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.
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Episodes
Michael Port on How to "Steal the Show" in All the Performances in Your Life
January 25, 2016 08:00 - 1 hour - 91.1 MB“All the world’s a stage” said William Shakespeare. Turns out we’re all actors playing multiple roles in our business and the better job we do “acting” in each of these roles, the more deeply we’ll connect with other people, says Steal the Show author Michael Port. On the surface, thinking of yourself as an actor playing a role sounds like I’m asking you to fake it, to be someone you’re not. Actually, it’s just the opposite. Today's guest, Michael Port, is a New York Times best-selling aut...
Friday Podcast: 1-22-16
January 22, 2016 08:00 - 16 minutes - 14.9 MBOptimism is only half of the equation to overcoming a tough situation. Regarding the current volatile financial markets, I hear many advisors talking right now about staying the course, we're in it for the long-term, "this too shall pass," and other similar comments. Intellectually, that makes sense as over the long-term, the odds are high we'll hit new all-time highs in the market again. But if this optimism prevents you from taking action because it will all work out in the end anyway, we...
Friday Podcast: 1-15-16
January 16, 2016 20:23 - 11 minutes - 10.3 MBWith the turbulence in the financial markets and client accounts running near the flatline over the past couple years, it’s easy to get discouraged. Yet now more than ever it’s critical that you maintain one key characteristic. The importance of this characteristic was driven home to me during an interview I did last week with Sheldon Wolitski. Sheldon is a hugely successful entrepreneur (Inc. 500/5000 winner for 9 consecutive years) who learned a business-saving lesson during the depths of...
RIA Founder Scott Hanson on How to Organically Grow a Multi-Billion Dollar RIA
January 13, 2016 03:08 - 53 minutes - 73.5 MBCan you organically grow a multi-billion dollar RIA? Many of the large RIAs you read about got there because they acquired firms or they were part of a banking, accounting, or law firm that fed them a large number of clients. Today's guest, Scott Hanson of Hanson McClain, built the firm with his partner Pat McClain the old-fashioned way--one client at a time. Using gorilla-marketing tactics, a radio show, and smart marketing, these guys built a $2 billion RIA with about 4,000 clients and ...
Friday Podcast: 1-8-16
January 08, 2016 09:00 - 16 minutes - 15 MBWell, it's been an ugly start to the New Year in the stock market. And in today's episode, I share three things financial advisors can do right now to prepare for the next bear market. Whether what's happening now is the start of one, nobody knows, but the top advisors are doing a "bear market drill." I also share an idea on how to move beyond the "overwhelming tasks" that probably are lining your "to do" list this time of year. You'll also learn what golfers Phil Mickelson and Roger Sloan ...
Friday Podcast: 1-1-16
January 01, 2016 09:00 - 18 minutes - 17.4 MBWelcome to 2016! This is the perfect time to look back on the past year and forward to the New Year. In today’s show, I cover three topics related to looking back and forward. Three key questions to ask yourself as you reflect on 2015. Yes, it’s important to look back so you can use the year’s experience to propel you in the New Year. Use the year ahead to “risk walking new ground.” Three important steps to take that will make 2016 your best year yet. I end the show with a quote from a ...
Chip Roame on the Big Trends and How They Impact Financial Advisors
December 28, 2015 08:00 - 53 minutes - 49 MBHow will you succeed in the years ahead? Multiple trends are shaping the industry and how advisors respond to those changes today will determine whether they thrive or just barely survive over the next few years. Will Robos drive down pricing and push mainstream advisors out of business? Will Vanguard, Schwab, Fidelity, and TD Ameritrade grab the lion’s share of the mass affluent market with their hybrid robo offerings? Can lifestyle practices survive? Those are just a few of the question...
Friday Podcast: 12-25-15
December 25, 2015 10:00 - 25 minutes - 23.3 MBWhat is the most important part of a happy retirement? Here's a hint--it's not financial security. A recent study from Age Wave said 81% of retirees felt health is the most important part of a happy retirement. That was followed by financial security at 58%, family and friends at 36%, and having a purpose in life at 20%. In today's show, I discuss the idea of helping your clients take more control over their health situation--not from a diet and exercise standpoint--but by helping them bec...
