Advisor Development Show with Karl Hoover

Growing referrals and expanding the business organically is a goal for every financial advisor, and our guest today has developed a program in his practice that is responsible for the majority of his company’s bottom line revenue. We’re excited to welcome on Gary Reed, president and founder of Reed Financial Group in Georgia, to the show. He’s built a culture around his business and created superfans that keep referring more and more ideal clients to him. Today we’ll learn more about how he’s been so successful building trust and nurturing relationships and leave you with some strategies you can implement into your business now. Best of all, Gary has a model office here at the Financial Independence Group and is a coach for our advisors, which means all of his best practices are available to our Elevate FIG members. About our guest: https://www.reedfinancialgroup.net/theteam CONTACT US: https://advisordevelopmentshow.com/

Today we welcome in an incredibly successful advisor with over 30 years of experience who has built a business with his family at the forefront. Scott Moore is the founder of Moore’s Wealth Management and someone we know really well through his work with the Financial Independence Group. Scott's mastery in scaling a financial practice over three decades is something we can all learn from, and we’ll dive into his systems and processes that now allow him to work a small fraction of the week without interruptions in the business. Here’s some of what you’ll learn from this episode: With five children and 13 grandchildren, they enjoy a lot of family traditions but he’ll share some special ones around the holidays.How he began in this business in his 40s and took a big financial risk to start his own company.He tells us more about his book and why it’s so valuable for advisors.Why he believes in having a great mentor and how you can find the right one.How he and his wife, Carla, have managed periods of imbalance in their lives as they worked together on their goals.The importance of shadowing when training and his process for managing that.Why he feels his relationship with FIG has been a phenomenal experience. About our guest: https://mooreswealthmanagement.com/our-process/#meetfounder Get Scott’s book: https://www.amazon.com/NEXT-Blueprint-Million-Dollar-Financial-Services/dp/1088514634 CONTACT US: https://advisordevelopmentshow.com/

Entrepreneurship and personal life can often seem like a challenging juggling act. In this show, we had the opportunity to delve deep into this topic with Kevin Wathey, an entrepreneur who has brilliantly mastered the art of balancing life and business. His journey, filled with inspiring experiences and innovative strategies, has taught him how to effectively manage time and boost efficiency in his entrepreneurial pursuits. Here’s some of what you’ll learn from this episode: The story of his mom’s battle with cancer and how it took him to a very dark place in life. How a call from Phoenix Coyotes captain Shane Doan changed his entire outlook. Creating time and efficiency in entrepreneurship while he’s involved in multiple businesses. The four cycles of belief and how this helps entrepreneurs. Breaking down a week in 20 minute increments to get the most out of your time.What are the systems within entrepreneurship? ABOUT OUR GUEST: https://www.kevinwathey.com/ CONTACT US: https://advisordevelopmentshow.com/

Today’s guest helps businesses of all sizes become the best version of themselves. Kate Volman is the CEO of Floyd Consulting, author of Do What You Love, and has more than 15 years of consulting experience with businesses and executives. Our goal is to make our advisor audience and other professionals better at what they do in all facets of the business and Kate will provide plenty of value to help with that. As she talks about on the show, her superpower is massive optimism and her message today is loaded with positive outlooks and actionable items you can take away immediately. Here’s some of what you’ll learn from this episode: How a sales job with a chamber of commerce taught her a lot about entrepreneurship, leadership, and community and began her journey to where she is today. Why she feels it’s so important for women to go after what they want because they have the skills and talent to be tremendous leaders. The three tips she thinks are key for building online exposure for your firm. Ways to put together a successful content marketing strategy and the importance of starting small and being consistent. How she took her superpower and turned it into a newsletter called Massive Optimism. Ways Floyd can help financial professionals grow their practice. About our guest: https://katevolman.com/ Sign up for her newsletter: http://massiveoptimism.com/ Get Kate’s book Do What You Love: https://www.amazon.com/Do-What-You-Love-Creative/dp/1635823331?pd_rd_w=gslWX&content-id=amzn1.sym.f5690a4d-f2bb-45d9-9d1b-736fee412437&pf_rd_p=f5690a4d-f2bb-45d9-9d1b-736fee412437&pf_rd_r=EQWJE3KH41SQBBWKPKXS&pd_rd_wg=wBVvL&pd_rd_r=f86b2570-f8ac-47e4-8b84-f9903fc37b02&pd_rd_i=1635823331&psc=1&linkCode=sl1&tag=katevolman02-20&linkId=e234c5b93e03b66656aaa43a45554f84&language=en_US&ref_=as_li_ss_tl Get in touch with Karl and get more content: https://advisordevelopmentshow.com/

