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Secrets of 2x Advisors

At the Excel 401(k) conference in October 2019, we heard from a panel of advisors who managed to double their business in a relatively short time. How did they do it, and what ideas can you implement to help your practice grow at a faster rate?

Our panelists, David Griffin of Atlanta Retirement Plans, Jania Stout of Hightower, and Robert Scherzer of Pensionmark, discuss what they learned on their path to 2x, including how they conquered the challenge of growing so rapidly.

Click Here to Listen to the Panel Audio

In this episode:

  • Dealing with high stress, limited resources and hiring in a competitive job market
  • The importance of referrals and saying “no” to clients that aren’t a right fit for you
  • Prioritizing opportunities to connect with adjacent businesses and potential clients


David Griffin – Everything is in the Cloud in our firm.  I have no physical office.  Our first meeting is going to be at 10:00.  I’m going to keep everybody out of traffic.  We live in Atlanta, traffic is terrible.  We don’t want to do meetings after 3:30 if we can help it.  And I’m going to have people be able to spend more time with their families and have a really good quality of life.  My philosophy has been to do it a little bit differently than a lot of people in the financial services industry.  And that has really served me well and it’s made my employees fiercely loyal.  I’ve had zero turn over since I started the firm seven years ago.  

Ben Jones – Welcome to Better Conversations. Better Outcomes. presented by BMO Global Asset Management. I’m Ben Jones. 

Emily Larsen – And I’m Emily Larsen.  On this show we explore the world of wealth advising from every angle, providing actionable ideas designed to improve outcomes for advisors and their clients.

Disclosure – The views expressed here are those of the participants and not those of BMO Global Asset Management, its affiliates, or subsidiaries.  

Emily Larsen – On today’s episode, we will hear from a panel of advisors who managed to double their business in a relatively short time.  Their secrets, as you’ll hear, include team building, grit, creativity and referrals.  We’ll also talk about the challenges of growing so rapidly and how to deal with expenses and the stress put on you and your employees.  We recorded this panel in front of a live audience at the Excel 401(k) conference in October 2019, so you will hear some background noise from our live recording.  

Ben Jones – Let me introduce you to our featured panel.  First you will hear from David Griffin, founder of Atlanta Retirement Partners.  Next Jania Stout, practice leader of Fiduciary Plan Advisors at Hightower, who told me that the secret to her accelerated growth was focused grit.  And you will hear exactly why in a moment.  Finally we have Robert Scherzer, managing director of Pensionmark’s Metro New York City office. 

Click Here for Full Transcript

Originally Posted on January 22, 2020 – Secrets of 2x Advisors

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