A lot of advisors struggle with sales. Some fear being too aggressive Others are worried they'll become too busy. But is this stemming from a deeper fear of success?

On today's episode, we are joined by the founder of Sales Pro Insider, author, and speaker, Nancy Bleeke. Originally starting her journey in financial services, she has transitioned into training advisors and their staff at sales. A lot of advisors don't consider themselves as natural salespeople and Nancy is helping them become more skilled and confident throughout the industry.

Nancy sees balance as a personal decision that we have to consciously make. Balance to one person is going to look different to another. You can't achieve balance until you define what balance looks like inside of your own life.

If you enjoy your job, as many advisors do, it can be difficult to intentionally build those boundaries. Nancy has seen advisors struggle with balancing the roles and responsibilities of their business, something that flows into their personal lives as well.

Advisors are in this industry to help people. But in order to help clients, you have to convince them to make the confident decision to invest in your services. Sales is an essential part of the financial industry. With Nancy, we discuss why advisors struggle with sales and how it's impacting their journey to find balance.

Join us today as we further discuss:

• Her struggles with balance and how she had to reset her life
• How advisors struggle with balance inside of their business
• Why do some advisors struggle with sales and success?
• How Nancy is helping advisors confidently convert sales in their business?

TIMESTAMPS

1:18 – How did she end up in this industry?

3:42 – What is Nancy's definition of balance?

6:11 – Her own struggles with balance

9:13 – What issues do advisors face?

12:16 – The start and stop in business

16:35 – Are advisors reluctant?

20:40 – Being afraid of success

24:18 – How does her process work?

28:54 – Your mindset and approach

34:08 – Learning to listen

37:27 – Helping others and setting boundaries

RESOURCES

More About Nancy: https://www.salesproinsider.com/

Website: https://www.travisparry.com/

Email: travis@travisparry.com

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Prioritization and balance are key to becoming a successful financial advisor. Whether you have just started your career or you have been in the field for decades, financial advisors are notoriously busy and stressed-out individuals. A big reason we started this podcast was to help those in this situation. Today, we have invited Michael Kitces to the show to speak on his experience with business growth, work-life balance, employee hiring, and more.

Michael is a financial advisor, speaker, writer, and entrepreneur. His passion to help clients and advisors has grown into multiple business ventures including the very successful Nerd's Eye View blog. Although he kind of stumbled into financial planning, a few years in he realized it was something he was deeply passionate about. In 2008 he started to explore projects outside of just financial advising.

He now has a business empire. With such success, Michael has faced a lot of frustrations and challenges when. However, having a financial foundation helped him and his family separate business stress and financial stress. Having a plan before you start a new business or try a new venture is of utmost importance.

Michael also goes into building boundaries. With more of us working from home these days, it is important we highlight boundaries between work time and family time, and that we keep those commitments.

Feeling growing pains when it comes to hiring and training? The hiring curve can really detract from a healthy work-life balance if you are not proactive. Think about hiring employees before you actually need them. Remember, if you don't hire early on everything comes back to you at the end of the day as the business owner. Without an adequate team and support system, building those work-life boundaries can often seem impossible.

Lastly, Michael touches on the importance of prioritization. You only have a set amount of time in a day, a month, a year. How will you manage who and what gets priority of that time? This is something important to teach your new employees as well. Michael suggests the rock, pebble, and sand metaphor to truly help you think about time. What are your most important dedications? Your urgent tasks? Instead of saying "I don't have time" say "It is not a priority" your views on what is important in life will change quickly.

Michael knows what it is like to work overtime, miss family, and struggle with balance. He wants to help other advisors learn from his experiences and know they are not alone. Listen to the full podcast to learn more about Michael, his business growth, and how he makes time for it all.

TIMESTAMPS

0:48 – Welcome Michael Kitces

5:26 – What Michael does now

14:30 – A foundation for the future

24:11 – Managing work-life balance

31:30 – Challenges with business growth

35:57 – Hire and train as soon as you can

39:04 – How many employees does Michael have?

41:48 – Issues with training

47:40 – Envisioning a jar of time

52:15 - Team communication & productivity

54:27 – Final piece of advice for advisors

RESOURCES

Read more about Michael

Make Time Institute Website

Email: travis@travisparry.com

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On today's episode, Katiya Xiong, a business coach, and entrepreneur joins us to break down her passion for helping advisors. She believes in connecting with people on the human level with a high-tech approach. While she got into financial services by accident, she found that advisors need strategic solutions to meet the needs of their clients.

To find balance, Katiya truly believes in finding what you love and aligning your life with that mission - whether it's at work or at home. Balance for her is about staying in tune with her vision. Achieving balance is about aligning her priorities with her mission in and outside of business.

A big problem that many of us face is hiring help. From hiring the right people to being able to delegate properly we have all faced this hurdle at some point. Advisors need to have a clear vision of "who they want to be" and build from there. Having that vision helps team identity, marketing content, your company's mission, and your overall journey to find balance.

We'll further breakdown:

• The value of parents and balancing family
• How Katiya works with and listens to advisors
• Why advisors struggle with hiring help and finding their vision
• How Katiya is helping advisors find balance through her own work

TIMESTAMPS

1:05 – Why financial services?

4:48 – What is your definition of balance?

8:37 – The biggest struggles as a working mom

11:59 – Top issues other advisors struggle with

19:33 – Why do you think advisors struggle with hiring?

29:15 – How are you helping advisors?

33:39 – Do you broker disability?

35:49 – How to get a hold of Katiya

RESOURCES:

More About Katiya:

https://www.linkedin.com/in/katiyaxiong/

https://www.katiyaxiong.com/

Website: https://www.travisparry.com/

Email: travis@travisparry.com

Get Travis' newest book!