Friday Podcast: 12-18-15
December 18, 2015 09:00 - 17 minutes - 16.4 MBAre you feeling too busy? Not enough hours in the day? The problem may not be your level of productivity. The problem may be you’re doing way too many activities that bear little fruit. Instead, in today’s show I share one question you can ask yourself that will force you to zero in on the leading activities you need to do to get the results you want. In addition, I discuss a simple three-step framework you can use to bring about behavior change in you–and in your clients–and I share a key...
Retirement Coaching: Go Beyond Money Management to Make a Deep Client Connection
December 14, 2015 09:00 - 45 minutes - 41.6 MBThe unstoppable pace of technology innovation and market competition could put you out of business unless you take steps today to add value far above and beyond traditional investment management. Robo advisors, Vanguard’s Personal Advisor Services, and Schwab Intelligent Portfolios are just a few of the firms who are transforming the delivery of financial advice. And these firms have bigger brands, huge resources, and offer their services at a fraction of the cost when compared to traditiona...
Retirement Coaching: Go Beyond Money Management to Make a Deep Client Connection with Keith Lawrence
December 14, 2015 09:00 - 45 minutes - 41.6 MBThe unstoppable pace of technology innovation and market competition could put you out of business unless you take steps today to add value far above and beyond traditional investment management. Robo advisors, Vanguard’s Personal Advisor Services, and Schwab Intelligent Portfolios are just a few of the firms who are transforming the delivery of financial advice. And these firms have bigger brands, huge resources, and offer their services at a fraction of the cost when compared to tradition...
Friday Podcast: 12-11-15 (Stretch Goals)
December 10, 2015 23:50 - 22 minutes - 20.9 MBIs it a good idea to set stretch goals? Yes. Stretch goals, set and managed properly, could catapult your business 10X. Stretch goals make you realize you have to change your level of thinking. With stretch goal thinking, you have to ask yourself, “What new strategy or business model could enable me to grow 10 times bigger than I am today?” Clearly, the answer involves leverage—not financial leverage—but people and technology leverage. This is how the largest RIAs grew to billions in asset...
Friday Podcast: 12-4-15
December 03, 2015 18:43 - 15 minutes - 14.3 MBHere’s a short but very powerful exercise. What three words could you come up with that would set the course, give you direction, and totally excite you as you move through 2016? In my financial advisor coaching, we dig deep to get focused on the key things that will make the desired outcomes happen. This three-word exercise is one simple way to help the focusing process. In this episode, I discuss how to come up with your own three words for 2016 as well as review my three words for 2015 a...
Friday Podcast: 11-27-15
November 27, 2015 12:37 - 8 minutes - 8.07 MBDo you know where your new revenue will come from in 2016? When I coach financial advisors, I often find they have a goal to generate a certain amount of new assets under management. What's frequently missing, though, is a detailed breakdown of where those new assets will come from and a specific plan on how they will be generated. In this episode, I discuss how to specifically identify where your new revenue will come from and how to ensure you achieve your new AUM goal. Plus, I share two ...
Skip Schweiss on 5 Top Threats Facing Financial Advisors
November 23, 2015 09:00 - 50 minutes - 46.7 MBIn addition to volatility in the financial markets, financial advisors have to worry about other threats to their business including regulations coming out of Washington and cyber attacks. Today’s guest, Skip Schweiss, keeps a close eye on all these non-market related issues and we go through the list and discuss simple steps you can take to mitigate the risks. Skip is responsible for TD Ameritrade Institutional’s Retirement Plan Services platform. He is also the Managing Director of Advis...
Friday Podcast 11-20-15
November 20, 2015 06:30 - 13 minutes - 12 MBFour tips today about a bucket list, not settling for average, starting anew, and thinking much bigger about the impact you can make. I close with an inspirational quote that has been very meaningful to me.
