special guest my older brother, Gabe McManus. Gabe joined our team as a book coach this year, bringing his deep passion for personal finance and his unique background in theater and editing to help financial advisors craft compelling narratives for their books.
This episode dives into Gabe’s journey from an avid personal finance enthusiast to a professional book coach, highlighting his approach to helping financial advisors find their unique voice and reach their ideal audience.
Gabe's Journey: From Finance Enthusiast to Book Coach
Personal Finance as a Hobby: Gabe discusses his love for personal finance and the hundreds of books he’s read on the subject, ranging from classics like Rich Dad Poor Dad to The Millionaire Next Door.
The Importance of Storytelling: With a background in performance, he shares how he helps advisors translate complex financial ideas into engaging stories that resonate with readers.
Helping Financial Advisors Publish Books
The Power of the “One Big Idea”: We discuss how impactful books are often anchored by a single compelling idea, I share how our latest book projects are focused on helping advisors clarify their message to resonate with potential clients.
Overcoming Financial Stress: He recounts his own experiences with finances and how sequencing money management decisions can relieve financial stress. He reflects on stories from our clients, showing how the right financial guidance can transform lives.
Creating Financial Harmony in Relationships: We explore how the principles in books we’ve worked on, such as managing finances with intention, can foster healthier conversations about money between couples.
The Role of Financial Advisors in Personal Finance
Beyond Investment Products: Gabe explains how working with advisors has shown him the holistic support they offer, which goes beyond mere product recommendations to include guidance on wealth building and financial independence.
Pre-Selling Through Books: I talk about how a well-written book can serve as a powerful tool for advisors to pre-sell their services by sharing their expertise and philosophy before they ever meet with potential clients.
Takeaways for Financial Advisors
Every Dollar Should Have a Purpose: We discuss the concept of giving each dollar a purpose, a core tenet of the books Gabe and I admire, which helps clients build wealth over time by automating their savings and investment processes.
Write Your Own Financial Legacy: For advisors considering writing a book, Gabe and I emphasize the importance of identifying their unique message and leveraging it to inspire change and attract clients.
Creating a Ripple Effect: Gabe shares stories of how his clients’ ideas have influenced him personally, even affecting his conversations on the golf course and beyond.
About Our Guest: Gabe McManus is a Theatre Arts Teacher and Book Coach with a passion for personal finance.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
067: High Income Doesn't Have to Mean High Taxes: "The Great Tax Escape" insights with Amazon Bestselling Author Eric Pierre
00:23:48
In this podcast episode, I welcome Eric Pierre, CPA and author of "The Great Tax Escape,".
Eric runs Pierre Accounting, with offices in Houston, Austin, San Diego, and Los Angeles. His Amazon bestselling book highlights how high earners can legally reduce their tax burden, challenges common misconceptions about tax planning, and shows how both business owners and W-2 employees earning $500,000+ can benefit from advanced tax strategies.
About Eric Pierre
Second-generation CPA with licenses in Texas and California.
Amazon bestselling author of "The Great Tax Escape".
Stands out in the industry as part of the 1% of Black CPA firm owners.
Inside "The Great Tax Escape"
Eric reveals how the tax code (40% longer than the Bible) contains hidden opportunities.
He breaks down complex strategies for both W-2 employees and business owners, also demonstrates how charitable giving can double as tax strategy
Eric shares how his clients use real estate and conservation easements legally.
How Eric Helps High Earners
His "Redeem Team" of specialized tax professionals focuses on clients earning $500,000+ annually, turning tax code complexity into savings through court-tested strategies.
Looking Ahead
Eric advises acting now on Roth conversions and preparing for major changes when Trump tax cuts sunset in the coming years.
He emphasizes starting estate planning early, especially considering state-specific impacts that could significantly affect your wealth.
Bottom Line Making more money doesn't mean you have to pay more in taxes. With proper planning and the right team, you can legally reduce your tax burden while supporting causes you care about.
About Our Guest: Eric Pierre, CPA and author of "The Great Tax Escape,".
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
068: Work Less, Earn More: Libby Greiwe’s Guide to Building a 7-Figure Practice with More Freedom
00:31:48
In this podcast episode, I welcome Libby Greiwe, host of The Efficient Advisor podcast and and a former financial advisor turned business efficiency coach.
Libby shares her inspiring journey of transforming her practice from 80-hour weeks to a thriving seven-figure business while working just 24 hours a week. Her story and strategies offer a roadmap for advisors looking to scale their business without sacrificing their personal lives.
Libby's Journey:
The Turning Point: In 2008, she faced a crossroads when she became a new mom, leading her to overhaul her business to achieve balance and freedom.
