Tag: Research
Ep 71: Are Your Clients “Really” Fine? With Julie Littlechild

Ep 71: Are Your Clients “Really” Fine? With Julie Littlechild

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The right questions elevate good service to actual engagement. They build trust, confirm your credibility and, most important, provide valuable information you won’t capture on a client questionnaire. 

In this episode, Laura Gregg and David Partain speak to Julie Littlechild, Founder and CEO of Absolute Engagement. They discuss the importance of going beyond “How are you?”, “I’m fine.” to elicit more meaningful responses, and how a leadership approach can help steer client conversations for optimal results. 

Julie Littlechild discusses: 

  • How to engage to understand what clients really need from you
  • Questions that can lead to more productive conversations and feedback
  • Being a leader for your clients, and its impact on your business
  • Navigating difficult conversations and situations 
  • And more

Resources: 

Connect With [Julie Littlechild]:

Connect With  Laura Gregg: 

Connect With  David Partain: 

About Our Guest:

Julie Littlechild is the Founder and CEO of Absolute Engagement, an advisor coaching firm that guides advisors through a discovery process that connects the feedback directly from the client to the advisor to help identify and develop an action plan to help those firms achieve their most important goals. Julie has worked with and studied successful financial advisors and their clients for more than 25 years prior to founding Absolute Engagement, she launched and ran one of the industry’s leading client engagement, focused research firms.

She is the author of a popular blog and the author of the book, “The Pursuit of Absolute Engagement.” Julie sits on an Investment and Wealth Institute Advisory board and was identified twice as one of the 25 most influential people in financial planning, and she won an Industry Influencer Award in Practice Management.

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Ep 56: Assess Before Building A Diversity & Inclusion Program – With Kemy Joseph, CEO of F.E.A.R.S Advantage

Ep 56: Assess Before Building A Diversity & Inclusion Program – With Kemy Joseph, CEO of F.E.A.R.S Advantage

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“Assess before you make a mess,” is what Kemy Joseph, CEO and DEI Strategist at F.E.A.R.S. Advantage tells Laura Gregg and David Partain in this episode of The Flexible Advisor.

Kemy talks about the stress that firm leaders face when it comes to the topic of diversity, equity and inclusion (DEI) and why it’s critical that firm leaders understand the current culture that exists within their firm before implementing DEI change. Once existing staff and leaders feel safe, trusted and included, then consider adding other diverse hires in an intentional way to strengthen your firm’s culture. The conversation covers data from FlexShares latest diversity study and how Kemy works with firm leaders identify appropriate goals for their firm’s DEI program that lead to measurable business benefits

Listen to learn: 

  • Why trust is a critical underpinning for building a successful DEI program.
  • Confusion that DEI is just about hiring people of different skin colors or genders
  • The difference between DEI committees and DEI clubs
  • Building a DE&I program based on specific outcomes firms desire
  • The four measures of safety within an organization 
  • And more

Resources: 

Connect With Kemy Joseph:

Connect With  Laura Gregg: 

Connect With  David Partain: 

About Our Guest:

Kemy Joseph is the CEO and DEI strategist at F.E.A.R.S. Advantage LLC. He works with firm owners and leaders within the financial services space to help them better understand how to create diversity, equity and inclusion programs that will yield results, both business and social. He’s on a mission to help around 5 million business leaders advance equity in their organizations by 2030 to create company culture where people of all backgrounds can work safely and thrive.

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Ep 55: Consumer Preferences In Hiring a Financial Planner — With Dr. Miranda Reiter, CFP®, Texas Tech University

Ep 55: Consumer Preferences In Hiring a Financial Planner — With Dr. Miranda Reiter, CFP®, Texas Tech University

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What’s most important when choosing a financial planner?  Does race and gender outweigh other characteristics like age, years of experience or levels of trust?

Dr. Miranda Reiter, CFP®, from Texas Tech University, is studying this topic and shares her findings on what’s most important to consumers. Listen as Laura Gregg and David Partain compare and contrast data with Dr. Reiter’s about her work and the FlexShares’ 2021 study on diversity in advisory. Where were findings similar and where did they diverge and why? 

