Between Now and Success
348 episodes - English - Latest episode: 18 days ago - ★★★★★ - 104 ratingsHost Steve Sanduski, CFP® is the founder of two financial services companies, a New York Times bestselling author, podcast host, executive coach, and speaker. Through interviews with top achievers and visionary voices, Between Now and Success brings you the strategies, tips, and tools you need to succeed at the intersection of business and life. In each episode, Steve's guests open up and share their journey and the lessons they learned on their road to the summit. So rope up and get "On Belay" as we climb the summit to success together.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
20-Year Navy SEAL Veteran David Sears Shares 3 SEAL Maxims That Drive Elite Performance
July 15, 2019 19:55 - 1 hour - 65.7 MBToday I’m going to share 3 maxims used by Navy SEALs that drive their elite performance. These maxims have been used by SEALs for decades and have proven their worth in thousands of Special Operations missions in every corner of the world. The good news is, they’ll work for you too. Apply them to your business and to your personal performance and watch your results soar. My guest today is Commander David Sears of the United States Navy. David retired after serving for 20 years in the N...
Servicing the Financial and Psychological Needs of Ultra-High Net Worth Investors Through a Multi-Family Office with David Dunn
July 01, 2019 20:23 - 1 hour - 66.5 MBImagine for a moment if you could build a highly profitable practice that served a total of just 10 families and individuals. And through your personalized, indispensable service you could create clients for life, and perhaps even for a generation or two. That’s exactly what David Dunn is doing at Kingsbridge Wealth Management. David describes Kingsbridge as a family office featuring a “full stack financial infrastructure” that provides high-net-worth families and individuals with everythi...
What Golf Great Jim Flick Taught Billion-Dollar Advisor Michael Bapis About Winning in Business
June 17, 2019 19:49 - 45 minutes - 48.4 MBYou’re not going to reach the top of this profession without having a competitive streak in you. And when you channel that competitiveness into “winning” for your clients and “winning” in the growth of your business, that’s a dynamite combo. Today’s guest, Michael Bapis, is a competitor who played golf for the University of Utah, then collegiate-level basketball while studying abroad in Greece for two years. After finishing school, he moved to Phoenix and ran Jim Flick's Golf School at Des...
Get Clear, Get Heard, and Get Referred with "King of Clarity" Steve Woodruff
June 03, 2019 20:05 - 53 minutes - 48.7 MBI'm convinced that one of the keys to success is to have extreme clarity. But clarity can be difficult to define, and even harder to achieve. In our business, many advisors don’t do a thorough enough job defining themselves to an ever-more-crowded marketplace. “We help you achieve your financial goals” might fit well on your website’s masthead. But does a phrase like that really say anything meaningful about who you are as an advisor, what kind of value you bring to the planning process, and...
How to Design a "Day 1" Advisory Firm That Endures for Decades with Dennis Morton and Kathryn Brown
May 20, 2019 20:00 - 55 minutes - 41 MBIf I only knew then what I know now … As advisors and business owners, we all think about this from time to time. But how often do you actually put what you’ve learned into action? Right now, you’re probably sitting on a lesson or idea you could use to transform your business. In fact, you might have enough “A-ha!” moments stored up to do something really exciting, like starting your dream RIA from scratch. My guests today did just that. Dennis Morton and Katie Brown are the co-founder...
How to Design a "Day 1" Advisory Firm That Endures for Decades
May 20, 2019 20:00 - 55 minutes - 41 MBIf I only knew then what I know now … As advisors and business owners, we all think about this from time to time. But how often do you actually put what you’ve learned into action? Right now, you’re probably sitting on a lesson or idea you could use to transform your business. In fact, you might have enough “A-ha!” moments stored up to do something really exciting, like starting your dream RIA from scratch. My guests today did just that. Dennis Morton and Katie Brown are the co-founder...
