Latest / The Efficient Advisor: Tactical Business Advice for Financial Planners / 174: Buying Back Your Time: Leveraging Others' Expertise to Get it All Done Faster With Guest Carter Wilcoxson

Transcript

174: Buying Back Your Time: Leveraging Others' Expertise to Get it All Done Faster With Guest Carter Wilcoxson · The Efficient Advisor: Tactical Business Advice for Financial Planners

• 0:00
  Speaker 1: I am always on the hunt for ways for advisors to make running their businesses better, faster, smarter, cheaper or easier, my favorite being easier.
• 0:08
  Speaker 1: In today's episode, I interview advisor turned advisor to advisors, carter will coxson, and we get into a bunch of random conversations that, after we recorded, I was sitting there thinking like how does this all tie together as an episode for advisors that is actionable and implementable?
• 0:25
  Speaker 1: That's my goal is always to think about how will this episode move an advisor forward in some way, shape or form.
• 0:33
  Speaker 1: I want you to have an ROI when you listen to this podcast, so I decided that the theme of this episode is really this you can find all of the answers out there and you can do it all yourself, or you can use things like IMOs or programs that exist to compile all of this help, info, education, hacks whatever it is that you're searching for.
• 0:58
  Speaker 1: You can find someone to help you compile it, so sure you can do it all by yourself.
• 1:03
  Speaker 1: The information exists out there, but just because you can doesn't mean you should.
• 1:08
  Speaker 1: There are these tools, resources and organizations out there that make it easy for you to just plug on in and save you time and energy and money from the start, so make sure you stick around to the outro.
• 1:23
  Speaker 1: After the interview, I did some research on some of the programs that Carter mentions and I do a little more explaining to you so that you can understand what they are and if they're decide you know you can decide if they're worth exploring for you or not.
• 1:35
  Speaker 1: Okay, enough rambling about it, let's just go ahead and dive on in to this interview with Carter Wilcoxon.
• 1:41
  Speaker 1: And look, I know you're here because you know it's possible to have energy left over for your family and still have your dream business.
• 2:01
  Speaker 1: You know the business that you were running instead of it running you.
• 2:05
  Speaker 1: If you're new to the Efficient Advisor, I'm Libby Grayley.
• 2:08
  Speaker 1: I started from scratch, built and sold by age 37, a 100% referral only planning practice that I grew to seven figures as a solo advisor, all while working just three days a week and taking off 14 weeks a year so that I could lean into being a mom, a wife, a friend, a sister, a daughter and, frankly, a travel obsessed human who loved taking vacations.
• 2:29
  Speaker 1: And I'm here just to walk alongside you and to show you how to do exactly the same to help you take immediate action on the most important strategies for scaling, organizing and creating less stress and overwhelm in your business.
• 2:43
  Speaker 1: Can I get an amen?
• 2:45
  Speaker 1: We are about to transform your practice together, so move over exhaustion and get out of the way.
• 2:50
  Speaker 1: Advisor.
• 2:50
  Speaker 1: Add.
• 2:51
  Speaker 1: It is time to take that one right next step to build a business and a life that you love.
• 2:58
  Speaker 1: Okay, but before we dig in a few things to discuss, okay, number one the not drug gummies.
• 3:05
  Speaker 1: So I talked about these in episode 170 and I just wanted to clarify something for you based on the questions and comments that I have been receiving.
• 3:15
  Speaker 1: I just want to make sure that you understand these are not energy gummies.
• 3:19
  Speaker 1: They are purely just for focus and sustained focus.
• 3:25
  Speaker 1: So you are still going to need three cups of coffee and two Coke zeros a day if you have children at home just saying so.
• 3:32
  Speaker 1: I just want to make sure that I reiterate they're not energy.
• 3:36
  Speaker 1: Gummies are not going to give you.
• 3:37
  Speaker 1: They have no caffeine.
• 3:38
  Speaker 1: They're not going to give you energy.
• 3:39
  Speaker 1: It's literally just about sustained focus, the ability to start a task and see it all the way through and, if you have ADD like me, or even self diagnosed ADD, that you can really see more projects through.
• 3:53
  Speaker 1: So for me, that's really what it's been.
• 3:55
  Speaker 1: So it's focus, not energy, and I want to clarify my timing of the episode was absolutely terrible.
• 4:01
  Speaker 1: It came out on February 20.
• 4:03
  Speaker 1: The gummies if you did the subscription, they ship on the 15th of every month, so you're not going to get them until after March 15.
• 4:12
  Speaker 1: So just throwing that out there as well.
• 4:13
  Speaker 1: My bad, that was bad timing on my end.
• 4:17
  Speaker 1: Okay, number two I am going to be speaking at the Retirement Tax Services Summit on September 26 and 27 and Tempe, arizona.
• 4:26
  Speaker 1: This is a really great, super reasonably priced conference directed at financial advisors who want to up their game when it comes to delivering tax advice.
• 4:36
  Speaker 1: I sent several advisors that I work with that I coached, to the event last year as a place and a way for them to start building their tax and acumen.
• 4:45
  Speaker 1: So if tax planning and really knowing what to do when you get a tax return if that's where you're at great all the way to, if you're pretty adept at taxes, they will hit you just right at any level.
• 4:56
  Speaker 1: I'm going to have a keynote there on integrating tax planning into your business as a process and how to scale that using your team, but also I'm going to have a room for us to hang out.
• 5:06
  Speaker 1: So for my listeners there is a special price and a special link.
• 5:09
  Speaker 1: If you sign up using my link, then you'll get notified of whatever our hangout plans end up being speed coaching, one on one small group, mastermind, I don't know but tell me what you want to do and we will try to make it happen with that space that they are giving us.
• 5:24
  Speaker 1: So okay enough, that was it.
• 5:26
  Speaker 1: That's all my housekeeping.
• 5:27
  Speaker 1: Let's dive into the conversation with Carter Wilcoxon.
• 5:30
  Speaker 1: Carter, awesome, welcome to the show.
• 5:37
  Speaker 1: It is nice to have you here.
• 5:40
  Speaker 2: Well, it is absolutely nice to be here, Libby.
• 5:42
  Speaker 2: Thank you so much.
• 5:43
  Speaker 1: Yeah Well, I had fun hanging out with you in Denver Maybe what was that a month ago now and just have.
• 5:49
  Speaker 1: It's been fun just getting to know you, since I was on your show back.
• 5:53
  Speaker 1: When was that?
• 5:55
  Speaker 2: That was almost five months ago.
• 5:57
  Speaker 1: Almost five months ago.
• 5:58
  Speaker 1: Awesome, well, good, well, I am excited to dive into all things client acquisition today and to get into all of the cool stuff that you have been up to.
