The Advisor Advancement Podcast Network

In this episode of Advisor Skinny, Mike discusses total customer value. This is the first number you need to know in order to grow your business. It is important to know what your average client is worth to you so that you can, first of all, figure out what can you afford to pay to acquire your next client. Throughout this episode, Mike walks you through a potential method for properly quantifying...

In this episode of Advisor Skinny, Mike discusses "hindsight 20/20," but looks at it from a different perspective. His question encompasses the idea that if you had the ability to look back in time, would your position today line up with what you wanted to accomplish when you looked into the future? By utilizing this question, you can assist not only your own business, but the satisfaction level o...

In this episode of Advisor Skinny, Mike explores the three different levels of commitment: verbal, written, and monetary. These levels are a foundational element when transitioning an individual from a prospect into a client. People often need time to be able to digest the process in smaller pieces, so it is unrealistic to expect that they will sign their portfolio over to you after a single meeti...

In this episode of Advisor Skinny, Mike explains how his team uses the marketing funnel when moving individuals from a prospective client to an onboarding client. By implementing the marketing funnel "assembly line" system into your practice, time can be saved and value added when it comes to the personal relationship you need to form with your clients.

In this episode of Advisor Skinny, Mike Walters explores the elements necessary to increase credibility, even if it means increasing the cost that you are spending on the marketing, promotional, and public relations activities in which your firm engages. This cost can come in the most obvious form, money, but also in the form of time and energy. As touched on in previous episodes, not using your t...

In this episode of Advisor Skinny, Mike Walters helps you consider the future of your business by framing your expenses and future revenue from a different angle. Mike suggests that expenses are really investments that are made towards the future revenue of your firm. By looking at things from this vantage point, you can better manage and evaluate the expectations you have for all of your business...

In this episode of Advisor Skinny, Mike Walters examines the four most important numbers in a business: your Gross Number, Net Game Number, Project Number, and Firm Number. Figuring out how to calculate these numbers and what they mean to you and your business will help your practice grow and become more successful. 

In this episode of Advisor Skinny, Mike Walters explains the action 80% rollout, a technique that can be used to combat procrastination and improve accuracy. This method will assist professionals of any practice in saving time and allowing them to focus on action and results.

In this episode of Advisor Skinny, Mike Walters discusses mastering the subconscious concept of psycho-cybernetics. An important factor to consider in the hiring process, psycho-cybernetics relates to an individual's "programming." When you hire a new employee, you are also hiring this programming. Mike also encourages listeners to consider their own psycho-cybernetics in relation to how effective...

In this episode of 16 Ways from Sunday, Mark Mersman interviews Sangram Vajre, co-founder and Chief Evangelist of Terminus. As you'll quickly uncover, Sangram is a marketing thought leader. He is the author of Account-Based Marketing for Dummies and is the mastermind behind the #FlipMyFunnel community. In this episode, Sangram shares a very basic, yet profound formula for what it takes to become a...

In this episode of Advisor Skinny, Mike Walters explains RAPIDS, an assessment tool he utilizes within his practice. RAPIDS is a resourceful psychological approach to utilize when doing reviews in order to assess how well someone is performing in terms of their job. It includes office dynamics, the employee's emotional makeup and logical pattern, their serve degree, and their performance levels al...

In this episode of Advisor Skinny, Mike talks about the trouble you encounter if you rush the hiring process. Instead, you want to take your time and make sure that the individual is a good fit for your practice. It is essential that you prepare the individual using appropriate and adequate training. Yet, what happens in most of corporate America is that they wait until they are busting at the sea...

In this episode of the Advisor Skinny, Mike Walters examines the concept of "stratum," or an individual's ability to envision or understand future scenarios or consequences. By understanding how each individual exercises their stratum differently, we can better understand those we work with and help them to better align their goals for the future.

In this episode of Advisor Skinny, Mike Walters explores the different instincts we all have and how those instincts impact how we approach our work. By using the personality test, the Kolbe Test, we can identify four categories: fact finder, follow through, quick start, and implementer. Mike uses the test results to explain and demonstrate how you should best position individuals within your prac...

In this episode of Advisor Elevation, Chris Yonker joins the show to take a deep dive into aligning intentions with true vision. Chris reveals and maps out a 4-stage process to help live a life by design, not by default. This episode promises to deliver on what you need to hear, not what you want to hear and as Chris says "None of this has to be hard".  For all Advisor Elevation listeners, Chris a...

In this episode of Advisor Skinny, Mike Walters challenges listeners to build their practice around activities that energize and inspire them to wake up in the morning.

In this episode of Advisor Skinny, Mike Walters explores the concept of organizing your business and your time into four categories: Free, Game, Prep, and Repair; and the results that it can produce.

In this episode of Advisor Skinny, Mike Walters discusses the importance of evaluating the assets you possess within your practice and leveraging them in order to create more time to focus on the aspects of your job that you truly enjoy.

In this episode of 16 Ways from Sunday, Jeff Leppert and Kevin Holt discuss the evolution of their practice and how they executed on a vision to have multiple services under one roof. They detail their strategy behind building a wealth management firm that also marries together a full service insurance agency (property/casualty, health, medicare), tax practice, along with a strategic legal partner...

In this episode, Mike Walters shares with you the general overview of this season of Advisor Skinny: The Chain-of-Secrets.

In this episode of 16 Ways from Sunday, Mark Mersman is on the receiving end of an interview with Andrea McGrew, CCO and CLO of USA Financial. Their discussion centers around the Financial Wellness Gap facing women. Andrea is the host of Un Niched, a podcast and initiative focused on dismantling the notion women are a small, specialized segment of the population. She is building a community that r...

In this episode of 16 Ways from Sunday, Mark Mersman interviews Duncan MacPherson, Founder and CEO of Pareto Systems, an industry leading business development firm dedicated to the elite professionals and companies with the knowledge-for-profit sector. He has written two best selling books: Breakthrough Business Development and The Advisor Playbook. This episode reveals Duncan's approach to a fit...

In this episode of Un Niched, Andrea McGrew interviews Teresa and Jim Yent of Golden Years Advisors about working together as a married couple. Joining Andrea is her husband, Matt McGrew, to offer his perspective on working with Andrea at USA Financial.  Each couple shares insights and advice about the joys and pitfalls about working with your spouse.