Top Advisor Marketing Podcast
520 episodes - English - Latest episode: 8 months ago - ★★★★★ - 34 ratingsWhere you’ll learn how to stop the sales cycle insanity and become the trusted authority you’re meant to be. Hosted by our CRO and in-house podcasting expert, Matt Halloran. Brought to you by ProudMouth. #BeYourOwnLoud 286290
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Episodes
Episode 58 – Where to find High Net Worth Women
March 06, 2018 18:06 - 14 minutes - 16.7 MBPaulette Filion and Judy Paradi of StrategyMarketing.ca join Kirk and Matt to discuss their new advisor course "THE ART OF ACQUIRING FEMALE CLIENTS". Many advisors struggle to find high net worth women, let alone convert them into clients. The art of prospecting female clients requires a different strategy and tool kit in order to be successful. Judy and Paulette discuss some of their tips to creating lasting female to advisor relationships, bringing case studies from real world experiences. ...
Episode 57 – Prospects, Social Media, and The Best Brand with Jay Coulter
March 02, 2018 14:14 - 41 minutes - 46.9 MBHave you ever questioned the value of social media in your business? Or used the excuse that your prospects don't use social or that you don't know what to say? Everyday people are filled with doubts about the value of their work, and in the financial advisor world, every dolar you spend on marketing you need to bring in 5 more in revenue. Joining Kirk and Ray is brand and social media specialist Jay Coulter. Jay has over 20 years in the financial industry, and currently works for R.C. Whatl...
Episode 56 – Win New Customers with Jean Ginzburg
February 22, 2018 21:19 - 29 minutes - 27.4 MBAs many of you know, Matt and Kirk are digital marketing fantatics. And they know they have to bring in fresh new ideas to provide our listeners with the most relevant and hot information about why you need a bigger and better digital marketing footprint. And what better way to give you the information you need then to host digital marketing expert Jean Ginzburg! Jean is an Amazon best selling author of "Win New Customers: How to Attract, Connect, and Convert More Prospects into Customers in ...
Episode 55 – Digital Content Marketing with Bryan Muir
February 16, 2018 14:14 - 25 minutes - 23.7 MBDigital Content Marketing Expert Bryan Muir joins Matt in this latest episode. Bryan is the Head of Sales at AdvisorStream, an automated digital business platform that allows you to deepen client relations and capture new business using the latest credible and engaging content. While Bryan takese listeners through a brief explanation of his software, Matt and him also dive into why financial advisors NEED to understand much more clearly the power of good digital market. With tools like Adviso...
Olympic Special – The Mindset of an Olympian with Paul Kingsman
February 13, 2018 21:14 - 20 minutes - 23.9 MBWelcome to our Olympic Special Podcast! Matt and Kirk are joined once again by Olympian Paul Kingsman. Matt and Paul dive into discussing the mental mindset of Winter Olympic athletes and how you can use some of same tools to become an unstoppable financial advisor. In order to take your determination and athletisism to the Winter Olympics, you have to put everything on the line everyday. When your sport incorporates fast speeds, ice, and blades, it can be do or die. And advisors need to sta...
Episode 54 – Offer Something Truly Unique and Different with Abby Schnidermann and Harris Scher
February 01, 2018 22:05 - 30 minutes - 28.3 MBIn this lastest episode, Matt is joined by Co-Founder and CEO of EverPlans Abby Schnidermann and her Senior Sales Associate Harris Scher. EverPlans is one of the leading resources for organzing wills and trusts to be left behind to your loved ones. As a finanacial advisors it's improtant to separate yourself from the advisor down the street, with a service like EverPlans you can set the stage to provide an all encompassing end of life service, provided by a truly exceptional company. LINKS: E...
Episode 53 – Andrew Saksa & Luke Acree: Key to Building Generational Relationships
January 25, 2018 14:00 - 28 minutes - 26.5 MBYou're hearing about this at every broke dealer conference and it's all over the financial news- there are massive movements of wealth between generations. The difficulty is, how do you grow a relationship between generations to ensure your continued management of that wealth? Matt and Kirk are joined by ReminderMedia's Andrew Saksa and Luke Acree to discuss relationship marketing. With over a decade of experience, they have built their business around creating touch points for advisors that ...
