Breakthrough Advisor

Most advisors know they need a stronger digital presence, but the landscape can feel overwhelming. David Anderson breaks it down into practical steps any advisor can take to build trust online without getting tangled in compliance challenges. In this episode, Randy Yost and David Anderson, Director of Digital Marketing and Analytics at Simplicity Group, unpack the most significant shifts in consumer behavior, the rise of AI in marketing, and what advisors must focus on to stay relevant in a digital-first world. David shares how to create content that stands out, what really builds credibility with high-net-worth prospects, and which platforms are worth paying attention to right now. Randy and David discuss: Why due diligence now starts online, and how advisors can adapt The real influence of AI on content creation and workflow Balancing compliance with engaging video and social content What high-net-worth prospects look for before reaching out And more Connect with Randy Yost: LinkedIn Email  InsurMark Contact Form Connect with David Anderson: LinkedIn Simplicity Group About our Guest: David Anderson is the Director of Digital Marketing at Simplicity, specializing in strategies for high compliance industries. His background in analytics and consumer behavior shapes his approach to advisor marketing, helping firms create digital ecosystems that support trust and long-term growth.

Tax law is changing again, and with it, the way advisors should guide their clients. The One Big Beautiful Bill Act (O-B-B-B-A) introduces provisions that impact everyday retirees, mass affluent professionals, and high-net-worth families alike. In this episode of The Breakthrough Advisor, host Randy Yost sits down with David Foster, JD, AEP, CLU®, ChFC®, CAP®, Director of Advanced Markets at Simplicity, to unpack the real implications of O-B-B-B-A and how advisors can turn complexity into opportunity. You’ll discover: Why misinformation spreads so quickly with new tax laws and how advisors can set the record straight Key provisions for retirees, from senior deductions to Social Security planning What mass affluent “HENRY” clients need now: income tax strategies over estate tax talk Opportunities for high-net-worth families in wealth transfer and creditor protection planning How charitable giving incentives are shifting and what that means for nonprofits and donors And more Connect with Randy Yost: LinkedIn Email  InsurMark Contact Form Connect With David Foster: LinkedIn Simplicity Group About our Guest: David Foster is the Director of Advanced Markets at Simplicity with more than 30 years of experience in financial planning, tax law, and advisor support. Known for his ability to simplify complex legislation into actionable insights, he helps advisors across the country create better outcomes for their clients.

Is your practice ready for the ripple effects of the next big tax wave? In this high-impact episode of The Breakthrough Advisor, Randy Yost sits down with bestselling author and Simplicity partner Patrick Kelly to unpack the One Big Beautiful Bill Act, a sweeping piece of legislation that could quietly reshape retirement income strategy, tax diversification, and the way you start client conversations. From a staggering $36 trillion national debt projection to newly introduced “Trump Accounts” for kids, Patrick explores how this bill isn’t just policy, it’s an opportunity. Whether you’re coaching clients through Roth conversions, engaging the next generation, or simply looking for a smarter reason to pick up the phone, this conversation will change the way you think about what’s possible. Expect insights on: The surprising opportunity hidden in massive national debt Why this legislation gives you a reason to reach out, now How top advisors are leveraging Patrick’s books and webinar series to drive new business What you need to know about Trump Accounts and 529 changes for families And more! Resources: Winning at the Intersection of Annuities and Wealth Management – https://go.insurmark.net/WP-2023-05-1… Building a Tax-Free Retirement – With Patrick Kelly (Ep. 12) – https://insurmark.net/2020/10/breakth…  Connect with Randy Yost: LinkedIn InsurMark Contact Form Connect with Patrick Kelly: LinkedIn About Our Guest: Patrick Kelly is the best-selling author of 7 books – Tax-Free Retirement (2007), The Retirement Miracle (2011), Stress-Free Retirement (2013), The 5 Retirement Myths (2015), Seven Secrets to a Happy Retirement (2016), The Life Insurance Dilemma (2017), and Tax-Free Retirement – 10th Anniversary Edition (2017) – which together have sold more than 1,000,000 copies nationwide. Patrick has been one of the industry’s most sought-after speakers and trainers, delivering his unique message to over 150,000 financial professionals from coast to coast since the release of his first book in 2007. One of his greatest passions is to help consumers understand they are able to step off the roller coaster of fear and loss and onto the peace-filled road of growth and stability. Patrick lives in the Pacific Northwest with his wife of 28 years. Together they love spending time with their 4 children, their son-in-law, and their grandson.

