Participants:
Steve Wershing
Julie Littlechild
Todd Fithian
Julie Littlechild:
Welcome to another episode of Becoming Referable, the podcast that helps you be the kind of advisor people can’t stop talking about. I’m Julie Littlechild and on this week’s show Steve and I are joined by Todd Fithian.
Todd is the founder of the Legacy Companies, a firm that providers training, as well as consulting and coaching for advisors to help them improve and grow. This was a great conversation. Todd has over two decades of experience in this industry as an advisor, an author and a trainer. He is so passionate about the extraordinary work that advisors do and how to help them do even more for their clients. That passion comes through loud and clear. He is also the author of two books, including the best selling The Right Side of the Table and if you listen to the end, he has a special offer for you.
Todd talks to us about how we need to change the conversations we’re having with clients to engage more deeply and he goes very deep on two specific strategies. The first is the bridge talk, a creative take on how to share what you do, particularly when you are in a social situation, in a way that helps generate interest in learning more. He also talks about a structure for an initial prospect meeting, which he calls the best meeting ever, and I think it is.
With that, let’s get straight to our conversation with Todd.
Well, Todd, welcome to Becoming Referable. So happy to have you here.
Steve Wershing:
Yeah, welcome Todd.
Todd Fithian:
Yeah. Thanks for having me. Excited to be part of it.
Julie Littlechild:
Hey, look I’ve known you for quite a while and seen some of the great work that you’ve done, but it probably makes sense to just start with a quick overview for the folks that are listening of the work that you are doing right now.
Todd Fithian:
Yeah, absolutely. Love to do that Julie, thank you.
I entered into financial services a long time ago. Close to 30 years ago now and was growing up third generation in my family in the business. My grandfather, father, in the business and all very successfully using traditional approaches in the business. One of the things as I entered the business that I found flawed was really the training in the ways in which advisors were being brought in to connect with, engage, and ultimately sell clients products.
It was a very transactional approach. I never really connected with that in a meaningful way. In fact, I struggled in many ways in the business because I tend to be a much more relational oriented guy and it was nothing about that.
Fast forwarding trial and tribulation, trying a bunch of things in our own practice, we were really studying behavioral advice and behavioral decision making long before it was a buzzword like it is today in our industry. My brother and I were studying and researching and going to courses and learning enough to be really, really dangerous.
The reality is that we began to start to apply some of these approaches and theories with our own clients and really just connecting with them to try to uncover what mattered to them and what was important to them before we began to tell them how smart we were and all the things that we had to offer them.
The results were pretty staggering. To fast forward that we literally saw our business grow quite dramatically. The number of introductions that we were getting to other families that were looking for this type of relationship grew dramatically. We had a group of advisors around the country.
Julie, I think I shared this with you in our past, that literally said “Hey, will you come out and show us what you guys are doing because you are having fun. Your business is obviously very successful. We want to know what you are doing.” We literally had a group of about 80 some odd advisors flying to Chicago. We spent two days with them. We gave them everything it is that we were doing, every tool that we had developed. At the end of that they said, “When are we getting together again?”
Me and my brother scratching our heads said, “Guys, we just gave you everything we’ve got.” This is the foundation of Legacy. My brother and I went back to our office and we sat in the conference room and stared at each other and said “Are we going to do this? There is a need. We have a need.” That was really the birth of Legacy and today 22 years later we are one of the leading training, consulting, coaching organizations helping advisors build the most meaningful relationships with their clientele, yet with an eye on profitability and growth in the business’s model.
Showing people how to do it in a systematized way and being able to replicate that from client to client. That’s really a global perspective of Legacy. Our path, how we got to where we are today.
Julie Littlechild:
It’s always such a straight line isn’t it…? It’s a great story though, but I love that the model was born of just a passion that you and your brother had. A way you wanted to work and clearly it worked.
Now, I recall that when I first became aware of the work that you did, I would have characterized it as really changing the conversations that you had with clients. You talked about this concept of ‘above and below the line’. Does that still characterize an overarching approach? Maybe you could tell us a bit about that.
