Weekend Content for New Planners

Weekend Content for New Financial Planners (October 16-17, 2021)

“Weekend Content for New Financial Planners” is a collection of articles, podcasts, videos, etc. that I’ve been consuming regarding breaking into financial planning, industry trends, career development, and more.

Two pieces of content on the topic of empathy to kick off this week:

Investopedia’s Caleb Silver hosts Gary Vaynerchuk and the two discuss when Gary realized the importance of empathy and how it has made him a better businessperson [Podcast at 26:30-mark]:

“I had a lot of emotions and feelings – but they were my superpower. And I knew as I got older and older and older it became very clear to me how to harness it. I’m so proud of my compassion, empathy, sympathy, and feelings towards others.”

The World According To Gary Vaynerchuk [Caleb Silver, Investopedia.com]

Co-founder of ROL Advisor Mitch Anthony provides an “Empathy Report Card” for how to gauge what he believes is one of the most overlooked skills [Article]:

“In a competitive society where self-promotion is as common as the air we breathe, we will have little distracting us when making this empathetic connection—once we recognize this sign on those we meet. These people are typically in corporate cultures that do little to affirm how important they are. Many carry doubts and insecurities about themselves. Anything you do to help people feel more significant will be welcome. The best thing you can do is to make a sincere inquiry.”

The Sign Around Every Person’s Neck [Mitch Anthony, Financial Advisor]

Chequers Financial Management founder and managing partner Megan Gorman on the process she went through to find her marketing “voice” and how she balances creating content with servicing clients [Podcast]:

“I will tell you I felt I floundered for a long time. I still feel like I founder. I say that because I’m one of those extroverted introverts. When I’ve done all of the personality testing, I’m always right on the line. I like to be private. I don’t like to like just spout my opinions on Twitter. And so this was forcing me to do that, right? So, first of all, I’ve got that sort of conflict going on internally with me every time I hit tweet or every time I post something on Instagram or say something. But I think the other thing was, when I got out there, I realized there were a ton of voices out there. And they all have platforms whether they’re blogging or they’re writing for a publisher, YouTube, Twitter, or podcasts. And what I realized was in the beginning I was trying to play the same game as everybody else.”

Chequers’ Megan Gorman On How RIAs Can Build A Brand And Voice [Mark Bruno, WealthManagement.com]

Carl Richards shares a proven three-step formula for how to find your niche and pick up your first clients [Podcast]:

“Here’s what will happen almost every time if you do it right. The way you write that paper is, at least the first paragraph or two or three, that’s the head-nodding paragraph. You want to nail the problem in their words. So, we used ‘chained from the chair’ and ‘the present value of your future earnings is your number one asset as a dentist despite that your spouse or partner might think that’s declining over time.” We used all of that language there and they just look up at you and say ‘Taylor, how did you know all this?'”

Step-By-Step: A Proven (And Simple!) Content Marketing Formula Every Advisor Can Use [Taylor Schulte, Experiments In Advisor Marketing]

Ron Carson on the importance of adding the “right” clients instead of giving into the temptation of always adding more clients [Article]:

“If you don’t have that process and you see dollar signs and you work with people you otherwise wouldn’t really want to work with, what’s that do to your energy? What’s that do to the team?” [Carson] asked rhetorically.

West conceded that he used to because he “wanted the business.” Now he is focused on only the “right people,” he added.

West asked advisors in the audience if they had any clients whose phone calls they dreaded getting. “I don’t have any of those anymore,” he said. “And that’s a big, big difference.”

Ron Carson: Why Adding The Right Clients Beats Adding More Clients [Jeff Berman, ThinkAdvisor]

Which piece of content did you like? Comment below!

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