How Women and Next Generation Clients Are Influencing Advisory Relationships
Episode 11820th March 2024 • Human-centric Investing Podcast • Hartford Funds
00:00:00 00:33:25

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Next up in our celebration of Women’s History Month: Women’s growing influence on wealth and why the majority of women aren’t happy with their financial professional. We're joined by the founder and CEO of Willow, Lacy Garcia.

Transcripts

Julie [:

In honor of Women’s History Month, we are so fortunate to have Lacie Garcia, founder of Willow, join us to discuss how women and the next generation of clients are influencing advisory relationships. Willow is an award winning wealth tech platform powering advisors acquisition, growth and retention of tomorrow’s investors, women, the next gen and underrepresented groups. Through Willow certification programs and client acquisition platform, advisors gain knowledge, credentials and exclusive one to 1 to 1 matches to prospective clients. Lacey and Willow are frequently featured in the media, including the Today Show, Think Advisor, Financial Planning, Business Insider, Wealth Management, Dot com, Yahoo Finance, and Gobankingrates. Unfortunately, John couldn’t join us today, but we’ll proceed without him. And without any further ado, we’ll dive in with Lacey.

John [:

Hi, I’m John.

Julie [:

And I’m Julie.

John [:

We’re the hosts of the Hartford Funds Human Centric Investing podcast.

Julie [:

Every other week, we’re talking with inspiring thought leaders to hear their best ideas for how you can transform your relationships with your clients.

John [:

Let’s go.

Julie [:

Lacey. Thank you so much for joining us today on the Human Centric Investing podcast.

Lacy [:

Julie, thank you so much for having me. Really honored to be here.

Julie [:

Well, in honor of Women’s History Month, I think it is so timely to talk about growing tomorrow’s clients and really thinking about women in the next generation. And I would love to hear more about Willow and your thought process around how you started your company. Will you share that with us today?

Lacy [:

Julie. Definitely. So, Willow or Trust Willow dot com is an advisor, education, marketing and client acquisition platform that is focused on helping advisors to acquire and to grow trusted relationships with women and the next generation of clients. And really, we we were we originally created Willow now a few years ago. I am a former financial advisor, as is one of my co-founders. The other one actually was the head of data science for PayPal. We came together around this concept, which was a deeply personal one to me at the time. Given my my background not only as a female financial advisor, but actually as a woman who had started my adult life as the non-financial spouse I had never anticipated being, you know, being sort of in charge of my finances or ever having to be that never expected that I would be the not only the main breadwinner, but the sole provider, then became a divorced single mom. And I had my own kind of very difficult journey that so many women, millions of women across the country, experience when they are not prepared for for life changes that have massive financial implications. So therefore, you know, the concept with Willow was really kind of first looking at divorced women and, and widowed women. And my mother, who is also sort of a non financial spouse and I actually just I have dedicated this Women’s History Month to my mother who who just passed actually quite recently, who was a was a force of nature and this amazing woman. But she also was like, you have to do this because there what would I do if your father passed away? Like, what would I do? I would have no idea. I have no idea. Where would the names of any of these really nice financial people are like, how would I even have any know where to start? You know, and and I think that that is, that is the concept was Willow was on helping not only women really, but anyone really to to be able to stand tall against the, the changing winds and these terrible like hardships in life with strength, with flexibility and with grace, like a willow tree. So that is where we’re helping advisors to be that for their clients, right? And really to kind of financially empower all of those who historically have been underserved by the financial industry. But as we look forward, the the new face of wealth, right. And they really are controlling increasing amounts of money. They are the breadwinners of the majority, a whole of affluent homes in the country. And they are, you know, that they really need to have their needs met. And that requires like a new approach that advisors need help and be able being able to provide that, you know.

Julie [:

Well, first, I’m sorry to hear about the passing of your mother, but how special to be able to dedicate this month to her. So that’s, that’s very special. And and I think you’re so right. If you think about the empowering aspect and it sounds like this has been a very personal journey for you. Yeah. You know, you mentioned certifications and I would love to dig into that a little bit. Will you tell us a little bit about the certifications that Willow has created and maybe what you’re trying to teach financial advisors or what the different components are? And so share with our listeners today a little bit more about what aspects and components are comprising those certifications.

