Internal Use Only

Send us Fan Mail How can storytelling enhance your sales and marketing efforts? What does the future of financial services marketing look like?  Adam Cox, Chief Wealth Management Officer at The First National Bank in Sioux Falls joins the show to discuss: The power of storytelling  Implementing new ways of marketing & sales to better engage clients Defining the ideal client experience Make sur...

Send us Fan Mail Meghaan R. Lurtz, Ph. D. is a writer, educator and researcher who loves observing how psychology and financial planning intersect. Meghaan is a professor of practice at Kansas State University in their advanced financial planning track and an adjunct assistant professor within the University of Maryland system for undergraduate financial planning coursework. Meghaan is also a past...

Send us Fan Mail This may be the only financial industry podcast that talks about Investment Banking, College Football, Real Housewives, and the Bachelor in one episode. Tom Reiss (Mill Creek Residential Trust) joins today's episode to discuss: Early career experiences in IB and RE Small Talk & Conversation Starters College Football, US History, & Geography trivia questions The host s...

Send us Fan Mail Today's guest is Christina Zins, a wealth advisor at the Summit Wealth Group. We discuss: Her career path, transitioning from the LPL home office to a wealth advisor at small business/employee owned practice Ways she is marketing and promoting herself to cater to younger audiences, particularly with video content How her team prefers to work with wholesalers  To connect with...

Send us Fan Mail Brian Ahearn is the Chief Influence Officer at Influence PEOPLE. An author, international trainer, TEDx presenter, and consultant, he specializes in applying the science of influence in everyday business situations. Brian spent more than 30 years in the insurance industry and is one of only a dozen individuals in the world who currently holds the Cialdini Method Certified Trainer...

Send us Fan Mail Dan Greene of Putnam Investments joins today's episode. We discuss: Establishing a work ethic at a young age  Building brand-awareness through networking and online tools Thoughtful ideas for prospecting new clients Staying top-of-mind in between client meetings Inverse relationship between golf handicap & raising a family You can follow Dan or connect with him on LinkedI...

Send us Fan Mail Dave Lubnik of YCharts joins todays episode. He shares his background in the financial services industry, and why he ultimately chose to join a start up.  Other episode highlights include: How financial advisors and wholesalers (external/internal/hybrid) have increased sales using YCharts solutions FinTech & Online Sports Betting Stories from his travels on the road Memories f...

Send us Fan Mail Marc Freedman, owner of Freedman Financial (LPL) joins the show and talks about his career, his fee-based business, and his experience interacting with wholesalers. Some topics we cover include: Areas of focus during a 60 minute client meeting  Importance (or lack there of) of investment managers in his client's portfolios Stories of  good and bad wholesalers His favorite res...

Send us Fan Mail Will Baun (Associate Director of Research, FUSE Research) joins today's show to talk about product trends in the broker/dealer and asset management world. FUSE has a unique lens into the industry, given their robust consulting, research, and decision support business. Will provides a snapshot into the various ways that FUSE engages with the financial services  industry. He al...

Send us Fan Mail Season 1 concludes with an exit interview. ETF Wholesaler rejoins the podcast after resigning his job as an external wholesaler. What opportunities were more appealing than wholesaling? What will he miss the most about the career path that made such a strong impact on his life? What won't he miss at all? An added bonus, the host and guest banter about the pros/cons of remote...

Send us Fan Mail Today's guest covers home office research teams and professional buyers. He explains how networking helped him get his start in the industry, and the various steps in the sales cycle when you work with analysts or manager research teams. A leader in Diversity & Inclusion, he also shares his experience and efforts to make wholesaling a more diverse and inclusive career. ht...

Send us Fan Mail Today's guest is Brian Kirk, Managing Parter at LC Kirk & Co.  He focuses exclusively on the search and placement of sales and marketing professionals in the financial services industry. He brings wealth of knowledge about the wholesaling industry given his unique exposure to the wholesaling community.  Hiring trends, career development, and working with an executive recr...

Send us Fan Mail Kirby Noel, National Sales Manager at Nexpoint Securities, joins todays podcast. Over his 26 year career, he's held just about every role in the wholesaling line of work. He discusses his entry into the industry, sales tactics, and ways to make a strong impression on prospects. He also describes the ideal characteristics off the top wholesalers that he's worked with and...

Send us Fan Mail Today's guest is an external wholesaler that's worked at large firms and smaller shops. We discuss the sales process and how it varies at firms with different products, resources & tools. We also banter about work ethic and its influence on sales success. Bonus topics include: expanding income streams through real estate, diversity and inclusion in the financial serv...

Send us Fan Mail Today's guest helps financial advisors and wholesalers succeed in the increasingly virtual world. A former wholesaler himself, he details his path towards entrepreneurship and how he works with the financial services industry today. https://brendanbarca.com/ https://designingyour.life/the-book/ Support the show

Send us Fan Mail Christopher Norton, Director of Marketing at Potomac Fund Management, joins today's podcast to talk about his blog titled "Death of a (Whole) Salesman." Is the traditional wholesale model dead? He details how his firm has nearly tripled in AUM by focusing more on marketing & communication, and less on outbound sales activity. A must-listen for internal/external...

Send us Fan Mail Today's guest is an external wholesaler on the west coast, distributing ETFs. Highlights include: his journey from political campaigns to financial sales; creative prospecting and outreach tactics; bonus payouts and incentives for salespeople; getting lost in the desert after deciding to stay a long weekend after a conference. Support the show

Send us Fan Mail Today's guest is an industry veteran with 20 years of experience. He's covered all channels (retail, RIA, institutional) and nearly all product types, especially for active managers. We discuss how the wholesaling role has evolved over time, lessons he's learned from a sales mentor, and wholesaler compensation structure. We also share stories from life on the road;...

Send us Fan Mail Today's guest is a wholesaler that covers institutional clients throughout the Western US. We talk about learning the ropes of the finance industry (and how bad we all are when we first start!). We detail various elements of the institutional sales cycle: RFPs, due diligence, networking. He also tells a story about coordinating a successful $1.3b investment mandate. Lastly, h...