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]
- [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
- Retire With Purpose Podcast
- Howard Bailey
- Strategic Coach
- FireLight eApp™
- Front Row Dads Retreat
- The Family Board Meeting
- 18 Summers
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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Brad Johnson: Welcome to this episode of The Elite Advisor Blueprint. I have special guest, Casey Weade, here with me today. Welcome to the show, Casey.
Casey Weade: Hey, what’s up, Brad? Glad to be here. Just hanging out with a buddy, having a good conversation. So, we always bring a lot of value to each other so we just get to spread it around to the world.
Brad Johnson: I’m not going to lie. I woke up this morning and I don’t know if you remember that TV show. You might be too young, Casey, but the TV show, Lost. You remember the guy that was like self-quarantined, where the only thing he had to do each day was like get up and go like punch in those numbers so the world didn’t explode? That’s kind of how I feel right now. I woke up. I had to go to the peloton, not going to the gym.
Casey Weade: I binge-watched every single season of Lost.
Brad Johnson: So, I’m not, dude. I forget his name. It’s been so long ago, but you’ll notice the backdrop’s a little different here but this kind of felt like a little bit of a family reunion this morning. It was you and me and Emily who produces both of our podcasts. So, yeah, I’m just excited to dive in. I think right now, let’s see, it’s the day after St. Patrick’s Day that we record this on March 18 and the world’s changed a lot over the last week or so. And so, I just wanted to dive in and I’m going to kind of title this a special episode, kind of around the coronavirus, COVID-19, whatever you want to call it but the bottom line, the reason I wanted to pull you on today’s show is of all of the offices that I work with all over the country, I think you’re one of the guys that’s a bit ahead of this with your firm, the way you market, the way that you can run appointments virtually. And so, I want to dive into that a little bit today.
But before I do, what I really appreciate about you is the mindset that you approach life with, that you approach parenthood with, being a husband with. And so, let’s start there. One of my mentors, he once said, whenever you’re faced with adversity, rather than asking yourself, “Why me?” You should flip that around and say, “What does this make possible?” And I know you’re a guy that approaches life the same way. I’ve seen it in how you run your business, how you run your life. So, what are your thoughts just around this current situation for financial advisors out there, when it comes to helping people that are really in a time of need right now, but how do you stay positive? How do you keep the mindset in the right place during this time period?
Casey Weade: I’ve got to say Monday morning this week so we’re recording this on Wednesday right now, March 18. And when I got up Monday morning, I was excited. I mean, I was alive and I walked into the office and I had a big team meeting and we’ve got this big office space where my office kind of perches over top of everybody else. So, I’ve got these sea of cubicles and offices below me and everybody’s gathered around and I am just lit up. I’m just excited because this is such a great opportunity for us to turn coal into diamonds, right? Diamonds are created out of pressure. I think when I look back throughout my life anytime you’ve seen an unprecedented event, it’s led to massive growth, right? It’s led to massive personal growth. It’s led to massive business growth. And that’s how I view these situations. And it’s also for us, as you said, we are in a really good position.
We’ve been doing a lot of digital marketing for a long time. We’ve got a good portion, roughly 20% of our appointments were already being conducted online, in some way, shape, or form. And so, we were very well prepared for this. And I’ve been through these kind of unprecedented events in my personal life and this is one of the things. We recently recorded a webinar around the coronavirus. And I kicked off that webinar just saying every single time we hear something bad, they say it’s unprecedented. And, sure, yeah, it might be unprecedented and it usually is but, usually, we’ve all experienced these unprecedented situations throughout our lifetime and I go back to when we first found out our son, our youngest son, now Carver was we went in to get an ultrasound, we got the ultrasound, saw the very concerned look on the nurse’s face and she just kind of shut the machine off.
Casey Weade: And we’re like, “Well, what’s going on?” And then they rushed us out, took us over to a different physician, sat us down to their office and he said, “Your son is going to be born with a very rare congenital defect that is going to be life-threatening. It’s going to change your life.” And, in that moment, I was terrified. And I think most people are going to be terrified when they see the market lose 10% the day but there are ways to get through that. And, for me, yes, I was terrified. I didn’t know what was going to happen. Is he going to be okay? Is he going to come out all in one piece? Is he going to survive at all? And what’s this look like for a business? What’s this look like for our life? And through just taking the steps of educating myself by seeing different professionals, doing my own research, and experiencing it and just relying on my faith along the way, we came out better than ever.
Brad Johnson: Yeah. I think what makes this very unique is it’s one thing if we were all just experiencing the economic turbulence and volatility that’s basically as we look back over the last two weeks, I mean, it’s been all over the place. But we’ve also got the health side of this. For most of us, you as well as many of the other clients that I work with, advisors all over the country, this is their target demographic. That’s the most susceptible to this from a health standpoint. And so, I really look at if you’re in this industry and if you’re actually doing your job and you’re passionate about it and driven, this is the time to lean in 10 times harder because your clients need you more now than they ever have before. And if you just kind of check it in and say, “Well, I can’t go out. I can’t have people into my office because we’re all quarantined,” which I have a feeling will happen in the next week or two if this continues to play out as it has Italy, you’re really doing your clients a disservice.
And that’s where a lot of this conversation I want to go with kind of the digital transformation. How do you go from if you’re marketing with seminars to transitioning to webinars if you’re meeting face-to-face, conducting conversations over Zoom like we are right now? But before we do, I want to go into a little bit of that story you just hit with your son, Carver, because that’s scary. I have three kids and just hearing you say that you’re in the ultrasound and the nurse like has a distraught look on her face, my heart sunk just hearing that because I immediately go to my kids. What would I do if something like that happened in our lives? So, let’s go to how you had to evolve your business very quickly because, at the time, it was kind of the Casey Weade show a bit. You were kind of the lead advisor doing big numbers, running a lot of events, seminars, radio show, TV show.
Brad Johnson: And within a matter of months, you had transitioned to a point where I think you were pretty much full time in a hospital with your son and with your wife for what? Three, six months? I mean, it was an extended period. Can you go through that story in that transition? Because I think even though that’s a different thing, there’s principles and lessons that I think a lot of advisors can get out of that of, “Hey, a lot of people are facing that in their business right now. I see everyone face-to-face. How do I snap my fingers, and now I’m able to see them virtually?” There’s going to be some change there that’s going to be difficult for people.