Lacy [:

Definitely, Julie. So Willow offers two certifications for financial advisors. One is certified advisor for women and one is certified advisor for Next Gen. And really we are doing this in partnership. We’re an approved C credit sponsor with the CFP board and with the Investments and Wealth Institute. And so as advisors go through our certifications, they can earn CE credits towards those designations. This is not a designation. It is really a certificate program which allows advisors. And I’ll get into the specifics that you asked exactly what what they’re learning through the program, but really enables us to train them and fine tune their skills of those who are already really, really good at, you know, sort of serving women are serving next gen clients, but also for us to vet them and us to certify that they are uniquely qualified and that they are trusted advisors to women or to Gen X, millennial and Gen Z investors who are looking for something different, or looking for integrated behavioral coaching, or looking for real kind of partnership and a personal connection with their advisor. So, you know what? What advisors gain. So there are many advisors out there who who really want to better serve women or want to better connect with the heirs and then the next generation, but they simply don’t know how to do it, know, or they’re trying to do it, but some things necessarily aren’t working. And so what we’re really the focus of the training and the curriculum is on helping them to do just that. It’s also, by the way, great for advisors who are seasoned and really good at it, but they just are kind of fine tuning and making sure to sharpen their skills and keeping them like, up with the latest and the greatest in the best knowledge. So through the certification, we we first we have three hours of on demand CE training really focused around first integrating coaching into your practice. We know that that 58% of all women and next gen this is through Fidelity’s latest research, you know advisor sorry excuse me 58 correction. That would be 85% of all these next generation investors are really looking for behavioral coaching, some form of behavioral coaching from their advisor, who helps to keep them accountable and keep them from making mistakes or for procrastinating or not taking really control and charge and ownership of their financial decisions and their finances in the way that they should to set themselves up for not only a successful life, but a successful kind of retirement and legacy. We also have curriculum. If it’s in the women’s program, it’s really how to properly connect with on a deep and personal level with women investors. And how do you properly market to them? How do you how do you kind of really kick off that relationship? But then how do you how do you support them through life transitions and events such as divorce, such as widowhood, such as things like fertility treatments or adoption or surrogacy, which are things that most advisors would never even think of. But these are really critical and important to women clients who are experiencing or going through those life events or life journeys or entrepreneurship on the next gen. You know, it’s a similar track, but we are here talking about Women’s History Month, so I want to focus on that so that giving them that those, those that understanding and those skills and also through this really helping communication is so key with these clients. It’s being able to connect with them on a personal level, being able to how do you how do you properly not only communicate with them through your your online bio and your presence in your social media, but then how are you really engaging them in, in a collaborative relationship that through all of your communications with them? So that’s a big focus also of what advisors are getting out of, you know, getting out of the certification program.

Julie [:

So it sounds as if this isn’t just a few letters after one’s last name on a business card. This is really an all encompassing program that teaches many skills, and that ultimately changes behavior and and how an advisor or financial professional interacts with. Clients at the end of the day. That’s very exciting. We think so, said Julia. Go ahead.

Lacy [:

So, no, I was just going to say it’s a yes. And it’s like, you know, we all know, obviously, that changes in the market require a new approach to investing. And what this is helping advisors is not only to gain the mindset around the fact that changes in demographics require a new approach to how we are, how we are engaging clients, but also then to be able to deliver on that new approach and that new, you know, way of communicating and really educating and empowering their clients.

Julie [:

That makes sense. When you think about some of these topics that you mentioned. How have you gathered that feedback to build that into your curriculum? Is it been through surveys? Has it been through, you know, speaking with advisors across the country? Has it been through just, you know, your and your team’s experience? I’m curious because those were really interesting examples that you don’t necessarily hear about every day in financial services. I would love to know a little bit more about how you pinpointed some of those kind of life’s key moments, if you will, that you mentioned a few moments ago.