Sterling Shea on How Barron's Top Advisors Stay at the Top
May 07, 2019 11:00 - 58 minutes - 54 MBA master class from Sterling Shea on how to revamp your business and thrive as a world-class financial advisor, taught by someone who literally writes the book on where our industry is going and how the best of the best stay at the top.
Creating Sustainable Value in a Fast-Tech World With Brie Williams
April 22, 2019 11:00 - 1 hour - 55.7 MBHow can financial advisors build an enduring business with sustainable value? Contrary to what we often hear and read, it's not all about tech. It's about being indispensable in your clients' lives. Today's guest, Brie Williams, says there are four areas we should focus on to create sustainable value. Be authentic to what you represent. Set, manage, and deliver on client expectations. Remember that perception is reality. Optimize to realize your long-term vision. These four areas...
How to Make Capitalism Work for Everybody with Anthony Scaramucci
April 08, 2019 11:00 - 38 minutes - 35.7 MBCapitalism is taking a beating right now. Rising wealth inequality and low social mobility have been festering for decades. The median income of Americans hasn’t budged in 30 years. The overall share of GDP accruing to capital has risen significantly relative to labor. And I could go on. So is capitalism the problem? No. We don’t need to ditch capitalism, we just need to evolve it so more people can benefit from it. But how do we do that? For some answers, I reached out to Anthony “the...
5 Steps to Raising $90 Million in New AUM a Year Through Seminars
March 25, 2019 20:00 - 1 hour - 67.4 MBSeminars work. I’ve had multiple advisors on my podcast in recent months who are all killing it with seminars. In fact, today's podcast guest, Bill Keen, raised $90 million in AUM last year from seminars. Sure, it seems old school in the age of Facebook, YouTube, and Zoom, but people still value human to human live contact. You can only Google, click, and swipe so much before you just want to hear an actual person give you some good, solid information about how to live the best life possib...
5 Steps to Raising $90 Million in New AUM a Year Through Seminars with Bill Keen
March 25, 2019 20:00 - 1 hour - 67.4 MBSeminars work. I’ve had multiple advisors on my podcast in recent months who are all killing it with seminars. In fact, today's podcast guest, Bill Keen, raised $90 million in AUM last year from seminars. Sure, it seems old school in the age of Facebook, YouTube, and Zoom, but people still value human to human live contact. You can only Google, click, and swipe so much before you just want to hear an actual person give you some good, solid information about how to live the best life possib...
A Millennial Advisor's Tips for How to Pass the CFP® Certification Program Andrew Jones
March 18, 2019 20:07 - 31 minutes - 36.9 MBA growing financial advisory firm needs lots of top talent. What are you doing to deepen your roster of advisors? Do your brightest employees see a path for themselves from, say, a business or marketing degree to CFP® certification? And if so, what can both the employee and the employer expect during that process? Well, confession time: it's been a couple years (actually decades) since I got my CFP®, so I don't think I'm the best person to answer those questions. I decided to go to a bette...
A Millennial Advisor's Tips for How to Pass the CFP® Certification Program
March 18, 2019 20:07 - 31 minutes - 36.9 MBA growing financial advisory firm needs lots of top talent. What are you doing to deepen your roster of advisors? Do your brightest employees see a path for themselves from, say, a business or marketing degree to CFP® certification? And if so, what can both the employee and the employer expect during that process? Well, confession time: it's been a couple years (actually decades) since I got my CFP®, so I don't think I'm the best person to answer those questions. I decided to go to a bette...
The Marketing Strategies That Delivered $6 Billion in Organic AUM Growth in 3 Years with David Bach
March 11, 2019 19:46 - 1 hour - 57.9 MBDavid Bach is one of the most well-known names in personal finance and the RIA space. In 2018, AE Wealth Management ranked as the second-fastest-growing RIA in America according to Investment News and Financial Advisor Magazine. David is also an 11-time best-selling author, including 9 New York Times best-selling books that have sold over 7 million copies and been translated into 19 languages. His latest, “The Latte Factor,” is also a huge hit. And on top of all that, David’s massively p...
