Top Advisor Podcast

Welcome to a special solo edition of the Top Advisor Podcast! In this episode, host Bill Cates pulls from decades of coaching, interviewing, and his own experience to deliver a powerful session on best practices for bringing in new clients and creating real advocates for your business. Unlike typical interview-driven episodes, today’s focus is on actionable principles, strategies, and tactics that top advisors are using right now. Bill dives deep into what it means to be truly referable and remarkable, i.e., “worthy of remark” – exploring the vital difference between simply keeping clients happy and elevating your relationships to the level where clients enthusiastically introduce you to others. You’ll hear real examples from standout advisors, learn about the game-changing 3 Rs of relationship marketing, and discover how targeting the right markets, building strong personal connections, and embracing your clients’ money beliefs can transform the growth and reputation of your practice. Packed with concrete examples, episode references, and tested tools, this solo session is your roadmap to moving from incremental to exponential growth, cultivating a culture of introductions, and becoming the advisor everyone talks about. Tune in for inspiration, insights, and practical steps you can start using today. 3 Top Takeaways Being Referable Means Going Beyond Good Service:Build a Clear Target Market and Reputation:Leverage Empathy & Money Stories: Whether you’re a seasoned pro, just starting out, or somewhere in between, these principles, strategies, and tactics are game changers for client acquisition and building a thriving practice.

“I actually call myself – lovingly – the angel of death because I was not an angel investor. Yeah, I destroyed businesses and, in the process, wiped myself out financially.” – Mike Michalowicz I believe that the message in Mike Michalowicz’ book, Profit First is both elegantly simple and powerful I’ve adopted most of these strategies over the past 6 months and my business has already become more profitable, and my cash-flow management is clearer and smoother than ever before. This interview of Mike is going to follow two parallel paths. As a financial advisor YOU are a business owner AND you probably serve a lot of business owner clients. This interview will give you ideas to bring more value to your clients, and at the same time help you reflect on the profitability of your own business. Bill and Mike discuss: Profit First Mentality: Behavioral Hacks for Profitability: Why Most Business Owners Struggle: The traditional formula – sales minus expenses equals profit – actually sets most up for failure. Debt & Profit: Owner’s Compensation vs. Profit: Don’t confuse or commingle these!Holistic Advising: Commitment Devices: ! This is Powerful ! Whether you’re a solo advisor, own a small business, or even part of a larger firm, Profit First adapts. The sooner you start, the greater the impact.

“Most financial advisors work too many hours for too little money for too many of the wrong clients.” – Bill Bachrach, CSP, CPAE . If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen. We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life. NOT LOOKING for this exact model? Keep listening. The principles, strategies, and tactics discussed can apply to any advisory model. It’s all about asking great questions, truly listening, and focusing on quality over quantity. Plus, we discuss practical strategies to transition from a busy, overwhelming practice to your dream client base. Unlock the roadmap to results and become the trusted advisor your clients deserve! Bill C. and Bill B. Discuss: Build a business that funds your ideal lifeHuman connection still trumps everything in the financial advisory worldThat simple question opens up a valuable conversation.Earn that bridgeBe as analog and human as possible with your clients.

Most financial challenges aren’t math problems—they’re belief problems. In my recent podcast conversation with Corey Mosley, we talked about money stories: the beliefs people absorb early in life that quietly shape how they save, invest, earn, and even value themselves. Clients don’t always resist your advice because they “don’t get it.” Often, they resist because the advice conflicts with a story they’ve carried for decades. The same is true for advisors. Your beliefs influence how you price, position your value, and show up in conversations. When you help clients (and yourself) rewrite the story beneath the numbers, everything changes—clarity, confidence, and follow-through. Listen to the conversation and explore how money stories shape financial outcomes.

