Episodes

What if the problem you’re trying to solve isn’t the real problem at all? How might that damage rather than help your business? Jeff Thorsteinson argues that advisors often look for better answers when they should be asking better questions. A growth challenge may actually be a capacity problem. A referral problem may point to weak positioning. A full calendar may signal over-reliance on the advisor. In this episode of Top Advisor Podcast, Bill and Jeff explore why questions are “the operat...

We’re diving deep into what it really takes to build an advisory firm that not only grows but truly scales, without sacrificing client experience or firm culture. Our guest is Andy Schwartz, CEO and managing partner of OnePoint BFG Wealth Partners, a national RIA managing over $19 billion in client assets. With more than four decades of experience, Andy shares the inside story of how he and his twin brother Scott evolved a two-person practice into a thriving enterprise with hundreds of employee...

The way people choose a financial advisor has changed. Bill Cates talks with Brian Thorp, founder of Wealthtender, about why online reviews and internet presence and credibility now play an important role in the decision to meet with you and, hopefully, work with you. They discuss what advisors can do to make sure their digital credibility supports the trust they have built offline. Brian shares findings from a study of 500 mass-affluent Americans. One result stands out: 83 percent of people wh...

In this episode of the Top Advisor Podcast, Bill Cates sits down with Molly McClure, Executive Director of Marketing at OnePoint BFG Wealth Partners, to look at how prospects choose a financial advisor today. A trusted introduction may put an advisor at the top of the list, but prospects still do their homework. They check your website. They look at your LinkedIn profile. They search Google, and increasingly, they ask AI. Yup! For better or worse, AI is playing a huge role in this dynamic now. ...

Are you running your week, or is your week running you? Brian Margolis, founder of Productivity Giant explains why most advisors spend too much time reacting to emails, distractions, and day-to-day chaos, and how you can reverse that trend. Key Takeaways: Pillar System: Identify 5-7 weekly “pillars” – the most high-leverage activities that, done consistently, drive your long-term results. Success lies in consistency, even if the payoff isn’t immediately obvious. Pro Time (Protected, Proactiv...

Thrilled to have interviewed Derek Coburn on the latest episode of the Top Advisor Podcast! Derek built and sold a thriving financial practice, created the renowned networking community Cadre, and is a bestselling author challenging the conventional views on retirement. Whether you’re a financial advisor or a growth-minded professional, his journey and perspectives are a must-listen. Here are 3 key takeaways for you: Curated Networking Beats Cold Outreach: Derek found greater success – and dee...

Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business. That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors. If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode: Start the Conversation Early: Don’t wait for your clients approach you for a...

The national average savings rate in the U.S. is a dismal 4%. If you could help your clients raise that rate as high as 20%, what would that mean to your clients and to your business? Our featured guest, David Mozeika, is a top-performing financial advisor with over two decades of experience and Forbes recognition, who has revolutionized the way advisors and clients think about money movement. Rather than relying on traditional budgeting or chasing higher rates of return, David Mozeika advocat...

Welcome to a special solo edition of the Top Advisor Podcast! In this episode, host Bill Cates pulls from decades of coaching, interviewing, and his own experience to deliver a powerful session on best practices for bringing in new clients and creating real advocates for your business. Unlike typical interview-driven episodes, today’s focus is on actionable principles, strategies, and tactics that top advisors are using right now. Bill dives deep into what it means to be truly referable and re...

“I actually call myself – lovingly – the angel of death because I was not an angel investor. Yeah, I destroyed businesses and, in the process, wiped myself out financially.” – Mike Michalowicz I believe that the message in Mike Michalowicz’ book, Profit First is both elegantly simple and powerful I’ve adopted most of these strategies over the past 6 months and my business has already become more profitable, and my cash-flow management is clearer and smoother than ever before. This interview ...

“Most financial advisors work too many hours for too little money for too many of the wrong clients.” – Bill Bachrach, CSP, CPAE . If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen. We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life. NOT LOOKING for this exact model? Keep listening. The principles, strategies, and tactics discussed can apply to ...

Most financial challenges aren’t math problems—they’re belief problems. In my recent podcast conversation with Corey Mosley, we talked about money stories: the beliefs people absorb early in life that quietly shape how they save, invest, earn, and even value themselves. Clients don’t always resist your advice because they “don’t get it.” Often, they resist because the advice conflicts with a story they’ve carried for decades. The same is true for advisors. Your beliefs influence how you price...