Todd Fithian:
Yeah, absolutely. Good things that work have lasted at Legacy. That goes back a long time when we came up with that concept. I will tell you it is one of the secret sauces to what we teach advisors and how we help advisors to be different. It’s this concept of what we call the planning horizon. It divides, as you pointed out, those two different conversations that both have to be considered when advisors’ clients are making decisions about the future and their life and their business and all those things.
The areas below are all around strategies, tactics and tools, which as you can imagine, things below the horizon, or below the line conversations, that’s a very busy and competitive place. In fact, that’s where most of the industry begins or gets to as quickly as they can and what we uncovered, again going back to the behavioral stuff we learned years and years ago was that clients are looking for that different conversation.
There’s not a lot of advisors that have chosen to enhance their skills in what we call those above the line conversations, or above that planning horizon, which really gets into the vision, the values and the goals. This has been one of our staples to help advisors to be able to differentiate really, really quickly with a complete stranger or even going back to a 30 year relationship and saying, “Listen, my work here has evolved in my business and I want to really share with you how we are impacting clients today.”
Steve Wershing:
Todd-
Todd Fithian:
Now that really is a center of us still.
Steve Wershing:
Yeah so Todd can you give us an example or two of what an above the line kind of conversation might be and how advisors can shift their thinking that way?
Todd Fithian:
Absolutely. I think everybody today, every advisor out there, like every advisor, it’s not even the best advisors, but every advisor is talking about goals and objectives. You can’t survive in this world if you are not doing that. Those are table stakes, right? But, the reality of what we’ve found is that when we start with goals, most people don’t sit down and have these deep thought out conversations at home.
When you are talking to people about their goals, a lot of times you get the right answers, but not necessarily the real answers. An above the line conversation, for us takes place first and foremost with an exploration of their vision. How do they want to see things as they think about their future? That could be related to themselves in retirement. It can be related to their business, to their family, to their kids, but we look at vision not as the corporate-y board room vision statement with a big plaque that you hang up on the wall, but it is literally uncovering for people when you think about the future, how do you want things to look, feel, and be.
Sometimes that shows up, Steve, as a couple of paragraphs. Sometimes it’s four or five bullet points, but it’s real. It’s meaningful. That’s the first part of an above the line conversation.
The second thing that we get into is really uncovering their values and we look at values and we teach values as rules and standards in the ways in which people operate. These are rules and standards are things that need to be honored and respected. We’ve developed a values cards system that we teach advisors to go through with clients and facilitate helping people really connect with what are their core values and how do those show up in their lives.
It’s a game changing conversation. Advisors for the most part are really not doing this type of conversation with clients. Again, the research and the studies out there support that this is what they want.
The third part of it is the goals. When you have clarity around vision, when you are honoring and respecting the things that they value as a family, as a unit, as an individual, the goals now become the things that move us closer and closer to that vision, while respecting and honoring the things that they value along the way. It’s an entirely different conversation.
That’s the level of exploration that we are building confidence and skills in advisors actually having out there in the marketplace. Total differentiator.
Julie Littlechild:
You talked about skills there, which is what I was thinking as you were clarifying that is it would be so easy to fall back on the shallow. Tell me your vision. Tell me your goals and kind of leave it there. Is that where really some of the skills come in is learning how to peel back that onion and really understand what’s going on?
Todd Fithian:
100%. One of the challenges that we run into with our clients and Julie you know we work with … we are working with more and more newer advisors, which are easy because they don’t have all the bad habits and all the history to unwind. But I’ve worked with a lot of 20, 25, 30, 35, 40 year veterans in this business. They creep back into old habits. They struggle.
I had an advisory team yesterday in a coaching session with me going, “We don’t talk about this stuff. We don’t do this stuff.” I said, “You know what I love? I love that you are admitting it.” I run into a lot of people that tell me they do it when I know that they don’t. This is new, but we are about creating a difference. We want to have an impact. We want to be at the center of their lives and we want them to see us as that one that knows them better than anyone else in their advisory team.
