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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 Nov 28, 2022
Monday Nov 28, 2022
If you and your clients want to protect your family in “the ultimate moment of truth,” life insurance is one of the important foundations to have in a client’s solid financial plan.
When Chris was an advisor, he used to say to his clients “Do you know what the mortality rate here in Toronto is? It’s a fascinating statistic. It’s one death per person, per lifetime. Everybody gets a turn, but what we don’t know is when.”
Financial advisors can struggle with helping their clients utilize life insurance policies as a tool to protect their assets and those they love. Why is that? Today, Chris brings on Jim Ruta who will passionately share with you why these tools are so important and what you can do to educate yourself and your clients in how they can be a huge tool in their financial plan.
WHO IS JIM RUTA?
Jim Ruta wrote over 100 lives in his first year as a life insurance agent at age 22. He entered management at 24 and was executive manager of Canada’s largest life insurance agencies with 250 agents by age 40.
Jim started Advisorcraft in 1999 making the firm one of the most established insurance advisor coaching companies in Canada. His goal was to pass along the lifetime of advice, education and inspiration he got himself throughout his career.
Today, Jim coaches a roster of agents ranging from MDRT aspirants to Top of the Table qualifiers – including industry ICON, Van Mueller. Jim is a “Tactical Coach” – helping agents clarify their thinking on what to do next to maximize their performance.
He produces a weekly coaching video on Facebook Live @JimRutaTV to give advisors a fast start to the week. He’s written and recorded the Advisorcraft Online monthly subscriber coaching program since 2009.
Jim’s mission is to preserve, promote, and propel the life insurance advisor business. And boy is he passionate about it!
Jim and his team offer some great tools to help you learn more about the risk management side of the business. You can find them at http://advisorcraft.com
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 at https://aspect.ipcc.ca/turning-the-page-podcast
Monday Nov 14, 2022
Monday Nov 14, 2022
Financial clients know this might be a scary time for investors. The way to win right now is through communication and reminding them of the basics.
It’s no secret: Investors have nowhere to hide right now. Bonds have had their worst showing going back to the second world war. Volatility in the market. The price of oil. Inflation has not ticked lower. The housing market has not pulled back.
How do financial advisors talk to their clients about these turbulent times?
Joining Chris to share some insights and reminders to share your clients is a well known figure you see all over the TV, Pattie Lovett-Reid!
Pattie Lovett-Reid is a highly respected Canadian financial guru. As CTV News’ former Chief Financial Commentator, Pattie is well experienced in coaching viewers on how to save money, stretch their income, and get the biggest bang for their hard-earned bucks. Pattie joined CTV News after a very successful career with TD Waterhouse Canada Inc., where she served as Senior Vice-President. Lovett-Reid is a Certified Financial Planner and co-author of several national bestselling books.
In this episode, Patti shares a few investment mistakes that investors make. You probably know many of these, but it’s a nice reminder and some great knowledge you can share with your clients in conversations right now.
Follow Patti on Instagram at https://www.instagram.com/pattie_lovettreid
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 at https://aspect.ipcc.ca/turning-the-page-podcast
Monday Oct 31, 2022
Monday Oct 31, 2022
Gary Mottershead is a successful entrepreneur in his own right. Since he embraced his role as a coach with Strategic Coach, he has supported 3,000+ entrepreneurs, including financial advisors, recognize their potential and opportunity as individuals and business owners.
Chris and Gary first met as partners at Strategic Coach when they took the program themselves. On this episode, they breakdown:
📝What they’ve each gained by having a coach themselves and why coaching is an investment, not a cost.📝 Why entrepreneurs can benefit from coaching feven if they are already successful 📝 The distinction between coaching and consulting📝 Why the true value of a financial advisor goes far beyond helping clients make an investment returns
Listen in for a taste of what you stand to gain when you work with a coach.
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 Oct 17, 2022
Monday Oct 17, 2022
IPC Advisor, Mike Waller talks to Chris about technology as a catalyst for growth in financial advisory businesses. A few years ago, Mike moved his business onto ‘IPC One’ - a technology-enabled wealth management platform that has allowed him to increase his operational efficiency and client service standards, lower costs for his business and his clients and increase the number of clients he can serve effectively.
Mike and Chris discuss:
📝Why he became a Portfolio Manager-Advisor and transitioned to IPC One📝How technology has allowed him to increase productivity and deliver greater value to clients📝How the platform allows him to do what he loves most📝The results and impact of this transition on his business and his clients
Tune in for the full discussion.
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 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!