Ep 315: Learning Business Development By Consistently Being Seen Where Your Ideal Clients Are With Lisa Brown

Financial Advisor Success

Michael Kitces

News, Business, Entrepreneurship, Business News

4.8 • 696 Ratings

🗓️ 10 January 2023

⏱️ 100 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Lisa Brown is a Partner and Wealth Advisor for CI Brightworth, an RIA under the CI Financial umbrella with offices in Georgia and North Carolina that oversees nearly $5 billion in assets under management for over 1,500 households. By digging deeper into an existing firm niche focus of Coca-Cola employees within the organization, Lisa was able to write white papers for these employees that eventually built her expertise and client base within the company and led to referrals and growth from being so visible at the Coca-Cola offices.

Listen in as Lisa shares how she became known as a familiar and trusted financial expert in the Coca-Cola community, how she is now beginning to guide and train the next generation of advisors in the firm on how to become effective business developers, and how she was able to build her confidence and expertise as an advisor. We also discuss how she has been able to prioritize her work so she can regain more family time, as well as why she believes the key to her success now is measured by how much she can help younger advisors build their skills and confidence and find their own path to success.

For show notes and more visit: https://www.kitces.com/315

Transcript

Click on a timestamp to play from that location

0:00.0	Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with
0:06.8	financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading financial
0:12.7	advisors navigated the inevitable challenges that arise on the path to success and get insight
0:18.3	from leading industry consultants about how to break through to the next
0:21.9	level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone.
0:28.8	Welcome to the 315th episode of the Financial Advisor's Success podcast. My guest on today's
0:34.4	podcast is Lisa Brown. Lisa is a partner and wealth advisor for CI Brightworth,
0:39.2	an RIA under the CI Financial umbrella with offices in Atlanta, Georgia and Charlotte, North Carolina
0:43.8	that oversees nearly $5 billion in assets under management for more than 1,500 client households.
0:50.1	What's unique about Lisa, though, is how by digging deeper into an existing firm niche focus at Coca-Cola
0:55.8	and talking extensively with employees there about their common needs and issues that affected their
1:00.5	financial goals, she began to write white papers for them, which was so successful in building
1:05.0	her reputation and expertise and client base within the company that she gave up her own office space because she was spending
1:12.2	so much time with clients in their offices at Coca-Cola headquarters, which then just led to
1:17.2	even more referrals and growth by being so visible on site of the company. In this episode,
1:22.6	we talk in depth about how Lisa realized that by visiting Coca-Cola's headquarters consistently
1:26.9	and engaging employees
1:28.0	in person about their financial issues, she could become known as a familiar and trusted financial
1:32.7	expert in the Coca-Cola community. How Lisa leveraged writing white papers about preparing for retirement
1:38.2	and what to look for in severance packages in the event of a layoff, specifically for
1:41.9	Coke employees as a niche to gain more referrals
1:44.9	within the company.
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from Michael Kitces, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of Michael Kitces and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.