• 6:08
  Speaker 1: But if you would back us up just a little bit and kind of share with the listeners what it is that you do and sort of how it is, kind of what's your, what's your super, your superhero origin story here.
• 6:20
  Speaker 2: Well, you know it's.
• 6:21
  Speaker 2: It goes back almost two decades and, interestingly enough, my, my father-in-law, convinced me to go out and get my insurance license and I went to to become what's called an enroller, and that's this is how I cut my teeth in the industry.
• 6:40
  Speaker 2: I used to, once I got my insurance license, I would travel and sell two to $10 a week supplemental life insurance plans on the Navajo reservation in Northern Arizona and Western New Mexico.
• 6:54
  Speaker 2: So that's how I cut my teeth in the space to really get a better understanding on what it is that, especially this day and age, on you know what advisors go through on on trying to, you know, get, you know, keep the lights on, to get started right, put food on the table.
• 7:11
  Speaker 2: So what ended up happening is that I was doing that sort of intermittently and it wasn't very consistent.
• 7:20
  Speaker 2: We were pregnant with our first child, me and my wife Christina, with Caitlin, who, who now she'll be 20 on Sunday I can't even believe this who she answers our phones here at the office, which is, you know, really cool.
• 7:33
  Speaker 2: So I get to see my daughter every day, you know, five days a week, and we were pregnant with her and we were just trying to make ends meet and my wife was sort of you know, in that early stage of pregnancy and freaking out and the nesting you know phase, as you, as you understand right.
• 7:52
  Speaker 2: Well, I ended up saying, hey look, sweetheart, I'm going to make it happen, I'm going to whatever it is that I got to do.
• 7:58
  Speaker 2: So I ended up getting a job at a private, a very exclusive country club not sounding a country club, they consider it as a golf club in North Scottsdale called Whisper Rock.
• 8:09
  Speaker 2: Whisper Rock is where I eventually ended up meeting the man who brought me into this industry that I'm in now, because his caddy that day and I was next on the list didn't show up.
• 8:23
  Speaker 2: So I got the gig.
• 8:26
  Speaker 2: There's a big, long story about it.
• 8:27
  Speaker 2: You'll read it in the book one day.
• 8:28
  Speaker 2: But you know bringing me into this space and you know that, being an advisor to an advisor into what we call the IMO world, the Independent marketing organization world, that that we live in, and I have now been doing this for almost two decades he brought me into the space.
• 8:48
  Speaker 2: About 10 years ago I had the opportunity to start my own organization.
• 8:53
  Speaker 2: You know, always, being the entrepreneur that I am, I was like you know what I think I could do this better.
• 8:57
  Speaker 2: Right, I could, or at least do it my own way, and I ended up starting my own organization, csi financial group.
• 9:04
  Speaker 2: It'll be 10 years in July next year.
• 9:08
  Speaker 1: I love that.
• 9:08
  Speaker 1: Okay, so for advisors listening who are like okay, I am about what independent marketing organization, what I know for me, I've been in the industry for a couple of decades and I feel like I just kind of learned about IMOs within the last like six, seven years.
• 9:23
  Speaker 1: So if you would kind of share what is an IMO, what is sort of the purpose or function and how does it really help advisors?
• 9:31
  Speaker 2: Yeah, so an IMO, that the entire space was born probably 25 to maybe close to 30 years ago now and it's a the I, the M and IMO stands for marketing, and the funny thing is Libby.
• 9:46
  Speaker 2: Whenever I first broken into this business I thought, oh well, we're a marketing organization.
• 9:50
  Speaker 2: Okay, so we help with marketing for advisors.
• 9:52
  Speaker 2: Well, come to find out really what it is is.
• 9:55
  Speaker 2: We have relationships with the manufacturer slash insurance companies Pacific Life, john Hancock, north American, a theme, just to name a few and we Market their products.
• 10:10
  Speaker 2: We are the middleman, so to speak, to the retail advisor.
• 10:14
  Speaker 2: So an IMO is really just a distribution channel for a lot of these insurance companies that instead of working directly with it, you know, like you know the New York Life Haptive agency and everything this is sort of in lieu of or instead of that, these independent advisors, insurance advisors that are incorporating life insurance and annuities.
• 10:37
  Speaker 2: We are basically the product Distribution channel for the insurance company.
• 10:44
  Speaker 2: So that way the insurance company is not dealing with the advisor at all themselves.
• 10:49
  Speaker 2: We are the buffer or the middleman in between there and we have Contracts that enable us to revenue In that income that comes in when our advisors very competitive space that we're living in, because every IMO that's out there, that we all have the same products.
• 11:06
  Speaker 2: So what helps to differentiate?
• 11:08
  Speaker 2: An IMO Was really where CSI financial group differentiates ourselves to these advisors who have, you know, carte blanche on different IMOs.
• 11:18
  Speaker 2: There's, I don't know, like 750 different IMOs.
• 11:21
  Speaker 2: They're actually being aggregated as we speak.
• 11:23
  Speaker 2: But that is what an IMO is.
• 11:25
  Speaker 2: It's really the middleman between the manufacturer, insurance company and the producer slash advisors that are working with mr, mrs Jones.
• 11:34
  Speaker 1: So I, as an advisor, I can come to you and say, carter, I have some clients that need a I don't know, let's say a universal life insurance contract, and you as my advisor to the advisors can say, okay, here's the five best carriers that I think have the product that would work for this particular situation and I, as the IMO, can advocate for you.
• 11:57
  Speaker 1: I can negotiate so kind of like I would so as a captive agent, so I could come to my, my broker dealer and say, okay, I have this client, like which one do you think would be best?
• 12:05
  Speaker 1: They kind of help put us in the right product lane and we could push back and be like, hey, let's really make some exceptions here.
• 12:11
  Speaker 1: You know this is the underrating situation.
• 12:13
  Speaker 1: Can we wiggle here?
• 12:14
  Speaker 1: Can we wiggle there?
• 12:15
  Speaker 1: You're doing that on my behalf, so you're the one learning all of the products inside and out at all of these different companies and then helping me as the advisor Figure out best fit.
• 12:25
  Speaker 1: Is that a fair kind of summation of what's going on?
• 12:29
  Speaker 2: Yeah, that that's very, very close, very accurate in fact.
• 12:34
  Speaker 2: And what's interesting is, over the last probably 15 years, the broker dealer and you know Distribution, you know space, you know the LPLs and the Cambridges and you know a lot of those, you know top tier IBDs that are out there.
• 12:49
  Speaker 2: Imos have gone out to try to partner with those broker dealers, get in, get approval of the products and it's a, it's a big compliance, you know, kind of stripping down of the what it is that we provide and of course there's usually revenue share arrangements with the independent broker dealer and they've got oversight.