These are the conversations that matter. We are constantly, Julie, pulling people back and saying “No. That’s not how you do it. You’ve got to dig in.” We make it simple though. I will tell you, we’ve got a very structured way in which we are doing it. It makes it safe, but still it feels risky when you’ve never done it, you’ve really never done it.
Julie Littlechild:
This must be … you mentioned couples at some point there. This must be hugely valuable for getting couples on the same page.
Todd Fithian:
Don’t even get me going about couples.
Julie Littlechild:
Forget I mentioned it.
Todd Fithian:
No, I’ve got to go now. Now I’ve got to go… With how many financial advisors and I’m sorry to say this and Julie you know where I am going, are leaving women out of the conversation. I’ve written articles. I will tell you, I’m going to write a book. I talk about this as much as I can that you are missing the whole game because women control more wealth in this country than men do. They are receiving more higher education. They outlive us medically.
That is only going to continue to evolve and increase and grow. I have advisors tell me all the time. I hear it all the time where they haven’t engaged – forget about the kids and the next gen, the husband and wife, right? Because that’s your first challenge.
We are big on that. That’s table stakes for us. We plan as a family. We want every stakeholder at that table as part of that discussion for sure.
Julie Littlechild:
You talked about some different strategies that you teach advisors with this conversation. Can you give me even just a single example of something an advisor can do differently to help lead them down this path of a deeper conversation?
Todd Fithian:
Here’s the thing. I’m going to give you the real, the simplest answer to this. I don’t think advisors step outside of how they behave and perform and act when they get in front of clients. It’s a very difficult thing to do and to do it with that real lens. How am I performing?
When I have a 30 minute meeting conversation with a client, how much am I talking verses how much am I listening? The things that I would say that advisors could do, which is a form of an above the line conversation, is to be inquisitive and don’t talk. Ask questions and let people respond. Bring empathy and interest and discovery to every interaction you have with people.
Simply doing that one thing, you will be amazed with how much more you hear and when you hear a lot more how much more you learn and when you learn a lot more how much more opportunity shows up. I don’t know if that’s what you are looking for Julie.
Julie Littlechild:
Yeah.
Todd Fithian:
I would say it’s the simplest thing that I would say people could take away and do.
Steve Wershing:
Especially in a new client relationship because you are trying to learn and not so much trying to present who you are but trying to find out who they are.
One of the other things we could talk about is you call it the bridge talk. Could you tell us a little bit about what that idea is and how that differs from say an elevator pitch?
Todd Fithian:
Yeah, exactly. Here we go with another don’t get me started.
Elevator, the whole concept of the elevator pitch is what we are trying to run away from. Every advisor I met, including myself before I had this epiphany, we created my own elevator pitch at least a dozen times in my career as an advisor. The thing that I will tell you is that they are very self centered. They are very hokey. They are very salesy. They are very pitchy.
We came up with the concept of a bridge talk. I’ll give you the magic formula behind it because I want your listeners to really understand it because this can be a really impactful thing for them to be able to take away. The bridge talk is really about creating that social ask into a professional opportunity.
It’s synthesizing where people are asking us in a social setting what do we do potentially, where it is not about networking and when we respond with an elevator pitch, we become instant salespeople. But when we respond with a bridge talk, we become conversational.
I’ll give you an example of this with one of our best advisors. I use this example all the time because I love it and he would hate to say if he was listening because he would hate to hear that some people have loved it so much they’ve stolen it and they are using it too. This one advisor, the focal point of his business is around retirement. The thing that he came up with around his bridge talk, when people ask him what he does, he said “I have a business that focuses on helping people retire on their own terms.”