Casey Weade: Yeah. Well, and that kind of started this virtual journey for me was going through that experience. The physician basically told us if we stayed in our hometown, we live in Fort Wayne, Indiana. So, it’s not a small town. We’ve got about 250,000 population and we’ve got pretty good medical facilities as well, that basically said, “If you stay here, your son will not make it.” And there’s some good hospitals in Indianapolis. If we go down there, you’ve got about a 50/50 chance that he survives. And across the country, there weren’t any specialists. There were some specialist physicians, that specialized in CDH but there was only one team that treated that particular congenital defect in that team. Luckily, it was located in Cincinnati, which isn’t too far away. We’ve got a pretty good drive. I mean, it was far enough that there’s no way I’m making it back into the office, right? We’re going from Fort Wayne to Cincinnati and I knew the business has to change dramatically and pretty quickly.
I mean, you could almost say it was overnight because we found this out in around September, and then we were going to have to relocate in about three months or so from that period of time that we found out. And prior to that, I’d never taken more than a two-week vacation. And I at that point probably been in the business, in the financial planning business for say seven or eight years. We had a pretty good practice at the time of maybe 10, 12 staff members doing around say 50 million, 60 million in annual production and so we had a good-sized business but I was running pretty much all of the meetings. I was probably running about 80% of the face-to-face visit so we had an office and pretty much most of the closing appointments as well. So, most of the opportunities to create a new client were being met by me. And I was also running the company, right?
Casey Weade: At that time, I really was doing – I had my hands in everything. There wasn’t anything that I wasn’t in some way involved. I was Director of Operations. I was Chief Marketing Officer. I was the CFO. I was the Chief Financial Advisor. I mean, I was doing absolutely everything and I knew in order for our business to continue to run, I was going to have to make a shift. And so, I needed to put leadership in place. I needed to hand off things to an advisory team. I had to staff up. We hired a few people during that period of time to replace myself. I was doing all of the live events. So, all of the seminars, which was by far our number one source of new business. I was doing all of those seminars, and I knew I was going to have to offload that as well. And so, I did that.
By the time we got down to Cincinnati, we were living down there and pretty much I really wasn’t involved in the business but maybe a couple hours a day on average, just kind of making phone calls, back up, checking in with people, but really just focused on being there with my family. And that’s what they needed. And really, that’s what I needed as well is to really be there with them. So, we moved down end of December, in the first quarter of 2017, we had doubled production. So, we were growing at a faster pace without me than with me and that made me go, “Oh, my gosh, maybe I should leave more often.” I came back and I said, “You guys are killing it without me.” So, I just decided I’m not coming to the office anymore. They didn’t like that but I think there is a lesson in there to be learned too that as leaders especially if you’re an ambitious leader, you’re driven, you’re always thinking about new things to implement, new things to get done.
Casey Weade: You’re driving your team into the ground on a daily basis because you’re always trying to change things. Sometimes they just need some time to catch up. And so, now I’ve built some of that time into my calendar where I’ll say, “All right, I’m going to leave for a month in the summer, I’m going to leave for a month in the winter, and just give the time that the staff needs to catch up.” And I think they really appreciate that and the business itself appreciates it as well.
Brad Johnson: Well, let’s go into that was what? 2017, so right around that three years ago, right?
Casey Weade: Yeah. We just turned three.
Brad Johnson: Looking back those three years, you’ve doubled, essentially, in three years.
Casey Weade: Yeah. We’ve roughly doubled since that period of time, brought in around 120 million in new assets in 2019.
Brad Johnson: There’s a huge lesson there. I’ve heard this around goal setting. I think it applies to this story as well, that if you’re not a little bit scared when you set that goal, then it’s probably not a very good goal. You haven’t kind of reached or stretched yourself far enough and I think that my guess is you felt very stretched and you were reaching as you were kind of going through that transition time period but now you look back three years later, you look over your shoulder, would you have it any other way today, now that you’ve got a team of what, four or five advisors on the team that are all – they’re essentially running like a well-oiled machine now.
Casey Weade: Yeah. We’ve got seven advisors on the team. We’ve got a staff that’s approaching 30. I think we’ll be at 30 here within the next 30 to 60 days. And we’ve got a leadership team in place. We’ve got CMO, COO, CCO that’s starting here in the next couple of weeks and all of these different people that we have, it’s so freeing for me. I just love what I do more today than I ever have because I’m really operating. You and I have been in Strategic Coach for some time now and Dan Sullivan talks about your unique ability. What gets you excited every single day? And for me, I love to perform, I love to be behind the camera, I love to be behind the mic, and I love to lead, I love to develop vision, I love to coach, and this has put me in that position where that’s all I’m doing every day and I don’t like to be out at night when I could be home with my family.
So, I’m not doing any more evenings, always taking Friday off, usually leaving the office at four, coming in at nine. It’s really put me in a position that I’m in a dream job, and it didn’t happen overnight. And I think that’s one of the risks that a lot of advisors have in listening to a podcast like this or hearing $100 million, $200 million, $300 million, producer talk from stage. They go, “Oh, well I want to do that,” and not realizing how much pain and hard work it took to get to that point. I mean, there were the days that I was working seven days a week, 12 hours a day and I don’t have to do that anymore but it’s because I put in the time in the first place. And I would also say, I’m sitting here, I’m 33 years old and it really pains me to see advisors that have been in this business for 30, 40 years doing the same thing over and over again, working like that over and over again and not just saying, “Alright, well, what can I do to change my life?” Because there are things you can do to change your life and put you in a position that you can love what you do every single day.
Brad Johnson: Yeah. So, let’s go there. I was just doing a kind of what I call an emergency Zoom meeting. I think I had 50 advisors on. Well, I had 50 attendees. It was probably 30 or 40 offices. This was a few days ago, and it was around the pain of, well, “Hey, my local restaurant they literally shut down and I had a seminar there next Thursday. What should I do?” “Hey, I just had a client that was supposed to come in and meet with me. They called and cancelled because they’re concerned about the coronavirus and they don’t want to expose themselves and be out in the public.” Very real concern right now. So, going back to what does this make possible and speaking of those advisors that have been doing this 30 or 40 years, I’ve been doing this a decade-plus now consulting advisors all over the country and one of the things that I hear is I want freedom. I want to create a business that runs smoothly, whether I’m there or not.
