Top Advisor Podcast

“To grow to an 8-figure business, you have to fire yourself – let go of doing all of the things that you think you have to do as the founder, as the advisor, and really let go so you can step into this visionary leadership role that most founders want to be in.” Julia Carlson In this conversation, Julia Carlson shares how she grew her practice from scratch, building a dynamic team and eventually stepping into a visionary leadership role (yes, “firing herself” in the process).  You’ll hear about her dedication to helping both retirees and entrepreneurs, her passion for holistic financial planning, and her mission to inspire 1,000 entrepreneurs to each give $1 million to causes they care about, ultimately creating a $1 billion movement for good. Whether you’re looking for insights on scaling a business, creating meaningful differentiation, building a powerful team culture, or simply finding happiness and balance as an advisor, you’ll find Julia brings both practical strategies and a refreshingly authentic perspective.  Bill and Julia Discuss: How leaders shift from rugged self-reliance to collaborative leadership as their firm scales. How her Retirement Readiness Checklist becomes a magnet for her Right-Fit Clients. The power of serving both pre-retirees and business owners and how this dual focus fuels deeper relationships. Why Julia chose organic growth over acquisitions and what that has meant for her firm’s culture, trust, and scalability. The impact of embedding generosity into a business model and how the $1 Billion for Good movement inspires teams and clients alike. Why modern advisors must blend investment + insurance + planning into one holistic approach. Sponsor: EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client   Connect With Julia Carlson LinkedIn: https://www.linkedin.com/in/thejuliacarlson/  Website:  https://www.thejuliacarlson.com/  Writers Island: https://www.writersislandtv.com/julia_carlson Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Tessa Santarpia:     Julia Carlson is the Founder and CEO of Financial Freedom Wealth Management Group, a nationally recognized firm ranked in the top 1% of the industry. An entrepreneur, speaker, author, and educator, Julia has become a respected thought leader on tax-efficient retirement strategies, distribution planning, and exit planning for business owners. She launched her firm at the turn of the century and has since built a reputation for exceptional client service and visionary leadership. Julia is the author of Money Loves You and has a new book forthcoming in February 2026: Let’s Get You Fired – How Entrepreneurs Scale to 8 Figures by Letting Go and Leading with Vision. Through her coaching and guidance, she helps entrepreneurs grow beyond the hustle, build companies that thrive without their constant presence, and create a legacy of generosity. Her bold mission: help 1,000 entrepreneurs scale to 8 figures and give $1 million each to causes they care about—fueling a $1 billion movement for good. A frequent voice in the media, Julia has been interviewed by Barron’s, Forbes, Financial Advisor Magazine, MSN, Reuters, InvestmentNews, USA Today, Yahoo! Finance, and Nasdaq. She has been named an InvestmentNews Women to Watch honoree, and a multi-year Forbes Top Women Wealth Advisor. She works from the firm’s office in the beautiful coastal community of Newport, Oregon, where she lives with her husband and their three children.

For the human brain, we all have a negativity bias. It’s not a flaw; it’s actually a survival mechanism. So, it’s not that your clients are necessarily overreacting, it’s more that their biology is perceiving a threat when none might even be there. Tessa Santarpia. In this episode of Top Advisor Podcast, my guest Tessa Santarpia and I are diving deep into the fascinating world of neuroscience and its impact on financial decision-making.  This is a compelling conversation about your clients’ brains – as well as YOUR brain – that offers insight into the way we think, feel, and act around money. Tessa explains why logic alone doesn’t drive financial behavior and how factors like negativity bias, survival mode, and early “money memories” can have a powerful influence on everything from market anxiety to risk-taking.  You’ll learn practical, neuroscience-backed techniques that advisors can use to calm client fears, foster meaningful conversations, and build deeper trust. Plus, Tessa shares actionable strategies for advisors to regulate their own emotions, shift out of survival mode, and cultivate a growth mindset—so they can lead clients by example. Quick Excerpts: [00:06:30] “When someone sees red on a chart or a market downturn, the nervous system treats it like a physical threat and their body treats it as such.” [00:07:40] “There are actually very simple neural techniques that advisors can do to re-engage that rational part of the brain.” [00:08:55] “The client is not just listening to your words, they’re actually feeling your nervous system.” [00:11:23] “Advisors have the same brain wiring as their clients. So, the amygdala, the fear center, is still getting hijacked…” [00:24:18] “The most important thing you can do is to really get out of the head, drop into the body. This is when you just want to allow that emotional wave to pass through you.” Whether you’re looking for fresh perspectives to enhance client relationships or want to better understand your own (and your team’s) financial behaviors, this episode is packed with insights and tangible takeaways you won’t want to miss! Sponsor:  EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client   Connect With Tessa Santarpia: LinkedIn: https://www.linkedin.com/in/tessasantarpia/ Website:  https://visualizein360.com/  Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Tessa Santarpia:     Chief Executive Officer and Lead Trauma-Informed Healing Facilitator Tessa Santarpia brings a rare blend of strategic healthcare expertise and deeply embodied healing practice. With a background in Health Policy and Management from Columbia University, she has led physician practice operations in both integrative medicine and mental health clinics, focusing on optimizing systems that prioritize patient experience, access, and impact. Tessa’s professional path has always been rooted in one question: How can we make alternative healing therapies more understandable, accessible, and backed by science? This curiosity has led her to study the brain and nervous system through the lens of trauma, altered states of consciousness, and embodied healing. She is trained in mindfulness and meditation, somatic breathwork, psychedelic integration, and flow state facilitation, weaving these modalities into the fabric of VISUALIZEin360’s offerings. As a trauma-informed healing facilitator, Tessa is passionate about creating spaces that support emotional safety, nervous system regulation, and inner transformation. Her leadership is driven by a belief that people deserve tools that meet them where they are and are grounded in both science and spirit.

Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences.  In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy.  Drawing on decades of research and field experience, Richard explains why empathy, thoughtful communication, and personalized experiences are now the keys to standing out – to attract and retain ideal clients. Richard shares practical strategies and real-life examples, including how small, intentional actions can generate lasting relationships and even significant referrals. Bill and Richard Discuss: The four keys to remarkable client experiences Why “great service” isn’t enough anymore Why a structured, proactive communication plan sets top advisors apart and how often our clients really expect to hear from you The power of asking better questions Why clients who are merely “satisfied” are always at risk of leaving and how to become the kind of advisor they advocate for with their friends and colleagues … And more! Sponsor: EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client   Connect With Richard Weylman: LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/ Websites: www.richardweylman.com www.weylmancenter.com weylmanconsultinggroup.com  Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Richard Weylman:     Richard was orphaned at age 6, lived in 19 foster homes and attended 11 different schools. Breaking out of those circumstances, he led an award-winning Rolls-Royce Motorcar operation then progressed to heading and then creating the initial sales and marketing organization for The Robb Report, an internationally recognized magazine for the affluent lifestyle. For nearly three decades Richard has been honored to show business owners and professionals around the world the path to proven business growth and success. He uses his unique ability to see things from the client’s or customer’s perspective and interpret their needs to then create the prescriptive strategies and tactics needed to elevate business performance in today’s marketplace. As a researcher, author, consultant, and serial entrepreneur, he helps to deliver personalized and dynamic presentations that achieve real outcomes and measurable results.

What can financial advisors learn from those guiding the world’s wealthiest and most complex families? And how can you position yourself as the advisor your A+ clients call first? In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships. 3 Key Takeaways: Advising ultra-wealthy families is about more than money. The right brain side –  trust, relationships, and emotional dynamics – is often where true value is built.  Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges.  Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way. Bill and Rich Discuss: Why speaking truth to power is essential for advisors who want lasting influence   Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor  Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer  Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list  How to help families build sustainable, purpose-driven offices with the right people and plan  … And more! Connect With Rich Wolkowitz: Email: rich@xylogenesis.com LinkedIn:   https://www.linkedin.com/in/richardjwolkowitz/ Website:  https://www.xylogenesis.com Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Rich Wolkowitz:     Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type.  A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management. Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive.  Prior to founding Xylogenesis®, Rich managed a global family business consulting firm. Known for his ability to “speak truth to power.”  Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.

Standing out as a financial advisor requires more than credentials; it’s about clarity, connection, and purpose. How do you move from being “just another advisor” to someone clients instantly trust and want to work with? How do you stop competing on titles and start owning the problems your clients care about most? In this special 100th episode, Referral Coach Bill Cates interviews Derrick Kinney, bestselling author of Good Money Revolution and former top-ranked advisor, about the mindset and strategies that helped him scale his practice to the top 1% before transitioning into coaching advisors. Derrick explains how clarity of purpose, the right words, and emotional connection can transform an advisor’s business and make competitors irrelevant. Derrick discusses:  Why he sold his successful advisory practice to pursue writing, coaching, and media work The biggest mistake advisors make when introducing themselves and how to “own a problem” instead of relying on credentials How asking the right questions and not solving problems too quickly keeps prospects engaged and builds trust The importance of narrowing your focus, presenting yourself as a specialist, and connecting with clients’ pain points How visibility in media and storytelling can make competitors irrelevant and attract ideal clients …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Success for Advisors – 10 Conversation Mistakes guide Simple Teen Success – Teen communication & life skills resource Good Money Podcast with Derrick Kinney Good Money Revolution by Derrick Kinney Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Derrick Kinney: Website: Derrick Kinney LinkedIn: Derrick Kinney About Derrick Kinney: Derrick Kinney is widely considered one of the most engaging and down-to-earth money and business experts in the country. He built one of America’s top financial firms and helped countless clients become millionaires. Then, he sold it to give everyone access to his Middle-Class to Millionaire Playbook. As America’s Financial Educator, he’s a sought-after guest on top podcasts and a go-to expert on FOX, CNN, CNBC, and Yahoo Finance. He’s also the Wall Street Journal and USA Today bestselling author of Good Money Revolution.