• 13:09
  Speaker 2: You know, especially, and it's very different depending on which IBD you're talking about, whether it's life insurance, like you know, indic Universal Life, which is the space that we live in, or indexed annuity.
• 13:20
  Speaker 2: Some of them is like OBA, some of them are like no, you had to be approved and we got to go through this whole Dog and pony show and and get that approval and of course they they want their piece of the action as well.
• 13:34
  Speaker 2: But it really just depends.
• 13:36
  Speaker 2: But it's interesting that IMOs have started, you know, figuring out a way to make inroads and CSI financial group is no different to make inroads with some of these independent broker dealers out there so that we have access to their advisors, so that we can come in and be those planning specialists, you know, working with the advisor and helping to not only Find the right fit for the client but a lot of times, and what differentiates us is that we will be an advocate for the advisor, working with those households to help them through some of these conceptual things that Maybe the, the, the advisors, not really well versed it Articulating some of the bit features and benefits of some of these products.
• 14:16
  Speaker 1: Yeah, and what I think is really interesting is I have learned more about this IMO space here in the last, you know, five, six years is Just like you know, and I would kind of liken it to like wholesalers there's some amazing wholesalers and there's some not so great wholesalers.
• 14:30
  Speaker 1: Like, not all IMOs are built the same, not all IMOs are equal.
• 14:35
  Speaker 1: So, in your opinion and we're gonna get into client acquisition here I know as kind of part of this, when an advisor is looking to partner with an IMO to make their lives so much easier to and I look at it, of course, through the lens of systems, process efficiency, right, if I can come to one place and someone can say, hey, here's a, here's a best fit, let me help you run the illustrations, let us help you push the business through, let us help you with the application process, with NIGOS, with you know, kind of facilitating all of the things right, or any post, you know, approval or post, you know, like getting the insurance Issued, problems, like if I'm coming to you for all of that assistance, what, in addition to that, like, what makes an IMO good, what, what makes an IMO great and kind of what is this, you know, and I am.
• 15:24
  Speaker 1: I'm trying to set you up without like straight up saying it, because we've talked about this and I thought it was really cool, but tell us a little bit about what your strategy has been to really genuinely Impact advisors, businesses and really really help them move the needle.
• 15:38
  Speaker 2: Yeah, and I think what's important is to give a little backstory and some context on how I got to where I'm at.
• 15:43
  Speaker 2: Whenever I was at my previous IMO that I learned a lot of the things that I learned about the number one question that I would get from independent producers, whether they're insurance advisors only or now a lot of register reps and RIAs and IARs that we work with.
• 16:04
  Speaker 2: The number one question was how do I get in front of more qualified prospects, how do I get in front of more qualified people?
• 16:11
  Speaker 2: It was like over and over and over and over.
• 16:14
  Speaker 2: Well, what ended up happening is that my journey from my initial sitting in front of selling two to $10 week supplemental life insurance policies and then being a wholesaler, which is really what an IMO is.
• 16:28
  Speaker 2: It really is an internal wholesaler gig, if you will.
• 16:32
  Speaker 2: I ended up creating a relationship with an estate planning attorney in Covington, louisiana, and I would fly out to her office once a month and she would put in front of me her clients that needed to incorporate life insurance and annuity risk mitigation and tax mitigation strategies into their already existing portfolios.
• 16:55
  Speaker 2: What that did is it really opened my eyes up to man.
• 16:59
  Speaker 2: What a great model to be able to partner with an estate planning attorney who already has all these clients.
• 17:04
  Speaker 2: Now I see the disconnect, or I learn the connection, but I saw the disconnect between a state planning and financial plan.
• 17:13
  Speaker 2: I'm just like, really, if we could somehow replicate this model, that would be amazing.
• 17:19
  Speaker 2: That was my infancy stage of understanding on trying to find a way to replicate that.
• 17:25
  Speaker 2: Fast forward now to CSI Financial Group, and always remembering these couple of things that I just shared with your audience how do I differentiate myself as an IMO?
• 17:38
  Speaker 2: It was the very first thing I asked myself.
• 17:40
  Speaker 2: Product is not the unmet need in this industry.
• 17:44
  Speaker 2: I say that ad nauseam around here.
• 17:45
  Speaker 2: What is it that's going to help to differentiate me with these different advisors that are out there, that have their access to all these different IMOs that are trying to convince some of these producers to come work for them Again, whether they be insurance advisors or financial advisors, financial planners.
• 18:04
  Speaker 2: But I took it once it further, because I was actually in the field.
• 18:08
  Speaker 2: I was like, well, but what will help to differentiate them and the very competitive space that they're living in?
• 18:14
  Speaker 2: I went out and I researched and I found all the different tools, tips, technologies in order to solve the number one challenge that advisors have as a rule client acquisition.
• 18:28
  Speaker 2: That's what we've assembled and we put together what we call the Advisor Partner Client Acquisition Kit.
• 18:34
  Speaker 2: That takes all the years of research, all the missing pieces that an advisor doesn't have time to go out and find, different tech stacks, all the different issues that they are being bombarded with Like do this, do this, do this.
• 18:52
  Speaker 2: I just went out, I found all the right things, I tested them, I use them on my own client base that I had because we do some business from a retail perspective, and I just put them all in one simple, easy package, the one landing page that an advisor can go to and learn all about what it is that we do to help them solve that challenge of client acquisition.
• 19:16
  Speaker 1: Okay.
• 19:16
  Speaker 1: So let me just pause for a second and kind of go back and double-click on that for a second.
• 19:20
  Speaker 1: So in order to differentiate yourself.
• 19:23
  Speaker 1: So how do I, as an IML, how do I best help advisors, not just with right this idea of helping them place product, but how do I help solve their number one issue, which you determined was client acquisition?
• 19:39
  Speaker 1: You went out, gathered all of the tools and resources.
• 19:43
  Speaker 1: So, as an IMO, you are coming to an advisor saying not only can we you know X, y and Z with the products and getting you through the process and all of those things we're also going to help you at the practice management level, like as a business owner, get some of these ducks in a row and do some of the heavy lifting for you.
• 20:03
  Speaker 1: And you've packaged this.
• 20:04
  Speaker 1: Is it like an online masterclass?
• 20:06
  Speaker 1: Is it a step-by-step guide?
• 20:08
  Speaker 1: Tell me a little bit more Like.
• 20:09
  Speaker 1: What is it actually like?
• 20:10
  Speaker 1: So, when an advisor says, yes, I want to check out this advisor partner acquisition program, what does it look like?
• 20:15
  Speaker 1: What does it feel like?
• 20:18
  Speaker 2: Yeah, and interestingly enough, Libby, there's so much to it.