Today’s guest is someone that we has found great success in sales and building businesses. Jamie Shanks is a world-leading Social Selling expert and author who has pioneered this space. He’s trained thousands of professionals throughout his career and today he’s going to provide some of that expertise to us. Here’s some of what you’ll learn from this episode: What is SPEAR Selling and how do you take advantage of this in your business? 7:56 How the Social Selling book lays the groundwork for everything else. 12:36 How should you work storytelling into your sales process? 15:33 The differences he sees working with small businesses versus Fortune 500 companies. 38:55 Why past customers are the key to opening more doors. 24:41 What it would be like for a financial professional working with Jamie. 28:39 About our guest: https://salesforlife.com/author/jamie-shanks/ Get Jamie’s Social Selling book: https://www.amazon.com/Social-Selling-Mastery-Scaling-Marketing/dp/B06XWGKDF3/?_encoding=UTF8&pd_rd_w=wZimL&content-id=amzn1.sym.ed85217c-14c9-4aa0-b248-e47393e2ce12&pf_rd_p=ed85217c-14c9-4aa0-b248-e47393e2ce12&pf_rd_r=144-9313027-4640316&pd_rd_wg=ZWX8r&pd_rd_r=bc2538d3-b667-45e2-8e6a-cc3d0c1f3467&ref_=aufs_ap_sc_dsk Get Jamie’s SPEAR Selling book: https://www.amazon.com/SPEAR-Selling-ultimate-Account-Based-professional-ebook/dp/B07MFG178W CONTACT US: https://advisordevelopmentshow.com/

Catherine Tindall, CPA and partner at Dominion Enterprise Services. Their business is a specialty tax advisory practice so we’ve asked her to join just to share her insights on the Employee Retention Credit. We want to make sure business owners in our industry understand how to take advantage of this generous credit program before time runs out. Here’s some of what you’ll learn from this episode: What is the employee retention credit? 2:50 How many people are helping business owners with this tax credit? 7:56 When the credit officially phases out and who is eligible? 13:22 Here’s how the credit is calculated. 18:85 Here’s the best way to learn more about the program. 20:50 How she’s learned to restrict her dopamine response to be more satisfied with less. 30:42 About our guest: https://dominiones.com/ See if your company is eligible: https://ctindall884762.typeform.com/to/nl6hAWN2 Top 5 ERC Mistakes to Avoid: https://dominiones.com/for-business-owners/ CONTACT US: https://advisordevelopmentshow.com/

We’re excited to kickoff season five with a bright mind in the financial industry and someone who has built multiple successful businesses. Derek Notman is a Certified Financial Planner and founder of Intrepid Wealth Partners but that only scratches the surface of who he is. Here’s some of what you’ll learn from this episode: Derek’s journey into the financial industry without really knowing what he wanted to where he is now. (4:53) What is Couplr and how does it help generate leads? (14:59) The advantage of a warm lead and how he helps with that. (18:10) What Conneqtor is and why is it valuable to business owners. (20:45) How the podcast was born out of COVID. (26:14) How to be the best dad you can be while building an amazing business. (30:42) The REBL Dads movement and the goals behind it. (34:53) The one life lesson that Derek wants to leave you with. (39:18) Connect with Derek: https://www.intrepidwealthpartners.com/about-us https://www.couplr.ai/ https://www.conneqtor.co/ https://rebldads.com/ Contact Us: https://advisordevelopmentshow.com/

