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Using Your CFA Designation to Power Your Private Wealth Practice

How CFA charterholders can develop their wealth management practices

Here’s my interview with Bob Dannhauser , head of Private Wealth Management at the CFA Institute, about the special tools that CFA® charterholders have available to them to develop their wealth management practices.

You will learn:

  • The character attributes that a CFA®charterholder may have that high net worth clients welcome
  • How the CFA Institute is now preparing private wealth professionals (as opposed to institutional investment managers) to excel
  • The clout of the CFA designation versus other designations that you can buy or that don’t carry as much  merit in the private wealth space
  • Why you shouldn’t write off the CFA candidate or member pool as non-viable prospects and how to find the people within these populations that could be your clients
  • The value of emotional intelligence and why it should be developed
  • What the CFA Institute has coming down the pike in Feb 2019 in terms of tools and resources designed to help private wealth advisors
  • Online CFA Institute resources and how to make the most out of them to develop new clients for your private wealth practice

Please subscribe, rate, and review this podcast!


Resources mentioned in this podcast:

Marketing Tips for CFA® Charterholders


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What’s Risk Got to do With It?

This podcast discusses a better way for financial advisors to assess risk with Aaron Klein.

I felt it was important to have a discussion about risk because over and over again in my interviews with my advisor clients, client misunderstanding of risk keeps coming up as the #1 reason that advisors lose clients. Or, that a problem with the client’s understanding of risk creates so much tension that it puts the relationship in turmoil.

I have seen even the most experienced advisors, those with 30 years in the business, struggle with getting this wrong and losing clients. It’s a serious problem. Of all the things that cost your business money, losing a client is one of the most costly. Plus there are reputational, morale, and legal issues that may come along with it.

The advisor and client seem to be diametrically opposed in some cases.

  • One on side, you have the advisor whose probably number one liability is getting sued over a portfolio performance issue.
  • On the other side, you have the client who wants to maximize the value of your services by achieving better performance than what they could get on their own. Some clients want this more than others, but in the back of their minds, they all expect you to do better than they could do. (Real talk). You can say all you want about the value of planning and tax advice but if you’re managing their investments, this is what they expect.

How do you make the client see risk from a rational perspective without boring them or talking in technical mumbo jumbo that goes over their head? How do you really grasp the level of risk they are really comfortable taking? How do you do all of this without misleading them or creating a legal liability?

It takes skill and knowledge and that’s what we’re going to discuss today.

Take control back by getting a handle on how you discuss risk with clients. I’m honored to have one of the industry’s best to talk about that here with us today, Aaron Klein of Riskalyze. Enjoy the show!

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Much Ado about Blogging – with Michael Kitces

How financial advisors can be successful at bloggin with Michael Kitces.

Blogging is a valuable tool for financial advisors embracing the digital age, and there has been much ado about it. Yet it is rare for a blog to reach the point where it is driving significant business growth. This podcast, featuring special guest Michael Kitces, will start with the fundamentals of blogging and move into a discussion of the more sophisticated techniques that can help improve results.

Listeners will learn:

  • What the point of a blog should be vs. what many advisors see the point to be
  • The problem (or solution) that giving away your ideas for free creates
  • Why niche blogging works better
  • Blogs on your own site vs. blog for somebody else (Investopedia, Forbes, etc.) -pros and cons of each approach
  • What is wrong with your blog if you are getting cricket sounds instead of people responding when they read your blog
  • Strategies to promote your own blog
  • Whether keyword and SEO strategies are good for advisors to consider
  • What to do if you get haters commenting on your blog

Please subscribe, rate, and review this podcast!

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The Cool Way to Talk About Insurance with Barry Flagg

Here's the cool way for financial advisors to talk about insurance.

How do you talk about life insurance and sound cool? It’s really harder to do than you would think.

Any mention of insurance is typically enough to make clients want to run the other way. In this episode of the Sara Grillo podcast, we are joined by Barry Flagg, CFP®, CLU, ChFC, GFS. Listeners will learn:

  • How financial advisors can develop new business by asking clients about the last, largest, most-neglected, and worst-performing asset on their balance sheets
  • How to serve clients better by telling them the real story about their life insurance costs and relative value compared to other policies
  • How to outservice the competition with higher integrity, transparency, and clarity about insurance
  • How to use Prudent Investor principles to eliminate the competition still using misleading, inappropriate, and unreliable policy reviews
  • How to get more referrals by clearly associating your brand with the “clients’ best interests” movement

About Barry D. Flagg, CFP®, CLU, ChFC, GFS

Barry D. Flagg is the inventor and founder of Veralytic®, Inc., the only patented online publisher of life insurance pricing and performance research and product suitability ratings. Veralytic is the product of his unique background as both the oldest youngest CERTIFIED FINANCIAL PLANNER™* first schooled in the investment business, as well as a life insurance practitioner consistently ranked in the top 1% of the industry. His experience in both financial product analysis, life insurance sales and marketing, and his success in managing large life insurance portfolios for affluent individuals and growth companies, brings an unparalleled advantage to his presentations.

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How to Not Screw Up Your Website with Dan Solin

Joinus for a webinar about how financial advisors can avoid screwing up their websites.

Advisors are notoriously wasting money on their websites. If your website is failing to generate leads for you, it is because the content is not jiving psychologically with prospects.