• 20:21
  Speaker 2: Everything that is included is not even on the page.
• 20:25
  Speaker 2: I just have a nice one, simple, easy way that has links that will take you to every single benefit of the package, what's included in the package.
• 20:35
  Speaker 2: But, you know, I think the most important thing is to your audience is when you're looking at this from the scope of a financial advisor, is how do you get in front of more qualified prospects?
• 20:52
  Speaker 2: And the reason why I told that story earlier is our foundational approach is delivering what we call the three E's, where we educate, enlighten and empower an audience of people around the goals and objectives and needs, around industry jargon, estate planning Now, I say industry jargon because we've reframed the verbiage, where it's actually family succession planning, because we realize along the way as advisors that go through our entire training platform, that we've developed.
• 21:27
  Speaker 2: Some of those things are on that page, but again, there's so much.
• 21:32
  Speaker 2: There is a class that everybody will go through and learn and educate them on how to deliver the three E's.
• 21:38
  Speaker 2: But what that does is it really helps to differentiate the advisor on a subject matter that most advisors don't have the access to or the capabilities of, and that's where we do a lot of the heavy lifting for them.
• 21:53
  Speaker 2: But the client acquisition really starts with educating, enlightening and empowering an audience of people.
• 21:59
  Speaker 2: A workshop that's been developed for them to deliver around a state plan Again, industry jargon, but what we have coined?
• 22:08
  Speaker 2: Family succession planning.
• 22:10
  Speaker 1: OK, I love that.
• 22:11
  Speaker 1: So, as an IMO, your way and I think about this through the lens of I love just talking about differentiating, right?
• 22:18
  Speaker 1: So, like any advisor listening could and should be thinking like OK, so how do I do this at my level?
• 22:25
  Speaker 1: Right, as an advisor, how am I continuing to separate the cream from the milk?
• 22:30
  Speaker 1: Right, how do I separate myself from other advisors?
• 22:32
  Speaker 1: How do I create more of an experience for our clients?
• 22:35
  Speaker 1: How do I build my own education and knowledge base to be able to offer something different, extra, better, more to our clients?
• 22:43
  Speaker 1: So for you, as an IMO, you have developed OK, we have a program that is available and advisors don't have to be part of your IMO or to be working with you to use this advisor partner acquisition kit.
• 22:57
  Speaker 1: Correct?
• 22:57
  Speaker 1: Well, that's available to anybody and everybody.
• 23:00
  Speaker 2: And let me let me touch on that just real fast.
• 23:02
  Speaker 2: So, because an IMO is, a lot of times we're limited on the types of advisors we can work with, simply because a broker dealer, for example right, I mean it could be Raymond James, it could be LPL, it could be there Just they'll never approve working with an IMO.
• 23:18
  Speaker 2: But our platform was really designed for marketing, branding, customization, client acquisition.
• 23:24
  Speaker 2: So, and then our foundational approach around a state legacy planning, right.
• 23:29
  Speaker 2: So CSI financial group ended up creating a new company, an offshoot, based on the success we'd had already with Epic Services Company.
• 23:41
  Speaker 2: So the landing page, the marketing, the branding to your point, libby is all specific to Epic Services Company.
• 23:48
  Speaker 2: That is, the advisors end to end solution for all things marketing and branding, and estate and legacy planning solutions for them and the clients that they're either working with or looking to acquire.
• 24:01
  Speaker 1: So any advisor anywhere can say like hey, I just want to check this out, learn from this program and implement it in my business 100 percent.
• 24:08
  Speaker 2: That is OK Cool.
• 24:09
  Speaker 1: OK, and so then as an IMO, you're differentiating yourself by not only having this, you know this client acquisition strategy and this estate planning sort of teaching platform where you're helping advisors really improve their estate planning acumen.
• 24:24
  Speaker 1: You're doing that for advisors through the IMO as well.
• 24:30
  Speaker 1: And then I know you have some software and some other really cool stuff.
• 24:34
  Speaker 1: Tell me a little bit more about that.
• 24:36
  Speaker 2: Yeah, so you know, it's our feather in our cap, so to speak.
• 24:40
  Speaker 2: We went through about eight months of due diligence and Epic Services Company, which, again, when I say end to end, it's not only the knowledge, it's also.
• 24:49
  Speaker 2: We incorporate something called a multi-disciplinary team approach, so an advisor without having to like go out and try to assemble a team on their own.
• 24:57
  Speaker 2: We become their in-house estate planning solution, we become an extension of their team.
• 25:03
  Speaker 2: Right, that's Epic Services Company and our software with Epic Services Company went through the due diligence with Mutual of Omaha Mortgage, where we have partnered with them to become a strategic partner to provide estate planning services for their clientele that they have from their mortgage silo that they've got.
• 25:24
  Speaker 1: Oh, how interesting.
• 25:25
  Speaker 1: Okay, so I'm getting my brain around all of that.
• 25:27
  Speaker 1: I mean, I feel like I wasn't 100% sure where I'm like okay, we're gonna talk about client acquisition or we're gonna talk about other stuff, so I'm kinda curious.
• 25:33
  Speaker 1: Let's dive into, if you will.
• 25:35
  Speaker 1: I think this is really pretty amazing.
• 25:37
  Speaker 1: What are some of the biggest sort of learnings that you've had or maybe you could give an advisor listening some really tangible client acquisition strategies.
• 25:48
  Speaker 1: That might be some of the stuff that you touch on obviously probably a lot deeper level and a lot more in depth, but what are some of the client acquisition strategies that you are sharing about in this program that are super helpful or really like you've seen advisors experience amazing results with?
• 26:04
  Speaker 2: Yeah, that's such a great question, and let me start off with the statistic right, find a need and fill it.
• 26:11
  Speaker 2: That's where I come from Find a need and fill it.
• 26:14
  Speaker 2: This statistic comes from the wealth council.
• 26:19
  Speaker 2: Wealth council came out with the statistics from a white paper that I'll share with anybody that wants it what Americans think about estate planning?
• 26:28
  Speaker 2: Right, and they did all this survey and what they found was 83% of Americans do not have their affairs in order, so to speak.
• 26:38
  Speaker 2: Just simplistically speaking, they have not done the proper estate planning with wills and trusts and advanced medical directives.
• 26:45
  Speaker 2: 83% of Americans do not have that.
• 26:47
  Speaker 2: Well, if you think about that, that is a large number for opportunities, right?
• 26:54
  Speaker 2: So, if you can be the one that comes in and this is what we discovered is that a financial advisor?
• 27:01
  Speaker 2: For the most part, they wanna do what they do best, right?
• 27:04
  Speaker 2: They're kind of hands arms length when it comes to estate planning.
