Top Advisor Podcast

Bill Cates
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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.

  1. 4 DAYS AGO

    #105 – Your Road Map to Ideal Clients, Ideal Business, and Ideal Life with Bill Bachrach, CSP, CPAE

    “Most financial advisors work too many hours for too little money for too many of the wrong clients.” – Bill Bachrach, CSP, CPAE . If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen. We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life. NOT LOOKING for this exact model?  Keep listening.  The principles, strategies, and tactics discussed can apply to any advisory model. It’s all about asking great questions, truly listening, and focusing on quality over quantity. Plus, we discuss practical strategies to transition from a busy, overwhelming practice to your dream client base. Unlock the roadmap to results and become the trusted advisor your clients deserve! Bill C. and Bill B. Discuss: Most advisors work too many hours for too little money and too many of the wrong clients. Want real change? Focus on fewer, ideal clients – quality over quantity. Build a business that funds your ideal life. Trust isn’t a sales tactic. It’s the foundation. Skip the features and benefits. Ask real questions and listen deeply. Human connection still trumps everything in the financial advisory world. “What’s important about money to you?” That simple question opens up a valuable conversation. Listen without rushing. Silence is powerful. Remember that sometimes people just need extra time to think before revealing what matters most. Referrals aren’t automatic. Clients need to trust you at the highest level before risking their relationships for you. Consistent follow-through and genuine care make the difference. Earn that bridge. AI is here, but human-to-human connection is what sets trusted advisors apart. Use technology for efficiency, but double down on listening and empathy. Be as analog and human as possible with your clients.

  2. 19 JAN

    Rewriting Your Money Story: How Beliefs Shape Your Wealth

    Most financial challenges aren’t math problems—they’re belief problems. In my recent podcast conversation with Corey Mosley, we talked about money stories: the beliefs people absorb early in life that quietly shape how they save, invest, earn, and even value themselves. Clients don’t always resist your advice because they “don’t get it.” Often, they resist because the advice conflicts with a story they’ve carried for decades. The same is true for advisors. Your beliefs influence how you price, position your value, and show up in conversations. When you help clients (and yourself) rewrite the story beneath the numbers, everything changes—clarity, confidence, and follow-through. Listen to the conversation and explore how money stories shape financial outcomes.

  3. 17/12/2025

    #104 – Building an 8-Figure Financial Practice with Julia Carlson

    “To grow to an 8-figure business, you have to fire yourself – let go of doing all of the things that you think you have to do as the founder, as the advisor, and really let go so you can step into this visionary leadership role that most founders want to be in.” Julia Carlson In this conversation, Julia Carlson shares how she grew her practice from scratch, building a dynamic team and eventually stepping into a visionary leadership role (yes, “firing herself” in the process).  You’ll hear about her dedication to helping both retirees and entrepreneurs, her passion for holistic financial planning, and her mission to inspire 1,000 entrepreneurs to each give $1 million to causes they care about, ultimately creating a $1 billion movement for good. Whether you’re looking for insights on scaling a business, creating meaningful differentiation, building a powerful team culture, or simply finding happiness and balance as an advisor, you’ll find Julia brings both practical strategies and a refreshingly authentic perspective.  Bill and Julia Discuss: How leaders shift from rugged self-reliance to collaborative leadership as their firm scales. How her Retirement Readiness Checklist becomes a magnet for her Right-Fit Clients. The power of serving both pre-retirees and business owners and how this dual focus fuels deeper relationships. Why Julia chose organic growth over acquisitions and what that has meant for her firm’s culture, trust, and scalability. The impact of embedding generosity into a business model and how the $1 Billion for Good movement inspires teams and clients alike. Why modern advisors must blend investment + insurance + planning into one holistic approach. Sponsor: EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client   Connect With Julia Carlson LinkedIn: https://www.linkedin.com/in/thejuliacarlson/  Website:  https://www.thejuliacarlson.com/  Writers Island: https://www.writersislandtv.com/julia_carlson 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! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Tessa Santarpia:     Julia Carlson is the Founder and CEO of Financial Freedom Wealth Management Group, a nationally recognized firm ranked in the top 1% of the industry. An entrepreneur, speaker, author, and educator, Julia has become a respected thought leader on tax-efficient retirement strategies, distribution planning, and exit planning for business owners. She launched her firm at the turn of the century and has since built a reputation for exceptional client service and visionary leadership. Julia is the author of Money Loves You and has a new book forthcoming in February 2026: Let’s Get You Fired – How Entrepreneurs Scale to 8 Figures by Letting Go and Leading with Vision. Through her coaching and guidance, she helps entrepreneurs grow beyond the hustle, build companies that thrive without their constant presence, and create a legacy of generosity. Her bold mission: help 1,000 entrepreneurs scale to 8 figures and give $1 million each to causes they care about—fueling a $1 billion movement for good. A frequent voice in the media, Julia has been interviewed by Barron’s, Forbes, Financial Advisor Magazine, MSN, Reuters, InvestmentNews, USA Today, Yahoo! Finance, and Nasdaq. She has been named an InvestmentNews Women to Watch honoree, and a multi-year Forbes Top Women Wealth Advisor. She works from the firm’s office in the beautiful coastal community of Newport, Oregon, where she lives with her husband and their three children.

