Episode Transcript
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(00:00):
Welcome to the top advisor marketing podcast brought
to you by ProudMouth.
I'm your host, Matt Halloran.
Being your own loud is not new to
marketing, but the mindset, strategies, and resources to
help you get there are evolving faster than
this industry is keeping up. It is time
to find a new perspective on what works
why
(00:21):
and how to move your business forward.
Listen as I interview guests to help you
learn from them how to be your own
Loud.
Let's get to the show.
Hello, and welcome to another Top Advisor Marketing
podcast. I'm your host, Matt Allerin. You get
to meet a lot of different people when
you go to conferences and really just in
(00:41):
different social circles, and our guest today has
been referred into me
repeatedly
as somebody not only do I need to
know from the coaching and consulting arena in
financial services, but also just because she's really
freaking cool. So, Kristen Heared is our guest.
She's with full adviser coaching, and we're gonna
dive into some stuff. Now we haven't really
gone through this with this level of detail,
(01:04):
I think, in the past because we're really
gonna be talking about the whole ecosystem in
an adviser's business. There have been a couple
of episodes where we've dove we've dive dove
doven?
Well,
yeah. I think Diven, if if I was
not mistaken. I Diven into just to truly
try to find out how we can help
all of you a little bit more because
if you look at your business as an
ecosystem,
everything is gonna run more smoothly because you
(01:25):
realize that everything is dependent on each other.
Kristen, welcome to the show.
Thanks so much, Matt. It's great to be
here. I'm excited. I ever since I met
you the very first time, I was like,
I can't wait to have a conversation another
conversation with this guy.
So thanks for sharing. Recorded. I know. Now
other people will know we had the conversation,
which is what
why we do all this anyway. That's true.
(01:47):
That's absolutely true. Okay. Just if you don't
mind, just take a minute or 2.
And and who do you do this with?
And let's just talk a little bit about
what your coaching
like, how your full adviser coaching,
exists in the marketplace.
Sure. Absolutely.
So I've been doing this quite a long
time, couple decades now, Matt. And having had
(02:09):
my own RAA, I draw on that experience.
So, frankly, over the last
number of years, it's just the collective experience
of working with so many different RIAs and
advisers.
A trend I saw
going across all was we get the
so the leaders of REAs get to a
point where they go, okay. I've gotten from
(02:30):
from ground 0 to here, and now I
wanna go from here to here. I find
that point too often be around the $1,000,000
in revenue,
where it's, okay. This is comp this is
a little more complicated now, and or, oh,
I have to now step into being more
of a CEO,
less of just an adviser hustling in getting
(02:50):
my getting the business in. So I've really
when I looked at building out my brand
and looking at okay. I've evolved over the
years as well from working with start up
advisors to larger RIAs to this, I think,
often referred to as the messy middle group.
The group that's, okay. We've gotten certain. We're
under a 1,000,000,000
in assets under management or 10,000,000 revenue, however
(03:13):
we wanna think about it. We're trying to
build out something bigger, better, different,
more,
while also
remembering that we're human, and we wanna enjoy
ourselves. And we have a really cool life,
and we wanna do that too. And we
help our clients do that, so we wanna
do that too. So full adviser coaching is
about really helping
(03:34):
RAA leaders who have achieved
a certain level of success, who have a
vision for the future of where they wanna
go, and they're trying to figure out how
to get there without sacrificing,
their personal life. So bizdev specifically,
in really looking at going from here to
here and maybe having the main adviser stepping
more into a CEO role or hiring in
(03:54):
the CEO role,
what are you hearing,
is working really well from that, you know,
$1,000,000 in revenue and up? Because, again, that
is the messy middle. There's you have more
team members. There's all of a sudden HR
rules that you have to apply when you
hit specific number of employees. Maybe you wanna
get 2 or 3 other junior or younger
advisers in to freshen up the brand. But
(04:17):
and you really when we say ecosystem, you
really manage all of this stuff. But let's
start with biz dev first because I just
been to a couple of conferences. We you
and I were talking about that before we
hit record.
And organic growth is still what everybody's talking
about, but it's incredibly unpredictable.
And it's in most advisors,
12 to 14% of their growth has just
been the market. Right? So let's talk biz
(04:39):
dev. Hit me.
Right. So when I think about business development,
I am actually talking
primarily around organic, not in going and buying
other firms or companies. So it is when
I when I I
started elevating my conversation
from saying, oh, I do marketing, coaching, and
consulting because
(04:59):
marketing everyone always gets stuck in that in
the top of the funnel. Right? They're like,
oh, marketing. Yes. I'm gonna go out here.
But having grown up working in a direct
marketing agency in New York way back in
the nineties
and then starting my RAA off of marketing
knowledge, I've always seen marketing as the full
relationship
(05:20):
relationship marketing from the time someone first hears
about you all the way through to them
becoming a loyal
advocate for your business. Right? I find that
advisors are very limited. When you say marketing,
they think, oh, podcast,
content,
getting out in the world. But in fact,
I've started saying, alright. Let's look at the
whole business development ecosystem. Because at any point
(05:41):
along that client journey,
you are able
to affect
the ultimate growth of your business. There's 4
main ways to
increase revenue, and most advisers will go, I
need to get more people
in front of me. I need more at
bats, which very much can be the case.
And it's okay. One of the biggest things
(06:01):
I see is we need more at bats
with higher value clients.
So that comes down to, alright, then how
are we repositioning you in the market? What
are we doing? What kind of content are
you putting out there? How do your clients
want to absorb that content? What is the
messaging you're putting out there to be able
to attract them in? And so that's where
a lot of advisers focus.
(06:23):
And quite frankly, that is a big piece
of the puzzle. Right?
But the next part of this ecosystem
is
how are you
capturing leads coming in? How are you
qualifying leads? And what is that prospect
experience?
So this is the what I like to
call the lead to client conversions
(06:44):
section of
the system. Right?
It's great someone's raised their hand. They've signed
up for a lead magnet, some sort of
free report or a video series or a
down whatever it is. They're like, yay. Okay.
I'm gonna get your download. I'm going to
put that in my inbox and someday maybe
read it.
And then so how are you staying in
(07:05):
front of them? How are you having that?
What is that experience to keep yourself your
firm top of mind? So a lot of
times, I find that the
biggest hole in business development, and I'll get
into the other phases,
is that middle part where
people come in, but nobody's asking them to
take an action to work with you. So
(07:27):
advisors will be like, alright. We gotta do
everything to get more people in. Okay. We
gotta do everything to service our clients. What
about all these people in the middle? And
I'm sure you've seen that. So it's like,
how are you
what are you doing to email them? How
are you reaching out, whether it's 1 on
1 or by calendar communication?