Key Strategies: Libby highlights the importance of automating, delegating, deleting, and streamlining tasks to free up time and boost revenue.
Efficiency in Action: From cutting her hours to 24 per week to quadrupling her revenue, she reveals how processes and systems changed everything.
The Four-Lens Approach to Practice Efficiency
Efficiency Coaching: Libby provides advisors with tools, templates, and frameworks to streamline their practices.
Tech Integration: She teaches advisors how to use tools like Zapier, AI, and workflow systems to save time and scale operations.
Customized Approach: Her methods are tailored to the advisor’s unique goals—whether it’s more personal freedom, higher revenue, or both.
Looking Ahead
The Future of AI: Libby emphasizes the importance of integrating AI tools to stay ahead in an evolving industry.
Client-Centric Innovation: Advisors who improve efficiency not only benefit personally but also enhance the client experience.
Investing in Yourself: She encourages advisors to embrace coaching, community, and lifelong learning to achieve their full potential.
Bottom Line: Success in advisory practices doesn't require sacrificing personal life. With proper systems, modern technology, and strategic thinking, advisors can build profitable practices while working fewer hours. The key is starting now and allowing improvements to compound over time.
About our guest: Libby Greiwe, host of The Efficient Advisor podcast and and a former financial advisor turned business efficiency coach.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
069: From Clients to Advocates: Unlocking the Psychology of Referrals with Dan Allison
00:22:51
In this podcast episode, I welcome Dan Allison, co-founder of The Exchange Group, and behavioral psychology expert, to discuss the science behind effective referral strategies.
This episode provides valuable insights into why traditional referral strategies fail and how to transform satisfied clients into active advocates. Dan’s proven approach, rooted in behavioral psychology and two decades of research, helps financial advisors unlock a repeatable process for building trust-driven relationships with both clients and Centers of Influence (COIs).
Dan's Journey: From Psychology to Referral Expert
Early Business Success: Built and sold his first company by age 27, achieving an eight-figure exit.
Industry Transition: A non-compete clause led him to explore the financial services industry through insurance wholesale operations.
Research Development: Discovered that most advisors lacked effective referral strategies, leading to extensive focus group research.
Why Traditional Referral Strategies Fail
Missed Opportunities: 81% of clients who think they’ve referred their advisor have simply shared contact information without follow-up.
Overcoming Barriers: Dan explains how behavioral insights can help advisors coach clients to make effective introductions instead of relying on passive referrals.
Building Relationships with Centers of Influence (COIs)
Understanding COI Hesitation: COIs, like CPAs, often hesitate to refer due to perceived risks, including reputational and financial concerns.
Creating Value for COIs: Advisors must demonstrate their expertise, provide tailored resources, and build trust over time to foster reciprocal relationships.
Strategic Engagement: Dan highlights the importance of asking COIs about their needs and challenges to create a collaborative foundation.
Leveraging Books as a Referral Tool
Establishing Credibility: Authorship accelerates trust and positions advisors as experts in their field.
Partnering with COIs: Co-authoring books or involving COIs in customized forwards fosters a sense of ownership and deepens the relationship.
Key Takeaways
Focus on Introductions, Not Referrals: Replace passive “I gave your name to someone” moments with actionable introductions like email connections.
Understand COI Motivations: Take the time to learn what COIs value and how to address their concerns.
Build a Community: Dan’s SKOOL platform, The Exchange, provides a space for advisors to connect, share challenges, and access expert guidance.
Dan’s practical advice and innovative strategies provide a clear roadmap for advisors seeking to grow their practices through referrals. Whether you’re struggling to convert client satisfaction into advocacy or looking to strengthen relationships with COIs, this episode is packed with actionable insights.
About our guest: Dan Allison, co-founder of The Exchange Group, and behavioral psychology expert.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
070: Truest Fan: Aligning Purpose with Business Success with Rob Brown
00:20:09
In this podcast episode, I welcome Rob Brown, author of Truest Fan and a business coach, to explore how purpose-driven practices can transform your business and personal life.
Rob's unique approach to mentoring financial advisors and business leaders, highlighting the importance of self-belief, authentic client relationships, and purposeful action.
Rob's Journey
Early Career Success: Rob began his career at Payne Weber (now UBS) and spent 25 years as a top-producing financial advisor, earning recognition for his exceptional client service.
Leadership Roles: As a branch manager and later COO, Rob oversaw 250 advisors while running his own practice, balancing management and mentorship.