And I see this as a huge opportunity for those that lean in a little bit and are open to change and willing to put in some work because now your clients are being trained. They have to meet you virtually. And so, imagine if over the next three to six months, however long this thing takes to play out, imagine if now you’ve transitioned all of your existing clients and your prospects to meeting just like we’re recording this podcast today via Zoom. And now you have the freedom you’re like, “You know what, I’m going to spend a couple of weeks on the beach and nine to noon, I’m going to do some virtual appointments. I’ve got a Wi-Fi connection. I’m going to be in a beach chair, I’m going to pop open the laptop, throw in the headphones.” Imagine how freeing that would be for so many advisors out there. And so, from a mindset standpoint, if we flip the script and say, “What does this make possible?” I think that these are unprecedented times that we’re dealing with, but at the same time, unprecedented opportunities, because once again, they need you more now than they ever have before.
Brad Johnson: Thoughts on let’s go to how you’ve transitioned to some of the Zoom stuff because I want to get to kind of some of the meat there.
Casey Weade: Well, I want to talk about what you said there and this is what I was so excited about. So, I just want to talk about why I was so excited in this realm. Oh my gosh, everybody’s going to be confined. Fantastic. Did we have to cancel some events? Sure. We canceled the live event. We canceled a major client event. Did we lose some money there? Sure. But that’s just part of business and I knew immediately, we’re in a better position in the markets that we operate in. There’s nobody operating and utilizing online meetings or web. I don’t know anybody in either the markets we operate out of that are doing webinars. Nobody is doing a podcast. I don’t know anyone that is regularly running appointments like this or knows how to or even has anybody in their funnel that’s used to meeting like this. So, I knew one we can leverage that. We have a killer radio ad going out right now. We’ve got all over our signage that, meet us from the comfort of your own home.
You don’t have to leave the house. You can take 30 minutes, sit down with a certified financial planner, and get your questions answered. While they’re going, “I’m not going to go see my advisor, but hey, Casey’s team over here, they’ve got the ability to meet online. I’m going to go ahead and meet with them,” even if those other advisors are trying to scramble to say, “Hey, we do that.” They don’t know-how. They’ve got so much to learn before they actually get to the point. And what about their clients? They’ve never done that before. They’re not used to meeting online. And so, one, I think we had a really big competitive advantage. We had an opportunity to do a lot of business in a short period of time because we had that unique positioning. And then on the other side, it’s not that this is an easy thing to do, either. I mean, there have been challenges and I’d say the biggest challenge for us and meeting online is that still that demographic, that retiree demographic, there’s probably only 10% to 20% that are really, maybe less than that.
Casey Weade: There’s a small portion of our demographic in that retiree segment that’s really comfortable. And then there’s an even smaller portion of that demographic that’s ever actually been on a virtual meeting in the first place. And so, if we have this period of time of months where people are confined, they don’t have the ability to meet with their financial advisor, eventually, they’re going to go, “Alright, I’ll go ahead and bite the bullet. I’ll meet them online,” and now we’ve got people across the country very quickly getting comfortable conducting business online. That’s a switch that could flip and completely change the trajectory of our business because we are very much present on a national scale. We’ve got thousands of listeners across the country, but they may have never picked up the phone before. Now, I think we’ll see that really just skyrocket as people would get more and more comfortable with meeting online and I’m just thrilled.
Brad Johnson: Yeah.
Casey Weade: I don’t know that answered your question but I just had to say, to me, those are the things that’s so exciting.
Brad Johnson: No. We’re going to let the conversation go wherever it goes. There’s a couple of things you said there that I want to hit on. There, you will never – I don’t know, as a financial advisor that markets. We were just sharing this the other day with a group on a group mastermind call like this. Your marketing will not change. And what I mean by that is the things that have worked historically will always work. Direct response mail, as long as the post office does not shut down and your mail is actually getting delivered, that will still work. I would argue it will be much more effective because the eyeballs are there because everybody’s freaking out about volatility right now and what’s going on. So, I think response rates will go up. I think to your point, radio ads, people will actually probably be listening to the radio more now than ever.
Casey Weade: News talk radio? Yeah.
Brad Johnson: Yeah. I mean, what else are you going to do? You’re going to have the radio on in the background. TV. Everybody’s tuned into this right now. What are the latest updates? So, you will never have more attention in eyeballs, I don’t think. Facebook once again scrolling through what’s going on if you’re running Facebook ads. The only thing that changes is where do you meet them at? So, no longer do you run an ad that says, “Come to my event at Ruth’s Chris next Thursday.” Now, you transition from the brick-and-mortar to the digital and digital is a webinar on Zoom or whatever other platform you run it and now you have a digital meeting place that they can all show up. Same thing with meetings. Rather than coming into your office, now it’s a digital. And I would even argue the guys that get ahead of this and the gals that get ahead of this, you can flip the messaging of, “Guess what, just because we can’t see you face-to-face, we’re not taking a couple of months off. In fact, we know you need our help more now than ever. And so, therefore, we’re going to do whatever it takes to make it as easy as possible. Flip open your laptop as long as you have an internet connection, we’ll meet you right from your kitchen table. Only downside, you have to provide the coffee versus us. And I think downside…”
Casey Weade: There’s a second…
Brad Johnson: What’s that?
Casey Weade: There’s a second downside I always say. We really have all the tools at our disposal. It’s more efficient than you driving here, us sitting down, and having a meeting in our office. We just can’t hug and we’re huggers. So, that’s kind of the unfortunate downside. But right now, we’re not supposed to hug so this is perfect.
Brad Johnson: Yeah. Well, and I think, to this conversation, if you’re just real and honest and say, “Hey, we’re doing everything we can. There’s a video feed that feels very conversational right now.” But guess what, six months when this all kind of blows over and you can come into the office, we’re going to throw a massive client party to get to meet everyone in person but right now, this is the best we can do. And I just think being real with people right now is so important. But I think people will really appreciate to your point, Casey, so many advisors, they’re just going, “Well, I don’t know how to do this.” They’re just going to throw in the towel. The ones that don’t…
Casey Weade: Or they say, “It’s not possible. I can’t close business online. Nobody’s going to transfer a million dollars without actually coming and seeing me in person.” That’s just very short-sighted.
Brad Johnson: Well, you know Brian. He’s in our Strategic Coach class on the West Coast. $1.3 million prospect closed two days ago via Zoom. So, it is possible. I want to get into some real like tangible takeaways for the audience here. So, let’s go. We were talking right before fourth quarter, correct me these numbers I’ve got wrong. Fourth quarter, you all brought on six clients virtually and I guess I’ll paint a little color to this. So, we nerded out on podcasting a little over a year ago. You got your show up and running. It’s been ramping. I’m going to give you a serious plug. I’m not just saying this because you’re a buddy. One of the best podcasts on the internet when it comes to a podcast for retirees, legit information, you do your homework. You don’t mail it in. So, for those that haven’t checked out Casey’s podcast, if you’re looking for a great example, I’ll put a link in the show notes. Go check out an episode.