“Non-Obvious” Trends That Could Shape the Future of Your Advisory Firm
February 25, 2019 20:57 - 56 minutes - 52 MBRohit Bhargava is the founder and chief trend curator of the Non-Obvious Company, which helps companies and leaders win by learning to see what others miss. He’s also the founder of three successful companies, and advisor to multiple startups, and a bestselling author of five books on a wide variety of topics, including the future of business, how to build a brand with personality, and why leaders always eat left-handed. We talked about some key trends from the 2019 edition of “Non-Obvious...
“Non-Obvious” Trends That Could Shape the Future of Your Advisory Firm with Rohit Bhargava
February 25, 2019 20:57 - 56 minutes - 52 MBRohit Bhargava is the founder and chief trend curator of the Non-Obvious Company, which helps companies and leaders win by learning to see what others miss. He’s also the founder of three successful companies, and advisor to multiple startups, and a bestselling author of five books on a wide variety of topics, including the future of business, how to build a brand with personality, and why leaders always eat left-handed. We talked about some key trends from the 2019 edition of “Non-Obvious...
The 4 Words That Describe the Value Financial Advisors Deliver With Doug Lennick
February 12, 2019 03:34 - 1 hour - 57.6 MBAs technology automates much of the “mechanics” of money, advisors need to evolve to the more emotional aspects of money. After all, simply helping rich people get richer isn’t usually a driving motivator for advisors—or clients. In my conversation with Doug Lennick, the co-founder of Think2Perform, an author, and former EVP of Advice and Retail Distribution for American Express Financial Advisors (now Ameriprise Financial), he shared four words that he believes underlie the real value fin...
Using Your Relationship to Money as a Path to Personal and Professional Growth With Brent Kessel
January 28, 2019 19:39 - 51 minutes - 46.1 MBToday's guest is Brent Kessel. Brent is founder of Abacus Wealth Partners, which has more than 50 employees and more than $2 billion in assets under management. About ten years ago I was reading a Buddhist magazine and did a double-take when I saw an ad for a financial advisory firm on its back cover. Abacus Wealth has been on my radar ever since. "I have been a student of different kinds of Eastern traditions, mostly yoga and mindfulness meditation, for over 25 years," Brent says. "As y...
How to Keep Evolving the Value You Deliver to Clients with Dan Moisand
January 14, 2019 21:24 - 1 hour - 60 MBToday's guest is Dan Moisand. Dan is a Principal and Financial Advisor at Moisand Fitzgerald Tamayo. He’s also a past national president of the Financial Planning Association and has been featured as one of America's top financial planners by at least 10 financial planning publications. Dan’s perspective on how the industry has changed during his long career led our conversation to some strong insights on steps advisors can take to improve their value in 2019 and beyond. “I've done a littl...
My 3 Words for 2019
January 01, 2019 09:00 - 21 minutes - 21.6 MBIf you could come up with 3 words for this year, 3 words that would drive your actions and keep you on track to make this your best year ever, what would those 3 words be? This is the fifth year now where I’ve begun the year by identifying 3 words that will set the course, give me direction, and totally excite me as I move through the year. I write these words at the top of my Daily Focus sheet and look at them daily throughout the year. Prior Years 3 Words 2018: Spark, Community, Savo...
My 10 Most Popular Podcasts of 2018
December 13, 2018 20:36 - 33 minutes - 40.4 MBLife-centered planning, improving client behavior, the client experience, positive psychology, marketing, and technology are some of the hot topics I got to discuss with finance industry leaders and thinkers on my Between Now and Success podcast during 2018. I think some of these topics, like a renewed emphasis on your human touch as an advisor, will continue to have a huge influence on where advisory goes in 2019. And others, like, say, cryptocurrency ... Hmm ... Maybe not quite so much...