Founding His Consultancy: After stepping away from executive roles, Rob established his coaching business, helping advisors rediscover purpose and excel in their careers.
Purpose: The Key to Unlocking Authentic Growth
Defining Purpose: Rob explains that many advisors feel successful but unfulfilled, measuring their achievements solely by assets under management or revenue. He encourages them to dig deeper into their "why."
Beyond Metrics: Purpose isn't just about financial goals; it’s about creating meaningful client relationships, supporting causes, and being intentional in personal and professional life.
The Truest Fan Philosophy: Rob emphasizes that being your own truest fan and uplifting others are essential steps to living and leading with purpose.
The Power of Authorship in Business
Rob’s Writing Journey: He discusses how writing Truest Fan was both a passion project and a strategic business decision.
Benefits of Writing a Book: Rob shares how Truest Fan has served as more than just a book—it’s a tool for establishing thought leadership, sharing his philosophy, and connecting with his ideal audience.
Advice for Aspiring Authors: Rob encourages anyone considering writing a book to stop overthinking and start writing, emphasizing the lasting impact a well-crafted book can have on your career and personal legacy.
Collaborating with Clients for Greater Impact
Building Affinity: Rob discusses the power of working with clients you genuinely enjoy, creating natural opportunities for referrals and deepened trust.
Elevating Service: He highlights the importance of focusing on what truly matters, such as improving client experiences and building strong teams, rather than being bogged down by routine tasks.
Conclusion: Rob Brown’s philosophy of being a Truest Fan offers a fresh perspective on how financial advisors and business leaders can align their goals with their values. By embracing purpose and building meaningful relationships, he demonstrates how success can be both fulfilling and impactful.
About our guest: Rob Brown, author of Truest Fan and a business coach.
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
071: The $1.5 Trillion Blind Spot: What Every Advisor Needs to Know About Addiction with Cheryl Canzanella
00:27:07
In this podcast episode, I welcome Cheryl Canzanella, an advocate for opioid financial awareness, to discuss the often-overlooked connection between addiction and financial planning.
This episode highlights the profound impact of the opioid epidemic on families and financial advisors, offering practical strategies to support clients dealing with the financial and emotional toll of addiction. Cheryl’s powerful personal story and her mission to educate financial professionals provide a fresh perspective on how advisors can better serve their clients.
Cheryl’s Journey: From Financial Advisor to Advocate
A Career in Finance: Cheryl spent 25 years as a successful financial advisor, helping clients navigate life’s uncertainties.
Personal Tragedy: After losing her husband to an opioid overdose at the age of 38, Cheryl experienced firsthand the devastating impact of addiction on families and finances.
Finding Her Voice: She turned her personal loss into a mission, educating financial advisors about the economic and emotional challenges clients face due to addiction.
The Opioid Epidemic: A Financial Planning Crisis
Staggering Statistics: Addiction costs the U.S. economy an estimated $1.5 trillion annually, with 200 lives lost daily to opioid overdoses.
Red Flags for Advisors: Cheryl shares signs that financial advisors can look for, such as sudden asset liquidation, changes in beneficiaries, or uncharacteristic financial behavior.
Emotional Barriers: Many clients feel shame or denial about addiction, making it essential for advisors to create a judgment-free, confidential environment.
Equipping Advisors to Help Clients
Proactive Strategies: Cheryl emphasizes the importance of including addiction-related questions in client fact-finding processes and financial plans.
Building Resources: Advisors can partner with counselors, rehabilitation centers, and other professionals to offer holistic support.
Education as Key: She highlights the need for industry-wide education to address the stigma surrounding addiction and better support affected clients.
Key Takeaways and Future Outlook
The Role of Financial Advisors: Advisors are often on the front lines, recognizing financial red flags before others, making their role critical in addressing addiction-related challenges.
Breaking the Stigma: Open conversations, education, and empathy are essential to reducing the stigma and fostering hope for affected families.
Cheryl’s Mission: Through her work, Cheryl aims to empower financial advisors with the knowledge and resources to make a difference in their clients’ lives.
About our guest: Cheryl Canzanella, an advocate for opioid financial awareness. You can learn more about her work:
About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.
Claim your free audiobook copy at: www.theshortbookformula.com
007: Building a $59 Million Dollar Financial Services Firm In Just 8 Years - Nancy Brunetti
00:31:27
In this episode we interviewed Nancy Brunetti, CEO of Ocean Crest Financial. Nancy shares with us her story of building a $59 million dollar financial services firm (from scratch!) in just 8 years.