Topics covered: 

  • Dr. Reiter’s journey from banker to financial planner and entrepreneur to college professor.
  • What sparked her curiosity to study the impact of race and gender in hiring a planner?
  • Where does trust rank in the decision process?
  • How planning students are engaging in digital advisor technology
  • Covid’s impact on virtual engagements and reach in finding a planner
  • Why to consider improving your cultural competency
  • And more

Resources: 

Connect With Dr. Miranda Reiter

Connect With  Laura Gregg

Connect With David Partain

About Our Guest:

Miranda Reiter, CFP® is an assistant professor of financial planning at Texas Tech University. Her research interests in financial planning and consumer finance include race, diversity, and gender issues. She has worked as a financial planner and a banker at several Fortune 500 firms. Miranda recently received recognition for her work including 2020 Omicron Nu Research Fellowship, 2020 Center for Financial Security Junior Scholar, 2019 Financial Planning Association Best Research Award and 2019 Under 40 Award! 

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Ep 49: Conquering Stress: Harnessing the Power of Your Anxiety — With Dr. Chloe Carmichael

Ep 49: Conquering Stress: Harnessing the Power of Your Anxiety — With Dr. Chloe Carmichael

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Advisors are stressed, and female advisors report the higher levels of stress. But is that necessarily bad?

This is the second in a series of episodes focused on Advisor Wellness where we talk with experts who provide tips to help you manage your health and wellbeing. In this episode we speak with Dr. Chloe Carmichael, a clinical psychologist whose private practice in New York City focuses on stress management, relationship issues, self-esteem and coaching.  Dr. Chloe is the author of the recently published book, Nervous Energy: Harness the Power of Your Anxiety. 

Laura Gregg, David Partain and Dr. Chloe explore what’s behind advisor stress and anxiety and why reporting being stressed may actually be a sign of good mental health. Dr. Chloe offers tips for women – and all advisors feeling overwhelmed — on how to ask for help and get it.

In this episode, you will learn:

  • You’re stressed out.  Now what?
  • Are women really more stressed than men?
  • Powerful words to use when asking for help.
  • How to harness the power of your anxiety.
  • Tips for leaders to help teams navigate uncertainty.
  • And more!

Tune in today to discover how to effectively channel your stress and anxiety in ways that will help your business and relationships!

_____

Dr. Chloe Carmichael holds a doctorate in Clinical Psychology from Long Island University. Her private practice focuses on stress management, relationship issues, self esteem, and coaching. Dr. Carmichael sees clients in her Manhattan office or via video. She is the author of Nervous Energy: Harness the Power of  Your Anxiety (in press, Macmillan, 2021)

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Dr. Chloe | Connect with Dr. Chloe Carmichael on LinkedIn | Nervous Energy: Harness the Power of Your Anxiety

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Ep 48: Conquering Stress and Coming Back Stronger — with Dr. Jack Singer

Ep 48: Conquering Stress and Coming Back Stronger — with Dr. Jack Singer

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As an advisor, you work hard to lessen your clients’ financial stress. But, how can you reduce and manage your own stress to prevent burnout? 

This is the first in a series of episodes focused on Advisor Wellness where we talk with experts who provide tips to help you manage your health and wellbeing. In this episode we speak with Dr. Jack Singer, PhD., a clinical/sports and organizational psychologist who authored The Financial Advisor’s Ultimate Stress Mastery Guide. Listen for his easy-to-implement behavioral changes that can help advisors boost their psychological immunity.  

In this episode, you will learn:

  • How financial advisors are similar to professional athletes
  • Ways Dr. Jack coaches advisors around their unique stressors
  • Tips for adjusting your mindset and behavioral patterns 
  • How to recognize toxic self-talk — and what you can do to prevent it
  • And more!

Tune in today for tips and strategies on preventing stress and burnout! 

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Resources on Advisor Wellness | Connect with Dr .Jack Singer on LinkedIn | The Financial Advisor’s Ultimate Stress Mastery Guide | Dr. Jack Singer Email

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Ep 47: Growing the Practice of Your Dreams — With Rita Robbins

Ep 47: Growing the Practice of Your Dreams — With Rita Robbins

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Build the business of your dreams while serving clients with integrity, creativity, and compassion!

In this exciting episode, Laura Gregg and David Partain sit down with Rita Robbins, Founder of Affiliated Advisors. As one of the first women to launch an Super OSJ (Office of Supervisory Jurisdiction) and a consultant who leads more than 85 advisors across the country, Rita shares how she’s helping advisors better grow their business using social media strategies, succession planning, forward-thinking problem solving, and more.

In this episode, you will learn:

  • Success stories of advisors who Rita has helped fine-tune and grow their business
  • Advisor characteristics that lead to success
  • How Rita’s unexpected lavender farm purchase is helping a new crop of small business owners 
  • Why the advisory industry lacks women — and what we can do to change this 
  • And more!

Listen in to learn about Affiliated Advisors and Rita’s mission to help you grow your business! 