What if mastering human connection, not just products or processes, was the most important skill in your practice? In this powerful episode, host Randy Yost sits down with Jason Jenkins, Executive Vice President at Simplicity, to uncover what sets elite advisors apart. With nearly three decades in the industry, Jason shares his journey from selling life insurance out of college to leading one of the most transformative advisor development trainings in the country. You’ll hear why systems and scale mean nothing without storytelling, how founder stories build immediate trust, and why the top advisors obsess over one thing: continuous improvement. Here’s what you can expect from this release: How to shift from doing more to becoming more The power of a well-crafted founder story Why skill development is more scalable than marketing spend How to coach through fear and simplify for execution And more! Resources: Winning at the Intersection of Annuities and Wealth Management  Connect with Jack Martin: LinkedIn: Jack Martin   InsurMark Contact Form Connect with Randy Yost: LinkedIn: Randy Yost InsurMark – Randy Yost Connect With Jason Jenkins: LinkedIn: Jason Jenkins Simplicity Group About Jason Jenkins: Founder of AssetLock and currently CMO at Simplicity Group Holdings. He has been in the financial industry for over 20 years and brings an independent, client-centered approach to the firm. Jason graduated from Westmont College in 1997 with a B.A. in Business & Economics. He later received his MBA from Point Loma Nazarene University in 2005. In 2010, Jason was recognized by San Diego Metropolitan Magazine with the ‘Top 40 Under 40″ distinction, recognizing San Diego’s “Brightest Leaders of Today and Tomorrow”. Jason’s also helped start a non-profit that is helping educate underprivileged children in Ghana, Africa. The non-profit is the Human Factor Leadership Academy.

What’s the secret to increasing your win rate from 85% to 100%? You might be surprised to learn that it starts with a personal story. Join Randy Yost on the Breakthrough Advisor Podcast as he chats with Deirdre Van Nest, an expert in helping advisors and entrepreneurs create their “personal brand why story.” Deirdre opens up about overcoming her fear of public speaking and how she now empowers financial advisors to build trust and connect deeply with clients.  Discover why the personal brand, why story is crucial for forming authentic relationships with clients and how it can accelerate decision-making. Deirdre also offers tips on the types of stories to tell and how to tailor them to resonate with your audience. Randy Yost and Deirdre Van Nest discuss: (00:03:07) Building trust and connection quickly through storytelling (00:04:06) Transforming fear into public speaking success  (00:07:12) Strategies for increasing client conversion rates with a personal brand why story (00:19:28) Identifying the right story to tell and its implementation Resources: Winning at the Intersection of Annuities and Wealth Management Deirdre Van Nest’s NAIFA conference – Roger’s story Deirdre’s “Story Guide” Connect with Randy Yost: LinkedIn: Randy Yost ryost@insurmark.net InsurMark Connect With Deirdre Van Nest: About Deirdre Van Nest: dvn@crazygoodtalks.com LinkedIn: Deirdre Van Nest LinkedIn: Crazy Good Talks | Deirdre Van Nest Twitter: @DeirdreVanNest Facebook: Crazy Good Talks Crazy Good Talks Deirdre Van Nest doesn’t believe in boring you with a laundry list of credentials. She is the go-to expert for ‘Mission-Driven” financial professionals and entrepreneurs on how to Make An Impact when you express yourself. Deidre is a top-rated International Keynoter, Trainer, Story Strategist & Artist, and the Creator of the Crazy Good Talks® Blueprint and the Emotionally Engaging Advisortwo practical communication systems that have taught thousands how to capture attention, connect emotionally and Make An Impact. She is passionate about this work and feels blessed every day to help my clients succeed. On a personal note, Deirdre is an Italian & Irish New Yorker living in Minnesota, where she tries hard not to scare people with her loud voice and enthusiastic hand gestures.

What does Social Security mean for your clients’ future? In this episode, Jack Martin chats with David Duley, CEO and founder of PlanGap, about the ever-shifting landscape of Social Security and how advisors can help clients navigate these changes. The discussion dives into the implications of the recently signed Social Security Fairness Act and its potential impact on public employees and retirees. Dave shares innovative solutions and strategies designed to protect clients’ financial well-being against political uncertainties, offering insights into how these changes could affect retirement plans. Jack and David discuss: (02:00) Implications of the Social Security Fairness Act (09:28) Strategies to safeguard retirement income (11:59) The expanding conversation around Social Security planning (14:06) Insights into Social Security optimizations and protections (24:57) Future developments at PlanGap And more Resources: Winning at the Intersection of Annuities and Wealth Management Transcript Connect With David Duley: PlanGap LinkedIn: David Duley Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Dave Duley: David Duley is a native of Flint, Michigan, and has called Atlanta his home since attending school at Oxford College of Emory University and Emory University’s Goizueta School of Business.