And how she is today very effectively using both "seminar marketing" and LinkedIn to very effectively grow her practice.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
003: SMART Retirement & Creating Over $1 Billion Dollars of Revenue - Matt Zagula
00:41:24
In this episode, we speak to Matt Zagula, FORBES Best Selling author of SMART Retirement. (Strategic Movement Around Retirement Taxation)
Matt helped create over $1 BILLION DOLLARS of revenue as a coach/consultant. He has worked with marketing luminaries Dan Kennedy, Frank Kern, and John Carlton, and is a go-to resource for advisors across the country.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
006: From Undercover Cop to Working With Billionaires - Buck Adams
00:40:35
In this episode, we speak to Buck Adams. A former undercover cop, and now a senior executive at a leading multinational financial services firm that works with more than half of the billionaires in the world.
Buck discusses the lessons he learned as a undercover cop such as being able to read someone's body language and how he uses that now to build trust with the the wealthiest people on the planet.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
008: Using Digital Marketing Tools To Attract & Convert Affluent Clients - Jason Mericle
00:51:30
In this episode we interviewed Jason Mericle, Founder of https://restrictedproperty.com/. Jason shares with us his story of how is using digital marketing tools to be able to attract an inbound flow of leads of affluent business owners and tax advisors.
He also shares how he is using those same tools to be able to speed up the sales process through the use of on-demand webinars that help educate both his potential clients, along with their existing tax advisor.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
009: Successfully Marketing & Selling Whole Life Insurance Using LinkedIn - Gina Wells
00:36:20
In this episode we interviewed Gina C. Wells, Owner of Advanced Capital Group.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
Key Facts We Discussed
>Gina has been in the life insurance business for 25 years and a career agent with Ohio National during that time
> How she struggled during the first five years of her career and how she discovered the secret for herself to turn it around
> She currently has 150 million dollars of death benefit in force
> 90% of her revenue is from life insurance
Key Questions We Asked
>What did she do to be able to successfully position herself to sell life insurance and make it 90% of her revenue.
> Is there a magic bullet to being able to sell whole life insurance successfully
> How she is using LinkedIn to create a consistent flow of new prospects
> Her full sales process - from generating a lead on LinkedIn, to advancing the sale, and closing the case
> Best advice for new or struggling life insurance agents.
Key Educational Tools She Uses as Part of Her Marketing and Sales Process
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
010: Dramatically increase your target premium using Premium Financing - Michael Moore
00:24:46
In this episode we interviewed Michael Moore, Owner of CDP Insurance Services.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
Key Facts We Discussed
- Michael started out in a small brokerage firm at the beginning of his career - He eventually became the West Coast Sales Vice President of Wintrust before starting his own business - Michael has worked in the life insurance business for 23 years and the premium finance business for 15 years
Key Questions We Asked
- Who are the ideal clients for premium finance? - What are the problems that premium finance can solve? - What is Michael’s role in the premium finance interaction and transaction? - How is premium finance beneficial for the client, the agent, and Michael? - How should agents go about finding these ultra-high net worth clients? - What advice does Michael have for agents?
Key Tools
- CDP Insurance provides educational materials and Michael is always available to as a resource to their clients - Start with a center of influence such as a CPA or attorney - Know what you are talking about - Don’t try to elephant hunt, but rather keep premium finance in your back pocket if the right client comes along
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors, thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
012: Life Settlements: A Peek Behind The Curtain - Jamie L. Mendelsohn
00:32:02
Jamie L. Mendelsohn has presented nationally on the topics of increased longevity, policy appraisals, and life settlements. She has been published in Trust & Estates and Society of Financial Service Professionals. She is the Executive Vice President of Ashar Group, an independent life settlement resource for financial professionals and fiduciaries.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
What you’ll learn from this episode:
How Ashar Group specializes in life settlements, also called secondary market valuations.
How they partner with advisory teams to appraise existing life insurance policies and their prospective sale, especially high net worth policies
How an increasingly older population has changing life insurance needs
How Jamie speaks across the country to educate fiduciary advisors about life settlements
How before a agent’s client surrenders a high end insurance policy, the agent should contact Ashar Group to review best options
How learning about life settlement options is an opportunity for advisors to deepen relationship with client and prospects
How by interacting with Ashar, an agent can be seen as an expert in all things related to life insurance when a client has major life changes
How life insurance is not just a death benefit, but the ability to sell the policy can create a liquidity event
What an advisor’s compensation is when working with Ashar
How Ashar creates a competitive bidding situation that ensures the highest value for the client’s policy
Why it’s important to have a policy appraised before surrendering it
How Investors buy life settlements the same as oil or gas investments
013: Shifting from solo entrepreneur to CEO of your company - Dr. Aprille Trupiano
00:46:56
Dr. Aprille Trupiano, CEO of AT International, has worked with business owners around the globe for 15 years - focusing in the US particularly in the financial services, mortgages, and insurance (Life Insurance, P&C Insurance, Health Insurance) - to blow the lid off their business. After using her proven proprietary systems, clients say they make more money than ever before (without working harder) and have more fun doing it! They spend more time doing what they truly love to do - both in their business and in their lives outside the business.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
What you’ll learn from this episode:
How Dr. Aprille Trupiano chose to go down this path and what moment defined who she is today.
