Many financial advisors squirm about the idea of selling ongoing financial advice. 

For some reason, they think it’s a scam—and this comes across when they’re selling it to prospective clients. 

The result? 

Banging your head against the wall because without a new source of prospective clients, you’ll be out on the streets. 

But here’s the thing:

In many cases, ongoing financial advice is not only an easier way to sell your services, but more honorable too. 

In today’s show, I’ll give you my step-by-step playbook for selling ongoing financial advice, making your clients more money, and making yourself more money too. 

Listen now. 

Show highlights include:

• The single most important fundamental thing you need in order to successfully sell your financial advice (1:22) 
• 2 beliefs you must have in order to outsell any of your competitors (1:45) 
• How to improve almost every aspect of your business overnight by committing to “psychological alignment” (3:35) 
• The religious argument for why you should charge more for your services (Best part? You don’t have to be religious to do this!) (6:37) 
• Why financial advisors who worry about what constitutes “value” are always less successful than those who ignore it (8:49)
• How thinking like a lawyer or doctor can triple your business by this time next year (10:29) 
• 4 key features that make your clients happy to fork over absurd amounts of money for your financial advice (12:48) 
• The subtle, yet critical language tweak that makes ongoing financial advice more desirable by your ideal clients (16:06) 
• 4 of the most common objections to ongoing financial planning—and how to conquer them to win clients (19:02) 

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. 

While one-time financial plans aren’t as attractive to prospective clients or your financial advice business, there’s still a place for them. 

Some people will prefer a one-time plan, and others might see it as a way to take your services for a test drive before committing to a long term relationship. 

But most financial advisors aren’t good at helping their prospective clients see the value of one-time financial plans. And this flaw nukes your conversion rates. 

So, in today’s episode, I’m going to share the biggest obstacles prospective clients will have to buying a one-time financial plan. And how you can overcome each one to improve your sales process and remove the barriers to working with you. 

Listen now. 

Show highlights include:

• The almost-too-obvious, yet wildly effective way to convert more people into paying clients (6:51) 
• One skill financial advisors must master to overcome the psychological “temporal discounting” glitch your clients will have to your one-time financial plan (12:10) 
• How to make your clients sell themselves on buying a service with a delayed payoff (even when it goes against their natural psychology) (12:38) 
• 3 things you must emphasize when selling to prospective clients who have the “DIY Mentality" (14:40) 
• How to help your clients feel more empowered when buying a one-time financial plan (this boosts conversions) (17:50) 
• The “Future Relationship" positioning trick that turns one-time financial plans into recurring revenue (19:45) 

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. 

My track record of successful content marketing campaigns rivals anyone who specializes in helping advisors with their marketing. In fact, I don’t know if there’s anyone who has a more successful track record than myself in this niche. 

And today, I’m revealing the secret to why my content marketing campaigns have been so wildly successful. I’m not sharing this to brag, but to show you how simple it can be when you do it right. 

The problem is, 99% of financial advisors approach content marketing in the exact opposite way as I teach. That’s why your lead magnets, blogs, ads, and other forms of content marketing fall on deaf ears. 

But it doesn’t have to be this way once you listen to today’s episode. 

Show highlights include:

• How applying the lesson from my grip strength story to your financial advice business will make 2025 your most profitable year yet (3:29) 
• Why this specific type of lead magnet attracts higher quality leads and clients than any other type (8:58) 
• The overlooked, yet only proven way to create high performing content that makes your prospects only want to hire you (10:08) 
• Here’s the brutal truth about why 99% of content financial advisors create falls flat and leads to no new business (10:19) 
• Why November, December, and January are the 3 most important months for determining how successful you’ll be (12:01) 
• The 4-step lead magnet creation process that will help you create a wildly successful lead magnet that turns strangers into your best clients (14:09) 
• How thinking of your marketing as an army of gatekeepers not only attracts higher quality clients, but also frees up your time without sacrificing your wealth (19:31) 

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. 

If you’re serious about making 2025 your most profitable and successful year yet, I created a new guide to help you accomplish that. It’s called 5 Marketing Moves Financial Advisors Should Make In 2025 and you can get it for free at https://TheAdvisorCoach.com/moves. 

While nobody is perfect at client curation, nothing can improve the efficiency of your business, the quality of your service, and the wealth of your business more than figuring out how to “spot” the problem clients from the great clients. 

And you know what? 

It’s easier to spot red flags than you might think especially when you know what to look for. 

Since I’ve had tens of thousands of conversations with financial advisors, I’ve picked up on a few of the most dangerous (and common) red flags that someone will be a terrible client. 

Best part? 

Avoiding these red flags (without even knowing what a green flag looks like) will put your business on track to have its best year in 2025. 