What is that process? How many follow ups
are you doing? So there's a lot of
(07:48):
points in there from the email collection through
to someone
signing the paperwork in a prospect meeting.
So that's the middle section. And then the
last section is the client experience. That's where
how are you delivering value?
How is it what does that 1st year
look like for a client?
(08:09):
How are they able to are they able
to articulate to their friends and family what
it is you do and how you're helping
them?
And then are they seeing meaningful change in
their life in terms of stress relief and
that you're a valuable partner?
And that carries through into year 2, 3,
4, 5. How are you engaging them?
(08:30):
What is it that you're doing to make
them feel comfortable and want to refer their
friends or bring over a more share of
wallet? So another opportunity for business development is,
hey. Some of your clients are sitting there
with more money on hand that they didn't
even think to bring over,
and or
they're likely to tell someone about you if
(08:50):
they just understood exactly how to or
if they knew that you offered a service
that maybe they're not taking advantage of, but
they could. So we kinda have these 3
distinct parts, bring more people in,
get higher volume there, convert more of the
people in the middle, so fix your sales
messaging, your prompting, your engagement there,
(09:11):
or
client experience on the back end. How do
we improve that to make that better? And
then, of course, the 4th way to reach
a growth goal is to raise your prices
or increase your minimums, right, and bring in
people who are higher. So that one that
one is a whole sort of a little
bit outside of the ecosystem, but not to
be overlooked. Yeah. In fact, I see a
fair number of people. Oh, go ahead. Well,
(09:32):
I think that's really important, but I I
would we haven't really spent a lot time
with our guests on the messy middle,
not only from the growth perspective, but what
we just talked about there, which is the
which is the handoff
between marketing and sales and then the handoff
between sales and service. And
you have a really big background in marketing.
(09:52):
How do you
communicate
the need and the how
of making sure that message from top of
funnel all the way through to 3 to
5 years into the client experience that they
are still hearing and feeling the same thing,
which will make it easier for them to
refer business in.
That's a
most people don't even see that connection from
(10:15):
that big picture, which is what I'm you've
articulated that really well. And that comes back
to have your overall company
brand messaging. What are we who are we?
What do we value
with our audience? What are our core services?
And how do we convey the benefits to
our clients, right, and to people who are
working with us? So you have to get
(10:35):
on the same page around all of that,
and it can be easy to gloss over
it. And it can also be easy to
spend too much time there that you're not
actually getting. So you gotta find that light
balance of, okay. We're clear on this. I
find that advisers overall find have the messaging
is the hardest piece. If we can just
figure out how to articulate
(10:56):
what we do, for whom, and what the
benefit is, then that thread can carry you
just keep reinforcing that across everything
you do wherever they are in the experience
with you, and that can change
depending on what the station of the relationship
as they go through. When you're doing content
on the front end, you're trying to talk
about things that are
(11:17):
pain immediate pain points to them that you
can ultimately get them to take an action.
And then as you're working through the sales
process and
handing that over, you're trying to
help them realize the benefits
of
outsourcing this, handing this over. Right? Then you
get into client experience. It's like, how are
(11:37):
you continuing
to show that you have value that you're
providing, and what is that value? And how
is it that you're showing that you care
and that it makes a difference? And so
I like to just start with the client
journey and just walk through the journey.
And along that path,
who are all of the people in your
(11:59):
firm
who are going to interact with that person?
What is their role? And do they know
that what they do
impacts
the overall
growth of the business? Like, even if you're
the one
confirming
a trade and sending that trade confirmation,
(12:20):
what does that trade confirmation look like? Is
it in a language and in a style
that aligns with the perception that you wanna
show? Are you reinforcing
confidence in that client? That person who's just
doing the trade and sending the confirm may
not think that they're affecting the big picture
and the business growth, but that's where the
(12:41):
leaders need to come in and make sure
people,
every step of the journey,
know
how important their role is into the whole
ecosystem.
And I feel like that gets lost a
lot.
It's so important. And in
every touch
needs to be
specifically
reinforcing, as you said, I'm summarizing here, the
(13:02):
value proposition, the values, and really the benefits
of working with the organization. And I love
that you highlighted trade confirmations
because I think a lot of people are
just like, I just sent them a trade
confirmation. That's a touch. That's a valuable touch
where you can say, hey. Listen. We did
this because we talked about this, and this
was your goal, and here's what we think
that goal is gonna be able to be
(13:24):
achieved. And and then, again, reinforce brand message
because we do this because we like helping
everyday people just like you achieve the retirement
they've worked so hard for, whatever their value
proposition is, which we don't do that stuff.
You do that stuff. But I'm a I
wanna
no. I want you to elaborate on that
a little bit because yeah. I can't go
ahead. Yeah. I'm gonna jump in and say,
imagine. Think how important it is as a
(13:45):
client when you're like, okay. Especially, you've never
worked with an adviser. Now you've turned over
your life savings, and you're like, okay.
Hopefully, this works.
And then you get a trade comp. How
much
how good does it feel when someone's actually
buying and selling something in your account related
to your actual dollars that you've put your
(14:06):
blood, sweat, and tears into?
And then you get a confirmation
that's like,
wanted to let you know we made this
trade. It's complete.
It's okay. How can we elevate that message?
Could it even be a video that says,
hey. This is Aaron over in operations,
and I just wanted to let you know
(14:26):
we executed that trade. Everything went smoothly, and
all is well. That's really taking
it above and beyond, but there could be
something in between there that makes sense.
But I think, especially
for maybe newer clients just getting onboarded, like,
how is it that you can make them
feel comfortable
and know what to expect?
Too many advisers
(14:48):
this is where I've done a lot of
work with I also work with larger firms
as a fractional CMO. So I'll come in,
and I'll really dissect this onboarding experience of
the first what is that first 90 days?
Like,
the people coming in probably don't have any
idea what to expect. They've taken a leap
(15:09):
to say, alright. I trust you. I feel
good about this.
You cannot overcommunicate
during that time.
You absolutely cannot.
