Tag: Client Relationships
How Attorneys Can Build Stronger Client Relationships and Enhance Their Practice with Ari Galper (Ep. 35)

How Attorneys Can Build Stronger Client Relationships and Enhance Their Practice with Ari Galper (Ep. 35)

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Trust is the cornerstone of successful client relationships, especially in the legal and financial sectors. How can professionals build trust quickly and effectively? What are the common pitfalls in traditional sales approaches?

Join Greg DuPont in this insightful episode of March to a Million with special guest Ari Galper as they uncover the secrets to fostering genuine relationships and establishing trust in the legal and financial services industry.

Greg and Ari discuss: 

  • Why traditional sales techniques fail in modern client interactions
  • The importance of uncovering the true needs of clients beyond surface-level goals
  • The role of trust-based language and how subtle changes can significantly impact your practice
  • Practical advice on shifting your mindset to let clients lead the buying process naturally
  • And more!

Resources: 

Connect With Ari Galper:

Connect with Greg DuPont:

About Our Guest:

Ari Galper is the founder and CEO of Unlock The Game® and is the world’s number #1 authority on trust-based selling. He has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review.

As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing process with endless “chasing”, has been completely re-invented and anchored in the timeless values of integrity and trust – through Trust-Based Selling.

In his best-selling book, “Unlock The Sales Game”, Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is, ironically, 10 times more profitable.

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How Integrating Financial Advocacy Transforms Your Practice with Jason Gray (Ep. 32)

How Integrating Financial Advocacy Transforms Your Practice with Jason Gray (Ep. 32)

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Estate planning is evolving, and attorneys are finding new ways to provide comprehensive solutions to their clients.

How can estate planning attorneys offer more value and build long-term relationships with their clients? What are the benefits of integrating financial services into legal practices?

In this episode of March to a Million, Greg DuPont welcomes Jason Gray, an attorney and owner of Pinnacle Estate Planning, to share his journey of becoming a financially-minded professional through the Wealth Solutions Network (WSN). 

You’ll hear about Jason’s background, his transition from traditional estate planning to incorporating WSN’s comprehensive strategies, and how this has allowed him to provide greater value to his clients.

They discuss: 

  • Jason’s journey from being an estate planning attorney and former social worker to joining WSN
  • The process and commitment required to obtain new credentials and the benefits they bring
  • The importance of asking deeper financial questions and how this transforms client relationships
  • The future of estate planning in the AI era and the paramount need for personalized, comprehensive service
  • And more!

 

Connect with Jason Gray:

Connect with Greg DuPont:

 

About Our Guest:

Jason Gray’s practice focuses on estate planning, business law, and real estate law. In addition to his legal practice, Jason has taught classes at the Gonzaga University School of Law and in the Paralegal Program at North Idaho College. He is a former Deputy Attorney General for the State of Idaho and served as a judicial law clerk in the Fourth Judicial District of the State of Idaho. He earned his J.D. degree from the Gonzaga University School of Law and is licensed to practice law in Idaho and Washington.

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How to Integrate Financial Services into Your Law Practice (Ep. 30)

How to Integrate Financial Services into Your Law Practice (Ep. 30)

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Incorporating financial services into a law practice can be a game-changer for attorneys seeking to add value and diversify their offerings.

How can attorneys seamlessly integrate financial services into their practice? What are the steps and benefits involved in this transition?

In this episode of March to a Million, Greg DuPont explores the essential steps for attorneys to incorporate financial services into their law practices. He covers the necessary licenses, regulatory requirements, and the benefits of offering these services to clients. Greg also highlights the support systems available through the Wealth Solutions Network (WSN).

Greg discusses: 

  • Key differences and requirements for Series 6, Series 7, and Series 65 licenses
  • The ease and importance of obtaining a life insurance license
  • The regulatory landscape for financial and insurance services
  • How to find the right partners to access securities and insurance products
  • The critical role of strategic partnerships in providing client-centered solutions
  • And more!

