Ep 396: Leveraging Business Coaches To Delve Deep Into A Divorce Specialization That Brings A Steady Flow Of Ideal-Fit Clients With Michelle Klisanich

Financial Advisor Success

Michael Kitces

News, Business, Entrepreneurship, Business News

4.8 • 696 Ratings

🗓️ 30 July 2024

⏱️ 88 minutes

🔗️ Recording | iTunes | RSS

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Summary

Michelle Klisanich is a Wealth Advisor for Financially Wise Divorce, a hybrid advisory firm based out of Minnesota that oversees $87-million in assets under management for 91 households. Michelle stands out by effectively applying insights gained from multiple business coaches throughout her career, enabling her to precisely target and market to her desired clientele—women undergoing divorce. This focus allows her to transition these women into long-term advisory clients, with whom she builds deep, enduring relationships.

Listen in as Michelle shares how she developed a structured process to guide clients through divorce, linking them with pre-vetted professionals and providing a roadmap for life post-divorce, while ensuring they are interested in ongoing advisory relationships. She discusses leveraging her early career challenges and business coaching to specialize in divorce planning, using online networking to build influential connections and streamline her client base from 350 to 90 focused, profitable relationships. Michelle also reflects on how her personal divorce experience inspired her to help similar women, overcoming "impostor syndrome" by gaining confidence through small wins and recommending that newer advisors learn from experienced colleagues to navigate early career challenges.

For show notes and more visit: https://www.kitces.com/396

Transcript

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0:00.0	Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with
0:07.1	financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading
0:12.4	financial advisors navigated the inevitable challenges that arise on the path to success
0:17.4	and get insight from leading industry consultants about how to break through to the next
0:22.2	level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone.
0:29.0	Welcome to the 396th episode of the Financial Advisor Success Podcast. My guest on today's
0:34.3	podcast is Michelle Klisnich. Michelle is a wealth advisor for financially wise divorce, a hybrid advisory firm based in Minneapolis,
0:41.3	Minnesota that oversees 87 million in assets under management for 91 client households.
0:46.3	What's unique about Michelle, though, is how she has leveraged her learnings from several different business coaches over the course of her career,
0:52.3	which gave her the clarity to figure out how best to market to the clientele she really wanted to serve. Women going
0:58.7	through a divorce who, after the divorce is finalized, typically transition to become ongoing
1:03.4	long-term advisory clients with whom Michelle can build deep relationships. In this episode,
1:08.9	we talk in depth about how Michelle has created a structured process to help
1:12.5	her clients successfully navigate through divorce, from connecting them with divorce specialists
1:16.8	that Michelle is pre-vetted from attorneys to mortgage brokers to therapists, as well as providing
1:21.5	her divorce-a clients with a roadmap for their way forward once the divorce is finalized.
1:27.0	How Michelle is built around divorce planning is a way to open the door to prospective new clients,
1:31.7	but still confirms up front that they are interested not only in her flat-feed divorce planning process,
1:36.8	but also an ongoing advice relationship afterwards.
1:39.9	And how Michelle executes on a strategy of networking online via Zoom meetings to cultivate relationships
1:45.9	with centers of influence in the divorce space and generate a steady flow of referrals that fit
1:50.2	her ideal client avatar.
	...

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