The new generation of investors includes a growing and influential population: childless/child-free clients. They present a distinctly unique set of priorities, objectives, concerns, and expectations.
In this episode, Pamela Lucina, President of the Northern Trust Institute and Head of Trust and Advisory Practice, talks with Laura Gregg and David Partain about this demographic, and why advisors should recognize and rethink some long-standing biases and assumptions.
How unconscious biases can undermine client conversations, particularly with women
Rephrasing discovery questions for more productive conversations
Key considerations when estate planning for clients without children
Pamela Lucina is the President of The Northern Trust Institute, Chief Fiduciary Officer and Trust & Advisory Practice Executive. She leads a national team of trust and estate professionals to help clients achieve their goals through the use of world-class tools and techniques, with an eye toward the human element of wealth and family dynamics. She is a recognized leader and speaker within the trust and estate legal community and a strong advocate for women in the industry.
Clients who feel engaged in the planning process are more likely to have a positive experience. But how do you better engage clients in the process?
In this episode, Laura Gregg and David Partain speak with Brad Connors, CEO of iWealth. Brad talks about iWealth’s proprietary software, FDC Plan on Purpose, which helps advisors demonstrate their value and elevate the client experience through client meetings that begin with visualization rather than investment portfolio reviews.
Why so many clients are unprepared for retirement (it’s not about money)
The power of visuals when talking with clients
How a two-page document can elevate your practice
How FDC Plan on Purpose can complement an existing tech stack
Brad Connors is the founder and CEO of iWealth and the founder of the FDC Plan on Purpose tool for advisors. Brad is also the author of “Fish Don’t Clap: Planning For A Purposeful Retirement” and has been advising individuals, corporations, and institutional investors for over 29 years. His work has been recognized by many and he has received numerous awards including LPL Financial’s “2019 Chairman’s Award” and Investment Centers of America Inc.’s “2014 Spirit of ICA” Award. Brad has been named a Twin Cities Five Star Wealth Manager Award Winner every year from 2012 to 2018, and one of the 2007 Top 50 Bank Advisors in the Nation by Bank Investment Consultant Magazine.
It’s not just you. Most advisors face the same challenge. Your client base is broadening and diversifying. You need to provide more sophisticated, more personalized solutions but where do you find the right resources?
In this episode, Laura Gregg and David Partain speak with Lacy Garcia, Founder and CEO of Willow, an award-winning financial technology and guidance platform. Her mission: To equip advisors with practical resources to engage with women and an overall rapidly changing wealth demographic.
The New Majority investor and their growing wealth ownership
How advisors can address the unique needs of their changing client base
Tactical solutions that can be put in place quickly
How coaching from Willow can help advisors create a meaningful client experience
Lacy Garcia is the founder and CEO of Willow. Willow is an award-winning financial technology and guidance platform that helps financial institutions better engage and serve women and the new majority of investors. Lacy and Willow have been featured on Yahoo Finance, Business Insider, Wealth Management, and more. Most recently, Lacy has appeared on the Today Show on NBC to help explain some important financial concepts and applications.
Building a practice from scratch after years in a large-team environment may not be easy, but it can be immensely rewarding.
In this episode, we invited Kaysian Gordon, Founder and Wealth Advisor at Kaysi Gordon Financial Planning, to talk about how she came to that decision, and the lessons she has learned that can benefit any advisor no matter what their career plan.
Her professional journey leading up to her decision to step out on her own.
How she integrated her personal passion and professional skills.
Her philosophy for investing and life
Practical advice for those who choose to run their own business
Kaysian Gordon is a Valley Stream, NY fee-only financial planner. Kaysi Gordon Financial Planning provides comprehensive and objective financial planning and investment management to help women of faith who are going through transitions organize, grow, and protect their assets through life’s changes. As a fee-only, fiduciary, and independent financial advisor, Kaysian Gordon is never paid a commission of any kind, and has a legal obligation to provide unbiased and trustworthy financial advice.
In this episode, Austin Hatch – a motivational speaker, athlete, and remarkable survivor—shares his inspiring journey and lessons that can help others respond to unexpected circumstances. Tune in for Austin’s powerful story and learn how the G.R.I.T. framework can help managers adapt to today’s challenges.