Lacy [:

It’s a great question, Julie. And it’s it’s a combination of sources. First, obviously, the data tells us, you know, we could could quote her for funds or countless other, you know, reputable sources. Certainly through the Willow team, collectively, we all have decades of experience of working with women investors. Our day to day conversations with and work with advisors, thousands of advisors, thousands of women clients. You know, I was I was thinking through, you know, because one of the things that you hear out there about why women, you know, the two reasons, there are two things that women really are looking for from their advisors above all else. And this is I think, was was first articulated by cerulean Cerulean Associates a couple of years ago in a survey. But we see this all the time is that they’re really looking for trust in a personal relationship. And you often hear, I left him because he didn’t get me. I left my advisor because they just didn’t understand me. They just didn’t get me. And one anecdote from a recent conversation with a woman investor who we were then matching with an advisor, she was telling us, you know, I have this advisor and I’m really trying to connect, but but he just couldn’t understand how I had taken this job, and I had to spend all this money on a new wardrobe because I took this executive leadership position and I had to be able to represent. But it was sort of like, this is not the right way to be spending your money right now. And it was sort of on this, I think, something that you really understand and not saying that men can’t understand because a lot of men can understand, but this was really an example. She was like, I need somebody who can get that, who can really understand that and not like sort of judge me or, or but this is, this is actually a very justifiable use of my dollars in like sort of investment in my career. So that’s just a little anecdotal, anecdotal example. So certainly through, you know, third party data, through our own first, our firsthand research, through our decades of work with, with women investors and with advisors is really how we how we have put together the curriculum and how our coaches are, are really kind of bringing, helping advisors to really understand, where the pain points are to to have true self awareness and like, remove any blind spots and really to be able to integrate coaching and integrate sort of this personalized way of deeply connecting with clients.

Julie [:

I love that that makes so much sense. And, you know, it’s interesting. I think we see a lot of headlines and we hear a lot of statistics thrown around. But maybe in honor of Women’s History Month, maybe we’ll talk about it a little bit more directly that, you know, it seems like a lot of women aren’t happy with their advisor. Could you talk to us a little bit about that, and maybe what some of your observations are and how Willow has helped with that dynamic?

Lacy [:

No, definitely. I think that, you know, there’s there’s, there’s sort of now well known across the industry, not necessarily sort of sure on the latest sources, but this understanding that about 73% of women are dissatisfied with financial services and their relationship with their advisor, and that about 70 or 80 in some, in some sort, according to some sources, women will leave their advisor after the passing of their spouse or after divorce. And and then the main reason it’s really, you know, pointed to that it was trust or lack of a lack of trust or lack of a personal relationship. And, and we hear all the time that they just didn’t get me. They didn’t get me. I didn’t feel like I could really trust them. I didn’t feel like they really cared about me. It was like about my assets. It wasn’t about me or like, you know, so from so many female breadwinners or women who who are in a, you know, heterosexual marriage, but they walk in and they’re the one who has the money, who’s making the decisions, and they feel talked down to. They don’t feel like they’re they’re they’re even looked at or and included. And we say these things, you know, we say, well, all the time, some of these things may seem like common sense, but they’re just not common practice. And I worked with countless advisors who are so well intentioned and who are great advisors. And and they don’t they’re not aware of these things that they’re doing that are alienating, you know, and they’re not trying to do them, but they’re just not aware of them. And so part of this is like really kind of taking a deep look like look at your like think about your portfolio. Think about the relationships that you have. You know, do you have a real relationship? I mean, can you answer a couple questions? Can you do you know what’s important to her? Do you know, like what her goals are and not just her financial goals, but like, what are her life goals like, is she do you get her the same way you get him? You know, because because if you’ve got, you know, a woman, a relationship with, with a couple and there’s a good chance that he is going to pass away before she does. Like, if you can’t answer those questions today, you’re not going to be able to hold all of those assets. You know, you’re going to lose that relationship with her. And so these are the things that it’s important as you think about future proofing your business or succession planning, that you be able to answer those questions. And if you can’t answer them today, that’s okay. Like that’s that’s why they’re Willow exists, right. That’s why there are other kind of sources to help you to be able to do that. Right. And it’s that first self-awareness of like, I have to figure out how to do this better or do this differently and do this better. Is is already a step in the direction of success.