    43 min

  4. 03/12/2025

    #103 – Rewire Your Brain: The neuroscience behind the emotions and beliefs that drive financial decisions with Tessa Santarpia

    For the human brain, we all have a negativity bias. It’s not a flaw; it’s actually a survival mechanism. So, it’s not that your clients are necessarily overreacting, it’s more that their biology is perceiving a threat when none might even be there. Tessa Santarpia. In this episode of Top Advisor Podcast, my guest Tessa Santarpia and I are diving deep into the fascinating world of neuroscience and its impact on financial decision-making.  This is a compelling conversation about your clients’ brains – as well as YOUR brain – that offers insight into the way we think, feel, and act around money. Tessa explains why logic alone doesn’t drive financial behavior and how factors like negativity bias, survival mode, and early “money memories” can have a powerful influence on everything from market anxiety to risk-taking.  You’ll learn practical, neuroscience-backed techniques that advisors can use to calm client fears, foster meaningful conversations, and build deeper trust. Plus, Tessa shares actionable strategies for advisors to regulate their own emotions, shift out of survival mode, and cultivate a growth mindset—so they can lead clients by example. Quick Excerpts: [00:06:30] “When someone sees red on a chart or a market downturn, the nervous system treats it like a physical threat and their body treats it as such.” [00:07:40] “There are actually very simple neural techniques that advisors can do to re-engage that rational part of the brain.” [00:08:55] “The client is not just listening to your words, they’re actually feeling your nervous system.” [00:11:23] “Advisors have the same brain wiring as their clients. So, the amygdala, the fear center, is still getting hijacked…” [00:24:18] “The most important thing you can do is to really get out of the head, drop into the body. This is when you just want to allow that emotional wave to pass through you.” Whether you’re looking for fresh perspectives to enhance client relationships or want to better understand your own (and your team’s) financial behaviors, this episode is packed with insights and tangible takeaways you won’t want to miss! Sponsor:  EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client   Connect With Tessa Santarpia: LinkedIn: https://www.linkedin.com/in/tessasantarpia/ Website:  https://visualizein360.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! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Tessa Santarpia:     Chief Executive Officer and Lead Trauma-Informed Healing Facilitator Tessa Santarpia brings a rare blend of strategic healthcare expertise and deeply embodied healing practice. With a background in Health Policy and Management from Columbia University, she has led physician practice operations in both integrative medicine and mental health clinics, focusing on optimizing systems that prioritize patient experience, access, and impact. Tessa’s professional path has always been rooted in one question: How can we make alternative healing therapies more understandable, accessible, and backed by science? This curiosity has led her to study the brain and nervous system through the lens of trauma, altered states of consciousness, and embodied healing. She is trained in mindfulness and meditation, somatic breathwork, psychedelic integration, and flow state facilitation, weaving these modalities into the fabric of VISUALIZEin360’s offerings. As a trauma-informed healing facilitator, Tessa is passionate about creating spaces that support emotional safety, nervous system regulation, and inner transformation. Her leadership is driven by a belief that people deserve tools that meet them where they are and are grounded in both science and spirit.

