Your discovery meeting is costing you time, clients, and wealth. And most advisors never realize that their discovery meetings are slowly crushing their business.

The reason?

You're using the completely wrong approach in your discovery meetings!

Look, I get it - when a prospective client has a problem and you have a solution, it's natural to want to rush in with the solution. But your prospect isn't actually after a solution - they want something deeper and more fundamental.

And so, when they hear your solution, they shut down and book another discovery meeting with another advisor.

Here's the good news:

After listening to today's episode, you'll never make this discovery meeting mistake again. Not only will you come more prepared for every discovery meeting you book, but you'll also know exactly what you need to say to your prospect to turn them into a client.

Listen now.

Show highlights include:

• The cold, hard truth about why prospects ghost you after a great discovery meeting (0:38)

• How to instantly close more discovery meetings by simply talking less (3:06)

• The "motivational interview" secret, backed by over 1500 clinical studies, that is 2-4x more effective at driving behavior change than your current discovery call playbook (3:58)

• Why your natural inclination to this commonly asked discovery meeting question is absolutely wrecking your conversion rate (this mistake is so common it's been nicknamed the "righting reflex") (4:34)

• How your solutions to your prospect's problems actually makes them shut down and scares them to another advisor (and what prospects actually want from you) (5:32)

• Why asking simple "scaling questions" to your prospects will force them to tell you exactly how they want to be sold (6:55)

• How to "twist" the momentum from an objection back to your prospect in the most persuasive way possible (9:42)

• The "reflect, not reflex" technique that, when mastered, will do more persuasive "leg lifting" than any pitch could ever dream of doing (13:11)

• How to get your prospects to write your value proposition for you by acting like a drug counselor (16:48)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

Metrics are wonderful. I love them. I use them. And I suggest you track your metrics, so you can make better decisions especially over the long-term.

But metrics are terrible masters and wonderful servants.

Here's what I mean:

Obsessing over your metrics without understanding the underlying context of them is a recipe for wrecking your business in a hurry.

Not only are most marketing metrics vanity metrics (which only trick you into thinking you're performing better or worse than you actually are), but even the metrics that are most based in reality can dupe you into foolish business decisions.

That ends today if you listen to this show - as you'll discover the 20 metrics advisors can (and should) track, my favorite metrics from this list of 20, and a few real life stories that demonstrate how metrics can hurt your business.

Listen now.

Show highlights include:

• 20 business metrics every advisor should track (and why an obsessive focus on metrics alone can hurt your business growth) (4:59)

• My favorite metrics for advisors because they keep you in reality instead of going down the path of vanity metric fairy tale land (7:36)

• Why tracking your revenue per hour worked is one of the most effective ways to play more guilt-free golf (8:26)

• How properly tracking these key metrics can not only identify business problems before they become serious, but also prevent you from getting in your own way (10:59)

• A real life example (from a real financial advisor running a real business) about how obsessing over metrics can absolutely wreck your business (12:19)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

This episode might be the most important one I've ever recorded… And it has nothing to do with marketing.

Instead, it's a guide for hitting real financial independence, where you have the freedom to do whatever you want instead of bending over backwards to appease clients and pay your mortgage, faster than almost any other human on earth.

In fact, it's totally possible to take $10,000 and turn it into a crisp $1,000,000 in only 7 years after listening to this episode

But it can only work if you actually implement the advice I'm sharing.

Listen now.

Show highlights include:

• 2 investments that advisors overlook that will create more wealth for you than all your stocks combined (2:42)

• How to transform $10,000 into your first million dollars in only 7 years (and why most advisors scoff at this idea—at the expense of their wealth!) (3:48)

• Why you don't need to be a world class copywriter to beat A list copywriters conversion rates (I only know this because the last few A list copywriters I've hired made my conversion rate WORSE) (5:11)

• The cold, hard truth about why most people, including most advisors, never become millionaires (7:27)

• A forgotten psychological technique that makes it your moral duty to charge your clients as much as possible (16:24)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

There are certain people, who are not in your market and would never become your client, who try to offer you advice about your marketing and your overall business.

It's important you ignore these people and don't take their feedback seriously. The reason?

It's like a steakhouse owner taking advice from a broke vegetarian.

The trouble is, their feedback might feel like a good idea. It might make you feel like you're being responsible and open-minded.

But that is the trap.

That's why, in today's episode, I'm giving you permission to completely ignore these people and their dangerous advice.

Listen now.

Show highlights include:

• The destructive "steakhouse owner listening to broke vegetarian" trap that too many entrepreneurial advisors accidentally slip into (1:07)
• How setting strict and rigid boundaries around your business actually protects your wealth (and why thinking it'll eat your profits is short-sighted) (6:18)
• Why you should actually want people, particularly non-clients, to get offended by your marketing (11:13)
• The "Post Physique" technique for never being tricked into taking random feedback seriously (12:25)
• 3 harsh realities about people offering you unsolicited advice that will forever protect you from taking it to heart (16:02)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

This episode may make you uncomfortable, but it's too important to avoid.

There is a silly and self-sabotaging belief that runs rampant amongst financial advisors. It is actively destructive and extraordinarily expensive. And the only reason it exists is because it protects you from discomfort and responsibility.