3 Guiding Principles That Lead to Success as a Financial Advisor from Schwab Impact 2018
November 20, 2018 20:12 - 55 minutes - 63.9 MBWhat are the top firms doing to outperform the rest? How are they growing? What’s the silver bullet that’s going to help my firm hit that 16% five-year growth CAGR I’m seeing from the best of the best? These were hot topics at last month’s Charles Schwab IMPACT Conference in Washington, D.C. And of course, the very reason that so many of our industry’s best and brightest were gathered there to speak, learn, and network is that there isn’t one “silver bullet” that’s going to transform y...
10 Tips to Exponentially Grow the Audience for Your Content from Investopedia’s Editor-in-Chief
November 05, 2018 20:43 - 1 hour - 70.9 MBFor advisors who want to grow their audience – and hopefully, their client base – content and distribution is King, Queen, and Jack. But how do you build your audience? What is going to set you apart from the crowd and make your blog post or newsletter a must-read, your video channel a must-watch, your next podcast a must-listen? Caleb Silver, the editor-in-chief of Investopedia, discussed these hot topics at the recent FPA Annual Conference in Chicago. After his presentation, “Building an...
Forbes' #1 Woman Wealth Advisor Rebecca Rothstein on How Curiosity and Tenacity Got Her to the Top
October 22, 2018 16:45 - 59 minutes - 55.3 MBWhat do you need to be a successful financial advisor? An Ivy League degree in finance? A family practice that you can inherit? A group of wealthy connections that you can network? An "in" at one of the major firms? Well, Rebecca Rothstein doesn't check off any of those boxes, and she's currently managing over $4.5 billion in AUM. Without even a high school degree, Rebecca left home at age 17. She bounced through a series of odd jobs -- including walking racehorses after they'd fini...
Optimizing Your Performance in High Stakes Situations With Naval Test Pilot James Licata
October 08, 2018 20:07 - 1 hour - 39.5 MBIf you want to be a better financial advisor, learn how to land a jet plane on an aircraft carrier in the middle of the ocean in the middle of the night. Ok, maybe I’m exaggerating just a bit … But I really do believe that the top advisors of the future will be those who are open to a wide variety of insights that come from a wide variety of experiences you and I might never have. Talking to and learning from people outside of our field can really get our gears turning. Suddenly you’re a...
Creatively Implementing an Internship Program with David Armstrong
September 24, 2018 13:22 - 1 hour - 63 MBBuilding a top-notch intern program doesn't simply mean hiring a few planning interns. Top financial advisor David Armstrong took it much further and hires creative interns too. These are students who major in the creative fields and can build a portfolio of work at David's firm while David gets to stay on the leading edge of marketing and social media. No two paths to financial services are the same, but David Armstrong's was particularly unique. As he served overseas in the Marine Corps,...
Pricing Your Services to Line Up with the Value You Deliver with Matthew Jackson
September 10, 2018 05:02 - 1 hour - 74.2 MBThe AUM pricing model is prevalent in our industry but in many cases, the pricing is significantly disconnected from the real value being delivered. Depending on your expertise and your client base, you might add value through tax management or estate planning advice. You might add value by fostering a positive attitude in your clients about investing, talking clients down from the ledge and helping them avoid a bad decision when volatility shakes the market. If you're working in the life...
Top Sports Psychology Coach Dr. Barbara Meyer on Achieving Peak Performance in Any Endeavor
August 27, 2018 17:56 - 1 hour - 70.5 MBWhat separates the merely good from the absolute best of the best? Is mastery an end that we can achieve, or is it a lifelong process of continual evaluation and improvement? I've been fascinated by these questions for a long time, particularly as they relate to what drives peak athletic performance and how those concepts might be applicable in other disciplines as well. Like, say, going from being a competitive long distance runner as a kid to running a successful life-centered planning...
