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Between Now and Success

We interview top financial advisors and visionary voices to bring you the strategies, tips, and tools you need to make a difference in people's lives. So rope up and get "On Belay" as we climb the summit to success with your host and Chief Belayer, Steve Sanduski.
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Now displaying: February, 2020
Feb 24, 2020

Where does the drive come from for top achievers who keep knocking it out of the park long past the point that many of us would have kicked up our feet and called it a career?

That question has fascinated me for decades and today's podcast guest, Laila Pence, CFP®, shared with me one of the most compelling stories I've ever heard about overcoming early life challenges to become one of the country's most successful and respected financial advisors.

As we talked at the Barron’s Teams Summit in Las Vegas, Laila also explained how her approach to overcoming some incredible personal hardships informed how she built her billion-dollar advisory firm with an intense focus on creating true, lasting relationships with her clients.

Laila Pence is the President of Pence Wealth Management, one of the nation’s leading private wealth management firms with over $1.0 billion in AUM. She’s currently ranked in the top 1% of female financial advisors nationwide and, in 2019, she was named among the top 6 female financial advisors in the country by Forbes, and the #38 top independent financial advisor nationally by Barron’s Magazine. Forbes also ranked Laila #1 on their Best-in-State Wealth Advisors List for Southern California in 2019.

Feb 10, 2020

In a Nutshell: All financial advisors deliver services and advice. The ones who are growing their businesses find creative ways to stand out in an increasingly crowded marketplace and attract a niche of clients they can offer the most value to.

Guest: Steve Wershing. Steve is the President of The Client Driven Practice and the author of Stop Asking for Referrals. He's also the cohost of a great podcast called Becoming Referable.

My Key Takeaway: To differentiate both your firm and your prospective client base:

1. Discover, design, develop, and declare your niche.

2. Craft a unique client experience that will cater to your ideal client.

3. Remember: a niche is a need that sets your clients apart, and a need that you are able to service in a unique way.

Also Learn:

1. Why separating "target" from "niche" is essential to transforming your business.

2. How simple tweaks to things like your meeting calendar can have a big impact on your niche client experience and drive up your value to clients.

3. What kinds of dialogues you can have with clients that will lead to referrals ... without you having to ask for them.

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