• 27:09
  Speaker 2: Now, this is the rule.
• 27:10
  Speaker 2: Not there's exceptions to all these rules, but what we do for them with client acquisition, having a state planning knowledge be the foundational approach is we train them on how to give them enough information to be able to deliver.
• 27:26
  Speaker 2: That's part of the kit to be able to deliver some of these resources for their either current or prospective clients, because we found that if you wanna retain clients, especially upon demise, the number one way to do that is to have them be an estate planning client predominantly, first and foremost right, but these may already be your existing clientele.
• 27:49
  Speaker 2: If you can do that, what'll end up happening is that you will multiply that because you'll be introduced to those centers of influence that those households have.
• 27:59
  Speaker 2: Right, other family members, friends, colleagues because you'll become the go-to person around the estate planning need, because it's the peace of mind that is delivered when a household is like I've been procrastinating about this for years right, I can now I can agree client all the time, yes, almost without exception.
• 28:20
  Speaker 2: Right, they know they need to do it.
• 28:22
  Speaker 2: This isn't like something that we are telling them that they need to do.
• 28:25
  Speaker 2: They already know they need to do this.
• 28:27
  Speaker 2: This isn't something that they're wondering about.
• 28:29
  Speaker 2: They know they're not, especially as they get older too, right, the closer they get in their mid 50s and 60s and 70s and 80s, and that emphasis gets more and more and more and more.
• 28:40
  Speaker 2: Now, covid accelerated that, by the way, which is why we've been super successful here because we have a digital platform, we can work with any advisor, any client, in any state, no matter where they're at develop.
• 28:52
  Speaker 2: We have developed an end-to-end a state legacy planning solution that an advisor can literally tap into, retrofitted into their practice automatically, but now they've got the ability to go out and start delivering a new resource that they have to acquire those clients or secure those clients.
• 29:12
  Speaker 2: So client acquisition, client retention and generational control.
• 29:17
  Speaker 1: Okay, I love that.
• 29:18
  Speaker 1: That's fascinating.
• 29:20
  Speaker 1: So I'm a huge fan of plug and play stuff, that and you used it.
• 29:25
  Speaker 1: Where I think it was really important, you said retrofit it.
• 29:27
  Speaker 1: I think it's important for advisors to know, like, as they're doing a program or looking at different master classes and all of this stuff that exists out there right now, to make sure that they're aligning with classes or individuals or even just going into stuff with the mindset that everything needs to be adapted, everything has to be a little bit malleable and if there's anyone saying, hey, this is the one and only true right way, do it exactly like this.
• 29:54
  Speaker 1: That usually that's a little red flaggy, but going into something with the intention that you're going to have to put the effort or work in to modify it, to work with what you're already doing, and it sounds like to me that you have the ability to help people kind of figure that out or to connect those dots a little bit about how they could use that inside of the practice that they already have.
• 30:19
  Speaker 1: Is that fair?
• 30:21
  Speaker 2: Yeah, and that's why I use the word retrofit, because all too often, as we talk with independent financial advisors and register reps and planners, is that they feel like, oh well, I have to completely revamp the way that I.
• 30:36
  Speaker 2: No, no, no, we are going to retrofit everything in there to help you make that adjustment.
• 30:42
  Speaker 2: And it's just that you know a lot of the advisors we work with.
• 30:45
  Speaker 2: They just need small little tweaks here and there.
• 30:48
  Speaker 2: They're already pretty successful in the first place, and the thing that's been exciting for us is that some of those advisors, whether they're young or old, right, this is something that is going to absolutely help them to differentiate themselves and look like the hero in their client's eyes.
• 31:08
  Speaker 2: Because the old saying of people don't care how much you know until they know how much you care.
• 31:13
  Speaker 2: This topic is showing how much you care.
• 31:16
  Speaker 2: Of course, a transaction has to occur, right, there's no doubt about that.
• 31:21
  Speaker 2: But the 10 to 14,000, depending on what statistic you read or what publication the 10 to 14,000 baby boomers a day that are retiring.
• 31:31
  Speaker 2: They've accumulated a lot of wealth and the Great Wealth Transfer 84.4 trillion over the next 25 years.
• 31:38
  Speaker 2: Well, this is the optimal way to get into that 84.4 trillion with a T space is by having a state and legacy planning solution and that shows to a prospect or a client that you really do care about what's gonna happen to them when they're no longer here.
• 31:58
  Speaker 2: That's the answer that we are answering for these advisors and their clients.
• 32:06
  Speaker 1: Okay, I love that.
• 32:06
  Speaker 1: So I think that's really, really interesting.
• 32:08
  Speaker 1: So what, when advisors are going through, whether it's the acquisition kit or the estate planning solution that you offer, what is some of the feedback that you're getting?
• 32:20
  Speaker 1: What is the biggest takeaways?
• 32:23
  Speaker 1: Game changers, what is it that advisors are releasing Like, ah, this is what did it for me or this is what's really making a massive difference?
• 32:33
  Speaker 2: I want to tell you a story.
• 32:33
  Speaker 2: I want to share this with you, and this is a factual story that happened early on with us.
• 32:41
  Speaker 2: We had an advisor, a female advisor, who when she first was introduced to us, she was in the Medicare supplement.
• 32:48
  Speaker 2: That's what she did she had.
• 32:51
  Speaker 2: She didn't even know what an index annuity was.
• 32:54
  Speaker 2: She never sold one.
• 32:55
  Speaker 2: You know, she was in Southern Illinois, right, some of the, the, maybe like the, the rural parts of Southern Illinois.
• 33:02
  Speaker 2: We took this individual, this female advisor that was out there, you know, quote unquote, working out of the trunk of a car, and we took her from just a Medicare supplement, you know, provider to being able to implement these tax mitigation and risk mitigation strategies with this proprietary process that we've refined and developed over the last almost eight years now.
• 33:29
  Speaker 2: And but what ended up happening and this is the, this is a phenomenal success story that I love sharing during COVID, her husband got a chance to move back to his hometown from Illinois to Fayetteville, arkansas, and she was deathly afraid of.
• 33:47
  Speaker 2: I was gaining momentum here in Southern Illinois and I got to start all over, right, right, she went from, you know, from there to buying the client acquisition kit.
• 33:59
  Speaker 2: We built out her entire website.
• 34:01
  Speaker 2: We built out our team.
• 34:03
  Speaker 2: We have a team roster where you're the quarterback.
• 34:06
  Speaker 2: You're literally right there in the center.
• 34:07
  Speaker 2: All of our teams surround you.
• 34:09
  Speaker 2: You go to any one of these about pages.
• 34:12
  Speaker 2: If you go to that link, you'll actually see a fully built out, actual example of what we've done with an advisory group in Michigan.
