Tag: Financial Advisors
Building Stronger Fixed Indexed Annuity Strategies with Tom Haines (Ep. 118)

Building Stronger Fixed Indexed Annuity Strategies with Tom Haines (Ep. 118)

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Retirement planning isn’t only about finding higher returns. It’s also about deciding how different pieces of a portfolio work together over time.

What should advisors look for when evaluating indexed annuities? How can product design, diversification, and long-term thinking influence retirement outcomes?

In this episode, Jeremy Houser welcomes Tom Haines, Executive Vice President of Capital Markets and Index Solutions at Annexus, to discuss how fixed indexed annuity strategies have evolved. Tom explains the importance of portfolio construction inside FIAs, how research influences index development, why diversification continues to matter, and how product design can improve consistency for clients throughout retirement planning.

Key takeaways:

  • Building FIA portfolios around diversified index strategies instead of relying on a single allocation approach
  • Evaluating product design beyond illustrations, including renewal consistency and long-term implementation
  • Using global diversification alongside domestic exposure to improve return consistency over time
  • Looking beyond accumulation by considering income, legacy planning, and changing family needs
  • Focusing product innovation on practical retirement challenges instead of following industry trends
  • And more!

Connect with Tom Haines:

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About Our Guest:

Tom leads the index diligence and selection process for Annexus and coordinates the firm’s relationships with asset managers, academic experts, and investment banks in conjunction with Annexus’ carrier partners. Tom is also one of the lead architects of the Lifetime Income Builder TDFs at Annexus Retirement Solutions (ARS). In his role within ARS, Tom works closely with the insurers and asset managers that partner with ARS on implementing the Lifetime Income Builder within portfolios and funds. Prior to joining Annexus, Tom led Equities Solutions Structuring at UBS Investment Bank. He began his career in index and statistical arbitrage trading within BNP Paribas’ Cooper Neff Division (Paris office) before serving as vice president in the Exchange Traded Products (ETPs) Group at NYSE Group and head of ETPs and Derivative Product Solutions at RBS. Tom’s research on index products has been published in top financial journals. He formerly served as a member of FINRA’s Investment Management Committee. Tom holds a bachelor’s degree in Quantitative Finance from James Madison University in Virginia.

Disclosure #: 5635414 – 0726

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This is How Prospects Find Financial Advisors with Samantha Russell (Ep. 116)

This is How Prospects Find Financial Advisors with Samantha Russell (Ep. 116)

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Today, clients are asking better questions online, and the firms that show up clearly may earn more attention.

What does your digital presence tell search tools, social platforms, and real prospects about who you help?

In this episode, Jeremy Houser talks with Samantha Russell, Chief Evangelist of FMG, about how financial advisors can improve their online visibility, build trust through social proof, and create content that answers real client questions. Samantha explains why niche messaging, fresh website content, reviews, podcast appearances, and strong LinkedIn activity matter as AI changes how prospects find advisors.

Samantha discusses:

  • Why advisors need clear niche messaging so AI tools can connect them with the right prospects
  • How reviews, testimonials, and LinkedIn recommendations help build digital trust signals
  • Why fresh blogs, social posts, and podcast transcripts help keep advisor content visible
  • How to use AI tools to test whether your firm appears in client-style search prompts
  • Why relatable stories and client questions can shape stronger advisor content ideas
  • And more!

Resources:

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About Our Guest:

Samantha helps financial advisors create digital marketing strategies that produce exponential growth through channels such as content marketing, SEO, website development, social media and video.

 A prolific speaker and content contributor, over 10,000 financial professionals have heard Samantha speak at industry conferences and even more have read her educational content in the pages of well-known industry publications. 

Samantha is Investment News 40 Under 40 award winner, a ThinkAdvisor Luminary, and a WealthManagement.com “10 to Watch”. 

She was part of the original five-person team that launched Twenty Over Ten and now serves as Chief Evangelist at FMG. There is nothing Samantha finds more inspiring than being able to empower advisors to market themselves effectively, and she gets a thrill from each message received from those financial advisors who are enjoying returns on their marketing investments.

Disclosure #5441228 – 0626

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How Advisors Can Prepare for Gen X, AI, and the Next Wealth Shift (Ep. 114)

How Advisors Can Prepare for Gen X, AI, and the Next Wealth Shift (Ep. 114)

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Retirement planning is changing quickly, and advisors who fail to adapt may struggle to connect with the next generation of clients.

How are Gen X and millennials changing the conversation around retirement, income planning, and financial advice? What role will AI, digital marketing, and client experience play in the years ahead?

In this episode, Jeremy Houser talks about how advisors can prepare for shifting client expectations, use AI to improve efficiency, and strengthen their digital presence. He also shares why younger generations may be more open to guaranteed income conversations, why mentorship and human connection still matter, and how advisors can stand out as more wealth moves to Gen X and millennial clients over the next two decades.

