John Geringer and Misty Bandimere-Jordan coach the expert network team. Understand your Triple G: God Given Gifts. We discuss strategies for advisors to achieve their goals efficiently. We explore the importance of understanding and leveraging one's unique abilities, setting ambitious goals, and maintaining focus on personal motivations. The conversation also emphasizes the value of coaching and practical ways to overcome obstacles.
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Featuring:
John Geringer and Misty Bandimere-Jordan
Practice Abundant Life
linkedin.com/in/john-h-geringer-5720782
Phone (720) 955-6210
mindy@practiceabundantlife.com
Welcome to the expert network team podcast.
Welcome to today's podcast. I'm Nathan Merrill, Goodspeed Merrill. And I'm here with Carl Frank of A& I Wealth Management to my left. And to my right, we have Jeff Kromendyke, One Digital Insurance. And our guests today are some folks that any of us could have introduced. Today's podcast. We all go back about 12 years.
Friends at the pod, going back to an old group that we were part of called the three to five club. And our group was the circles of trust, which will actually, I think, relate to some of what you put together, John and your new endeavor going forward. Cause that group was a business development group, but it was entirely comprised of people in the same industry and abundance mindset and group.
But without further ado, let me introduce John Guerrier of you're with SKK, which is a financial advisory firm, but you have some side hustles we're going to be talking about today that you also apply within SKK as part of their business, internal business coach, and your sidekick, Mindy Jordan, who, like my assistant, helps make everything run smoothly and I'm sure a whole lot more than you guys can tell us about but going back to that group, John, when we were all in that group together, the idea was an abundance mindset.
The three to five book club principles helped us build our businesses so that they were mature and operate on their own. But in that group specifically, there was a willingness to work with professionals in the same field or industry, recognizing there's abundance out there for everybody.
I suppose at some level that's the beginning of your journey, but I wanted to give you an opportunity to talk about your background and introduce yourself. But specifically, I think this podcast, we want to talk about your coaching philosophy and your experience in the coaching and then the specific tools you've set up in groups that help facilitate that or feed off of that or into that.
So background. I've been an advisor for 31 years in financial services, started out with an insurance agency in financial services, decided around 2007, having no idea that 2008 was coming, that I wanted to only focus on wealth management for the high net worth and started to make that transition. Our business got crushed in 2008 when you have clients go from My clients have always been business on our side.
A client go from 100 employees down to 10 in a matter of 2 weeks. And Jeff, we did all their work comp, all their group health. Just 1 example, we got crushed. However, we persevered. But the reason I wanted to do that is because when you serve high net worth, ultra high net worth, studies show that you really can't have more than 100 clients.
I do comprehensive financial planning and serve them really well. I grew up in a household with a scarcity mindset. You were talking about abundance. So 1 of the things that I have to focus on a daily basis is having an abundant mindset because we think about it. And this gets into our coaching philosophy.
Mindy. In fact, when you say side hustle, we call our firm practice abundant life. The acronym is pal. Because if you think about it, everything is abundant. So all the money we need, it's out there for perspective. 10 years ago, there were about 300 named billionaires today. There's 3000 Nathan. I talked to a friend of ours, an attorney, Tom, who also works with ultra high net worth.
He's confident there's 7, 500 billionaires in the U. S. And all of us that work in that space agree that pie is getting bigger. So 10 years from now, there's probably going to be 30, 000 or more billionaires in the United States and they're really underserved. So all the money we need is out there.
All the clients we need are out there. All the resources we need are out there. What's the one thing that's finite? Time. So the zero sum game of life on Earth. Whether you're rich, poor, male, female, live in America, Russia, Asia, doesn't matter. Nobody gets more than 24 hours a day. So what we focus on in our coaching is a, how to have how to help advisors.
We help advisors and entrepreneurs, serial entrepreneurs, how to help them have an abundant mindset and how to see and achieve a bigger future than they ever imagined possible faster. Does that help? Yeah. Fantastic. So would you guys say that's your why? Or say yeah yeah, that's what gets you up every day.
That's what just makes you come alive is helping other advisors really achieve that. Yeah, because what do you think the number 1 thing is that stands in the way of advisors. Getting where they intend to go, or achieving all that they're capable of, but I think it's the number 1 thing lack of a plan.
Maybe not the number 1. That can be part of it, but the biggest thing that gets in our way. What do you think? Maybe us. Yeah, it's us. It's head trash. So it's limiting beliefs, right? It's limiting beliefs. It's self imposed obstacles that we create for ourselves. I can't do that. I'm not good enough. It's just all head trash that really gets in people's way.
