Better conversations. Better outcomes. | Presented by BMO Global Asset Management

After five years and 136 episodes, it is time to say goodbye. In our last episode, we wanted to continue where we started this journey by providing all of you with some actionable ideas and learnings that might be helpful for your practice on the road ahead. We'll share stories and memorable experiences with you and identify several enduring principles that our guests helped us uncover to help you shape the future that you want to create. Thank you to all of our guests and listeners for five great years. We hope that you continue to access, use, and revisit these episodes, and most importantly, put them to work to have better conversations and better outcomes in your practice, your portfolios, and your financial planning.

This month marks our five-year anniversary for the Better Conversations. Better Outcomes. podcast. In recognition of this milestone, we're going to throw back to our first episode. Every investor has a unique perspective on the world, unique reasons for investing, and unique goals for their investment portfolios. In this episode, we explore how financial advisors can use personality archetypes to create better connections with their clients. How can you better communicate with investors who might feel that their advisor should have foreseen change in the markets? In this episode, Matt Smith lays out four investor archetypes, each with their own set of personality attributes: Guardians, Artisans, Idealists and Rationals. This episode details each of the archetypes and how you as a financial advisor can best cater to your clients’ personalities. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

The most impactful financial decisions for your clients often come around some type of life event or transition – and for many, it comes at a time of heightened emotional state, either positive or negative. As a financial advisor, helping to meet your clients on level ground and produce a positive outcome from this change is key to your, and your client’s, success. Ross Marino joins the podcast to discuss the best ways to guide your clients through these drastic changes in their lives. Ross will provide examples of these scenarios and discuss his series of four questions to answer before working towards a next-steps financial decision. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Medicare is the closest thing in the U.S. to a single-payer healthcare system, but it comes with trade-offs, including direct implications to a client’s HSA plan, social security and more. When is the right time for your clients to enroll? Peter Stahl returns to the podcast to discuss planning for retirement with means-testing and taxable income in mind. He helps us break down the Medicare program, explain the pros and cons for enrolling in Medicare when eligible, and emphasize the importance of building sources of tax-free wealth before retirement. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

A couple’s inability to communicate about their finances is one of the leading causes of a breakup. As an advisor, it's your responsibility to help clients navigate the challenges of financial planning, even in the context of love and relationships. Vonny Carrington joins the podcast to share many actionable insights for advisors to use with couples at any stage of a relationship, from engagement to moving in together, to marriage, divorce and even widowhood. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Clients looking for a new advisor or firm are faced with an overwhelming set of options. One way to set your practice apart is by giving a lot of thought to developing an intentional client experience. Our guest today is Angie Herbers, Managing Partner of Herbers and Company. Angie handles strategy management and innovation for independent advisory firms who desire to grow. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Referrals tend to have high conversion rates and lower costs, but often they seem a bit elusive and sometimes random. Is there a better, more consistent way to generate the right type of referrals for your business? Stacey Brown Randall joins us to discuss ways you can generate referrals without even asking for them, including a five-step outline that can be used to develop a formal referral plan. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

As financial planning continues its evolution, there are many areas of nuanced expertise that are emerging to help clients successfully navigate the intersections of life and money. Advanced care planning is one of those areas where advisors and clients can plan with some certainty for a period of extreme uncertainty. Kim Fischer joins the podcast to discuss the importance of having a plan in place should a client not be able to make decisions about their health or care for themselves. She covers why the most powerful part of this planning happens at an emotional level when a client and their advocate come together with clarity about what is important to them. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Before last year's COVID-19 pandemic, we would hear about advisors getting together with some clients and prospects for arts or charity projects, or even hosting a wine tasting. But unfortunately, the pandemic made many of these events virtually impossible to hold as this new normal really shifted things. Samantha Russell joins the podcast to discuss what it might look like to return to in-person events in a post-COVID era. Plus, she discusses the notable advantages that moving some of these events permanently into a virtual format may have on your practice. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Alternative assets, such as cryptocurrencies, art, private equity and more, have seen a surge in press coverage over the past decade, to the point that many of these alternative investments have become more mainstream than ever before. Tom Kurinsky of Millenium Trust joins us to discuss the ins and outs of holding these alternative assets in IRAs and how you can advise your clients on integrating these investments into their portfolios. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

