The Whole Truth Podcast for Financial Professionals
Steve Seid and Kurt Dupuis, Regional Vice Presidents, explore the challenges and opportunities that financial professionals face today. With interviews from clients, subject matter experts and other industry professionals, The Whole Truth strives to be timely, actionable and concise with a promise to always leave on a high note.
Meet the Hosts
With a diverse work background in investments and consulting, Steve is focused on being a resource to financial professionals who want to grow and improve. He specializes in strategic planning, developing operational efficiencies and execution. He is a CFA Charterholder and received an MBA from Indiana University Kelley School of Business.
With a background in international business development and traveling to more than 30 different countries, Kurt brings a broad and diverse view. His mission in wholesaling is not to be a product vendor, but a business partner discovering and solving the biggest problems financial professionals face today. He's a graduate of Louisiana State University and a Certified Investment Management Analyst.
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The Whole Truth Podcast Episodes
Financial professionals today are running even more complicated businesses with increasing amounts of products and technology. The way things were done 10-20 years ago just doesn't work anymore. That’s where Kurt and Steve come in.
Our hosts reflect on 2021 and share some takeaways they are still thinking about and implementing from this year's jam-packed vault of priceless insights. Whether you are a new or longtime member of The Whole Truth Community, the guests of Season 2021 served up amazing ideas, tips, philosophies and more – free of charge – that could help with anything from making your day easier to potentially propelling your practice to the next level! And we’ve added a new segment we call “What We're Obsessed About This Week”…we hope you enjoy!
Elyse Archer, a founder of the Brand Builders group, joins the podcast to talk about strategies for personal branding as well as to explain the value of an intentional mindset. She explains the concept so well that even an analytical-minded skeptic can understand and appreciate it. She also describes selling from a point of “scarcity” versus “abundance.”
Team planning is difficult to do well. Many firms require some kind of plan, so there can be a “checking the box” element to the process, and it’s easy to build a plan that sits on the shelf and doesn’t get implemented. But there is a better way. In this episode, after a brief reflection on client service, the hosts discuss how to turn a plan into a livable document that actually drives activity, drives behavior, and ultimately drives outcomes.
A Harvard Business Review article cited that two of the major levers a business leader can pull are strategy and culture, this episode explores how to strategize *about* culture. Robbie Reese, CEO of LeadAbroad, joins this episode, whose company our hosts believe has a fantastically successful culture, which has led to very high retention. Creating a culture for a company is one of the most important – and often elusive – aspects of leadership, so here we dig in with tangible steps you can take.
MBA school professor, Dr. Wayne Winston, from Indiana University Kelley School of Business joins to discuss how powerful data can be in solving problems and making decisions. He shares about his work with several NBA basketball teams, is a Jeopardy winner, a published author and an expert at Microsoft Excel. This wide-ranging conversation covers everything from decision making to how you can up your Excel game.
Listen in for two fresh conversations about referrals, client engagement and inspiring success stories. At the 3:00 minute mark Julie Littlechild, CEO of Absolute Engagement shares insights derived from years of research and at minute marker 29:30, financial professional James Schleicher offers how his “Quest for Rejection” led to success.
This episode, opens with some tips on how to make the most of LinkedIn. Then at the 15:45 minute mark we speak with Tom Singler, a member of Touchstone’s investment specialist group, who shares with us his sage (and somewhat surprising) top five lessons he's learned from working with hundreds of advisors.
We kick off today's episode with our colleague John O'Neal, who shares insights about business planning, specifically getting out of the trap of ineffective annual planning. Then, at the 15:35 minute mark, we welcome back Daxs Stadjuhar, partner at The Network. Daxs is involved with practice management, and he's been spending a lot of time talking to his folks about effectively working remotely. Even though things are normalizing now, we know remote working in some form is here to stay.
With a year of episodes under our belt The Whole Truth gets its report card from Jerod Morris (begins at the 26:30 minute mark) and he also shares insights about how to build communities with clients in Segment One. Stick around until the end for some enthusiastic college basketball banter in the Costanza Corner segment.
At the 11:50 minute mark James Pollard, founder of The Advisor Coach, shares how to make the most of digital tools available to financial professionals. He hosts the Financial Advisor Marketing Podcast, he writes a daily email newsletter, and he explains why even LinkedIn can be a powerful resource for growing your business.
Today, listen in for some tips on how to make remote working more effective. At the 14-minute mark hear Mary Mock, who returned to discuss her vision, what she has learned working in practice management and what she is working on now.
On today's episode, Penny Phillips joins the show to discuss hiring, firing, managing different personality types, and multigenerational practices. She also explains why she believes you should only ask for referrals from a quarter of your clients.
For many financial professionals, the subject of Social Security can be complex and intimidating. The process can be complicated, and some people even worry the program may shut down before they become eligible. Luckily, our guest Brian Doherty has written a book on the subject, and he is happy to share his boundless enthusiasm and extensive knowledge, adding much-welcomed clarity on the topic.
How has the pandemic changed your business? We share results of a survey to see how financial professionals have coped and thrived through a difficult time. Then, Ben Alge returns to discuss behavioral finance.
In this special episode, we revisit some of the highlights from past guests of the show and whether you're a new or longtime listener, the wisdom from these guests is worth paying attention to and important to growing your practice in the future.
Steve and Kurt discuss how to use technology to your advantage without letting it take control of your life. They share some best practices from the Center for Humane Technology and discuss their thoughts on The Social Dilemma documentary.
On this episode, Steve and Kurt answer questions from The Whole Truth Community on a wide range of subjects, including when it's time to find someone to hire, what to do when time blocking isn’t working, and much more.
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.