If you think numbers and charts are enough to win clients, think again. In this episode, Referral Coach Bill Cates interviews renowned author and speaker Mitch Anthony about the decisive role of storytelling and life-centered financial planning.  Mitch shares how neuroscience has proven that emotional connection, not just data, drives decisions, and how financial advisors can uncover deeper client relationships through meaningful conversations. He also unpacks the real promise advisors should be making, that is, helping clients get the best life possible with the money they have. Mitch and Bill Discuss:    How story-based communication triggers emotional engagement and decision-making better than logic-heavy pitches Why advisors should uncover the client’s story before telling their own, and how that builds trust The importance of using relatable metaphors to explain complex financial concepts The shift from ROI-focused advising to Return on Life (ROL) and values that can’t be easily compared Simple but profound questions advisors can ask to build deeper connections without taking more time …And more! Highlights: [00:04:15] Mitch defines “storyselling” and why it works so well [00:14:30] The mistake most advisors make with stories – and how to fix it [00:26:10] What life-centered planning really means (hint: it’s not just about the numbers) [00:38:45] How to shift your discovery process to focus on “return on life” [00:48:00] Mitch’s advice to advisors looking to deepen client loyalty Sponsors:  EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With Mitch Anthony: mitch@mitchanthony.com LinkedIn: Mitch Anthony Website: Mitch Anthony Website: ROL Advisor Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Mitch Anthony: For more than two decades, Mitch and his team have provided training and development for both individual advisors and major organizations throughout the world. Mitch personally consults with firms around the world on both life-centered financial planning and relationship development. Mitch is a consistently top-rated presenter who has spoken around the world, from private client events to audiences of more than 10,000. He has been named “one of the most meaningful speakers in financial services today” and hailed as one of the industry’s top “Movers & Shakers” for his pioneering work. Along with Texas Tech University, he has developed a certificate program in Life-Centered Financial Planning. Mitch is a sought-after expert for the media and a regular columnist for Financial Advisor magazine. His columns have appeared on CBS MarketWatch and in the Journal of Financial Planning. Mitch is also host of the daily radio feature, The Daily Dose, heard on over 100 radio stations nationwide. StorySelling for Financial Advisors, cited by Financial Advisor magazine as the number one “must-read” book for financial professionals, is an industry standard. In addition to The New Retirementality (now in its 5th edition) and Your Clients for Life, Mitch is the author of many groundbreaking books for advisors and consumers, including Defining Conversations,  The Financial Professional’s StoryBook, Your Client’s Story, Selling with Emotional Intelligence, The Financial Lit-Kit (The Cash in the Hat, The Bean is not Green, and Where Did the Money Go?), and Life-Centered Financial Planning.

Financial advisors face the real challenge of proving their worth to clients who have more options and skepticism than ever before.  How do today’s top advisors cut through the noise, establish credibility, and attract clients in a way that actually works? In this episode, Referral Coach Bill Cates interviews Michael Kitces, Chief Financial Planning Nerd at Kitces.com and a leading voice in the advisory profession, about what truly moves the needle for financial advisors.  They tackle the foundational role of trust, the evolving meaning of holistic advice, effective tactics for client acquisition, and what separates advice-focused advisors from product-driven ones. The conversation also looks ahead at the future of financial planning and practical strategies advisors can use to grow their firms. Michael discusses: The essential role of trust in both building relationships and driving client acquisition How advisors can leverage “borrowed trust” through referrals and other trusted sources His mission to make advisors “better and more successful” The changing definition of a holistic advisor and the increasing importance of delivering real, advice-first value to clients versus just selling products Research-backed insights into which marketing activities effectively generate new clients and revenue for advisory firms …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Michael Kitces: Website: Kitces.com Website: Focus Partners Advisor Solutions LinkedIn: Michael Kitces About Michael Kitces: Michael E. Kitces, MSFS, MTAX, CFP®, CLU, ChFC, RHU, REBC, CASL, is the Head of Planning Strategy for Focus Partners Wealth, a private wealth management firm located in St Louis, Missouri, that oversees more than $50 billion of client assets. In addition, he is the co-founder of the XY Planning Network, AdvicePay, fpPathfinder, and New Planner Recruiting, former practitioner editor of the Journal of Financial Planning, and the publisher of the e-newsletter The Kitces Report and the popular financial planning industry blog Nerd’s Eye View through his website www.Kitces.com, dedicated to advancing knowledge in financial planning. Michael is also a popular speaker on financial planning and practice management topics, and can be seen presenting at 50-70 regional and national conferences for financial advisors every year. Michael is one of the 2010 recipients of the Financial Planning Association’s “Heart of Financial Planning” awards for his dedication to advancing the financial planning profession. In addition, he has variously been recognized as financial planning’s “Deep Thinker,” a “Legacy Builder,” an “Influencer,” a “Mover & Shaker,” part of the “Power 20,” and a “Rising Star in Wealth Management” by industry publications. These awards were presented to honor Michael’s active work in the financial planning community. Michael is also a co-founder of NexGen, a community of the next generation of financial planners that aims to ensure the transference of wisdom, tradition, and integrity from the pioneers of financial planning to the next generation of the profession.

Many advisors build thriving practices, only to feel trapped by the very work they love. What if your career could energize, rather than drain, your life? In this intriguing conversation, Referral Coach Bill Cates, CSP, CAPE interviews Kristin Harad, CFP®, founder of Full Advisor Coaching, who explains how financial advisors can embrace work-life integration rather than chasing an elusive balance. Kristin unpacks her five-part framework for designing a business that fuels a life of fulfillment, freedom, and intention. Kristin and Bill Discuss: Why “work-life balance” is a myth and how to think instead in terms of integration Common friction points high achievers experience when pursuing both career and personal goals Her five-part framework for envisioning an integrated work-life future  The importance of mindset shifts like embracing progress over perfection Practical steps advisors can take, including calendar audits and giving themselves permission to prioritize life alongside work …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With Kristin Harad: LinkedIn: Kristin Harad Full Advisor Coaching Download Kristin Harad’s Work-Life Worksheet now! Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Download Kristin Harad’s Work-Life Worksheet now! About Kristin Harad: After years in financial services marketing with companies like Visa, Charles Schwab, and JPMorgan Chase, Kristin Harad set out on her own in 2006. She founded VitaVie Financial Planning, the first fee-only financial planning firm focused on expectant parents and growing families in the San Francisco Bay Area. Starting from nothing, she built it into a six-figure business in under three years. The freedom of entrepreneurship brought Kristin the satisfaction and fulfillment she had always craved, sparking her desire to help other firm leaders achieve the same. In 2014, she transitioned full-time into training and coaching independent financial advisors. She launched her coaching business to share the strategies and systems she had developed to grow her own firm and create a life she loved. As Kristin began sharing insights from launching and scaling her successful RIA, she discovered the joy of helping fellow entrepreneurs reach their dreams, both within their businesses and beyond. She has since guided hundreds of financial advisors and understands what works for solo practitioners, boutique firms, and enterprise RIAs alike. Kristin is passionate about helping advisors renew their entrepreneurial energy, focus on what matters most as leaders, and discover the success and fulfillment they’ve been searching for.