Let them know here's what when you sit
down. Here's what you can expect over the
next 90 days and then across the next
year. You're gonna hear from us here and
here. You are always welcome to reach out
to us. We know that this is a
(15:31):
big step and a big transition. And the
more you can map that out and explain
and have a clear process
outlined on, this is what's gonna happen. We're
gonna do this, then you're gonna hear from
these places. We're gonna have to move some
money. You're gonna have to sign some papers,
and you show a little picture that's what
we can expect. And then you introduce any
(15:52):
technology. Here's the portal. Here's this. You're gonna
get this. Here are the people on the
team. So you wanna look at people, process,
and technology. Right? And bring that in and
say, okay. This is what you as a
client can expect, and this is how it
works. I think that's a really important part
of the whole ecosystem, taking that macro view.
22 things. 1, is a recovering therapist and
(16:12):
marriage counselor.
Setting those clear expectations are only gonna make
the relationship better. When you say, hey. I
expect you to do this and we're going
to do this and show that you're on
somewhat equal footing, even though a lot of
times it does from the client's perspective.
They're like, oh my god. I'm doing all
of this stuff. If you're not communicating all
of the stuff that you're doing, then there's
a there's an imbalance there and it doesn't
(16:32):
always go very smoothly. But the other thing
is many moons ago when I was
consulting,
I had a firm in Georgia
and they had this process. It was called
the 90 day wow.
And, every single solitary
new client went through this 90 day wow.
And then when they got any hint that
there was unhappiness
(16:53):
or there was a negative piece of communication,
they immediately
they had these other wow programs.
And here's the best part, and I think
this is
something that a lot of advisors don't truly
understand is you're actually gonna get more referrals
within the 1st 90 days because of confirmation
bias. Right? So I start working with you.
(17:14):
Right? All of oh, I wanna make sure
I did the right thing, so I'm gonna
have my friends check this out too. And
if your 90 days is as good as
it can be, consistent with everything that they
felt because that's the other thing, Chris, and
this is what drives me nuts.
Warm and fuzzy, warm and fuzzy, warm and
fuzzy, and then all of a sudden, stark
math, pie charts, bar graphs. We're like, hold
(17:34):
on a second here. You were the warm
and fuzzy person, and now you're, like, all
rigid and hard and, like, dictatorial, and
that's why working with somebody like you is
so incredibly important to make sure that there's
a continuity and feeling,
not just in the level of communication. Now
I wanna switch gears just a little bit
As I think a lot of times, because
I love talking about marketing,
(17:56):
that that forget something that that actually was
recently reminded to me a future proof when
I was sitting down with all of these
15 minutes speed dating things that we did.
And and I had 5 or 6 people
say to me,
I have now met Matt. You're my 24th
meeting.
Where do I start?
Like, everybody's got all of these great ideas
(18:17):
and it's just so flipping overwhelming. So when
you're intaking an adviser, when you're really taking
a look at their practice or doing the
fractional CMO stuff,
how do you help them, 1, realize where
they need to start? And then, 2, how
do you get them to start making momentum
toward that?
Great question. And I do wanna say just
(18:37):
quickly touching back on something you said just
a few minutes ago, about maintaining that feeling
across the experience versus just, hey. We're we're
gonna sell you, sell you, make you feel
good. So you sign the papers, and then
I think it can be very helpful. And
what I've seen in all of the coaching
I do, whether it's with a solo adviser
with these
(18:57):
v 2 firms that I talk about, that
messy middle or the higher or the larger
firms,
is it's so helpful to have someone
as outside the organization
look in and
see the macro flow of the client experience
of the ecosystem, and
it's easier to identify holes from the outside
as it were. I do that's a little
(19:17):
tooting of my own horn there, but that
is something I look for feel. I'm a
I'm an intuitive feeler per the Myers Briggs
and all of that stuff. So I I
if my husband's listening, he's rolling his eyes
right now being like, are you saying that
again?
But I'm like, I am. I'm an intuitive
feeler. I feel. And so I I look
at something with the feeling of what does
(19:38):
that person what does the person experience as
they go through it? But, anyway, that was
just something I
wanted to comment that that is very helpful.
And so it's the same concept in applying.
So when I'm working with these v 2
leaders and we're in a coaching let's say
we're in a coaching environment. It could be
at any stage. Right? The first thing we're
gonna do
after is what is your vision? What are
(19:59):
your goals? What's your 1 year? So we've
worked our way down to, okay. Let's get
a
a a 1 year. What are our priorities?
How do we determine? What are the key
things we wanna do to grow?
We'll take a look and
map out the business from ecosystem. So I
break it down. I have a beautiful picture
that's okay. Here's our overlay of all the
(20:20):
parts of the system, and then we break
it down into these worksheets. That's okay.
Brand awareness. What are the things you're doing?
1, 2, 3, 4, right now to let
people know you exist.
What would you like to be doing in
the next 2 to 3 years?
And then I have these evaluation
criteria
of how expensive
what's the cost of it, how much time
(20:41):
or energy goes into it,
how excited are you as a team or
as a individual
to do this activity?
So we work through each line item on
that to get these
to work through the
stages of the ecosystem. So you have brand
awareness.
You have lead capture and a new lead.
(21:02):
What is the experience of a new lead?
Same thing. Like,
okay. This is what they receive an email,
then they receive a 10 week drip series.
They also get a video from the CEO,
whatever the items are on there.
And we look at that. And we do
the same thing with qualifying leads. What is
that conversation? What are you doing along the
way? Who's involved? What is the messaging? So
(21:24):
we literally break it down and then
say, okay. Where are the opportunities here? There
may be some that you're doing really well,
and we're like, alright. We can crank up
the gas on that one. Just keep doing
more of that. There might be some holes
where we go, okay.
It will actually be better for us if
we plug this hole over here
(21:46):
and smooth out the experience, or maybe it's
that transition from
the first meeting to the second meeting as
a prospect. Maybe it's from prospect to onboarding.
It could be anywhere along the way,
and when we plug those holes. So it's
like, alright. Let's really focus in on this
area. So we take you through each section,
brand awareness,
(22:07):
cap lead capture, prospect nurture,
client year 1, client
year 2 plus.
And then just methodically walk through and say
what's missing, and then which of these triggers
if we are only picking 3 things for
the year?
That's you I like to keep it like,
there's there might be 10 things you wanna
(22:28):
do, but let's pick 3
that will try to identify a quick win.
We try to identify
which things have the highest ROI or impact
on the business, and then which ones do
the team have the most energy around because
that's the ones that are gonna get done.
