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Top Advisor Podcast: Daily Summaries Delivered
by Bill Cates
Welcome to the Top Advisor Podcast, brought to you by ProudMouth’s Influence Accelerator Academy, with your host, Bill Cates, CSP, CPAE. Bill interviews the financial service industry’s top performers to learn their secrets to sustained success. These short interviews will get right to the heart of what each top advisor is doing to acquire more right-fit clients. You’ll be reminded, renewed, and inspired to take powerful action. You’ll impact more lives and increase your income at the same time.
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- 1 weeks ago38 min
Ep. 116 – 33 Years and $1.5 Billion AUM – What still keeps this advisor up at night? with Albert Fox, CFP, CIMA
What does it take to build a financial practice that grows to $1.5 billion in assets under management? In this episode, Bill Cates talks with Albert Fox, co-managing partner of Fox, Penberthy, and Dean, about the systems, mindset, and mission behind that growth. Albert Fox explains how his team helps clients navigate major life transitions, turning complicated financial puzzles into clear, workable plans. Bill Cates loves the way Al comes up with one pithy and thought-provoking line after another. Here are a few highlights… “Lives are messy to begin with, and families are messy, and people are messy, and their finances don’t have to be.” “We take that responsibility incredibly seriously and we view ourselves as critical infrastructure in families’ lives for them to execute their best lives.” “When someone says, “This is important to me, well, then it becomes important to us.” “We have a healthy paranoia about Artificial Intelligence.” “When it comes to AI, laziness is going to get massively punished and deep thinking is going to become enhanced.” “Human empathy is never replaceable with Artificial Intelligence.” “Words are empty, actions are everything. And when actions are repeated, they telegraph intentions.” “Our job is to show up for every one of the workouts so that the client can lift the trophy. It’s their trophy, we make sure they win it.” If you’re looking for a great perspective on the financial advisory business and a fun – even entertaining conversation – this episode is for you! Episode Sponsors: FiduLink.ai The Cates Academy for Relationship Marketing Connect with Albert Fox, CFP, CIMA Website: https://advisor.morganstanley.com/fox-penberthy-dehn LinkedIn: https://www.linkedin.com/in/albert-a-fox-cfp%C2%AE-cima%C2%AE-581672a/ Email: Albert.Fox@morganstanley.com Resources: RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy ABOUT ALBERT FOX, CFP®, CIMA Albert Fox is a co-managing partner of Fox, Penberthy & Dehn – a three-partner practice supported by a team of 13 specialists in financial planning, investment research, client service, marketing, and branding. His firm manages over $1.5 Billion in client assets. Albert believes lasting impact begins with strong infrastructure and that fulfilling careers are built through broad, hands-on experience. By encouraging team members to explore multiple roles, Albert helps create well-rounded professionals with long-term paths for growth. In college and high school, Albert competed as a powerlifter and was named an All-American and two-time Junior National Champion. He continues to enjoy sports as an active golfer, cyclist, and Phillies fan, with other passions including food, wine, travel, and theater.
- Sep 30, 202640 min
Ep. 115 – The Three Discovery Questions Every Advisor Should Ask with Jeff Thorsteinson
What if the problem you’re trying to solve isn’t the real problem at all? How might that damage rather than help your business? Jeff Thorsteinson argues that advisors often look for better answers when they should be asking better questions. A growth challenge may actually be a capacity problem. A referral problem may point to weak positioning. A full calendar may signal over-reliance on the advisor. In this episode of Top Advisor Podcast, Bill and Jeff explore why questions are “the operating system of leadership.” The questions advisors ask shape their strategy, hiring decisions, client conversations, and plans for growth. They discuss Jeff’s “stop, flip, expand” framework, a four-part test for deciding what belongs on an advisor’s plate, and three questions that can transform a discovery meeting. As Jeff puts it, “The next breakthrough in your business may not require a better answer. It just simply requires a better question.” 3 Key Takeaways: Reframe the problem before solving it. An advisor who says, “I can’t grow the business,” may actually have a capacity problem. If the team is overwhelmed and every decision depends on the advisor, more clients will create more chaos. Move from pursuit to attraction. Instead of asking, “How do I get more affluent clients?” ask, “What would make affluent clients chase me for a meeting?” That shift changes positioning, niche marketing, authority, thought leadership, and client experience. Use “stop, flip, expand.” Stop and identify the real problem. Flip the question into a more useful form. Then expand it to uncover the larger issue underneath. “How do I get more referrals?” might become, “What kind of business will naturally attract clients?” Episode Sponsors: FiduLink.ai The Cates Academy for Relationship Marketing Connect with Jeff Thorsteinson Website: https://www.advisorpracticemanagement.com/about-us LinkedIn: https://www.linkedin.com/in/jeffthorsteinson/ Email: jeffthorsteinson@hotmail.com Resources: RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Jeff Thorsteinson Jeff is the co-partner in the firm Advisor Practice Management. Jeff has spent more than thirty years helping financial advisors build stronger, more profitable businesses. He’s co-founded several advisor-focused companies, including The Newsletter Factory, YouFoundation, Agora Wealth, and Agora Dealer Services, and has worked on thousands of marketing and practice management projects with advisors across North America.
