In this episode of Prospect, Produce, Prosper, host Marc Rogers and co-host James Andersen discuss how podcasting can be a game-changer for financial advisors who want to connect with clients in a fresh and impactful way. They share insights on why now is the perfect time to leverage this platform, even if you’re new to podcasting, and offer strategies to make launching and maintaining a podcast manageable and compliant with industry standards.

Main Points Discussed:

• Why Podcasting? Marc and James discuss the immense potential of podcasting to establish financial advisors as thought leaders and the unique benefits it offers over traditional marketing channels like radio and dinner seminars.
• Reaching Ideal Clients: Statistics showing that affluent, educated listeners tune into podcasts, making it an ideal medium for advisors aiming to attract high-net-worth clients.
• Overcoming the Starting Hurdles: Practical tips for advisors on setting up a podcast, including affordable equipment and how Producers Prospect supports compliance and content repurposing.
• Maximizing ROI: Strategies for using podcast content across multiple platforms to enhance brand consistency and increase visibility, as well as tactics for repurposing each episode for social clips, emails, and more.
• Podcasting vs. Traditional Media: A comparison between podcasting and radio ads, highlighting the lasting value of podcast content and how it serves as an asset over time.

Don’t miss this valuable episode for insights on how podcasting can help grow your advisory business! Tune in on Spotify, Apple Podcasts, or watch on our YouTube Channel. Don’t forget to subscribe and share it with fellow advisors looking to expand their influence.

Join hosts James Andersen and Marc Rogers in the next episode of the "Prospect Produce Prosper” podcast.

In this episode, Marc Rogers delves into the essential skills needed to master the art of closing sales. He shares valuable insights into the three crucial areas that often trip up advisors: getting in front of the right people, knowing what to say during meetings, and ensuring that business operations are seamless and efficient. Marc and James dive deep into the nuances of successful sales techniques, providing listeners with step-by-step guidance on how to navigate complex client interactions, build lasting relationships, and implement effective sales strategies that can lead to substantial business growth.

We discuss:

• The major challenges advisors face in the sales process.
• Real-life success stories from advisors who have improved their closing rates through mastermind groups.
• Proven techniques to find the right prospects, deliver effective messages, and streamline business processes.

Tune in to get practical advice tailored to help you close more sales so you can help more clients.

To hear the full interview, subscribe on Spotify or Apple Podcasts!

Check out Producers Prospect to learn more about how we support financial advisors in growing their practice.

With the financial services landscape evolving rapidly, James Andersen and Marc Rogers delve into the essentials of building a powerful financial brand in today's episode. Drawing on their extensive industry experience, they share actionable insights on creating a cohesive digital presence.

Marc recaps the recent Prosper Summit Live event, highlighting key takeaways and the unique experiences that made it a success. He emphasizes the importance of having a unified brand message to attract and retain ideal clients.

James and Marc discuss practical digital marketing strategies, including website design, SEO, and social media. They explore how to engage clients meaningfully, ensuring that the high standards of advisory practices are reflected across all platforms.

The conversation also covers the significance of having a detailed, strategic plan for your marketing and branding efforts. By sticking to a specific, methodical, and consistent approach, advisors can achieve their goals and enhance their client interactions.

Marc and James explain why a strong brand is crucial for financial advisors and offer tips for refining marketing approaches to build trust and credibility. They underscore the need for consistency in all aspects of branding and client engagement.

To access James, Marc, and their team, as well as more tools to help grow your practice, give us a call at 800-829-5526 or visit us online: Producers Prospect.

With the financial services industry changing so rapidly, today Marc Rogers and Jag go back to the basics. We interview Doug McDermott, Marc's mentor, who started in this business in 1979. Doug explains how an early assignment helped him find a passion for what he does. And you'll hear just how contagious that passion is as you listen to this episode.

Doug speaks at length about "having a servant's heart." If your "why" is to serve others, everything else will take care of itself. In some ways, that's a lost art in today's world. He also shares a brilliant way he explains his compensation to investors. The words you use are vitally important.

In addition to helping investors and advisors, another piece of Doug's "why" is his foundation, The Gift of Gratitude Foundation, helping military veterans and first responders. You can learn more about that organization here: https://giftofgratitudefoundation.com/

Marc asks Doug about his perspective on the current market, with the traditional 60/40 mix performing as badly as ever. Doug explains the upside of fixed index annuities, and how they can be used not just to get clients to retirement, but get them through retirement.

The key is in the details. Using the right language with your clients, Doug's oversized business cards, and more that shows you care and will go the extra mile for your clients.

And when it comes to dinner seminars, Doug still updates his 3-inch thick manual of how to take care of all the little details. Spoiler: He'll tell you why he always serves carrot cake.

Email Doug: Doug@conceptsbenefitsfeatures.com

To access Marc and his team, as well as more tools to help grow your practice, give Marc a call at 800-829-5526, or visit online: https://www.producersprospect.com/

Marc Rogers is back from his recent travels, which included being in Knoxville for the epic Tennessee-Alabama game. No doubt the Vols had a great pregame plan for how to attack the Tide, and they executed it when it mattered. Pre-game preparation and in-game execution are also key to client events. And you want to be putting on events, not "workshops."

Certain brands know how to position themselves as customer-focused and a cut above. Marc and Jag cite examples from Marriott and Delta to Chick-Fil-A. Everything about the customer experience and brand matters. That's what you need to keep in mind for your events.

