Category: Practice Management

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Ep 36: Break Your Money Silence — With Kathleen Burns Kingsbury

Ep 36: Break Your Money Silence — With Kathleen Burns Kingsbury

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Many people feel nervous or uncomfortable when talking about money. Negotiating a raise or letting clients know about an increase in fees can be even more intimidating, even for financial professionals. 

In this episode, discover how advisors and clients alike can break their money silence with money-taboo shattering tips from wealth psychology expert Kathleen Burns Kingsbury. 

With a passion for helping people find their voice around their money, Kathleen joins Laura Gregg and David Partain to share her vision for a future in which there is no money silence and everyone feels comfortable talking about their money and compensation.

In this episode, you will learn:

  • Why advisors need to break their own money silence
  • The importance of understanding the true value you offer clients
  • Whether and how gender plays into money silence
  • Two steps for achieving a negotiation mindset
  • How to feel confident when negotiating your salary – even in a pandemic
  • And more!

Join David, Laura, and Kathleen now to learn how you can start to break your money silence today! 

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Kathleen Burns Kingsbury  | KBK Wealth Connection |  Breaking Money Silence

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Ep 35: Find Your Tribe in the Advisory Industry — With Shaun Kapusinski

Ep 35: Find Your Tribe in the Advisory Industry — With Shaun Kapusinski

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Most operations leaders are alone at their advisory firm. But you don’t have to be alone in your career. Whether you’re an operations professional, an advisor or even a compliance officer at a small or large firm, there are opportunities to find your tribe through a study group. 

In this episode, Laura Gregg and David Partain talk with Shaun Kapusinski, Founder of HIFON, a private independent study group for RIA operations professionals. HIFON has quietly built an operations community for more than 240 advisory firms from sole practioners to multi-billion dollar RIAs. Shaun explains why he created this group and how he continues to grow it after 10 years all while heading up technology and operations for Sequoia Financial Group, a multi-billion dollar RIA. 

In this episode, you will learn:

  • The benefits of networking with professionals in similar roles to your own
  • About Shaun’s job and how HIFON has helped him grow his career
  • Why HIFON limits membership based on functional roles
  • Expectations of members
  • How to create your own targeted study group
  • And more!

Tune in now to discover the power of study groups and how they can help you find your own tribe of professionals! 

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain |HIFON |Sequoia Financial Group 

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Ep 34: Breaking Through The Noise — with Christine Shaw

Ep 34: Breaking Through The Noise — with Christine Shaw

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How we think, act and work has been overhauled in 2020. This has meant major shifts for news and media professionals that advisors rely on for the latest advice news and in how they engage and meet their peers at industry events. Are these media professionals hitting the mark and what do they see ahead?

To find out, Laura Gregg is joined by InvestmentNews’ CEO, Christine Shaw in this episode. Christine shares how the InvestmentNews (IN) team has embraced the virtual world and shaken up how they are conducting business. She talks about the importance of rethinking content for virtual events to make them more relevant in our new normal. Christine also talks about why and how we need to elevate the discussion of diversity and inclusion within our industry and how InvestmentNews is leading the charge to provide actionable ideas to make real change happen.

In this episode, you will learn:

  • How the pivot to a virtual newsroom actually improved collaboration
  • The content and format implications of large scale and newly virtual events
  • What Christine is hearing from other CEOs about 2021 business expectations
  • Why Christine is committed to elevating the discussion of diversity and inclusion
  • And more!

Tune in now and discover how Christine Shaw and InvestmentNews are creating new resources for advisors to learn and engage with one another!

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | InvestmentNews | Her Success Matter Podcast

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Ep 33: Lessons Learned from the Pandemic and Beyond – With Corey Hoffstein

Ep 33: Lessons Learned from the Pandemic and Beyond – With Corey Hoffstein

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During uncertain times, it’s critical that advisors remind and reinforce the value that they are providing to their clients.

In this episode, Laura Gregg welcomes Corey Hoffstein, Founder and Chief Investment Officer at Newfound Research, a quantitative asset manager offering a suite of separately managed accounts and mutual funds to advisor firms and institutional investors. Corey talks about how Newfound chose to lead with empathy when reaching out to their advisor clients during the pandemic. Communication is not one-size-fits-all – especially in trying times. He also shares the resources that Newfound has provided to advisors to help them through difficult client conversations.

In this episode, you will learn:

  • How empathy can deepen client relationships
  • Customizing communications to meet advisors preferences
  • The reasons advisors choose to work with external money managers
  • How to keep your clients focused on their long-term plan.
  • And more!

Listen now and discover the lessons financial advisors have learned during this pandemic that will help strengthen them today and tomorrow!

Resources: FlexShares Exchange Traded Funds | Laura Gregg | Corey Hoffstein | Newfound Research

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Ep 32: Taking Behavioral Finance From Theory to Practice — With Jonathan Bernstein

Ep 32: Taking Behavioral Finance From Theory to Practice — With Jonathan Bernstein

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How can advisors take behavioral finance from theory to practice and address not only client biases but perhaps some of their own biases as well?

Listen to this episode, as Laura Gregg and David Partain talk with Stringer Asset Management’s Jonathan Bernstein. 

Jonathan has a passion for identifying and understanding the behavioral financial issues that can influence the long-term performance of a portfolio. He shares specific processes that advisors can implement to help clients limit or avoid poor investing choices — enabling them a better chance of achieving their long-term goals. 