Episode 52 – 5 Things Clients ACTUALLY Care About: Preparing for an Awesome 2018
January 18, 2018 14:00 - 34 minutes - 31.4 MBAre you really aware of what your clients care about and need? Matt is joined by Sonya Dreizler to discuss the 5 things clients ACTUALLY care about. Financial advisor will often base the cares of their clients on their own personal cares, which often leaves them presenting clients with information or action that doesn't resonate. By incorporating these 5 things into your practice, you will be able to give clients the expereince they need to ensure their continued satisfaction and happiness. L...
Episode 51 – Bill Good
January 11, 2018 21:44 - 35 minutes - 40.1 MBLong time marketing expert Bill Good joins Matt in our latest episode to discuss his Bill Good Marketing method. In addition to his marketing method, Bill is the author of "Hot Prospects", one of the pinnacle prospecting book in the financial world. Bill broke into the world of finance through a telephone selling job where he begin to learn the basics of marketing, and from there the rest is history. Bill is one of the leading experts in marketing, and has been in the business for decades whi...
12 Days of Marketing – Episode 12 Events!
December 22, 2017 16:00 - 6.92 MBIn our final episode of the 12 Days of Marketing, Matt is talking about the importance of events to advisor marketing. It's fairly common in the financial world to hold dinners, lunch and learns, or bring a friend event. But are you getting the most out of these events every time? Matt has some tips for taking your event up a notch, securing butts in seats, and making your financial events so fun people will want to bring a friend along! Make sure your hosting the right events in 2018 to get ...
12 Days of Marketing – Episode 11 Nurture Sequences
December 21, 2017 17:57 - 9.52 MBIn this episode of the 12 Days of Marketing, Kirk dives into nurture sequences, examining the questions: How do you nuture your leads digitally? Why is it important? And what is it? Nurturing leads is best described as building a relationships with customers currently not ready to buy but who could be an ideal customer. It's an easy way to keep your foot in the door and set the foundation for a relationship that can last a lifetime.
12 Days of Marketing – Episode 10 Developing Your Social Media Strategy
December 20, 2017 19:25 - 7.3 MBSo you've got the website and you've proven your brand and expertise through a white paper, podcast, or blog. Now the question remains - how do you ge tthat information out there? Matt is here to explain the important role of social media in finding ideal prospects online. Getting social can be scary, but it's critical to building your business and getting your brand out there.
12 Days of Marketing – Episode 9 Building a Role Specific Website
December 20, 2017 01:32 - 15.2 MBIs your website a workhorse? Does it explain your brand and business effectively and turn google searches into ideal prospects? Web design is paramount in today's digital world, but too many advisors find themselves working with website that no longer meet today's design demands. Kirk explains the necessary steps to making your website optimal for a financial advising.
12 Days of Marketing – Episode 8 Starting a Vlog
December 18, 2017 20:54 - 7.43 MBNow that we've covered the basics of white papers, and podcast, Matt has your next step in technology and content creation - Vlogs. Video logs allow you the ability to get the same great content from your podcast available to your current and prospective clients, but with the added bonus of having a visual component. Vlogs give you the ability to create a faux "Face to face" experience with potential clients. They also allow you to use white boards, and diagrams to further emphasize your poin...
12 Days of Marketing – Episode 7 Starting a Podcast
December 18, 2017 20:40 - 5.91 MBBuilding your brand and expertise just got easier. In this episode Matt is here to explain the value of podcasting for financial advisors. Podcasting is a quick and easy way to develop your brand and expertise, and provide potential clients with plenty of content to get to know you before they walk in the door. Why not give them a taste of your knowledge beforehand, and save yourself some of the selling? If you want more information about podcasting, check out our white paper or our infosheet...
12 Days of Marketing – Episode 6 Drafting Your White Paper
December 16, 2017 17:54 - 12.3 MBYou've built an entire business around your expertise... but do your potential clients know what makes you different? In the second piece on proving your brand and experise, Kirk is here to talk to you about the importance of a White Paper. Having written over 20 white paper's on his own, he's here to give you the pieces necessary to begin writing your own paper. Once you have that white paper fresh off the press, it's also important to know how to use it. As a white paper expert, Kirk has ev...