Julie [:

Have you found with the financial professionals that have engaged with you, that their minds have been very open to talking about this and sort of changing, maybe some of the habits that they formed through the years that maybe they didn’t even realize were bad habits in terms of maybe never making eye contact with the female on the relationship or not understanding her hobbies. Have you really found that there have been coachable moments, and that they’ve been able to change some of these, you know, processes or behaviors and really engage in more deep conversations and build really meaningful long term conversations with the females in their practice.

Lacy [:

Yeah. So I have been doing this for four and a half years, and there are more of those moments today than there were in the beginning. You know, I think in the beginning, certainly there was oh, this is so great that you’re doing this like, oh, that’s great. We have wonderful client relationships, you know, with all the women and, and and then I start to question everybody else’s.

Julie [:

Yeah. I totally.

Lacy [:

Totally and like, oh, that’s so nice. But I don’t really need this help. I mean, it’s not an issue for me, right? You know, there were certainly a lot of that we had a lot of people are like, oh, you know, this is so great for this is actually going to help a lot of men connect. But then why are all the women advisors signing up to work with me? Right. Because they were like, oh, we totally get this, right. So there’s this sort of early dates, but I will say that there have become many more. And over the years there have been those teachable moments. I still remember one of the top producers at a very large wire house that I will not mentioned, you know, by name, but but he, sort of took the call as a favor to an investor, you know, who was a significant client of his. And he was like, this is great. This is really great. This sounds great. We have such we have amazing relationships. And it’s like I printed out our top 50 client list. And he had a team of, you know, I think about ten men on the call by the way too. And he’s like, you know, I’m just going to go through here and like confirm. And he was like, yep, so and so and so and so and so. And then he was like, oh, well he’s like, you know I don’t know exactly what Lori does. I don’t know what I don’t. And he was like. It was like this humbling moment. It was like, maybe you’re on to something. It’s like, maybe you’re on to something because there’s anybody else though, like, no, you know, and and it was and it was so. There is I think that if you take that moment to just like really think long and hard like. Do you have that personally? Because if you’re not playing maybe with a lot of your practice around playing golf with your buddy. Right. And this is different, right? This is. And it doesn’t mean you’re going to get it at 100% like right off the bat. But now guess what? There’s so many proven frameworks and there’s there’s there’s like we can help you to make sure that you can build that relationship. But, you know, because a lot of times I know guys are come to me and they’re like, I’ve tried everything. She has no interest. She won’t meet with me like, this is. And I’m like, well, let’s just like, look at what you’re doing and and let’s think through. Maybe there’s a different way to approach it. And they’re like, fast forward. Wow. Like, yeah. Now, now I have figured out how to actually build a relationship. And she is talking, you know, to me. And we are building trust. So I think that that’s, that’s you know, that kind of being self-aware about it. And then now there’s so many resources to help you to do this.

Julie [:

Right.

Lacy [:

Yeah.

Julie [:

If for our listeners that are sitting here thinking, you know, I think I have pretty good relationships, but now Lacy is making me question that, are there a couple of exercises or questions that you would typically guide an advisor to maybe start reflecting on or asking themselves about some of the women or next generation clients in their practice? Just as a litmus test to begin to maybe assess the stickiness of those relationships or the depth of how well they know their clients just to begin to see, you know, do that on a scale of 1 to 10, do I know that I’m at a 2.5 or do that? Do I know? Yeah, 9.5.

