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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 Oct 03, 2022
Monday Oct 03, 2022
This week Chris sits down with Diane Groves, a successful financial advisor who retired just as Covid-19 was becoming a household name across Canada and the world. Diane and Chris discuss what it takes to build a strong business, groom a successor, and prepare to transition a business. Diane shares how and why she took a deeply hands-on approach to choosing and preparing her successor and why part of this journey involved preparing clients for her eventual exit and retirement.
Diane and Chris connect on:
📝 Diane’s trailblazing career as a financial advisor📝 How to choose a successor and ensure your team, successor, and clients are all very well prepared for the change📝 Why succession plans must continuously be evaluated and adjusted, both for yourself and your successor
As a veteran advisor, Diane also shares her wisdom and approach to building strong client relationships; how to manage a client’s fears and why making each client feel like they are your only client is a winning approach to growing your business.
There’s a lot to glean from this episode regardless of where you are in the growth and succession plans for your business.
If you’re enjoying the show or have feedback, share your comments with Chris on LinkedIn , subscribe to the show, and leave us a rating.
Monday Sep 19, 2022
Monday Sep 19, 2022
This week Chris joins industry leader, Barry McInerney, Mackenzie Investments’ recently retired CEO in conversation. With over 30 years in the industry, Barry has seen the trends that have shaped the evolution of the asset management industry on both sides of our border. Chris and Barry look back on how the industry has changed so far, where it’s going, and what the future looks like for financial advice.
Episode highlights:
📝 Demographic shifts and its impact on the business of financial advice/📝The democratization of private markets, the most significant investment trend, and what it means for individual investor portfolios.📝 China and its impact on asset management📝 Lessons in leadership and the importance of good communications.
If you’re enjoying the show or have feedback, share your comments with Chris on LinkedIn, subscribe to the show, and leave us a rating.
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!