And that's how we approach it. Let's talk
about the, yeah, let's talk about the team
thing because you I think there's a huge
(22:50):
opportunity that advisers miss, and you really opened
this can of worms right at the top
talking about this continuity thing from all the
way from beginning to to end, in which
is when that person who does the trading
in your office, she sends that video, the
person who's scheduling the appointments when, you know,
he's taking and setting that appointment,
there are unbelievable
(23:10):
business development opportunities
on every single solitary
person in touch point.
And we know, and I know since you've
coached way more people than I have, but
in my limited coaching experience, when I got
the whole team to buy in, man, that
next level was so much easier to hit.
How do you help teams
really buy into the mission, vision, and the
(23:32):
value proposition of the firm so they see
those opportunities
to help grow the firm even if they're
not producers? And I'm air quoting there. Yeah.
And I think that's really I find it
to be one of the most fun areas
because it's something I used to do when
I worked in corporate America way back in
the dark ages before I
jumped into this fun industry. But it it
(23:53):
was about saying, hey.
Here's the firm brand message. Right? Here's what
we're all about and educating at that high
level and then
bringing it down to each role and how
is it that you can affect that. So
in in the case of, like, specifically how
I help firms,
I will in my v two leaders coaching
(24:14):
program, we will go through that as a
group and sort of start to identify we'll
articulate what that is, and I'll help them
with the communication points and how to bring
it up in a team meeting and what
to do there. In a larger firm or
if I'm just brought in to do a
basic workshop with a firm who's, hey. We
we we have a brand. We have this.
We want we want you to help educate
(24:34):
the team, then I'll come in and do
an a half day session
where it's really cool because you can have
the person on the team member. You obviously
have the RA leader
speaking about the brand. I can help on
that or not help, but it's better to
come from the leadership. But we put together
that presentation, we have that, and they have
that conversation.
But then we can have each person on
(24:55):
the teams identify
what they think their impact is, where they
see the improvement could be, or where they
see the opportunity is because they're the ones
doing the workday and in
opportunity to plug into the energy of the
firm. So it's really in how
it's
(25:18):
delivered. But that's one of my absolute favorite
things to do, is to
help teach and train teams of adviser. It
could just be even lead advisers or but
when you can get really down into the
client service reps and the people answering the
phone or the people responding emails or any
operations people along the way, it's it's pretty
(25:39):
exciting and magical
even for a small a smaller team or
a big team. And if you're sitting here
listening to the show and thinking to yourself,
gosh, my my team just thinks every time
I have an idea, it's just gonna make
more work for them, which is technically true.
But there are ways to make it so
that is rewarding for them. And if that's
a gap that you're seeing, then obviously, Kristen
is where you wanna go. Okay. If you're
(26:00):
looking for somebody who's gonna be able to
come into your firm at all of these
various levels, fractional CMO, the v 2, or
newer advisors,
and truly make sure that there's massive continuity
when it comes to not just practice management,
but business development, marketing, branding, and all of
those things, you need to reach out. So,
Kristen, what is the best way for people
to reach out? And, really, since you do
(26:20):
service those three levels, what are you looking
for now?
Well, that's a great question. And I guess
it some of that depends on when are
we when are we going live. But overall,
like the first, let me just say it's
fulladvisorcoaching.com.
Just go there. I have a button on
every page that says request a call.
(26:40):
If you don't know which of the sessions,
just pick 1 of the 30 minute sessions
and have a call with me. I try
to make that as easy as possible for
advisers. And even if you have no idea
where you fit in the system,
schedule a call. We'll work it out. And
if I don't have the right option, I
know lots of people in the industry. So
that's one of my favorite things to do
(27:01):
too is to connect advisers with the right
resource for them. A big focus of mine
right now is on these v two leaders,
the people who are the RIA,
leaders who have reached this point, and they're
really looking ahead and saying, I have a
bigger vision. I know I have more potential.
I have somewhere to go.
I do in
January
(27:22):
of 2025,
I'll have another cohort starting with that coaching
cohort. It's very it's small. It's intimate. I
only work with 3 or 4 firms at
a time. And then we have enrollment in
that throughout the year at various points. So
depending on when this is airing or when
someone's listening to it, just go to the
website, go to services,
(27:42):
drop down, feed 2 leaders. You'll see when
the next cohort is.
We keep it intimate so we can really
dig in, and that that's just a really
exciting
space to be in and great people to
work with. I love the firms I've been
working with. Lots of need. And the other
thing that I'm gonna just seamlessly promote for
you is please follow her on LinkedIn.
Easy. Just go ahead and type in your
(28:03):
name because you're always sharing great information, and
I'm not gonna put words in your mouth.
But you at least respond to my DMs,
and so that's another good way to go
ahead and reach out. If you're just there
and you see something that she posts and
you're like, holy Moses, that was freaking awesome,
just send a quick message, and I'm sure
those links should show up in the future.
I'm on LinkedIn all the time. And if
they haven't yet listened, we do have the
full adviser coaching podcast.
(28:25):
Dum dum dah. Available
thanks to your friends at Proudmouth.
Oh, yes. Anyway, thank you so yeah. I
am really excited about my podcast too, and
it's been really fun. LinkedIn,
another great place to find me. So thanks
for bringing that up. Advisor podcast too. Please
make sure that you subscribe to that. We'll
make sure, of course, that we have links
everywhere.
So no matter if you're watching this on
YouTube or if you're listening to this as
(28:46):
a podcast or you see this as a
social media post, please make sure that you
go ahead and click on those links so
we can make sure that we're driving the
people to Kristen that are the right people
so that she can help you really bring
your business to the next level. And we,
of course, are trying to do the same
thing here at ProudMouth. We have a couple
of wonderful opportunities for you. The first one
is if you wanna just outsource everything to
us, like Kristen does, our managed influence services,
(29:07):
we're still taking new clients and we only
can take about 5 a month. And so
you need to get in early at the
beginning of the month, but I would love
to have a call with you and you
can just reach out to me directly. Or
if you wanna be able to do it
yourself, guess what? We've got the PodRocket Influence
Academy. It's new. It's improved. It's absolutely unbelievable.
Super wonderful user interface. So easy to use.
And plus you get 8 hours of ask
(29:28):
an expert, which is group coaching every single
solitary month. So for Kristen, this is Matt
Halloran, and we'll see you on the other
side of the mic very soon.
Thanks for listening to the Top Advisor Marketing
Podcast brought to you by Proudmouth.
If you wanna know more about how you
can be your own loud, visit us at
proudmouth.com
and sign up for the PodRocket Academy.
(29:48):
Through courses and office hours led by a
professional podcast producers and digital marketers, you will
learn everything you need to know to become
the trusted subject matter expert you were meant
to be.