Are you delivering what clients truly want? In this episode of The Breakthrough Advisor Podcast, your host Jack Martin engages with Tom Rieman, CPWA®, a seasoned professional with over 25 years in the financial industry, to explore the crucial elements that drive a successful advisory practice. With an eye on Practice Intel, Tom introduces a fresh approach to understanding and improving client-advisor relationships, focusing on performance management and enhancing the quality of advice. Jack and Tom dive into: (03:35) The core attributes clients truly value in their advisors and why they matter more than traditional metrics (09:23) How Practice Intel leverages client data to illuminate gaps and opportunities in your advisory practice (18:18) Insights on shifting from a sales-centric process to a client-centric, advice-oriented model (20:01) Strategies for delivering hyper-personalized advice through refined processes (28:18) The importance of data-driven performance management in elevating enterprise value and organic growth And more Tune in for an insightful conversation that challenges the status quo and offers actionable steps to strengthen your advisory business. Resources: Winning at the Intersection of Annuities and Wealth Management Transcript Connect With Tom Rieman: Practice Intel LinkedIn: Tom Rieman Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Tom Rieman: Tom Rieman, CPWA® has a career spanning over 25 years in wealth management with a background in field sales, training & development and data science. Tom brings significant expertise including asset management distribution, institutional consumer research and a deep understanding of the broker-dealer ecosystem with a focus on process and performance improvement. Before founding Practice Intel, Tom was Head of Wealth Solutions at J.D. Power & Associates, Executive Director of Practice Management at Brinker Capital, and Vice President of Learning and Development at J.P. Morgan Asset Management. Tom’s extensive experience also includes time in the field as a wholesaler and providing advisory services to high-net-worth clients. Tom is a respected speaker at national conferences and a valued contributor to Barron’s Advisor and other industry publications. He holds a master’s degree in Organizational Learning and a Certified Private Wealth Advisor® certification.

Curious about how the latest Social Security reform might impact you or your clients? In this episode, Jack Martin sits down with Mary Beth Franklin, CFP® to discuss the newly passed Social Security Fairness Act and its implications for retirement income planning. They dive into the implications of the windfall elimination provision and the government pension offset repeal, bringing new hope to millions of public employees. Mary discusses: (01:55) The impending changes with the windfall elimination provision and its impact on retired individuals with public pensions (05:00) What the repeal of the government pension offset means for spouses in public service sectors (10:57) The potential financial implications and the steps clients need to take if entitled to retroactive Social Security benefits (19:07) How financial advisors can best guide their clients through this transition and the opportunities it presents And more Tune in to understand these regulatory updates better and learn how to navigate this significant shift in social security policy.  Resources: Winning at the Intersection of Annuities and Wealth Management Transcript Connect With Mary Beth Franklin CFP®: LinkedIn: Mary Beth Franklin MaryBethFranklin.com Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Mary Beth Franklin:Mary Beth is a CFP®, longtime contributing editor to Investment News, author, highly sought-after speaker, expert on Social Security planning, and recently won a Telly award for her PBS special “Social Security and You.”

Are financial advisors finally realizing there’s more to life than being tethered to their desks? Dive into the dynamics of thriving in the advisory business and the path toward sustainable success. In this episode, Jack Martin interviews David Grau Jr, MBA, the CEO of Succession Resource Group, and Co-Founder of LendingWell, to discuss the buzz around mergers and acquisitions in the financial advisory world. As the industry ages, with many advisors approaching retirement, David provides insights into succession planning and the strategic moves advisors should consider for long-term success. The conversation emphasizes not just the rising deal volume but also the need for a structured growth engine within practices, shedding light on the lucrative opportunities when advisors embrace change. David discusses: (02:02) The increasing pace of mergers and acquisitions and what it means for advisors in a graying industry (06:18) Succession planning trends and the significance of starting early (08:41) The importance of creating a sustainable growth engine for your business’s longevity (10:46) The dynamics of internal succession vs. selling to aggregators (17:32) Key strategies to recruit and retain the next generation of advisors And more Resources: Winning at the Intersection of Annuities and Wealth Management Transcript Connect With David Grau Jr: Succession Resource Group LendingWell LinkedIn: David Grau Jr, MBA Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About David Grau Jr:David Grau Jr., MBA is the founder and CEO of Succession Resource Group and is the nation’s leading consultant on advisor valuation, acquisition and succession planning for firms with less than $10 million in annual sales. Over the last decade, David has assisted hundreds of advisors and other professional service providers buy, merge, sell, and craft their transition plan for the sale of their business, helping clients with businesses ranging in size from $100,000 gross receipts to in excess of $10 million. Prior to launching SRG, David was a leading M&A consultant for a well known succession planning firm to advisors. Prior to this role, David served in the United States Navy. David is a published author and accomplished speaker on succession planning, financial practice valuation, and death/disability planning for small business owners and has been interviewed and cited in dozens of publications. He is one of the leading speakers in the financial services industry on mergers and acquisitions of independently owned financial services firms, as well as valuation strategies and practice continuity issues, with over 200 presentations to his credit. In the past five years, he has spoken at variety of the industry’s leading firms, including LPL Financial Services, Wells Fargo, Ameriprise Financial, MetLife, ING, IFG, Advisor Group, Fidelity, Jackson National, Prudential, and at many FPA and NAIFA/FSP chapters around the country.