Top Sports Psychology Coach on Achieving Peak Performance in Any Endeavor
August 27, 2018 17:56 - 1 hour - 70.5 MBWhat separates the merely good from the absolute best of the best? Is mastery an end that we can achieve, or is it a lifelong process of continual evaluation and improvement? I've been fascinated by these questions for a long time, particularly as they relate to what drives peak athletic performance and how those concepts might be applicable in other disciplines as well. Like, say, going from being a competitive long distance runner as a kid to running a successful life-centered planning...
3 Dialogues That Will Transform Your Clients' Lives and Your Business with Mitch Anthony and Steve Sanduski
August 13, 2018 15:28 - 44 minutes - 38.4 MBThis is a presentation I delivered with Mitch Anthony. In it, we: 1. Share 3 new client dialogues that will completely differentiate you from all other advisors. 2. Show you why the current investment-focused planning model is broken and a new model that will replace it. 3. Show you how to future-proof your business from low-cost competitors and encroaching technology. The industry is shifting from an investment-focus to a life-centered planning focus. These 3 dialogues pave the path f...
The Importance of Self-Awareness and Action in Delivering Great Financial Advice with Joe Deitch
August 06, 2018 19:55 - 1 hour - 59.4 MBIf you don’t “know thyself,” you’ll have difficulty succeeding in a world where technology is making average human advisors obsolete. Self-aware advisors understand that they have blind spots and they seek to shine a light on them, make changes, and turn them into strengths. Joe Deitch, the founder of Commonwealth Financial Network, joins my podcast today and shares wisdom from his four decades of running a top broker dealer and drops some amazing insights from his new book, "Elevate: An...
The Surprising Marketing Strategies That Are Crushing It For Financial Advisors with Abby Salameh
July 23, 2018 19:41 - 1 hour - 59.5 MBWhat's working right now in financial advisor marketing? Based on my conversation with marketing pro Abby Salameh, you'll be very surprised. While attending the 2018 In|Vest Conference in New York, I had a chance to sit down with Abby Salameh for an in-depth conversation about the state of advisor marketing. We talked about which marketing strategies are working the best, branding, the client experience, referrals, making a good first impression with prospects, the proper role of technolog...
The Surprising Marketing Strategies That Are Crushing It For Financial Advisors
July 23, 2018 19:41 - 1 hour - 59.5 MBWhat's working right now in financial advisor marketing? Based on my conversation with marketing pro Abby Salameh, you'll be very surprised. While attending the 2018 In|Vest Conference in New York, I had a chance to sit down with Abby Salameh for an in-depth conversation about the state of advisor marketing. We talked about which marketing strategies are working the best, branding, the client experience, referrals, making a good first impression with prospects, the proper role of technolog...
Closing the 70 BPS Gap
July 02, 2018 20:10 - 18 minutes - 17 MBIn this excerpt from a Master Class I presented for First Assent Asset Management, I discuss 5 strategies to close the 70 basis point gap in your value. This gap comes about from the fact that advisors charge an average of 100 bps for their services, yet robo-advisor type services (and Vanguard and Schwab) are closer to 30 bps for investment management. Advisors have to make up this 70 bps gap by adding non-investment related services that clients value. In this excerpt, I share 5 of the 9...
The Money Stories That Could be Hurting Your Clients
June 18, 2018 19:00 - 1 hour - 64.1 MBThere are few things more detrimental to our wealth than the negative money stories we pickup in our youth that haunt us as adults. And there are few things more impactful you can do as an advisor than to understand your client’s money stories and work with them as you engage in your planning relationship. Let’s face it, we all grow up with hang-ups around money. In those formative years of our upbringing, we start to absorb the financial habits and attitudes that we hear and see modeled i...
The Money Scripts That Could be Hurting Your Clients with Dr. Brad Klontz
June 18, 2018 19:00 - 1 hour - 64.1 MBThere are few things more detrimental to our wealth than the negative money stories we pickup in our youth that haunt us as adults. And there are few things more impactful you can do as an advisor than to understand your client’s money stories and work with them as you engage in your planning relationship. Let’s face it, we all grow up with hang-ups around money. In those formative years of our upbringing, we start to absorb the financial habits and attitudes that we hear and see modeled i...