In this episode, we’re thrilled to have Derrick Kinney, author of Good Money Revolution, on the show to talk about his huge career shift just a few years ago. As you’ll hear on the show, it all began by asking himself this: What can I do to be a better spouse, father, and business owner? From there, he realized being a financial advisor wasn’t high on the list and that’s where the Good Money brand began. Join us for an extremely insightful conversation that will leave you with a long list of takeaways to improve your business as well as your personal life. Derrick has a tremendous perspective on money and using it to do good, and we hope you enjoy this discussion as much as we did. Here’s some of what you’ll learn from this episode: Why he decided to give up his successful financial planning business for a new venture. (2:32) The creative way he found to differentiate himself from other advisors in his area? (5:43) One huge thing he learned about how to present his job and his business. (14:31) The three good money levers – what are they and how do we use them? (21:10) The 7-step Good Money framework and how it’s different from other financial strategies. (30:35) Derrick explains investing like a four-lane highway. (38:14) What you give is just as important as what your business is making. (42:52) Get the first five chapters of his book for free: https://goodmoneychapters.com/ ABOUT OUR GUEST: https://www.goodmoneyframework.com/ CONTACT US: https://advisordevelopmentshow.com/

Today we turn our attention back on financial planning and a product that many investors are curious about during a down market: fixed indexed annuities. To help us understand this investment better, we’ve invited Wesley Tanner, Vice President of Annuity for both Financial Independence Group and Team Hoover. Here’s some of what you’ll learn from this episode: How much has this landscape changed from 20 years ago? (5:28) How illustrated returns are presented and handled with professional clients. (14:00) How to de-risk a portfolio through annuities. (16:55) What are Wesley’s thoughts on pay for performance? (21:55) What Wes is looking for when he’s sorting through all the new investment options to make sure clients are getting the best? (22:47) What does he expect rates to do in the near future? (27:43) If you have annuity questions for Wesley, you can email him here: wesley.tanner@figmarketing.com ABOUT OUR GUEST: https://www.figmarketing.com/#!/ProductRD/Karl-Hoover CONTACT US: https://advisordevelopmentshow.com/

The small business world can be cutthroat and competitive, but that doesn’t mean we have to forego kindness and gratitude. Today’s guest, John Israel aka Mr. Thank You, has built his brand around the art of appreciation. He joins us today to share his philosophy and how he helps individuals and companies apply this concept to their business to build loyalty and increase revenue. Here’s some of what you’ll learn from this episode: How a single question from his wife made him change his entire outlook professionally. (2:36) The four steps to the gratitude project he first created, which later became the Mr. Thank You project. (6:39) How he gets the most out of client appreciation events. (16:26) The VAL framework and why it’s so important. (23:23) The art of appreciative leadership and how it helps us increase loyalty, connection, and profit. (32:49) Why the question, “How do you treat that for which you are grateful?” will change your life. (47:14) ABOUT OUR GUEST: https://mrthankyou.com/ CONTACT US: https://advisordevelopmentshow.com/

We’re excited today to welcome on someone that has tremendous insight into business growth and personal development. Dr. Gerry Herbinson, ChFC®, CFP®, CASL®, CLF® is an Executive Business Coach with the Carson group and one of the leaders in our industry. During his career, he’s developed a specialty in management, leadership and development by studying top performers across the country. He brought that experience to Carson and helped develop and write about half of the online courses during his first year on the job. Here’s some of what you’ll learn from this episode: How he went from being an advisor to sales and then into coaching. (2:28) Who is Carson Wealth and why are they different than other firms? (5:40) What’s behind the growth at Carson Coaching compared to the rest of the industry? (14:47) The secret to hiring success. (18:17) How does employee engagement play into return on investment for firms? (24:15) Developing an organizational chart by firm size. (30:53) His biggest life lesson is ‘don’t be afraid to grow.’ (42:11) To get in touch with Dr. Gerry Herbison, visit his website here. ABOUT OUR GUEST: https://www.carsongroup.com/insights/blog/team-members/gerry-herbison/ CONTACT US: https://advisordevelopmentshow.com/