Listen now. 

Show highlights include:

• The insidious way bad clients make you worse at serving your best clients (2:51) 
• If your prospect utters this sentence, run away as fast as you can (3:50) 
• How intentionally downplaying the results you can help your clients achieve naturally attracts higher-quality clients (5:38) 
• The “Positioning” secret behind my marketing philosophy that explains why my approach works better for advisors than any other strategy (12:34) 
• 3 seemingly minor things that clients do that steal your time, wealth, and freedom (14:43) 
• The single most dangerous “cocktail of red flags” mindset your clients can have (22:40) 

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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT 

I’ve written my print newsletter for financial advisors since 2018. Since then, I’ve seen social media profiles, analytics, ad accounts, balance sheets, CRMs, and more of thousands of financial advisors. 

More: 

I’ve had more than 10,000 conversations with financial advisors about the behind-the-scenes stuff they don’t share anywhere else about marketing and business. 

And you know what? 

From these tens of thousands of conversations, I’ve discovered that there are 7 key things that make the difference between the most successful financial advisors and the ones who stay stuck in the middle forever. 

Do you have all 7?

Listen now to discover the 7 things successful financial advisors have in common. 

Show highlights include:

• The sneaky way obsessing over ROI can tank your marketing results (4:43) 
• Why asking more questions in your personal life can unlock consistent growth in your business (even if your questions have nothing to do with business) (8:49) 
• The #1 most effective thing I have ever seen for getting more clients and building a better business (9:38) 
• How to hire the world’s best “closer” for prospective clients without paying an extra penny for appointments set (10:42)
• Why developing a golf, tennis, or Jiu Jitsu hobby this year can make you the most successful advisor in your area by 2026 (13:39) 
• My theory for why introverted financial advisors tend to be more successful than extroverted ones (16:25)  
• Why your brain wants to sabotage your success—and how to stop it before it’s too late (20:07) 
• 3 of the most deadly defense mechanisms that will trick you into staying in your comfort zone instead of adding an extra 0 to your bank account (20:21) 

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

If you subscribe to the Inner Circle Newsletter—and this is the LAST chance to get grandfathered into the $99/mo price because the price increases to $199/mo on January 1st 2025, no exceptions—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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT 

Most of the bestselling books you see littered across airports are not only trending fads at best, but there is downright dangerous business advice spread as gospel in them too. 

Turns out, the best business books weren’t written in the last year, the last ten years, or even the last twenty years. 

They’re different. 

They’re timeless. 

And their wisdom will grow your business faster—with no chance of duping you into costly mistakes like airport books can. 

Listen now to hear the 7 books I think all financial advisors should read. 

Show highlights include:

• How to read a book by the end of the year (without depriving yourself of champagne, gifts, and Christmas festivities) (0:52) 
• Why even atheist financial advisors should read the Bible (1:44)
• This mystical book recommendation from a “con man” always gets pushback… but it works (3:04) 
• My favorite Warren Buffet book (even though he didn’t write it and it’s barely about him) (4:55) 
• How airport books can actually set your financial advice business back decades (5:35) 
• The “Investor Mindset” secret shared by 8 of the world’s most successful CEOs (6:10) 
• Why rapid client growth is the worst way to grow your business (6:39)
• The “few simple disciplines” secret from the world’s greatest motivational speaker (11:25) 
• 3 traps that will ransack your business and freedom if you fall into them (18:47) 

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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT 

Earlier this week, I hit my garage when trying to avoid a pile of lumber in my driveway. 

And it got me thinking about how many financial advisors do the same thing: They avoid doing the hard stuff that sets them up for long-term success. But this effort to stay in your comfort zone increases your risk of humiliating failure down the road. 

But don’t worry. In today’s show, I reveal 3 hard things you should do today to set you up for long-term success. 

If you’ve been putting any one of these 3 things off for the future, let this be your wake-up call before it’s too late. 

Listen now.

Show highlights include:

• The insidious “second mistake” that happens when you avoid taking a risk that hurts your business more than the risky idea ever could (3:24)
• Why playing it safe in your financial advice business paves the way to a slow, but sure death (4:34) 
• How to handle objections, establish credibility, and build a relationship with your audience by creating this one marketing asset (8:19) 
• How to ethically “morph” your audience’s mind to be more receptive to hiring you with the “Familiarity Principle” (10:29) 
• The “just talk” LinkedIn strategy that can fill your calendar with high-quality prospects (15:46) 

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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT 

There’s no more powerful principle in the world of business, marketing, and sales than the 80/20 Principle. This principle lets you grow your business faster—with fewer customers and headaches and stress—than you ever thought possible. 

Not to mention, it makes every marketing asset you create and every sales call you hop on radically easier. 