Lacy [:

Know I think excellent question. I would start with the next generation. So the advisors who are successful, we have we work with some advisors who retain pretty much all I, the 90, 95 plus retention rate with the next generation. That is the opposite of what we find in the industry that I think about 80% of heirs leave their advisors pretty immediately after after receiving their inheritance. And those advisors, they’re building a relationship from day one. And in some cases, we know one advisor who has set up sort of a not a daycare per se, but like an area in his office for, for children. And he said, basically from day, I want as soon as the children are born, I want them to know that that I am supporting the family and they are our client. Right. So, so from early education elementary school kind of education through high school, through college, they are engaging, they are having conversations, they are supporting. And I know oftentimes sometimes the parents, you know, may may you know, you may need to communicate with them about that importance and kind of get them comfortable. Because sometimes parents don’t necessarily want you communicating with their children, but there’s really effective ways that you actually can do that. And then we find if you build that relationship, you know, with the with the next generation from a younger age, then then your likelihood of retaining them is incredibly, incredibly high. And what happens on the flip side is when you don’t reach out until they’re older or till, like, their parents passed, it’s too late. You know it’s too late. So so I think that to to your question about look through look at that list. Do you know the names of all the children? Do you know where they go to school? Do you know that they’re into like, are you are you inviting them into your office? Are you doing workshops for them? Are you are you engaging with them? Because if you’re not, you should be and you should be. You know, you should be figuring out how to do that now. And similarly, as I think I sort of touched on a little bit, but just to expand with women, it’s like similarly print out that list, take a look at it. It’s it’s not just the wives, but it’s what if they’re business partners? Is it a sister? Is it their daughter like you know, do you have because women are the double inheritors here, right? We we we hit them in the women’s category, but we also hit them and then, sorry, hit them is not the right term, but we we engage, you know, they they represent both both the women category but also that next generation. And so similarly like if you, you know, do a full do an assessment. And I think that most advisors majority the vast majority of the really honest that that that that’s probably less than half that you have, you know, a real like relationship with that. If you were to ask yourself the question, if he passed, would she stay with me? Right. If if they got divorced, would my practice? Maybe. Perhaps not me personally, but my firm, if it makes sense, be able to retain her. You know, and, and I think a lot more often than not, the answer is no. But so when you’re if you’re on that low end, then it’s time to start figuring out how to better engage and how to make sure you have those trusted relationships. Because we all know been in the business for a long time, it’s a lot easier to keep a client. You know, the best client to grow business with is the client that you already have. Right. And I think it’s just, you know, some of that data from McKinsey, you know, we can see and co this well transfer that we hear about that we know about like all the time but that you know that 59 trillion that’s passing down to women and airs in the next call it decade by 2030 30 trillion of it will be controlled by women just by women. And and so if advisors simply focus on retaining those women as clients, they’re going to see one third as high revenue growth. And those who kind of then focus on bringing in women who are younger, you know, women in that next gen category, they’re going to see four times faster revenue growth. So but a lot of it, starting with your own client list in your own their families, in their networks. So and we will talk also because of a lot of what we do that is help advisors to engage and bring in new clients online. Right. Because today that’s where so many clients are looking for their advisor and are are, you know, looking for trusted kind of vetting of advisors online. But but before we get to that piece, it’s just like, look at your own, look at your own book.

Julie [:

Well, that all makes perfect sense. And I can’t thank you enough for joining us here today to share those ideas and best practices on connecting with women and the. Next generation of clients, and especially in honor of Women’s History Month. But in order to connect a little bit better with you, we do something special here on the Human Centric Investing podcast called The Lightning Round to get to know you, Lacy, as the person a little bit better. So if you’re willing, I would love to ask you a few questions. So if you’re willing to dive in, should we kick things off here?

Lacy [:

Ready to go? Oh, yeah.

Julie [:

So my favorite one. On a scale of 1 to 10, how good of a driver are you?

Lacy [:

Oh, I’m a Massachusetts driver, so I don’t know. You could go 4 to 6 in there.

Julie [:

I don’t know anything about that as a Seattle girl.

Lacy [:

So I just put it this way. Or we’re we’re aggressive, but we get a dog. Oh.

Julie [:

That’s good to know. So, yeah, I learn something new every day.