12 Days of Marketing – Episode 5 Your Financial Planning Process
December 15, 2017 18:06 - 5.31 MBThis episode is part one of three in the 12 Days of Marketing that discusses proving your brand and expertise. In part one, Matt dives into explaining the importance of having a well established (and designed) Financial Planning Process. This is one of the many pieces to the puzzle in proving your expertise. This plan should be align with your company's story and brand and give your potential clients a clear view of what makes your company different. Listen in today!
12 Days of Marketing – Episode 4 Packing Your Message Into a Brand
December 15, 2017 01:11 - 12.5 MBDo you struggle to tell people what makes your financial advisor business different from all the others? In this Episode, Kirk explains the fundamentals of packinging your message (those key concepts and phrases) from simply words on a page to a brand people know and recognize. To help you further define these conepts, Kirk has included 3 important resources to help you find your brand for 2018. LINKS: 30 Ways to be Different | Brand Impact Assessment | Brand Discovery Matrix
12 Days of Marketing – Episode 3 Defining Your Ideal Client
December 13, 2017 22:15 - 5.86 MBIn Episode 3 of the 12 days of marketing, Matt dives into defining our ideal client. Who fits your mold to enter into the lifelong partnership that takes place between a financial advisor and their client? If you don't know who you're looking for, how will you know if you have them? Matt breaks down the key steps to discovering who is perfect for your business, and what it takes to get them.
12 Days of Marketing – Episode 2 The Difference Between Marketing and Branding
December 12, 2017 21:21 - 10 MBIn Day 2 of the 12 Days of Marketing, Kirk is going to walk you through the critical differentiation of branding and marketing in your business. The key message of this podcast is that it is crucial to pull your branding out of marketing, and understand that your brand is your story. You need to know why your different, and what your value is before you can expect any prospective clients to know that.
12 Days of Marketing – Episode 1 Your Marketing Mindset
December 12, 2017 00:07 - 11.1 MBThis holiday season, Matt and Kirk are offering up 12 podcasts to help you prepare your business for 2018 with your best marketing plan yet! In the preimer episode of the 12 Days of Marketing, joing Matt and Kirk as they dive into developing your marketing mindset. Understand tactics that work for your business to help you build trust and brand awareness, while leaving behind any ineffective tools in 2017. Want more information about how to kick ass in 2018? Download a copy of our white paper...
Episode 50 – Tony Vidler and the Fee Based Advisor Model
December 11, 2017 15:34 - 34 minutes - 38.9 MBIn our 50th episode of Top Advisor Marketing, Matt and Kirk are joined by the adviser to advisors, Coach Tony Vidler. Having been coaching for decades, Tony understands the best models for running a succesful advisor business. In this episode Tony dives into the fee based advisor model, and how it can benefit not just your business but your personal life. LINKS: LinkedIn | SlideShare | Tony Vidler
Episode 49 – Bob Burg and the Go-Giver Way
November 30, 2017 16:00 - 28 minutes - 32.5 MBIn this latest epsiode of Top Advisor Marketing, Kirk and Matt are pleased to welcome saught after speaker and international best selling author Bob Burg. Bob is well known for his book, ”The Go-Giver", along with the other books in the Go-Giver series. This series discusses how in the business world the best way to achieve success is to be constantly giving. Nearly a decade since it was first published, The Go-Giver is still gaining momentum and was awarded the 2017 Living Now Book Award –...
Episode 48 – The New Advisor Reality – 100% Outsource Marketing
November 23, 2017 20:44 - 39 minutes - 45.4 MBAs demands on financial advisors become more intense, Matt and Kirk offer a solution to all your marketing needs - Outsourced Marketing. In this episode, the guys discuss the complexities of creating a solid marketing plan from foundation to execution and the challenges many financial advisors face when DYI'ing their marketing: canned marketing, ineffective or inefficient marketing or trial and error marketing. With the ability to access service around the globe through your computer, it's no...
Episode 47 – First Impressions, Dressing for Success with Patti Morrison
November 13, 2017 19:54 - 34 minutes - 40 MBMatt and Kirk welcome guest Patti Morrison in their latest episode of TAM Podcast. Patti Morrison owns and operates Image Strategist in Vancouver Canada, and has worked in the fashion industry for over 25 years. Recently she has become a best selling author with the release of her book "First Impressions, Dressing for Impact". Taking all of her knowledge and experience, Patti walks Matt and Kirk through the basics of creating an impactful outfit, understanding the importance of clothes in the...