Friday Podcast 11-13-15
November 13, 2015 10:00 - 12 minutes - 11.4 MBHey, welcome to my first Friday Podcast. Today, I share five ideas and tools that will help you plan better, market better, and get more profitable results from your seminars and events. For free access to the tools and links I mention in today's show, visit www.belayadvisor.com/fridaypodcast
The Mechanics of Succession Planning With Envestnet's Jay Hummel
November 08, 2015 18:10 - 54 minutes - 50.2 MBHave you planned as effectively for the transfer of your business as you have for the financial lives of your clients? In part II in our series on succession planning, (see part I here with Tim Kochis), my guest Jay Hummel continues the conversation and we discuss the operational and financial details of making a smooth transition. Jay, along with Tim Kochis and Eric Hehman, is the co-author of a new book on succession planning titled, Success and Succession: Unlocking Value, Power, and Pot...
Industry Legend Tim Kochis on Successfully Implementing a Succession Plan
October 29, 2015 02:49 - 44 minutes - 40.4 MBSuccession planning is a critical yet woefully neglected business necessity that could cost advisors millions of dollars if not properly handled. Today’s guest, Tim Kochis, is the co-author of a new book on succession planning titled, Success and Succession, and we dive into the details of how to effectively do it. Tim is a legendary wealth advisor who co-founded Kochis Fitz, a multi-billion dollar RIA firm, and guided it through a merger to create Aspiriant, one of the country’s leading we...
Jud Bergman, Fintech Pioneer, Discusses the Present and Future State of Being a Successful Financial Advisor
October 11, 2015 23:00 - 35 minutes - 32.6 MBJud Bergman, the founder of Envestnet, has been at the nexus of every major trend happening in the financial services industry for the past 15 years. As a serial acquirer, Jud and his team have built an industry behemoth. With recent acquisitions including Yodlee for big data and analytics (pending), FinanceLogix for financial planning, and Upside for robo advisor–coupled with its many existing businesses–Envestnet has a window into almost every corner of what’s happening in the advisor spa...
How to Find, Manage and Retain Millennial Financial Advisors and Team Members
September 27, 2015 13:52 - 52 minutes - 48.4 MBIn this fourth and final episode in the millennial advisor series, we discuss an area that was not addressed with our previous guests. The other guests were all running their own independent RIAs and generally targeting other young professionals with non-traditional business and pricing models. But what about millennial advisors who are pursuing a traditional career within a well-established RIA? What’s their story? How are the established RIAs finding, managing, and retaining talented you...
How to Find, Manage and Retain Millennial Financial Advisors and Team Members with Jarrod Upton and Brandon Moss
September 27, 2015 13:52 - 52 minutes - 48.4 MBIn this fourth and final episode in the millennial advisor series, we discuss an area that was not addressed with our previous guests. The other guests were all running their own independent RIAs and generally targeting other young professionals with non-traditional business and pricing models. But what about millennial advisors who are pursuing a traditional career within a well-established RIA? What’s their story? How are the established RIAs finding, managing, and retaining talented y...
The Surprising Ways Millennial Financial Advisors Think, Act and Make Money
September 19, 2015 01:39 - 50 minutes - 46.1 MBToday’s guest, millennial Alan Moore, started out working for a traditional RIA firm, then started his own “location independent” RIA while concurrently developing other entrepreneurial sources of income. Alan and I discuss how millennial advisors think, act and make money differently than traditional financial advisors and what that means for the future of the financial advisory profession. Traditional RIAs can benefit from hiring a millennial advisor and injecting some “millennial thinking...
Millennial Financial Advisor James Osborne and His Non-Traditional (But Successful) Way of Running His Practice
August 24, 2015 07:00 - 49 minutes - 45.4 MBMILLENNIAL FINANCIAL ADVISOR JAMES OSBORNE STARTED OUT ON A TRADITIONAL FINANCIAL ADVISOR TRACK then he became disillusioned. He noticed there wasn't much difference in the services he provided to a client with a 3 or 4 million dollar portfolio versus a client with a half million dollar portfolio. As he told me, "It started to feel that the fee structure was not based on what we did for people or the value proposition, but was really based on ability to pay." So what did he do? He left th...