“To grow to an 8-figure business, you have to fire yourself – let go of doing all of the things that you think you have to do as the founder, as the advisor, and really let go so you can step into this visionary leadership role that most founders want to be in.” Julia Carlson In this conversation, Julia Carlson shares how she grew her practice from scratch, building a dynamic team and eventually stepping into a visionary leadership role (yes, “firing herself” in the process). You’ll hear about h...

For the human brain, we all have a negativity bias. It’s not a flaw; it’s actually a survival mechanism. So, it’s not that your clients are necessarily overreacting, it’s more that their biology is perceiving a threat when none might even be there. Tessa Santarpia. In this episode of Top Advisor Podcast, my guest Tessa Santarpia and I are diving deep into the fascinating world of neuroscience and its impact on financial decision-making. This is a compelling conversation about your clients’ brain...

Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences. In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy. Drawing on decades of research and field experience, Richard explains why empathy, thoughtful communication, and personalized...

What can financial advisors learn from those guiding the world’s wealthiest and most complex families? And how can you position yourself as the advisor your A+ clients call first? In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships. 3 ...

Standing out as a financial advisor requires more than credentials; it’s about clarity, connection, and purpose. How do you move from being “just another advisor” to someone clients instantly trust and want to work with? How do you stop competing on titles and start owning the problems your clients care about most? In this special 100th episode, Referral Coach Bill Cates interviews Derrick Kinney, bestselling author of Good Money Revolution and former top-ranked advisor, about the mindset and st...

If you think numbers and charts are enough to win clients, think again. In this episode, Referral Coach Bill Cates interviews renowned author and speaker Mitch Anthony about the decisive role of storytelling and life-centered financial planning. Mitch shares how neuroscience has proven that emotional connection, not just data, drives decisions, and how financial advisors can uncover deeper client relationships through meaningful conversations. He also unpacks the real promise advisors should be ...

Financial advisors face the real challenge of proving their worth to clients who have more options and skepticism than ever before. How do today’s top advisors cut through the noise, establish credibility, and attract clients in a way that actually works? In this episode, Referral Coach Bill Cates interviews Michael Kitces, Chief Financial Planning Nerd at Kitces.com and a leading voice in the advisory profession, about what truly moves the needle for financial advisors. They tackle the foundati...

Many advisors build thriving practices, only to feel trapped by the very work they love. What if your career could energize, rather than drain, your life? In this intriguing conversation, Referral Coach Bill Cates, CSP, CAPE interviews Kristin Harad, CFP®, founder of Full Advisor Coaching, who explains how financial advisors can embrace work-life integration rather than chasing an elusive balance. Kristin unpacks her five-part framework for designing a business that fuels a life of fulfillment, ...

Do your clients’ money mindsets ever drive you crazy? Do you wish you could get them to just “think right” about their money? What if you knew that some of your clients’ financial challenges are rooted in their DNA? Is that possible? It’s called “epigenetics.” (BTW – This is true for you too!) In this episode, Bill Cates, CSP, CPAE interviews Joyce Marter, LCPC, CSP, author of The Financial Mindset Fix, to discuss the deep emotional and psychological factors that influence your clients’ (and you...

Most advisors know women will control the majority of wealth by 2030—so why aren’t more of them preparing now? In this episode, Referral Coach Bill Cates interviews Cary Carbonaro, CFP®, Managing Wealth Advisor and the Women and Wealth Ambassador at Ashton Thomas. Cary explains how the financial industry has historically overlooked female clients and what needs to change to better serve and retain them. She also outlines actionable ways advisors can create more inclusive, client-centered practic...

Are you building a business you love — or one that’s wearing you down? In this episode of Top Advisor Podcast, I interview David DeCelle, CEO of Model FA, whose passion is helping advisors fall in love with their practice – either “again” or for “the first time.” David shares actionable insights on scaling your business while maintaining passion and enthusiasm. David said, “Success in financial advising is about more than strategies; it’s about loving your business and creating genuine connectio...

Selling a business is a monumental decision, filled with considerations that can significantly impact the owner’s future. How can advisors provide real value beyond investment advice during this crucial transition? In this episode, Referral Coach Bill Cates interviews Scott Bushkie, CBI, M&AMI, CM&AP, founder of Cornerstone Business Services, about the key steps and considerations involved in selling a business. Scott shares findings from a national study on business owners’ perspectives on thei...