Beverly Flaxington is the founder of The Collaborative, which provides sales training and organizational development support for financial service firms. A firm believer that it’s not just about knowing what to do, it’s about knowing how to change your behavior to actually do it, Beverly joins the show to share the human behavioral coaching approach she takes to teach sales and how to get more comfortable selling your services.
In this episode, we discuss how to determine if a prospect is a qualifying client, as well as the right questions to ask a client to get to know them better. Listen in to hear Beverly’s advice on how to conduct a meeting with a client, the importance of getting specific about who you serve, and more.
For show notes and more visit: https://www.kitces.com/152
Luna Jaffe is the founder of Lunaria Financial, an advisory firm that oversees nearly $55 million in assets under management for 100 client households. In an effort to make financial knowledge affordable, Luna launched the Sacred Money Studios and Prosperity Pie Shoppe, a literal pie shop across the street from her advisory firm office that offers low-cost financial education programs on budgeting.
In this episode, we discuss the budgeting philosophy her business teaches, as well as the real-world challenges that come with opening up a retail store with employees. Listen in to hear what Luna has learned while trying to expand the reach of financial education through a retail store, how she helps clients implement necessary changes, and more.
For show notes and more visit: https://www.kitces.com/151
Tanya Nichols is the founder of Align Financial, a hybrid advisory firm that oversees nearly $50 million of assets for 80 client households. After nearly 20 years of working in a larger firm environment, Tanya finally found the courage to start her own advisory firm and took the leap to create the business she wanted.
In this episode, she shares her journey through the advisor industry, focusing on the moment of realization that led her to not only leave her firm, but leave her husband as well. Listen in as she explains how a sense of community has helped her along the way, how she plans to double her revenue, and what she says was the biggest surprise of her advisory career.
For show notes and more visit: https://www.kitces.com/150
Susan John is the managing director and financial advisor for F.L. Putnam, an independent RIA that manages nearly $2 billion of assets under management. After 25 years of building her own independent financial planning firm from scratch, Susan decided to join F.L. Putnam for part of her succession—but not her retirement. Today she joins the show to discuss why she made that transition and how she has developed her financial planning process over the past three decades.
Listen in as Susan explains her process and why she charges a full upfront fee to do financial planning “snapshots” for every client before even taking them on as an ongoing client. You’ll learn what she does for retired clients, how she expanded ownership of her firm, and how she grew her financial advisory firm to $350 million.
For show notes and more visit: https://www.kitces.com/149