Episode 46 – #1 Marketing Tactic of Top Advisors
November 02, 2017 21:00 - 35 minutes - 40.3 MBKirk and Matt dive into the deep end of marketing tactics for a niche advisor. It's important when developing your brannd and business to capitlize on small markets, whether its government employees, blue collar business owners, or adventure junkies, cartering your brand to your ideal clients is the best way to get them through the door. Matt and Kirk explain all of this while walking you through the 10 reasons to have a niche persona.
Episode 45 – To Book or Whitepaper
October 27, 2017 21:52 - 38 minutes - 43.5 MBDo you have lots of great content ideas rattling around in your brain - but are't sure what the best direction is for publication? Kirk and Matt dive into this question in Episode 45 as they discuss the advantages and disadvantages of white papers vs books. Matt has published 2 books, and Kirk has authored over 20 white papers, and both can highlight that each option is circumstance dependent. If this is your first foray into publication, Kirk and Matt discuss that a white paper is an ideal s...
Episode 44 – 7 Ways to Make Your Website a Workhorse with Samantha Russell
October 19, 2017 17:45 - 40.4 MBKirk and Matt are joined by Twenty Over Ten's Director of Sales & Marketing Samantha Russell. As one of Top Advisor's strategic partners, Kirk and Matt have worked closed with Twenty Over Ten developing efficient and effective websites for top advisors, including our exclusive Brand Mastered website. Samantha breaks down the 7 important factors to consider when developing a website that's going to do the work for you. Covering everything from the consumer portal to how to effectively use vide...
Episode 43 – 10 Steps to Immaculate Marketing
October 12, 2017 21:46 - 40.6 MBKirk and Matt bring in their third partner/professor of Brand Mastery Course, Ray Gauthier, to explain the 10 Steps to Immaculate Marketing. The 10 step marketing plan discusses the importance of everything from defining and understanding your ideal client to creating a great web page full of authentic and useful content. The marketing ideas and strategies Ray touches on is the basis of Top Advisor Marketing's latest offering - Brand Mastery Course. A 20-week program designed and executed by ...
Episode 42 – Dave Crenshaw and The Power of Having Fun
October 05, 2017 18:33 - 30.7 MBKirk and Matt are joined by best selling author Dave Crenshaw to discuss his latest book "The Power of Having Fun". Dave explains to us that studies show - having more fun gets more done. Financial Advisors are notorious for relentlessly pushing themselves without consideration for fun. Dave walks Kirk Matt through the sections of his book and the tools he offers his clients to balance their lives, and create more space for fun. LINKS: DAVE CRENSHAW | The Power of Having Fun |
Episode 41 – Reinventing the Client Experience with Jennifer Goldman
September 28, 2017 15:50 - 39.6 MBKirk and Matt are joing by Jennifer Goldman, CFP, and founder of My Virtual COO. As a business operations expert, Jennifer understands the importance of improving independent professional services businesses. Client experience is pinnacle to creating a lasting business. Jennifer discusses the problems many advisors face in developing CE protocal, and how to rectify these issues. She shares her simple solutions to creating the right client experience to ensure your business is attracting ideal...
Episode 40 – Worth Winning with Lauryn Williams
September 26, 2017 17:00 - 27 minutes - 30.9 MBKirk and Matt speak to 3 time Olympic Medal winner Lauryn Williams on her financial planning business "Worth Winning". Lauryn's focus with her business if financial planning recreated where she services millienials and professional athletes. She's taken her work out of brick and motar and gone completely virtual, and has redesigned her marketing presence using social. LINKS: LAURYN WILLIAMS | WORTH WINNING | TWITTER
Episode 39 – Mastering ME – Your Personal Operating System
September 25, 2017 18:07 - 23 minutes - 26.6 MBMatt and Kirk sit down with Joe Lukacs in this episode of Top Advisor Marketing. Drawing on 25 years of experience in coaching and consulting financial advisors, Joe discusses how mastering your own personal operating system requires examining what keeps your running. Join us as Joe walks Kirk and Matt through one of his coaching excerises to help you nail down your best version of you. Joe Lukacs has specialized in coaching and consulting financial advisors for nearly 25 years. In that time...
