Turning Prospects Into Clients

This episode focuses on leveraging technology to create efficient and standardized workflows and processes to move contacts through the prospecting pipeline and have them emerge as loyal clients.

We are grateful to LPL for co-hosting and sponsoring this episode and appreciate their insights on utilizing defined workflows as a foundation for building technology solutions.

Both of our program management guests are from top-tier programs and are responsible for driving revenue growth.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

  • Arthur Osman, EVP Institution Services Business Consulting at LPL
  • Brad Johannes, VP Wealth Management at DECU Investment & Retirement Services
  • JC Murray, SVP at First Interstate Bank

Sponsoring Partner:

LPL

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: SSRI

Meeting Client Communications Expectations

The initial and primary source of communications with a client is the advisor. However, there are multitudes of additional ancillary communications that must be conducted with a client to evolve and manage the relationship. Some of these communication types include onboarding, compliance, marketing, account management, etc. 

These necessary communications can be executed through a variety of digital means or by physical mailings. These ancillary “touches” must be expertly planed, monitored, and managed if they are to create the desired professional client experience.

Smart organizations will take inventory of every client communication touchpoint and make sure they are leveraging every one of these communications for optimal relationship development.

This discussion will delve into how to expertly manage these communications in a way that will meet, and ideally exceed, client expectations.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

  • Anna Hockett – Sr National Account Executive at Doxim
  • Scott Orr – VP Strategic Accounts at Doxim
  • Don Clark – Regional Manager at Wintrust
  • Teo Trandafir – Director, Investment Services at UW Credit Union

Sponsoring Partner:

Doxim

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: SSRI

Month in Review – Oct/Nov 2020

In this episode we are joined by Angela Holiday of Frost Brokerage Services, Kevin McCarthy of Truist Wealth, and Josh Searcy of Independence Bank. In addition to the monthly trends, we will hear them discuss what has powered program success through this year of challenges, and critical 2021 strategic initiatives influenced by lessons learned during the pandemic.

Fixing Life Insurance Sales

In this episode, titled “Fixing Life Insurance Sales” we focus on achieving success in life insurance sales. The discussion topics include the recent and significant changes in life insurance distribution and purchasing trends, eliminating sales obstacles, client and distribution segmentation strategies, “Term Laddering” approaches, and effective mining of valuable life application data.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

The episode is a discussion with the following six executives who have each approached this challenge from different perspectives:

  • Jake Tamarkin, Founder & CEO of Everyday Life
  • John Richter, Chief Distribution Officer at Everyday Life
  • James T. Scanlon, Leader of Insurance Research, LIMRA
  • James Campone, Executive Director, Program Development, CUSO Financial/Sorrento Pacific
  • Dan Overbey, Divisional President of IFP Institutional Services
  • Ye Su, VP & Investment Program Manager of Partners Federal Credit Union (Disney)

Sponsoring Partner:

Everyday Life

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: Someone New