Welcome to the top advisor marketing podcast brought
to you by ProudMouth.
I'm your host, Matt Halloran.
Being your own loud is not new to
marketing, but the mindset, strategies, and resources to
help you get there are evolving faster than
this industry is keeping up. It is time
to find a new perspective on what works
why
(00:21):
and how to move your business forward.
Listen as I interview guests to help you
learn from them how to be your own
Loud.
Let's get to the show.
Hello, and welcome to another Top Advisor Marketing
podcast. I'm your host, Matt Allerin. You get
to meet a lot of different people when
you go to conferences and really just in
(00:41):
different social circles, and our guest today has
been referred into me
repeatedly
as somebody not only do I need to
know from the coaching and consulting arena in
financial services, but also just because she's really
freaking cool. So, Kristen Heared is our guest.
She's with full adviser coaching, and we're gonna
dive into some stuff. Now we haven't really
gone through this with this level of detail,
(01:04):
I think, in the past because we're really
gonna be talking about the whole ecosystem in
an adviser's business. There have been a couple
of episodes where we've dove we've dive dove
doven?
Well,
yeah. I think Diven, if if I was
not mistaken. I Diven into just to truly
try to find out how we can help
all of you a little bit more because
if you look at your business as an
ecosystem,
everything is gonna run more smoothly because you
(01:25):
realize that everything is dependent on each other.
Kristen, welcome to the show.
Thanks so much, Matt. It's great to be
here. I'm excited. I ever since I met
you the very first time, I was like,
I can't wait to have a conversation another
conversation with this guy.
So thanks for sharing. Recorded. I know. Now
other people will know we had the conversation,
which is what
why we do all this anyway. That's true.
(01:47):
That's absolutely true. Okay. Just if you don't
mind, just take a minute or 2.
And and who do you do this with?
And let's just talk a little bit about
what your coaching
like, how your full adviser coaching,
exists in the marketplace.
Sure. Absolutely.
So I've been doing this quite a long
time, couple decades now, Matt. And having had
(02:09):
my own RAA, I draw on that experience.
So, frankly, over the last
number of years, it's just the collective experience
of working with so many different RIAs and
advisers.
A trend I saw
going across all was we get the
so the leaders of REAs get to a
point where they go, okay. I've gotten from
(02:30):
from ground 0 to here, and now I
wanna go from here to here. I find
that point too often be around the $1,000,000
in revenue,
where it's, okay. This is comp this is
a little more complicated now, and or, oh,
I have to now step into being more
of a CEO,
less of just an adviser hustling in getting
(02:50):
my getting the business in. So I've really
when I looked at building out my brand
and looking at okay. I've evolved over the
years as well from working with start up
advisors to larger RIAs to this, I think,
often referred to as the messy middle group.
The group that's, okay. We've gotten certain. We're
under a 1,000,000,000
in assets under management or 10,000,000 revenue, however
(03:13):
we wanna think about it. We're trying to
build out something bigger, better, different,
more,
while also
remembering that we're human, and we wanna enjoy
ourselves. And we have a really cool life,
and we wanna do that too. And we
help our clients do that, so we wanna
do that too. So full adviser coaching is
about really helping
(03:34):
RAA leaders who have achieved
a certain level of success, who have a
vision for the future of where they wanna
go, and they're trying to figure out how
to get there without sacrificing,
their personal life. So bizdev specifically,
in really looking at going from here to
here and maybe having the main adviser stepping
more into a CEO role or hiring in
(03:54):
the CEO role,
what are you hearing,
is working really well from that, you know,
$1,000,000 in revenue and up? Because, again, that
is the messy middle. There's you have more
team members. There's all of a sudden HR
rules that you have to apply when you
hit specific number of employees. Maybe you wanna
get 2 or 3 other junior or younger
advisers in to freshen up the brand. But
(04:17):
and you really when we say ecosystem, you
really manage all of this stuff. But let's
start with biz dev first because I just
been to a couple of conferences. We you
and I were talking about that before we
hit record.
And organic growth is still what everybody's talking
about, but it's incredibly unpredictable.
And it's in most advisors,
12 to 14% of their growth has just
been the market. Right? So let's talk biz
(04:39):
dev. Hit me.
Right. So when I think about business development,
I am actually talking
primarily around organic, not in going and buying
other firms or companies. So it is when
I when I I
started elevating my conversation
from saying, oh, I do marketing, coaching, and
consulting because
(04:59):
marketing everyone always gets stuck in that in
the top of the funnel. Right? They're like,
oh, marketing. Yes. I'm gonna go out here.
But having grown up working in a direct
marketing agency in New York way back in
the nineties
and then starting my RAA off of marketing
knowledge, I've always seen marketing as the full
relationship
(05:20):
relationship marketing from the time someone first hears
about you all the way through to them
becoming a loyal
advocate for your business. Right? I find that
advisors are very limited. When you say marketing,
they think, oh, podcast,
content,
getting out in the world. But in fact,
I've started saying, alright. Let's look at the
whole business development ecosystem. Because at any point
(05:41):
along that client journey,
you are able
to affect
the ultimate growth of your business. There's 4
main ways to
increase revenue, and most advisers will go, I
need to get more people
in front of me. I need more at
bats, which very much can be the case.
And it's okay. One of the biggest things
(06:01):
I see is we need more at bats
with higher value clients.
So that comes down to, alright, then how
are we repositioning you in the market? What
are we doing? What kind of content are
you putting out there? How do your clients
want to absorb that content? What is the
messaging you're putting out there to be able
to attract them in? And so that's where
a lot of advisers focus.
(06:23):
And quite frankly, that is a big piece
of the puzzle. Right?
But the next part of this ecosystem
is
how are you
capturing leads coming in? How are you
qualifying leads? And what is that prospect
experience?
So this is the what I like to
call the lead to client conversions
(06:44):
section of
the system. Right?
It's great someone's raised their hand. They've signed
up for a lead magnet, some sort of
free report or a video series or a
down whatever it is. They're like, yay. Okay.
I'm gonna get your download. I'm going to
put that in my inbox and someday maybe
read it.
And then so how are you staying in
(07:05):
front of them? How are you having that?
What is that experience to keep yourself your
firm top of mind? So a lot of
times, I find that the
biggest hole in business development, and I'll get
into the other phases,
is that middle part where
people come in, but nobody's asking them to
take an action to work with you. So
(07:27):
advisors will be like, alright. We gotta do
everything to get more people in. Okay. We
gotta do everything to service our clients. What
about all these people in the middle? And
I'm sure you've seen that. So it's like,
how are you
what are you doing to email them? How
are you reaching out, whether it's 1 on
1 or by calendar communication?
