IGO — In Good Order with Ben Braverman

Most financial advisors are missing one simple but powerful growth secret: connecting with clients—and prospects—through their pain points, not just their portfolio. In this eye-opening episode, Derek Kinney, a former top financial advisor turned growth strategist, reveals how mastering the art of pain-based conversations can skyrocket your client referrals, attract higher-net-worth clients, and turn you into a recognized specialist — even if you're just starting out.You'll discover how focusing on specific problems rather than just offerings creates a magnetic pull that prospects and clients can’t ignore.We explore proven tactics for turning casual social encounters into referral goldmines, including how to craft laminated tear sheets with your targeted pain points and use them as pattern interrupts. Derek also delves into the often-overlooked opportunity of younger advisors who leverage their age as a superpower—by positioning themselves as the perfect guide to the next generation of wealth transfer.Plus, learn why asking the RIGHT questions at strategic moments—like "What’s the greatest service we could provide for you?"—can significantly improve your conversion rate and prevent prospects from slipping away. Derek emphasizes that the most successful advisors focus on simplicity, emotional connection, and consistency, transforming how they talk, listen, and ultimately, serve.Ideal for anyone in wealth management, early-career advisors, or established professionals craving a fresh approach, this episode is packed with actionable insights to revolutionize your growth strategy. If you’re serious about making a lasting impact while building a thriving, referral-generating practice, these principles will elevate your game—starting tomorrow.Derek Kinney is a former top financial advisor, founder of Successful Advisors, and a sought-after growth strategist known for helping advisors land high-net-worth clients faster by centering conversations on what truly matters: clients' pain points. His proven frameworks are transforming practices across the industry.If you want to move beyond generic pitches and start turning prospects into lifelong clients, listen now. Connect with Derek’s free resources at SuccessfulAdvisors.com or on LinkedIn for daily tips that make your messaging more impactful. To grow your practice and amplify your impact, this episode is non-negotiable.

Most financial advisors overlook the power of AI, email, and text messaging—until now. Robert Sophia, CEO of Snappy Kraken, reveals how modern automation and AI-driven personalization are transforming client engagement and skyrocketing response rates. If you're tired of inconsistent marketing results and want a clear, scalable system that actually generates revenue, this episode is your game-changer.Discover how AI can turn your marketing from guesswork into a growth engine, with practical tactics on using email and text messaging to deepen client relationships effortlessly. Robert shares eye-opening data: email and SMS outperform social media and paid ads. You’ll learn how to harness tools that automatically segment audiences, personalize messages, and drive appointments without extra manual effort. Plus, get insider tips on creating compelling video content—despite low adoption rates—that builds trust faster than any other medium.We break down why many advisors fail with disconnected activities and offer a simple, effective way to build a revenue-generating marketing system from scratch. Understand the importance of niching, systematizing your outreach, and focusing on quality over quantity. Robert emphasizes starting broad, analyzing your high-value clients, and then narrowing your focus—so your marketing efforts align with real revenue. Beware the shiny object syndrome: master one channel before rushing into the next to ensure consistent growth.This episode is essential listening for any growth-minded advisor ready to move beyond sporadic tactics. If you're looking to leverage AI confidently, improve response rates, and create a scalable marketing system that actually works, Robert’s insights will steer you in the right direction. Whether you're new to marketing or wanting to refine your current approach, this conversation unlocks practical strategies to elevate your practice with confidence and clarity.Robert Sophia is the CEO of Snappy Kraken, a leading marketing automation platform for financial professionals, known for pioneering AI-driven client engagement strategies that deliver measurable results.Perfect for advisors eager to stay ahead in a competitive landscape, this episode provides actionable steps to streamline your marketing, nurture client relationships, and make every communication count. Hit play now and get in good order for growth.