And basically, so you’ve started to drive some digital appointments from your podcast, from your book release to where fourth quarter, six clients onboarded virtually, 10 million of assets gathered approximately in the fourth quarter. Did I get those numbers right?
Casey Weade: Yeah, roughly.
Brad Johnson: So, let’s go through the framework. You’ve got your in-person appointment process. You have a system. Basically, you’re a student of everything we’ve ever taught and you go implement it oftentimes before it’s even done coming out of our mouths. So, you’ve got your proprietary process, which is kind of a three-step appointment process where you have proprietary deliverable. So, that’s your in-person process. Tell me how you’ve translated that to the digital version, something like Zoom. How much has that changed? What were maybe the sticking points that advisors need to be aware of if they’re trying to do the same?
Casey Weade: I think we feel like it needs to be different but as you said earlier, your marketing doesn’t change. I don’t think your appointment process changes either for the most part. You’ve talked about doing seminars versus webinars and you do a seminar. You can do the same thing in a webinar and it can still be extremely effective, especially instead of trying to reinvent the wheel, “Ah, this has got to be done completely different. We’ve got to keep it on just one very narrow topic. Let’s just do social security or let’s just do the SECURE Act.” Well, just get started in the first place and if that means you just need to take your seminar and repurpose it online in a webinar, then get started and it’ll be effective. And I think the same thing is true for the appointment process. Many times, we overthink this and go, “Oh, well, I’m going to have to completely reengineer the whole process. I need to draw up a document.” No, you just need to get started. And we didn’t change our process. We have our discovery visit. We have our strategy visit. We have our implementation visit.
I think what’s different with online meetings that I have found is they do tend to draw a little bit longer. I couldn’t say exactly why this is but they tend to be shorter visits. It’s harder to keep someone face-to-face online for two or three hours and that can happen in an office environment. Our typical in-office visit discovery strategy visit is going to last around an hour-and-a-half. If we’re doing an online, average is closer to an hour, and we’re scheduling those visits for a shorter period of time. People tend have a shorter just attention span online I find and that means we typically are adding one more strategy visit until we’re moving assets or creating a new client. So, that is still running the discovery but typically, we have two strategy visits and then we’re moving assets at the end of the second strategy visit.
Casey Weade: So, it’s a three-step process before we get to implementation, and then ultimately, the delivery. So, basically, I’d say it’s the same thing you’re doing in office. Maybe they’re a little shorter visits. Maybe it takes a little bit longer, but it’s going to be more profitable too.
Brad Johnson: Have you found, back to the older age demographic typically not being the most tech-savvy, Zoom, is that the tool you’re using to conduct the appointments?
Casey Weade: Yeah. We’ve been using Zoom. Previously, we used GoToMeeting. We switched to Zoom not all that long ago. It was just not quite as clunky as the GoToMeeting. I know other advisors use different – there’s all kinds of different services out there today that you could choose from. We’ve just gotten really comfortable with Zoom. And as my staff this past Monday, they set out to convert all of our scheduled in-office visits to Zoom visits and in that just one day they were able to move 22 in-office appointments to Zoom visits. And some of the language I told them to use I kind of stole this from Emily, who’s on producing right now and then Michael Hyatt before that, but we had him go ahead and switch to saying, “If you can click on a cat video, then you can join us on a Zoom meeting.” And I just love that language. It’s getting people to chuckle a little bit, and it’s getting them to hop online, and just click the link. Just give it a chance. Go ahead and click the link.
And I truly believe those that said, “Oh, no, I’m not comfortable with that and I’m also not comfortable coming into the office.” We’ll get it back and depending on how long this continues if we really do get two to three months of isolation, yeah, they’re going to schedule an online visit. And that pressure is going to be continuing to mount and I just think that’s another really big benefit for us in the long run as people just get more comfortable meeting online.
Brad Johnson: So, yesterday, so Sarah’s family is Irish heritage, my wife Sarah, and so St. Patrick’s Day is a huge holiday where typically their whole family gets together and a couple of green beers, all of the traditions. Yesterday, we had the full family on Zoom. And so, her parents are both over 60 and back to your point of if you can click on a cat video, I mean, that’s what I found is you might as your clients transition, maybe the first one, maybe you have an assistant call out five minutes before the schedule, give them the link, kind of walk them through how to click and get set up and make sure the mic’s working or the video’s working, but it’s really not that difficult. People figure it out pretty quick. Do you find most of the retirees because it’s different when you’ve got a live video feed like most both of us have right now where you can actually see the non-verbals, do you find most of the retiree clients, are they popping up video where you can actually see them or most of them just watching you one way?
Casey Weade: No. Vast majority are going to be turning on their camera and I think there’s a huge benefit to that, as you said, with body language, but I think there’s also just this sense. And there’s been some research done on your proximity to a camera. The closer you get, the more personal it feels. And the closer you get someone’s home, I mean, I’m kind of sitting in one of your bedrooms right now. I mean, I’m in your house and we always ran visits prior. When I was a kid, when I was first getting started, they were running appointments, everything, in somebody’s home and I always thought, “Man, it’s so much easier to develop relationship and do business in somebody’s home.” And then we kind of get to the point where it was so much easier to do business in our office. And now I think we’re going to make that next step, which it’s so much easier to do business in someone’s bedroom online.
Brad Johnson: Yeah. Digitally, for sure. So, if you look, so this guy right here, Brian Miles, who runs BELAY, one of the things, so he runs a…
Casey Weade: Virtual assistants.
Brad Johnson: VAs, yeah. And his whole business, his whole team is a distributed workforce working from home. And one of the things that he said on our podcasts, I’m probably going to have him on here pretty quick, because he’s an expert in how to run virtual teams, which is another thing that’s on the radar for everyone right now but one of the things he said is he said, “You think that virtual is less intimate,” to your point, though, he said, “You’re literally invited into somebody’s home.” So, you can see this is our spare bedroom. This is we call it the mother-in-law suite at our house, but for me, it’s become kind of my makeshift office as I work from home during this time period. And now, I mean, you’re kind of a little bit in Brad’s world right now just like I can see there’s a Superman or something back there. I’m not sure what’s on the desk behind you but you get these little hints of who people really are, that you wouldn’t get if you’re in an office, kind of this sterile, neutral environment. So, I think that’s a really strong point.
Casey Weade: I’ve literally been in people’s bedrooms while they’re wearing their pajamas. Those people are clients.
