The Efficient Advisor: Tactical Business Advice for Financial Planners

Each week I  recap the implementable ideas from this week's full-length podcast.  Consider me the accountability partner you didn't ask for, but always needed! Here are the Action Items to Tuesday's podcast: The Ultimate Value Add for 2023: Low Difficulty, High Impact -----------------LINKS FROM THIS EPISODE:Check out The Legacy Letter Challenge HereConnect with Blake Brewer on LinkedIn HereGrab Libby's Process for Executing The Legacy Letter Challenge HereSuccessful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Adding value to clients is a core value over here at the Efficient Advisor. Today’s episode is going to be a game changer for you when it comes to a simple-to-execute value add that is huge on impact. If you know me, you know when it comes to adding value we’re looking for two things… 1) How much impact does it actually have on your clients? and 2) What is the difficulty to execute said value add? When I come across something that is lower on difficulty and HIGH on impact… I am here for it and I cannot wait to share it with this community. Today’s guest, Blake Brewer, is something really special. He’s on a mission to help parents create a lasting legacy beyond finances for their children and he partners with financial advisors to help them become indispensable in their clients’ lives. Legacy Letter - which is this awesome idea - was just featured on the Today Show. It’s that cool. And, at the end of the episode I’m going to share with you how I would create a process around this value add and how I would incorporate this into my business themes for 2023. Blake joins us today to share how his father inspired him to help parents create legacies for their children. He discusses the power of words and writing letters and explains how he helps financial advisors make an impact. Get the tissues out… this story is moving. Talk about impact…. -----------------LINKS FROM THIS EPISODE: Check out The Legacy Letter Challenge HereConnect with Blake Brewer on LinkedIn HereGrab Libby's Process for Executing The Legacy Letter Challenge HereSuccessful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Each week I  recap the implementable ideas from this week's full-length podcast.  Consider me the accountability partner you didn't ask for, but always needed! Here are the Action Items to Tuesday's podcast: Follow Up Emails Made Easy - My Hack to Sending Them ConsistentlyLINKS FROM THIS EPISODE:-------------------------------------LINKS FROM THIS EPISODE:Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

At least once a week in my one-on-one coaching sessions I get asked about building a better follow up email process. It’s funny because at face value it seems so simple, but yet it’s one of those things that’s so hard to execute consistently. Until now! In today’s episode I’m sharing my follow up email hack that is so simple you’ll be palm to forehead by the end of the episode. And, it’s so easy, you’ll be able to implement it by the end of the week. Money back guarantee. A good note-taking system does SO 👏🏻 MUCH 👏🏻 MORE 👏🏻 than just capture what you did in the meeting.A great note taking system should:1️⃣ Double as a robust compliance document2️⃣ Assign tasks to your team without you having to have an additional action or conversation3️⃣ Capture what you discussed, what you did do, what your clients declined to do and why, assign homework to you or your clients, and capture what you said you’d do next time…4️⃣ It should be converted into a follow up email communication with your clients (again… without you taking another action)My goal when I help advisors create their meeting note process is for them to be DONE with that file until it’s time to prep for the next meeting.It feels so good to walk away from a meeting and know everything you dreamt up will be executed and nothing will fall through the cracks.--------------------------------LINKS FROM THIS EPISODE: Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Each week I  recap the implementable ideas from this week's full-length podcast.  Consider me the accountability partner you didn't ask for, but always needed! Here are the Action Items to Tuesday's podcast: This “Extra” Touch is Easy & Effective - The First 100 Days and Beyond------------------------------------------------LINKS FROM THIS EPISODE:Check out the Episode on Video #017: The #1 Most Effective Marketing Strategy Advisors are Missing Out On... And How to Get Started in VIDEODifferent Video Services Mentioned in this Episode:VidyardLoomBom BomCheck out my special contributors on LinkedIn:Eric NegronKit LancasterRob ReadRuss Thornton____________________________________Grab the 37-Point Tax Checklist Here!Email  your receipt to efficientadvisor@gmail.com to get your BONUS.Check out my Episode with Steven #040: Tax Returns--What to ACTUALLY Do with Them to Add ValueSuccessful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

