Better Conversations. Better Outcomes. | Presented by BMO Global Asset Management-logo

Better Conversations. Better Outcomes. | Presented by BMO Global Asset Management

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41 Purpose-led productivity: Achieving more with less

Time is a limited resource, and as a financial advisor, you have an increasing number of demands for your time. On this episode, we discuss productivity in many forms. We look at productivity through technology, systems, mindsets, and even personal habits and routines. Our guest is Mike Schmitz, host of the podcast The Productivity Show, and the author of “Thou Shalt Hustle: Pushing Past Average,” a book on purpose-led productivity. Mike gives actionable tips on productive habits, email...

Duration: 00:33:31

40 Evolving your practice: Lessons learned from behind the camera lens

You’ve built a successful practice. But times have changed, and your practice likely needs to adjust in order to continue growing. The key? Let go and be willing to evolve in order to thrive. We’re joined by Matt Ackermann, Director of Multimedia at Investment News, to discuss change. Not the type that piles up under your couch cushions, or in your car, but the type of change that evolves a practice, grows the business and makes existing customers happier. Matt also talk about his key...

Duration: 00:31:01

39 What am I paying you for: The evolving pricing models of advice

Change is on the horizon when it comes to fee structures, and this has many advisors and advisory firms at a crossroads. Today’s episode is all about how advisors should think about the topics of charging fees to clients – commissions, retainers, and all other sorts of models. John Anderson, the head of Practice Management Solutions for SEI Advisor Network, is our expert guest on this episode. John co-authored a white paper in 2016 called “Fees at a Crossroads” that addresses the...

Duration: 00:41:52

38 BRIC and mortar: building long-term outcomes with emerging markets

For many, emerging and frontier markets are nothing more than a misunderstood high risk, high reward slice of a well-diversified portfolio. Our guest in this episode helps explain that the opportunity in these markets ultimately reflects the basics of investing: buy part of a company that you think will grow in the long term (long term meaning 5 to 10 years, not just 1 or 2). Thomas Vester and the team at LGM Investments have made it their lives’ work to find investable companies in...

Duration: 00:53:19

37 Happily never after: Advising clients through a divorce

Going through a divorce is a stressful and emotional endeavor. For many, it’s also the single largest financial event they will experience in their life. Yet, many people don’t receive the proper guidance when it comes to separating assets. This presents a great opportunity for advisors to demonstrate their value. In this episode, we're joined by Carol Lee Roberts, General Manager for the Institute for Divorce Financial Analysts. We discuss the need for evaluating capital appreciation and...

Duration: 00:35:44

36 Finding opportunities in 403(b) and other tax-exempt plans: a conversation with OneAmerica’s Kevin Kidwell

The tax-exempt retirement plan market is large and widely underserved. In the U.S., there are tens of thousands of health care and social services organizations, governments, churches, and private education institutions that need access to good advice when it comes to retirement plans. For advisors who already have the knowledge and skills of working with other types of retirement plans, getting started is easy. In this episode, we’re celebrating National 401(k) Day with Kevin Kidwell of...

Duration: 00:36:08

35 Goals-based advice for client-based outcomes

Industries around the world have noticed a shift in power from companies to consumers, and the financial industry is no different. Consumers – your clients – are in the driver’s seat of industry change, and if you aren’t meeting their expectations, they will seek other options. This is where goals-based advice can set you apart and deliver value across your client relationships. In this episode, we are joined by Rebecca Jacques, General Manager for the Association of Goals Based Advice in...

Duration: 00:41:36

34 The advisor’s guide to buying or selling a practice

There are many reasons that advisors might think about selling their practice, and just as many reasons that others might be interested in buying it. In this episode, we’re talking to David Grau Sr., the President and Founder of FP Transitions, about how to buy or sell a practice. Listen as we discuss the acquisition marketplace, how to prepare to buy or sell, who you might want to sell to, and what success looks like from a buyer and a seller’s perspective. For full show notes and links...

Duration: 00:33:30

33 Managing wealth for same-sex couples

In this episode, we look at the unique financial challenges facing same-sex couples and how as an advisor, you can be better prepared to serve a non-traditional set of life circumstances. Of course, working with same-sex clients is largely no different than working with any other group of clients, but in order to properly serve this community, advisors should understand the mindset, key issues, and changing laws and policies that directly impact their money and wealth. In this episode,...