Brad Johnson: That’s the other. Bryan said you have to be careful because you never know who’s going to walk behind you so make sure they’re fully clothed. So, that can be interesting too. Alright. So, let’s keep rolling. So, you basically take your same appointment process, you convert that as closely as possible to the digital process, which the other thing long term, think of this as the next three to six months. You’re now training your clients on prospects, how to meet digitally. They’re probably not going to want to drive to your office unless it’s a really important thing. It’s like, “Hey, let’s just do the review appointment via Zoom like we did the last one. It’s so much more convenient.”
Casey Weade: I don’t want to go to my attorney’s office, my CPAs office. I think this generation, especially in an entrepreneurial world as a business owner, we’re busy. We don’t want to have to go to somebody. We don’t have to drive there, sit there, deal with all the pleasantries. Just get me the answers and let’s move on. I think that’s also probably part of the reason we’re seeing higher average case sizes with our online visits. I mean, they are substantially higher. We are wrapping up one right now. That’ll be around $10 million, all online.
Brad Johnson: Never met him face-to-face?
Casey Weade: Never met face-to-face and this is just a really busy guy, runs a pretty large company and does a lot of traveling. He’s just sharing this experience with all of his buddies that are business owners saying, “Hey, you can meet with these guys online and you’re going to love the process.”
Brad Johnson: Yeah. So, I’m looking at my screen right now. It’s you and I and then I’ve got two screens down here that are Emily, who’s basically just riding shotgun producing in the background. That could be my financial advisor, Casey, my CPA, my estate planning attorney. You could literally run a digital family office that would be so much more convenient for a guy that’s really busy, that’s a business owner. Let’s just converge all online. Let’s knock this thing out. Let’s coordinate, okay, cool, onto the next one. I just think there are so many opportunities. The other thing I think too back to the seminar becoming a webinar. So, Zoom allows you to do polls and so the other day, one of the questions I asked because we were doing a how to kind of a Zoom 101 for those advisors that weren’t familiar with it, I threw up a quiz question. Who here has used Zoom before? I think it was 65% had used Zoom, 35% had not. But that’s stuff that you can’t actually do in a seminar.
So, this tool brings some interesting things where you could literally if you’re doing a webinar, live poll the audience, “Hey, who out there is concerned about the economy right now in the coronavirus? Yes or no?” Oh, wow. 80% of the audience is concerned. Let’s talk about that. So, there are some really cool tools. I think as people get more comfortable with being able to go here, it’s going to open up things they never even thought about in how they market and how they meet with people and how they deliver high-end financial planning. Let’s go to, okay, so let’s go to this $10 million client that you’re just onboarding. Never met him. So, you’ve got the appointment process via Zoom. You can do screen shares. You can do whiteboards, all of that on here. Are you using any sort of tablet or whiteboard drawing to deliver anything? Or is it all kind of PowerPoint-based? How are you delivering your content that you’d typically deliver in person?
Casey Weade: Well, we’re going to use all of the typical planning tools that we would use in office, but then we use a Wacom tablet. Some say way-com, but W-A-C-O-M has been a tablet that I’ve been using. I’ve been using that same tablet since, I don’t know, probably about 10 years. And all of our advisory, all of our individual advisors have their Wacom tablets that they’ll use. And that is, I mean, it’s better than I was just talking to the guys on Monday. I’m like, “You guys need to utilize this more,” because we’ve got smart boards in every conference room. If you guys can use a smartboard, then you should all be using the heck out of this virtual whiteboard because it’s actually substantially easier and more effective, I think, than actually using a smartboard and also, a whiteboard for that matter because we can pull up our sketchbook and we can sketch out anything that we want.
And then you can set that aside into a different quadrant of the screen. So, you can put that in the top left, put another one in the top right, and then we save those to the client file. So, then when we go into the second appointment, we’re going back into that second visit. And as we get started, we’re going to go ahead and pull up the whiteboards that we drew in the previous visit and say, “Hey, here are the things that we talked about last time. Let’s get another one going.” So, then we’ve got a new whiteboard that we’re working on. And by the time we’re getting to plan delivery, it’s just going back and looking at each one of those whiteboards and we can see this progression of the plan from very high level to the ultimate product, the end product and I really like doing that. I think it’s so much easier than trying to use a smartboard or a whiteboard and taking pictures of it.
Brad Johnson: So, I want to make sure I got that. This is new to me. I’m glad you’re sharing this. W-A-K-O-M?
Casey Weade: W-A-C-O-M. Yeah, there are some different ones out there. That is consistently rated the best one.
Brad Johnson: You just buy them on Amazon or where you get this?
Casey Weade: You can just buy them on Amazon. That’s what I’ve done. The first one that I bought was around $300 but now you can get them for like $60 and you can get them for $50, $60 and they’re incredibly effective.
Brad Johnson: And so, I understand the tool. This is like a mousepad tablet that has a digital pen that you can draw on and then, of course, it got its software that just you’re pulling up on the screen.
Casey Weade: Yeah. And it’s actually designed for artists, designers, painters, things like that. So, it’s more of an artistic tool, but it’s very effective for what we’re using it for. You can very easily change colors, shades, and we all know how effective color is and transferring a concept or idea to someone else. And usually, if you had a whiteboard, you got to sit there and flip through the different markers here on a smartboard. You got a whole buttons down and try to get to the next one. It’s much easier than that.
Brad Johnson: Awesome. Okay, let’s go to you’re typically ACATing at the end of a second visit if they say, “Yes, I want you to custom build a plan for me.” That’s kind of where in your process. Okay. How have you transitioned? Because many advisors sitting out there, they’re like, “Well, typically in my office, that’s a stack of paperwork that I then have my assistant come in and start to go through.” How have you transitioned that from old school pen and paper to digital and being able to do it over the internet?
Casey Weade: Well, most brokerage houses, custodians, they’re going to allow you to do electronic signatures today. And I think another benefit of seeing what’s going on out there with the isolation, people working remotely is we’re going to see everything get much easier online much quicker. So, we’re going to see a lot more DocuSign use, a lot more eApp use than we have in the past. So, I mean, the whole economy in that way really starts running much more efficiently. And our business starts running much more efficiently as well. So, we’re sending out those electronic signatures and having them just take a picture of their driver’s license and send it over. So, it’s really arguably again easier than doing it face-to-face with paper. And then you have to go. You’ve got to print off the paper, then you’ve got up and come in. You’ve got to convince them to hand you your driver’s license and you got to walk out of the room, take a copy. No, just go ahead and snap a shot at your driver’s license, email it over, text it to us and we’re going to send you over a quick signature. All you have to do is click a couple places and we’re good.