In Episode 18 of IGO – In Good Order, Ben Braverman sits down with mindset expert, motivational speaker, and author Ricky Kalmon to talk about the role mindset plays in the success of financial advisors and entrepreneurs.In a business built on trust, conversations, and decision making under pressure, your inner voice matters. Ricky shares practical ways to manage emotional volatility, control destructive auto thoughts, and build the discipline needed to show up with confidence in client meetings, prospecting, and business growth.Ben and Ricky discuss how advisors can reframe rejection, turn client praise into referrals, develop daily mindset habits, and build a personal brand that stands out in a crowded industry.If you’re a financial professional looking to improve your confidence, communication, and consistency, this conversation will challenge the way you think about performance.Key topics include• Managing emotional volatility in markets and client conversations• Motivation vs discipline in building a resilient mindset• Prospecting hesitation and overcoming fear of rejection• Turning client praise into referral opportunities• Building an authentic personal brand as a financial advisor• Visualization and micro habits for confidence and consistency

Unlock the secret to maximizing your clients’ retirement wealth—tax strategies that could save thousands and redefine what’s possible. If you’re an advisor who’s still avoiding conversations about taxes and income planning, this episode is your wake-up call.Steve Rohrig, an expert with more retirement income planning credentials than most have stars on their badge, joins Ben Braverman to uncover the hidden truths about Roth conversions and annuities. Discover how strategic recharacterizations can not only lock in lower taxes today but also provide guaranteed, tax-free income for life—even if the cash value hits zero. We dive deep into the “forever clock,” revealing the critical timing rules that make or break tax-efficiency, and why understanding these nuances can give your clients a lifelong advantage.You’ll discover:The real reasons most advisors get Roth conversions wrong—and how to avoid common pitfallsThe latest insights on leveraging high bonus annuities in today’s rising interest rate environmentHow to balance short-term tax savings against long-term legacy and estate planning goalsWhy the “voluntary tax” concept should be front and center in your client conversationsThe impact of recent legislation, the Secure Act, and rising tax rates on strategic withdrawal planningProven frameworks for assessing marginal versus effective tax rates to optimize conversionsHow to use annuities for dollar-cost averaging, legacy benefits, and guaranteed income, all while reducing your client’s tax billThis episode isn't just technical—it’s transformational. Failing to incorporate tax-efficient strategies leaves money on the table, while mastering them creates measurable, tangible results—more spendable income, better legacy planning, and peace of mind for your clients.Whether you’re a financial professional seeking a competitive edge or a client looking to preserve wealth, this is your essential guide to retirement success in an uncertain tax future. Perfect for advisors ready to elevate their practice and clients eager to keep more of their savings.Guest Steve Rohrig is a leading authority in retirement income strategies at SMS Financial Solutions, known for his innovative approach to tax and estate planning. His insights are shaping the future of wealth transfer and income distribution.If you want to turn your practice into a tax-smart, future-proof powerhouse—this episode is not to be missed. Get ready to learn, implement, and transform your retirement planning game.

In this episode of IGO, Ben Braverman sits down with Cal B. Parker from BizEquity to discuss how financial advisors can use business valuation as a strategic planning tool for business owner clients.They explore the importance of introducing valuation conversations early, how valuation insights can uncover risks and opportunities, and how advisors can use these tools to support succession planning and the broader wealth transfer happening across the business owner community.Learn more about BizEquity:https://www.bizequity.com/Connect with Cal Parker:https://www.linkedin.com/in/calparker8/

In this episode of In Good Order, Ben Braverman is joined by Laurence Black, founder of Index Standard, for a deep dive into one of the most misunderstood parts of modern investing: index construction and volatility control.As risk control and volatility-managed indexes become more common inside annuities and structured products, many advisors struggle to understand what they actually own — and why results often differ from traditional benchmarks.Laurence breaks down:Why most index analysis relies too heavily on historical performanceHow forward-looking forecasts from multiple asset managers provide better contextWhat advisors commonly misunderstand about exposure, excess return, and volatility controlWhy comparing risk control indexes to equity benchmarks can be misleadingHow changing correlations, interest rates, and market regimes impact outcomesThis conversation isn’t about predicting markets or promoting products. It’s about helping advisors gain clarity, ask better questions, and improve client conversations by understanding how indexes really work.If you work with annuities, structured products, or portfolio construction, this episode will sharpen how you evaluate risk and performance.

