How High-Performing Financial Advisors Approach Client Conversations

Attracting and Retaining Women Clients as a Financial Advisor

Many advisory firms say they serve everyone. What that often means in practice is a client experience built around a male default and a woman across the table who doesn't feel seen. Join host Kirsten Schlumbohm as she sits down with Lisa M. Hinz, founder of CORNHERSTONE, to talk about what how to design your firm for women on purpose. They cover why 80% of women leave their husband's financial advisor after a spouse passes, what widowhood looks like today, and how to audit your existing client journey before a slow leak of attrition becomes something you can't ignore. Whether you're just starting to think about this or believe your firm is already doing it well, this conversation will surface gaps you may not know you have. Statistics: * 80% of women will change their financial advisor after their spouse passes away [https://www.advisorpedia.com/advisor-tools/why-80-of-women-leave-their-advisors-when-they-lose-their-husband/] * The average age of a widow today is 59.5 years old [https://www.kiplinger.com/personal-finance/602892/widows-move-forward-on-their-own-but-not-alone] * Client acquisition in financial services costs approximately $3,000 per client [https://www.kitces.com/blog/client-acquisition-cost-financial-advisor-marketing-efficiency-lifetime-client-value-lead-generation-satisfaction/] * According to a study cited in Fearless Referrals [https://www.amazon.com/Fearless-Referrals-Confidence-Powerful-Client/dp/0071782877] by Matt Anderson, only 11% of clients had been asked for referrals, yet 72% said they would happily recommend their advisor.

How High-Performing Financial Advisors Approach Client Conversations

What do ultra-high-performing financial advisors do differently? According to Carlos M. Garcia, founder of Exceed Sales, it comes down to three things: communication mastery, deep curiosity, and obsessive preparation. In this episode, host Dave Alison, founder of Alison Wealth Management and Partner and Co-President at C2P and Prosperity Capital Advisors, sits down with Carlos to unpack the habits, mindset shifts, and specific language techniques that top-performing advisors use to help win more clients, handle objections with confidence, and protect their time without compromising client relationships. Resources: * Book referenced: Exactly What to Say: The Magic Words for Influence and Impact [https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ] by Phil Jones * Sales training referenced: Exceed Sales [https://exceedsalestraining.com/]

How to Choose the Right Distribution Partner as a Financial Advisor

Advisors tend to choose a distribution partner based on product shelf, compensation, or convenience. But according to Kalem Mackey, that's the wrong criteria entirely. Join host Kirsten Schlumbohm, VP of Annuity Sales at C2P and Prosperity Capital Advisors, as she sits down with Kalem Mackey, Executive Vice President at C2P and Prosperity Capital Advisors. Together they discuss what separates thriving advisor-distribution relationships from ones that quietly stall your growth. Drawing on nearly 25 years of experience on both sides of the table as an advisor and as a distribution partner, Kalem shares the principles, practices, and frameworks that make these partnerships truly work. Resources: * Tool referenced: Zocks [https://www.google.com/aclk?sa=L&pf=1&ai=DChsSEwinwvzy2JOTAxWgeEcBHcuYNMYYACICCAEQABoCcXU&co=1&ase=2&gclid=Cj0KCQjw37nNBhDkARIsAEBGI8OYuEl5c-yo63BOc94fyTDm3WH9vP2llMwbr5GobtsXxB3Wxsyz3toaAqqxEALw_wcB&cid=CAAS0gHkaA9Qtif7nnV2Z1m6ibostETDN86Ejta85WpNYRsRNHzFYECJaNC_ahh0aRpieR4Q_0EZjRI-UrI1Xj93ZJQXg5bSWsXSFdOje8fD_5CiFWLKci-p_TNyqjI1ZyuyWKoqnZdobCrATBltEugBDB0StmWUEHwS2j3E1geWjRemypF71KPW6ePbqNDV-duSbTh_MYBt-XSu0WNbOLTQBZfNGNeK7x1hzjA5_-Phtn9_sCx3rqULFDaowDyVzMVVdwxG5_CI3AnsRsfNWuKFjV-C8s0&cce=2&category=acrcp_v1_32&sig=AOD64_2NeEPkHrk-rpFtu1ECaMlSt9Hn8Q&q&nis=4&adurl=https://www.zocks.io/?utm_source%3DGoogle%26utm_medium%3Dppc%26utm_campaign%3Dbrand%26utm_content%3Dbrandterm%26gad_source%3D1%26gad_campaignid%3D23241851409%26gbraid%3D0AAAAAo_zwbZXpXkiTdh7oviLJQJkv4hrX%26gclid%3DCj0KCQjw37nNBhDkARIsAEBGI8OYuEl5c-yo63BOc94fyTDm3WH9vP2llMwbr5GobtsXxB3Wxsyz3toaAqqxEALw_wcB&ved=2ahUKEwiuoPby2JOTAxUXGFkFHdp3KsQQ0Qx6BAgWEAE] * Process referenced: The Bucket Plan® [https://c2penterprises.com/bucket-plan/] * Programs referenced: The Bucket Plan® [https://c2penterprises.com/events/simplify-the-financial-planning-process/], The Teamwork Movement [https://c2penterprises.com/events/financial-advisory-practice-management-training/]