Brad Johnson: So, the tools to make sure I catch them, you’re using DocuSign. And where are you holding the assets? Fidelity, TD? What’s your go-to on your side?
Casey Weade: We use Fidelity. I know TD Ameritrade has a good tool there as well.
Brad Johnson: Fidelity is just linking up with your DocuSign, where you’re sitting, whatever.
Casey Weade: I am going to be careful here. As I said, I don’t really run the business for that piece of the business much anymore. I spoke with our client service team lead this Monday and just said, “Hey, I want to make sure we’ve got all the ducks in the row. So, all the guys can go ahead and run with electronic signatures on the ACATs.” And she said, “Yeah, we’re good to go.” So, that’s about all the information I needed to know.
Brad Johnson: Yeah. So basically, an electronic signature software DocuSign I think is essentially the industry standard. Make sure that’s obviously hitting all of the rules and compliance and suitability. We all know we live in that world. So, make sure that you’re running that by Fidelity, TD, wherever you’re clearing your assets through. And then of course, on the insurance side on our side of the world, that’s FireLight. It’s the eApp that’s synced up there that’s actually pretty seamless from what I’ve heard. Okay, cool. Anything else as far as call it making them a client and delivering the value your client deliverable virtually versus in person that if you’re an advisor out there trying to transition to this that you would want to make sure to think about or make sure you check the box on this?
Casey Weade: I think for us, that proprietary planning process, as well as the deliverable, is a very key part of the whole sales process. And so, that’s also operating the same way online. The only difference is you have to make sure that the document that you’re creating lives online, evolves into a PDF upon delivery of the plan as well as having the ability to DocuSign. So, DocuSign that particular document in-office that then that second visit, we’re going to review where they’re at today, what those goals are, the gaps in the plan, how we’re going to solve it. And then we’re going to go through our disclosures of conflicts of interest, fees, expenses, things like that. And then they’re going to go ahead and physically sign that document. And that is how we’re kicking off the relationship. So, that is the initiation of your relationship before we get to any type of ACAT documents.
Brad Johnson: When does that happen? Into the first or…
Casey Weade: Into the second visit. They’re going to sign off on that, and that really hires us, right? And so, online, you just have to have that same process, but you’re going to need that PDF to be able to be converted to a DocuSign so that you are sending that to them, click here. All right, we’re good to go. I’m going to go ahead and send you a couple other documents over to go ahead and get the process started. So, I think having that planning document when they’re signing off on the plan and the disclosures, getting that signed is a smaller hurdle than getting a very heavy Fidelity kind of app. So, a Fidelity app or a TD Ameritrade app, and there’s a lot of little disclosures and just looks really kind of stuffy and it can be a little scary, more intimidating, I think. And so, taking some of those small hurdles before we get to that, I think is key. It’s kind of the same thing we’re doing throughout our whole processes.
We’re continually confirming and getting that prospect to say yes. So, does this make sense? Yes. Do you think we’re headed in the right direction? Yeah. So, by the time we get to, alright, does everything sound good? All right. I need you to click that. Click this. Does that sound good? Yes. And so, it’s hard to say no after you’ve said yes so many times because we’ve had all these little hurdles. And I think having him sign off on that deliverable document before they get to an ACAT document is just furthering that whole process of finding small hurdles before the big one.
Brad Johnson: And in that process, are your advisor sending that document over while they’re still connected on Zoom, “Okay, did you receive that okay? Go ahead and pull that up,” and kind of walking them through it or is it…?
Casey Weade: Yes.
Brad Johnson: You’ll leave in the inbox?
Casey Weade: The document is one that has already been completed online. So, we’re looking at it online and then we’re sending that over to them for signature while we’re online.
Brad Johnson: So, one thing we completely skipped over I want to circle back around, let’s go to the traditional live event. You would do a seminar and then someone on your team would go around and book appointments and whatever your calendaring services whether it popping up a laptop or old school paper, that obviously changes when you’re running a podcast and people are going to a website or you’re running a webinar, and people are now trying to book their time slot. How have you all solved that problem?
Casey Weade: Well, honestly, I don’t think we have. I think we have the solution but we haven’t had the implementation yet. So, up until this point, the way we’ve been running our webinars people we’re asking them to email us or call us, and so they’re emailing or calling, and then we are scheduling at that point. So, right now we’re making a transition to a new CRM and conjunction to Calendly. So, they’ll be able to go ahead and schedule that immediately, during or after the webinar has completed. We have already begun that transition and we should have that completed here in the next couple of weeks. And I think that’s going to be very helpful. It’s also going to be helpful from a call center standpoint. We have now outsourced after-hours calls to a call center and that call center has been massively helpful.
I had no idea how many appointments and calls were falling through the cracks, especially the national calls of individuals that are in different time zones when we’re after hours or before hours or over the weekend. And so, I was really initially concerned to transition to a call center, for instance, because I was afraid we were going to not have our brand represented well, and we weren’t going to have someone that could go ahead and do the job, get things scheduled. And so far, it’s been more than a breakeven. It’s been a big benefit. Even though those individuals aren’t on our team, we’re still gathering more detailed information than we ever have before and we’re picking up a lot of lost leads along the way. Our next stage there will be that implementation of Calendly in the CRM so that that call center rep can go ahead and schedule that appointment at that time because that is a huge gap in the process. If you don’t have the ability to immediately schedule without any hurdles, you will lose people. And I know we are at this point, but we’re headed towards a good solution.
Brad Johnson: Yeah. So, we use Calendly. It’s cool you went there. We didn’t do an exhaustive search but Michelle on my team checked out two or three different services and Calendly was the one we settled on for a few different reasons. I know it integrated well, with just about every calendaring service. I know it was super flexible so you could set different time blocks. You could even set, here’s the gap I want, the minimum gap between appointments. And then the other thing that’s really cool, everybody can come out of this with more efficient systems as long as they put their mobile phone number and we’ll actually text them appointment reminders.
Casey Weade: Yeah, this is huge. This is huge for us from that standpoint as well, scheduling reviews. Right now, our staff spends a ridiculous amount of hours reaching out to people and trying to schedule reviews, making calls, making calls again, making calls again, repeatedly calling people that are already clients that aren’t picking up the phone, that aren’t calling us back, and we’re trying to do them a service by getting them in the office so that we can conduct a financial planning review with them. They’re spending hours upon hours conducting those phone calls, and in conjunction, they’re calling three times then they’re sending a couple of emails as well then they’re sending a letter. Instead, now we’re going to take all of those schedules, all the scheduling of reviews is all going online via email. So, they will get an email and they can go ahead and select their appointment time, and then they’re automatically going to get those SMS reminders to move forward. It’s going to be a very, it’s really going to help us with efficiency from a review standpoint.
