In this month's OneCast, John Capuano joins Mike Schaffman for a conversation on what it takes to increase wallet share and close more clients in today's commoditized financial landscape. They explore why the most effective advisors are students of their environment, actively listening to clients, interpreting the market, and adapting their approach.
In this episode, you'll unlock:
- How to break through the competitive noise in a commoditized industry
- Why a lack of awareness and adaptation holds most advisors back
- Three ways to challenge yourself to become a better listener and learner
- How the right questions reveal what clients really want
Chapters:
00:08 Introduction to Monthly OneCast
00:59 Understanding the Noise in the Financial World
01:42 Challenges of Information Overload
02:27 Connecting with clients Amidst the Noise
04:15 Problem Solving as a Key to Business Growth
05:06 Breaking Through the Noise
06:03 The Role of Awareness in Success
08:36 Understanding Client Priorities
09:48 Navigating a Commoditized Industry
13:56 The Conversion Process Begins
14:37 Strategic Questioning for Better Engagement
19:47 The Importance of Establishing Trust and Connection
21:14 Adapting to New SEO Strategies in Financial Advertising
23:21 Building Trust and Authority
24:22 Key Takeaways for Effective Engagement
25:49 The Future of Financial Advertising in an AI-Driven World
27:00 Conclusion and Next Steps for Growth
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