“I have a business that focuses on helping people retire on their own terms.” Listen, in North America how many people do you two know that are retiring on their own terms these days? They feel in control, right? That, that right there is something that this advisor and his entire team and everybody in his business can say from a main stage, from the 50 yard line at the Super Bowl, sitting next to the little old woman in the pew at church, they will say it that way anyway.
The key to it is it’s real. It’s authentic. It’s conversational. It’s not salesy, but it is perfectly designed to engage permission marketing, where somebody would say “How do you do that? Can you tell me more about that? I’m interested in that.”
The magic formula, I’ll just share with you here for the last piece of this is the bridge talk has to hit two things. The first part is “Who do I help?” That’s the first thing the advisors need to answer. Who is that market? The niche market is a really scary thing for most of my clients when we first approach it with them. They are very few, I might have one in a hundred that say “I work with this specific group.”
But it is about getting clear in your business, even if it is the 30% block of your clientele that if you could recreate just them and have 100% of them, those are the people you want to work with because it’s the best relationship, that’s the people you want to focus on. That’s the difference between sales and marketing. People really don’t understand that difference in this business.
Marketing is when I’m spending dollars of my business outwardly. Writing checks, going into my wallet, pocketbook, what have you, that’s marketing. You need to absolutely do that to a findable, definable group. But sales is somebody would like to do business with me. I can choose as a business owner to do business with whoever I want. When we are marketing, we are deliberate. We are focused.
The first part is, who do I help? Who is my clientele? The second part is what are the problems that I solve? Who do I help and what problems do I solve for these people that I help?
I help retirees retire on their own terms.
Julie Littlechild:
It strikes me with that too, because you mentioned authentic. There is a fine line to finding the words that make sense. I like that a lot. Sometimes I think we try to be too cute for our own good with these things. You know what I mean? Where people are like, “You what? What now?”
Todd Fithian:
100%. 100%. You can’t use somebody else’s words. You can’t use words that you don’t use.
I tell them, are you married? Do you have kids? Go back and say this to them. If they look at you inquisitive and good and calm and say “Oh, good dad” or “good mom.” Then I think you get it right, but if they are like, “What did you just say?” You don’t have your right words. It’s got to be real. You are totally right Julie.
Julie Littlechild:
I love that this is designed to help people like you say, it’s a bridge talk, sort of bridge that gap. I imagine this also helps existing clients to refer better in a way because they’ve got the words as well.
Todd Fithian:
Yeah. As advisors so many times when we are getting business that is coming in it is a good problem to have. It’s not a problem. It’s a good thing right? They are like, “Hey, I’ve got people coming in.” People are making introductions, referrals, whatever, however they define them and that’s a good thing.
What’s interesting is we challenge our advisors to think about well, how are those people introducing you? In fact, I had a call this morning with an advisor who is actually getting quite a bit of people coming in through his existing clients. I said, “Listen. You need to open up those conversations to make sure they really understand how you want them to view you and see you.” If this is a client you want to have the next 20 or 30 years, I said, you need to open up that meeting and say “Hey, you know what? Julie has been a fantastic client over the years and I understand you all are great friends and she has sent us amazing relationships that go on to become clients. One of the things that I always find funny about Julie is how she actually talks about me and how she introduces me. I’m curious, how did Julie introduce you to me? What did she say to you I do?”
That’s telltale. Because now I can correct it live with this stranger. I can reframe how I want them to see me. Then I know I’ve got to go back out and have a meeting with Julie. Absolutely, going back out to existing clients. Your professional relationships with accountants and lawyers and so on and so forth, we absolutely need to help them be better at introducing us.
Also, joint work partners. A lot of our clients for whatever reason, do a fair bet of joint work with other advisors that bring them in. We have them point in that direction too. When you show up at that meeting with their clients or this prospect you are going in together, what is the expectation? What does this person think you are there to do to them? You’ve got to know.
Steve Wershing:
Well, Todd, one of the things I love about what you were just saying is that when you talk about correcting on the fly, is they might say “Oh, well Julie said about me that you are just a swell guy and you are a brilliant investment manager.” You can flip that around by saying, “Yeah, and you know what I really get excited about working with people like Julie is I help people like her retire on her own terms.”