Brad Johnson: Awesome. I want to make sure I got this because I know different offices are different. So, when they’re scheduling that Calendly link, let’s just say it’s your webinar that you’re getting ready to knock out. So, they’re on there. They’re like, “Hey, Casey has a good point. I’m going to connect with his team.” Does that Calendly link, is that a calendar for your appointment setter that that’s going directly on his or her so she can go through and now do whatever qualifying process? Or is that a calendar link that’s going to go direct to one of your advisors’ individual calendars?
Casey Weade: That’ll go directly to the advisor’s calendar and then we will reach out to screen after it’s already been placed. So, I think the most important thing in here is just get it scheduled. We can do the screening later. And also, in that realm, we don’t do a lot of screening. Part of our brand is and everybody in our team knows that we stand in a position where we’re here to provide value to every single person that we possibly can. We know we can’t work with everyone, but we can help everyone. I looked at the calendar this morning. We’ve got some DNQ or did not qualify appointments on some of our advisors’ calendar and they’re going to take those appointments, and they’re going to spend an hour with those people. They’re going to add value to their life and now are we going to take them on as a client? Absolutely not. Is it going to take up some of their time? Yeah, but we feel as a brand that that’s part of our service.
So, even if we don’t screen them, whether we screen them or not, it really doesn’t matter because we can do the screening on the back end more for tracking purposes than trying to screen out people that aren’t going to be profitable. Yeah, and I can stay on this pedestal a little bit longer because part of the reason I think we’ve felt such a good name in the community is everyone knows Howard Bailey’s here to help. We are here to help anyone and everyone, regardless of whether they’re $100,000 in debt or they’ve got $10 million to their name.
Brad Johnson: Yeah. I think I’ve been on Twitter probably more so than I normally am just with all this coronavirus. That’s like my newspaper to get updates and figure out what’s going on in the world. And I’ve seen some really cool posts from some advisors out there where they said, “Hey, crazy times right now, I literally cleared my Friday afternoon and it’s open office hours, however I can help. I don’t care if you have $1 or if you have $10 million to your point. I’m here to help if you need somebody to talk to about your finances or what’s going on.” And in fact, that’s one of the reasons I wanted to do this conversation with you, Casey. I’m getting blown up like, hey, how do I convert to digital appointments or virtual appointments? How do I take these seminars that I’ve built my whole business on and convert that to a webinar that I have no clue how to do? So, it’s like, well, number one, I’m going to do a podcast on it. And number two, I’m going to get a case study and a dude that I know is a little further down the path than most guys are, which is why I asked you to come on. So, I appreciate that.
But I think I’m going to just do some open office hours and when I launched this, I’ll probably just say, “Hey, here’s a free webinar for anybody that wants to attend,” and whether you can end up being a client of Advisors Excel or not, just offer service. And Dan Kennedy, who runs Strategic Coach, that’s one of the things he talks about. He wrote kind of a famous post around 9/11 when things were crazy. And one of them was during difficult times, as opposed to focusing inward, me, me, me, kind of the scarcity mindset I think kind of naturally people when they get scared they want to go to. If you look outwards and say, “How can I serve others?” that’s going to get you out of this funk and make sure you’re aligned for successes as everybody kind of navigates to uncharted waters. So, I love that approach. And that’s one of the reasons you all have been successful. I’m planning on marrying much of that on my side as well. All right, my man. So, I know you’re a busy guy and I know I think you have a TV appearance after this, right?
Casey Weade: We do. We’ve had the local affiliates in both of our markets reach out to just interview me around what’s going on in the markets. And the interesting thing is, so I am in Fort Wayne, Indiana and I went ahead and had that interview with the local affiliates here earlier this week. However, now today, I’m going to be doing a Zoom meeting with the ABC affiliate and the South Bend market. And so, everybody’s getting on the Zoom train, and they’re getting pretty comfortable with this. So, it’s a neat thing.
Brad Johnson: Yeah, I’ve seen that. I mean, guys, that would typically go to a TV studio, I mean, TV studios are dealing with the same thing the rest of us are where, hey, we’re social distancing, that kind of everybody following suit there. So, I think you’ll see a lot of media start to go to this tool as well. I think that’s a good point. All right. Do we have a couple of minutes for some philosophical questions as we wrap here?
Casey Weade: Yeah, I’m good with whatever you want to talk about. Brad, I’m here for you.
Brad Johnson: Well, let’s go here. One of the things that I love about this business is, number one, I’m passionate about it but over time, business relationships become friendships. And one of the things that I admire a lot that you do on the business front, but it doesn’t touch how you show up as a dad and a husband and I know we both go to Jon Vroman’s Dads Retreat and have spent time there and because that’s important to both of us. So, let’s go to those advisors out there that are parents as well right now or maybe they even have parents that they’re concerned about as all of this unfolds with the coronavirus, what has this changed the way you view being a dad, husband, potentially being confined to your home over the next month or two with just your crew? What sort of conversations are you having with your kids, your wife just as you approach this?
Casey Weade: Yeah. Well, our kids are three and five. So, they just think this is a party right now. They hang out with mom and dad in most days. So, it really hasn’t changed a whole lot in our family life. I think we’ve done a lot of work to make sure that we can be there for our kids and each other. I grew up and I had a great dad. Okay. But yeah, he was a hard-working guy, just like me, but he was, yeah, he worked a lot throughout my childhood and I remember him not being able to be there a lot for different things. I remember when he was studying for a Series 65 and I interrupted him and I got a spanking for that. That was one of the very few spankings that really stuck with me. But that one I never forgot. Dad, he couldn’t play because he was working.
And so, for me, it was always about I’m going to work as hard as I possibly can so that by the time that we have kids, I can be there for everything. I’m going to be there for all the games. I’m going to be there to spend one-on-one time together. And so, we’ve built that in our schedule. I know that. I know when our family board meetings are going to be. I know when our date nights are going to be. We’re very structured and regimented. I would say the only thing that this probably changes is we’re just getting a little bit more structured at home, given that the kids are there all day. We have to make sure it’s okay. And I think the neat thing is, man, they’re killing it at home. I mean, they’ve been going to school. And now we took them home, I would say my wife and I were just talking about this this morning. There’s a good chance we really follow through with this homeschooling thing because these two are just becoming best friends.
