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“If I have seen further, it is by standing upon the shoulders of giants” – Sir Isaac Newton When Chris Reynolds co-founded Investment Planning Counsel in 1996, he set out on a mission to help entrepreneurial financial advisors build better businesses. Since then, he’s remained steadfast in this mission. Chris believes that at the heart of any great business is remarkable client experience: how you meet the needs of your clientele, how you evolve with them as they change and, ultimately, how you leave your clients feeling about you after every single interaction they’ve had with you and your business. A life-long learner, Chris is always learning from the best of the best – from within our industry and from outside. In his podcast, Turning the Page, Chris will bring you the stories, the lessons, and the winning ideas from the people who have made it and from those who are reshaping the future of financial advice.
Episodes
Monday Sep 05, 2022
Monday Sep 05, 2022
Dennis Moseley-Williams is a certified Experience Economy Specialist - and only one of two in the financial services field. A sought-after keynote speaker, and author of Serious Shift: How Experience Staging Can Save Your Practice, Dennis joins Chris to discuss why selling investments and advice is not enough to guarantee success as a financial advisor. The key, he argues, lies in staging experiences when you interact with clients. Dennis shares standout examples and explains how you too can stage memorable experiences that can lead to better business outcomes.
Listen in to learn::
📝 The difference between client experience and client service and what this distinction means for your business.
📝 Why you should begin every interaction with a desired ‘emotional outcome’.
📝 How technology is influencing the client experience
Chris challenges advisors to think about how they are creating exceptional client experiences by asking themselves what they would do differently if they were charging admission
Enjoying the show? Share your comments with Chris on LinkedIn (https://www.linkedin.com/in/chrisreynoldsipc/), subscribe and leave us a rating.
Monday Aug 22, 2022
Monday Aug 22, 2022
Turn on the news. Take a look on social media. When it comes to the financial world, so much of what you see is doom and gloom. So many people are worried and concerned about their finances, their livelihood.
This is what your clients are seeing and hearing around them.
As we enter a shifting market, there are so many conversations advisors are having with their very nervous clients.
When markets are going well, it can be an easy business. When markets are down, this is when you step up as a financial advisor. This is when you show your worth, build trust with your clients, enhance your relationship with them and set up your business for the future. This is when you can shine and show your value.
So how do you handle these tough conversations with your clients? How do you help your clients through these potentially challenging times? How do you find the opportunities in this market?
This week, Chris has a very candid conversation with someone who has been through downturn markets before and knows how to handle them: Dan Nolan. Dan has been a professional financial advisor in Ottawa since 1992 and and helped his clients through tough market cycles more than once. In the podcast, Dan says“It’s just another time of when markets are lower. Markets rise long term 80% of the time. It’s just another bout of market anxiety we’re going thorugh right now.” He’s here to share his knowledge and show you how you can use this opportunity to build real trust with your clients.
Dan holds the certified financial planners designation, the certified investment managers designation and is a fellow of the canadian securities institute. During his free time, Dan enjoys golf, playing hockey and spending time with his wife and three children. Dan is also kept busy by attending numerous charity events throughout the year and volunteering as a head coach for his son’s minor hockey team.
Dan got into it because he found investments a fascinating business. Back when he started, his father-in-law to-be was an investment advisor.and Danneeded something to do when he came out of universityHe joined his father-in-law and learned from him. After all these years, he’s stayed not because it’s an investment business, but because it’s a PEOPLE business! That’s what he finds so rewarding and fun.
In this episode, Chris and Dan discuss…
- Why your clients are worried right now and how the impact of the financial markets can take a toll on their financial situation. Yet, it’s not the overall markets they’re worried about. It’s their own situation. How can financial advisors help their clients understand and this relationship and not fear the downturns.
- How it’s important to always go back to a client’s financial plan and show them what their ultimate goal is.
- How to handle objections from clients such as “But it’s different this time…”
- How you can turn this moment into a real opportunity to build relationships and to set up your business for the long term.
- The type of conversations you should be having with clients to help them find the opportunities around them, no matter what type of market we’re in.
- The importance of building not only a business relationship with clients but a personal relationship as well.
- Advice Dan has received over the years that he would pass onto younger advisors.
- How the more value you create for others, the more value you create for your business.
- Dan’s most memorable client and why. Spoiler alert: it wasn’t about the money.
You can learn more about Dan and his team at https://investmentplanningcounsel.ca/deep-river
Would you like to have a chat with Chris? Have a question for him? Would you like to pick his brain? Set up a virtual coffee to chat here!
Monday Aug 08, 2022
Monday Aug 08, 2022
Chris sits down with Mitch Anthony, creator of innovative discovery approaches for the advisor community for more than two decades. Mitch has been credited with creating “Financial Life Planning” (2001), “Return on Life” (2005), and most recently, “Life-Centered Planning” (2017). A prolific author, Mitch’s seminal books include StorySelling for Financial Advisors, The New Retirementality, and Your Clients for Life.
He founded ROLAdvisor, a coaching community that helps financial advisory practices transform into Life-Centered Planning firms, and the Retirement Coaching Program, a program that equips advisors with the skills to help clients navigate modern retirement.