Episode 38 – 4 Questions to Discover Your Advisor Story
September 23, 2017 21:00 - 40 minutes - 46 MBKirk and Matt know the importance of a good story in branding. Together they'll walk you through the 4 main questions to create your own branding story - building your credibility and trust. WANT A BETTER ADVISOR BRAND? DON'T DELAY. GET IT RIGHT...NOW. BRAND MASTERY COURSE | ADVISORU
Episode 37 – Death By Referrals (Part 3/3)
September 22, 2017 22:08 - 33 minutes - 38.4 MBIn this episode Kirk and Matt dive into the final component of Death By Referrals - How to inspire referrals. In order to get referrals two things need to happen - you need to build trust and you need to be online. Whether it's a blog, podcast, social or a standby white paper, get yourself accredited on the internet. This will give you the momentum to start Intriguing, Engaging, Influencing and Attracting your ideal clients. DOWNLOAD PAPER, "DEATH BY REFERRALS" HERE
Episode 36 – Warrior Advisors Have Laser-Like Focus w Olympian, Paul Kingsman
September 07, 2017 20:58 - 36.1 MBKirk and Matt are joined by Paul Kingsman. Paul wrote the book, "The Distraction Proof Advisors". He speaks to, writes and coaches top advisors on how to pursue and achieve a laser-like focus. Paul shares four common ways advisors get distracted and how that distracts them from generating more revenue, more profit, more client time, more personal time and more fun in their practices. Paul also shares his experience competing in the 1988 Olympics and how it shaped his coaching business. PAUL K...
Episode 35 – A Letter from an Advisor to a Wholesaler with Frank Maselli
September 03, 2017 13:00 - 43.6 MBFrank Maselli joins Kirk and Matt to review commentary Frank shared on LinkedIn a few years ago that went viral in the finserv industry. They discuss why it went viral, how it changed Frank's career and how Frank's view of the Advisor-Wholesaler relationship defines what financial services should be about - helping one another succeed. There are some great lessons for advisors and how you communicate/work with your clients. FRANK ON LINKEDIN | FRANK'S WEBSITE | FRANK'S LETTER | KIRK'S LETTER
Episode 34 – Death By Referrals (Part 2/3)
September 01, 2017 17:43 - 36 MBKirk and Matt discuss five ways Advisors may be killing their practice with referrals. They aslo get into the key reasons clients refer and how this impacts an advisor's referral-mindset, and how they attract more referrals, especially ideal ones. This is Part 2 of a series of 3 podcasts. DOWNLOAD PAPER, "DEATH BY REFERRALS" HERE
Episode 33 – Death By Referrals (Part 1/3)
August 23, 2017 23:36 - 44.5 MBKirk and Matt reflect on the importance of referrals in an advisor's practice. They get into how to embrace a new referral mindset, "the pursuit of referral happiness", the fundamentals of good referral marketing, and what it takes to turn the referral tap on and get the best leads. This is Part 1 of a series of 3 podcasts. DOWNLOAD PAPER, "DEATH BY REFERRALS" HERE
Episode 32 – How To Leverage Impact Investing In Your Practice with Sonya Dreizler
August 18, 2017 12:24 - 38.3 MBSonya defines Impact Investing (also known as SRI, ESG...) and it's growing role in an advisor's practice. Sonya breaks down the jargon and acronyms popping up in this new area of responsible investing and steps advisors need to consider to begin understanding, talking with clients about and implementing into their practice. LINKS: LINKEDIN | WEBSITE
Episode 31 – The Demise of Prospecting
August 05, 2017 19:00 - 33.6 MBReferrals are down, or at least that's what a recent report is suggesting. Why? Kirk and Matt get into the dirt with advisor prospecting. Advisors are at a critical stage of their careers and practice maturity; how to attract ideal prospects, be more profitable and have more fun. Kirk and Matt redefine what a "referral" is, the mindset needed to inspire and attract, and tactics you can use to get more.