Do your clients’ money mindsets ever drive you crazy? Do you wish you could get them to just “think right” about their money? What if you knew that some of your clients’ financial challenges are rooted in their DNA?  Is that possible?  It’s called “epigenetics.”   (BTW – This is true for you too!) In this episode, Bill Cates, CSP, CPAE interviews Joyce Marter, LCPC, CSP, author of The Financial Mindset Fix, to discuss the deep emotional and psychological factors that influence your clients’ (and your) relationship with money. 3 key takeaways: Money beliefs are formed early and often unconsciously. Childhood experiences, family attitudes, and even generational financial traumas (yes, epigenetics!) can shape how your clients perceive and handle money as adults. Financial anxiety is normal—even for high earners. Mindfulness and cognitive-behavioral tools can help your clients (and maybe even you!) shift from a scarcity mindset to an abundance mindset, leading to healthier financial decisions. Empathy is your most powerful tool. You don’t have to be a therapist, but being comfortable talking about the emotional side of money can forge stronger client relationships and set you apart as a true holistic advisor. Bill and Joyce discuss: The strong link between mental health and financial wellness, and how unresolved emotional issues can hinder financial progress How financial trauma, such as job loss, debt, or family beliefs, can impact money behavior and decision-making Why empathy is essential for advisors when addressing clients’ emotional concerns around money The 12 core mindsets from her book, including detachment, responsibility, support, and abundance, and how these can positively influence client outcomes How mindfulness practices and cognitive behavioral tools can help clients manage financial anxiety and build long-term resilience …And more! Addressing clients’ emotional relationships with money isn’t just a feel-good strategy; it’s deeply practical. When advisors acknowledge and support the intersection of mental health and financial planning, they help clients achieve not only stronger portfolios, but also a sense of holistic success and genuine peace of mind. By expanding the conversation beyond dollars and cents to include mindset, emotion, and resilience, financial advisors become indispensable guides for their clients – chnot just to wealth, but to well-being. Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With Joyce Marter, LCPC, CSP: LinkedIn: Joyce Marter Website: Joyce Marter Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Joyce Marter, LCPC, CSP: Internationally renowned mental health thought leader and financial mindset expert, Joyce Marter, considers her life’s purpose to spread the Mental Wealth; to remove the shame and stigma from both mental health and financial stress, and provide a global audience with practical strategies and tools to heal, recover, thrive, and prosper. Joyce enjoys travel and has visited over 20 countries, with Thailand, Turkey, and Ukraine being some of her favorites. She welcomes opportunities to travel internationally to speak at large conferences or events. While she only speaks English, she has experience collaborating with a translator during her talks.

Most advisors know women will control the majority of wealth by 2030—so why aren’t more of them preparing now? In this episode, Referral Coach Bill Cates interviews Cary Carbonaro, CFP®, Managing Wealth Advisor and the Women and Wealth Ambassador at Ashton Thomas. Cary explains how the financial industry has historically overlooked female clients and what needs to change to better serve and retain them. She also outlines actionable ways advisors can create more inclusive, client-centered practices that truly resonate with women. Cary discusses: The reasons most advisors still struggle to connect with women, despite long-standing data showing their rising financial power How traditional practices, language, and analogies often alienate female clients and prospects Why offering separate meetings for women within couples can significantly strengthen advisor-client relationships How behavioral finance tools help advisors build deeper emotional connections and trust with women The importance of changing hiring practices and early outreach to increase female representation in the advisory profession …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Bill Cates Speaking Engagements Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Cary Carbonaro: LinkedIn: Cary Carbonaro Website: Cary Carbonaro Cary Carbonaro – Books Website: Ashton Thomas Private Wealth About Cary Carbonaro, CFP®: Cary Carbonaro is an award-winning Certified Financial Planner professional with 25+ years of experience. She is passionate about increasing financial literacy and empowering women, and is the author of the best-selling wealth management books for women. She is a CFP® Board Ambassador and was appointed to represent the industry in the media. At Ashton Thomas, Cary will provide Private Wealth Management Services and spearhead the establishment of the Women and Wealth leadership initiative. She has spoken internationally on financial literacy for women and endows a scholarship at her alma mater. She also founded the Women’s Giving Alliance and resides in Winter Garden, FL, with her husband.