Brittney Castro on How Millennial Financial Advisors Will Change Financial Services -- Part I
August 10, 2015 07:00 - 44 minutes - 40.6 MBMILLENNIALS GET A LOT OF PRESS AND THERE'S GOOD REASON FOR THAT. They’re over 80 million strong, they’re digitally savvy, and they tend to think and act much differently than earlier generations. In this new series of podcasts, I interview several leading millennial advisors and explore their business models, their thinking, and how their cohort may reshape the financial industry over the next 15 years. Although there’s no definitive start and end date for this generation, it’s fair to say...
Hollie Fagan on How Elite RIAs Have Grown Faster and More Profitably Than Their Peers
July 27, 2015 07:00 - 41 minutes - 38.1 MBA relatively small number of RIA firms have grown faster and more profitably than their peers in recent years, according to research from InvestmentNews and BlackRock. Dubbed "Elite RIAs," these firms have cracked the code and implemented strategies, tactics, and "ways of doing business" that propelled them to the top. On average, these Elite RIAs have > $500 million in AUM, $5.8 million in revenue, 13 full-time employees, 365 active households, and revenue per client of $14,327. In today...
Jim Pavia and Fred Gabriel on How to Get Published and Quoted in the Media
July 13, 2015 07:00 - 51 minutes - 46.9 MBYou could be a highly competent financial advisor but if few people know about you, you’ll starve for new business. There are two main ways to become known to your ideal audience. Develop the audience yourself through marketing. Show up in the middle of somebody else’s audience and display your value. I can assure you, the second option is by far the most effective both in terms of time and money if done correctly. In today’s episode, we discuss the mechanics of how to show up in the ...
Exponential Technology: How to Benefit From It and Not Get Obliterated By It
June 22, 2015 07:00 - 46 minutes - 42.3 MBToday’s podcast with Steve Sanduski is all about understanding the concept of exponential technology and how you can incorporate it in your business to accelerate your growth, your profitability, and keep you relevant for years to come. In this episode, you’ll discover: Why your mindset is a more important asset than time. How a deep understanding of the "6 D’s of Exponentials" will prepare you for explosive business success. Why the marginal cost of sales and marketing is heading towar...
Steve Sanduski on Robo Up or Get Left Behind
June 08, 2015 07:00 - 42 minutes - 38.6 MBConsumers are getting spoiled with services like Uber, Airbnb, Netflix, and the iPhone and they expect the same level of ease and access when working with an advisor. If you don’t deliver it, you’ll lose clients to advisors who will. In today’s podcast, I discuss the conversations I had in New York last week with Betterment founder and CEO Jon Stein, Personal Capital co-founder and CEO Bill Harris, and the on-stage duo of Ric Edelman, chairman and CEO of Edelman Financial Services and Bill...
David Canter on Building a Marketing Machine
May 26, 2015 07:00 - 45 minutes - 41.9 MBIf you want to accelerate your growth rate and create a consistent stream of new clients, you have to move beyond referral marketing and become a marketing machine. David Canter, EVP, Practice Management and Consulting at Fidelity leads an ace team that has been consulting with RIAs and researching how they can elevate their performance for years. In today's podcast, David and I discuss what the RIA Marketing Leaders are doing to grow their business 40% faster than non-marketing leaders. Y...
Elliot Weissbluth on Firing Himself, Business Metrics, and Building $30 Billion RIA HighTower
May 11, 2015 07:00 - 51 minutes - 47.4 MBElliot Weissbluth started $30 Billion RIA firm HighTower by asking, "If we had a blank piece of paper and a blank slate and I started with my mom as the client, what would she expect from a thoughtful financial advisor?" Working backward from that premise, he built the firm into a powerhouse. In this episode, we discuss: How he raised $65 million in institutional money before even having his first client. Why he fires himself each year. The one metric all RIAs should track. The two things th...