No matter what profession you’re in, there’s never been a better time (or more important time) to independently build your own brand. Financial advisors might not see that as a priority to their business, but building a brand can increase credibility and awareness for the work you do. With this in mind, we’ve invited a marketing expert onto the show today to share brand strategies and identify the areas where advisors should focus. Jeremy Weber is the Director of Brand Strategy Services at the Brand Builders group, where he’s focused on building personal brands and his work has supported best-selling authors, celebrity influencers, and even a Shark Tank investor. Here’s some of what you’ll learn from this episode: How a public sector job early in his career led him into the entrepreneurial world. (4:44) What is Brand Builders all about? (13:48) The top mistakes that people make when trying to build a brand. (19:51) Getting to a deeper level by telling your story. (22:39) Explaining the three goals they have for branding. (27:47) What they do to assist financial advisors in building their brand. (35:55) The one life lesson he would share. (49:58) If you want to take advantage of a free brand strategy call, get in touch with the Brand Builder team here. ABOUT OUR GUEST: https://brandbuildersgroup.com/jeremy-weber-2/ CONTACT US: https://advisordevelopmentshow.com/

Customers are the lifeblood of any business and owners are always searching for ways to generate interest and build loyalty. Today’s guest has built her own brand around filling this need. Brittany Hodak is an award-winning entrepreneur, author, and customer experience speaker. Her work has appeared on some of the largest media platforms in the world and you might even have seen her on Shark Tank. Brittany is an expert at helping businesses turn their customers into loyal fans and she wrote about it in a brand new book called Creating Super Fans. If you’ve been looking for ways to connect with clients and prospects, this episode should give you a lot to think about. Here’s some of what you’ll learn from this episode: (4:43)(9:30)(13:35)(21:55)(25:49)(33:07)(37:13) ABOUT OUR GUEST: https://brittanyhodak.com/ GET MORE INFORMATION: https://advisordevelopmentshow.com/

We’re kicking off season four of the podcast with a guest we’re excited to spend some time with. Jamie Hopkins ESQ., MBA, CFP®, LLM, CLU®, CHFC®, RICP® is the Managing Partner of Wealth Solutions at Carson Group as well as a writer, researcher and educator, and over his career he’s become a media go-to expert on retirement income planning and tax law. Here’s some of what you’ll learn from this episode: (4:13)(9:36)(15:00)(19:07)(24:04)(27:13)(35:21)Find Your Freedom.(40:38). (45:44) ABOUT OUR GUEST: https://www.jamiehopkins.com/ https://www.carsongroup.com/framework/ https://www.amazon.com/Find-Your-Freedom-Financial-Planning/dp/0857199846 GET MORE INFORMATION: https://advisordevelopmentshow.com/

Over the past 20 years, David McKnight has helped put thousands of Americans on the road to a zero percent tax bracket and has received national recognition for his work. He mentors hundreds financial professionals across the country who specialize in the Power of Zero retirement approach, and if you’ve spent anytime in this industry, you’ve likely seen or heard him discuss this program he’s built. Today he joins the show to share his journey, explain his philosophy on taxes, and break down the trajectory our country is on in terms of tax rates. Here’s some of what you’ll learn from this episode: (3:32) ABOUT OUR GUEST: https://www.powerofzero.com/ MORE INFORMATION: https://advisordevelopmentshow.com/

You might know Marques Ogden as the football player who enjoyed a five-year NFL career, but he’s completely re-wired himself since leaving the league. Today, you’ll find Marques leaving his footprint all across the business world as an inspirational keynote speaker, podcast host, business coach and consultant, and best-selling author. We were able to catch up with him recently to pick his brain on some of the areas where he’s really excelled and hopefully glean a little wisdom along the way. Once you hear his journey and all of the lows he had to experience before reaching the highs, you’ll have a better appreciation for all he’s accomplished. Here are a few of the things you’ll learn on this show: (2:45)(10:09)(15:39)(23:39) Learn more about Marques Ogden and his current ventures: https://marquesogden.com/ Visit us online and connect here: http://advisordevelopmentshow.com

