Seth Streeter is the CEO and founder of Mission Wealth, a leading wealth management company with more than $2.5 billion in assets under management. Seth was an early proponent of our industry's shift into Life-Centered Planning, and I could listen to him talk all day about how advisors can help folks redefine what wealth and happiness really mean.

Recently I heard an episode of the Wellness Revolutionaries podcast in which Mindbody co-founder Blake Beltram talked with Seth about this concept of redefining wealth. Their discussion was so insightful that I reached out to Blake, and he's been kind enough to let me share this episode here.

Some of the topics Blake and Seth cover include:

• Why Seth believes money counts for only 10% of a person's wealth.
• Seth's 10 Dimensions of Wealth and 7 Dimensions of Wellness.
• How the values of a new generation of workers are reshaping the classic American Dream.
• How to help retirees develop a "Life 3.0 Vision" based around the freedom to pursue passions, strengthen relationships, and build their legacies.
• Preparing your business for the paradigm shift Seth sees in how our culture views money and defines wealth.

Thank you Blake and Seth for letting me post this episode.

In a Nutshell: Hard work, a deep love for his clients, and a niche working with retirees of a particular company led this advisor to the pinnacle of the profession.

Guest: Barron’s Hall of Famer Scott Tiras, President of Tiras Wealth Management, which is a private wealth advisory practice of Ameriprise Financial Services. Scott has more than 30 years of experience as an advisor. Currently he manages around 700 family relationships and more than $1.5 billion in assets.

My Key Takeaway: To create an experience that makes clients feel like they’re your only client:

1. Identify your “bread and butter client,” meaning the people to whom you can bring the most value over time.
2. Focus your pitch and your value proposition on what Scott calls “the soft side of retirement” — the things clients and prospects will be retiring to, not just their raw numbers.
3. Challenge yourself and your team to excel. Scott channels his competitive energy into running a world-class business. You need to find a similar motivation and drive to deliver “hall of fame” service and keep growing.

Also Learn:

1. How Scott targets a local company niche with on-site workshops that demonstrate his expertise and lay the foundations for strong relationships.

2. How Scott leverages his team of 16 to support him and personalize the relationship building touches that keep his clients connected to the business.

3. What Scott does to build his brand and play an active role in his community so that he has a noticeable, positive presence.

In a Nutshell: A "wow" customer service experience meets clients needs, engages customers on terms that gel with their lifestyle, and creates genuine human connection. Hitting those check marks is what separates Ritz-Carlton, Starbucks, Zappos, and the best financial advisory firms from the rest of the pack.

Guest: Joseph Michelli, a bestselling author, an international speaker, an organizational consultant, and one of the world's leading authorities on how to develop joyful and productive workplaces with a focus on the customer experience.

My Key Takeaway: To give your clients a "Ritz-Carlton" advisory experience they'll be sure to tell their friends about:

1. Don't strive for excellent customer service. Seek perfection. The companies that try to deliver better service tomorrow than they did today are the ones that build the priceless brand loyalty that sets them apart from their competition.

2. Focus your client experience around addressing "peaks and pains." Find small ways to celebrate big wins with clients that your planning helped them achieve. Use your financial expertise and your human empathy to mitigate painful moments -- like, say, a sudden market downturn after a global virus outbreak.

3. Make the most out of every face-to-face interaction you have with a client. Your most effective marketing doesn't happen in Facebook ads or on a billboard. It happens when a client is in your office getting five-star treatment from the moment they walk in the door. You won't have to ask your clients for referrals -- you'll be earning them.

Also Learn:

1. Why you wouldn't take a first date to McDonald's and what that says about good service vs. great hospitality.

2. How to integrate your tech stack with your advisory team to create elevated customer experiences on a consistent basis.

3. What Joseph Michelli learned about world-class customer service and team leadership from Howard Schultz, Airbnb, and Mercedes-Benz.

On this special bonus podcast episode, I'm doing something I've never done before: republishing someone else's podcast. I think you're really going to enjoy this episode of the Top Advisor Marketing Podcast, hosted by Matt Halloran and featuring guest Mitch Anthony.

This was a really fun listen for me because I go back a long way with both of these guys. Matt was one of the best coaches we had when I was running Peak Advisor Alliance. And Mitch is my business partner in ROL Advisor, our online platform that's helping advisors refocus the planning conversation on people's lives, not just their money. And that idea is at the heart of Mitch's conversation with Matt. They do a real deep dive into how advisors can use the discovery process to reveal the client's story and understand how significant life experiences have shaped the client's relationship to money.

In addition to discussing how ROL Advisor builds out that initial storytelling into an engaging client experience, Mitch and Matt also talk about:

• How to guide clients towards an empowering decision-making mindset that makes them feel more in control of their planning.
• What kinds of questions you can ask to help clients connect their means to a sense of meaning.
• Why dialogue is more powerful than monologue.
• What the true purpose of money is.
• How to get more comfortable and more adept at helping clients manage the emotional side of financial life transitions.
• How to pull all of the above together to create a value proposition that's truly valuable to clients and prospects.

A big thanks to Matt Halloran and the team at Top Advisor Marketing for letting me share this insightful conversation.