The transition to fee-based services has prompted advisors to prioritize fee-worthiness, with clients focusing less on cost and more on perceived value.
Plus, the complexities of relationship management may be amplified in a B2B upscaling model.
In this episode, Duncan MacPherson speaks with Bill Sowell, CEO of Sowell Management, about the distinction between salesmanship and stewardship, and what it takes to cultivate lasting client relationships. They also talk about the shift from a B2C organic growth model to a franchise-ready B2B upscaling model.
They discuss:
- Being a consolidator versus adopting a methodical organic growth model
- How Bill’s firm struck a powerful balance between the proverbial Wall Street-Main Street dynamics
- Why advisors should never lose sight of relationship management
- The path to strong advisor partnerships and an effective fit process
- How technology and the Great Wealth Transfer are shaping financial services
- And more
Resources:
- “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
- “See You at the Top” by Zig Ziglar
- Entrepreneurial Operating System® (EOS) Worldwide
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Bill:
Promotions:
- The Blue Square Toolkit™ by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Bill began his career in the financial services industry in 1990 and quickly became a top producer within the industry. In 1995, he began a fee-only practice now known as Sowell Management, which services a broad spectrum of some of the top Independent Advisor Representatives (IARs), and Registered Investment Advisors (RIAs) in the United States. He and his wife, Cindy, have worked as a team for more than 20 years. Bill is a bridge builder. He is passionate about helping advisors see an independent and prosperous future and guiding them through the entire journey.
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