What is that process? How many follow ups
are you doing? So there's a lot of
(07:48):
points in there from the email collection through
to someone
signing the paperwork in a prospect meeting.
So that's the middle section. And then the
last section is the client experience. That's where
how are you delivering value?
How is it what does that 1st year
look like for a client?
(08:09):
How are they able to are they able
to articulate to their friends and family what
it is you do and how you're helping
them?
And then are they seeing meaningful change in
their life in terms of stress relief and
that you're a valuable partner?
And that carries through into year 2, 3,
4, 5. How are you engaging them?
(08:30):
What is it that you're doing to make
them feel comfortable and want to refer their
friends or bring over a more share of
wallet? So another opportunity for business development is,
hey. Some of your clients are sitting there
with more money on hand that they didn't
even think to bring over,
and or
they're likely to tell someone about you if
(08:50):
they just understood exactly how to or
if they knew that you offered a service
that maybe they're not taking advantage of, but
they could. So we kinda have these 3
distinct parts, bring more people in,
get higher volume there, convert more of the
people in the middle, so fix your sales
messaging, your prompting, your engagement there,
(09:11):
or
client experience on the back end. How do
we improve that to make that better? And
then, of course, the 4th way to reach
a growth goal is to raise your prices
or increase your minimums, right, and bring in
people who are higher. So that one that
one is a whole sort of a little
bit outside of the ecosystem, but not to
be overlooked. Yeah. In fact, I see a
fair number of people. Oh, go ahead. Well,
(09:32):
I think that's really important, but I I
would we haven't really spent a lot time
with our guests on the messy middle,
not only from the growth perspective, but what
we just talked about there, which is the
which is the handoff
between marketing and sales and then the handoff
between sales and service. And
you have a really big background in marketing.
(09:52):
How do you
communicate
the need and the how
of making sure that message from top of
funnel all the way through to 3 to
5 years into the client experience that they
are still hearing and feeling the same thing,
which will make it easier for them to
refer business in.
That's a
most people don't even see that connection from
(10:15):
that big picture, which is what I'm you've
articulated that really well. And that comes back
to have your overall company
brand messaging. What are we who are we?
What do we value
with our audience? What are our core services?
And how do we convey the benefits to
our clients, right, and to people who are
working with us? So you have to get
(10:35):
on the same page around all of that,
and it can be easy to gloss over
it. And it can also be easy to
spend too much time there that you're not
actually getting. So you gotta find that light
balance of, okay. We're clear on this. I
find that advisers overall find have the messaging
is the hardest piece. If we can just
figure out how to articulate
(10:56):
what we do, for whom, and what the
benefit is, then that thread can carry you
just keep reinforcing that across everything
you do wherever they are in the experience
with you, and that can change
depending on what the station of the relationship
as they go through. When you're doing content
on the front end, you're trying to talk
about things that are
(11:17):
pain immediate pain points to them that you
can ultimately get them to take an action.
And then as you're working through the sales
process and
handing that over, you're trying to
help them realize the benefits
of
outsourcing this, handing this over. Right? Then you
get into client experience. It's like, how are
(11:37):
you continuing
to show that you have value that you're
providing, and what is that value? And how
is it that you're showing that you care
and that it makes a difference? And so
I like to just start with the client
journey and just walk through the journey.
And along that path,
who are all of the people in your
(11:59):
firm
who are going to interact with that person?
What is their role? And do they know
that what they do
impacts
the overall
growth of the business? Like, even if you're
the one
confirming
a trade and sending that trade confirmation,
(12:20):
what does that trade confirmation look like? Is
it in a language and in a style
that aligns with the perception that you wanna
show? Are you reinforcing
confidence in that client? That person who's just
doing the trade and sending the confirm may
not think that they're affecting the big picture
and the business growth, but that's where the
(12:41):
leaders need to come in and make sure
people,
every step of the journey,
know
how important their role is into the whole
ecosystem.
And I feel like that gets lost a
lot.
It's so important. And in
every touch
needs to be
specifically
reinforcing, as you said, I'm summarizing here, the
(13:02):
value proposition, the values, and really the benefits
of working with the organization. And I love
that you highlighted trade confirmations
because I think a lot of people are
just like, I just sent them a trade
confirmation. That's a touch. That's a valuable touch
where you can say, hey. Listen. We did
this because we talked about this, and this
was your goal, and here's what we think
that goal is gonna be able to be
(13:24):
achieved. And and then, again, reinforce brand message
because we do this because we like helping
everyday people just like you achieve the retirement
they've worked so hard for, whatever their value
proposition is, which we don't do that stuff.
You do that stuff. But I'm a I
wanna
no. I want you to elaborate on that
a little bit because yeah. I can't go
ahead. Yeah. I'm gonna jump in and say,
imagine. Think how important it is as a
(13:45):
client when you're like, okay. Especially, you've never
worked with an adviser. Now you've turned over
your life savings, and you're like, okay.
Hopefully, this works.
And then you get a trade comp. How
much
how good does it feel when someone's actually
buying and selling something in your account related
to your actual dollars that you've put your
(14:06):
blood, sweat, and tears into?
And then you get a confirmation
that's like,
wanted to let you know we made this
trade. It's complete.
It's okay. How can we elevate that message?
Could it even be a video that says,
hey. This is Aaron over in operations,
and I just wanted to let you know
(14:26):
we executed that trade. Everything went smoothly, and
all is well. That's really taking
it above and beyond, but there could be
something in between there that makes sense.
But I think, especially
for maybe newer clients just getting onboarded, like,
how is it that you can make them
feel comfortable
and know what to expect?
Too many advisers
(14:48):
this is where I've done a lot of
work with I also work with larger firms
as a fractional CMO. So I'll come in,
and I'll really dissect this onboarding experience of
the first what is that first 90 days?
Like,
the people coming in probably don't have any
idea what to expect. They've taken a leap
(15:09):
to say, alright. I trust you. I feel
good about this.
You cannot overcommunicate
during that time.
You absolutely cannot.
