The Whole Truth Podcast for Financial Professionals

Today we start things off on a fun note, sharing some of the music we listened to as kids. Then our guest Daxs Stadjuhar joins us from the LPL world to talk about his organization The Network.

Today we'll discuss with our colleague Ben Alge why The Challenger Sale, authored by Matthew Dixon and Brent Adamson of CEB, is considered one of the most consequential academic studies on sales that has come out in a long time. Then Ben sticks around as we dive into questions from the mailbag.

Our guest, Dr. Maribeth Kuzmeski, founder and president of Red Zone Marketing reveals how she helped one client grow their practice from 10 million to 200 million in under five years using low cost niche marketing strategies. We also discuss Red Zone Marketing, some "don'ts" of marketing, and her thoughts on using second opinion marketing right now.

Our guest Paul Seid, a successful entrepreneur and venture capitalist shares valuable lessons learned from decades of running multiple businesses in various countries. Also included in this episode: What's your niche? We explore on an article on the subject featured and give you our take and we finish with a much needed Costanza Corner.

What can you do with that notepad full of great ideas that has been sitting in a drawer ever since you got home from your last conference? On today's episode, Steve and Kurt give specific guidance for how to execute on the ideas that have been collecting dust, so your business can move forward. Then it's time for questions from the mailbag.

On this episode, we dive into the fascinating world of behavioral finance and how you can apply its lessons to your business. Our guest is Dr. Daniel Crosby. He's a PhD in clinical psychology and a behavioral finance expert with Brinker Capital. Kurt and Steve ask him about his numerous books and TED talks and how behavioral finance is shaping how we think about investing and client relationships.

Our guest is Mary Mock, Divisional Vice President at Touchstone Investments. Prior to this she was one of the most successful wholesalers at Touchstone Investments. Mary discusses the concept of Supernova, how it came about, the foundations of the concept, and the variety of ways a financial professionals can apply it to grow their practice.

Mark Fujiwara joins us on this episode to discuss ways that financial professionals can market their practices in the current digital landscape. Steve and Kurt ask him about podcasting, LinkedIn, and other strategies that can differentiate a practice in a crowded marketplace. They also reach into the mailbag and respond to questions submitted by listeners.

Steve and Kurt dive into the world of PAR, or Practice Analysis Review. This review anchors a lot of what they do around practice management, so today they're going to tell you what it is, where it comes from, what are the crucial pillars of their analysis and what they do with the data.

Our guest today is Jerod Morris, an expert in the world of podcasting and digital marketing. Steve and Kurt's goal for this show is to build a community, and Jerod was an inspiration to them when they were first talking about starting a podcast. In addition to the discussion around building The Whole Truth, Jerod Morris, an expert in the world of podcasting and digital marketing, details several marketing concepts that financial professionals can put into practice right away.

After you’ve segmented your clients and built a service matrix, how do you take action? Steve and Kurt map out the processes needed to execute on your plan, and discuss client contact ideas for real-world application.

Building on client segmentation from the last episode, Kurt and Steve introduce the idea of a service matrix - how you can service segments of clients differently. They talk about different types of client touches, including formal review, digital communication, client events and more.

What is client segmentation, and how can it work for your practice? Steve and Kurt dive into specifics, and discuss several ways to segment clients.

Steve and Kurt give an overview of the podcast and an introduction to themselves. They discuss the upcoming series on client service and why it matters now.