071: Casey Weade on How to Convert to Virtual Appointments and Marketing – The Virtual Financial Advisor Series™

071: Casey Weade on How to Convert to Virtual Appointments and Marketing – The Virtual Financial Advisor Series™

In today’s conversation, I’m speaking with Casey Weade. Casey is a sought-after retirement planning professional, speaker and CEO of the national financial firm, Howard Bailey. He’s the author of the bestselling book, Job Optional, and host of the “Retire with Purpose” radio, TV show and podcast — providing sound financial guidance to pre-retirees and retirees across the country. 

His firm is way ahead of the curve when it comes to operating digitally, and he has a deep understanding of how to market, run appointments, and close clients in a time when in-person, on-site meetings are not even an option. 

If you’re wondering what to do as a result of COVID-19 and you want to learn how to run your financial advisor practice virtually, just like Casey, you won’t want to miss today’s conversation.

 

Here are a just a handful of the things that you’ll learn:
  • #1: Casey shares the story of when a rare congenital defect almost took his son’s life. He went from handling EVERYTHING for his firm, to building a team that could take over when he needed it the most! For any advisors out there who suffer from “doing it all,” there’s a big lesson here. [09:33]
  • #2: How to use virtual appointments to scale your advisory firm and why you’re missing a MASSIVE opportunity if you’re not running online meetings! [22:26]
  • #3: How Casey onboarded six clients holding $10 million in assets without a single in-person visit. He reveals his framework, including the tools used and the digital marketing strategy to make it happen. [29:43]

 

SHOW NOTES:

  • [07:33] How Casey maintains a positive outlook in the face of challenges and unprecedented events – and why your clients need you now more than ever before. 
  • [18:41] How Casey rebuilt his business to focus on his “unique ability” – performing, developing, and coaching – allowing him to scale and have more freedom at the same time.
  • [28:19] What you can do for your clients to plan for when the coronavirus crisis is over. 
  •  [31:16] How virtual client onboarding differs from in-person onboarding – and why meetings run longer and there tend to be more of them before closing clients.
  • [35:23] The easiest way to run virtual meetings and why if you’re not offering this to your clients, you’re missing a major opportunity. 
  • [42:18] How Casey uses Wacom tablets and Smart Boards to easily make sketches and visual demonstrations as part of virtual client meetings. 
  • [52:17] Why the challenge of booking appointments after a webinar still hasn’t been entirely solved – and why Casey is trying a CRM and Calendly as a solution right now. 
  • [01:01:29] How the coronavirus has changed parenting and our relationships with our children.
  • [1:08:44] The one thing that Casey says has led to his success.

SELECTED LINKS FROM THE EPISODE

PEOPLE MENTIONED

 

Take the 1st Step to Building Your Ideal Practice: Apply for “Virtual Discovery Session

For those of you that have interest in diving deeper or figuring out how you may be able to have our team help you implement many of the ideas shared on the show, my day job happens to be consulting financial advisors from all over the US on how to grow their business and design a practice that serves them, versus them serving it. Yes it’s possible to grow your business and work less, this is a model we’ve replicated over and over in markets all over the country… So, if you’d like to apply to see if it makes sense for us to have a 1-on-1 conversation on how to overcome what may be getting in your way, you can do that at bradleyjohnson.com/apply. It takes about 5 minutes to fill out the application so we can understand what your business looks like, what challenges you may be facing and how myself and my team may be able to help. We then dive into a Discovery session where we ask a lot of questions based on your survey. We do a lot of listening, and take a lot of notes to build a rough draft of our proprietary Elite Advisor Blueprint – 90 Day Plan™. Taking the first step is as simple as applying at bradleyjohnson.com/apply 🙂

 

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DISCLOSURE

This interview is intended for financial professionals; it is provided for informational purposes. A variety of marketing platforms, technologies, concepts and strategies will be discussed. All financial professionals are ultimately responsible for the implementation of any concepts, strategies or technologies discussed and agree to comply with any and all applicable compliance requirements of any broker-dealer or Registered Investment Advisor with which they may be affiliated with, the insurance carriers they represent, federal regulators and state insurance regulators. Investment advisors are strongly encouraged to obtain pre-approval from the broker-dealer and/or Registered Investment Adviser with which they may be affiliated prior to implementing any of the processes, or technologies mentioned. Please note, effective 6/30/2020 Reg BI will require that form CRS be provided to the client, at the very latest, at the time of a recommendation; ACATing funds is a recommendation. Results from the use of these concepts are no guarantee of your future success.

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