So, what’s the 80/20 Principle anyway? 

Well, to help you better understand the power of this principle, I invited the guy who brought the 80/20 Principle to the world of marketing and sales in Perry Marshall. There’s not a single person on Earth more qualified to talk about this Principle, how to apply it to your business, and why it will be the single most important thing you do for your business. 

Listen now.

Show highlights include:

• The single most deadly entrepreneurial mistake you’re making that has your financial advising business knocking on heaven’s door (2:11) 
• How understanding the 80/20 principle prevents you from ever starving for clients for as long as you’re in business (4:22) 
• The “rack a shotgun” secret for repelling time vampires from your calendar (while also magnetizing your dream clients) (9:28) 
• Why McDonald’s business model isn’t what you think (and how to apply this to your business) (13:59) 
• The “espresso machine” principle to double or triple your business almost overnight (without even finding any new customers) (19:18) 
• Why asking yourself this one question is the best way to become (and remain) a top 1% financial advisor (27:42) 

If you want to forever change your life, your business’s growth, and the legacy you leave, buy Perry’s book here: http://sell8020.com 

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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT 

I committed a couple of “marketing sins” that would have marketing gurus laughing in my face and claiming I’m setting my money on fire.

But you know what? 

This weird, and frankly backwards, marketing campaign has generated thousands of email subscribers for me already. And even by my most conservative estimations, these campaigns will generate a sky-high return-on-investment soon. Not immediately, but soon. 

What’s my secret that makes marketing gurus squirm while backing up the Brinks trunk into my bank account? 

That’s what I reveal in today’s episode. And I share three marketing nuggets of wisdom every financial advisor needs to hear. 

Listen now.

Show highlights include:

• The counterintuitive way paying more per lead can make your profits soar higher than paying less per lead (1:16) 
• How to circumvent the friction-filled process of hiring a financial advisor and land more appointments (4:07) 
• How I’m getting email subscribers for $2 a pop (and why I don’t recommend it) (6:46) 
• Why focusing on the actual economics of your business leads to more growth and wealth than worrying about optimizing costs (8:26) 
• How you stifle your business’s growth every time you treat it like a paycheck (9:48) 
• The “complete control” feature embedded into direct mail that boosts your chances of success (14:44) 
• How to never fail to reach your prospecting goals for as long as you run a financial advice business (15:53) 

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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT 

Direct mail is the most underrated—and most effective—way for financial advisors to get clients. 

But… only if you know what goes into making a direct mail campaign successful. 

Problem is, this is something most financial advisors are clueless about. Well, until they listen to this episode at least. 

In today’s show, you’ll discover (from someone who has spent tens of thousands of dollars on ink and paper alone) how to get more clients with direct mail, the biggest mistakes financial advisors make with direct mail, and some of my best-kept secrets for boosting your direct mail response rate. 

Listen now.

Show highlights include:

• The best direct mail call-to-action for financial advisors to maximize your response rate (2:08) 
• The sneaky, psychological sentence to add to your direct mail campaign to boost your response rate (2:33) 
• Why writing a letter from your company (instead of you) will kill conversions before your prospects even open it (4:57) 
• The #1 ingredient any direct mail campaign must have to be successful (5:20) 
• How to know with near certainty whether your direct mail campaign will be profitable (before you even buy the stamps) (5:47) 
• Why being featured in media outlets gives you an unfair advantage when writing direct mail letters (10:11) 
• The simple “Receipt” personalization trick that forces your recipients to open and read your letter (15:09) 
• This is the single biggest mistake I see financial advisors making when they try to use direct mail (20:46) 

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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT 

There’s a secret ingredient that’s missing from many advisors’ marketing efforts. Perhaps even yours. 

The problem is, this secret ingredient isn’t sexy. It won’t make your marketing campaigns winners overnight. And it won’t flood your calendar with appointments from high-quality leads. 

But this secret ingredient is the difference between barely being able to pay your bills or having a scalable business that brings in more revenue every month like clockwork. 

So, what’s this secret ingredient? And is it missing from your marketing? 

Listen now to find the answer for both. 

Show highlights include:

• The one secret ingredient missing from almost every advisors’ marketing that threatens your entire business (4:32) 
• How thinking more like a financial advisor in your business can skyrocket your growth (even if it sounds simple and counterintuitive) (4:52) 
• The “Marketing Seasons” method for predictably scaling your financial advice business (6:30) 
• 2 marketing channels that keep you top of mind for when your prospective clients are finally ready to hire an advisor (11:32) 

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. 

Subscribe to my email newsletter and get a free copy of 57 of my favorite financial advisor marketing ideas here: https://TheAdvisorCoach.com/57MT