Funnel Flipping, Account Based Marketing, and The Secret Formula for Category Leadership

In this episode of 16 Ways from Sunday, Mark Mersman interviews Sangram Vajre, co-founder and Chief Evangelist of Terminus. As you’ll quickly uncover, Sangram is a marketing thought leader. He is the author of Account-Based Marketing for Dummies and is the mastermind behind the #FlipMyFunnel community.

In this episode, Sangram shares a very basic, yet profound formula for what it takes to become a category leader.

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What Glass Ceiling? How to embody the concept of UnNiched.

What does it mean to be UnNiched? The path to becoming UnNiched is different for everyone, but for ALL of us to become UnNiched means to turn our backs on preconceived notions of who we are, who we should be, and what we are meant to do. On this episode of UnNiched, Terri Spath and Tiana Brenneise, truly embody the UnNiched concept.

Terri and Tiana work for Sierra Investment Management, the parent company of Ocean Park Asset Management. Terri is Sierra Ocean Park’s chief investment officer and Tiana is Sierra’s national account manager. Sierra Ocean Park always looks for the right person for the job and it just so happens that for its CIO, CFO, and CCO positions, the right person was a woman. A refreshing perspective when you consider as of December 31, 2016, only 9.12% of the CEOs and 6% of the chief investment officers of the largest institutional money managers were women.

As CIO, Terri is responsible for market and economic analysis, portfolio allocation, investment strategy, and building client solutions at the firm.  Her extensive experience in the financial services industry includes portfolio management and analyst responsibilities at Franklin Templeton, Fidelity Investments, and RSF Capital Management. She holds the CFA and CFP designations and she earned her M.B.A. from Colombia Business School and an A.B. from the University of Michigan.

As Sierra Ocean Park’s national accounts manager, Tiana is responsible for enhancing and maintaining relationships with national broker/dealers and investment platforms. She has helped cultivate and grow the distribution of Sierra’s investment management products throughout the country. Tiana earned a B.A. in business administration with a concentration in corporate and international finance from California State University at Fullerton.

Join me as I engage in a fun, lively and enlightening conversation about confidence, gender roles, and opportunities for women with these two UnNiched industry powerhouses.

 

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The Integration of a Tax Practice and Insurance Agency with Wealth Management

In this episode, Jeff Leppert and Kevin Holt discuss the evolution of their practice and how they executed on a vision to have multiple services under one roof. They detail their strategy behind building a wealth management firm that also marries together a full service insurance agency (property/casualty, health, medicare), tax practice, along with a strategic legal partnership all under one roof. They discuss acquisition, transition, and their commitment to the ultimate client experience.

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Advocate by Day and by Night – Raising a Special Needs Child

In this episode of UnNiched, I talk to attorney, Lara Kapalla-Bondi.  Lara is an attorney and the mom of a special needs child.  During our time together Lara share with me a little bit about what it’s like as she navigates all of the special financial planning needs that are an everyday consideration for special needs families.

Episode highlights:

  • Learning to be an advocate for those who can’t advocate for themselves.
  • Advocating for a special needs child

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The Financial Wellness Gap – What it Means to be UnNiched

In this episode of 16 Ways from Sunday, Mark Mersman is on the receiving end of an interview with Andrea McGrew, CCO, and CLO of USA Financial. Their discussion centers around the Financial Wellness Gap facing women. Andrea is the host of UnNiched, a podcast and initiative focused on dismantling the notion that women are a small, specialized segment of the population. She is building a community that raises awareness and fosters dialogue about some of the biggest challenges facing women, both in the financial industry and within the investor community. Mersman_Ad-Podcast-Cover_Ep012 If you haven’t subscribed to the podcast, you can do so here: itunes-280Google Spotify      
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Solving for X – It’s About The Relationship, Not the Numbers

In this episode of UnNiched,I had the pleasure of talking to financial adviser, Maddie Parker.  Maddie talks about her transition from high school math teacher to financial adviser, transforming a long-standing practice into a modern business, and dealing with harassment and discrimination both as a teacher and a financial adviser.  She shares her thoughts on cultivating relationships and resources to create a meaningful connection with clients.

Episode highlights:

  • Why math skills should not be a barrier to becoming a financial adviser
  • Relationships matter – Maddie Parker’s thoughts on how we talk to high school boys v. how we talk to high school girls
  • Being young and female in a male dominated industry
  • Working with family. How to interact with your dad when he’s also your boss
  • Revolutionizing and modernizing a long-standing advisory business
  • Responding to sexual harassment on social media
  • Educating the next generation on respect and crossing the line into harassment
  • The importance of surrounding yourself with the right tools and resources to be the type of adviser you want to be.

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Personal Introductions, Fit Process, and Systemization

In this episode of 16 Ways from Sunday, Mark Mersman interviews Duncan MacPherson, Founder and CEO of Pareto Systems, an industry leading business development firm dedicated to the elite professionals and companies with the knowledge-for-profit sector. He has written two best selling books: Breakthrough Business Development and The Advisor Playbook. This episode reveals Duncan’s approach to a fit process, gaining client advocacy, and systemization.

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The Financial Wellness Gap with Mark Mersman

In this episode of UnNiched, I explore the bold statement that our industry, the financial services industry, has failed women investors. Instead of viewing us a resource of investing knowledge and confidence, many shy away because they don’t feel confident in their knowledge. Discussing this with me is Mark Mersman, Chief Marketing Officer at USA Financial and head of the Financial Wellness Initiative. Mark offers insight in to how women have a gap in financial education and how our industry can help combat that gap. We have a responsibility to create new and more effective ways to reach our female clientele.

Episode highlights:

  • Only 52% of women feel confident about managing investments
  • How can we think differently about the way we’re talking to women investors and how we’re inviting them into the conversation?
  • Consider different ways to communication to your female clients
  • Women are diverse and want to consume information differently
  • There is a feeling that we have to be experts in finance in order to talk to a financial advisor. How do we change that perception?

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Working with Family

In this episode of UnNiched, I interview Teresa and Jim Yent of Golden Years Advisors about working together as a married couple. Joining me is my husband husband, Matt McGrew, to offer his perspective on working with me at USA Financial.  Each couple shares insights and advice about the joys and pitfalls about working with your spouse.

Episode highlights:

  • How their business began
  • Keeping the peace – how Jim and Teresa handle disagreements
  • Benefits of working with a spouse
  • Complimentary approaches – How we handle clients differently
  • What we love and hate about working together
  • Advice to others working with family

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Breast Cancer Awareness

In this episode of UnNiched, I had the opportunity to talk to three different women that have faced or are currently facing a breast cancer diagnosis. Listen to each women describe her battle and how it has affected them both personally and financially. Just like no cancer diagnosis is the same, neither is how we deal with the challenges. Advice is offered to financial advisors on how to approach clients and support them during and after a diagnosis.

Episode highlights:

  • Personal stories on three very different diagnoses
  • Financial implications when facing cancer
  • Thoughts on how a financial advisor can approach and support a client facing a battle with cancer
  • The battle doesn’t end after treatment – long term financial consequences

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