• 34:19
  Speaker 2: So she goes to Arkansas and she implements our estate planning strategy.
• 34:26
  Speaker 2: She gives these presentations.
• 34:27
  Speaker 2: We've trained her, coached her how to onboard the clients the whole entire thing right, and she went from pre COVID to during COVID, moving to an entire different area.
• 34:39
  Speaker 2: She is on pace this year, I think, to make somewhere around $800,000 of revenue.
• 34:46
  Speaker 1: Amazing.
• 34:47
  Speaker 1: Okay, so she's taking the client acquisition and then the estate planning kind of workshop that you've taught, and that's literally the big change for her.
• 34:56
  Speaker 2: It is, but I want to pile on a little bit and share with you that I have an advisor that I've been working with since I first broke into the industry.
• 35:05
  Speaker 2: That has been in this space for 35 years, and if he was on this show right now, I would ask him the same exact question that I'm getting, where he shared with you that I asked him.
• 35:14
  Speaker 2: I said Scott.
• 35:16
  Speaker 2: I said knowing what you know now right, knowing how this is the way to be able to increase revenue and change people's lives, when would you have started doing this?
• 35:30
  Speaker 2: He was like Carter, this would have been the first thing I would have started doing, and I will never change what I'm doing now, so much so that he actually trains other advisors and recruits them around the country and teaches them the replicatable way that he just taken our process and made it his own, and it's given him an opportunity to grow his own advisory business.
• 35:51
  Speaker 1: That's fantastic.
• 35:52
  Speaker 1: Okay, I love that.
• 35:54
  Speaker 1: So tell us a little bit about kind of where did the Health and Wealth podcast?
• 35:59
  Speaker 1: So?
• 35:59
  Speaker 1: This is how I got to know you when I was a guest on your show.
• 36:02
  Speaker 1: Where did this idea of the Health and Wealth podcast come from?
• 36:06
  Speaker 2: Yeah, that's so awesome.
• 36:07
  Speaker 2: I got to give again initial shout out here to my better half, christina.
• 36:13
  Speaker 2: She came to me one day and she goes sweetheart, these podcasts.
• 36:18
  Speaker 2: This is maybe four or five years ago.
• 36:20
  Speaker 2: She was like no, these podcasts, I mean listen to a lot of these podcasts.
• 36:24
  Speaker 2: She's like maybe you should start your own podcast.
• 36:26
  Speaker 2: And I was like I don't know how to start a podcast, but I was really intrigued by the idea around it.
• 36:32
  Speaker 2: But in my mind I'm picturing like the Joe Rogan experience or Howard Stern.
• 36:36
  Speaker 2: I'm just like big production that has to be done.
• 36:40
  Speaker 2: Like I don't know how to start a podcast, but I ended up finding a company, a booking agency, that would book me on to become a guest on podcasts and I was like, oh, next best thing, I'll just go on and be a guest on a podcast.
• 36:54
  Speaker 2: I can talk about all the stuff that I do and everything.
• 36:56
  Speaker 2: This will be really, really cool.
• 36:58
  Speaker 2: I don't have to start my own and I don't know how to start anyway.
• 37:00
  Speaker 2: So, anyway, what ended up happening is I wasn't being booked as much as I wanted to be and I felt like I was paying a pretty good premium on being able to be a guest on podcasts.
• 37:11
  Speaker 2: So I went back to them I said, look.
• 37:12
  Speaker 2: I said I think maybe you're trying to book me on podcasts that are just financial services podcasts.
• 37:17
  Speaker 2: I can be, I can dialogue with anybody, I don't care who it is, I can tie my stuff in somehow, some way with the listenership.
• 37:24
  Speaker 2: So look to book me on any podcast, I don't care what it is right.
• 37:29
  Speaker 2: So they ended up reaching out to my now co-host, tim James, who had his own podcast, has his own podcast called the health hero show.
• 37:38
  Speaker 2: When they did that, he does he does a little bit of a research on me and he was like who is this guy and why does he want to be on my podcast?
• 37:47
  Speaker 2: So he gets on my calendar and we're having like a.
• 37:49
  Speaker 2: We're booked for a 15 minute initial conversation and we're eight minutes into this 15 minute conversation and Tim goes.
• 37:56
  Speaker 2: You know, carter, you should just start your own podcast.
• 38:00
  Speaker 2: And I was like well, tim, I've got no clue how to even start.
• 38:05
  Speaker 2: That sounds like a great idea, but you know, I don't know he goes.
• 38:08
  Speaker 2: Well, here's the deal.
• 38:09
  Speaker 2: If you're interested, I've got some people in my own backyard that can help you to start your own podcast.
• 38:16
  Speaker 2: So during this 15 minute conversation that's now gone about 45 minutes, he's telling me about his whole backstory and how he used to be a wealth advisor, now turned health advisor.
• 38:28
  Speaker 2: In my brain is like his whole health journey was unbelievable, it was seriously amazing and I mean I'm on the edge of my seat like listening to all these things that he's telling me about on how he, you know, his health journey was.
• 38:41
  Speaker 2: You know how it's gone.
• 38:43
  Speaker 2: You know full, you know 180 to now he's a now a health advisor.
• 38:49
  Speaker 2: But because he was a former wealth advisor, 45 minutes into this conversation I go, tim, I said I have an idea, why don't we start our own podcast?
• 38:59
  Speaker 2: And in my mind I'm thinking I don't know really how to do this and I can tie it in and he can help me out, anyway.
• 39:05
  Speaker 2: So I go, let me do that.
• 39:06
  Speaker 2: I like it.
• 39:07
  Speaker 2: Yeah, exactly, I go.
• 39:09
  Speaker 2: Why don't we start our own podcast and we'll call it the health and wealth podcast and we'll invite you know advisors to come on, or or you know people in the financial services or in the health services and they'll come on and be a guest and they can talk all about all the things that they do.
• 39:23
  Speaker 2: It'll be great, it'll be awesome.
• 39:24
  Speaker 2: He goes.
• 39:25
  Speaker 2: You know, that's something that I actually thought about doing whenever I was a financial advisor.
• 39:28
  Speaker 2: You know, just never got around to it Once forward.
• 39:31
  Speaker 2: You know, we are almost, you know, a hundred episodes of a podcast and now, and it's it's been, it's been phenomenal the types of guests that we've come on there.
• 39:42
  Speaker 2: You know, I'm a network at our, networker at heart and and I love being able to learn their stories and their why and their journeys and, you know, coming into the financial industry, financial services industry.
• 39:53
  Speaker 2: So that's how it all got started and it's become so successful that myself I've partnered up with a, a, a company that helps other advisors now start their own podcast.