Casey Weade: They used to fight all the time. Now, it seems like they just love playing with each other and having a blast with one another at home. And I love seeing that and I love not rushing around in the morning being stressed out to get the kids ready, get them to school that we don’t have to do that anymore. Now, we take it easy and they are getting up. They’re making their beds for the first time ever. They’re brushing their teeth in the morning, which is always a challenge and they’re getting themselves dressed on their own in the morning and then they’re following on through with whatever their teaching regimen is for the day and we spend just an incredible amount of time outside. Rather than teaching too much yesterday, we spent probably four-and-a-half hours outside. So, there’s a lot of good things that are coming out of this overall.
Brad Johnson: So, I’m fortunate my wife used to be a grade school teacher before she stayed home when we had our first one, and to your point, so nine, eight and four, and our kids are just loving this. They’re like, “Oh, mom and dad are just home all day.” And it’s one of those things back to what does this make possible. You look at the limited time you have with children if you really do the math. Jim Sheils who, speaking of Family Board Meetings, wrote that book. I know he’s got a program called 18 Summers because you get 18 summers with your kids before they’re off to their life adventures. And just think about all of the time we just won back with our kids during this short time period and how can you make the most of it, and that same experience you just talked about, so our two oldest they’re 16 months apart, so they’ve battled over the years but yesterday there’s this program, Zearn. It’s like a math program that you do. I think that’s the name of it on computers and they’re literally both there at the island in the kitchen like side-by-side like looking over and like just learning and actually getting along and it was a very proud dad moment.
Casey Weade: Yeah. I go, “What’s going on? All of a sudden, these guys are getting along. They’re enjoying learning. They’re doing their chores.” Maybe there is something in this homeschooling thing and just being there with your kids as much as you possibly can. Not just doing the morning and then the evening thing, but really being there to coach them and teach them about life.
Brad Johnson: I think that will be one thing that will come out of it. We’ve kind of rolled in a bunch of entrepreneurial groups where I think homeschooling and a percentage in there is very high from a lot of entrepreneurs that we’ve crossed paths with. I think you’ll see a huge spike in homeschooling. Well, assuming they don’t kill their kids from being confined for two months in the same home, but I think you probably will see a spike of homeschooling as people kind of start to get into a different routine coming out of this. So, we’ll see how it plays out. All right. So, let’s go one final question here and let’s get you on to the rest of your day. So, looking back and I’m going to paint a little bit of a picture here because I remember meeting a very young Casey Weade. You spoke to your dad, who you grew up in this business. What’s the youngest age you remember going on a house call?
Casey Weade: It would have been probably in that 13 to 15 range.
Brad Johnson: Wow. Okay. So, that’s growing up in the business. And I remember that I think the first time we met it was at some random hotel, some gym at like 6:30 or 7 in the morning and there’s this I think you’re probably 18 at the time just hammering out it was definitely arm so I know it wasn’t leg but hammering out an arm workout somewhere. And I just remember, I was like, “Wow, this is a disciplined kid.” Most 18-year-olds aren’t getting up and hammering out the weights first thing in the morning. But you’ve kind of always had that discipline, that regimen, a guy that you know what you want to get and you’re like, “What are the steps that it’s going to take to get there?” So, looking back, and obviously knowing this as an audience of financial advisors, if you could pinpoint here’s the one thing that I could share that’s led to my success to this point with the rest of the audience, what would that be?
Casey Weade: Well, I’m going to take this back to my childhood. I grew up with two parents that were pretty driven themselves in a lot of different ways. They were always in the gym. I was always seeing them work out and I was also seeing them work. And like I said, seeing dad doing a Series 65, maybe that was a negative experience at the time, but I saw him work and he spent a lot of his time working from home. Mom did quite a bit of work on her own as well. They always seem to be getting into – they were serial entrepreneurs you could call. So, I saw them in a lot of different businesses. And then sports was something that dad just really pushed hard with me. And I went to a lot of different golf schools, worked with a lot of sports psychologists.
I went to school at IMG academies for a while which is a sports academy. You’re also going to school full time as well, within a sports academy like that. And I always look at that particular experience as the one that really kicked off my discipline engine for me because I knew in the morning, I’ve got to wake up and I’ve got to get my workout in then I’ve got to go get my breakfast and I’ve got to visit with the nutritionist. Make sure I did it right. From there, I’ve got to go to the driving range. I’ve got to spend two or three hours with a coach. After that, I’ve got to meet my sports psychologist, then I’ve got to go take a class at school, then I’ve got to go play 9 or 18 holes. And then I’m going back and getting back in the gym that I’m doing homework throughout the night. Yeah, that was an experience that really taught me the value and discipline especially being surrounded with so many different highly disciplined, very successful athletes. It was a fantastic experience for me growing up. So, I think, for me growing up, that was really key and I would kind of point to that from a discipline standpoint.
Brad Johnson: What age was that at?
Casey Weade: That would have been maybe not quite – a little older than that maybe so would have been when I was…
Brad Johnson: A little older than this guy here?
Casey Weade: Yeah. Sophomore.
Brad Johnson: Wow. Well, and so speaking of the benefits right here of working from home, my oldest son just walked in. So, you’re live on a podcast right now. Well, Casey, as we wrap here, I want to thank you for just carving out some time. I know it’s a little bit crazy out there, whether it’s interviews or running a firm or adapting to kind of the changing rules that we’ve got going on here in financial services. So, as always, man, over delivered. I appreciate you sharing your knowledge here and I look forward to the next Zoom conversation we’re going to be having, probably won’t be in person for a while.
Casey Weade: Oh, yeah. And I just want to say this is just an incredible opportunity. Take full advantage of it. I’ve been recording since Monday morning. So, I have been in constant recordings in some way, shape, or form from Monday through Wednesday afternoon here. I’ll continue to record until the end of the day, Wednesday. So, I’m going to have three full day’s recording, putting out as much content as I can possibly pump out. Because when I look at ROIs, you got to take full advantage of this. Anything that’s digital for us is in the double-digit ROIs. And if we look at our other marketing outlets, look at seminars, which is pretty core, we’re in that $3 to $4 range per dollar spent, and if we can get $10, $20, $30 for every dollar we’re putting in, it’s going to be well worth your time to get over this hump and figure it out. It’ll change your business, it will change your life, and I wish the best for everyone. Until next time, Brad.
Brad Johnson: All right, Casey, appreciate that, man. Thank you.
Casey Weade: See you, buddy.
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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