Key takeaways:

  • Why younger generations may think differently about retirement income and financial planning
  • How AI can help advisors reduce repetitive tasks and create more time for growth
  • Why building a stronger digital footprint may matter more over the next several years
  • How client experience and community-building can help advisors stand out from larger firms
  • Why mentorship, adaptability, and constant learning still matter in a changing industry
  • And more!

Resources: 

Connect with Jeremy Houser:

Disclosure #: 5441215 – 0526

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Narrative-Driven Investing with Ronnie Sadka (Ep. 113)

Narrative-Driven Investing with Ronnie Sadka (Ep. 113)

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Markets are often viewed through numbers, charts, and economic data, but there is another layer influencing how they move. 

How can advisors better understand these forces and connect them to portfolio performance? And how can they explain those movements in a way that resonates with clients?

In this episode, Jeremy Houser interviews Ronnie Sadka, Founder and Managing Partner of MKT MediaStats and Professor at Boston College’s Carroll School of Management, about narrative-driven investing. He explains how media data, behavioral finance, and systematic research can help advisors track what is driving market attention.

Ronnie also shares how identifying narrative momentum and asset sensitivity can provide clearer explanations for performance and offer a different lens on diversification and long-term strategy.

Ronnie discusses:

  • How public narratives can influence markets before they fully appear in asset prices
  • Why slow-moving themes like inflation, AI, and conflict may affect portfolios over time
  • How MKT MediaStats tracks digital media data to quantify market attention
  • Why advisors can use narrative exposure to explain portfolio movement to clients
  • How long-short strategies may add a different source of portfolio diversification
  • And more!

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About Our Guest:

Ronnie Sadka is the founder and managing partner of MKT MediaStats, senior associate dean for faculty, chairperson and professor in the Seidner Department of Finance, and the Haub Family Professor at the Boston College Carroll School of Management. His research focuses on the liquidity in financial markets. Ronnie is a frequent speaker at academic and practitioner conferences, his work has appeared in various outlets including Journal of Finance, Journal of Financial Economics, Journal of Accounting Research, Journal of Accounting and Economics, Journal of Financial and Quantitative Analysis, and Financial Analysts Journal, and has been covered by New York Times, Wall Street Journal, and CNBC.

Prior academic experience includes teaching at the University of Chicago (Booth), New York University (Stern), Northwestern University (Kellogg), and the University of Washington (Foster). Industry experience includes Goldman Sachs Asset Management and Lehman Brothers (quantitative strategies). Sadka recently served on the economic advisory board of NASDAQ OMX. Professor Sadka earned a B.Sc. (Magna Cum Laude) in industrial engineering and a M.Sc. (Summa Cum Laude) in operations research, both from Tel-Aviv University. He received a Ph.D. in finance from Northwestern University (Kellogg).

Disclosure #: 5366624 – 0526

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Using AI to Move Faster, Connect Deeper, and Win More Clients with Matt Halloran (Ep. 112)

Using AI to Move Faster, Connect Deeper, and Win More Clients with Matt Halloran (Ep. 112)

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Speed matters more than ever, but does faster mean less personal?

What if technology could actually help you build stronger relationships instead of replacing them?

In this episode, Jeremy Houser interviews Matt Halloran, Chief Evangelist at Zocks, about how AI is reshaping the way advisors operate and communicate. They explore how faster follow-ups, smarter systems, and better listening can transform client relationships. Matt also shares practical ways advisors can use video, social media, and AI tools to grow their business while staying human and present.

Key takeaways:

  • How rapid follow-up using AI can instantly set you apart from other advisors in competitive situations
  • Why thoughtful gestures, supported by AI insights, can strengthen relationships and build long-term trust
  • How simple, real-time video content after meetings can become your most effective marketing strategy
  • Why talking less and listening more creates stronger connections and better outcomes with clients
  • How integrating AI tools into your workflow can free up time and improve both efficiency and client experience
  • And more!

Resources: 

Connect with Matt Halloran:

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About Our Guest:

Matt Halloran, widely known as MattGPT, is the Chief Evangelist for Zocks and a trusted voice at the intersection of communication, leadership, and technology in financial services. A seasoned keynote presenter, three-time author, TEDx speaker, and industry expert, Matt brings more than 15 years of experience as an advisor coach and practice management consultant, helping professionals transform the way they connect with clients, teams, and themselves.

Known for his warmth, authenticity, and signature “nice-guy rebellion,” Matt challenges outdated ideas of leadership built on pressure, perfection, and posturing. Instead, he champions a more human approach rooted in empathy, curiosity, and intentional listening. Over the course of his career, he has helped thousands of advisors and business leaders build deeper relationships, create more meaningful impact, and rediscover the joy in their work through genuine human connection.