Lacy [:

So depending. But sometimes, sometimes you if you put me on a ten, you know. But other times otherwise.

Julie [:

What’s your favorite holiday?

Lacy [:

Oh my goodness, what a wonderful question. I just love every holiday. For starters, I’m such a tradition. I am such a holiday person. So there’s the traditions of being with family. So that’s really tough. I don’t like, you know, the last couple of years it would be Christmas because I have now a ten year old son who still believes in Santa Claus. I think we’re I think we’re probably at the end of it, you know, but I, I will say, you know, so that was probably it’s just been so magical because, you know, especially with holidays, getting to relive them if you have children or, or nieces and nephews or just friends, and it’s the spirit, the magic, you know, of the holidays, it’s really is really wonderful. Yeah.

Julie [:

That’s amazing. What’s the best age?

Lacy [:

Every age.

Julie [:

Oh, that’s a good one.

Lacy [:

Yeah.

Julie [:

I had never had anybody answer that.

Lacy [:

Like, I haven’t met an age that that didn’t have a lot of upside to it. Let’s put it that way. I love it.

Julie [:

Okay. Dogs or cats?

Lacy [:

Dogs. Okay, big dog lover.

Julie [:

There we go.

Lacy [:

And there’s a story that we won’t share. But I guess I haven’t been so great with that. Oh, well. But cats are wonderful, I. Cats are wonderful. I love cats very much. Friends, cat. That’s very far.

Julie [:

I’m not an animal person. I don’t know if they have hooves or paws or what. So anyway, you know.

Lacy [:

Anecdotally, like one of the biggest things that we match advisors with clients on is actually dogs. Like dog lovers. Like, we’re we’re kind of this, you know, we seem to like to stick together. Yeah, well.

Julie [:

That makes sense. I mean, people do love dogs.

Lacy [:

I just yeah, they do.

Julie [:

I’m a germaphobe, so there’s just it’s just too much stuff going on for me. So.

Lacy [:

Yeah, I got it.

Julie [:

What’s the ideal outside temperature?

Lacy [:

Ooh, I like it when it’s, you know, when it’s more. I like it when it’s warmer. Then I’m a big skier, a big skier, but I definitely like it when it’s warmer. And, you know, it would be either a hot, sunny day when you’re out on the ocean or kind of on the beach. Although this morning we were, you know, we’re Massachusetts, I’m based in Boston. And the spring we had sort of got up there a little bit at this time of year, and it was really quite lovely to be a little bit outside without a jacket on, you know, and have the warmth, definitely warmth in the temperature.

Julie [:

I’d say when you’re in form, in your bones. I love.

Lacy [:

It. Exactly. And it’s warm in your bones I love that, I love that.

Julie [:

Are you a fan of a paper to do list or a digital one?

Lacy [:

Oh, I just love to do lists and I have them all. I got the one in my hand constantly because my brain never shuts up whatsoever. And then that’s probably my that’s probably my favorite to do list. And I write it down and I text it to myself that I’ve got it alerting. But probably my favorite one is actually none of the above. It’s probably all the racing thoughts in my head.

Julie [:

I know that you can’t turn off and then it’s like, yeah, exactly.

Lacy [:

A never it never fails me.

Julie [:

It’s a problem, isn’t it? Would you rather binge watch a TV show or watch a movie?

Lacy [:

Binge watch a series of really good series because it’s like the movie that keeps going, you know.

Julie [:

The next time the episode just auto plays. Yeah. Isn’t that. Yeah.

Lacy [:

Yes.

Julie [:

Yeah.

Lacy [:

Exactly.

Julie [:

The joys of modern technology, I know. Do you prefer a beach house or a lake house?

Lacy [:

Beach? I’m a I’m an ocean girl. That’s an easy one.

Julie [:

Do you prefer to shop online or go to a store?

Lacy [:

You know, it’s online these days. It’s online. But. But there is something lovely about going to the store every once in a while. But I just don’t have much time.

Julie [:

And it’s. It’s hard time. It’s hard to find the time. Would you rather travel to the past or to the future?