 

Connect with Greg DuPont:

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The Human Element in Financial Advisory with Lindsay Troxell (Ep. 25)

The Human Element in Financial Advisory with Lindsay Troxell (Ep. 25)

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The process of transitioning into retirement involves more than just financial planning; it involves psychological and emotional preparation as well.

How can attorneys and financial advisors provide a more holistic service that addresses the human side of retirement? How can they help clients navigate the emotional complexities of leaving their work identity behind?

This week, Greg DuPont chats with Lindsay Troxell, Founder, CEO, and Head Coach At Our Coaching Initiative. They explore the importance of understanding clients’ emotions, the impact of exhaustion on retirement dreams, and strategies for attorneys and advisors to connect more deeply with their clients.

They discuss:

  • The significance of coaching in the financial advisory space and how it can enhance client relationships
  • The challenges clients face when transitioning from work life to retirement, particularly in terms of emotional readiness and identity
  • The importance of managing physical, emotional, mental, and spiritual energy for a fulfilling retirement
  • How advisors can help clients redefine their purpose and identity post-retirement
  • The art of asking the right questions to facilitate deeper conversations and connections with clients
  • How advisors can overcome feelings of inadequacy when stepping into a coaching role
  • Encouraging a growth mindset among advisors to move from merely surviving to thriving in their profession
  • And more!

 

Resources: 

Connect With Lindsay Troxell:

Connect with Greg DuPont:

 

About Our Guest:

Lindsay Troxwell is a Certified Life Coach and International speaker changing the landscape of financial services. Since 2005, Lindsay Troxell has worked on thousands of teams across the United States and in Europe with a focus on practice management, business development, client experience, team dynamics, and mindset.

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Embracing Generational Differences in the Great Wealth Transfer (Ep. 24)

Embracing Generational Differences in the Great Wealth Transfer (Ep. 24)

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The great wealth transfer is a monumental event, and attorneys must adapt to generational differences to capture this opportunity.

How can attorneys effectively communicate and market to different generations? What strategies can they employ to engage with a younger, more digitally savvy audience?

In this episode of the March to a Million podcast, Greg DuPont explores the importance of understanding generational nuances in marketing, especially in the context of the great wealth transfer. They explore the impact of financial events on younger generations and the necessity of creating content that resonates with Gen X, Millennials, and Gen Z.

Greg discusses: 

  • The distinct marketing approaches required for different generations and the misconceptions attorneys may have
  • The shift from traditional word-of-mouth marketing to building a foundation of social proof for younger audiences
  • The importance of creating convenient, bite-sized content for digital platforms to attract the next generation
  • The need for attorneys to focus on the outcomes and feelings their services provide, rather than just the technical aspects
  • The benefits of utilizing owned media like print newsletters and websites to control the message and build credibility
  • Effective strategies for converting conversations into client engagements without hard selling
  • And more!

 

Connect with Greg DuPont:

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The Role of Influence in The Mindset Pillar of Financial Advocacy (Ep. 11)

The Role of Influence in The Mindset Pillar of Financial Advocacy (Ep. 11)

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Switching the mindset from selling to influencing is a game-changer.

The top advisors in the financial industry don’t sell – they let people come in pre-sold. 

This approach helps build trust and, eventually, strong relationships with clients.

What steps can estate planning attorneys take to become more influential with their clients?

In this episode, Greg DuPont and Matt Halloran share the sixth pillar of financial advocacy: Mindset with a shift into the importance of being influential. They explore the art of influence over sales and the importance and power of effective listening as attorneys. Greg and Matt also delve into building trust and the importance of authenticity and humility.

Greg and Matt discuss: 

  • How top advisors focus on building influence rather than selling
  • Greg’s journey of transitioning from using convincing arguments to being more influential
  • The need for experts to present their views in an easily understandable way for people to accept
  • The difference between sales and influence
  • The importance of stepping into your authority and using a humble approach to build trust in professional relationships
  • The challenge of gaining trust as a financial advisor in a world of readily available information and the importance of providing insight over opinion
  • And more!

Resources: 

Connect with Greg DuPont:

Connect with Matt Halloran:

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