What does the future hold for your financial planning strategies?  In this episode, Jack Martin sits down with Ed Slott, a renowned IRA expert, to discuss how advisors can transform their approaches to IRAs and tax planning in the face of changing legislation and economic trends. They dive deep into strategies for converting traditional IRAs into Roth IRAs to sidestep exorbitant tax bills, and discuss the often-overlooked advantages of life insurance for wealth transfer. Ed shares insights on the implications of post-election changes and provides a compelling case for why now is the time for advisors to take proactive steps. From prioritizing Roth conversions to understanding the powerful role of Qualified Charitable Distributions (QCDs), this episode is packed with actionable advice to help advisors guide their clients through uncertain times. Ed discusses: (01:51) The strategic benefits of Roth IRA conversions and why advisors should act now (08:25) Why advisors should warn clients against timing the markets (15:48) How Qualified Charitable Distributions (QCDs) can play a crucial role in tax planning (21:14) The hidden potential of life insurance in estate planning And more Resources: Winning at the Intersection of Annuities and Wealth Management Wealth Transfer and Tax Planning Opportunities in 2024 with Ed Slott (Ep. 55) Capitalizing on Inflation and Taxes: A Three-Year Window for Advisors with Ed Slott, CPA (Ep. 41) Protecting Clients’ Retirement Savings with Tax Planning — With Ed Slott, CPA (Ep. 17) Transcript Connect With Ed Slott: Ed Slott and Company, LLC LinkedIn: Ed Slott  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Ed Slott: Ed Slott is a nationally recognized IRA distribution expert, professional speaker, television personality, and best-selling author. He is known for his unparalleled ability to turn advanced tax strategies into understandable, actionable, and entertaining advice. He has been named “The Best Source for IRA Advice” by The Wall Street Journal, and USA Today wrote, “It would be tough to find anyone who knows more about IRAs than CPA Slott.” As president and founder of Ed Slott and Company, LLC, the nation’s leading source of accurate, timely IRA expertise and analysis to financial advisors, institutions, consumers, and media, Ed provides advanced training to financial professionals to become knowledgeable, recognized leaders in the retirement marketplace; and answers to retirement savers’ most important questions, continually providing practical, easy-to-understand information on IRA, retirement, tax, and financial planning topics.

Have you ever wondered how building trust can set you apart in a commoditized financial sector? You can transform your practice with trust-based selling. In this episode, Jack Martin speaks with Ari Galper, a renowned authority in trust-based selling. Ari shares his revolutionary approach, the “One Call Sale,” and how it compresses the sales cycle by building immediate trust with clients. Ari dives deep into understanding why trust, rather than just offering traditional value, is now the key focus for advisors. By shifting focus from selling to truly understanding client needs, advisors can create impactful and lasting client relationships. Ari discusses: (02:48) The changing landscape of trust in financial advising (04:22) The commoditization of financial advisory services (07:41) The crucial shift from being a ‘financial advisor’ to a ‘financial doctor’ (11:55) How to unpack the layers of ‘cost of inaction’ with clients (20:13) Transforming marketing strategies from broad funnels to targeted cylinders (23:35) Building trust and creating quick emotional connections with clients And more Don’t miss this opportunity to learn how trust can be your differentiator in a crowded marketplace. Tune in to harness insights that can elevate your practice to a new level. Resources: Winning at the Intersection of Annuities and Wealth Management The Trust Book Transcript Connect With Ari Galper: Ari Galper LinkedIn: Ari Galper Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Ari Galper:Ari Galper is the world’s number-one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews and the Financial Advisor Review. As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing experience, with endless “chasing” and multiple steps, has been completely reinvented and anchored in the timeless values of integrity and trust through Trust-Based Selling.

