Financial Advisor Marketing Podcast

Real world marketing is not about theory. It's about behavior. It's about figuring out what actually works to get attention, drive clicks, and land conversations.  Since I've sent 2,670 emails over the past 7 years, I decided to analyze each and every one of them to figure out what actually worked and what didn't. I had a few shocking discoveries… some that flew in the face of conventional wisdom...

Many financial advisors reach the $250k mark in business and stall out. They might've heard the old cliche that what got you here won't get you to where you want to go. But they haven't internalized what that really means.  And so, they do the same old things expecting better results, then burn out in the process.  Here's the good news: If you're stuck around the $250k mark, this episode explains,...

As much as 99% of your marketing problems can be summed up in one sentence:  You're taking the easy route and doing the bare minimum.  You might feel like you're moving mountains, but a closer look would reveal you're just kicking pebbles into the wind. This mindset is especially rampant in the financial advice space where advisors outsource their unique advantages to robots and quietly fade into...

One of the most common questions I get from financial advisors is, "How can I be more productive?"  The reason is simple: Your productivity directly influences how much money you can make (and how much money you miss out on).  But here's the problem:  Most productivity books and coaches layer on the fluff because they don't actually want you to get more productive. They want to make you feel like...

Most people think prospects and customers buy based on price. But they're missing something important. And if you're missing it too, it's definitely costing you clients. But don't worry, because in this episode I'll share this missing piece and show you how to use it to get more high-value clients. I'll also help you see how to differentiate yourself from your competition, and why this ability is...

What's the difference between an advisor who barely breaks even every month and an advisor who has so many high-quality clients that he has to actively turn away qualified prospects? It's not luck, connections, or even intelligence.  It's something far more fundamental than that.  In fact, there are 2 fundamentals that, once mastered, make you virtually unstoppable in business and life.  Best part...

Most advice is nothing more than the same old self-help platitudes dressed up differently and catered to different audiences.  Since I value you more than the average self-help guru, I don't want to do that. But I do want to give you 7 things that will improve your business more than anything else you could do.  But… none of them are "one weird trick" gimmicks. And most of them aren't about market...

Most financial advisors are in for a rude awakening that's coming sooner rather than later.  The golden age of advisor marketing is ending.  Once it ends?  Generalist advisors will struggle, and any advisor who has been floating on the high of a good market since 2017 will be scrambling to pay their bills and keep their business alive.  I don't say this to scare you but to prepare you:  Today's sh...

Despite what many financial advisors think… Marketing is not about being cute, it's not about being clever, and it's not about being creative.  The only goal of marketing is far simpler than that: It's getting clients.  If you aren't getting as many clients as you can possibly serve, then there are certainly some leaks in your marketing strategy. In fact, there are 23 harsh truths about marketing...

New financial advisors make a ton of mistakes when they're starting their financial advice business that can lead to burnout, your business going belly up, and endless frustrations caused by starting and growing your business with the wrong strategy.  In contrast, using the correct strategy can cause your business to grow faster, with fewer headaches and problem clients, so you reach even your mos...

Financial advisors commit several sins of advertising when they try to promote their business. And they don't even realize how much it sabotages their business. For example: One of my recent Facebook Ad campaigns went from costing $9.38 per lead to only 93 cents per lead. But when I tell you how I did it, if you're like most financial advisors, you'll instantly write it off saying it's too hard or...

I've noticed a trend among financial advisors:  Only advisors who are in the top 1% (or have the potential to be in the top 1%) dare to embrace certain harsh truths about themselves and their businesses.  The other 99% shy away from harsh truths and try to ignore them. But here's the thing…  You can't ignore these harsh truths. If you're making one of these mistakes, it's only a matter of time bef...

A few years ago, a legendary marketer (who will remain anonymous to protect the guilty) launched a membership site for $97 a month. Within a year, he scaled his business to more than 1200 paying monthly members.  But you know what? He lost more than 50% of his business! Today, he has fewer than 600 members.  Why? Well, he made two business-sinking mistakes that I also see financial advisors making...

The quality of your clients can be the difference of not only having an extra zero to the number in your bank account right now, but also of your enjoyment of your business.  All clients aren't created equally.  But how do you identify your best clients, figure out the commonalities between them, and use this knowledge to create nets in your marketing that only brings the crème de la crème to your...

There are some prospective clients who, no matter how much they trust or value you, will never work with you.  And it's not because of you, it's because of them. They have certain limiting beliefs that will stop them from working with a financial advisor—no matter how much they can gain from working with you.  But there is a solution to this problem:  Limiting beliefs often disguise themselves as...

In June of 2023, I tried an "oddball" email idea and I didn't know whether it'd work or not. Well, that email became one of the most engaging and profitable emails I've ever sent.  Since then, I've rehashed this idea 11 more times. And each and every time, it works like gangbusters.  But… it's not a beginner-friendly strategy. And I don't have a template you can follow to duplicate my success for...

Your mindset is often the deciding factor between unfathomable success and ordinary mediocrity. This is as true in marketing and sales as it is in relationships and life.  But most financial advisors live their lives on a kind of emotional autopilot without even considering how their internal world creates their external world.  I'm changing that today by interviewing one of the world's best minds...

Marketing gurus have manipulated otherwise innocent business owners for as long as the term existed. But I've noticed that there's a certain type of financial advisor, based on personality typing, that's particularly vulnerable to being manipulated.  Why?  Well, it's almost as if their personality type works against them. And good marketers know the deep and dark psychological secrets that can mak...

I'm constantly asked by financial advisors about how much I think they should pay per lead. It's a pet peeve of mine. And my answer is always the same:  It depends.  It depends on how profitable you are, how much you charge per client, how much you're willing to deal with headache clients, and the list of variables goes on indefinitely and is wildly different from business to business.  But that d...

A young financial advisor DM'd me on LinkedIn and asked what advice I'd give to someone in his early 20s to be successful.  And I took quite a different approach with my answer than the typical advice for growing a financial advice business. I zoomed way out and focused on the 4 areas that will make you successful no matter what profession you have.  In today's show, I reveal these 4 areas of pers...

Improving your marketing, attracting higher net worth clients, and growing your business are all fine and dandy… until you realize you've created a monster that devours your time and joy.  What if there was another way to approach your financial advice business that scaled your joy without sabotaging your growth? Well, that's exactly what Larry Sprung, CFP, author, and owner of Mitlin Financial di...

One subscriber to my Inner Circle Newsletter, while he cared about his clients and helped grow their wealth, struggled with a mental block that robs more advisors every day than I can keep track of.  The mental block?  Needing permission to do, well, any action that could grow your business by a scary amount.  These advisors are waiting for a golden ticket. They think the universe will see all the...

Making low six figures as an advisor, while it may impress your family, isn't all that impressive. And it doesn't make you real wealth like other advisors enjoy.  Even making $300,000 per year isn't enough to create a legacy for your family. But I have good news: If you're making between $150,000-$300,000, I know the exact steps you need to take to reach $500,000 per year. And I reveal each of the...

Today's guest, Michael Kitces, recently released an 108-page study called, "How Financial Planners Actually Market Their Services."  Michael and his team have done all the hard work for you to prove, beyond a shadow of a doubt, how to actually get clients from your marketing.  I don't say this lightly, but this might be the best podcast episode ever for financial advisor marketing.  Not only will...

Most marketing advice is all about drawing people in. And for good reason: Your business can't exist without clients.  But there's a problem with attraction marketing…  If you attract the wrong people into your business, then you might create a business that pays you well but creates a life you despise. That's why repulsion marketing, the exact opposite of attraction marketing, is often a more pow...