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Connect with Rita Robbins on LinkedIn | Affiliated Advisors

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Ep 46: The Race to Scalability — With Paul Binnion, Hanlon Investment Management

Ep 46: The Race to Scalability — With Paul Binnion, Hanlon Investment Management

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Advisors, how are you collaborating and partnering with your outsourced solutions partners?

In this episode Laura Gregg and David Partain are joined by Paul Binnion of Hanlon Investment Management. They discuss today’s advisory landscape and take a deeper look into FlexShares’ Race to Scalability study and the power of collaboration between advisors and their external investment managers.

In this episode, you will learn:

  • Are you interesting or interested? Why it matters to the advisor-client relationship
  • The reasons financial planning trumps investment management
  • How to put a value on your time in order to build better relationships.
  • Where advisors are making changes in their businesses to gain efficiencies
  • The importance of understanding your “why” 
  • And more!

Tune in now to learn how you can scale your business and deepen client relationships! 

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Connect with Paul Binnion on LinkedIn | Hanlon Investment Management | Race To Scalability 2020 Research Study

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Ep 45: Women and Financial Wellness – With Heather Ettinger

Ep 45: Women and Financial Wellness – With Heather Ettinger

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In 2019, women in the U.S. controlled more than $10 trillion with expectations of that tripling over the next decade according to McKinsey & Co.

Many advisors, however, are missing the mark in building relationships with women. In this episode, Laura Gregg and David Partain welcome Heather Ettinger, Founder and CEO of Luma Wealth – an advisory firm designed around serving and empowering women. Heather shares her passion for helping women design their intentional future through a path to financial wellness. She reveals a new way of approaching conversations with women that will help you better understand their goals and wealth management needs.

In this episode, you will learn:

  • Ways advisors can fine-tune their soft skills to build lasting client relationships
  • How to unravel the money messages of your clients to guide them on their journey
  • Why women often expect something more than money management
  • How financial empowerment can inspire women to become agents of social change
  • And more!

Tune in now for a new look at women and financial wellness! 

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Connect with Heather Ettinger on LinkedIn | Fairport Wealth | Luma Wealth | Lumination: Shining Shining a Light on a Woman’s Journey to Financial Wellness

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Ep 44: The Benefits of Building a Purposeful Firm Culture – With Marie Dzanis, CIMA®

Ep 44: The Benefits of Building a Purposeful Firm Culture – With Marie Dzanis, CIMA®

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The culture of a firm directly impacts it’s bottom line. It affects how employees engage with clients and how your firm is viewed within the community.

In this episode, Laura Gregg and David Partain welcome Marie Dzanis, Head of Asset Management, EMEA and Chief Executive Officer of Northern Trust Global Investments. Marie is passionate about the power of nurturing a sustainable culture and talks about a paper she recently authored on the subject which specifically addresses a more virtual workforce.

In this episode, you will learn:

  • 3 steps for cultivating a purpose-driven culture within your firm
  • Why the “S” in ESG has never been more relevant.  
  • How accountability is key in strengthening a firm’s culture
  • Optimizing hiring by looking beyond geographic borders
  • Ideas to build loyalty in a virtual environment.
  • And more!

Listen now to discover why defining and nurturing the culture within an advisory firm may be more important than ever.

Resources: FlexShares Exchange Traded Funds | Laura Gregg | Email for Marie’s Paper | David Partain 

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Ep 43: A New Look At Gender Stereotypes – With AnnMarie Pino and Susan Czochara

Ep 43: A New Look At Gender Stereotypes – With AnnMarie Pino and Susan Czochara

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It’s time for advisors to let go of some deeply held stereotypes about women investors. Investment preferences may have less to do with gender or more with levels of wealth and roles in the household.

In this episode, David Partain talks with Co-Host Laura Gregg, AnnMarie Pino Director of Financial Research at Greenwald Research and Susan Czochara, Head of Retirement Solutions from Northern Trust Asset Management. Together, these three women talk about their research and provide data on what really drives investment decisions for women and why advisors should stop assuming all women’s investment knowledge and risk preferences are the same.

In this episode, you will learn:

  • Why segmenting your client base can build better relationships
  • How confidence and risk appetite changes as wealth grows
  • Stereotypes to steer clear of when thinking of female investors 
  • Findings from the Northern Trust/Greenwald research on retirement plan participants 
  • About the FlexShares research study on high-net-worth primary breadwinners 
  • And more!

Join us now to gain a better understanding of the many nuances of your female clients!

Resources: FlexShares Exchange Traded Funds | Laura Gregg | David Partain | Greenwald Research | Northern Trust Investment Institute 

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