The first 100 days of the client relationship are critical. The data shows that these first couple months of your client relationship and how you perform, interact, and connect is disproportionately important to the longevity of the client-advisor relationship. Meaning… if you crush it in the first 100 days you will keep your clients longer. And, the goal is to turn prospects into clients and clients into referral generating machines. In your onboarding there are 3 layers, and we’ve talked about this, there is the 1) paperwork functional layer, the 2) setting expectations of how you’re going to work together layer, and the 3) human-to-human connection layer. When I’m helping an advisor or a team build out their onboarding process, we’re always talking about ways to go above and beyond. How do we make this a little more of a unique experience. Essentially, how to take your onboarding from good, to great, to exceptional. In today’s episode, we’re going to talk about some low-hanging fruit type extras. The ones that are easy to implement and effective. And if I were still in practice, I’d be doing this… no question. And the coolest part about this simple add-on, is it can serve you clients and your business in so many ways. _____________________________________LINKS FROM THIS EPISODE:Check out the Episode on Video #017: The #1 Most Effective Marketing Strategy Advisors are Missing Out On... And How to Get Started in VIDEODifferent Video Services Mentioned in this Episode:VidyardLoomBom BomCheck out my special contributors on LinkedIn:Eric NegronKit LancasterRob ReadRuss Thornton____________________________________Grab the 37-Point Tax Checklist Here!Email  your receipt to efficientadvisor@gmail.com to get your BONUS.Check out my Episode with Steven #040: Tax Returns--What to ACTUALLY Do with Them to Add Value Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Each week I am going to recap the implementable ideas from this week's full-length podcast.  Consider me the accountability partner you didn't ask for, but always needed! Here are the Action Items to Tuesday's podcast: How this Advisor Turned his Marketing Strategy into an Endless Line of Ideal Prospects with Ben Brandt------------------------------------------------LINKS FROM THIS EPISODE:Listen to Ben's podcasts Retirement Starts Today and Retirement Tax Podcast.Check out Ben's advisory business, Capital City Wealth Management, here!Connect with Ben on LinkedIn here.Grab the 37-Point Tax Checklist Here!Email  your receipt to efficientadvisor@gmail.com to get your BONUS.Check out my Episode with Steven #040: Tax Returns--What to ACTUALLY Do with Them to Add Value Check out Steven's tax content here!Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

One of my favorite things to talk about is how to get to a place where ideal clients are finding their way to you. I remember, early on in my business, doing all the things: cold calls, events at my church, taking any scraps of clients I could get from my mentor... That eventually evolved into workshops and more sophisticated marketing, then that evolved into our referral events, and then that evolved into eventually just getting inbound referrals. It took a long time for me. It was a process that I had to test, I had to tweak, I had to refine… over years and years and years. And, let’s be honest, the environment now is so different than when I started my business back in 2004. So, if I had to start my business over in today’s environment, knowing what I know now, what would I do differently?Well, to help me answer that question, today I have Ben Brandt, financial advisor and podcast host extraordinaire, to help me answer that question. Ben’s experience of turning his marketing strategy into an endless line of qualified prospects is a good one. And, I think any and every advisor can benefit from his story. LINKS FROM THIS EPISODE:Listen to Ben's podcasts Retirement Starts Today and Retirement Tax Podcast.Check out Ben's advisory business, Capital City Wealth Management, here! Connect with Ben on LinkedIn here. Grab the 37-Point Tax Checklist Here!Email  your receipt to efficientadvisor@gmail.com to get your BONUS.Check out my Episode with Steven #040: Tax Returns--What to ACTUALLY Do with Them to Add Value Check out Steven's tax content here!Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Each week I am going to recap the implementable ideas from this week's full-length podcast.  Consider me the accountability partner you didn't ask for, but always needed! Here are the Action Items to Tuesday's podcast: Specific Strategies for Creating Freedom Through Systems and Processes -Matt Delzingaro Interviews Me!------------------------------------------------LINKS FROM THIS EPISODE: Connect with Matt Delzingaro here on LinkedIn.Connect with Libby here on LinkedIn.Grab the 37-Point Tax Checklist Here!Email  your receipt to efficientadvisor@gmail.com to get your BONUS.Check out my Episode with Steven #040: Tax Returns--What to ACTUALLY Do with Them to Add Value Check out Steven's tax content here!Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

It feels like every entrepreneur lists “freedom” as one of their goals in working for themselves. But often, I find that Advisors are burning out from being in the tornado of their business. Handling the most pressing matters that are popping up and working reactively instead of this vision they had of a proactive and strategic practice. In today’s episode we flip the script and I am interviewed by my friend Matt Delzingaro, host of Coffee with Delzie. In this episode we dive into:Where do advisors start when it comes to creating systems and processes?What are the three SIMPLE solutions I suggest?What exercises does an Advisor need to do to really identify where and how to scale?This is a fun episode because we get into lots of detail. Matt does a great job interviewing and asking a lot of questions! And, I love getting into the nuts and bolts of building a scalable business that you run… instead of it running you. ---------------------------------LINKS FROM THIS EPISODE: Connect with Matt Delzingaro here on LinkedIn. Connect with Libby here on LinkedIn.Grab the 37-Point Tax Checklist Here!Email  your receipt to efficientadvisor@gmail.com to get your BONUS.Check out my Episode with Steven #040: Tax Returns--What to ACTUALLY Do with Them to Add Value Check out Steven's tax content here! Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