How to Apply Positive Psychology Concepts to the Financial Planning Process
June 04, 2018 20:03 - 1 hour - 57.4 MBAre your multi-millionaire clients any happier than your merely millionaire clients? As your clients' net worth increases, have you seen a direct rise in their level of happiness? Have you ever felt frustrated that all your hard work on the financial side of your client relationships didn’t move the needle in their sense of well-being? Helping clients save, grow, and protect their money is a service that clients value and appreciate. But there is so much more you can do to help them beyond...
How to Apply Positive Psychology Concepts to the Financial Planning Process with Dr. Martin Seay
June 04, 2018 20:03 - 1 hour - 57.4 MBAre your multi-millionaire clients any happier than your merely millionaire clients? As your clients' net worth increases, have you seen a direct rise in their level of happiness? Have you ever felt frustrated that all your hard work on the financial side of your client relationships didn’t move the needle in their sense of well-being? Helping clients save, grow, and protect their money is a service that clients value and appreciate. But there is so much more you can do to help them beyond...
How to Succeed in National Media as a Source, Columnist, or TV Guest with CNBC’s Jim Pavia
May 21, 2018 19:13 - 43 minutes - 45.3 MBHave you ever seen an advisor on TV or read a quote from an advisor and thought, “They should be talking to me; I’m just as smart as that advisor.” The fact is, that advisor may not be any smarter than you from a technical standpoint, but they may be more media savvy than you are. Now more than ever, money is news, twenty-four-seven. Baby boomers are retiring. Millennials have major money issues. Health care costs, Social Security, and Medicare are a constant source of political debate. ...
Using the “Client Experience” to Generate $3 Billion in Organic Growth With Michael Chasnoff
May 07, 2018 20:13 - 57 minutes - 53.6 MBMichael Chasnoff discusses how he grew Truepoint Wealth Counsel, his fee-only wealth management firm, to $3 billion in AUM and 750 households without any mergers or acquisitions.
Key Insights From the 2018 Barron’s Top Independent Advisors Summit
April 23, 2018 20:06 - 1 hour - 87.1 MBBarron’s recently wrapped up the 2018 edition of the Barron's Top Independent Advisors Summit in Orlando. Whether you were in attendance or are looking to catch up on what you missed, today’s episode will give you an insightful snapshot of one of the most valuable get-togethers in our industry. My guests today are Bill Keen and Matt Wilson of Keen Wealth Advisors, a fast-growing RIA with more than $400 million in AUM. Bill also has his own excellent podcast, Keen on Retirement. Bill and ...
What Do the Ironman, Death, and More Than 600 Advisors Have in Common with John Hyland
April 02, 2018 19:42 - 53 minutes - 50.1 MBJohn Hyland was unhappy. Fresh out of college, the big firm lifestyle of late nights and steak dinners had taken a physical toll. John felt unhealthy and out of shape. At a tailgate party he heard some friends talking about Ironman races, how impossible they seemed, how no average person could complete one. “I just had this a-ha moment in my mind,” John told me on a recent podcast. “I just had this moment of clarity and said to myself, "I need to do this." John finished the first ...
What Do the Ironman, Death, and More Than 600 Advisors Have in Common?
April 02, 2018 19:42 - 53 minutes - 50.1 MBJohn Hyland was unhappy. Fresh out of college, the big firm lifestyle of late nights and steak dinners had taken a physical toll. John felt unhealthy and out of shape. At a tailgate party he heard some friends talking about Ironman races, how impossible they seemed, how no average person could complete one. “I just had this a-ha moment in my mind,” John told me on a recent podcast. “I just had this moment of clarity and said to myself, "I need to do this." John finished the first ...