Are you building a business you love — or one that’s wearing you down? In this episode of Top Advisor Podcast, I interview David DeCelle, CEO of Model FA, whose passion is helping advisors fall in love with their practice – either “again” or for “the first time.” David shares actionable insights on scaling your business while maintaining passion and enthusiasm. David said, “Success in financial advising is about more than strategies; it’s about loving your business and creating genuine connections.” How can financial advisors simplify operations to regain focus? What practical steps foster trust and meaningful growth? David discusses strategies for systematization, identifying personal strengths, and the importance of nurturing client relationships authentically.  Bill and David discuss: Why advisors lose enthusiasm and how to reignite it. The four personality types in advising and the tailored growth method. Creating balance by leveraging the “Energy Audit” framework. The “Deposits vs. Withdrawals” approach to deepening client trust. Utilizing AI to enhance business efficiency without replacing human connections. …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With David DeCelle LinkedIn: David DeCelle Website: Model FA Instagram: David DeCelle (@david_decelle) Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About David DeCelle: Raised in a middle-class household, David knew at an early age that he wanted to redefine success for his generation of the family. Making money was a big motivation, but knowing how to put money to work was his main goal. That’s why he chose to become a financial advisor. And he’s never looked back. He’s a compulsive learner, the guy who cares the most, and one of the hardest workers you will ever meet. He loves nothing more than acquiring layers of life-enhancing knowledge – from social media strategies to self-actualization – and sharing it to help others grow and succeed. His most treasured moment is watching a financial advisor fall in love with the business again. He is equally committed to his own mind and body fitness, and to intentionally spending quality time with family and friends.

Selling a business is a monumental decision, filled with considerations that can significantly impact the owner’s future. How can advisors provide real value beyond investment advice during this crucial transition? In this episode, Referral Coach Bill Cates interviews Scott Bushkie, CBI, M&AMI, CM&AP, founder of Cornerstone Business Services, about the key steps and considerations involved in selling a business. Scott shares findings from a national study on business owners’ perspectives on their financial advisors during this process. He also provides guidance for advisors looking to assist their clients through a business sale. Scott discusses:  (06:03) The top reasons business owners switch advisors after selling (08:52) Key proactive moves advisors can make to maintain their client relationships (18:20) The importance of teamwork in selling and enhancing business value (24:29) Why it’s crucial to involve a team and never accept unsolicited offers blindly (30:31) Real-life case studies demonstrating successful business sales and advisor retention …And more! Sponsors: SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Finish Strong: Sell Your Business On Your Terms by Scott Bushkie Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Scott Bushkie: LinkedIn: Scott Bushkie Website: CAPex (920) 436-9890 Website: Cornerstone Business Services About Scott Bushkie: Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 20 years in the M&A industry, Scott is a recognized leader in the field, providing exit strategies and M&A advisory services to business owners in the lower middle market. He has successfully executed sales to domestic and international buyers, private equity firms, family offices, and strategic buyers. Scott is the founder and past chair of the Wisconsin chapter of MBBI and also the past chair of the IBBA. In 2014, Scott became the youngest person ever awarded the IBBA prestigious fellow designation. In 2017, Scott was named a fellow of the M&A Source, once again the organization’s youngest recipient. He writes for regional business press, including a monthly syndicated column for Gannett, and has been quoted by the New York Times, the Chicago Tribune, and other news outlets across the country. In 2018, Scott launched the Cornerstone International Alliance, providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. Operating with the philosophy that success breeds success, the alliance helps top-tier lower-middle-market M&A firms create more value for their clients. Scott holds the Mergers & Acquisitions Master Intermediary (M&AMI) certification. He is a Certified Business Intermediary and a FINRA registered broker holding securities licenses 62 and 63.

Building strong financial foundations isn’t just about numbers, it’s about nurturing relationships and leaving a legacy. How can financial advisors inspire trust and empower the next generation? What role does education play in creating lasting client relationships? In this episode, Referral Coach Bill Cates interviews Jeff Panik, CFP®, MSFS, CRPS, Principal of Balanced Wealth Partners, about his journey from military service to financial advising. Jeff shares his strategies for fostering financial literacy across generations, leveraging books to educate and connect, and creating balance in clients’ lives. Jeff discusses: (04:00) His transition from the US Army to becoming a financial advisor (06:13) Using books to engage clients and their children (08:41) Strategies for approaching financial planning as solving a retirement puzzle (24:17) The significance of humility and relationship-building in the financial industry (25:33) Advice for newer advisors on mentorship and navigating the industry  …And more! Sponsors: SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Your Future Is Now: A Guide to Understanding Your Finances and Gaining Independence by Jeff Panik Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Jeff Panik: LinkedIn: Jeff Panik Website: Balance Wealth Partners Website: Jeffrey Panik About Jeff Panik: With almost twenty-five years of experience as a financial advising professional, Jeffrey Panik, MSFS, CFP®, knows that his job is to help clients strike a balance between living well today and planning for the future. Throughout his career, Jeff has worked with hundreds of families, individuals, and small businesses to help them set goals, strategically manage their assets, and work toward achieving their dreams. The first in his family to attend college, Jeff believes it is imperative to start the discussion of financial literacy early to best prepare for financial success throughout life. Jeff served in the US Army after college, which, as part of his service agreement, paid the student loans he had accrued. He was honorably discharged and began working as a Financial Advisor trainee at a large brokerage firm. Though Jeff grew up in Southwestern Pennsylvania, he has lived in the Atlanta area for two decades. Jeff and his wife Rebecca currently live in Atlanta, Georgia. When he isn’t working, Jeff enjoys spending time with family, traveling, reading, and all types of sports.