The belief?

"I'm not ready for marketing."

This one poisonous belief has destroyed more advisors' wealth, time, energy, and even lives (due to the extra frustration and stress it causes over time) than anything else.

And I'm completely dismantling it for you, from every conceivable angle, in this episode so you never fall prey to this mind virus.

Listen now.

Show highlights include:

• A lethal and self-sabotaging marketing mistake advisors make with pride (it's like waiting to plant seeds until the crop is tall enough) (0:54)
• The root cause of ANY financial advisor's business success (and the harsh reality about why so many advisors fall flat on their face) (3:48)
• How to "jimmy" the laws of marketing to work in your favor (and why this scares the snot out of most advisors) (5:00)
• The imaginary timeline that quietly runs most advisors' careers without their ever knowing it (6:09)
• The most poisonous misconception you have about marketing that's keeping you worried about your bills instead of building wealth (7:37)
• Why marketing is far easier and more fun earlier in your career than it will be after you're established (9:30)
• The psychological reality behind having a quitter's mindset and why it chains you to future failure (13:47)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

I remember my uncle once telling me that most people are dumb, weak, and broke. While I thought it was harsh at the time, it has been consistently proven to be true over the years.

Why does this matter to you?

Two reasons:

First, to help you break through whatever limiting belief you've subconsciously placed on yourself that's keeping you out of the top 0.0001%. It's really not nearly as hard to become a one in a million person when you hear some of the statistics I share in this episode.

Second, because your clients can either be top 1% types who value your services and treat you like an investment… or they can be the headache clients who refuse to listen and who object to every piece of advice you give them.

Ready to become a top 0.0001% person?

Listen now.

Show highlights include:

• A potent marketing lesson from Harley Davidson and what they actually sold (it's NOT bikes) to their customers that can be instantly applied to your financial advice business (6:39)
• How raising your fees can actually improve your conversion rates (especially if you're worried sick that higher prices will lower your conversion rates) (9:06)
• The simple formula for becoming a top 0.0001% advisor in America (and why it's easier than you might think) (10:12)
• Why it's better for your long-term success to avoid failure rather than chase success (11:21)
• Here are some scary and shocking statistics about average Americans that makes your journey into the top 0.0001% easier than you'd ever imagine (11:55)
• How to avoid becoming a babysitter for adult children who don't take your advice to heart by making your marketing more repellant (21:26)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

Most of the so-called marketing advice that advisors get sold by other marketing gurus isn't just flat-out wrong…

But it also makes you focus on the wrong things!

This warped perception not only stunts your marketing efforts, but it derails your confidence, dupes you into believing certain tactics (or marketing as a whole) doesn't work, and causes you to toss and turn for hours each night as you drown in your own anxiety.

That's the bad news.

The good news?

In today's show, I share 7 marketing rules of thumb that can help you prevent all of these problems mentioned above. Plus, it will help you avoid paying a marketing guru who's feeding on your insecurity.

And yes, it will make every marketing campaign you set live more successful than what you're doing today.

Listen now.

Show highlights include:

• The ONLY marketing metric that actually matters that almost every advisor completely ignores (2:29)
• 3 metrics every financial advisor must know to determine the health of your marketing strategy (and they have nothing to do with cost per lead, open rates, or click rates) (5:26)
• The "brick method" for building trust that only the top 1% of financial advisors even think about, let alone implement into their marketing (7:27)
• Why the fastest way to dry up your sales pipeline is by obsessing over new leads (and how to double your bottom line without a single new lead) (9:24)
• How worrying about being annoying, being repetitive, or overdoing a certain follow-up strategy makes you an unsafe investment to prospective customers (10:36)
• How to "tap into" the "mental environment" of prospective clients and hijack their minds until they become your best clients (10:59)
• If you're making this mistake, you're one change away from complete and utter destruction of your financial advice business… (13:42)
• Why you don't actually have "marketing problems" you have "sequencing problems" (and why adjusting the order can turn a flop into your best campaign) (14:39)
• How to naturally soothe a prospective client's nervous system before it backs out of working with you (19:21)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

Most advisors create their marketing strategy by stitching together "quick tips," following the latest tactics, or otherwise getting some form of Shiny Object Syndrome.

This can work (and does work) for a while.

But there's a massive hidden debt that comes with this patchwork marketing strategy:

It undermines your certainty, confidence, and even your ability to best serve your clients!

In fact, this mistake kills more financial advice businesses that have achieved moderate success than anything else.

But here's the good news:

Today's episode explains in nitty-gritty detail why this is such a costly mistake, why so many advisors fall victim to it, and the single most effective way to dig your business out of the hole your patchwork marketing strategy dug for it.

Listen now.

