I'm not the "guru" type who will boldly proclaim that a certain marketing strategy is dead. But I have a sneaking suspicion that advisors are keeping cold prospecting on life support by themselves because they don't know there's a better way.

But there is a better way that's far less time consuming, far more effective and profitable, and far less soul-sucking too.

In fact, there are 3 specific methods you can use to make prospective clients chase you instead of acting like a stage 5 clinger.

In today's show, I reveal these 3 proven methods to warm up prospects, skyrocket your appointments and conversion rates, and free yourself from the shackles of cold prospecting forever.

Listen now.

Show highlights include:

• The enormous (and mostly hidden) opportunity cost involved with cold prospecting that makes it the single worst way to drum up business (2:31)

• How "Reactance Theory," a psychological concept originally discovered by Jack Brehm in the 1960s, explains why watching paint dry could lead to a client faster than cold prospecting (4:08)

• 3 proven methods to warm up prospects so thoroughly that they feel like you're their good friend before your first meeting (4:44)

• The "LED" strategy that's the single most effective way to warm up cold prospects and skyrocket your meeting-to-client conversion rate (5:05)

• The only social media platform that exists in a trusted environment (This allows every post to potentially leverage the "halo effect" to ramp up engagement, appointments, and closed clients) (6:25)

• Don't know what to post on LinkedIn? Use the "3 Buckets" method and you'll never stare at a blank post again (7:14)

• The #1 LinkedIn mistake advisors make that's like running advertisements for a brick-and-mortar store and then locking the front door (11:07)

• How to get a 36x return on investment every time you push this specific button (14:13)

• 4 examples of lead magnets that actually work to turn strangers into clients (15:47)

• Why physical marketing creates deeper emotional responses than digital ads and, when done correctly, are far more likely to be remembered and acted upon (20:13)

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.

There is no shortage of tricks and tips created specifically for financial advisors who want to get more referrals.

And yet…

The entire industry struggles hard to actually land referrals. You might ask your clients to refer others to you in hundreds of different ways, but you can't trace back a single client to a referral.

The reason is actually quite simple:

Your clients physically cannot give you referrals because you're missing the most crucial ingredient to this formula. It's like trying to bake a cake without flour.

That's the bad news.

The good news?

Today's episode will shore up your referral game to such a level that every competitor you have won't be able to get any sleep at night because they're wondering how you do it.

Listen now to discover what it actually takes to cause a surge of referrals.

Show highlights include:

• A common "dead on arrival" problem common with referrals that may explain why even your best clients never send even one referral (1:13)

• Here is the exact reason why your clients physically cannot refer new clients to you even when they want and try to (2:34)

• The "referral ready sentence" technique to give to your best clients so they can happily send you referrals from dinner parties, barbecues, and other social outings (2:44)

• Why there are endless amounts of referral tactics and tips for advisors that are completely useless at creating referrals (and how going "upstream" addresses this problem in a way no tactic or tip ever can) (4:32)

• The "Four Zeros of the Referral-pocalypse" - this is the real reason why you get no referrals (and why you won't get any referrals until you address it) (6:02)

• How simplifying your value proposition to an offensive (to you) level can cause a surge of new referrals booking appointments with you (7:38)

• The hidden psychological reason why having more credentials makes you less attractive to potential clients (10:04)

• 4 things your referral ready sentence must have or it will fall on deaf ears and generate no new referral clients (13:51)

• A few before & after examples of the typical advisor referral sentence vs the 4-pronged "referral ready sentence" (you'll understand just by listening why my system wrecks the typical one into shambles) (17:41)

• Not getting any referrals from your clients? Use this 4-step system to reverse this trend as soon as tomorrow! (18:52)

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.

Your discovery meeting is costing you time, clients, and wealth. And most advisors never realize that their discovery meetings are slowly crushing their business.

The reason?

You're using the completely wrong approach in your discovery meetings!

Look, I get it - when a prospective client has a problem and you have a solution, it's natural to want to rush in with the solution. But your prospect isn't actually after a solution - they want something deeper and more fundamental.

And so, when they hear your solution, they shut down and book another discovery meeting with another advisor.

Here's the good news:

After listening to today's episode, you'll never make this discovery meeting mistake again. Not only will you come more prepared for every discovery meeting you book, but you'll also know exactly what you need to say to your prospect to turn them into a client.

Listen now.

Show highlights include:

• The cold, hard truth about why prospects ghost you after a great discovery meeting (0:38)

• How to instantly close more discovery meetings by simply talking less (3:06)

• The "motivational interview" secret, backed by over 1500 clinical studies, that is 2-4x more effective at driving behavior change than your current discovery call playbook (3:58)

• Why your natural inclination to this commonly asked discovery meeting question is absolutely wrecking your conversion rate (this mistake is so common it's been nicknamed the "righting reflex") (4:34)

• How your solutions to your prospect's problems actually makes them shut down and scares them to another advisor (and what prospects actually want from you) (5:32)

• Why asking simple "scaling questions" to your prospects will force them to tell you exactly how they want to be sold (6:55)

• How to "twist" the momentum from an objection back to your prospect in the most persuasive way possible (9:42)

• The "reflect, not reflex" technique that, when mastered, will do more persuasive "leg lifting" than any pitch could ever dream of doing (13:11)

• How to get your prospects to write your value proposition for you by acting like a drug counselor (16:48)

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.

Metrics are wonderful. I love them. I use them. And I suggest you track your metrics, so you can make better decisions especially over the long-term.

But metrics are terrible masters and wonderful servants.

Here's what I mean:

Obsessing over your metrics without understanding the underlying context of them is a recipe for wrecking your business in a hurry.