Marc explains what you need to do for these dinner events - from screening candidates and hitting multiple touchpoints, to picking the restaurant, music, and host to introduce you. Jag draws on his experience in radio - when you go to a concert, you know which station is the "big" station and which is the also-ran. They are pretty easy to tell apart. Which do you want to be?

Marc explains how he and his team at Producers Prospect work hand-in-glove with your staff to handle every aspect of this process, both ahead of the event and during it. Next time, we'll talk about the post-game and the follow-up.

To access Marc and his team, as well as more tools to help grow your practice, give Marc a call at 800-829-5526, or visit online: https://www.producersprospect.com/

Dr. Wade Pfau is a world renowned expert in the field of investing and he joins Marc Rogers and JAG today on the podcast.

We start the show talking about some of the major challenges retirees face today in an ever changing world, and how you, as an advisor, can best be equipped to help them. This includes sequence of return risk in our current stock market, bond market, and inflationary economy. Also longevity risk: we are living longer and don't know how long the money will need to last.

Investors no longer fit into one of five cookie-cutter strategies. That's where Dr. Pfau's RISA Plan comes in. It stands for Retirement Income Style Awareness. This starts with a "probability based" vs "safety first" mindset analysis. Next is "optionality" vs "commitment." The RISA Plan it helps you determine everything about your investors' risk tolerance and planning mentality. And interestingly, investors' results from the RISA plan do not tend to change with market or economic conditions, as the research showed between March and September of 2020.

Wade explains how advisors can employ RISA to best serve their clients. Knowing how clients answer these questions ahead of time gives you a knowledge of their retirement style as well as how they want to implement financial advice, which can make for a better introductory meeting. Also, as an advisor, you may have worked with one line of thinking when it comes to retirement planning your whole career. This may open your eyes as to how to work with investors who have a different style. It's all about getting investors into a strategy that they will be comfortable with into and throughout retirement. Dr. Phau explains that may include both investments and insurance. This leads Marc to ask him about the "bad rap" that annuities often get.

More:

RISA Profile Website: https://risaprofile.com/

American College RICP Program: https://www.theamericancollege.edu/levelup/ricp

Dr. Wade Pfau's Retirement Planning Guidebook: https://www.amazon.com/Retirement-Planning-Guidebook-Navigating-Important/dp/194564009X

Article Marc Referenced on the 60/40 strategy having its worst year since 1936: https://finance.yahoo.com/news/60-40-strategy-worst-year-since-1936-114330825.html

Dr. Pfau's article on Risk Pooling vs. Risk Premium: https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2860775

Dr. Wade Pfau Bio: https://www.theamericancollege.edu/our-people/faculty/wade-pfau

To access this research and more tools to help grow your practice, give Marc a call at 800-829-5526, or visit online: https://www.producersprospect.com/

Today it's the Marc and Mark show, as Marc Rogers of Producers Prospect and Jon "JAG" Gay are joined by Mark Gaffney, of Mark Edward Gaffney. Mark's got decades of experience coaching some of the country's most successful financial advisors on how to maximize their revenue. From event marketing to traditional mail to radio and television Mark does it all.

It all comes down to the data. Emotions and opinions don't matter. Mark and his team look at the data, and help you focus on 3 main marketing funnels for your practice, to grow your client base. But you've got to be willing to do the work, and as Marc Rogers says about your potential clients, be "qualified, committed, and coachable."

As with any small business owner, many financial advisors try to do everything themselves. But that's no way to grow a business. To connect with Mark, Marc, and the rest of the team at Producers Prospect, reach out.

Give them a call at 800-829-5526, or visit online: https://www.producersprospect.com/

Today, Marc Rogers of Producers Prospect sits down with Jon "JAG" Gay to talk about Jon's area of expertise - podcasts.

As a radio personality for 15 years, Jon has parlayed his interviewing and technical experience to create broadcast quality podcasts for advisors all over the country, including this one right here.

Advisors like you are always wanting to find new ways to reach potential clients, and the days of paper mailers, tv ads, and radio shows have gone the way of the dodo. A podcast creates evergreen content for your current and potential clients, can be used over and over as a marketing tool, and as Marc can attest: they are fun! It also gives you an opportunity to bring on subject matter experts, tap into their expertise, and as a result, their networks.

Over 80% of Americans age 12+ are familiar with podcasts, but there are a number of myths to dispel in the space. First, podcasting is not just for young people. Since the pandemic, it's experienced exponential growth across all demographics. We also talk about how Apple charts don't matter, and how people are actually finding your podcasts.

Podcasts can be short - you don't have to put together 60 minutes of content for every show. And your compliance department won't be an obstacle. They can preview and approve all audio before it publishes to the world.

We've all seen the sales and marketing funnel presentations. A podcast can skip the first stages of your funnel, because it's creating familiarity and establishing credibility before you even meet a potential client. Have them listen to a show before coming to your office, or even before you bring Marc to town for a seminar!

What about ROI? Everyone wants to know about ROI before they commit to any sort of marketing. Are you immediately going to sell ads and make money on your show? No. But the ROI comes in marketing. If you bring in one high net worth prospect to your practice, the show has paid for itself many times over.

What about video? Marc and Jag talk about the pros and cons of video, but explain why it's not as important as you may think.

The key to a successful podcast is planning out your content before pressing record. And the first step is by reaching out to Marc and the team at Producers Prospect. Find them online at https://www.producersprospect.com/ or give them a call at 800-829-5596.