So it's helping people to clarify what the head trash is. And then really it's just eliminating the head trash that helps him move forward the fastest. But then there's other things and we'll talk about that in the next episode. So let's break down the head trash because I want to, I'm a lawyer, so I want to get clear with terms and definitions.
You're an expert at trash. Do I have to, do I have to sign an agreement? No, no waivers and disclaimers. Then can we start with a few other definitions first of what you talked about? Please. Defining what an advisor is to us. So absolutely. And that's where I'm going is let's talk about what coaching is at that basic level.
Cause I think people here having business coaches, or when we think of coaches, we think of Pat Riley and the Lakers or whatever. So talk about what it means to be a business coach and who your target audience is but knowing that there are coaches out there. Life coaches we mentioned, but what is this idea of coaching outside of sports?
What's involved in that? Yeah. And I know you and I do it. So I, but so what Mindy said, Mindy, do you want to explain it? What's an advisor to us? An advisor is anyone that you would get advice from. Attorneys, wealth management, real estate anyone you'd go to advice for. Insurance. So yeah, anybody that's paid to give advice is an advisor to us.
That's what they get paid for. They get paid for results. They get paid for. Helping their clients make smart choices in their different specialty areas, real estate agents, correct? Mortgage brokers, anybody who's paid to give advice as an advisor to us and what Mindy and I focus on our advisors.
Number 1, they want to grow. And our specialty are advisors who focus on the ultra high net worth. 30 million of net worth and above. That's what Mindy and I focus on. But why do advisors hire a coach? Is that the question? What is coaching? What is coaching? And maybe they go hand in hand as they're hiring a coach, because they want something specific that coach is delivering.
Mindy, you might say it differently, but I would say, Look at it this way. There's a saying that you can't see the force through the trees. So everybody's in their own jungle. Everybody's in their own forest. And Mindy and I, as coaches, we're literally like in a helicopter flying above the forest.
And it's oh, you're here and you want to go here. Oh, we can show you how to get there. But because they're in the force, they can't see how to get there. And sometimes it's what we talked about earlier. A lot of times it's head trash. Most of the number 1 thing or, A plan where they don't have or they don't have goals written down or they they just haven't thought bigger.
So I think 1 of the biggest things is thinking big. I think how would you differentiate a business coach from a mentor? Oh,
business coach from a mentor. Sorry. I didn't mean to throw you. It's okay. I don't know if it's okay. I don't know if anybody's ever asked that question, but it's a good question. Nathan. They're similar yet different meaning that, a mentor cares about your success. We care about the people that we help.
We care about their success. A mentor. Sometimes I think of that. It can be both personal and professional. One thing that occurs to me is, you're my business coach, but you're not a lawyer. And I'm a mentor for a group of young certified financial planners. So I see a mentor as more someone who's taught the same path and is in your industry or profession, whereas a coach is more objective outside saying, Explain this to me, you and I have had those conversations, John, where it's explain to me this process that I can help you sort through it.
I'm not trying to replicate you and your experience. You're just using your perspective to add context to my experience. Yeah in practice abundant life, one of the reasons we say practice is because. We look at it and say that you as an attorney have a practice. You as a wealth manager have a practice.
You as an insurance professional have a practice. So we help advisors who get paid to give advice. They have practices, we help them practice abundant life right? And but as a coach, it. The reason I bring up practice is because it doesn't matter whether it's a legal practice, or an insurance practice, or a wealth management practice, or a real estate practice.
Everybody gets paid for advice. The business model is pretty similar. That's what we can coach in that space. And then again, coming back to what I originally said, Mindy and I are literally like flying a helicopter above the forest, and we're just asking good questions to understand where they're at, where they intend to go.
And sometimes they don't even know where they intend to go. So we help them get clarity on that. Then we help them get there faster. Yeah. And would you just said a phrase that I believe references back to some of the things we've talked about relative to Dan Sullivan. He's a business coach, right?
Yeah. So people know Dan Sullivan and his work. They would. Have a little more context as to the type of work you do, because the 1 thing you and I've talked about is clarity is the ultimate 1st step when you're going on a journey, you got to know where you're going. And then the other sees the Dan Sullivan points out, come into play relative to courage and commitment and.
And, oh, you're talking about the C's, the 4 C's that yeah. Dan Solomon will talk about the C, the 4 C's that number 1, you have to have clarity of where you intend to go. And then you have to make a commitment to get there. And then you have to have the courage to actually move forward and then you get the capability.