• 40:04
  Speaker 2: If they're interested in starting their own podcast, it's actually on the advisor partner client acquisition case.
• 40:11
  Speaker 1: Oh, my gosh, that's crazy.
• 40:12
  Speaker 1: Okay, I love.
• 40:12
  Speaker 1: Well, I feel like we've come full circle, so perhaps that is a good opportunity for us to wrap it up.
• 40:17
  Speaker 1: But before we go, I always like to ask my guests especially guests, you know that have been advisors, they've been in the trenches, they've run their own business for a really long time and are in that growth mindset what are, if you would share with us, what are a couple of things that you do in your own business that help you just operate better, or faster, smarter, more efficiently?
• 40:42
  Speaker 1: Give us a couple of your, your hacks, if you will.
• 40:46
  Speaker 1: Yeah.
• 40:47
  Speaker 2: Well, one of the things that I'm a huge fan of technology and again, as I mentioned earlier on the show, I'm really a marketer at heart, right so we kind of put the M back in IMO marketing, right, and every chance I can use technology, where some of these redundancies or whatever, and this kind of started with, you know, just my Gmail right, there's a setting inside of Gmail that you can actually create templates and everything.
• 41:17
  Speaker 2: This is where it all started.
• 41:18
  Speaker 2: But I found a technology that I was enthralled by initially almost man.
• 41:25
  Speaker 2: This is probably almost four years ago.
• 41:27
  Speaker 2: Now we promote them.
• 41:29
  Speaker 2: You know, to sake of full transparency, we have an affiliate arrangement with a company called Levitate.
• 41:34
  Speaker 2: Levitate is really a system that I use that just recently integrated AI capabilities inside of it.
• 41:44
  Speaker 2: It is a phenomenal way for me to be able to continually stay in front of whether the clients, prospects, podcast guests, whatever it is.
• 41:54
  Speaker 2: You know there's a little bit of work that I have to do on the back end, but once I have it all set and ready to go, it really it continuously keeps me in front of my audience all the time and that has saved me so much time.
• 42:08
  Speaker 2: It's not even funny.
• 42:10
  Speaker 1: Okay, I love it.
• 42:11
  Speaker 1: So Levitate and I will link that.
• 42:13
  Speaker 1: I will link that in the show notes for sure.
• 42:16
  Speaker 2: And what else.
• 42:17
  Speaker 2: And let me just throw one thing in there just real fast.
• 42:20
  Speaker 2: Yes, Because I'm all about having everything on one page.
• 42:25
  Speaker 2: It's on the client acquisition bit Of course it is Okay.
• 42:28
  Speaker 1: Great, well, I won't even need to link it separately, then I'll just put it all there.
• 42:32
  Speaker 1: Love that, okay.
• 42:33
  Speaker 1: What else?
• 42:33
  Speaker 1: Hit us with another kind of efficiency tip.
• 42:38
  Speaker 2: Yeah, you know, I don't know if this is necessarily an efficiency tip, but I will tell you that sometimes there's only so many hours in a day and I am sort of a workaholic, and maybe a lot of your listeners out there are workaholics.
• 42:56
  Speaker 2: There's really no substitute for getting up and staying focused early on what it is that you're trying to incorporate, whatever that might be.
• 43:05
  Speaker 2: So this isn't necessarily a hack, but sort of the secret to my success is getting up early and going to bed early as well, so that I can get up and be separated from and a lot of times you have advisors come on.
• 43:21
  Speaker 2: They're really busy during market hours, but if you can go to bed early and you can be able to get up early, I tend to get up around four o'clock every morning, but what that does is I'm in my living room, the lights are off, maybe it's my phone, my laptop, and that's my own time to kind of just have some focus on what it is that I'm trying to do, to set myself up for the day, and if you can do this, maybe on a Sunday night even, or to prepare yourself, that would be probably even more optimal.
• 43:55
  Speaker 2: I tend to do it seven days a week.
• 43:56
  Speaker 2: But anyway, that's not necessarily a time hack for your listeners, but for me it's been hugely beneficial.
• 44:04
  Speaker 2: That compound effect has helped me to get to where now I almost don't feel like I have as much that I need to do anymore because I did that for so much.
• 44:15
  Speaker 2: But it's kind of sort of ingrained in me now.
• 44:17
  Speaker 1: Yeah.
• 44:17
  Speaker 1: So are you talking like are you actually doing work, work, or is it more of like a morning routine where you're kind of just getting yourself organized and set up to kind of handle the day successfully?
• 44:26
  Speaker 2: Yeah, it's really getting myself organized.
• 44:30
  Speaker 2: I try to have like myself, right, because I have a family, colleagues, employees.
• 44:36
  Speaker 2: It's a business owner.
• 44:37
  Speaker 2: You're doing all these things.
• 44:39
  Speaker 2: I get up early before anybody else.
• 44:42
  Speaker 2: Kids are asleep, wives asleep, right, there's nobody else.
• 44:45
  Speaker 2: It's me in a dark room pretty much and that's just my alone time.
• 44:50
  Speaker 2: I listen to a lot of Ray Dalio or things that help me to sort of just get in the right mindset, but that's, I'm just preparing for the day to get started.
• 45:05
  Speaker 2: But I do that in quiet time right whenever the markets aren't open and the lights aren't up and it's not daylight and stuff like that.
• 45:13
  Speaker 2: So that's, it's really more of a mind preparation to get in the right mindset.
• 45:18
  Speaker 1: Yeah, no, absolutely.
• 45:19
  Speaker 1: I just did a post on LinkedIn about kind of morning routines and how critical they have been for me personally, especially when my children were small.
• 45:28
  Speaker 1: There's something about kind of getting ahead of the day and kind of setting intention and getting organized and kind of distilling down where it can be the most important activities for me to do today to make the most impact on all the different areas of my life, whether that's health or my business or my family.
• 45:45
  Speaker 1: And someone would comment about like doing it with small kids, and I was like, oh yeah, there are many mornings.
• 45:51
  Speaker 1: I could remember my youngest.
• 45:52
  Speaker 1: If I woke up early, he'd wake up early.
• 45:54
  Speaker 1: He'd get up 10 minutes earlier than that and he'd then get up somehow.
• 45:56
  Speaker 1: He had some sort of spidey sense that he knew I was getting up earlier and he'd come and he'd sit and kind of cuddle on me and he'd go.
• 46:02
  Speaker 1: I love our me time, like a little bit more of a wee time now that you're here, but yeah so, yeah, I'm a huge fan of that, so I love.
• 46:13
  Speaker 1: Thank you for sharing that.
• 46:14
  Speaker 1: Now you lost me at 4am.
• 46:15
  Speaker 1: That is a tough thing.