The other silent element that you didn’t mention there is when you are talking about, when you are reminding them that they got referred, you are setting the stage for getting more referrals. You are reminding them “Oh, yeah, that’s right I was referred and apparently all his good clients refer him.” You are laying the ground work for that.
Todd Fithian:
I couldn’t say it better myself Steve. Absolutely. Absolutely spot on with that. Absolutely.
Julie Littlechild:
I think you are in a like minded group here Todd because we are very big on focus and niche and all of that as well. You touched on that but it really plays in here because your bridge talk can’t be “I help everyone do anything.” Right? Tends not to flow.
Steve Wershing:
Give it a try, right? Go out there and give it a try. See how it works.
Todd Fithian:
Exactly. Even this, I love when business owners, I love when financial advisors want to call business owners a niche market. It’s a category. It’s not a niche market.
Julie Littlechild:
Right.
Todd Fithian:
We are often telling them, you can’t talk to a clientele of contractors the way that you can a clientele of lawyers or physicians. It makes it challenging, but it’s scary because you are right. So many of the practices of the advisors that we work with, guys, are diverse. They’ve developed it and built it over a period of years and therefore they are serving a whole bunch of markets.
Executives and owners of businesses and things of that nature. We help them get as comfortable and confident as tightening it up as they can, but it’s just not always possible to get it as tight as we would like it around a very defined niche.
It can still work. It can still work well.
Julie Littlechild:
It can. The other thing I wanted to ask you about was this other concept that you’ve been talking about, which is and I love the name of this, best first meeting ever. How can that go wrong? Can you tell us a little bit … I want to be in that meeting. Tell me about that. Enough said.
Todd Fithian:
This is one right now.
Julie Littlechild:
That’s right.
Todd Fithian:
The best first meeting, it’s a concept, but it’s an actual thing where what we came to understand in our business in studying our clients is that we spend so much time and energy getting in front of the right people, yet when we have that moment and we have that opportunity and we have that time, we don’t do very much preparation.
Especially as we get 20, 25, 30, 35 whatever years in the business, we’ve had a lot of approach meetings. We’ve had a lot of first meetings. We tend to go in with a level of confidence and just winging it and so what we challenge our advisors to do is actually prepare. We’ve created a framework around having the best first meeting ever.
As you can imagine, with what I am sharing with you here today, it’s very much about creating opportunity in an environment where these strangers relatively at this point have the comfort and freedom to open up and begin to share. We do things like don’t any longer say the word agenda because nobody likes financial advisors that have agendas.
We use the term meeting plan because you are a planner and they expect you to be planning. It’s little things like that. We’ve got a very structured way in which we go about setting the stage for even a first meeting. Now, lots of advisors bring agendas or meeting plans as we would call them to later meetings, once a client is engaged. But we coach that you need to really be prepared and bring that level of focus to the most important meeting ever, which is about winning the relationship.
That’s the essence of it.
Steve Wershing:
I really want to stress something that you just said that’s so important and that is it’s not just focusing and preparation but having a structure. I’m always surprised at how many advisors that I talk to or look at and realize that even though they may have done it 10, 20, 30 years, to some extent every time they get a new client it’s kind of like they are making it up all over again.
And that’s not just inefficient and uses a lot of time that they don’t have to use but it also means that they can’t optimize it. They can’t make sure that it’s the best meeting ever because they are not thinking about what that meeting does.
What are some of the other things that might go into a best first meeting if you are going to build that structure?
Todd Fithian:
Yeah, absolutely. I just want to stack onto something that you just shared there. Not only does it not allow them to optimize it, Steve, but it drives your team crazy because they come out of every single first meeting with all kinds of different information. No real structure. Nobody knows what to do. It’s like living in chaos, but that’s a whole other talk for another day.
Steve Wershing:
It’s like a different version of the World War II veteran client who shows up with the box of receipts on tax day.