Not only are most marketing metrics vanity metrics (which only trick you into thinking you're performing better or worse than you actually are), but even the metrics that are most based in reality can dupe you into foolish business decisions.

That ends today if you listen to this show - as you'll discover the 20 metrics advisors can (and should) track, my favorite metrics from this list of 20, and a few real life stories that demonstrate how metrics can hurt your business.

Listen now.

Show highlights include:

• 20 business metrics every advisor should track (and why an obsessive focus on metrics alone can hurt your business growth) (4:59)

• My favorite metrics for advisors because they keep you in reality instead of going down the path of vanity metric fairy tale land (7:36)

• Why tracking your revenue per hour worked is one of the most effective ways to play more guilt-free golf (8:26)

• How properly tracking these key metrics can not only identify business problems before they become serious, but also prevent you from getting in your own way (10:59)

• A real life example (from a real financial advisor running a real business) about how obsessing over metrics can absolutely wreck your business (12:19)

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.

This episode might be the most important one I've ever recorded… And it has nothing to do with marketing.

Instead, it's a guide for hitting real financial independence, where you have the freedom to do whatever you want instead of bending over backwards to appease clients and pay your mortgage, faster than almost any other human on earth.

In fact, it's totally possible to take $10,000 and turn it into a crisp $1,000,000 in only 7 years after listening to this episode

But it can only work if you actually implement the advice I'm sharing.

Listen now.

Show highlights include:

• 2 investments that advisors overlook that will create more wealth for you than all your stocks combined (2:42)

• How to transform $10,000 into your first million dollars in only 7 years (and why most advisors scoff at this idea—at the expense of their wealth!) (3:48)

• Why you don't need to be a world class copywriter to beat A list copywriters conversion rates (I only know this because the last few A list copywriters I've hired made my conversion rate WORSE) (5:11)

• The cold, hard truth about why most people, including most advisors, never become millionaires (7:27)

• A forgotten psychological technique that makes it your moral duty to charge your clients as much as possible (16:24)

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.

There are certain people, who are not in your market and would never become your client, who try to offer you advice about your marketing and your overall business.

It's important you ignore these people and don't take their feedback seriously. The reason?

It's like a steakhouse owner taking advice from a broke vegetarian.

The trouble is, their feedback might feel like a good idea. It might make you feel like you're being responsible and open-minded.

But that is the trap.

That's why, in today's episode, I'm giving you permission to completely ignore these people and their dangerous advice.

Listen now.

Show highlights include:

• The destructive "steakhouse owner listening to broke vegetarian" trap that too many entrepreneurial advisors accidentally slip into (1:07)
• How setting strict and rigid boundaries around your business actually protects your wealth (and why thinking it'll eat your profits is short-sighted) (6:18)
• Why you should actually want people, particularly non-clients, to get offended by your marketing (11:13)
• The "Post Physique" technique for never being tricked into taking random feedback seriously (12:25)
• 3 harsh realities about people offering you unsolicited advice that will forever protect you from taking it to heart (16:02)

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.

This episode may make you uncomfortable, but it's too important to avoid.

There is a silly and self-sabotaging belief that runs rampant amongst financial advisors. It is actively destructive and extraordinarily expensive. And the only reason it exists is because it protects you from discomfort and responsibility.

The belief?

"I'm not ready for marketing."

This one poisonous belief has destroyed more advisors' wealth, time, energy, and even lives (due to the extra frustration and stress it causes over time) than anything else.

And I'm completely dismantling it for you, from every conceivable angle, in this episode so you never fall prey to this mind virus.

Listen now.

Show highlights include:

• A lethal and self-sabotaging marketing mistake advisors make with pride (it's like waiting to plant seeds until the crop is tall enough) (0:54)
• The root cause of ANY financial advisor's business success (and the harsh reality about why so many advisors fall flat on their face) (3:48)
• How to "jimmy" the laws of marketing to work in your favor (and why this scares the snot out of most advisors) (5:00)
• The imaginary timeline that quietly runs most advisors' careers without their ever knowing it (6:09)
• The most poisonous misconception you have about marketing that's keeping you worried about your bills instead of building wealth (7:37)
• Why marketing is far easier and more fun earlier in your career than it will be after you're established (9:30)
• The psychological reality behind having a quitter's mindset and why it chains you to future failure (13:47)

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.

I remember my uncle once telling me that most people are dumb, weak, and broke. While I thought it was harsh at the time, it has been consistently proven to be true over the years.

Why does this matter to you?

Two reasons:

First, to help you break through whatever limiting belief you've subconsciously placed on yourself that's keeping you out of the top 0.0001%. It's really not nearly as hard to become a one in a million person when you hear some of the statistics I share in this episode.

Second, because your clients can either be top 1% types who value your services and treat you like an investment… or they can be the headache clients who refuse to listen and who object to every piece of advice you give them.

Ready to become a top 0.0001% person?

Listen now.

Show highlights include:

• A potent marketing lesson from Harley Davidson and what they actually sold (it's NOT bikes) to their customers that can be instantly applied to your financial advice business (6:39)
• How raising your fees can actually improve your conversion rates (especially if you're worried sick that higher prices will lower your conversion rates) (9:06)
• The simple formula for becoming a top 0.0001% advisor in America (and why it's easier than you might think) (10:12)
• Why it's better for your long-term success to avoid failure rather than chase success (11:21)
• Here are some scary and shocking statistics about average Americans that makes your journey into the top 0.0001% easier than you'd ever imagine (11:55)
• How to avoid becoming a babysitter for adult children who don't take your advice to heart by making your marketing more repellant (21:26)

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.