In a crowded market, how can financial advisors truly stand out and attract their ideal clients? What’s the key difference between a target market and a niche, and why does it matter? In this episode, Referral Coach Bill Cates interviews Kristen Luke, marketing strategist and author of: Uncomparable: The Financial Advisor’s Guide to Standing Out through Niche Marketing. Kristen shares her insights on the power of niche marketing for financial advisors and RIAs. She also discusses how to define a niche, the importance of speaking the client’s language, and the concept of being “Uncomparable”. Kristen discusses:  (03:34) The transformative potential of niche marketing (07:16) Differences between target and niche markets (24:32) Real-life impacts of a niche-focused strategy  (29:04) The 6-component framework for niche success  …And more! Sponsors: SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Uncomparable: The Financial Advisor’s Guide to Standing Out through Niche Marketing by Kristen Luke  Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Kristen Luke: LinkedIn: Kristen Luke Website: Kaleido Creative Studio Website: OnNiche YouTube: Ep 141: Building The Differentiated Foundation For Successful Advisor Marketing with Kristen Luke About Kristen Luke: Marketing is hard for most financial advisors because they all look and sound the same to a prospect. Kristen helps Registered Investment Advisors market themselves to a niche, making it easier for them to stand out from the competition and attract ideal clients. Kaleido Creative Studio works exclusively with RIAs to build a niche-focused marketing system that produces a consistent flow of ideal prospects; differentiates firms from the competition; and eliminates the need to be the best salesperson or marketer to win clients. For more than 15 years, Kristen has consulted with hundreds of financial advisory firms and shared her marketing expertise via industry conferences and publications nationwide. Most recently, she has contributed her advice to FPA NorCal, DFA Study Groups, Kitces.com, Top Advisor Podcast, Kitces Office Hours, and Advisor Perspectives.

In this episode of Top Advisor Podcast, I sat down with one of the most recognized and influential names in the financial services industry: Ric Edelman. From starting as a new advisor to building the largest RIA in the country, (over $300 Billion in assets managed) Ric’s journey is filled with insights, strategies, and bold thinking that every advisor can learn from. We dive into what it took to grow a billion-dollar firm, what’s coming with the great generational wealth transfer (his answer might surprise you), and how advisors can remain radically relevant in a rapidly evolving profession.  Whether you’re early in your career or an industry veteran, Ric’s perspective will challenge and inspire you to think bigger, act bolder, and adapt smarter. In this episode, Ric shares his journey from angry consumer to industry leader. Ric reveals how financial education and inclusion became the foundation for his firm’s growth, his contrarian views on the wealth transfer, and what advisors should do now to remain relevant and meaningful in clients’ lives. Ric & Bill Discuss:   How a bad experience with an advisor led him and his wife Jean to build a firm focused on consumer education and accessibility How and why serving the mass affluent can lead to long-term growth and impact His belief that The Great Wealth Transfer may be overstated due to longevity, healthcare costs, and concentrated wealth How financial advisors can stay relevant by helping clients with lifelong learning, career transitions, and life planning Key challenges that younger advisors (and seasoned pros) will need to navigate over the next two decades Ric’s take on relevance — and why staying relevant is non-negotiable in today’s advisory landscape A brief look at Ric’s philanthropic passion project: The Edelman Fossil Park & Museum Why understanding blockchain, crypto, and exponential technologies is essential for advisors aiming to provide complete service …And more! Bottom line: Ric Edelman shares timeless lessons from his journey — and offers a future-focused take on what advisors must do now to grow, lead, and stay ahead of the curve. SHOW SPONSOR: ProudMouth Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Get here our new guide: The 3 R’s of Relationship Marketing Uncomparable: The Financial Advisor’s Guide to Standing Out through Niche Marketing by Kristen Luke  Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Ric Edelman: DACFP Conference LinkedIn: Ric Edelman Instagram: @ric_edelman Website: DACFP Website: Edelman Financial Engines Edelman Fossil Park & Museum YouTube: Ric Edelman Email: ric@dacfp.com About Ric Edelman: Ric Edelman created the CBDA designation, Certified in Blockchain and Digital Assets. He is a #1 New York Times bestselling author of 13 books on personal finance, with more than one million copies in print in ten languages, holds two patents for financial innovation and created one of the most successful ETFs in history. He was ranked three times as the nation’s #1 Independent Financial Advisor by Barron’s and founded the nation’s largest financial planning firm, now serving 1.3 million clients and managing $300 billion in AUM. Edelman is in both Research Magazine’s and Barron’s Financial Advisor Halls of Fame, and recipient of IARFC’s Lifetime Achievement Award. Investment Advisor, RIABiz and InvestmentNews all named him one of the most influential people in the investment management profession.

