The Elite Advisor Blueprint ®: The Podcast for World-Class Financial Advisors
About This Show
The Elite Advisor Blueprint is a podcast dedicated to sharing the "blueprint for success" in the independent financial advising world. Based on Brad's decade of experience consulting the top advisors in the US, that could mean doubling your revenue, doubling your vacation, or BOTH! Continuing the successful formula of idea sharing that led Advisors Excel to be the #1 player in its industry, Brad distills the best advice from top thought leaders and applies it to the world of independent financial advising. Interviews with top thought leaders and industry experts, including Michael Hyatt, Ron Carson, Dan Sullivan, Donald Miller, Joey Coleman, Aaron Klein, John Ruhlin, Cameron Herold, Tucker Max and many more!
Brad Johnson is VP of Advisor Development at Advisors Excel and mentors a small group of the country’s most elite financial advisors. This group captured close to $1B of new assets last year and relies on Brad and his team to help them maximize their marketing ROI, streamline their client acquisition process, and run their business like a CEO - not a salesperson. It's very difficult to outperform the core group of associations you surround yourself with and the simple formula of focusing on the biggest and brightest financial advisors in the country and facilitating the ease of how ideas are shared among them has led to industry leading results.
Most Recent Episode
020: Ian Altman on Same Side Selling, What Sets His Financial Advisor Apart, and Hiring A+ Talent
Click Here to Get Access to Ian Altman's "Same Side Pitch" - An Approach to Selling That Your Clients Can Actually Embrace! This week on The Elite Advisor Blueprint, Ian Altman is here to talk about how to get to the truth as quickly as possible, so you can find the right opportunities and avoid wasting time on clients that aren't an ideal fit. Ian is a multi-bestselling author, strategic advisor, and a highly-rated international speaker on integrity-based sales. Clients come to Ian to engage audiences, flip traditional sales on its head, and become outrageously successful at targeting and winning business. A successful services and technology CEO for two decades, Ian draws on years of success and research on how customers make decisions. He shares how his clients have more than doubled their businesses following the same methods that he used to build his former company from zero to more than $1 billion in value. In this conversation I love how Ian dispels the notion that selling has to be done from two completely different sides - that of the salesperson vs that of the prospect. Instead, as the title of his book states - Same Side Selling, he shares how to work from the same side of the table as the prospective client and co-create a plan together. Here’s a quick overview of what we cover in this conversation: We begin with why the entire sales process begins before you even interact with a prospect by understanding your clients needs and solving their biggest problems, rather than what often happens in our industry - focusing on you the advisor and what it is you do. Then we cover, why the sales process doesn’t have to feel like a “pitch fest” and simple tactics that you can immediately apply in order to get away from back and forth sales conversations and instead focus on getting on the “same side of the table” as your prospects. Later on, Ian shares a simple question - “Why would your prospects pick you?” A simple question he then unpacks that can help you define bigger and better growth opportunities for your company. Towards the end, I ask Ian how he picked his own financial advisor. This leads to one of my favorite discussions I’ve had on my podcast as
Rated 5 out of
I've listened to most of the shows and Brad does a great job bringing fantastic guests and delivering meaningful content. I just had my best January ever - coincidence? Maybe, but this show helps me up my game.
Date published: 2017-02-14
Rated 5 out of
Got more than was promised
I’ve listened to three Elite Advisor podcasts so far and the guests have been awesome. The value of their messages goes way beyond landing appointments or being a better advisor. Jon Vroman is no exception. His personality and the story of how he started Front Row Foundation made short work of an hour.
Not a Zero Sum Game:
• Vroman is an exceptionally generous person, but it isn't mere selflessness. “I’d rather have a quarter of a watermelon than half a grape,” Vroman says. I thought this was a particularly memorable quote that says when you focus on helping everybody else win first, you’ll win too. This episode pairs nicely with the John Ruhlin episode, which reinforces the idea of non-zero sum as a new firmware of the mind for nurturing relationships.
Speaking with impact through stories:
• “Storytelling reveals meaning without committing the error of defining it.” - Hannah Arendt. As an avid fiction reader, I can’t tell you what a bombshell this one is for me and how much it rings true. A good story transcends any need to explain “the moral”. Plato observed that the wisdom of the story is wiser than the playwright who wrote it. I will remember this then next time I sit for a job interview! Great stuff!
Consider your time is your life.
• I’m not altogether sure how to apply this lesson, but Vroman challenges the listener to think about your money and your time as your life. He used the old analogy of the marbles in a jar. Each day you move a marble from the “have” jar to the spent “jar” and watch your life disappear. It is indeed valuable to realize you only have so many marbles and you shouldn’t dare waste them. But the path to a life well spent is not linear, by Vroman’s own admission. Douglas Adams said, “I may not have gone where I intended to go, but I think I have ended up where I needed to be.“ I suppose I’ll take this as, you may not have a clear vision of where you are going. That’s okay. Each day, be the person you want to be; the vision will take care of itself. I’m not sure life is always that simple, but this seems worthy strategy for moving forward.
Great work, Brad and Jon!
Date published: 2017-03-12