- Sep 9, 202642 min
Ep. 114 – From Practice to Enterprise: A Journey to $20 Billion with Andy Schwartz
We’re diving deep into what it really takes to build an advisory firm that not only grows but truly scales, without sacrificing client experience or firm culture. Our guest is Andy Schwartz, CEO and managing partner of OnePoint BFG Wealth Partners, a national RIA managing over $19 billion in client assets. With more than four decades of experience, Andy shares the inside story of how he and his twin brother Scott evolved a two-person practice into a thriving enterprise with hundreds of employees and advisors across the country. Some of the topics covered in this: The difference between scale and growth Andy’s transition to an independent RIA The importance of creating capacity and leveraging expertise How technology and a culture of gratitude are changing the client experience Early adoption of planning a CFP (before more advisors) The evolution from practice to enterprise Building infrastructure to support multiple advisors Healthy paranoia, humility, and continuous improvement Regular client surveys and feedback loop Local recognition versus the need for a national brand Predictions for the future of financial advisory services If you want actionable insights on scaling your firm while staying true to your values, this is one conversation you won’t want to miss! Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action! Episode Sponsors: FiduLink.ai The Cates Academy for Relationship Marketing Connect with Andy Schwartz, CFP: Website: www.OnePointBFG.com Email: andy.schwartz@onepointbfg.com LinkedIn: https://www.linkedin.com/in/andyschwartz-onepointbfg/ https://www.linkedin.com/company/onepoint-bfg-wealth-partners/ Resources: RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Andy Schwartz: Andy Schwartz, CFP® is the Co-Founder, CEO and Managing Partner of OnePoint BFG Wealth Partners, Joe Doran, Rise Growth Partners, a national wealth management firm overseeing approximately $16 billion in assets. With more than 40 years in the profession, Andy has built an unusual career as both an advisor and an entrepreneur—helping grow a significant personal practice while building and leading a large, growth-oriented advisory firm. Andy has been recognized by Barron’s and Forbes among the nation’s leading financial advisors and has become a respected voice on advisor growth, leadership, client experience and building an enduring wealth management business. At the heart of his philosophy is a simple idea: great advisory firms put the client first—and build everything else around that commitment.
- Aug 12, 202643 min
Ep. 113 – 3 Must-Have Reputation Strategies for Client Acquisition with Brian Thorp
The way people choose a financial advisor has changed. Bill Cates talks with Brian Thorp, founder of Wealthtender, about why online reviews and internet presence and credibility now play an important role in the decision to meet with you and, hopefully, work with you. They discuss what advisors can do to make sure their digital credibility supports the trust they have built offline. Brian shares findings from a study of 500 mass-affluent Americans. One result stands out: 83 percent of people who receive an offline referral to an advisor go online to look for reviews. A trusted introduction still carries weight, but prospects want to see that trust backed up by other forms of social proof. Here are 3 key takeaways: A Referral Often Starts the Research: Prospects are checking websites, LinkedIn profiles, reviews, and even asking AI to compare advisors before they make contact. Reviews Work Like Digital Referrals: A strong review keeps building credibility long after it is written. It can also help Google and AI tools understand who you serve and why clients value working with you. Clients Talk About How You Make Them Feel: Most reviews are not (and should not be) about investment performance. Clients write about confidence, peace of mind, and the difference their advisor made during an important moment in their lives. Listen to this conversation for a practical look at online reviews, compliance concerns, search visibility, and how to make sure the trust you have built offline also shows up online. Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action! Sponsor: EPISODE SPONSORS: Nexruto www.Nexruto.comThe Cates Academy for Relationship Marketing www.TheCatesAcademy.com Connect with Brian Thorp: Websites: https://wealthtender.com/grow https://wealthtender.com/love LinkedIn: https://www.linkedin.com/in/briancthorp/ YouTube: https://www.youtube.com/watch?v=9MdoXba7U0k Email: brian@wealthtender.com Resources: RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Brian Thorp Brian Thorp is the founder, CEO, and Editor-in-Chief of Wealthtender. He believes everyone deserves trusted help with money matters, regardless of income or stage of life. Brian is a member of the National Society of Compliance Professionals and its SEC Marketing Rule Working Group. He has written extensively about advisor testimonials, including an article published in Currents and a testimonial marketing playbook for advisors and wealth management firms. Under Brian’s leadership, Wealthtender became the first financial advisor review platform designed to comply with the SEC Marketing Rule. His work has been featured in major publications and on numerous podcasts, and WealthManagement.com named him one of its top 10 innovators and influencers set to change the industry in 2024. Before founding Wealthtender, Brian spent nearly 22 years at Invesco, most recently leading financial advisor platforms and overseeing strategic partnerships with wealth management firms representing more than $100 billion in assets under management. W
- Jul 23, 202646 min
Ep. 112 – Referrals Aren’t Dead But Are They Enough? A Marketing Conversation with Molly McClure
In this episode of the Top Advisor Podcast, Bill Cates sits down with Molly McClure, Executive Director of Marketing at OnePoint BFG Wealth Partners, to look at how prospects choose a financial advisor today. A trusted introduction may put an advisor at the top of the list, but prospects still do their homework. They check your website. They look at your LinkedIn profile. They search Google, and increasingly, they ask AI. Yup! For better or worse, AI is playing a huge role in this dynamic now. Molly shares what advisors can do to strengthen that next step and make sure their marketing supports the tried and true referral process. Here are 3 Key Takeaways: The Referral Gets You Considered: A warm introduction opens the door. Your online presence helps the prospect decide whether to walk through it. The referral comes with borrowed trust. Your online presence can increase that – if done properly. Your Message Has to Be Specific: Does your website clearly show who you help, what makes you different, and why the prospect should call you? Do your new prospects “see themselves” in how you talk about your value? Client Surveys Can Start Better Conversations: Client survey results can lead you to clients who are willing to refer but maybe haven’t done so… yet. This creates a natural opportunity to follow up and help them recognize who may be a good fit. Listen in for a smart, practical conversation about blending referrals and marketing, with advice on creating useful content, improving search visibility, simplifying website forms, and making sure your links and follow-up systems work, so you can become the first call clients make when life gets complex. Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action! Episode Sponsors: Nexruto The Cates Academy for Relationship Marketing Connect with Molly McClure: Website: https://themollymcclure.com/ | https://www.onepointbfg.com/ LinkedIn: https://www.linkedin.com/in/mollysmcclure/ Email: molly@themollymcclure.com Resources: RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Our Guest Molly McClure is the Executive Director of Marketing at OnePoint BFG Wealth Partners, where she leads the firm’s marketing strategy and brand growth. With nearly 20 years of experience in technology, financial services, and fintech, Molly is known for making complex ideas clear and building marketing programs that deliver real results. Before joining OnePoint BFG, she led U.S. marketing for a fintech division of Invesco and helped drive significant growth in both revenue and brand awareness. Molly was also named the 2025 Gold Stevie Award winner for Marketing Executive of the Year. A Michigan native, she credits her early years working on her grandparents’ cherry farm with shaping her hands-on approach to leadership.