Listen to learn:

  • Ways to address and overcome herd mentality
  • Three things to acknowledge to keep clients on track
  • How advisors can discourage the fear of missing out (FOMO) in clients
  • Why implementing a tactical portfolio sleeve may make sense
  • And more!

Listen to learn how to put a well-designed process into place today! 

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Stringer Asset Management | Jonathan Bernstein| Ep 20: Coaching Clients in Volatile Times – With Morningstar’s Dr. Sarah Newcomb 

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Ep 31: Adding Value through Insurance Discussions – With Rebecca Woan

Ep 31: Adding Value through Insurance Discussions – With Rebecca Woan

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Advisors, are you well-equipped with the knowledge and expertise you need to provide clients with the insurance guidance they need? 

In this episode, Laura Gregg and David Partain are joined by Rebecca Woan, Principal and Founder of Chartwell Insurance Services. Together, they discuss a range of risk management considerations. Rebecca highlights areas where high-net-worth clients may be at risk by being underinsured or by not having assets properly titled. Understanding the right questions to ask and a specialist to rely upon are critical in delivering a truly holistic wealth management experience.

In this episode, you will learn:

  • The value gained by partnering with a trusted insurance specialist
  • Areas where wealthy clients are often under-insured
  • When coverage for cyber risks and social media exposure is needed 
  • What parents need to know when gifting a car to their children
  • And more!

Tune in now and discover the value insurance discussions can bring to your planning!

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Chartwell Insurance Services | Rebecca Woan

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Ep 30: How Advisors Are Gaining Traction in the Pandemic – With Penny Phillips

Ep 30: How Advisors Are Gaining Traction in the Pandemic – With Penny Phillips

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Why have some advisory firms grown while others have stalled during the pandemic?

In this episode, Laura Gregg and David Partain discuss how advisors are gaining traction in the pandemic with Thrivos Consulting Founder Penny Phillips. Penny shares some timeless advice on prospecting, marketing and the urgent need to embrace change to build trust and nurture lasting client relationships.

In this episode, you will learn:

  • How Thrivos is helping advisors re-imagine their businesses
  • What it takes and why you need to be a relentless prospector
  • How and why to rethink your approach to getting client referrals
  • Tactics advisors are using to drive success
  • And more!

Tune in now to learn how you can nurture and grow your client relationships during the pandemic and beyond.

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Penny Phillips | Thrivos Consulting

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Ep 29: Marketing in the Age of Social Distancing – With Maribeth Kuzmeski, PhD.

Ep 29: Marketing in the Age of Social Distancing – With Maribeth Kuzmeski, PhD.

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Just because you can’t meet your clients face-to-face at this time doesn’t mean you can’t host extraordinary events and attract new leads.

In this episode, Laura Gregg and David Partain are joined by Dr. Maribeth Kuzmeski, PhD, President of Red Zone Marketing. Maribeth shares some insights from her recent advisor study on how financial advisors are navigating through the pandemic. She discusses the impact of the pandemic on how advisors do business and shares some actionable ideas for creating memorable client events and meetings and how to prospect in the pandemic.  

In this episode, you will learn:

  • How advisors are growing their businesses – stats from her latest research study
  • What needs to change when you shift to a virtual event
  • How to put your website to work for you – especially during uncertain times
  • Getting personal with prospects — virtually
  • And more!

Discover how the pandemic has changed marketing for financial advisors!

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Red Zone Marketing

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Ep 28: Standing Out Among Advisors — with Devin Ekberg

Ep 28: Standing Out Among Advisors — with Devin Ekberg

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In a crowded financial advisory space, how can you stand out?

To answer this question, Laura Gregg and David Partain welcome Devin Ekberg, chief learning officer and managing director of content development at Investments & Wealth Institute. 

Listen to hear about the research that the Investments & Wealth Institute conducted with Cerulli Associates on three key trends shaping the financial advice industry and testing advisors’ abilities to grow and drive practice profitability. 

In this episode, you will learn:

  • How to navigate in an increasingly fiduciary environment.
  • Ideas for maximizing human capital
  • The impact of an exceptional client experience
  • And more!

Tune in now to learn what steps you can take today to set yourself apart as a financial advisor!

Resources: FlexShares Exchange Traded Funds | Contact Laura Gregg | Contact David Partain  | Contact Devin Ekberg | Investments & Wealth Institute ❘ Investments & Wealth Institute Research Reports

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Ep 27: Cultivating Meaningful Client-Advisor Relationships — With Adam Boyer

Ep 27: Cultivating Meaningful Client-Advisor Relationships — With Adam Boyer

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Advisors, have you checked in with your clients recently? 

Adam Boyer, Head of Business Development for Emotomy at Northern Trust joins Laura Gregg and David Partain to discuss the importance of advisor-client relationships and what it takes to build client trust. 

Together, they explore the role technology plays in communication and the need for maintaining communication with clients — especially during challenging times like these – and how the right mix can help you grow your business.

In this episode you’ll learn:

  • The value of quality over quantity when communicating with clients
  • How to balance technology with personal attention
  • Ways to think outside of the box when engaging clients
  • How client-advisor relationships impact advisors’ revenue and referrals
  • And more!

Join Laura, David, and Adam now to explore the value of meaningful communication with your clients!

FlexShares Exchange Traded Funds | Contact Laura Gregg | Contact David Partain  | Emotomy | Northern Trust

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