In today’s episode I’m going to give you a super simple CEO tool that you can use in multiple different ways in your office. This is a quick exercise that you can use in several different formats… to create that unstoppable momentum in your business.If you have been listening to this podcast for a while, you all know how much I love me a good CEO Day. A day where you step out of the office, preferably quarterly, and really spend some structured time working ON your business. Doing the things that CEOs do. Reviewing & revamping processes, analyzing financials, adding in that 1% better experience for your client, assessing your team and your own leadership… All the things to make sure you’re driving momentum to the right activities. This easy exercise will help you:START doing activities that drive impact and value,STOP doing the activities that aren’t delivering results, andCONTINUE doing what’s working and perhaps double down on that.If your goal is to run an efficient practice that’s effective, then you’ll want this tool in your toolbox. _________________________Connect with Libby here on LinkedIn.Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

When I’m coaching advisors, one of the top goals they share is that they want to become more efficient. So I ask, what does working more efficiently look like for you? How will you know when you’ve arrived there? Is it just a feeling? Do you have an overwhelm scale? How do you actually measure efficiency? It’s one of those things that can be hard to measure… but I figured it out!In today’s episode I’m going to share with you some KPIs that actually measure if your practice is becoming more productive. These easy-to-track things are what I used in my business to measure success in the efficiency category. I did all of my goal setting around these 4 productivity KPIs. Seriously. That is it. I didn’t really set goals for revenue, or inflows, or new clients. In my mind, those were all things I could INFLUENCE, but at the end of the day I didn’t actually have any control over. The only thing you can control is your actions.  I’m not saying that you shouldn’t use these other metrics for growth or business planning… you do you… but, I’d like to offer up a couple of more unique KPIs that could enhance your business planning and help you to measure if you’re actually being more productive in the time that you are in the office. AND - today I’m going to share with you a downloadable version of this KPI tracker. I haven’t done a free download in a while so HERE YOU GO! Listen in, and I’ll tell you where to go to grab this KPI Cheat Sheet. -----------------------------------------------------------------------LINKS FROM THIS EPISODE: >>GRAB YOUR FREE KPI DOWNLOAD HEREConnect with Libby here on LinkedIn.Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

You’ve hosted a workshop or a webinar. Prospects came. You crushed it. People seemed interested. Maybe you even had a couple specifically say to you… "Please call us to set something up! We’ve been needing to do this for years". Yay, a warm lead!! You follow up a couple of times… to no avail. So, now what!? Today I am going to share with you a simple way that you can let a prospect know that you are done following up with them , that you’re still interested, not desperate, but here if they want to talk. AND how do it in a way that is polite... but calls them into action. Introducing what we called in my practice: The Lost Cause Letter. This was an integral part of our follow up process for years… that undoubtedly drove results. It's my favorite simple trick that moved a lead into an actual meeting.  And now, it's yours. ----------------------------------------------Connect with Libby here on LinkedIn.Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Almost every day I get an email or a message asking me "Libby, where do I even start in building out my systems and processes?"We first have to ask, "What are the most critical processes that you need?" Essentially... there are seven. Every practice has the same 7 processes that need to be in place. It doesn't matter if you have 2 team members or 8. It doesn't matter if you're an RIA or a hybrid. You have these 7 processes and you need to be intentional about how you execute them. In today's episode I break down these 7 key processes and highlight some of the micro-processes that exist within each one. --------------------------------------------------LINKS FROM THIS EPISODE:Episodes referenced: Episode #044: The First 100 Days - How to Design an On-Boarding Process to Increase the Life of Your Client Relationships#058: Specific Ideas to Add Value Your Clients Each and Every Meeting#68: 13 Easy Value Adds that You Can Implement Right NowLibby's on the Rethink podcast talking about referrals (iTunes Link) Connect with Libby here on LinkedIn.Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