Eric Clarke on Building a Technology Company, Innovating, and "Narrowcasting"
April 30, 2015 06:00 - 39 minutes - 36.1 MBFaced with the task of upgrading the portfolio accounting system at CLS Investment, his family's growing investment advisory firm, Eric Clarke couldn't find a suitable off-the-shelf product. So, like every great entrepreneur, he decided to build it himself. That was 1999. Today, Orion Advisor Services is a fast-growing $25 million technology company that serves as the operational hub for many of the country's leading Registered Investment Advisory firms. Eric shares how he built the firm, ho...
Carl Richards on Writing Books, Planning Conversations, and the One-Page Financial Plan
April 22, 2015 06:30 - 23 minutes - 21.6 MBCarl Richards is best known as the Behavior Gap guy and for his weekly Sketch Guy column in the New York Times. He’s now out with a new book, The One-Page Financial Plan. We had a lively conversation about the book, his writing process, financial planning conversations, and how financial advisors can use books in general to build their business.
Tony Robbins on Investing, RIAs, and Being a Great Business Owner
April 15, 2015 06:30 - 50 minutes - 46.1 MBAfter interviewing more than 50 of the world’s greatest investment managers, Nobel Prize winners, self-made billionaires, and leading academics for his book, Money: Master the Game, Tony Robbins came to some startling conclusions. In this episode, he reveals a treasure trove of actionable insights and behind the scenes stories that will benefit you for years to come. Near the end of the conversation, Tony tells a touching story that occurred in his early twenties and changed the course of ...
Simon Roy on Entrepreneurial Success, Robo Advisors, and the Role of Technology
April 06, 2015 07:00 - 43 minutes - 39.6 MBWOULD YOU LIKE TO WAKE UP ONE MORNING, TURN ON YOUR COMPUTER, AND DISCOVER that you have two new clients with a million in assets waiting to do business with you? It’s happening now with Robo Advisor technology and Simon Roy of Jemstep shares how. Having great technology is one thing, but leveraging it can be a whole different ballgame. Simon and I discuss how to build a business, leverage it with technology, wrap it in a human relationship, and deliver great results for clients. As a succe...
Marty Bicknell on Running Businesses, Acquisitions, and Separating Advice From Sales
March 26, 2015 08:00 - 40 minutes - 36.8 MBMarty Bicknell left a great job as a senior vice president at A.G. Edwards & Sons in 2006 and started over. Today, he presides over an empire of 32 companies managing more than $30 billion in AUM. He accomplished this feat through a combination of acquisitions, organic growth, and good timing. In this episode, Marty adds texture to one of the most exciting growth stories in the financial services industry.
Joe Duran on Raising Billions in Assets Under Management, Spotting Trends, and the Future of Financial Advice
March 17, 2015 08:00 - 46 minutes - 42.9 MBDespite a dreadful childhood growing up in the Republic of Rhodesia, super entrepreneur Joe Duran has built not just one but two multi-billion dollar investment advisory firms. And along the way he had time to write three books including one that became a New York Times bestseller. Here’s an example of the type of advice you’ll hear from Joe, “The more important you are to the business, the less valuable the business is.” In this insightful conversation, Joe shares the principles he used to...
Mitch Anthony on Retiring Well and Living a Meaningful Life
March 09, 2015 07:00 - 43 minutes - 40.2 MBThe concept of retirement has changed dramatically over the past couple decades. Has your retirement planning changed with the times? Effective planning starts with understanding a client’s story and what their money is for. Are you asking the right questions? Are you helping your clients find “meaning” and not just “money?” Are you aware of the 67 life transitions that your clients might go through? Do you have planning solutions for each of those 67? Are you familiar with the four deadly f...
Sterling Shea on What It Takes To Be a Barron's Top Financial Advisor
February 23, 2015 07:00 - 41 minutes - 94.3 MBIf you ever wanted to know what it takes to get on Barron’s list of Top Advisors, here it is. Sterling Shea opens the kimono and takes us behind the scenes as he shares the criteria Barron's uses to rank its top advisors. From his perch as the Managing Director and Head of Advisor Programs at Barron's, Sterling is a leading authority on financial advisor practice management and one of the most plugged-in experts on the best practices of the country's top advisors.