Most advisors think trust begins at the first meeting.In reality, prospects have already made up their minds long before that conversation ever happens.In this episode of In Good Order, host Ben Braverman sits down with Joel Crampton, founder of CMO Alpha and author of Trailblazing Growth, to discuss how today’s consumers spend roughly 75% of their buying journey researching before they ever reach out.By the time a prospect contacts an advisor, they have already reviewed the website, scanned LinkedIn, and formed an opinion about credibility, clarity, and trust.This conversation explores:• Why the client journey starts earlier than most advisors realize• How niche marketing creates clarity even when it feels uncomfortable• Where advisors unintentionally lose trust before the first meeting• Why strategy matters more than tactics in modern marketing• How the fractional CMO model helps firms grow with focus and intentionIf your business depends on trust, long-term relationships, and high-stakes decisions, this episode will change how you think about growth.Follow In Good Order for thoughtful conversations on leadership, marketing, and building businesses that operate with clarity and purpose.

IGO Ep. 13 | Why Most Advisors Avoid Taxes (and Why That’s a Mistake)🎥 Watch the full episode on YouTube (recommended for this episode):👉 https://youtu.be/KkB86xhFv7kIn this episode of In Good Order, Ben Braverman is joined by Tyler Randall to unpack one of the most avoided but impactful topics in retirement planning: taxes.Advisors often hesitate to lead tax conversations because the rules feel complex, overwhelming, or uncertain. Meanwhile, many clients are quietly exposed to significant future tax liabilities through traditional retirement accounts, IRMAA surcharges, and changing legislation.This conversation focuses on how Roth conversions and tax efficiency can materially improve retirement outcomes when framed correctly.You’ll hear:Why legislative risk makes today’s tax rules far from permanentHow Roth conversions can reduce lifetime tax burdenWhere IRMAA fees catch high-income retirees off guardHow breakeven analysis helps clients make confident decisionsTools and visual frameworks that simplify tax conversationsWhy advisors who lead with tax strategy grow faster and retain more clientsThis episode is especially visual, which is why watching on YouTube is strongly recommended to see the frameworks and examples discussed.In Good Order is a podcast for advisors and professionals focused on clarity, structure, and better decision-making in finance and business.

Join us in this episode of IGO as Colin Stroud, founder of Go Somewhere, reveals how to maximize credit card points for travel. Learn about using points as a forced savings account for vacations, selecting the right credit cards, and strategies for business owners to leverage points effectively. Colin also discusses the emotional value of travel experiences and offers webinars to help financial professionals engage their clients.

In this episode of "In Good Order," Ben Braverman from SMS Financial Solutions sits down with Heather Bunja of the Admin Effect to explore innovative strategies for financial advisors. Discover how the Admin Effect is transforming the way advisors manage their operations, from pre-filling annuity applications to conducting AUM rollover calls. Heather shares insights on how their services save time and boost revenue, helping advisors focus on growth. Tune in for practical advice and success stories that can elevate your practice.

Join Ben and Nate Self from GILICO as they explore the golden age of annuities in this episode of IGO. Discover the power of guaranteed index rates, the importance of transparency, and the benefits of long-term products with high minimum floor guarantees. Learn how GILICO's innovative strategies provide certainty and flexibility for both advisors and clients.

In this episode of IGO, Ben Braverman and Jason Raitz delve into the art of communication for financial advisors. Discover how effective communication builds trust and enhances client relationships. Learn the power of storytelling and story catching, and gain practical insights to elevate your communication skills. Tune in to transform your client interactions and unlock new levels of success.

In Episode 8 of "In Good Order," host Ben Braverman sits down with Sheryl J. Moore, a renowned expert in the insurance industry, to explore the dynamic world of indexed annuities. Discover why this might be the golden age for annuities, learn about the latest trends, and understand how interest rates and market performance influence these financial products. Whether you're a seasoned financial professional or new to the field, this episode is packed with insights and practical knowledge to help you navigate the evolving landscape of annuities.Highlights:The current state and future of indexed annuities Innovations and trends reshaping the annuity market The role of education in empowering financial professionalsTune in to gain valuable insights and stay ahead in the financial world. Don't forget to follow and share with your network!