Referrals have always been the fastest and most predominant way that advisors have grown their business. But… it’s not the only way. Abby Salameh, Chief Growth Officer at RFG Advisory, dives deep into what’s working right now when it comes to client acquisition for top-performing financial advisors. Abby shares insights into four primary strategies her firm is using to drive growth: referrals, paid social events, and digital marketing.  You’ll hear how RFG equips advisors with toolkits and systematized processes to make asking for referrals less awkward and more effective. She also highlights the importance of nurturing new connections through drip campaigns and personalized follow-up. Bill and Abby also explore how paid social and digital campaigns are creating fresh opportunities, and why events – especially educational ones – remain a tried-and-true method for attracting new clients. But that’s not all! Abby highlights RFG’s StrongHer Money initiative, designed to empower women investors and help advisors better connect with this fast-growing segment.  Finally, Abby shares her vision for the future of the industry, emphasizing the rising importance of behavioral coaching and building genuine, trust-based client relationships. Bill and Abby discuss:  (04:15) Proven strategies for generating more client referrals and introductions (13:01) The importance of behavioral finance and its role in client relationship building (16:29) Leveraging paid social media to amplify your brand and reach new prospects (22:50) Hosting successful client events and how they integrate with digital marketing (29:48) RFG Advisory’s initiative to empower and attract women investors …And more! Plus, Abby shares a free growth guide packed with proven strategies used by advisors who are achieving 20%+ organic growth. Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide EPISODE SPONSOR: Harbor Capital Advisors  |  LinkedIn: Harbor Capital Advisors Connect With Abby Salameh: Free Guide: www.GrowwithRFG.com LinkedIn: Abby Salameh Website: RFG Advisory Cates Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Abby Salameh: Abby Salameh currently serves as RFG Advisory’s Chief Growth Officer. Ms. Salameh served as CAIS’ Chief Marketing Officer, where she headed the firm’s corporate and field marketing teams. Ms. Salameh has worked in the advisory industry for over 20 years: Before joining CAIS, she served as Hightower’s Chief Marketing Officer for two years taking the firm brand through a strategic rebrand in order to transform itself from a recruiter of ex-wirehouse advisors into a serial acquirer of RIAs. Prior to that, Ms. Salameh was CMO at Private Advisor Group, a $20 billion RIA, where she spent six years creating top-line solutions for independent advisors. She has also previously held leadership positions at Fusion Advisor Network, where she successfully led the company’s sale to NFP, and was Head of Marketing for Institutional Services at TD Ameritrade and TD Waterhouse, where she was responsible for managing all aspects of the company’s marketing, advertising, conference and practice management initiatives. Ms. Salameh began her career at Sanford C. Bernstein before moving on to become a founding member of the team that launched InvestmentNews. Ms. Salameh is a leader for the FSI Growth & Marketing Council, a member of the Invest in Others Marketing Council, a vetted industry speaker, and a regular volunteer at her local animal shelter. She holds an MBA from the NYU Stern School of Business and a bachelor’s degree in finance from Hofstra University.

When it comes to generational wealth, it’s not just about money; it’s about relationships.  Don’t believe me?  Listen to this interview!!! In this episode, Referral Coach Bill Cates sits down with Barry Banther, CMC, CSP, CPAE, a seasoned family business advisor with over 30 years of experience helping families navigate the complexities of wealth transfer. Barry shares powerful stories and real-world examples that highlight how advisors can successfully guide clients through the  transfer of wealth, business, and core values across generations. You’ll hear about the pitfalls and triumphs advisors face and learn actionable strategies for building strong relationships with ultra-wealthy clients and their families Discover the nuances of wealth transfer, the impact of family dynamics, and key strategies to avoid common pitfalls. Bill and Barry discuss:  Three real-life examples of how advisors get it right — and wrong — when managing family wealth transfer Uncovering the hidden dynamics in wealth transfer Navigating sibling rivalries and complex family relationships Building trust with the next generation of decision-makers Facilitating productive family meetings without overstepping …And more! Discover the common mistakes advisors make with ultra-wealthy families and the importance of initiating conversations about legacy planning now, not later. Barry shares powerful stories and actionable insights, emphasizing the importance of building relationships – and staying relevant –  with the next generation. Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide EPISODE SPONSOR: Harbor Capital Advisors  |  LinkedIn: Harbor Capital Advisors Connect With Barry Banther: Barry@barrybanther.com Website: Barry Banther LinkedIn: Barry Banther Cates Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Barry Banther: Barry Banther knows lasting leadership. He learned it with over four decades of hands-on experience, first as a leader in a nationwide enterprise and then as the founder and CEO of two professional services firms. He has been the senior consultant on more than 400 engagements to help develop leaders. His clients have included multinational companies as well as mid- to large-sized family-owned businesses across America. He has also written over 50 leadership development programs used in industries around the world. His latest book, A Leader’s Gift: How to Earn the Right to be Followed, achieved #1 Best Seller status on Amazon on its release day. This body of work has earned him the highest professional accreditation from the Institute of Management Consultants and the National Speakers Association. It also caught the attention of 3 Governors who appointed him to their administrations to oversee the regulation of private higher education. As a result of Barry’s leadership and commitment to family-owned businesses, Family First (the parent organization of Super Bowl Winning Coach Tony Dungy’s All Pro Dad initiative) named Barry their Family Ambassador of the Year.

What does it mean to truly scale your advisory team without sacrificing quality or culture? In this episode, Referral Coach Bill Cates interviews Steve Perry, founder and president of Well Recruiting Solutions, as they delve into the art of building teams with top talent. Discover the innovative approaches Steve uses to overcome the biggest hurdles financial advisors face in recruiting the right people. From leveraging technology to crafting a compelling value proposition, Steve shares his unique insights gained from 16 years of hiring and managing financial professionals. Steve discusses:  (05:22) How mission-driven recruitment aligns with long-term business goals (08:55) Overcoming the abundance of data in recruitment with strategic filtering (09:25) Recruiting overload in the tech era (11:24) The significance of breaking down roles within firms for effective scaling (18:00) Leveraging firm values in recruitment (24:28) Quantifying aspirations in hiring to recruit top talent (26:30) The 3 different types of talent: potential, emerging, and proven (34:21) Cost of hiring delays revealed (36:45) The benefits and challenges of automated applicant systems …And more! Packed with practical advice and proven strategies, this episode is a must-listen for financial advisors looking to grow with the right people in the right roles.  Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide EPISODE SPONSOR: Harbor Capital Advisors  |  LinkedIn: Harbor Capital Advisors Connect With Steve Perry: The Well Recruiting Solutions LinkedIn: The Well Recruiting Solutions LinkedIn: Steve Perry Cates Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Steve Perry: Steve Perry, Founder and CEO of The Well Recruiting Solutions, brings over 17 years of leadership experience in the Fortune 100 sector. Known for his ability to drive team growth and operational excellence, Steve has consistently exceeded benchmarks in recruitment, retention, and performance. His career is marked by a dedication to innovation, team development, and creating scalable solutions for businesses. Steve’s expertise includes interviewing thousands of candidates, hiring hundreds, and leading large teams to achieve record-breaking success. His strategic approach to recruiting and team building has helped organizations bridge talent gaps and achieve sustainable growth. After nearly two decades of corporate leadership, Steve founded The Well Recruiting Solutions as a response to a calling from God. Leaving a seven-figure executive leadership career, he set out to build an innovative, world-class recruiting company that not only delivers exceptional results for its clients but also makes a meaningful impact on the world.