You’ve done a lot of work to get a presentation in the boardroom, and you have one opportunity to make an impression and earn their trust. There are ways you can improve your chances of success before you even walk in the door. Randy Fuss joins the podcast to help you take full advantage of your opportunities in front of a board, including ways in which you can understand the motivations and dynamics of the room by doing some homework beforehand. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

The COVID-19 crisis exposed an already dire problem – families could not come up with money for unexpected expenses, such as replacing a flat tire or repairing a busted pipe. As such, many advisors have been reemphasizing the importance of optionality and financial wellness to help their clients and communities properly prepare for these unpredictable emergencies. Peter Welsh joins the podcast to discuss the importance of having a dedicated plan in place for dealing with unexpected expenses. Plus, he also discusses how his team has developed an after-tax emergency savings plan that starts in the workplace through paycheck deduction. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Retirement is, for many, the culmination of their life's work. As their financial advisor, you've been helping your clients strategize and plan for that milestone. But what happens if what you've been planning for changes right before the goal line? We're seeing that today in the world of retirement income. Derek Sasveld and Scott Kimball return to the podcast to talk about the actionable strategies you can take to combat this shift in the income landscape, creating a better outcome in retirement for your clients. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

2020 was a year with very few normal moments. Despite the uncertainty that the pandemic provided, we continue the tradition of providing you a recap of the best learnings from the year. And there were many! Ben and Emily are joined by Nate Stading for a discussion on the key takeaways from the podcast in 2020, including how the pandemic has shifted the way financial advisors should analyze plans, portfolios and their practice heading into 2021 and beyond. Thank you to all of our guests that joined the podcast for the first time or returned to the podcast this year. Your insights are helping advisors around the world drive better outcomes for their clients. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Developing a relationship with your clients and understanding their aspirations and objectives is key to successful planning strategies. Many clients are not aware that their values can increasingly play a role in how they invest. So how do you open up conversations with clients about their values and better understand their perspectives surrounding environmental, social and governance (ESG) investing? Kristi Mitchem, BMO Global Asset Management’s CEO, joins the podcast to discuss the impact that ESG investing can have on client portfolios, both to align with your client’s beliefs as well as meet their financial goals. Plus, she shares new proprietary research that can help you and your clients discover the role that ESG can play in their long-term strategies. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Being a great advisor requires coaching people toward their financial aspirations. However, many advisors reach a plateau, where focusing on the clients you already have consumes all your capacity. Bill Whitehead joins the podcast to discuss how to ensure you don’t lose sight of your vision of success. Topics include strategic planning and the benefits of having a coach by your side to help you execute on your plans for the years ahead. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Volatility in the markets. A historic election. A global pandemic. 2020 has thrown us all into an interesting period of irreducible uncertainty, and now more than ever, clients are looking to you to provide them with “real” financial advice in order to navigate these turbulent waters. Carl Richards returns to the podcast to talk about the rapid acceleration and shift to “real” financial advice and the emergence of a secret society of financial advisors. Also, if you ever wondered what clients want from financial advisors, Carl shares their perspectives. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Many of you have succeeded in your practice by wearing multiple hats. But playing the part of CEO, CMO, COO and advisor all at the same time can be exhausting. That’s where an executive assistant, or EA for short, can come in to provide you with better leverage for your time and results for your business. Blake Stratton joins the podcast to share behind-the-scenes insights into how to hire, work with and delegate to a world-class executive assistant. You may think you can’t afford to hire, but you might learn you can’t afford not to hire an EA for you and your practice. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations

Whether speaking at an event, in a group, or a one-on-one with a client, communicating effectively is a critical part of your role as a financial advisor. This has become even more pronounced with the COVID-19 pandemic, as many of these conversations have moved into the digital realm. Joel Weldon, creator of the Ultimate Speaking System, joins the podcast to share his insights from doing over 3,000 speeches, along with some of the tools that he uses to help make concise, clear presentations that connect with an audience of any size. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations.

Helping a family manage and maintain their wealth over multiple generations can be a complicated and potentially unhappy affair. Courtney Pullen joins the podcast to provide actionable advice to help you navigate the challenges of multigenerational wealth, including why his background in psychology has helped him find success in this area of wealth management. For full show notes and links mentioned in this episode, visit http://bmogam.com/betterconversations