The Psychology of Prospecting: How VRGL Helps Advisors Win More Clients
Description
On this episode of the Modern Financial Advisor Podcast, Mike Langford welcomes Kyle Zasky, the new CEO of VRGL, for his first-ever podcast appearance. The two dive deep into why so many advisors struggle with client acquisition and how VRGL’s proposal and analytics platform is designed to change that. Kyle shares candid insights on the emotional hurdles advisors and prospects face, the importance of establishing trust quickly, and why tools that demonstrate value before conversion are the future of advisor growth.
They also explore:
- Why most advisors are stuck in a comfort zone that limits growth
- The “organ rejection” risk for new CEOs and how Kyle overcame it
- How AI is both exciting and anxiety-inducing for advisors
- Why great advisors are part portfolio strategist, part therapist
Whether you’re an advisor looking to sharpen your edge or a wealth management exec planning for scalable growth, this conversation delivers actionable perspective on what it takes to thrive in the modern RIA landscape.
Chapters:
00:00 Introduction and Episode Overview
01:19 Guest Introduction: Kyle Zasky
01:52 The Human Element in Financial Advice
03:27 Kyle's Journey to CEO of VRGL
08:20 Building Trust and Rapport
14:15 VRGL's Role in Client Acquisition
24:53 The Psychology of Financial Advising
30:55 Psychology of Financial Advisors
31:56 Addressing the Shortage of Financial Advisors
32:38 Reaching Younger Demographics
33:06 Expanding Financial Services Downstream
36:07 The Role of AI in Financial Advisory
38:50 The Importance of Human Touch in Financial Advisory
40:55 Building a Sustainable Financial Advisory Career
50:02 Navigating the FinTech Landscape
55:24 Future of Financial Advisory
01:00:10 Conclusion and Final Thoughts
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