David Bach on Writing Bestselling Books, Raising Billion of Dollars in New Assets, and Women as Clients
February 09, 2015 10:00 - 53 minutes - 48.8 MBDAVID BACH IS A BESTSELLING PERSONAL FINANCE AUTHOR, an expert on women investors, and Vice Chairman of Edelman Financial Services. Our wide-ranging discussion covers how he wrote 9 consecutive New York Times Bestsellers, how to raise billion of dollars in new assets, and why women make great clients. The podcast was recorded in San Diego and we have some interesting sound effects for your listening pleasure.
Mark Moses on the 5 Things Every CEO Should Focus On, Singularity University, and Exponential Organizations
January 27, 2015 04:41 - 46 minutes - 42.2 MBMARK MOSES COACHES 30 OF THE WORLD’S TOP ENTREPRENEURS AND CEOs and kicks their butt to increase profitability and accelerate growth. As a successful entrepreneur himself, Mark discusses the 5 things every entrepreneur and CEO should focus on and delves into the world of singularity and exponential organizations.
Steve Lockshin on what it takes to become the #1 Ranked Independent Financial Advisor in the country. He knows because he did it.
January 19, 2015 21:14 - 40 minutes - 37 MBAs the #1 Independent Financial Advisor in the U.S. in 2011 and a serial entrepreneur, Steve has some great lessons to share. I call him the "Uncola" of the financial industry because he is truly a maverick. We delve into how he built his businesses, how he serves clients, and what he does differently from everybody else that helped him reach the top. He even shares how he recently brought on two new clients with $100 million in assets without ever having met them in person! All done on t...
Jon Stein of Betterment on how to go from $0 to $1 billion in assets under management in just 4 years
January 04, 2015 09:00 - 40 minutes - 37.4 MBJON STEIN, CO-FOUNDER AND CEO OF BETTERMENT, TELLS HOW HE co-founded the company and built it into one of the fastest growing and most innovative investment firms in the country. It’s a great story about how a smart guy with a timely idea can marshall the resources and build a company that is reshaping how business is done in the investment world.
John Michel on how to stay ahead of the crowd through innovative thinking and action
December 22, 2014 18:00 - 59 minutes - 54 MBJOHN MICHEL, CEO OF CIRCLEBLACK, SHARES HIS BEST STRATEGIES, TIPS, AND TOOLS on how to think about and incorporate innovation into your business. The world is moving rapidly and those who understand how to harness technology and use it to improve their operations and their client experience will reap tremendous rewards.
Steve Moeller on how to maximize your emotional, physical, and financial well-being
December 08, 2014 08:00 - 45 minutes - 41.5 MBSTEVE MOELLER SHARES HIS BEST STRATEGIES, TIPS, AND TOOLS on how to incorporate his concept of Endorphinomics into your life so you can maximize your emotional, physical, and financial well-being. As a long time consultant and coach, Steve details how you can use these principles to build your business and help you and your clients live their best possible life.
Paul Santello on how to build a brand that connects with your clients and prospects.
November 24, 2014 18:00 - 28 minutes - 26.5 MBPaul Santello shares his best strategies, tips, and tools on how to build a brand that connects with your clients and prospects. Plus, we discuss how you can use "VIPER" as a strategic framework to build your compelling brand.
Deborah Fox on business growth strategies and how financial advisors can succeed in a Robo Advisor world.
November 10, 2014 09:00 - 41 minutes - 37.6 MBDEBORAH FOX SHARES HER BEST STRATEGIES, TIPS AND TOOLS on how to ensure your business grows in the years ahead. Plus, she goes into detail on how to build a Robo-Shield for your firm.
Jason Lahita on enhancing your credibility and growing your business through PR
October 27, 2014 07:00 - 32 minutes - 29.4 MBJASON LAHITA SHARES HIS BEST STRATEGIES, TIPS AND TOOLS on how to use public relations to enhance credibility and grow your business. Plus, he adds some bonus thoughts on how to use PR to leverage your referral marketing and social media activities.