Let them know here's what when you sit
down. Here's what you can expect over the
next 90 days and then across the next
year. You're gonna hear from us here and
here. You are always welcome to reach out
to us. We know that this is a
(15:31):
big step and a big transition. And the
more you can map that out and explain
and have a clear process
outlined on, this is what's gonna happen. We're
gonna do this, then you're gonna hear from
these places. We're gonna have to move some
money. You're gonna have to sign some papers,
and you show a little picture that's what
we can expect. And then you introduce any
(15:52):
technology. Here's the portal. Here's this. You're gonna
get this. Here are the people on the
team. So you wanna look at people, process,
and technology. Right? And bring that in and
say, okay. This is what you as a
client can expect, and this is how it
works. I think that's a really important part
of the whole ecosystem, taking that macro view.
22 things. 1, is a recovering therapist and
(16:12):
marriage counselor.
Setting those clear expectations are only gonna make
the relationship better. When you say, hey. I
expect you to do this and we're going
to do this and show that you're on
somewhat equal footing, even though a lot of
times it does from the client's perspective.
They're like, oh my god. I'm doing all
of this stuff. If you're not communicating all
of the stuff that you're doing, then there's
a there's an imbalance there and it doesn't
(16:32):
always go very smoothly. But the other thing
is many moons ago when I was
consulting,
I had a firm in Georgia
and they had this process. It was called
the 90 day wow.
And, every single solitary
new client went through this 90 day wow.
And then when they got any hint that
there was unhappiness
(16:53):
or there was a negative piece of communication,
they immediately
they had these other wow programs.
And here's the best part, and I think
this is
something that a lot of advisors don't truly
understand is you're actually gonna get more referrals
within the 1st 90 days because of confirmation
bias. Right? So I start working with you.
(17:14):
Right? All of oh, I wanna make sure
I did the right thing, so I'm gonna
have my friends check this out too. And
if your 90 days is as good as
it can be, consistent with everything that they
felt because that's the other thing, Chris, and
this is what drives me nuts.
Warm and fuzzy, warm and fuzzy, warm and
fuzzy, and then all of a sudden, stark
math, pie charts, bar graphs. We're like, hold
(17:34):
on a second here. You were the warm
and fuzzy person, and now you're, like, all
rigid and hard and, like, dictatorial, and
that's why working with somebody like you is
so incredibly important to make sure that there's
a continuity and feeling,
not just in the level of communication. Now
I wanna switch gears just a little bit
As I think a lot of times, because
I love talking about marketing,
(17:56):
that that forget something that that actually was
recently reminded to me a future proof when
I was sitting down with all of these
15 minutes speed dating things that we did.
And and I had 5 or 6 people
say to me,
I have now met Matt. You're my 24th
meeting.
Where do I start?
Like, everybody's got all of these great ideas
(18:17):
and it's just so flipping overwhelming. So when
you're intaking an adviser, when you're really taking
a look at their practice or doing the
fractional CMO stuff,
how do you help them, 1, realize where
they need to start? And then, 2, how
do you get them to start making momentum
toward that?
Great question. And I do wanna say just
(18:37):
quickly touching back on something you said just
a few minutes ago, about maintaining that feeling
across the experience versus just, hey. We're we're
gonna sell you, sell you, make you feel
good. So you sign the papers, and then
I think it can be very helpful. And
what I've seen in all of the coaching
I do, whether it's with a solo adviser
with these
(18:57):
v 2 firms that I talk about, that
messy middle or the higher or the larger
firms,
is it's so helpful to have someone
as outside the organization
look in and
see the macro flow of the client experience
of the ecosystem, and
it's easier to identify holes from the outside
as it were. I do that's a little
(19:17):
tooting of my own horn there, but that
is something I look for feel. I'm a
I'm an intuitive feeler per the Myers Briggs
and all of that stuff. So I I
if my husband's listening, he's rolling his eyes
right now being like, are you saying that
again?
But I'm like, I am. I'm an intuitive
feeler. I feel. And so I I look
at something with the feeling of what does
(19:38):
that person what does the person experience as
they go through it? But, anyway, that was
just something I
wanted to comment that that is very helpful.
And so it's the same concept in applying.
So when I'm working with these v 2
leaders and we're in a coaching let's say
we're in a coaching environment. It could be
at any stage. Right? The first thing we're
gonna do
after is what is your vision? What are
(19:59):
your goals? What's your 1 year? So we've
worked our way down to, okay. Let's get
a
a a 1 year. What are our priorities?
How do we determine? What are the key
things we wanna do to grow?
We'll take a look and
map out the business from ecosystem. So I
break it down. I have a beautiful picture
that's okay. Here's our overlay of all the
(20:20):
parts of the system, and then we break
it down into these worksheets. That's okay.
Brand awareness. What are the things you're doing?
1, 2, 3, 4, right now to let
people know you exist.
What would you like to be doing in
the next 2 to 3 years?
And then I have these evaluation
criteria
of how expensive
what's the cost of it, how much time
(20:41):
or energy goes into it,
how excited are you as a team or
as a individual
to do this activity?
So we work through each line item on
that to get these
to work through the
stages of the ecosystem. So you have brand
awareness.
You have lead capture and a new lead.
(21:02):
What is the experience of a new lead?
Same thing. Like,
okay. This is what they receive an email,
then they receive a 10 week drip series.
They also get a video from the CEO,
whatever the items are on there.
And we look at that. And we do
the same thing with qualifying leads. What is
that conversation? What are you doing along the
way? Who's involved? What is the messaging? So
(21:24):
we literally break it down and then
say, okay. Where are the opportunities here? There
may be some that you're doing really well,
and we're like, alright. We can crank up
the gas on that one. Just keep doing
more of that. There might be some holes
where we go, okay.
It will actually be better for us if
we plug this hole over here
(21:46):
and smooth out the experience, or maybe it's
that transition from
the first meeting to the second meeting as
a prospect. Maybe it's from prospect to onboarding.
It could be anywhere along the way,
and when we plug those holes. So it's
like, alright. Let's really focus in on this
area. So we take you through each section,
brand awareness,
(22:07):
cap lead capture, prospect nurture,
client year 1, client
year 2 plus.
And then just methodically walk through and say
what's missing, and then which of these triggers
if we are only picking 3 things for
the year?
That's you I like to keep it like,
there's there might be 10 things you wanna
(22:28):
do, but let's pick 3
that will try to identify a quick win.
We try to identify
which things have the highest ROI or impact
on the business, and then which ones do
the team have the most energy around because
that's the ones that are gonna get done.
And that's how we approach it. Let's talk
about the, yeah, let's talk about the team
thing because you I think there's a huge
(22:50):
opportunity that advisers miss, and you really opened
this can of worms right at the top
talking about this continuity thing from all the
way from beginning to to end, in which
is when that person who does the trading
in your office, she sends that video, the
person who's scheduling the appointments when, you know,
he's taking and setting that appointment,
there are unbelievable
(23:10):
business development opportunities
on every single solitary
person in touch point.