- Jun 24, 202645 min
#111 – The Ideal Week for Financial Advisors with Brian Margolis
Are you running your week, or is your week running you? Brian Margolis, founder of Productivity Giant explains why most advisors spend too much time reacting to emails, distractions, and day-to-day chaos, and how you can reverse that trend. Key Takeaways: Pillar System: Identify 5-7 weekly “pillars” – the most high-leverage activities that, done consistently, drive your long-term results. Success lies in consistency, even if the payoff isn’t immediately obvious. Pro Time (Protected, Proactive Time): Schedule focused, undisturbed blocks in your calendar – ideally in the morning – to work on your business, not just in it. Mold & Batch: Treat your Pro Time as your most important client. Mold your calendar around it, and batch similar tasks together to avoid the productivity-killing cost of context switching. Plan Your Day: Don’t start your morning until it’s finished on paper. Brian Margolis shares his “four column” legal pad system to organize priority projects, tasks, and even personal to-dos. Quick Implementation Tips Set Recurring Pro Time: Make it a standing appointment with yourself on your calendar – before meetings or client work fills the space. Try a Reverse Timer: When tackling email, set a 10–15-minute timer to process as much as you can, saving longer items for later. Batch for Focus: Group similar tasks. For example, process prospecting emails together, handle admin tasks in one block, and reserve creative work for your freshest hours. This episode is packed with actionable strategies to help you work smarter, protect your pro time, and achieve the results you want. Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action! Sponsor: EPISODE SPONSORS: Nexruto www.Nexruto.comThe Cates Academy for Relationship Marketing www.TheCatesAcademy.com Connect with Brian Margolis: Website: www.ProductivityGiant.com LinkedIn: https://www.linkedin.com/in/margolisbrian/ Book: The Index Card Business Plan Email: brian@productivitygiant.com Resources: RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Brian Margolis Brian Margolis is a former environmental scientist who turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book The Index Card Business Plan for Sales Pros and Entrepreneurs. Brian’s Pillar System helps sales pros and entrepreneurs create a strategy so simple, it fits on an index card…but so powerful it’s helped create 7-figure earners and has been licensed by some of the largest companies in the world to train their teams. Brian has been a partner or consultant in multiple ventures ranging from startups to nationa
- Jun 10, 202650 min
#110 – Cultivating Community and Challenging Retirement Myths with Derek Coburn
Thrilled to have interviewed Derek Coburn on the latest episode of the Top Advisor Podcast! Derek built and sold a thriving financial practice, created the renowned networking community Cadre, and is a bestselling author challenging the conventional views on retirement. Whether you’re a financial advisor or a growth-minded professional, his journey and perspectives are a must-listen. Here are 3 key takeaways for you: Curated Networking Beats Cold Outreach: Derek found greater success – and deeper relationships – by moving away from mass networking events and instead hosting highly curated, small-group gatherings that create meaningful connections.Tired of large, impersonal networking events? Derek shares how hosting smaller, curated roundtable lunches led to deeper connections and eventually grew into Cadre, a thriving community for entrepreneurs and business leaders Redefining Retirement: Question the traditional model of retirement. The story of Derek’s Dad and his book Let’s Retire Retirement shows that maintaining purpose beyond 65 can not only improve well-being but also offer financial flexibility.Derek challenges traditional thinking about retirement, asking: Should we be steering clients toward a destination they may not truly want? It’s About Being Present, Not Just Planning:True wealth is about maximizing meaningful moments with family and friends throughout life—not deferring them until “someday.” Don’t underestimate the value of $50,000 moments.Check out this episode for practical ideas on building your network, challenging outdated industry advice, and living life more fully now and later! Episode Sponsors: Nexruto The Cates Academy for Relationship Marketing . Connect with Derek Coburn: www.DerekCoburn.com https://www.cadredc.com/ linkedin.com/in/derekcoburn Book: Let’s Retire Retirement Resources: RapidFire Referrals Get a copy of “The Langu
- May 20, 202651 min
#109 – How Financial Advisors Win & Keep Business Owner Assets with Scott Bushkie
Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business. That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors. If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode: Start the Conversation Early: Don’t wait for your clients approach you for a conversation about selling their business. Proactively discuss their exit plans and the value of their business before someone else does. Build a Trusted Team: Business owners expect their advisor to have a team of experts (including tax, M&A, and legal professionals) ready to help maximize their value and minimize taxes during this critical transition. Never Accept the First Offer: The study revealed that business owners almost always net a significantly higher sale price (sometimes 60–100% more) when they run a competitive sale process rather than accepting unsolicited offers. Case in Point: The Danger of Waiting Hear what happens when a trusted advisor “waits for the call” after a client sells – only to lose out on tens of millions in new assets because they weren’t proactive. Or discover how partnering with experts and running a competitive sale process turned an initial $31M offer into a $51M payday for both the business owner and their advisor. Advisors: This is an immediate opportunity to be the hero your business owner clients need or risk losing them at the most pivotal moment of their financial lives. Episode Sponsor: Connect with Scott Bushkie – Cornerstone Business Services: Cornerstone Website Financial Advisor AUM Study FINISH STRONG: Book & Workbook Scott’s LinkedIn Profile Cornerstone YouTube Video Resources: RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy <str
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About Top Advisor Podcast
Welcome to the Top Advisor Podcast, brought to you by ProudMouth’s Influence Accelerator Academy, with your host, Bill Cates, CSP, CPAE. Bill interviews the financial service industry’s top performers to learn their secrets to sustained success. These short interviews will get right to the heart of what each top advisor is doing to acquire more right-fit clients. You’ll be reminded, renewed, and inspired to take powerful action. You’ll impact more lives and increase your income at the same time.
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