How AT International helps its clients increase revenue and what process is typically taken to help them create those results.
Why 74% of advisory firms close their doors by attrition, not outlasting their owners.
What Aprille’s insights are about retaining and attracting high-quality women into the business.
How to measure the ROI when investing in yourself and your team.
Important advice on how to smartly make the transition from solo entrepreneur to CEO.
The Million Dollar Producer Show™ with Paul G. McManus interviews highly successful financial advisors thought leaders and organizations in the life insurance industry.
This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high-value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Paul G. McManus is the CEO and Co-Founder of More Clients More Fun, which helps financial advisors, life insurance producers, and CPAs land high-value clients using LinkedIn.
014: Build a business with a narrow focus to become the best - Josh Patrick
00:33:13
Josh Patrick is a Certified Financial Planner, Chartered Financial Consultant, Chartered Life Underwriter, serial entrepreneur, and writer. He is also founder of The Financial Freedom Project, The Sustainable Business, and AskJoshPatrick.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
What you’ll learn from this episode:
Why Josh recommends “Book Yourself Solid” to his clients and believes it’s the best book on marketing out there
How marketing and sales are two completely different activities
How public speaking and podcasts build a rapport with listeners which leads to business connections
Why Josh considers mistakes beneficial
How to gain business by being known as an expert and identifying a problem you can help fix
How sustainability is about creating excess cash in a business
Why being on a podcast increases business
Why it’s beneficial to start a podcast or project when only 70% ready
How podcasts can repeat topics by discussing many different approaches
015: Going From $80 Million to $800 Million AUM - Tim Mitrovich
00:36:06
Tim Mitrovich is the CEO and Chief Investment Officer of TEN Capital where his primary responsibility is designing the firm’s vision for delivering an industry leading client experience. TEN Capital’s reputation is quickly growing as a thought leader based on how it combines technology, various media and its numerous industry partnerships to engage and empower its clients with greater clarity and purpose as they build wealth utilizing top strategists from around the world.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
What you’ll learn from this episode:
Why their philosophy is to focus on the individuality of the client
How weekly video or written contacts and a 26 client annual event helps to serve clients
How a team-approach, united in a common philosophy and set of values, offers a diverse, well-rounded experience for the client
How technology helps keep in touch with clients in order to meet their individual needs
How regular videos on YouTube and iTunes add an additional method of communication
How an annual social event with no sales pitches or self-promotion allows both potential and current clients to know the team better
016: Key Insights Into Effectively Niching Down - Mike Jesowshek
00:46:27
Mike Jesowshek is the Founder of Jetro, a modern day, innovative accounting firm servicing small business owners across the country.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
What you’ll learn from this episode:
Mike’s experience niching down (to attorneys and fitness studios)
His insights into using podcasting as a marketing tool
How he has been operating a digital CPA firm for the past 7 years
His partnership with the Virtual Family Office (VFO) Hub to provide sophisticated tax planning solutions
017: A Powerful Way to Build Relationships with CPAs - Liz Briggson
00:37:16
Liz Briggson is the Director of Education and partnerships at Encoursa. Encoursa is an industry-leading online learning platform designed for CPAs and the companies who serve them. They specialize in demand generation webinars designed to enhance your content marketing strategy and are a NASBA-approved sponsor of continuing professional education (CPE) credit for CPAs.
Episode Sponsor:
More Clients More Fun is a lead generation and content marketing agency, focused on helping financial advisors, life insurance producers, and elite CPAs land high-value clients using LinkedIn.
What you’ll learn from this episode:
How Liz transitioned from working in corporate finance to starting her own business
How a financial advisor can successfully build relationships with CPAs that are based on trust
Why creating a program that allows CPAs to earn continuing education credit is an important element to consider
How to monetize in a way that's natural and leads to both the short term and longer-term outcomes that you seek
How it’s important to think more about defining a niche based on something you're passionate about instead of geography
How Liz partnered with The Due Diligence Project to create a very successful virtual summit with a 60-70% show-up rate
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