Episode 30 – Why Women Leave Their Financial Advisors
August 03, 2017 15:00 - 21.7 MBDid you know 80% of women leave their fiancial advisor when they lose their husbands? Judy Paradi and Paulette Filion join Matt and Kirk to discuss four reasons women leave their advisors and then list simple ways to engage women to grow a stronger, woman/friendly practice. What's interesting too is that the characteristics of a woman-friendly practice/relationsip also apply to having a better practice in general. LINKS: JUDY PARADI | PAULETTE FILION | STRATEGY MARKETING WEBSITE
Episode 29 – 5 Questions Advisors Ask About Connecting with HNW Prospects (w John Frankot)
August 01, 2017 18:20 - 34.2 MBMatt and Kirk chat with John Frankot of Triple-R-Media about five common questions advisors ask John about connecting with and attracting high net worth prospects. John defines what a true HNW prospect is and addresses advisors' insecurities about working with the HNW. We also discuss simple tactics to find, approach and engage the HNW market most advisors aspire to work with. LINKS: JOHN FRANKOT | LIFE REFINED MAGAZINE
Episode 28 – Why Advisors Should Care About Behavioral Finance
July 10, 2017 20:46 - 45.3 MBPrasad Ramani, founder of Syntoniq, joins us to discuss the simple and compelling applications of behavioral finance in an advisor's practice and a client's life. Prasad discusses: why is BF important, how does it impact client investment behavior, why is it a factor when it comes to business development, and how BF can be used to develop and strength relationships with new and existing clients. LINKEDIN | BIO | WEBSITE | TAKE BF ASSESSMENT
Episode 27 – The #1 Selling Mistake Keeping Advisors From Earning Serious Money w Jimmy Lyons & Jeff Tompkins
June 16, 2017 16:00 - 29.2 MBAdvisorConnects's Jimmy Lyons and Jeff Tompkins join Matt Halloran for a discussion on ways advisors can adopt technology to make their practice and lives better. In the age of digital fatigue, advisors need to find how to connect technology to simplify how it works, how much it costs and how it can give them more time, not less. LINKS: AdvisorConnect.co | LINKEDIN (Jimmy) | LINKEDIN (Jeff)
Episode 26- 5 Excuses That Kill Your Marketing Success
June 12, 2017 21:55 - 38.6 MBDear advisors, you're amazing. But...but, you need help overcoming decisions, situations and thinking that has you stuck in ineffective marketing and prospecting. Respectfully, Kirk and Matt help you analyze and overcome five key obstacles and situations that are killing your marketing. If you're marketing isn't highly effective and easy to manage, you need to listen to this podcast. We'll clarify how to move past simple and common obstacles (excuses) that are stealing your focus and success....
Episode 25 – The Mental Side of Marketing
June 08, 2017 14:45 - 35.3 MBDr. Jack Singer has worked with professional athletes, Olympians and advisors. We'll talk about how advisors need to have mental toughness just like athletes. Dr. Jack will also share tips on how to enhance your mental toughness to be more successful. LINKEDIN | WEBSITE GUEST BIO: Dr. Jack Singer is a world-renowned psychologist, author, trainer and professional speaker. Dr. Jack has been in private practice and consulting for 33 years. He has worked with many professional athletes, teams, ...
Episode 24 – How to Leverage Talent in Your Practice
June 06, 2017 14:45 - 26.7 MBAmy Kizer shares her experiences helping advisors hire good people to work in their practices. Amy gets into common mistakes advisors make when hiring, obstacles that keep them from making good decisions for their practice, and how to conduct a job interview (your questions and process for hiring). GUEST BIO: TALENTLINK | LINKEDIN Amy Kizer has spent her career supporting companies, managers and advisors with hiring decisions. Amy co-founded TalentLink Solutions in 2014. TalentLink provides ...
Episode 23 – How to Start Your Own Financial Podcast
June 05, 2017 18:41 - 31.2 MBPodcasting has been steadily growing for years at a rate of 10-20%. It's not a fad. In 2016, 112 million Americans listened to podcasts. Matt and Kirk discuss their experience getting a quality podcast off the ground. The reasons to start, the benefits to your business, the hardware and software equipment you'll need and how to launch your podcast to your target audience. SLIDES | PAPER, "A Complete Guide to Starting A Podcast"
Episode 22 – John Anderson’s “4 Ways to Create Positive Client Experiences (and get more referrals)”
May 26, 2017 17:06 - 43.6 MBJohn Anderson joins us again to talk about creating positive client experiences in your practice. John starts with a reality check for advisors with a few critical questions. John shares insight on the need to address how you approach referrals in your practice. He also discusses why it's important to focus on what you can control and how you can do that by changing your focus. We recorded this show live at SEI's Strategic Advisor Conference in Chicago in May 2017. GUEST BIO: John Anderson ...