What does creating a truly fulfilling retirement look like? In this episode, Jack Martin speaks with Dr. Michael Finke, Co-Founder of IncomePath, and wealth management professor and researcher at the American College of Financial Services, about the crucial intersection of behavior and retirement income planning. Together, they explore innovative approaches to retirement income planning, focusing on not just the numbers, but the value-driven lifestyles clients envision. Discover key insights from Dr. Finke’s research, which delves into the balance between income and satisfaction in retirement. Plus, learn how advisors can foster deeper client relationships by understanding and planning for the distinct lifestyle wishes of retirees. Dr. Finke discusses: (01:41) His research on retirement satisfaction and income planning dynamics (03:42) The importance of understanding client values before discussing finances (12:29) The concept of “License to Spend” and how guaranteed income sources can transform spending habits (19:50) How to approach the annuity conversation with clients And more Resources: Winning at the Intersection of Annuities and Wealth Management The Humans vs Retirement Podcast with Dan Haylett Michael Finke’s Research Transcript Connect With Michael Finke: Michael Finke LinkedIn: Michael Finke LinkedIn: IncomePath Guaranteed Income: A License to Spend  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Michael Finke: Michael Finke, Ph.D., is a Professor of wealth management and Frank M. Engle Distinguished Chair in Economic Security Research at The American College of Financial Services. He is a nationally known researcher in the areas of retirement income planning, retirement spending, life satisfaction, and cognitive aging.  He is a frequent speaker at financial planning conferences and was named one of the 25 most influential people in the field of investment advising in 2020 and 2021 by Investment Advisor Magazine.

Which key tax strategies should advisors focus on amid potential tax law changes? In this episode, Jack Martin sits down with Jeffrey Levine, Chief Planning Officer at Buckingham Wealth Partners, for an in-depth exploration of impending tax legislation and how advisors can navigate these challenges to benefit their clients. Jeffrey discusses: (03:13) The potential outcomes of the upcoming election and their impact on tax planning (09:30) Planning strategies for advisors as year-end approaches (12:45) Estate planning considerations and the importance of timing (17:07) The rise of advisor-driven tax planning and utilizing innovative tools like HolistaPlan (20:25) The launch of the American College Tax Planning Certified Professional Program (27:12) How advisors can effectively promote their tax planning services And more Tune in to explore actionable advice and learn about the steps advisors should take to adapt effectively to a rapidly changing tax landscape. Resources: Winning at the Intersection of Annuities and Wealth Management Holistiplan American College Tax Planning Certified Professional Program Transcript Connect With Jeffrey Levine: Buckingham Wealth Partners LinkedIn: Jeffrey Levine  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Jeffrey Levine: As Chief Planning Officer, Jeffrey works closely with the Buckingham team to create a seamless and enjoyable experience for clients that makes it easy to plan and instill confidence as they work towards their most important goals. Jeffrey serves as a technical resource for advisors and the firm’s primary thought leader regarding evidence-based planning concepts and strategies. He excels at distilling complex financial laws and policy into understandable resources. His work at Buckingham gives him the ability to train and educate hundreds of advisors and support them in their pursuit of helping clients fulfill their financial dreams. Jeffrey is a nationally recognized thought leader within the financial planning community. He is the lead financial planning nerd for kitces.com, home of the popular Nerd’s Eye View blog, and the founder of Fully Vested Advice, Inc., which provides financial education and consulting services to industry professionals. Prior to joining Buckingham Strategic Wealth in 2020, Jeffrey served as CEO of BluePrint Wealth Alliance, where he was responsible for spearheading the company’s vision and ensuring the firm and its advisors delivered a unique, modern approach to financial, tax and estate planning. He is an active speaker, traveling the country each year to educate thousands of financial advisors, CPAs, attorneys and consumers on retirement, tax and estate planning strategies. Jeffrey is a recipient of the Standing Ovation award, presented by the AICPA Financial Planning Division in 2017 for “exemplary professional achievement in personal financial planning services.” He was also named to the 2017 class of 40 Under 40 by InvestmentNews, which recognizes “accomplishment, contribution to the financial advice industry, leadership and promise for the future.” Jeffrey is the author of “The Financial Advisor’s Guide to Savvy IRA Planning,” the lead creator of Savvy IRA Planning®, co-creator of Savvy Tax Planning®, and content creator for both, all offered through Horsesmouth, LLC. Jeffrey is a regular contributor to Forbes.com, as well as various industry publications and has promoted retirement and tax education on television stations such as CNBC, Fox Business News, CBS and Public Television. He is regularly sought after by journalists for his insights and is frequently quoted in publications throughout the country, including The Wall Street Journal, USA Today, The New York Times, San Francisco Chronicle, The Washington Post, Investment News, Financial Planning, ThinkAdvisor, On Wall Street, Forbes, CNBC, Morningstar, Kiplinger’s, Kiplinger’s Retirement Report, Reuters, Bloomberg, Barrons and many others. Jeffrey and his wife, Bobbi-Jo, are the proud parents of three boys, Reid, Grant and Austin. He and the boys are often referred to as “the quadruplets” because of their uncanny likeness to one another.