“To grow to an 8-figure business, you have to fire yourself – let go of doing all of the things that you think you have to do as the founder, as the advisor, and really let go so you can step into this visionary leadership role that most founders want to be in.” Julia Carlson In this conversation, Julia Carlson shares how she grew her practice from scratch, building a dynamic team and eventually stepping into a visionary leadership role (yes, “firing herself” in the process). You’ll hear about her dedication to helping both retirees and entrepreneurs, her passion for holistic financial planning, and her mission to inspire 1,000 entrepreneurs to each give $1 million to causes they care about, ultimately creating a $1 billion movement for good. Whether you’re looking for insights on scaling a business, creating meaningful differentiation, building a powerful team culture, or simply finding happiness and balance as an advisor, you’ll find Julia brings both practical strategies and a refreshingly authentic perspective. Bill and Julia Discuss: How leaders shift from rugged self-reliance to collaborative leadership as their firm scales.How her Retirement Readiness Checklist becomes a magnet for her Right-Fit Clients.The power of serving both pre-retirees and business owners and how this dual focus fuels deeper relationships.Why Julia chose organic growth over acquisitions and what that has meant for her firm’s culture, trust, and scalability.The impact of embedding generosity into a business model and how the $1 Billion for Good movement inspires teams and clients alike.Why modern advisors must blend investment + insurance + planning into one holistic approach. Sponsor: EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client Connect With Julia Carlson LinkedIn: https://www.linkedin.com/in/thejuliacarlson/ Website: https://www.thejuliacarlson.com/ Writers Island:https://www.writersislandtv.com/julia_carlson Resources: RapidFire ReferralsGet a copy of “The Language of Referrals”Get a copy of “Radical Relevance”Grab your copy of The Hidden Heist today!Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.comReferral Coach HomepageHire Bill for CoachingEnroll in The Cates Academy About Tessa Santarpia: Julia Carlson is the Founder and CEO of Financial Freedom Wealth Management Group, a nationally recognized firm ranked in the top 1% of the industry. An entrepreneur, speaker, author, and educator, Julia has become a respected thought leader on tax-efficient retirement strategies, distribution planning, and exit planning for business owners. She launched her firm at the turn of the century and has since built a reputation for exceptional client service and visionary leadership. Julia is the author of Money Loves You and has a new book forthcoming in February 2026: Let’s Get You Fired – How Entrepreneurs Scale to 8 Figures by Letting Go and Leading with Vision. Through her coaching and guidance, she helps entrepreneurs grow beyond the hustle, build companies that thrive without their constant presence, and create a legacy of generosity. Her bold mission: help 1,000 entrepreneurs scale to 8 figures and give $1 million each to causes they care about—fueling a $1 billion movement for good. A frequent voice in the media, Julia has been interviewed by Barron’s, Forbes, Financial Advisor Magazine, MSN, Reuters, InvestmentNews, USA Today, Yahoo! Finance, and Nasdaq. She has been named an InvestmentNews Women to Watch honoree, and a multi-year Forbes Top Women Wealth Advisor. She works from the firm’s office in the beautiful coastal community of Newport, Oregon, where she lives with her husband and their three children.

For the human brain, we all have a negativity bias. It’s not a flaw; it’s actually a survival mechanism. So, it’s not that your clients are necessarily overreacting, it’s more that their biology is perceiving a threat when none might even be there. Tessa Santarpia. In this episode of Top Advisor Podcast, my guest Tessa … Continue reading #103 – Rewire Your Brain: The neuroscience behind the emotions and beliefs that drive financial decisions with Tessa Santarpia →

Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences. In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy. Drawing on … Continue reading #102 – Low-Cost Ways to Turn Client Satisfaction into Client Loyalty with Richard Weylman, CPAE →

Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences. In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy. Drawing on … Continue reading #102 – Low-Cost Ways to Turn Client Satisfaction into Client Loyalty with Richard Weylman, CPAE →

What can financial advisors learn from those guiding the world’s wealthiest and most complex families? And how can you position yourself as the advisor your A+ clients call first? In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family … Continue reading #101 – Becoming the First-Call Advisor: Insights from Family Office Expert Rich Wolkowitz →

Standing out as a financial advisor requires more than credentials; it’s about clarity, connection, and purpose. How do you move from being “just another advisor” to someone clients instantly trust and want to work with? How do you stop competing on titles and start owning the problems your clients care about most? In this special … Continue reading #100 – From Top Advisor to Industry Leader: Derrick Kinney’s Secrets for Making Competitors Irrelevant and Attracting Clients →

