Despite all the challenges in reaching qualified prospects, some advisors are doing quite well, while others are not rising to the challenges that we all face. So, what are the financial advisor best practices that separate the wheat from the chaff?

In this episode, Bill Cates interviews Mark Williams, president and CEO of Brokers International, to discuss what we need to think about and do to connect with more Right-Fit Clients.  Mark speaks to hundreds of financial professionals each year, so he’s in a unique position to see what’s working and where advisors are wasting their resources of time, energy, and dollars.

Bill and Mark discuss:     

• The top 3 challenges that financial professionals face in terms of client acquisition today.
  
• The financial advisor best practices that he believes are gamechangers.
  
• Is LinkedIn the “New Cold Calling?”
  

Connect With Mark Williams:

• LinkedIn: Mark Williams
  
• Brokers International Home Page
  

Connect With Bill Cates:

• BillCates@referralcoach.com
  
• (301) 497-2200
  
•  Referral Coach Homepage
  
•  Hire Bill for Coaching
  
•  Enroll in The Cates Academy
  

About Our Guest:

Mark Williams is the President and CEO of Brokers International, one of the industry’s largest field marketing organizations — providing annuity and life insurance solutions to independent insurance and financial professionals across the nation.

Few executives have Mark’s breadth of experience as a differentiator and success across every aspect of the industry. He grew up in an insurance family and has licensed, sold and had exposure to almost every financial vehicle that can be used as a solution to a customer need. He has held crucial roles as an agent, stock broker, independent distributor, captive agent, and head of an FMO.

Mark has a proven track record driving transformation, having helped transform companies such as Allianz, The Hartford, and GamePlan from the inside out. He has spent his career leading sales growth in fixed indexed annuities, life insurance and fixed universal life products as well as directing mortgage leads, developing marketing programs for independent financial professionals and leading strategic initiatives.

Currently, Mark is focused on the future of the insurance industry: from the disruptions of InsurTech and robo-advisors to the changing demographics and needs of customers. He also is an avid mentor helping financial professionals navigate the industry.