In this episode, Jack Martin chats with Debra Taylor, CPA, PFS, CDFA®, JD, about making tax planning a year-round effort. Instead of rushing every Q4, you’ll learn how regular tax strategy can ease the year-end crunch. Debra shares insightful solutions for unexpected financial events and strategic planning tips to tackle upcoming tax law changes. Get ready for actionable tips that could save your clients – and maybe even yourself – a significant amount in taxes down the road! Debra discusses: (02:31) How tax planning year-round reduces Q4 pressure (03:09) Planning for unpredictable life changes (03:56) Upcoming estate tax changes and planning ahead (11:48) Engaging clients in post-election tax discussions (13:02) Asset location and its tax implications (19:00) Strategies for multi-generational wealth transfer (23:11) Hosting events to engage the next generation And more Tune in and discover how using tax strategies all year can benefit you and your clients! Resources: Winning at the Intersection of Annuities and Wealth Management Make Tax Planning Your 2024 Business Growth Accelerator with Debra Taylor (Ep. 66) Transcript Connect With Debra Taylor CPA, PFS, CDFA®, JD: Taylor Financial Group LinkedIn: Debra Taylor  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Debra Taylor: Debra Taylor, CPA, PFS, CDFA®, JD, is the Founder, Wealth Advisor, and Lead Tax Planner of Taylor Financial Group, LLC, a full-service, woman-owned wealth management firm located in Franklin Lakes, NJ. Debra’s passion is in educating and empowering women and their families to take control of their future, advising in all areas, including investment management, insurance solutions, complex tax planning, retirement planning, and estate planning. Debra has won many industry honors. She has authored hundreds of articles, is the author of a book about industry best practices, lectures on behalf of the AICPA, and is often quoted in national publications such as Barrons, The Wall Street Journal, and various trade publications. She is a frequent lecturer at national conferences and is the Director of Practice Management for Horsesmouth, an online trade publication for financial planners. She has also hosted a weekly Radio Show “Wealth Matters,” offering financial tips to the New York City/Northern New Jersey Area. Debra is a Certified Public Accountant and a retired attorney, having graduated from Cornell Law School. Debra is also a Certified Divorce Financial Analyst, having received specialized training in professional divorce analysis. Debra holds her Series 6, 7, 24, 63, and 72 securities registrations as well as her Life and Health Insurance licenses in the State of New Jersey. Debra lives in Upper Saddle River, NJ with her husband, dog, and cat. She is also the proud mother of three children. Debra enjoys time with her family, exercising, traveling, and reading.

Are your clients missing out on maximizing their Social Security benefits? In this episode, Jack Martin speaks with Mary Beth Franklin, CFP® renowned for her expertise in Social Security planning, about essential strategies for optimizing retirement income.  Learn about strategies to optimize Social Security benefits and the potential legislative changes that could affect your clients’ financial futures. Mary Beth shares practical advice to help advisors stay ahead in a rapidly changing landscape, learn about claim strategies, and how to better advise clients. Mary discusses: (09:50) How advisors can better help Gen X with Social Security planning as they approach retirement (21:02) Social Security claiming strategies and their impact (24:08) Navigating spousal and survivor benefits effectively (30:54) How to stress-test retirement plans considering potential reductions in Social Security benefits (32:54) The importance of guaranteed income and how Social Security serves as a model (38:59) Why we shouldn’t underestimate the value of Social Security And more Resources: Winning at the Intersection of Annuities and Wealth Management Social Security Administration PBS: Social Security and You Transcript Connect With Mary Beth Franklin CFP®: LinkedIn: Mary Beth Franklin  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Mary Beth Franklin: Mary Beth is a CFP®, longtime contributing editor to Investment News, author, highly sought-after speaker, expert on Social Security planning, and recently won a Telly award for her PBS special “Social Security and You.”