Lacy [:

Ooh. Great question. I think I just really want to be. Yeah. I think if I had a choice, I’d try to be more present in the present.

Julie [:

Wow! Also a great answer. I love that.

Julie [:

When you were a kid, what did you want to be when you grew up?

Lacy [:

I wanted to be a fashion designer. Oh, actually, I wanted to be a fashion designer. That I was a skier as a competitive freestyle skier. So there was a little bit of wanting to be a professional athlete, but I. But yes. And then I wanted to be a teacher and I started my career as a teacher. Never in any way, shape or form knew that I would end up in financial services or have the amount of joy and the wonderful career that I’ve had. But yeah.

Julie [:

That is great. And finally, are you spontaneous or are you a planner?

Lacy [:

Oh, you know what? I am both. I am a big planner. I never stop planning. And then at the same time, I’m incredibly spontaneous, so.

Julie [:

Oh, that’s interesting to be.

Lacy [:

Yeah, I love that. No, I’m definitely both. I’m definitely both. So I guess it makes for it. Makes for not a dull moment.

Julie [:

See, that must be exciting or chaotic. Okay. Well, Lacey, again, thank you so much for joining us today on the Human Centric Investing podcast and for our listeners to learn more about Willow and their mission of helping advisors to better serve women and the next generation investors, please visit trust. Welcome, Lacey. Thank you again for your time today.

Lacy [:

Julie, thank you so much for having me on. It’s really been a pleasure to connect with you.

Julie [:

Thanks for listening to the Hartford Buttons Human Centric Investing podcast. If you’d like to tune in for more episodes, don’t forget to subscribe wherever you get your podcasts and follow us on LinkedIn, Twitter, or YouTube.

John [:

And if you’d like to be a guest and share your best ideas for transforming client relationships, email us a guest booking at Hartford funds.com. We’d love to hear from you.

Julie [:

Talk to you soon.

John [:

The views and opinions expressed herein are those of the guest who is not affiliated with Hartford.