• 46:16
  Speaker 1: I'm a night owl by nature, so I have a hard time.
• 46:19
  Speaker 1: Going to bed early, that's my.
• 46:21
  Speaker 1: That's my thing I'm working on this year.
• 46:22
  Speaker 1: My big goal for 2024 is to actually go to bed at a normal, reasonable human time.
• 46:28
  Speaker 2: Yeah, well, I'll tell you it's.
• 46:30
  Speaker 2: It's a conditioning, right.
• 46:31
  Speaker 2: The the earlier you get up, the earlier you can go to bed.
• 46:36
  Speaker 2: So you know which one comes before the other.
• 46:38
  Speaker 2: I mean, you've got to make a conscious effort to try to get to bed by nine o'clock, or the reverse, actually, is easier to do it.
• 46:47
  Speaker 2: If you just, like you, set your alarm for four o'clock in the morning, I promise it won't be as hard to go to bed early.
• 46:53
  Speaker 1: Awesome, well, thank you so much for your time.
• 46:56
  Speaker 1: I am confident that something that we talked about today will make a big difference for advisors listening whether it's just, you know, learning how to optimize their IMO, or, you know, maybe understanding what an IMO is and if they should partner with someone to help them have better product placement, or to get some of that practice management advisor, to have an advisor to the advisor.
• 47:18
  Speaker 1: Or maybe it's an advisor who's not really necessarily seeking an IMO that's looking for some sort of, you know, consolidated resources, like the, you know, that partner acquisition kit you mentioned or the estate planning stuff.
• 47:32
  Speaker 1: So, thank you so much for your time.
• 47:34
  Speaker 1: I really just appreciate you being here.
• 47:36
  Speaker 2: Libby, it was absolutely my pleasure, and anytime that I can be on your show is a wonderful day.
• 47:43
  Speaker 1: Awesome.
• 47:43
  Speaker 1: Well, thanks again, I appreciate it.
• 47:45
  Speaker 2: Thanks.
• 47:47
  Speaker 1: Okay, do you see what I mean about this being sort of a random episode and, to be honest, I almost scrapped it.
• 47:52
  Speaker 1: But I'm gonna dive into my takeaways here.
• 47:55
  Speaker 1: I really liked the idea of the theme of this episode being finding done-for-you solutions and being cool with paying for them.
• 48:02
  Speaker 1: Right?
• 48:03
  Speaker 1: We talk a lot about buying back your time over here at the Efficient Advisor and even when you can go out and find all the things, right, you can research all the stuff.
• 48:12
  Speaker 1: You can listen to podcasts.
• 48:13
  Speaker 1: It's out there on Google.
• 48:15
  Speaker 1: Anything you ever wanted to know exists on the Internet, and I think about that with my coaching.
• 48:20
  Speaker 1: Right, you can go out and listen to all the podcast episodes.
• 48:23
  Speaker 1: You can follow all the other gurus.
• 48:25
  Speaker 1: You can download everything that I share, in fact, a lot of the episodes.
• 48:29
  Speaker 1: I'm walking you through the process, but sometimes it's just easier to find it all in one location, laid out for you in a nice, you know, easy to follow format and just have to, you know, do the things that someone is spoon feeding you, or really it's like you as an advisor, right, all of this planning information, financial planning information it's out there somewhere, but you are the consolidated resource with experience, education and know-how to pull it all together for your clients.
• 48:56
  Speaker 1: And, let's be honest, you are charming as all.
• 49:00
  Speaker 1: Get out.
• 49:00
  Speaker 1: In case someone hasn't told you in a while, you are absolutely adorable and part of the reason that your clients do business with you is that charm of yours.
• 49:10
  Speaker 1: Okay, so here are my takeaways.
• 49:13
  Speaker 1: Number one IMOs independent marketing organizations.
• 49:17
  Speaker 1: If you find a good one and there are some really, really good ones out there they will help you by making implementing business easier, start to finish.
• 49:26
  Speaker 1: You can use them like an employee in your business in a lot of ways.
• 49:30
  Speaker 1: Wouldn't it be great to have someone do some analysis for you?
• 49:33
  Speaker 1: Come up with some recommendations, run some illustrations, push business through the pipeline yes, please.
• 49:41
  Speaker 1: Number two advisor partner client acquisition kit.
• 49:45
  Speaker 1: Okay, so I hadn't heard of this before.
• 49:47
  Speaker 1: Carter mentioned it mid-episode and I didn't even know he had programs like this, so I was totally intrigued.
• 49:51
  Speaker 1: I did a little digging and there is a lot involved here, but if you're wanting to revamp your marketing top-down, this looks like a hella deal.
• 50:00
  Speaker 1: This includes website design, a bunch of turnkey videos, drip marketing campaigns, help with your vision statement, copywriting.
• 50:07
  Speaker 1: They're a state planning webinar that you get to use a spot on their podcast so you can promote it to your clients.
• 50:13
  Speaker 1: Looking like a total expert, a BFA designation, and the list goes on and on, and on, and on and on.
• 50:18
  Speaker 1: So if any of that sounds good to you, just click the link in the show notes or I've added it to the resources page of my website.
• 50:25
  Speaker 1: Okay, number three, the third takeaway the done-for-you estate plan.
• 50:30
  Speaker 1: I had to call Carter after we recorded and get some more detail on this.
• 50:33
  Speaker 1: So here's what I understand is that you can have the client go through an estate planning process and Carter's team will do it.
• 50:42
  Speaker 1: They'll create their entire plan and tee you up for the positioning of the sale.
• 50:46
  Speaker 1: You can pay for it or you can have the client pay for it.
• 50:49
  Speaker 1: Right, this is part of the client partner acquisition kit that I mentioned.
• 50:54
  Speaker 1: Number two so it's like a twofer, I think, is my understanding.
• 50:57
  Speaker 1: No, I don't think it's true.
• 51:00
  Speaker 1: I called Carter and had him explain it to me, but they're kind of two separate things All packaged together.
• 51:05
  Speaker 1: So, anyways, I hope this episode was really helpful for you in some way shape or form.
• 51:11
  Speaker 1: Make sure you check out these resources, either on theefficientadvisorcom, where you can check out the resources tab, and that's where I link all of the cool stuff that I find for you guys out there.
• 51:21
  Speaker 1: That's not in my sweet spot, you know tax planning, recruiting, payroll services, stuff like this, marketing, all the things, okay.
• 51:31
  Speaker 1: So those are out there on the resources page of the website or you can find the link in the show notes on whatever podcast app you use.
• 51:39
  Speaker 1: Thanks so much and hope you guys have an amazing rest of your week and, as always, I hang out in the Efficient Advisor community over on Facebook and over on LinkedIn.