Todd Fithian:
Exactly. You got it. Exactly. That’s what it feels like a lot to be on the other side of that.
Todd Fithian:
I think it might be helpful and what you may be asking for is let me give you the framework for what this meeting plan looks like and how we basically run the meeting plan. I’ll walk you through that and see where that leads us.
Todd Fithian:
The whole thing starts off with what we call present talk. That is where we start off, which most people I think in our business and advisors who more connect with small talk. We look at it from a present talk standpoint is we want to really get all the distractions out of the way so that we can bring them to the present in our time here together.
The next part of the plan is what we call appreciation and bridge. Appreciation component of this is creating parity. Creating equality. I find that so many advisors, again, even the most successful, that they are meeting with a prospect that they might have been pursuing for a year or longer in some cases, they are like, “I am so thankful that you have given me this time here.” You are starting off on the wrong foot and really putting yourself in a lesser role and creating superiority and all that.
We are big on creating parity and appreciation for the time that we have to spend together. We can both win from it. That is appreciation. The bridge part of it is use your bridge language. We teach our advisors that every time you begin a meeting, remind them of who you help and the problems you solve.
The next piece that we talk about in our meeting plan is what we call right fit. This gives us an opportunity to say, “Listen. This is a time for us to spend time here together. For me to learn more about you and what is going on and what your interests are and concerns potentially and for me to spend a little bit of time talking about you.” To really set the stage for the types of engagements and things that typically come out of a meeting like this with clients.
The way that we teach that is that we teach our advisors to say, “Listen. Sometimes we meet with people in a meeting like this for the first time and they have some immediate issues and concerns. I like to refer to them as a pebble in the shoe. It is something that is keeping them up at two at night and it is something that they really want to address. Other times we meet people that they’ve got two or three or four things that are going on in their world and that really requires us to take a step back and really approach this from a planning standpoint. Our time here together is to really understand which of those are you? What is going on in your world so that we can properly then come back and talk about how we might be able to address that and assist you in what it’s you are trying to pursue?”
That is the right fit piece of it. Nothing scary. No commitment. It’s about “We want to spend some time trying to figure out what is the best relationship for you? Is it planning or is it helping you fix an immediate problem?”
Then the next part of it just goes into the meeting plan part of it, which is very deliberate and it’s simply you and me and decisions. We say, “We have a meeting plan that we use in a meeting like this to make sure that we spend our time appropriately together and we both have an opportunity to share and talk. Basically the structure of the meeting plan is you. We want to learn about you. Why are you here? How can we help? Tell us about your story.”
The second part of it is “I’ll tell you about me, my firm, my team. I’ll tell you what we do and really what makes us different.” Then the third part of it is “We’ve got some decisions to make based upon the conversation we have today. Where do we go from here? Did we uncover a right fit and an opportunity for us to work together in a meaningful way moving forward? Then let’s talk about that and let’s be clear when you leave, what might next steps look like?”
You can tell I’ve done this a few times.
Julie Littlechild:
Yeah.
Steve Wershing:
Just a couple.
Julie Littlechild:
You should really think this through. I don’t think you’ve got a clear process.
Todd Fithian:
Exactly. But that’s it.
Julie Littlechild:
As you talk about it, it all makes so much sense. It does. It’s interesting to hear because you’ve done it and it flows. When you are working with advisors who are learning effectively a different approach or maybe a new approach, what gets in the way for people of taking action on this kind of thing?
Todd Fithian:
Prior success. “This is a layup. I’ve seen this a thousand times. I don’t need to do all this other stuff. I’m just going to go in and go after it.” Until they do that a couple of times and fail and say “Maybe I ought to do something else.”
I think scared to try something new. Preparedness. Are they actually preparing? There’s a term that we all learn growing up, practice makes perfect. You guys have both heard that I’m sure. Well, it’s completely flawed. If you are not practicing purposefully it doesn’t make perfect. Perfect practice makes perfect.