How do top financial advisors turn adversity into opportunity and lead their teams to unprecedented success? Learn about the attributes of leadership that distinguish top-performing financial advisors in this compelling episode of The Breakthrough Advisor. In this episode, Jack Martin sits down with Ron Shurts, Co-Founder and CEO of Annexus, to explore the 6-7-8 attributes of effective leadership. Learn how a commitment to ‘Control the Grind (CTG)’, setting clear expectations, and turning adversity into opportunity can propel your practice to new heights and lead to remarkable business growth. Tune in to learn how adopting these leadership strategies can make a profound difference in your practice. Ron discusses: (03:10) The significance of leading by example and treating people with respect (10:10) How leaders can turn adversity into opportunity (17:14) The role of curiosity and continual learning in leadership (23:20) What it means to control the grind and why great leaders do it And more Resources: Winning at the Intersection of Annuities and Wealth Management How to Wire Your Mindset for Success with Dr. Kevin Elko (Ep. 59) Transcript Connect With Ron Shurts: Annexus LinkedIn: Annexus Group Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Our Guest: Ron Shurts is the CEO and Co-Founder of Annexus, the nation’s leading independent retirement planning product design and distribution company. With a 30-year career in financial services, billions in combined sales, and partnerships with some of the biggest companies in the industry, Ron is a recognized visionary, innovator, and proven leader.

Is the United States truly in a retirement crisis, or are we simply facing manageable challenges? Understanding the intricacies of retirement planning and personalizing the risks and solutions can make the difference between a secure future and a financial struggle.  Are your clients prepared to face the most significant retirement challenges head-on? In this episode, Jack Martin and David Blanchett, Managing Director, Portfolio Manager, and Head of Retirement Research at PGIM DC Solutions, discuss whether the U.S. is experiencing a retirement crisis or just significant challenges. As they explore the critical role of longevity risk and the necessity of personalized solutions and client education, you’ll uncover practical strategies for effective retirement income planning.  (Don’t miss out on these invaluable insights designed to help financial advisors guide their clients through retirement challenges successfully!) Talking points include:  Whether the state of retirement in the U.S. is currently a crisis or a challenge  Longevity risks and why accurately estimating client lifespan is important Practical steps to improve client retirement outcomes How lifetime income solutions like annuities can improve clients’ spending confidence and quality of life And more! Resources: Winning at the Intersection of Annuities and Wealth Management The Breakthrough Advisor Podcast Retirement Research Insight for Advisors – With David Blanchett (Ep. 8) Transcript Connect with David Blanchett LinkedIn: David Blanchett David M. Blanchett PGIM Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Our Guest: David Blanchett, PhD, CFA, CFP®, is the Managing Director, Portfolio Manager, and Head of Retirement Research for PGIM DC Solutions. PGIM is the global investment management business of Prudential Financial, Inc. In this role, he develops solutions to help improve retirement outcomes for investors with a specific focus on defined contribution plans.  He is also responsible for the portfolio management of the PGIM Target Date Funds. Prior to joining PGIM, he was the Head of Retirement Research for Morningstar Investment Management LLC and before that the Director of Consulting and Investment Research for the Retirement Plan Consulting Group at Unified Trust Company. David has published over 100 papers in a variety of industry and academic journals. His research has received awards from the Academy of Financial Services (2017), the CFP Board (2017), the Financial Analysts Journal (2015), the Financial Planning Association (2020, 2023), the International Centre for Pension Management (2020), the Journal of Financial Planning (2007, 2014, 2015, 2019), the Journal of Financial Services Professionals (2022), and the Retirement Management Journal (2012). He is a regular contributor to Advisor Perspectives, ThinkAdvisor, and the Wall Street Journal. He is currently an Adjunct Professor of Wealth Management at The American College of Financial Services, a Research Fellow for the Alliance for Lifetime Income, and on the Editorial Board of the Financial Analysts Journal, Financial Planning Review, and the Journal of Retirement.  He was formerly a member of the Executive Committee for the Defined Contribution Institutional Investment Association (DCIIA) and the ERISA Advisory Council (2018-2020).  In 2021, ThinkAdvisor included him in the IA25 for “pushing the industry forward.” In 2014, InvestmentNews included him in their inaugural 40 under 40 list as a “visionary” for the financial planning industry, and in 2014, Money magazine named him one of the brightest minds in retirement planning.

