Monthly Archives: June 2022

FEATURE

Ep 79: The Rules Have Changed! How to Get More From Clients – With Bev Flaxington



What makes “The Ask” so awkward and even counterproductive? 

FlexShares recently surveyed high-net-worth investors across the country to better understand what drives their decision to allocate assets to and among advisors. The results are in, and they provide some valuable insight. 

In this episode, Laura Gregg and David Partain talk with Beverly Flaxington, Human Behavior Coach, a three-time bestselling author, and Founder of The Collaborative. They discuss how advisors can better understand their clients motivations to build trust and better manage their experience. 

Beverly discusses: 

  • Five unique client personas 
  • How adapting your strategies by persona can result in getting more of their wallet
  • The potential shortfall of the 80/20 rule 
  • A common, mistaken assumption advisors make with clients 
  • And more

Resources: 

Connect With Beverly Flaxington:

Connect With Laura Gregg: 

Connect With David Partain: 

About Our Guest:

For the last 17 years Beverly has worked as a corporate consultant. She is also an adjunct professor at Suffolk University currently teaching “Leadership and Social Responsibility”, a course which uses her trademarked change model. She has previously taught “Small Business Management”, “Organizational Behavior” and “Dealing with Difficult People”, a course she created for the University. Beverly is a Certified Hypnotist, Certified Hypnosis Trainer, Reiki Master Attunement Practitioner, Certified Professional Behavioral Analyst (CPBA) and Certified Professional Values Analyst (CPVA). She uses the DISC and PIAV tools frequently in her work with individuals and organizations. Bev holds a BSBA and an MBA from Suffolk University.

She is an expert in human behavior and change management, sales, marketing, stress management, hypnosis, time management, life and career change, teambuilding, communication and business building.

Beverly D. Flaxington is the author of 30 Days to Understanding Other People: A Daily Approach to Improving Your Relationships and Understanding Other People: The Five Secrets to Human Behavior, which won the gold award from Readers Favorite for best new book on relationships. She is also an author of four other books focused on creating change and improvement as a financial advisor.




FEATURE

Ep 78: Expand Your ESG Investing Expertise — With Michael Young



Understanding Environmental, Social, Governance (ESG) criteria points and how they relate to investment portfolios is critical for helping your clients navigate ESG issues.

In this episode, Laura Gregg and David Partain talk with Michael Young, Manager of Educational Programs at US SIF: The Forum for Sustainable and Responsible Investment. They discuss ESG investing and how you can better educate yourself and your clients on the topic to generate new conversations and investment strategies.

Michael discusses: 

  • How US SIF has created tools and programs to support advisors in selling sustainable investments
  • Growing your understanding of ESG alongside your client
  • Tools and resources that can jumpstart your learning and the integration of ESG data points
  • How you can begin to measure impact investing to enhance your client conversations
  • And more

Resources: 

Connect With Michael Young:

Connect With  Laura Gregg: 

Connect With  David Partain: 

About Our Guest:

Michael Young is the Manager of Educational programs at US SIF: The Forum for Sustainable and Responsible Investment. He is responsible for education initiatives, all US SIF course offerings, and private training services. 

He continually develops existing courses, creates educational materials for the US SIF Foundation, and contributes to new materials and resources to advance the field. He presents frequently on sustainable investing at industry events and enjoys sharing the work of US SIF and its membership on podcasts and radio programs. 

Michael’s comments have appeared in the Wall Street Journal, Forbes, Investment News, and Bloomberg, among other publications.
 
Prior to joining US SIF, Michael worked in mutual funds, separately managed accounts, closed-end funds, and exchange-traded funds. His clients ranged from registered investment advisors and financial planning firms and broker-dealer firms to registered investment companies and hedge funds. 

While at AdvisorShares, Michael helped launch the first actively managed fossil fuel free ETF in 2012   

Delta expresses the amount of price change a derivative will see based on the price of the underlying security.




FEATURE

Ep 77: “Hello, Ideal Client” — With Susan Danzig



In this marketplace, personalized service is what separates a financial advisor from an app. Knowing your ‘niche’ and your Ideal Client may be the key to a more prosperous —and satisfying — practice. 

In this episode, Susan Danzig, a Certified Business Development Coach for financial advisors, joins David Partain to discuss the ‘why’ and ‘how’ of narrowing your client focus. 

Susan discusses: 

  • Refining your focus to create impactful niche marketing 
  • 7 Simple Steps for Financial Advisors to Reach, Attract, and Convert More Ideal Clients
  • The importance of knowing and communicating your personal brand 
  • Shifting your prospect screening process for your benefit and theirs
  • And more

Resources: 

Connect With Susan Danzig:

Connect With  Laura Gregg: 

Connect With  David Partain: 

About Our Guest:

Susan Danzig is an experienced Business Development Coach for financial services professionals. She leverages a 20+ year career guiding financial advisors to achieve greater business success. She is a catalyst for growth with a long track record of helping clients communicate their value, define their specialization, and create effective marketing strategies that attract ideal clients and grow firms consistently.

She is a Certified Business Development Coach who is shaping the industry’s future as a National Board Member for the Financial Planning Association (the FPA) and former President of the East Bay Chapter of the FPA.