Steve Wershing:
My wife is a professional musician. She says practice makes permanent.
Todd Fithian:
100%. 100%. You stole the words out of my mouth.
Steve Wershing:
Sorry.
Todd Fithian:
No, no, it’s beautiful. I love it when I’m talking to people that can finish my sentences. You know you are in the right place.
Steve Wershing:
That’s right.
Todd Fithian:
That is exactly right. Julie, part of our role in this whole thing is to keep them on point. We play part psychologist in our work at Legacy. You can’t pick up a book and learn this stuff and think you are going to go apply it for the next 20 years in your business. It is partly why we’ve created a community is to really keep people indoctrinated into this and having a home around like-minded people that are behaving the same way.
Without that … I had a client just two or three weeks ago I was talking to. We reconnected and he said, “Todd.” He goes, “We stopped doing everything you taught us.” I said, “Why?” He goes, “Because it was working. Isn’t that what we are supposed to do in this business.” I said, “Yeah, believe me. I’ve done it so many times myself.” It is constant pulling back. Constant reminding.
We challenge them. When my clients call me up on the phone, I tell them “Be prepared. What do you do? If you can’t answer that question, I’m hanging up on you.” Right?
Steve Wershing:
Sure.
Todd Fithian:
We are hard on people, but we are hard on them because we want the performance. Otherwise, go read a book. Go take a class. Let another thing sit on your bookshelf and collect dust. Don’t call Legacy. That is not what we do. You know what I mean?
Julie Littlechild:
Love it. You are right. We are talking about changing behavior. None of this is easy, but the concepts that you’ve talked about are intuitive. Right? It makes sense. I think that is the good news. It makes it easy to see how these changes would really impact becoming more referable.
Julie Littlechild:
I know we are getting up to time here, but I wanted to make sure because you were telling me that you had an offer for the folks who were listening to access your book.
Todd Fithian:
Absolutely. As I said to you Julie, I’d love to offer. I wrote a book with my brother and it sounds dated by the date, back in 2007. I am in the process of rewriting it, but it is not an easy process because the brother I wrote it with, I started this business with, and he since passed, 12 years ago. I will tell you it has been a very, very impactful book for so many advisors. I second guess rewriting it all the time.
The book is called the Right Side of the Table: Where Do you Sit in the Minds of the Affluent? I would love to make that offer to give a copy complimentary to any of your listeners. In a Kindle version or on a paperback version, whatever they prefer to read.
Julie, I don’t have it here in front of me, but I know that do you have the URL that… Should we provide that or how do you want to do that?
Julie Littlechild:
Yeah. For sure. We will put that link right into the show notes. Anyone who wants to access that can click there. Beyond going to that, which I would absolutely recommend for everyone, where else can people find out about the work that you do?
Todd Fithian:
I’d say look me up. Follow me on social media. I’m always posting things. Feel free to come to our website and look at all the different things that we are doing and courses we are offering. If that’s not the way that you like to pursue things, well, then shoot me an e-mail and let’s get on the phone and let’s have a conversation. I’m a helper. I love to talk to people. I love to learn.
There’s a few different ways. I’d love to make ourselves available for your community.
Julie Littlechild:
It’s such a generous offer. Really appreciate that. Thank you so much for your time today. It’s been a great conversation.
Steve Wershing:
Yeah, thank you Todd. It’s been great.
Todd Fithian:
Thank you both. It was wonderful. Again, like I said refreshing to talk to people that believe and feel the same things. It was a real joy. I appreciate you bringing me on.
Julie Littlechild:
Thanks so much.
Steve Wershing:
Thanks Todd.
Hey folks. Steve again. Thanks for joining us on Becoming Referable. If you like what you’ve been hearing please do us a favor and rate us on iTunes. It really helps. You can get all the links, show notes, and other tidbits from these episodes at becomingreferable.com. You can also get our free report, Three Referral Myths That Limit Your Growth and connect with our blogs and other resources.
Until next time, so long.