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118. How Women and Next Generation Clients Are Influencing Advisory Relationships
00:33:25
117. How to Strengthen Client Bonds With Emotional Intelligence
00:28:07
116. How Financial Professionals Can Increase Productivity Through an Effective Nighttime Routine
00:29:13
115. Get Ready for the Wildest Election Ever
00:37:12
114. How Forecasting Errors Can Wreck Your Clients’ Retirement
00:28:36
113. How to Empower Clients to Invest in Healthy Longevity
00:25:52
112. A Look Back at 2023
00:39:48
111. How to Identify Your Clients' Money Style
00:24:27
110. Special Episode: Live From Our Home Office with Hartford Funds President, Jim Davey
00:41:03
bonus Special Edition: Fed Meeting Reaction and Outlook
00:13:25
109. How the First 100 Days Impacts Your Clients Relationships
00:29:32
108. Fixed Income: Wasn't This Year Supposed To Be Better?
00:35:30
107. How to Know if Your Clients are Living in the Right Place at the Right Time
00:28:36
106. How to Build an Onboarding Process That Creates Lifelong Clients
00:29:19
105. The Past, Present, and Future of ETFs
00:32:56
104. How to Create CPA Partnerships to Build Your Practice
00:34:07
103. How to Discuss Brain Health With Your Aging Clients
00:49:08
102. How to Create a Leadership Culture That Drives Results
00:38:22
101. How to Implement Behavioral Finance Into Your Practice
00:26:26
100. How a Bucketing Approach May Lessen Client Anxiety
00:28:38
bonus Special Edition: The Fed Hits Pause: What Comes Next?
00:17:01
99. How to Create Frictionless Advice That Your Clients Will Implement
00:25:19
98. How to Think Outside the 4% Rule
00:25:54
97. How Prioritizing Your Mental Wellbeing Can Impact Your Business
00:34:10
96. How to Help Clients Envision Their Friendship Network in Retirement
00:26:52
95. A Test for the Global Economy
00:48:54
94. How to Build Client Trust with the Human Side of Advice
00:27:34
93. How the Financial Services Industry Can Attract the Next Generation of Talent
00:39:16
92. How to Speak 401(k) With Your Clients
00:25:37
91. Divided Government: What Comes Next?
00:42:05
90. How Client Relationships Influence Your Sense of Success
00:25:57
89. How to Incorporate 401(k) Planning Into Your Current Book of Business
00:24:36
88. How Financial Professionals Can Find New Wealth in Family Owned Businesses
00:24:27
87. A Look Back at 2022
00:32:21
86. How Client Workshops Can Transform Your Longevity Planning Business
00:24:49
85. How the Family Unit is Redefining Your Client Relationships
00:23:48
84. Reflections on a Wild Year for Fixed Income
00:47:39
83. How to Implement Longevity Planning Into Your Practice
00:26:14
82. Handicapping the Contentious Midterm Elections
00:46:58
81. How to Incorporate Health Planning into Your Practice
00:24:54
80. How to Uncover Your Clients' Needs through Storytelling
00:23:06
79. How to Plan for Health Costs by Aligning Client Needs with Coverage
00:23:43
78. How to Sharpen Your Storytelling Skills to Benefit Your Business
00:22:42
77. Playing Chess Against Central Banks
00:34:58
76. Dividends Are (Finally) Getting Some Love
00:34:06
75. How to Use Facebook for Prospecting
00:26:02
74. How to Create Accountability to Reach Your Business Goals
00:22:17
73. How to Navigate Difficult Conversations with Clients
00:23:01
72. How to Help Clients Age with Dignity
00:21:57
71. How Will the Headlines of Today Shape Financial Professional Businesses of Tomorrow
00:45:51
70. How to Rebuild Team Bonds and Culture in the Workplace
00:23:30
69. How to Make Financial Planning a Family Affair
00:24:19
68. How Strategic Short Cuts Can Make Your Business and Life Easier
00:26:51
67. Inflation Is Here to Stay! Here’s How to Prepare For It
00:35:08
66. Survey Results: Does Gender and Age Impact the Way Investors Want Financial Advice
00:24:40
65. Must-Do’s for Your Facebook Business Strategy
00:23:37
64. How to Make Entry Into Retirement Easier
00:18:36
63. How To Help Clients Who Feel Retirement Is Out of Reach
00:25:03
62. The Number That Will Transform Retirement for Your Clients
00:19:36
61. 2022 Market Outlook
00:45:16
60. Retirement Wisdom From Plato (and Others)
00:22:32
59. How to Create a High Performance Team
00:42:19
58. Social Security: What's My Spouse (or Former Spouse) Entitled to?
00:22:33
57. How to overcome communication obstacles by using inclusive language
00:21:54
56. Social Security, Work...or Both?
00:24:30
55. Dr. Joseph Coughlin—Building Your Longevity Network (Part 2)
00:26:21
54. Dr. Joseph Coughlin—Building Your Longevity Network (Part 1)
00:20:44
53. The Adaptation Factor: Why It Can Cause Your Team To Win Or Lose (Part 2)
00:14:49
52. Dr. Kevin Elko—The Adaptation Factor: Why It Can Cause Your Team To Win Or Lose (Part 1)
00:15:24
51. How To Turn Up The Turnout On Virtual Events
00:25:55
50. Why Financial Professionals Should Drop The 2020 Mindset
00:23:06
49. Social-Security Storytellers
00:24:29
48. Why Many Teams Struggle, Part 2
00:27:52
47. The Little-Known Power Of Money Scripts
00:26:11
46. Helping Clients Discover Their Money Story
00:23:49
35. How To Win The Game Before It's Even Played, Part 2
00:26:42
34. How To Win The Game Before It's Even Played, Part 1
00:24:54
33. Back from the Future, Part 3 The Siren Syndrome
00:32:56
32. Back from the Future, Part 2 Time Travel
00:31:19
31. Back from the Future, Part 1
00:25:23
28. Communicating To Connect, Part 2
00:36:04
27. Communicating To Connect, Part 1
00:37:52