The Advisor Who Gets the Most Client Stories…Wins with Mitch Anthony
March 19, 2018 13:27 - 1 hour - 60.1 MBHistorically, the financial advisory business has been about a story of numbers. Today, it’s about a number of stories, say Mitch Anthony. Of course, good advisors always knew that viewing our industry as a matter of number-crunching was just a fairy tale. And today, revolutions in technology and an aggressive marketplace have made that fairy tale ancient history. Instead, pioneers in life-centered financial planning, like noted author and speaker Mitch Anthony, want to refocus our indus...
The Advisor Who Gets the Most Client Stories…Wins
March 19, 2018 13:27 - 1 hour - 60.1 MBHistorically, the financial advisory business has been about a story of numbers. Today, it’s about a number of stories, say Mitch Anthony. Of course, good advisors always knew that viewing our industry as a matter of number-crunching was just a fairy tale. And today, revolutions in technology and an aggressive marketplace have made that fairy tale ancient history. Instead, pioneers in life-centered financial planning, like noted author and speaker Mitch Anthony, want to refocus our indus...
Futurist Shares Where Advisor Tech is Heading and How You Should Think About It
March 12, 2018 19:44 - 1 hour - 63.7 MBIf you are in the “inform” business, and not the “transform” business, you won’t be long for this business. Technology services are quickly chipping away at the value-stack financial advisors offer to clients. There may come a time when, “I turn on my phone and I say, ‘Hi, Alexa. Tell me what my bank account is today. Transfer $10,000 from Bank A to Bank B. Open a 529 plan for my kid. Then, rebalance my brokerage account.’ And tell me how I'm doing against my goal of buying this house,” sa...
Futurist Lex Sokolin Shares Where Advisor Tech is Heading and How You Should Think About It
March 12, 2018 19:44 - 1 hour - 63.7 MBIf you are in the “inform” business, and not the “transform” business, you won’t be long for this business. Technology services are quickly chipping away at the value-stack financial advisors offer to clients. There may come a time when, “I turn on my phone and I say, ‘Hi, Alexa. Tell me what my bank account is today. Transfer $10,000 from Bank A to Bank B. Open a 529 plan for my kid. Then, rebalance my brokerage account.’ And tell me how I'm doing against my goal of buying this house,” sa...
Barron’s Top 15 Advisor Steven Cassaday on His Unorthodox Way to Billions in AUM
February 26, 2018 21:13 - 54 minutes - 51.5 MBI’ve long said that there are many ways to be successful as a financial advisor. My guest today, Steve Cassaday, founder and CEO of Cassaday and Company, Inc., is a perfect example. His main marketing plan is a throwback to the 1990s. He spends hundreds of thousands of dollars per year doing high-end dinner seminars for a carefully selected group of people. And when they become a client, he creates a comprehensive financial plan for them but he does NOT use financial planning software to do ...
A Barron’s Top 15 Advisor on His Unorthodox Way to Billions in AUM
February 26, 2018 21:13 - 54 minutes - 51.5 MBI’ve long said that there are many ways to be successful as a financial advisor. My guest today, Steve Cassaday, founder and CEO of Cassaday and Company, Inc., is a perfect example. His main marketing plan is a throwback to the 1990s. He spends hundreds of thousands of dollars per year doing high-end dinner seminars for a carefully selected group of people. And when they become a client, he creates a comprehensive financial plan for them but he does NOT use financial planning software to do ...
How to Ask Better Questions to Uncover Your Client’s Values and Motivations and Drive Desired Behavior
February 12, 2018 20:07 - 52 minutes - 49 MBMy guest today, Dr. Eliott Berkman, is a tenured Associate Professor of Psychology at the University of Oregon, where he directs the Social and Effective Neuroscience Laboratory and conducts field-leading, federally-funded research on goals, motivation, and behavior change. He's also the Associate Director of the Center for Translational Neuroscience, and an author who writes about psychology and neuroscience for lay audiences, including in Psychology Today. We talk about the concept of the ...