In this episode of IGO, Ben Braverman sits down with Brian Hickey from Insureactive to explore the transformative power of Medicare Backoffice for financial advisors. Discover how leveraging Medicare can serve as a strategic moat, enhance client relationships, and drive new business opportunities. Whether you're a seasoned advisor or new to the field, this conversation offers valuable insights into integrating Medicare into your practice. Tune in to learn how to protect and grow your business with expert advice from industry leaders.

LinkedIn is one of the most powerful platforms for financial professionals — but most advisors aren’t using it to its full potential.In this episode of In Good Order, Ben Braverman talks with Sydney Cullen Lawrence about how to unlock organic growth through smarter client personas, authentic content, meaningful engagement, and even AI tools.We cover:✅ Delivering value at zero cost through LinkedIn✅ Making your profile speak directly to your target client✅ Using AI to develop sharper client personas✅ Engagement vs. “post and ghost”✅ Leveraging analytics to refine your content strategy✅ How to comment with intent to build relationships✅ Shifting the conversation from products to benefitsIf you’ve been wondering how to turn LinkedIn into a real client acquisition channel, this episode is packed with practical strategies you can put to work immediately.

Most advisors know they need to stand out, but too many still rely on cookie-cutter marketing that doesn’t connect.In this episode of In Good Order, Ben Braverman sits down with Matt Halloran, co-founder of ProudMouth, to unpack what authentic branding and influence really mean for financial professionals today. From podcasting to personal storytelling, Matt shares how to build trust at scale while staying true to who you are.We cover:✅ Why authentic branding beats “corporate speak” every time✅ The role of podcasting and content in creating predictable growth✅ Mindset shifts advisors need to build influence✅ Practical steps to connect with your ideal clients✅ Lessons from Matt’s personal journey and top advisor brandsIf you’re ready to sharpen your message, stand out in a crowded market, and grow with confidence — this episode is packed with insight to help you get there.

Long-Term Care is one of the most important — and most overlooked — conversations in retirement planning.In this episode of In Good Order, I sit down with Drew Carpenter to unpack the what, why, and how of Long-Term Care planning — and how advisors can approach it with clarity, confidence, and compassion.We cover:✅ The real costs and risks families face without a plan✅ Why traditional LTC solutions fall short for many clients✅ How hybrid LTC changes the game✅ Positioning LTC as part of a holistic retirement strategy✅ Practical steps for bringing the conversation into client meetingsWhether you’re new to LTC or looking for better ways to frame it, this episode will give you tools to start the conversation and create long-term value for your clients.

Indexed Universal Life (IUL) can be a powerful tool when it’s framed correctly — but many advisors struggle with how to introduce it to clients without sounding “salesy” or overly technical.In this episode of In Good Order, Ben Braverman sits down with Tom Pecoraro, IUL Marketing Consultant, to break down the fundamentals of IUL and share how to position it inside broader planning conversations.We cover:What Indexed Universal Life is — in plain languageWhen and why to consider it as part of a client’s strategyBest practices for explaining IUL without triggering skepticismHow to use IUL to open doors to bigger planning discussionsWhether you’re brand new to IUL or simply looking for better ways to talk about it, this episode will help you bring more clarity and confidence to your client meetings.

Seminar marketing isn’t dead — but lazy seminar marketing is.In this episode of IGO — In Good Order, Ben Braverman sits down with Nick Schmidt to unpack what’s actually working in the seminar world right now. From emotional dynamics to the psychology of buying behavior, we explore what separates high-converting seminar practices from the ones just filling seats.You’ll learn:Why food, format, and follow-up matter more than everThe best venues for credibility and ROIHow top advisors use Medicare as a seminar entry pointMessaging tips to disarm resistance and drive appointmentsThe key emotional triggers that lead to action (via Frank Maselli’s framework)Whether you’re running seminars already or thinking about launching your first one, this episode is packed with field-tested insight to help you turn attention into trust — and trust into clients.

In this episode of IGO — In Good Order, Ben Braverman sits down with Steve Rohrig to uncover planning opportunities within the "Big Beautiful Bill." They discuss strategic implications for annuity and retirement-focused advisors, how to frame these updates in client conversations, and what it means for long-term income planning. This is an advisor’s cheat sheet to turn legislative shifts into competitive advantage.