If you think numbers and charts are enough to win clients, think again. In this episode, Referral Coach Bill Cates interviews renowned author and speaker Mitch Anthony about the decisive role of storytelling and life-centered financial planning. Mitch shares how neuroscience has proven that emotional connection, not just data, drives decisions, and how financial advisors … Continue reading #99 – What Every Advisor Needs to Know About Storyselling and Life Planning with Mitch Anthony →

Financial advisors face the real challenge of proving their worth to clients who have more options and skepticism than ever before. How do today’s top advisors cut through the noise, establish credibility, and attract clients in a way that actually works? In this episode, Referral Coach Bill Cates interviews Michael Kitces, Chief Financial Planning Nerd … Continue reading #98 – The Crisis of Differentiation: Michael Kitces on What Actually Works for Advisors →

Many advisors build thriving practices, only to feel trapped by the very work they love. What if your career could energize, rather than drain, your life? In this intriguing conversation, Referral Coach Bill Cates, CSP, CAPE interviews Kristin Harad, CFP®, founder of Full Advisor Coaching, who explains how financial advisors can embrace work-life integration rather … Continue reading #97 – Sustainable Success for Financial Advisors – Integrating Work and Life with Kristin Harad, CFP →

Do your clients’ money mindsets ever drive you crazy? Do you wish you could get them to just “think right” about their money? What if you knew that some of your clients’ financial challenges are rooted in their DNA? Is that possible? It’s called “epigenetics.” (BTW – This is true for you too!) In … Continue reading The Financial Mindset Fix: Joyce Marter on Mental Fitness for Advisors and Clients →

Most advisors know women will control the majority of wealth by 2030—so why aren’t more of them preparing now? In this episode, Referral Coach Bill Cates interviews Cary Carbonaro, CFP®, Managing Wealth Advisor and the Women and Wealth Ambassador at Ashton Thomas. Cary explains how the financial industry has historically overlooked female clients and what … Continue reading #95 The $30 Trillion Opportunity: Serving Women Investors Better with Cary Carbonaro, CFP® →

Are you building a business you love — or one that’s wearing you down? In this episode of Top Advisor Podcast, I interview David DeCelle, CEO of Model FA, whose passion is helping advisors fall in love with their practice – either “again” or for “the first time.” David shares actionable insights on scaling your … Continue reading #94 – From Stuck to Scaling: How Top Advisors Build Momentum with David DeCelle →

Selling a business is a monumental decision, filled with considerations that can significantly impact the owner’s future. How can advisors provide real value beyond investment advice during this crucial transition? In this episode, Referral Coach Bill Cates interviews Scott Bushkie, CBI, M&AMI, CM&AP, founder of Cornerstone Business Services, about the key steps and considerations involved … Continue reading Advising Business Owners Through Their Exit with Scott Bushkie, CBI, M&AMI, CM&AP (Ep. 93) →

Building strong financial foundations isn’t just about numbers, it’s about nurturing relationships and leaving a legacy. How can financial advisors inspire trust and empower the next generation? What role does education play in creating lasting client relationships? In this episode, Referral Coach Bill Cates interviews Jeff Panik, CFP®, MSFS, CRPS, Principal of Balanced Wealth Partners, … Continue reading #92 Connecting Generations Through Financial Literacy with Jeff Panik, CFP®, MSFS, CRPS →

In a crowded market, how can financial advisors truly stand out and attract their ideal clients? What’s the key difference between a target market and a niche, and why does it matter? In this episode, Referral Coach Bill Cates interviews Kristen Luke, marketing strategist and author of: Uncomparable: The Financial Advisor’s Guide to Standing Out … Continue reading Standing Out: Niche Marketing for Financial Advisors with Kristen Luke (Ep. 91) →

In this episode of Top Advisor Podcast, I sat down with one of the most recognized and influential names in the financial services industry: Ric Edelman. From starting as a new advisor to building the largest RIA in the country, (over $300 Billion in assets managed) Ric’s journey is filled with insights, strategies, and bold … Continue reading #90 Ric Edelman on Growing Your Financial Practice and Trends Reshaping the Advisor World →