Steve Sanduski

Steve Sanduski - Marketing Calculator

 

Happy new year to all you Blueprint listeners!! Hopefully you are already fired up to crush those big goals in 2020! Today, I’m thrilled to share a bonus episode from a conversation with Steve Sanduski from his podcast, Between Now and Success. Steve was kind enough to allow us to replay it here. If you aren’t already subscribed to his show, Steve’s podcast is easily one of my top listens in financial services, so be sure to check it out!

A little background for those of you unfamiliar with Steve… He has over 20 years of experience in our industry and has helped launch and build a $1.8 billion RIA, also in partnership with Ron Carson grew Peak Advisor Alliance from 0 to 1,000 coaching clients as a Managing Partner. He’s also the New York Times bestselling co-author of Tested in the Trenches: A 9-Step Plan for Success as a New-Era Advisor and Avalanche: The 9 Principles for Uncovering True Wealth.

As far as his podcast, Steve is a master interviewer and has had past guests on his podcast that include Ric Edelman, Marty Bicknell, David Bach, and other heavy hitters in finance. He was also a guest on an earlier episode of my podcast (Episode 19 if you want to check it out!) and with the Rockstar lineup of past guests Steve’s had on, it was an honor to return the favor and hop on the mic with him. We covered a lot of ground but primarily focused on how financial advisors can take their marketing to the next level and the simple 3-step framework we’ve coached on to help them scale their firms!

 

Here are a just a handful of the things that you’ll learn:
  • #1: The core principles that helped Advisors Excel grow without sacrificing company culture – and the framework we use to consistently get qualified prospects on our calendar and convert them into clients. [15:15]
  •  #2: How to shift your mindset, stop making your marketing events feel like slot machines, and consistently deliver ROI. [23:35]
  • #3: Why decommoditizing yourself and your services, trademarking your process, and making your prospects feel like you’re uniquely qualified to manage their money is key to achieving massive growth. [33:30]

 

SHOW NOTES:

  • [06:34] How a devastating knee injury changed my college football career – and my life – for the better. 
  • [20:13] The key things financial advisors need to be thinking about as they market their services. 
  • [23:10] Why financial advisors are making a major mistake when they look at marketing as an expense rather than an investment.
  • [26:51] How to add marketing events other than seminars to your toolbox – and how to measure whether or not they’re working. 
  • [32:09] Why a great podcast can generate leads not just the week it’s released, but years down the line – and why I’m encouraging all of our best advisors to do them.
  • [35:12] The question every firm aspiring to grow from $1M to $2M in revenue within three years needs to be able to answer. 
  • [38:40] How your firm can create a proprietary processes to differentiate your offerings and scale without sacrificing customer service. 
  • [44:21] Why so many seminars are ineffective – and how you can reliably up your conversion rate to between 50 and 75% by changing how you think about presentations. 
  • [49:46] How advisors who truly aren’t cut out for leading seminars can succeed by creating other marketing assets or building teams and doubling down on one powerful funnel. 
  • [57:38] A simple first step you can take to double the size of your practice in 2020. 
  • [1:04:20] What I learned from hosting incredible speakers like Chris McChesney, Bryan Miles, and Cameron Herold – and Sports Illustrated editor Don Yaeger’s incredible story of how he came to be mentored by legendary basketball coach John Wooden. 
  • [1:12:30] The daily habits that I believe have helped contribute to my 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 🙂

 

Already heard it once or twice? Please leave a short review here, and tell me which guests I should have on!

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Elite Advisor Blueprint Podcast is provided for informational purposes only, For financial professional use.