Show highlights include:

• The sneaky and undeniable way stitching together several "quick tips" and calling it a marketing strategy is like building your business on quicksand (0:41)
• Why nothing is deadlier to a financial advisor's marketing strategy than stumbling upon more marketing ideas (3:39)
• How marketing mistakes create a slow and almost imperceptible loss in your certainty, confidence, and ultimately, business growth (and how to better "spot" these mistakes before it's too late) (6:21)
• One question that mystically makes marketing feel "lighter" and more fun (8:56)
• How correct marketing tactics without the necessary context to use them drains your time, your energy, and your very spirit (10:56)
• The real, life-shortening cost of running your business by stitching together random marketing tactics (14:46)
• The "Pattern Recognition" secret that advisors in my Inner Circle use to run marketing laps around 90% of advisors and compound their growth without investing more of their time (18:21)
• Why the "invisible debt" that most advisors accrue is the single most dangerous form of debt that exists (even though it doesn't charge interest in the traditional sense) (20:57)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

There is something infecting your mind and your marketing right now.

It's not a lack of tactics or using the wrong ones.

It's not a lack of strategy or using the wrong one.

And it's not even a lack of expertise (in financial advice, business growth, or marketing) even though most advisors use it as an excuse.

The truth?

Somewhere along the way, you've created an identity for yourself that sabotages your marketing efforts before you even sit down to create one.

It explains why you procrastinate on every marketing campaign you create. It's why you're scared to send risky marketing messages. And it's the one thing that will halt your business's growth more than any other factor (yes, including a 2008-sized economic collapse).

That's the bad news.

The worst news?

Upgrading your identity is one of the hardest internal battles you'll face. You'll have to confront some things lodged into your nervous system that your mind wants you to avoid at all costs.

But here's the good news:

It's possible to upgrade your identity. This episode will show you how.

And the best part?

It will fix all of your marketing efforts almost overnight.

Listen now.

Show highlights include:

• The 2 main reasons that financial advisors struggle with marketing (and how to correct both causes) (0:32)
• Why does marketing feel impossible for some advisors and effortless for others even when they have the same exact knowledge? I answer this question at (1:39)
• How trying to change your marketing strategy without changing this often overlooked character trait is a recipe for failure, burnout, and negative ROI (3:13)
• Why your nervous system suplexes your marketing efforts before you even sit down to create them (it sounds bizarre, but it affects the vast majority of advisors) (5:07)
• How staying busy, optimizing productivity productive, and planning ahead are the things keeping you stuck and miserable and allergic to growth (6:57)
• The underlying, psychological reason behind why you're afraid to publish content (and one difficult shift that alleviates this fear forever) (10:10)
• The insidious way low marketing intelligence seeps into your marketing strategy and sabotages your campaigns. (I've seen financial advisors kill successful ads for no other reason than having a low "MQ".) (12:07)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

I recently analyzed a few hundred of my best performing emails that I sent to financial advisors last year for my Inner Circle members.

I went through them with a fine-tooth comb to analyze the patterns, similarities, and anything I could find to explain their success.

And, at the end of the day, I came up with 7 things that my most successful emails do.

If you want to get more clients from your emails, it's as simple as listening to this episode, and making sure your emails have all 7 ingredients.

Listen now.

Show highlights include:

• The "Remove Dirt" marketing secret that unlocks twice the amount of clients for half of the work (1:38)
• 7 ingredients I'd include if I were designing an email marketing campaign for financial advisors with my life on the line (5:02)
• Why emails that attempt to educate or provide value always get pummeled by this type of email almost nobody tells you to send (5:16)
• One word that you should almost NEVER use in your emails because it can only scare away your best prospective clients (and a simple way to reframe the theme so your audience is receptive to it) (6:43)
• The weird way listing your credentials and experience backfires and makes a prospective client go scroll through Facebook instead of finish reading your email (12:25)
• A specific way to phrase your call-to-action in an email that makes it irresistible for qualified prospects to disobey (15:54)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

Most financial advisors approach their website in the completely wrong way. They build it to look professional and appeal to everyone. And this can only result in filling your calendar with a bunch of tire kickers and headache clients that will pay shekels and demand everything from you.

There is a far smarter approach that doesn't keep you busy for busy's sake. It actually makes you more productive, profitable, and happy.

All it requires is a simple mindset tweak and being okay with getting fewer total loads (in exchange for more total clients… and more higher-paying clients too).

The secret?

Designing your website to REPEL 95% of your prospects.

It probably sounds weird and counterintuitive now. But it will make perfect sense after you click play.

Listen now.

Show highlights include:

• The easiest way known to financial advisor-kind to consistently get a 100% return on investment (3:59)
• Why wanting your website to showcase your professionalism is the silliest mistake advisors make (and why top advisors do the exact opposite) (6:07)
• How to make your website so repellent that it ONLY attracts the best, most qualified, and wealthiest prospective clients to your calendar (6:58)
• 3 business bankrupting website mistakes that almost every single advisor makes. (These mistakes signal low trust, kill your conversion rate, and your profit-per-client metric.) (7:04)
• Why listening to other marketers is the fastest way to overwhelm yourself with low-quality clients who frustrate you so much you might wind up dead sooner from all the stress! (11:34)
• How low-quality prospects rob innocent and unsuspecting financial advisors for thousands of dollars every month (without you even realizing it!) (13:57)
• What to do to turn your website into your unpaid sales qualification intern so you ONLY take appointments from prospective clients who are likely to thank you for your high fees (15:33)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.