    44 min

  5. 20/11/2025

    #102 – Low-Cost Ways to Turn Client Satisfaction into Client Loyalty with Richard Weylman, CPAE

    Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences.  In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy.  Drawing on decades of research and field experience, Richard explains why empathy, thoughtful communication, and personalized experiences are now the keys to standing out – to attract and retain ideal clients. Richard shares practical strategies and real-life examples, including how small, intentional actions can generate lasting relationships and even significant referrals. Bill and Richard Discuss: The four keys to remarkable client experiences Why “great service” isn’t enough anymore Why a structured, proactive communication plan sets top advisors apart and how often our clients really expect to hear from you The power of asking better questions Why clients who are merely “satisfied” are always at risk of leaving and how to become the kind of advisor they advocate for with their friends and colleagues … And more! Sponsor: EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client   Connect With Richard Weylman: LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/ Websites: www.richardweylman.com www.weylmancenter.com weylmanconsultinggroup.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! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Richard Weylman:     Richard was orphaned at age 6, lived in 19 foster homes and attended 11 different schools. Breaking out of those circumstances, he led an award-winning Rolls-Royce Motorcar operation then progressed to heading and then creating the initial sales and marketing organization for The Robb Report, an internationally recognized magazine for the affluent lifestyle. For nearly three decades Richard has been honored to show business owners and professionals around the world the path to proven business growth and success. He uses his unique ability to see things from the client’s or customer’s perspective and interpret their needs to then create the prescriptive strategies and tactics needed to elevate business performance in today’s marketplace. As a researcher, author, consultant, and serial entrepreneur, he helps to deliver personalized and dynamic presentations that achieve real outcomes and measurable results.

    42 min

  6. 05/11/2025

    #101 – Becoming the First-Call Advisor: Insights from Family Office Expert Rich Wolkowitz

    What can financial advisors learn from those guiding the world’s wealthiest and most complex families? And how can you position yourself as the advisor your A+ clients call first? In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships. 3 Key Takeaways: Advising ultra-wealthy families is about more than money. The right brain side –  trust, relationships, and emotional dynamics – is often where true value is built.  Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges.  Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way. Bill and Rich Discuss: Why speaking truth to power is essential for advisors who want lasting influence   Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor  Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer  Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list  How to help families build sustainable, purpose-driven offices with the right people and plan  … And more! Connect With Rich Wolkowitz: Email: rich@xylogenesis.com LinkedIn:   https://www.linkedin.com/in/richardjwolkowitz/ Website:  https://www.xylogenesis.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! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Rich Wolkowitz:     Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type.  A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management. Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive.  Prior to founding Xylogenesis®, Rich managed a global family business consulting firm. Known for his ability to “speak truth to power.”  Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.

    37 min

  7. 22/10/2025

    #100 – From Top Advisor to Industry Leader: Derrick Kinney’s Secrets for Making Competitors Irrelevant and Attracting Clients