Protecting Clients' Retirement from Rising College Costs

College costs are quietly becoming one of the most significant threats to your clients' retirement security and advisors aren't having this conversation nearly early enough. In this episode, host Kirsten Schlumbohm sits down with Jeannie Burlowski, academic strategist and author of Launch! How to Get Your Kids Through College, Debt Free, and Into Jobs They Love Afterwards, to give you a practical playbook for protecting your clients from the financial landmines hidden inside college decisions. From a critical Parent PLUS loan deadline hitting in 2026 to career clarity strategies that eliminate wasted tuition dollars, Jeannie breaks down exactly how you can add college planning to your practice, without adding 200 hours of training to your plate. Resources: * Book referenced: Launch! How to Get Your Kids Through College, Debt Free, and Into Jobs They Love Afterwards [https://www.amazon.com/LAUNCH-Through-College-Debt-Free-Afterward-ebook/dp/B07L7FS6MP?ref_=ast_author_mpb] by Jeannie Burlowski * Articles referenced: Got Parent PLUS Loans? Act Fast Before Key Protections Disappear [https://jeannieburlowski.com/2026/02/02/got-parent-plus-loans-act-fast-before-key-protections-disappear/], Hilarious Idea Makes Kids Eager to Apply for Scholarships [https://jeannieburlowski.com/2026/02/16/hilarious-idea-makes-kids-eager-to-apply-for-scholarships/] * Membership referenced: Jeannie Burlowski's Tribe Membership [https://jeannieburlowski.com/reserve-your-spot-in-my-tribe-membership-now/] * Newsletter referenced: Jeannie Burlowski's bi-weekly email newsletter [https://jeannieburlowski.com/2019/11/18/dont-miss-this-free-debt-free-college-newsletter/]

401(k) Match Alternatives: Planning Strategies for High-Earning Clients

When employers cut 401(k) matching, your high-earning clients face a critical planning moment. Help them adapt by learning how to audit their complete benefits package and redirect savings into overlooked opportunities like health savings accounts, deferred compensation, and mega backdoor Roth conversions. Join host, Dave Alison and guest, Bryan Bibbo, AIF, NSSA, BPC, CEPA, President & CFO and Partner at JL Smith Holistic Wealth Management, as they share real client strategies for maintaining retirement trajectory when traditional benefits disappear. From restricted stock unit (RSU) tax withholding optimization to strategic employee stock purchase plan (ESPP) timing, learn how to turn benefit cuts into comprehensive planning conversations that demonstrate your value and uncover hidden assets. Resources: * Financial Planning Software: eMoney [https://emoneyadvisor.com/] * Tax Planning Tool: Holistiplan [https://www.google.com/aclk?sa=L&pf=1&ai=DChsSEwiqifGNnLSSAxXrNwgFHTfsLXAYACICCAEQABoCbWQ&co=1&ase=2&gclid=Cj0KCQiAyvHLBhDlARIsAHxl6xq1xg5ONAWMwqngrDRGMTHZsyRzXFK-U6pACTbxsaYtLPsJG-8gY6QaAkW-EALw_wcB&cid=CAAS0gHkaD0Mfl7yn1ReAirVacu2b9QbrDs50_jlxmurfNFsYpEM8CLoPF2glQBCj-fgInJBNmnexfcy74pUdOgsecn3KnYKM1Wg6C_AuMYodomb6P1Em93duTux-OsuTgbsxm-9c8t3Cf2uwSES2Y9uo1c43bIIfAiaLrAODOkXrBhehQGpJQSlzcz2UDUzhLc1ml6qDDJFQgSDdDu8L-RwS4pMeRODrmclguAsZowUrBqMmT08xb9cjhNHI9vhQCON-Y8nU5tTj88UO6XnBbiM4YVjgkw&cce=2&category=acrcp_v1_32&sig=AOD64_06-jEHK2OnerIjEQowQre6qgNXHw&q&nis=4&adurl=https://www.holistiplan.com/home-holistiplan-tax-planning-software-free-trial/?utm_term%3Dholistiplan%26utm_campaign%3DBrand_campaign%26utm_source%3Dgoogle%26utm_medium%3Dppc%26hsa_acc%3D1852644431%26hsa_cam%3D21388599252%26hsa_grp%3D161578940297%26hsa_ad%3D703301253758%26hsa_src%3Dg%26hsa_tgt%3Dkwd-953526968833%26hsa_kw%3Dholistiplan%26hsa_mt%3De%26hsa_net%3Dadwords%26hsa_ver%3D3%26gad_source%3D1%26gad_campaignid%3D21388599252%26gbraid%3D0AAAAA9wwL_NlyzkzVfvxzzcHFcjDyuF7m%26gclid%3DCj0KCQiAyvHLBhDlARIsAHxl6xq1xg5ONAWMwqngrDRGMTHZsyRzXFK-U6pACTbxsaYtLPsJG-8gY6QaAkW-EALw_wcB&ved=2ahUKEwi3nuqNnLSSAxVArYkEHXyNOzQQ0Qx6BAgLEAE]