Together, Mitch and Chris dig into:
📝 Why stories are a powerful instrument when engaging clients and the importance of story-gathering over story-telling
📝 The importance of Return On Life over Return on Investment
📝 The questions that all advisors should be asking their clients
📝 The power of curiosity in creating strong relationships
As ever, Chris opens up his rapid round of questions, where Mitch shares what loves most about his job, his most memorable moment with a client, and what he wants to be remembered for.
Join Chris Reynolds and Mitch Anthony in turning the page on building a better business.
If you enjoy this episode, please drop us a 5-star rating. Thank you!
Monday Jul 25, 2022
Monday Jul 25, 2022
Today on ‘Turning the Page… on building a better business’, our host Chris Reynolds sits down with Advisors Jason Simpson and Stephanie Power to chat about all things succession planning. Both Jason and Stephanie have gone through a transition of business with their parents and have plenty of lived experience, insights, and advice to offer.
In this episode Stephanie, Jason and Chris connect on:
📝 The what and why that motivated Jason and Stephanie to succeed their parents’ businesses📝 Their unique take on bringing added value to the business - by doing things differently from their families - while keeping the legacy alive📝 How to keep a business working in a transition so your clients don’t feel the change📝 What NOT to do in a business transition!
Chris rounds out the interview asking Jason and Stephanie about what they would consider their most meaningful interaction with a client, and how they want to be remembered in the industry.
This, and so much more in this episode. If you like what you’re hearing on this podcast, please drop us a 5-star rating. Thank you!
Monday Jul 11, 2022
Monday Jul 11, 2022
Kevin Nichols, author of ‘The Indispensable LinkedIn Sales Guide for Financial Advisors’, talks about the power of social media in client engagement and how financial advisors can use it to effectively nurture existing client relationships and attract new clients. Kevin is the COO of The Oechsli Institute and hosts his own podcast ‘The Stephen and Kevin Show’.
Kevin and Chris dig into:
📝 Why advisors are hesitant to use social media and what they can do get involved.📝 What is cornerstone content and why is it important in business?📝 Why LinkedIn is an invaluable resource for financial advisors.📝 What social media action items advisors can implement on their own and what really should be outsourced for optimum professionalism for your brand.
As ever, Chris dives into a rapid fire set of questions with Kevin to uncover what he loves most about his job, his most memorable moment with a client, and what he wants to be remembered for.
Join Chris Reynolds and Kevin Nichols in ‘Turning the Page… on building a better business’.
If you enjoy this episode, please drop us a 5-star rating. Thank you!
Monday Jun 27, 2022
Monday Jun 27, 2022
Chris shares his 3 foundational principles for success.
1. “Don't abuse your own time”: Time is by far our most critical asset. It is finite. We're only given so long on this planet, and we have to be able to create value for other people within that time. Chris offers examples of how to create that value within this episode.
2. “Don't abuse other people's time”: Chris digs into examples including one simple one about the value of not being late. “Somebody who is continually late is telling you their time is worth more than your time.”
3. “Be a person people can count on”: In a world full of people who say they're going to do something, but don't, Chris encourages us to to focus on being committed. To be someone who can be relied on.Join Chris Reynolds in Turning the Page… on building a better business, in a personal and inspiring episode on our podcast.
If you like what you’re hearing, please drop us a 5-star rating. Thank you!
Monday Jun 13, 2022
Monday Jun 13, 2022
Today on ‘Turning the Page… on building a better business’, our host Chris Reynolds talks about a crucial subject to any independent financial advisor: succession planning. Joining him is one of the experts in the marketplace, Bill Black, who has built an incredibly successful advisory business of his own. Bill has bought, integrated, and exited businesses across multiple locations in Canada and now advises other business owners of preparing for their own business succession and exit planning.
In the episode, Bill and Chris dig into:
- How growth through acquisition was a strong catalyst for Bill in his business
- Why a succession plan is never set in stone - and you may nurture your successor and still be able to pivot or change your succession strategy
- Why a good checklist that gets your business ready for succession needs to be focussed (Bill shares his framework in the episode)
- The importance of putting repeatable systems in place so that it will be easy for your business to go from generation to generation with its legacy preserved
Chris rounds out the interview asking Bill about his main passion and what makes him wake up each day, the most impactful conversation that he’s ever had with a client, and how Bill wants to be remembered in the industry.
Listen to Turning the Page… on building a better business!
If you like what you’re hearing, please drop us a 5-star rating. Thank you!
Monday May 30, 2022
Monday May 30, 2022
Today on ‘Turning the Page… on building a better business’, our host Chris Reynolds sits down with well-respected industry veteran and seasoned financial executive James O´Sullivan. James is the President and Chief Executive Officer of IGM Financial Inc.
James holds joint Juris Doctor and Master of Business Administration degrees from Osgoode Hall Law School and Schulich School of Business at York University as well as a Specialized Honours Bachelor of Arts degree in Mathematics from York University.
In this episode, James and Chris dig into:
- Why people who work with advisors do better financially than the people who don’t.
- How technology allows us to have better communication with clients.
- How advisors can plan for succession in a way that works for them and works for their clients.
- And finally, Chris dives into a round of questions with James! What James loves doing, what he would like to be remembered for, and what he considers the best advice he’s ever received in his career.
Listen to the podcast for the full interview that covers those key points and a lot more. Join Chris Reynolds and James O´Sullivan in Turning the Page… on building a better business.