Matt is the author of Shut the F Up and Listen, a practical and deeply relatable book that blends real-world stories, actionable exercises, and proven tools to help people reconnect in an increasingly noisy and distracted world. His widely viewed TEDx talk expands on this philosophy and introduces the HOPE framework, Helping One Person Every Day, illustrating how small, intentional acts of presence and compassion can compound into lasting personal, professional, and cultural change.

With appearances on more than 1,000 podcasts, Matt is a natural storyteller who brings a rare mix of wisdom, humor, and heart to every stage, conversation, and audience. Whether speaking to advisors, entrepreneurs, or leadership teams, his message consistently resonates because it is practical, honest, and deeply human.

At the core of everything Matt does is a simple but powerful mission: to help people communicate better, listen deeper, and lead with love—proving that in a world increasingly driven by automation, humanity remains the ultimate competitive advantage.

Disclosure #: 5366622 – 0426

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The Metrics That Actually Grow an Advisory Firm with Molly Pierce (Ep. 110)

The Metrics That Actually Grow an Advisory Firm with Molly Pierce (Ep. 110)

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Many advisors rely on instinct to run their business. But what happens when you replace guesswork with real numbers?

Understanding what drives growth, where prospects fall out of the funnel, and how marketing actually performs can change how a firm operates.

In this episode, Jeremy Houser interviews Molly Pierce, CEO of Track That Advisor, about how financial advisors can use data to improve marketing, hiring, and client conversion. She explains the benchmarks advisors should track, including stick rate, close rate, and cost per client. Molly also shares insights from annual industry studies covering billions in assets and tens of thousands of appointments. 

The conversation highlights when to hire staff, how seminars continue producing strong results, and why understanding KPIs can transform advisors from practitioners into business leaders.

Key takeaways:

  • Why advisors often misunderstand their real close rate and how a 30% industry benchmark provides clarity
  • What are the benchmarks for advisors based on metrics from 150 different advisory businesses
  • How annual studies analyzing billions in assets reveal patterns in marketing funnels and advisor growth
  • The importance of tracking stick rate, close rate, case size, and cost per client to guide decisions
  • The best ROI marketing for an advisor based on 2025 data
  • Why workshops and dinner seminars continue delivering strong ROI despite common industry skepticism
  • How pending leads and delayed appointments signal the need to hire staff and improve capacity
  • And more!

Connect with Molly Pierce:

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About Our Guest:

Molly Pierce is the CEO of Track That Advisor (TTA), a data and analytics company dedicated to helping financial advisors understand, measure, and scale their businesses with clarity. Through TTA’s Resource Center, benchmarking studies, and Data Storytelling Course, Molly equips advisors and IMOs with the tools to move beyond vanity metrics and lead with real performance data.

Known for translating complex numbers into actionable strategy, Molly helps advisory firms understand key drivers like cost per client, close rate, stick rate, and marketing ROI, empowering them to become their own data coach instead of relying on guesswork.

She is also the host of The Advisor Summit Podcast, where she interviews industry leaders on growth, leadership, and operational excellence in the advisory space.

When she’s not diving into dashboards, Molly is raising her two mullet headed boys with her husband in Arizona. They enjoy anything outdoors, hunting, boating, & going to the dunes.

5243517 – 0326

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Building Authority in the AI Age: Authentic Content, Gen X Wealth, and the Modern Advisor (Ep. 109)

Building Authority in the AI Age: Authentic Content, Gen X Wealth, and the Modern Advisor (Ep. 109)

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Standing out today takes more than showing up. It requires clarity, consistency, and a message that actually connects.

Are you building a brand people trust, or just posting to stay visible?

In this episode, Jeremy Houser shares how advisors can adapt to AI, shifting consumer behavior, and the coming $84 trillion wealth transfer. He explains why Gen X is the next major opportunity, how digital presence drives credibility, and why authenticity, discipline, and consistent content are essential for advisors who want to scale nationally and remain relevant in the years ahead.

Key takeaways:

  • Why Gen X, ages 46 to 61, will inherit $29 trillion and reshape advisor marketing strategies 
  • How 7 hours of content and 11 touchpoints build trust in today’s buying process
  • Why advisors must become entertainers to capture attention in 8 seconds
  • The risk of copying AI posts word-for-word instead of building authentic messaging
  • How discipline, daily writing, and community drive long-term brand authority
  • And more!