Helping others as a driving motivation
How the G.R.I.T. framework can help managers in the current economic market
The power and importance of leading by example
More insights and lessons from Austin’s experiences
Austin Hatch survived two plane crashes that claimed the lives of his entire immediate family. He suffered severe injuries that nearly took his life. When Austin woke from a 2-month-long coma, he had to re-learn basic life skills. The road to recovery was tough, but he found a way to push forward and fulfill his dream of joining the University of Michigan basketball team. Austin is now a motivational speaker with a poignant message about G.R.I.T. and how we can all thrive in the midst of adversity.
What has changed in the advisor landscape? What are advisors doing differently?
In this episode, Laura Gregg and David Partain talk with Michelle Lynn, Global Head of Data Science and Insights at Bloomberg Media Organization about the research she leads on the state of the advisor landscape. Michelle explains why Bloomberg supports this long-running study and discusses highlights from its findings and what it means for advisors.
The genesis and focus of Bloomberg research on advisory issues
Soft skills as a differentiator
Why diversity is increasingly important
The necessity – and challenge – of work/life balance
Michelle Lynn is the Global Head of Data Science and Insights at Bloomberg. She is responsible for all the data research and planning teams globally and provides insights and intelligence to drive solutions for clients.
Paul Binnion is the Chief Revenue Officer at Hanlon Investment Management. Paul is responsible for leading the overall direction of the firm’s distribution strategy while overseeing the sales, key accounts, and marketing teams in their efforts to build collaborative partnerships with successful financial advisors. Paul has more than 30 years of experience developing best practices with financial partners and specializes in building and motivating teams to help deliver successful outcomes to financial advisors and their clients.
Regina Huber is the CEO and founder of a coaching, speaking, and training business, Transform Your Performance. Through her firm, she drives transformational leadership and coaches value-driven, open-minded leaders to implement a powerful new business consciousness paradigm, so they can effectively build trust, increase their influence, and impact and create more human-centered workplaces. Regina believes doing so will result in higher employee engagement and more fulfilling work for employees. She is also fluent in multiple languages and has worked globally during her career on 5 continents, getting her start in Germany. Regina is also a prolific writer and is a published author of multiple books and articles on courageous leadership. Her latest book, Speak Up, Stand Out and Shine, was featured in the Huffington Post.
Just as people look online to check a restaurant or service provider before making a reservation or appointment, prospects and referrals are probably vetting you (among others) to determine whether to contact you. Who are they seeing?
In this episode, Laura Gregg and David Partain dive into the world of digital marketing and personal branding with April Rudin, founder and president of the Rudin Group. April shares four tips to make your digital presence more interesting and effective.
Founder and President of The Rudin Group, April J. Rudin is widely acknowledged as a top marketing strategist for the financial services and wealth-management sectors. Distinguished by her ability to forecast and leverage critical trends and her expertise in digital and traditional media, she leads a firm that designs bespoke marketing campaigns for some of the world’s leading wealth management firms, fintech, and family offices; campaigns that strengthen their brand value and drive client acquisition. April is recognized by IBM as an “Influencer” in wealth management and fintech and is a regularly-featured source of expert commentary to international news and business outlets, trade publications, and broadcast media.
What are your clients not telling you? What could you do differently to earn greater trust?
In this episode, Laura Gregg talks with Barnaby Riedel, one of the architects of FlexShares’ behavioral study on growing wallet share. The findings provide a sensible groundwork to build more productive and mutually rewarding client relationships.
His firm, RDCL, and its work in the financial industry
Why most research on growing wallet share falls short
The five client personas advisors need to understand
How you can tailor your approach to build trust (and wallet share) with each client type
Barnaby is co-founder and lead researcher at RDCL, a social-science based research firm dedicated exclusively to the most forward-thinking financial companies. Prior to founding RDCL, Barnaby taught at the University of Chicago in the Division of the Social Sciences. His approach to research is interdisciplinary and contrarian – drawing on everything from evolutionary psychology to cultural anthropology. Since being founded in 2013, RDCL’s work has delivered dramatic results for clients and has been featured in numerous trade publications as well as The New York Times, The Wall Street Journal and The New York Observer.
RDCL is a social science-based research firm dedicated exclusively to the most forward-thinking financial companies.
Important information regarding a discussion in the podcast:
Alpha and beta are two different parts of an equation used to explain the performance of stocks and Investment funds. Beta Is a measure of volatility relative to a benchmark, such as the S&P 500. Alpha Is the excess return on an Investment after adjusting for market-related volatility and random fluctuations.