On The Circuit, Episode 7: Featuring Jack Ginter and Matt Middleton

This week, tune in to ‘On the Circuit’ to hear from Jack Ginter and Matt Middleton as they discuss enhancing the client experience with Three Crowns CEO Johnny Sandquist.

Enhancing client experience is an important goal for any wealth management professional, but for those with ultra high net worth clients, the stakes are even higher. On this week’s episode of ‘On The Circuit’ we had the pleasure of talking to Jack Ginter, the CEO founding partner of Callan Family Office.

Jack shared his approach to creating a distinctive client experience for wealthy individuals, families and foundations with assets of $50 million and above. The secret ingredient to his success is multifold, but he gives ample credit to the small relationship to advisor ratio at Callan, which stays around 15-20 clients per advisor. In addition, Callan takes a team-based approach to their practice, with multiple different members handling relationship management, investments, service efforts and more.

With the right resources available, the advisor talent at Callan is able to focus on delivering a spectacular client experience.

Matt Middleton, CEO of Advisor Circle, agrees that relationships are the foundation of success in the financial industry. In fact, he predicts that the next new trend for advisor marketing will include influencer marketing, a popular tactic among B2C businesses.

While the word “influencer” might bring to mind the likes of Kim Kardashian or your favorite YouTuber, Middleton thinks advisors may benefit more from a micro-approach. That is, using your star clients to access communities in need of financial advice, and then partnering with relevant influencers in an authentic and creative way to build trust.

Listen to the full episode to hear more from both Jack Ginter and Matt Middleton, including Middleton’s takes on building a positive company culture as CEO and the importance of maintaining mental health.

KEY TAKEAWAYS

1. Cultivating talented team members, creating a positive work culture, and equipping advisors with the right resources will ultimately lead to better client relationships.

2. Influencer marketing will soon make its way to the financial realm – offering plentiful opportunities for advisors to expand their reach and increase brand loyalty.

3. Success is built on relationships and a willingness to be vulnerable – both within your organization and with clients.

KEY TIMESTAMPS AND TOPICS

• [1:05] What sets Callan apart from other firms?

• [2:16] What do high net worth clients expect from their financial team?

• [6:46] At Callan, referrals offer a great resource for growth.

• [9:21] How influencer marketing could change the financial industry.

• [15:49] CEO responsibilities: creating healthy company culture through vulnerability

RELEVANT LINKS

1. Callan Family Office

2. Advisor Circle

Connect with Three Crowns

Ready to hit record on your own podcast? We’re here to help. Click here to connect with a member of Three Crowns today.

About the Podcast Station Sponsor: Halo Investing

Halo Investing is an award-winning technology platform that disrupts how protective investment solutions are used worldwide. Headquartered in Chicago, with offices in Abu Dhabi and Zurich, Halo is democratizing access to investment solutions that were previously unavailable to most investors.

Halo’s two-sided marketplace connects financial advisors and investors to protective investment products – including structured notes, buffered ETFs, and annuities – offered by leading global financial institutions.

Halo is on a mission to change the world of investing by democratizing access to protective investment solutions through transparency and efficiency with the help of technology.

Important Disclosures: https://haloinvesting.com/disclaimer/.