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Disclosure #: 5243472 – 0326

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Preparing Advisory Practices for 2026 With Digital Systems That Scale (Ep. 103)

Preparing Advisory Practices for 2026 With Digital Systems That Scale (Ep. 103)

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As advisors wrap up 2025 and look ahead to 2026, many are rethinking how their practices operate day to day. Growth goals often stall when execution cannot keep pace with changing expectations, especially around digital visibility and team capacity.

In this episode, Jeremy Houser explains how advisors are preparing for 2026 by putting structured systems in place rather than relying on last-minute effort. He shares how AMP ASSIST and AMP Premium help advisors and their teams handle content creation, editing, and posting in-house, allowing digital marketing to become part of the business instead of a side task.

Jeremy also outlines why omnichannel marketing is emerging as a key focus going into 2026, how platforms like LinkedIn, Instagram, and YouTube fit into long-term planning, and how training staff with repeatable processes reduces friction as offices scale. 

Key takeaways:

  • The main opportunities for advisors in 2026 as we reflect on 2025
  • How AMP Premium turns raw advisor videos into finished social media content without added cost
  • Why omnichannel marketing supports revenue growth rather than relying on one outlet
  • How staff members are trained to manage content, podcasts, and posting workflows
  • The role of AI tools in creating one-pagers, playbooks, and reusable video snippets to run your business more efficiently
  • Why digital presence is becoming central to advisor relevance with future generations during the great wealth transfer
  • Our 5 Must Read Books for 2026 to train your mindset for scale
  • And more!

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Disclosure #: 5032123 – 1225

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Turning Knowledge Into Action: Tax Planning Insights with Steven Jarvis, CPA (Ep. 99)

Turning Knowledge Into Action: Tax Planning Insights with Steven Jarvis, CPA (Ep. 99)

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Most advisors understand that taxes impact every financial decision, yet few make tax planning part of their process. 

Steven Jarvis, CPA, is on a mission to change that by helping advisors build confidence, stay compliant, and add real value through intentional tax conversations.

In this episode, Jeremy Houser talks with Steven Jarvis, Founder of Retirement Tax Services, about how to make tax planning approachable and actionable. Steven shares his journey from CPA to educator, explains how collaboration between advisors and tax professionals enhances client relationships, and highlights the importance of continuous learning and accountability.

Key Takeaways:

  • How Retirement Tax Services partners exclusively with financial advisors to make tax planning an integrated, repeatable part of client service
  • The importance of recognizing that every financial decision has a tax impact and why ignoring it can harm clients
  • How to use the 37-Point Checklist to confidently review client tax returns and identify planning opportunities
  • The purpose behind The Summit, a hands-on event for advisors to learn from peers and turn ideas into action
  • Why growth happens when advisors lean into discomfort, stay accountable, and commit to lifelong learning
  • And more!

Resources:

Connect With Steven Jarvis:

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About Our Guest:

Steven Jarvis, CPA, is the CEO and Head CPA at Retirement Tax Services, a tax firm focused on working with financial advisors. With more than a decade of experience in the accounting profession and a background in teaching, Steven recognized that most traditional CPA firms focus narrowly on tax return preparation, a model that leaves many clients exposed to unnecessary tax burdens and many advisors without the tools to address them. He offers advisors access to systems, training and partnerships that keep them in the driver’s seat while integrating tax awareness into client conversations.

Disclosure #: 4889675 – 1025

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The Heart of Leadership: Embracing Change and Building Legacy with Steve Kerns (Ep. 98)

The Heart of Leadership: Embracing Change and Building Legacy with Steve Kerns (Ep. 98)

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Change challenges every leader, but it also shapes character, culture, and legacy.

How do you lead when everything around you is shifting? How do you build a culture that lasts beyond your own leadership?

In this episode, Jeremy Houser talks with Steve Kerns, Founder of InsurMark and Executive Vice President of Business Relationships at Simplicity, about embracing change, leading with humility, and building culture through servant leadership. 

Steve shares insights from his four decades as an entrepreneur and reflects on how valuing people above all else creates meaningful growth that stands the test of time.

Key Takeaways:

  • How change has defined Steve’s leadership journey and why adaptability is essential for personal and professional growth
  • The lessons from Who Moved My Cheese? and how to embrace constant change with optimism and courage
  • The foundations of InsurMark’s culture, rooted in values, service, and putting people before profit
  • The story behind InsurMark’s Family Reunion and Founder’s Club traditions and their role in building community
  • And more!

Resources: 

Connect With Stephen Kerns:

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About Our Guest:

Stephen Kerns is the Executive Vice President of Business Relationships at Simplicity Group. He founded InsurMark in 1983 and led the company for nearly four decades, shaping it into one of the industry’s leading distribution firms for insurance and financial products. Known for his commitment to servant leadership and culture building, Steve continues to mentor financial professionals and executives across Simplicity’s growing network.

Disclosure: 4850258 – 1025

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