In this episode of the Sara Grillo podcast, listeners will learn:

  • [Frame 3:02] The empirical evidence on what attracts prospects to advisors and what they are looking for versus what advisors believe
  • [Frame 4:02] Why it is so hard to come across as competent and warm, friendly and relatable
  • [Frame 5:28] What all this means for advisors’ websites – what the true goal of a website should be
  • [Frame 6:05] How to visually set up your website – graphics, photos and imagery
  • [Frame 11:20] The false perception that advisors have to project perfection and be all-knowing.  This is at odds with how people really feel because we’re so imperfect. How do we visually present who we really are while at the same time showing credibility?
  • [Frame 14:50] What your website should say. What should the message be?
  • [Frame 15:22] How to create relatable content for your website
  • [Frame 19:24] People are not interested in other people; they care about themselves. How do you get people to say “tell me more about that?” when they read their website.
  • [Frame 30:50] How to get your content to stay with people after they leave your site.
  • [Frame 36:50] How to create videos for your website that will engage the reader and come across as authentic
  • [Frame 41:00] The value of humor and how to activate it on your website.

Please subscribe, rate, and review this podcast and make sure to tune in the next one!

About Dan Solin

Dan Solin is the New York Times bestselling author of the Smartest series of investing books and The Smartest Sales Book You’ll Ever Read. He blogs regularly for The Huffington Post and Advisor Perspectives.

Dan’s books have been enthusiastically endorsed by The New York Times, The Wall Street Journal, and Vanguard founder John Bogle. Kiplinger’s listed The Smartest Investment Book You’ll Ever Read on its top ten list of the best financial books ever written.

A former securities attorney, Dan graduated from Johns Hopkins University and the University of Pennsylvania Law School.

Dan is a sales coach to advisory firms throughout North America. He gives presentations to large groups, conducts workshops and engages in one-on-one coaching either in person or via teleconferencing platforms like Skype.

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How to Meet New Clients During the Holiday Season: Webinar Replay

The holidays is not typically thought of as the most opportune time for meeting new clients. In this webinar you’ll learn that the opposite is true – that high socialization and high activity times like this are in fact an open door for meeting new clients.

If you do it right, that is. In this replay of my webinar you’ll get informed about what to say and do so that you can load up that pipeline during the holiday season and kick off the new year with booming sales!

Listen to webinar replay here.

And if you like my ideas there’s more of them where they came from – consider joining my monthly membership here.

Sources cited in this show

  • (2013, August 15th). 10 Stats About Holiday Parties That Brands Should Know. Punch Bowl. Retrieved from
  • Grillo, Sara. (2018, November 15). What Not to Say at the Holiday Party. Advisor Perspectives.



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Gameshow [Extremely Humorous]


This month’s gameshow was action packed, featuring judge Vikram Rajan of and contestants Sheryl Garrett of the Garrett Planning Network and Scott Salaske of FirstMetric.

You’ll enjoy the interplay of skill and chance in this episode – but that’s not all. In addition, you’ll learn:

  • What social media platform do the most US adults earning $75k or more use, according to Hootsuite?
  • How to meet prospects in an elevator and get them to stay in touch with you
  • How to engage the millennial children of your clients
  • How to optimize use of LinkedIn groups
  • How to engage with COIs on social media

Please subscribe, rate, and review this podcast!


Newberry, Christina. (2018, June 11th). Social Media Advertising 101: How to Get the Most out of Your Budget. Hootsuite. Retrieved from

Pew Research. (2018, February 27th). Social Media Use in 2018: Use of different online platforms by demographic groups. Pew Research. Retrieved from

Pratt, Sofria. (2015, November 16th). Sourcecon. 10 Big Changes to LinkedIn Groups You Should Know About. Retrieved from

How to talk to CPAs So They Will Like You

How to Meet Prospects In an Elevator

Webinar: How to Talk to Millennials so They Actually Listen


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How to Leverage Your Charisma with Kim Seltzer


Business success depends heavily upon the person to person connections that you make. Often we try to make it more complicated than that, but it boils down to the connection human being to human being. Our guest Kim Seltzer, makeover and confidence expert, has helped thousands of people build lasting connections with her Charisma Quotient process and this style advice is readily applicable for any financial advisor who wants to grow his or her business!

Listeners will learn how to leverage your charisma starting from the outside to attract more business abundance and opportunity.

Please subscribe, rate, and review this podcast!

Resources mention in the show

About Kim Seltzer

With a vat of knowledge and experience as a therapist, certified style coach, dating coach, and matchmaker, Kim Seltzer has helped hundreds of people find lasting love and connection and build valuable relationships using her unique “confidence makeover” process. Using an outside-in approach, Kim has changed hundreds of lives by changing their style, emotional and social intelligence using her signature formula, “The Charisma Quotient,” working on body language, first impressions, image and messaging and how it impacts attraction. This Los Angeles-based expert travels the country helping people discover confidence, charisma and connection as a speaker at National Matchmaking Conferences, eHarmony, Neutrogena and iDate, as well as her own annual conference series for men and women, The Makeover Blueprint. Kim is also a regular contributor to the Huffington Post and, with appearances in Cosmopolitan, Redbook, Reader’s Digest, AskMen, Fox News Magazine, Yahoo Shine and the Washington Examiner, among a myriad of other publications. You can also find Kim as a frequent co-host on the podcasts The Jordan Harbinger Show with Jordan Harbinger as well as past episodes on the traveling live dating show The Great Love Debate, and in her new cable reality dating show, The Romance. You can also listen to her now on her own podcast, The Charisma Quotient.

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How to Charge Your Client a Flat Fee Without Making Anyone Unhappy


The emergence of financial advisors who work for a flat fee is a welcome change in the industry. However in practice, making this work equally well for the client as for the advisor is no simple matter. Here’s some guidance if you are looking to put this into place in your practice.