And we know, and I know since you've
coached way more people than I have, but
in my limited coaching experience, when I got
the whole team to buy in, man, that
next level was so much easier to hit.
How do you help teams
really buy into the mission, vision, and the
(23:32):
value proposition of the firm so they see
those opportunities
to help grow the firm even if they're
not producers? And I'm air quoting there. Yeah.
And I think that's really I find it
to be one of the most fun areas
because it's something I used to do when
I worked in corporate America way back in
the dark ages before I
jumped into this fun industry. But it it
(23:53):
was about saying, hey.
Here's the firm brand message. Right? Here's what
we're all about and educating at that high
level and then
bringing it down to each role and how
is it that you can affect that. So
in in the case of, like, specifically how
I help firms,
I will in my v two leaders coaching
(24:14):
program, we will go through that as a
group and sort of start to identify we'll
articulate what that is, and I'll help them
with the communication points and how to bring
it up in a team meeting and what
to do there. In a larger firm or
if I'm just brought in to do a
basic workshop with a firm who's, hey. We
we we have a brand. We have this.
We want we want you to help educate
(24:34):
the team, then I'll come in and do
an a half day session
where it's really cool because you can have
the person on the team member. You obviously
have the RA leader
speaking about the brand. I can help on
that or not help, but it's better to
come from the leadership. But we put together
that presentation, we have that, and they have
that conversation.
But then we can have each person on
(24:55):
the teams identify
what they think their impact is, where they
see the improvement could be, or where they
see the opportunity is because they're the ones
doing the workday and in
opportunity to plug into the energy of the
firm. So it's really in how
it's
(25:18):
delivered. But that's one of my absolute favorite
things to do, is to
help teach and train teams of adviser. It
could just be even lead advisers or but
when you can get really down into the
client service reps and the people answering the
phone or the people responding emails or any
operations people along the way, it's it's pretty
(25:39):
exciting and magical
even for a small a smaller team or
a big team. And if you're sitting here
listening to the show and thinking to yourself,
gosh, my my team just thinks every time
I have an idea, it's just gonna make
more work for them, which is technically true.
But there are ways to make it so
that is rewarding for them. And if that's
a gap that you're seeing, then obviously, Kristen
is where you wanna go. Okay. If you're
(26:00):
looking for somebody who's gonna be able to
come into your firm at all of these
various levels, fractional CMO, the v 2, or
newer advisors,
and truly make sure that there's massive continuity
when it comes to not just practice management,
but business development, marketing, branding, and all of
those things, you need to reach out. So,
Kristen, what is the best way for people
to reach out? And, really, since you do
(26:20):
service those three levels, what are you looking
for now?
Well, that's a great question. And I guess
it some of that depends on when are
we when are we going live. But overall,
like the first, let me just say it's
fulladvisorcoaching.com.
Just go there. I have a button on
every page that says request a call.
(26:40):
If you don't know which of the sessions,
just pick 1 of the 30 minute sessions
and have a call with me. I try
to make that as easy as possible for
advisers. And even if you have no idea
where you fit in the system,
schedule a call. We'll work it out. And
if I don't have the right option, I
know lots of people in the industry. So
that's one of my favorite things to do
(27:01):
too is to connect advisers with the right
resource for them. A big focus of mine
right now is on these v two leaders,
the people who are the RIA,
leaders who have reached this point, and they're
really looking ahead and saying, I have a
bigger vision. I know I have more potential.
I have somewhere to go.
I do in
January
(27:22):
of 2025,
I'll have another cohort starting with that coaching
cohort. It's very it's small. It's intimate. I
only work with 3 or 4 firms at
a time. And then we have enrollment in
that throughout the year at various points. So
depending on when this is airing or when
someone's listening to it, just go to the
website, go to services,
(27:42):
drop down, feed 2 leaders. You'll see when
the next cohort is.
We keep it intimate so we can really
dig in, and that that's just a really
exciting
space to be in and great people to
work with. I love the firms I've been
working with. Lots of need. And the other
thing that I'm gonna just seamlessly promote for
you is please follow her on LinkedIn.
Easy. Just go ahead and type in your
(28:03):
name because you're always sharing great information, and
I'm not gonna put words in your mouth.
But you at least respond to my DMs,
and so that's another good way to go
ahead and reach out. If you're just there
and you see something that she posts and
you're like, holy Moses, that was freaking awesome,
just send a quick message, and I'm sure
those links should show up in the future.
I'm on LinkedIn all the time. And if
they haven't yet listened, we do have the
full adviser coaching podcast.
(28:25):
Dum dum dah. Available
thanks to your friends at Proudmouth.
Oh, yes. Anyway, thank you so yeah. I
am really excited about my podcast too, and
it's been really fun. LinkedIn,
another great place to find me. So thanks
for bringing that up. Advisor podcast too. Please
make sure that you subscribe to that. We'll
make sure, of course, that we have links
everywhere.
So no matter if you're watching this on
YouTube or if you're listening to this as
(28:46):
a podcast or you see this as a
social media post, please make sure that you
go ahead and click on those links so
we can make sure that we're driving the
people to Kristen that are the right people
so that she can help you really bring
your business to the next level. And we,
of course, are trying to do the same
thing here at ProudMouth. We have a couple
of wonderful opportunities for you. The first one
is if you wanna just outsource everything to
us, like Kristen does, our managed influence services,
(29:07):
we're still taking new clients and we only
can take about 5 a month. And so
you need to get in early at the
beginning of the month, but I would love
to have a call with you and you
can just reach out to me directly. Or
if you wanna be able to do it
yourself, guess what? We've got the PodRocket Influence
Academy. It's new. It's improved. It's absolutely unbelievable.
Super wonderful user interface. So easy to use.
And plus you get 8 hours of ask
(29:28):
an expert, which is group coaching every single
solitary month. So for Kristen, this is Matt
Halloran, and we'll see you on the other
side of the mic very soon.
Thanks for listening to the Top Advisor Marketing
Podcast brought to you by Proudmouth.
If you wanna know more about how you
can be your own loud, visit us at
proudmouth.com
and sign up for the PodRocket Academy.
(29:48):
Through courses and office hours led by a
professional podcast producers and digital marketers, you will
learn everything you need to know to become
the trusted subject matter expert you were meant
to be.
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