    Standing out as a financial advisor requires more than credentials; it’s about clarity, connection, and purpose. How do you move from being “just another advisor” to someone clients instantly trust and want to work with? How do you stop competing on titles and start owning the problems your clients care about most? In this special 100th episode, Referral Coach Bill Cates interviews Derrick Kinney, bestselling author of Good Money Revolution and former top-ranked advisor, about the mindset and strategies that helped him scale his practice to the top 1% before transitioning into coaching advisors. Derrick explains how clarity of purpose, the right words, and emotional connection can transform an advisor’s business and make competitors irrelevant. Derrick discusses:  Why he sold his successful advisory practice to pursue writing, coaching, and media work The biggest mistake advisors make when introducing themselves and how to “own a problem” instead of relying on credentials How asking the right questions and not solving problems too quickly keeps prospects engaged and builds trust The importance of narrowing your focus, presenting yourself as a specialist, and connecting with clients’ pain points How visibility in media and storytelling can make competitors irrelevant and attract ideal clients …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide 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! Success for Advisors – 10 Conversation Mistakes guide Simple Teen Success – Teen communication & life skills resource Good Money Podcast with Derrick Kinney Good Money Revolution by Derrick Kinney Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Derrick Kinney: Website: Derrick Kinney LinkedIn: Derrick Kinney About Derrick Kinney: Derrick Kinney is widely considered one of the most engaging and down-to-earth money and business experts in the country. He built one of America’s top financial firms and helped countless clients become millionaires. Then, he sold it to give everyone access to his Middle-Class to Millionaire Playbook. As America’s Financial Educator, he’s a sought-after guest on top podcasts and a go-to expert on FOX, CNN, CNBC, and Yahoo Finance. He’s also the Wall Street Journal and USA Today bestselling author of Good Money Revolution.

    36 min

  8. 08/10/2025

    #99 – What Every Advisor Needs to Know About Storyselling and Life Planning with Mitch Anthony

    If you think numbers and charts are enough to win clients, think again. In this episode, Referral Coach Bill Cates interviews renowned author and speaker Mitch Anthony about the decisive role of storytelling and life-centered financial planning.  Mitch shares how neuroscience has proven that emotional connection, not just data, drives decisions, and how financial advisors can uncover deeper client relationships through meaningful conversations. He also unpacks the real promise advisors should be making, that is, helping clients get the best life possible with the money they have. Mitch and Bill Discuss:    How story-based communication triggers emotional engagement and decision-making better than logic-heavy pitches Why advisors should uncover the client’s story before telling their own, and how that builds trust The importance of using relatable metaphors to explain complex financial concepts The shift from ROI-focused advising to Return on Life (ROL) and values that can’t be easily compared Simple but profound questions advisors can ask to build deeper connections without taking more time …And more! Highlights: [00:04:15] Mitch defines “storyselling” and why it works so well [00:14:30] The mistake most advisors make with stories – and how to fix it [00:26:10] What life-centered planning really means (hint: it’s not just about the numbers) [00:38:45] How to shift your discovery process to focus on “return on life” [00:48:00] Mitch’s advice to advisors looking to deepen client loyalty Sponsors:  EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Connect With Mitch Anthony: mitch@mitchanthony.com LinkedIn: Mitch Anthony Website: Mitch Anthony Website: ROL Advisor 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! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Mitch Anthony: For more than two decades, Mitch and his team have provided training and development for both individual advisors and major organizations throughout the world. Mitch personally consults with firms around the world on both life-centered financial planning and relationship development. Mitch is a consistently top-rated presenter who has spoken around the world, from private client events to audiences of more than 10,000. He has been named “one of the most meaningful speakers in financial services today” and hailed as one of the industry’s top “Movers & Shakers” for his pioneering work. Along with Texas Tech University, he has developed a certificate program in Life-Centered Financial Planning. Mitch is a sought-after expert for the media and a regular columnist for Financial Advisor magazine. His columns have appeared on CBS MarketWatch and in the Journal of Financial Planning. Mitch is also host of the daily radio feature, The Daily Dose, heard on over 100 radio stations nationwide. StorySelling for Financial Advisors, cited by Financial Advisor magazine as the number one “must-read” book for financial professionals, is an industry standard. In addition to The New Retirementality (now in its 5th edition) and Your Clients for Life, Mitch is the author of many groundbreaking books for advisors and consumers, including Defining Conversations,  The Financial Professional’s StoryBook, Your Client’s Story, Selling with Emotional Intelligence, The Financial Lit-Kit (The Cash in the Hat, The Bean is not Green, and Where Did the Money Go?), and Life-Centered Financial Planning.

    47 min
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About

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.

Information

  • Creator
    Bill Cates
  • Years Active
    2021 - 2026
  • Episodes
    105
  • Copyright
    Copyright 2021 Top Advisor Podcast© All Rights Reserved.
  • Show Website
    Top Advisor Podcast

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