As business owners, we all know we’re supposed to track data… and use it to do something. But what do we track and how do we use that data to make informed business decisions?Our guest, Erica Pauly of Track That Advisor, joins the podcast today to discuss the power of tracking various metrics in your financial planning business, and how to use that data to tell a story. In this episode Erica shares:What 5 things should advisors actually be tracking What 5 data points advisors commonly use, but shouldn’t!How to turn data points (stars) into a story (constellation) that makes senseHow frequently advisors should be interpreting their dataSimple ways to get started in tracking key informationThis is the perfect episode to air right at the beginning of the year! I love a good fresh start when it comes to tracking. If you’ve tracked data and just don’t know exactly what to do with it, or maybe you don’t know what to track to actually make a difference in your business, this is the episode for you!----------------------------------------LINKS FROM THIS EPISODE: Get Erica's Book here FOR FREE!Connect with Erica here on LinkedIn.Check out Track That Advisor and their services here! Curious about the Efficient Advisor Group Coaching & Mastermind? Get on the waitlist here for more information on the next session coming soon.    Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Your prospect says they enjoyed meeting you, but that they are going to interview several advisors and get back to you... how do you make sure that YOU stand out as the obvious choice?Do you leave it up to fate? No. Do you send them on their way and just say your prayers? No. Do you stalk them until they file a restraining order? Also no. In today's episode, I share some proactive and some reactive strategies you can use to ensure that you are the advisor of choice. You do actually have some control over the outcome of this scenario, believe it or not, and there are concrete tactical things you can do to come out on top!--------------------------------------------------LINKS FROM THIS EPISODE:Curious about the Efficient Advisor Group Coaching & Mastermind? Get on the waitlist here for more information on the next session coming soon.    Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Financial advice has changed a lot in the last several decades… and it’s going to keep evolving and changing. So today, we’re talking about the future. My guest, Adam Holt, and I are going to make sure that you are positioned to crush your business now AND stay ahead of the curve when it comes to the future of advice. In this episode we get into the nitty gritty of:How planning has changed from salesperson that gives advice to an advisor that sellsWhat elements of planning will NEVER changeHow to strike the right balance between technology and human connection What is the next big trend in the planning worldWill robo advice replace advisors? Which ones will it replace?What not to be afraid of in the future of your businessAnd a whole bunch of other inspo on why it’s great to be an advisor, build a business, and increase your acumen I’ll be honest, Adam and I did not have an agenda, outline, or any plan of what we were going to discuss today. I know… no agenda? So unlike me. We connected months ago over the tech tool Asset Map that Adam built and I just knew it would be a fun and interesting conversation. So let’s start of 2023 with hope, excitement, and tactical advice over where you are going to take your business to in the future. --------------------------------------------------LINKS FROM THIS EPISODE:Connect with Adam here on LinkedIn. Check out Asset Map here. Curious about the Efficient Advisor Group Coaching & Mastermind? Get on the waitlist here for more information on the next session coming this August.    Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

How do you feel about charging for a prospect meeting? Yes, literally the first time you ever meet with someone,  having them pay you for your time. I know! It sounds foreign and crazy right? What if I told you that advisors do this ALL THE TIME?! And, there is a way to do it where you deliver immense value in that meeting so you can feel so good about having them pay you right off the bat. So much imposter syndrome kicks in. I have to determine if we are a good fit for each other? I need to demonstrate value first? I’m not even sure how I can deliver actionable advice in our very first meeting. I KNOW! All the imposter syndrome and head trash kicks in. and I’ve got you. Today I am interviewing Jamie Schilanski of  Schilanski & Associates - a firm in Anchorage, Alaska that does exactly this. They charge day one of their client relationships. I never did this in my own business so when I hear a concept you know me… I jump on the mic and interview the snot out of someone who’s doing something unique, innovative or different in this business. With the new year right around the corner, this might just be the new thing that pushes you to try something a little different next year. And who knows, it might change the way you do business forever like it did for Jamie and her family firm. --------------------------------------------------LINKS FROM THIS EPISODE:Email Jamie at lifestyle@theperfectria.comLearn more about Jamie's family firm at Schilanski & AssociatesCheck out PlanYourFederalRetirement.com to see more of Jamie's funnel.  Curious about the Efficient Advisor Group Coaching & Mastermind? Get on the waitlist here for more information on the next session coming this August.    Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Each week I am going to recap the implementable ideas from this week's full-length podcast.  Consider me the accountability partner you didn't ask for, but always needed!  Here are the Action Items to Tuesday's podcast: Creating a Distraction-Proof Practice with Guest Paul Kingsman------------------------------------------------------LINKS FROM THE SHOW: Buy Paul's Book Here: The Distraction-Proof Advisorwww.TheDistractionProofAdvisor.com www.PaulKingsman.comCurious about the Efficient Advisor Group Coaching & Mastermind? Get on the waitlist here for more information on the next session coming soon.    Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!

Do you ever wish that you had the ability to laser focus on your business and eliminate all those pesky distractions? I've got Olympic medalist-turned-Financial Advisor, Paul Kingsman, on to talk about how to apply Olympic-style focus to your plannning business. Paul is my kind of people... all about the step-by-step processes, the checklists, etc. He used the tools and methods he developed as an athlete and applied them to his financial planning business.With the new year right around the corner, I think you'll enjoy this dose of focused inspiration and some of the ideas Paul shares to help you build a distratction-proof practice. ------------------------------------------------Buy Paul's Book Here: The Distraction-Proof Advisorwww.TheDistractionProofAdvisor.com www.PaulKingsman.comLINKS FROM THE SHOW: Curious about the Efficient Advisor Group Coaching & Mastermind? Get on the waitlist here for more information on the next session coming soon.    Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!