Are you ready to become a million-dollar advisor, or are you already there wanting to push your success further? Discover the core strategies that separate high-performing financial advisors from the rest in our latest episode. In this episode, Referral Coach Bill Cates interviews Dave Mullen, a veteran in developing top financial advisors, for an engaging discussion. With over 44 years of experience, Dave unravels insights backed by his bestselling books, such as “The Million Dollar Financial Advisor Team.” Dave discusses:  (05:40) Seven traits of successful advisors, from optimism to time management. (09:31) The importance of client segmentation and how it increases productivity. (15:42) Transitioning from client service to creating a client experience that builds trust. (19:32) Crafting an unforgettable onboarding process for new clients. (24:30) Mastering the art of gaining referrals through a structured, strategic approach. …And more! With practical advice and proven strategies, this episode is a must-listen for financial advisors aiming for excellence. For more insights and processes, visit Altius Learning and unleash the full potential of your practice. Sponsors: ProudMouth Harbor Capital Advisors LinkedIn: Harbor Capital Advisors IronClad Family Holistic Advisor Guide Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Dave Mullen: Altius Learning LinkedIn: Dave Mullen About Dave Mullen: Dave Mullen is Founding Partner & Principal of Altius Learning. Dave retired as a managing director at Merrill Lynch in 2007, where he personally hired, trained, and managed over 500 financial advisors over 27 years. He has worked with over 100 individual million-dollar and multimillion-dollar advisors, including five of Merrill Lynch’s top 30. His responsibilities included, Financial Advisor, Complex Manager, National Sales Manager and Managing Director. During his management career, Dave was recognized numerous times for being one of Merrill Lynch’s top national managers. While at Merrill Lynch, his advisor training programs had a consistent success rate significantly higher than the industry average. Dave founded LearnTactix, now called Altius Learning, in 2007 with the objective of creating training and coaching programs that would be career-changing experiences for participating advisors and managers. He is the author of three bestselling books: The Million Dollar Financial Services Practice (one of On Wall Street magazine’s top picks and a Top Five choice by AdvisorOne); The Million Dollar Advisor—Powerful Lessons and Proven Strategies from Top Producers (one of On Wall Street magazine’s top picks); and his new book The Million-Dollar Financial Advisor Team. He has been featured in Investment News and Smart Money magazines. Dave holds a BA and MBA from the University of Georgia, and has attended the Executive Leadership Program at The Wharton School at University of Pennsylvania. Dave is an avid mountain bike rider and skier. He and his wife Cynthia have 4 children and reside in Denver, CO.

Does financial security keep you up at night? In this episode, Referral Coach Bill Cates interviews Pamela Sams, founder of Jackson Sams Wealth Strategies. Discover how Pamela has harnessed the power of having a clear mission and target market to build a thriving community of advocates. With a focus on helping professional women secure their financial future so they can “sleep well at night,” Pamela shares the origin of her unique SWAN (Sleep Well At Night) philosophy. They also explore the journey of financial planning that turns financial “ugly ducklings” into confident “swans” and dig into how behavioral finance plays a pivotal role in guiding clients. Pamela discusses:  (03:11) Her journey into financial advising (04:52) The inspiration and significance behind the SWAN story (06:08) The process of building a community of advocates (10:11) How behavioral finance benefits her clients (17:03) The dynamics of having family members work in her practice (25:55) Tools like “Unlock Your Money Blocks” and leveraging media for business growth …And more! Sponsors: ProudMouth Harbor Capital Advisors LinkedIn: Harbor Capital Advisors IronClad Family Holistic Advisor Guide Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Pamela Sams: Jackson Sams Wealth Strategies LinkedIn: Pamela Sams pamela@jacksonsams.com About GUEST: For 19 years, Pamela has been helping women improve their personal and financial wealth through solid financial life planning. Pamela believes it is important to align your money decisions with what’s important in your life. She knows how to listen, engage in meaningful conversations with her clients to gain a better understanding of what is important to them, their goals and values. Pamela believes that financial planning is about a woman’s values not just their money. Her education and training enable her to help clients successfully navigate through the myriad of personal and financial decisions they face during their lives. She assists them in working to attain a higher level of financial security through education, understanding and scenario planning. With this knowledge, she develops a customized approach for each client’s planning needs. Pamela has become a strong voice in the area of personal finance for women. Her knowledge in this area has made her a sought-after speaker. She has been quoted in articles in various financial publications. Throughout her financial services career, she has acquired several client service and financial planning awards. She has membership in the Million Dollar Roundtable (MDRT). Membership in MDRT is a highly recognized mark of excellence and limited to only the most successful in the financial services profession. This places Pamela among the top professionals in the global life insurance and financial services industry. Pamela was featured in the Women in Wealth section of Fortune Magazine November 2020 issue as a top Wealth Manager in the Washington DC metro area.