Customer experiences matter. How can we better align our clients’ retirement plans with their lifestyles? In this episode, Jack Martin sits down with Dr. Wade Pfau, founder of Retirement Researcher and renowned for his expertise in annuities and retirement income to explore innovative developments in annuities, examine the evolving landscape of retirement income planning, and discuss strategies advisors can leverage to offer more value to their clients.  Tune in and learn about innovative approaches to structured annuities and understand how these can serve as efficient bond replacements in investment portfolios, thus aligning clients’ retirement plans more closely with their lifestyles. Conversation Highlights:  How structured annuities can serve as powerful alternatives to traditional bonds The challenges pre-retirees face with retirement income and longevity risks The psychological impact of “license to spend” and how it influences retirement behavior How guaranteed income streams can alleviate concerns about longevity and market volatility How retirement income style awareness can customize client plans effectively And more! Resources: Winning at the Intersection of Annuities and Wealth Management The Breakthrough Advisor Podcast Retirement Income Style Awareness Profile (RISA) and Its Accuracy Publications by Dr. Wade Pfau Transcript Connect with Wade Pfau: LinkedIn: Wade Pfau RetirementResearcher.com  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Our Guest: Wade D. Pfau, PhD, CFA, RICP® is the founder of Retirement Researcher, an educational resource for individuals and financial advisors on topics related to retirement income planning. He is a co-founder of the Retirement Income Style Awareness tool and a co-host of the Retire with Style podcast. He also serves as a principal and the director of retirement research for McLean Asset Management. He also serves as a Research Fellow with the Alliance for Lifetime Income and Retirement Income Institute. He is a professor of practice at the American College of Financial Services and past director of the Retirement Income Certified Professional® (RICP®) designation program. Wade has contributed to Forbes, Advisor Perspectives, and as an Expert Panelist for the Wall Street Journal. He has spoken at the national conferences of organizations such as the CFA Institute, the CFP Board, the FPA, NAPFA, and the Academy of Financial Services. He is also the author of four books in the Retirement Researcher’s Guide Series.

Are you leveraging the full potential of video to connect with your clients? Ready to learn how video marketing can transform your financial advisory practice? The truth is that innovative video strategies can transform your client relationships and business growth.  In this episode of The Breakthrough Advisor, Jack Martin sits down with Laura Garfield from Idea Decanter to discuss the evolution and impact of video marketing in the financial services industry and how advisors can use video to deepen client relationships.  Laura talks about creating engaging and authentic video content, the importance of storytelling, and tips for integrating video into your client communication strategy. From the rise of snackable content to the art of storytelling, Laura also shares invaluable insights that will help you stand out in the competitive financial landscape. Talking points include:  Transitioning from making “highly polished” to more “authentic” video content How adding a personal touch to your video communications can double your engagement rates Techniques to increase email engagement with video How to build client trust by sharing personal stories How crafting a compelling “why” story helps forge deeper emotional connections with clients Utilizing client testimonial videos for social proof And more! Resources: Winning at the Intersection of Annuities and Wealth Management Loom Vidyard Transcript Connect with Laura Garfield: Idea Decanter LinkedIn: Laura Garfield  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form About Our Guest: Laura Garfield spent her teenage years idolizing Jane Pauley and Katie Couric. A thirst for learning and a love of writing had her hooked on broadcast journalism – where you didn’t have to know everything except how to ask the right questions. After graduation, Laura landed her first news gig at a tiny TV station in Hastings, Nebraska. Over more than a decade, she worked her way up through stations in Omaha and New Orleans to a position at CBS News in New York and then CNN in Atlanta.  Along the way, she has written a book, worked as a foreign correspondent, and has lately been drawn to the emerging possibilities of digital storytelling.

Life insurance has the potential to revolutionize retirement planning. In this episode of The Breakthrough Advisor, Jack Martin sits down with Patrick Kelly, renowned author and insurance industry veteran, to explore the powerful benefits of integrating life insurance into retirement strategies.  Patrick shares his journey from insurance producer to bestselling author, discussing how life insurance can provide tax-free retirement solutions and the impact of rising government deficits on future tax rates.  Advisors, tune in and learn practical steps to leverage life insurance for your clients and uncover strategies to overcome common hesitations in the field. Patrick talks about:  The evolution of his book, “Tax-Free Retirement” How indexed universal life insurance can help mitigate market risks Overcoming advisor’s hesitations about life insurance processes How to effectively introduce life insurance to clients and expand the advisor’s practice How to utilize life insurance strategies to build long-term, tax-free retirement plans for younger clients And more! Resources: Winning at the Intersection of Annuities and Wealth Management “Tax-Free Retirement” by Patrick Kelly Patrick Kelly on Amazon Transcript Connect with Patrick Kelly: LinkedIn: Patrick Kelly  Connect with Jack Martin: LinkedIn: Jack Martin  InsurMark Contact Form