Duration: 00:34:03

32 CRM2 and the rise of fee-based advising in Canada

In this episode, we dive into an initiative that has shaken up the investment advisory industry in Canada – CRM2. This topic is especially helpful for our listeners who do business north of the border, but the overarching theme of the episode, which is applicable to advisors everywhere, centers on how to frame your practice based on goal setting with your clients, rather than simply chasing the best returns. CRM2 is all about fee transparency and, while it is a significant change, could...

Duration: 00:16:47

31 PR to power your practice

Public relations in today’s media landscape takes on a number of forms, and advisors that know how to leverage these channels are solidifying their reputation within their markets. From traditional relationships with newspaper and TV journalists, to blogs, social media, and your own web content, you don’t need to be a polished spokesperson to be effective. In this episode, we’ll get you started with actionable strategies that you can leverage to start PR for your own practice. We’ll also...

Duration: 00:34:35

10 Boomerang marketing with Tim Reid

Tim Reid is our guest on this episode, he’s the host of Australia’s most popular business podcast, called The Small Business Big Marketing Show. Today, he’s going to show us how financial advisors can leverage modern marketing channels and become thought leaders by creating content in various forms. In the episode, you’ll find inspiration for starting that blog or podcast and exercises you can do to get started with what he calls “helpful” marketing. For full show notes and links...

Duration: 00:42:17

29 Tax and policy implications for tax free fixed income

How will proposed US tax and spending policies impact tax free investors this year or in the future? On today’s show, we take a look at the municipal bond market in the US and three major areas that might change the landscape of tax free investing: Our guest is Rob Wimmel, head of Municipal Fixed Income for BMO Global Asset Management. Join us as we discuss the future of municipal’s tax-exempt status and how to talk to your clients about this current issue. For full show notes and links...

Duration: 00:31:22

27 Succession planning: exit strategies for a smooth client experience

Human beings are bad at planning for the end; the end of a career, the end of a business, the end of a life and financial advisors are no different. Advisors are experts at helping their clients through life transitions and into retirement, but many advisors may have neglected to create the same plan for themselves. We aim to help fix that with this episode. Succession planning can mean many different things, but no matter how you do it, the topic of succession planning is more than...

Duration: 00:30:09

1.26 ESG: Doing well and doing good with your portfolio

On today’s episode, we’ll explore why ESG investing is an emerging topic, what role it plays in a portfolio, and what actions advisors can take to implement ESG with their clients. Our guest is Ali Caffery, a Portfolio Manager at Envestnet. Envestnet is a web-based platform for financial advisors that assists them with the wealth management process, including performance reporting, portfolio solutions, and research tools. For full show notes and links mentioned in this episode, visit...

Duration: 00:27:13

1.25 Alexa, invest in fixed income

Janelle Woodward, President and Senior Portfolio Manager at TCH, joins the podcast to discuss passive fixed income investing implications. Janelle recently co-authored an article titled “Alexa, invest in fixed income”, which looks at the technology and automation filtering into our lives and how parallels can be drawn to today’s fixed income landscape. She explains how equity and bond indices differ and why it is important for an advisor to understand these differences when allocating a...

Duration: 00:22:57

1.24 Now what? Fred Reish on the future of DOL’s fiduciary rule

Today we’re exploring the Fiduciary Duty Rule, also known as the Conflict of Interest rule, put forth by the Department of Labor under the Obama Administration last year. We’re also discussing the February 3rd, 2017 Presidential Memorandum that directed the Depart of Labor to reexamine the fiduciary duty rule. This brought uncertainty to the rule, and left many advisors waiting to see what would happen. Our guest is Fred Reish, partner in the law firm of Drinker Biddle & Reath. Ben Jones...

Duration: 00:35:12

1.23 Inside look at the strategies of the most successful advisors

Our guest in this episode is Steve Sanduski – founder of Belay Advisor, a financial advisor coaching and consulting company. Steve has distilled his knowledge from interviewing and working with thousands of leading advisors into 4 actionable strategies. We’ll talk about people, clarity, systems, and generating business, as well as obstacles that keep firms from reaching their full potential. For full show notes and links mentioned in this episode, visit

Duration: 00:30:06

1.22 International investing themes for 2017 and beyond

Our guest today is Tony Cousins, the Chief Executive and Chief Investment Officer of Pyrford International. Tony authored a paper concerning International investment themes in 2017 and beyond, and we’re going to discuss this paper today to uncover what is behind these themes and what you should be looking at when thinking about investing in international markets this year. We’ll talk about the case for equities, the case for value, and the opportunities in Asian countries. We’ll also...

Duration: 00:34:18

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