The Co-Chief Executive Office at Financial Independence Group joins us today to discuss his journey to a leadership role, how FIG gives advisors a competitive advantage and much more about the future of advising at FIG. Mike began his tenure at FIG in 2002 after graduating from UNC Chapel Hill. Starting in the trenches as an annuity consultant, he quickly developed a passion for helping advisors better serve their clients. With his team, Mike helps to drive the strategic vision that better equips our financial professionals to thrive in the financial industry. TIMESTAMPS: 3:05 – Favorite TV show as a kid? 7:03 – FIG is a family 8:37 – What makes FIG different? 9:54 – We are still small but successful 12:38 – What is the future of the FMO and IMO Field? 15:40 – Our growing tech team 17:31 – Better serving our clients 20:29 – The next 100 years 23:55 – A life lesson MORE INFORMATION: https://advisordevelopmentshow.com/

Today we’re taking a break from the financial services industry and turning our attention to leadership. There aren’t many places where you’ll find better examples of this than our military, where officers are some of the best leaders in the world. Let us introduce you to Navy Commander Charlie Hoover. From Navy flight instructor to commanding officer, Hoover’s incredible journey is one to be celebrated and recorded, which we will do on this episode. Find out what it was like to land a jet on an aircraft carrier, what it took to be awarded high honors in the Navy, his two favorite flight stories, and lessons in leadership. TIMESTAMPS: 1:41 – Welcome Charlie 2:51 – Favorite fishing story 4:21 – Journey to earning Navy wings 17:25 – Flight instructor in Penscola 19:34 – First solo flight on aircraft carrier 24:52 – Night landing 27:40 – Becoming a great leader 30:12 – Differences between props and jets 33:43 – Winning the Naval Battle “E” Award 37:55 – Two favorite flight stories 43:02 – Hoover shares a life lesson MORE INFORMATION: https://advisordevelopmentshow.com/

Today we welcome the founder and CEO of Crystal Clear Finances to the show to share her passion for financial planning and education. Crystal and her business have a very unique way of constructing portfolios by using life insurance and faith-based investing, and that separates her from other professionals. Plus, you’ll get to learn more about how Crystal utilizes the Circle of Wealth system. Along with planning, Crystal Clear Finances has a clear and successful marketing strategy that we’ll discuss as well. If you want to get a better idea of how to move prospects through the sales funnel, you’ll want to listen to what Crystal has to say on the show. TIMESTAMPS: 1:41 – Welcome in Crystal 2:09 – Favorite running race memory 5:09 – Her financial journey 9:17 – How she leverages public events 11:42 – Moving people through the sales funnel 15:31 – A new strategy they’re using 17:43 – How she views life insurance 22:00 – Proper mixture of assets 24:29 – Circle of Wealth system 29:43 – Her Instagram show 32:19 – What is Faith-Based Investing 37:11 – The partnership with Crystal Clear 41:37 – One life lesson ABOUT OUR GUEST: http://crystalclearfinances.com/crystal-langdon/ MORE INFORMATION: https://advisordevelopmentshow.com/

Winning a football game is a lot like winning in business, there are a lot of parallels between these two industries and we are going to explore those similarities today with our guest, sports legend and NFL Coach, Pete Hoener. Working for teams like the 49ers, Cardinals, Carolina Panthers, and more, Pete has worked with various football stars to improve their skills and resilience in the game. Overcoming obstacles is something both NFL professionals and business owners face. On today’s episode, Pete will break down his journey to the NFL, the lessons he’s learned working in this industry, leadership characteristics, and more. TIMESTAMPS: 2:54 – Who’s the most interesting player you’ve worked with? 5:38 - Overcoming obstacles 6:54 – What was your journey to the NFL like? 11:37 – Working with stars 12:49 – What characteristics do you look for? 18:01 – Example of leaders in the game 19:15 – How do you train to be the best? 22:23 – Continuing to get better and taking ownership 24:32 – Being accountable to your teammates 28:41 – What’s the day in the life of a coach like? 32:33 – Characteristics of a good team 36:13 – What was it like going to the Super Bowl? 39:27 - How did you develop a winning culture? 42:09 – Managing through losses and expectations 47:00 – What are your favorite NFL players of all time? 50:12 – What plays would you take back in your career? 52:25 – How are you taking accountability? MORE INFORMATION: https://advisordevelopmentshow.com/