In Dan's coaching of entrepreneurs, He finds that most of the entrepreneurs say I don't have the confidence to achieve that right now. And he's that it's not the way it works. You don't have the capability or the confidence at the beginning. That's the journey, right? So it's just like, when you're going to, when we all, as kids learn to ride bikes, I think we all learn to ride bikes.
We didn't know how to ride a bike, so we started with training wheels, then the training wheels came off, and I think we all probably fell, but we got up and we ultimately got better, and we ultimately had the capability and the confidence. Didn't you add a C to the, I thought you added another C. I did add a C.
Yeah, there's five C's, and you're throwing me curveballs today, and I'm not thinking about it, what's the fifth C? Don't you get the, don't you add in confidence into confidence? This is no, you have to edit this a lot. I thought clarity was your 5th. I think it might be clarity, commitment, courage.
Capability capacity, no, it might be actually. Actually, I think Dan actually might start with, you need to have the commitment. Yeah. Yeah. He might start with commitment. And I was like you have to have clarity first. I believe. And Dan's been transformational in my life. All due respect to Dan.
So I just think that you have to have clarity of where you intend to go first before you're going to make a commitment. And what you talked about, Nathan, that from a standpoint of, and we learned this from our friend, our All of us know Chuck Blakeman, Chuck will say that really important decisions involve risk and most people don't love risk.
We know people who are pure entrepreneurs who they don't feel risk, but most of us we don't like risk, but we're willing to take risk. If we have 2 things, which is we have clarity and that clarity gives us hope. So if we have clarity and hope, as Chuck would say that we're willing to take the risk.
Yeah. And relative to just to finish up on your conversation or your question about coaching, if you think about it think of any great athlete, professional athlete, I think of Tiger Woods back in the day, Tiger Woods always had a coach and it's what do you mean? This guy's unbelievable, right?
Coach Tiger Woods, right? Who can coach Tiger Woods? But again, it's a set of outside eyes. Of helping him see what he's not seeing, or psychologically, helping him psychologically work through head trash, things that are holding him back from getting, being the very best that he can be. Warren Buffett, who, I saw you have a book over here by Buffett, Carl, Warren Buffett has said, he's been quoted a lot in the media saying the very best investment you can ever make is, And you yourself and Brian Tracy, who's a professional coach and advisor.
Brian Tracy has found that for every dollar you invest in yourself, you get a 30 dollar return on average. That works out to a 3000 percent return. So why do people invest in coaching a to get a great return on the investment, but really to be the very best that they can be right that they want to be.
Everybody's unique. Nobody has the same fingerprints. So they want to be the very best version of themselves that they can be. So just close out the loop on this. The 4 C's. My producer just sent this to us. So Thanks, Nate. Commitment, courage, capability, and confidence. So clarity was yours. I wanted to give you full due for, because I agree with that.
We've talked a lot about that, that the clarity is the most important thing because it goes along with what Stephen Covey talks about too, relative to the paradigm. You can have a map of Chicago trying to get around San Francisco, and it's going to do you no good. You have to have the right paradigm.
Right the clarity on where you want to and be in the right place to accomplish that before any of that other effort's going to yield you Positive return. Melding coaching into pro you. So tell us about how coaching gave birth to pro you and how you use those 2 together and what pro you is and means.
Yeah pro you, in fact, I'll, I took a snapshot of the mission of pro you. So that I just keep it succinct. In pro, you pro, you is designed Mindy and I, and we have another colleague calling. We help advisors who are committed to serving the ultra high net worth and being the most professional and productive that they can be have the highest probability of achieving that based on their unique gifting.
And then Mindy and Colin and I provide support on the key leading and lagging indicators for business development, along with community and business development strategy. So ultimately, each of the members of ProU becomes the best unique version of themselves, and they see and achieve a bigger future than they ever imagined possible and achieve it faster.
It's a mouthful. Yeah, shouldn't big ways be big ways? Able to memorize it. That's not a big one. That's really the mission. Yeah, that's the mission. That's 15 years of friendship given you. All right. That all comes from if I break that down from a standpoint of what I found myself, first of all when I started in financial services over 30 years ago I had to start a cold calling because I had moved to San Diego a year prior.
And so I didn't know many people. I knew my sister and brother in law and a couple people that I met along the way, but not a lot. And so I had to start cold calling. I was definitely afraid of cold calling. I was definitely afraid of rejection. And most people don't believe that. It's the truth. It was so bad that.
I literally would waste time daily doing things that I thought were business development, like making marketing flyers, things like that. But it was really just a waste of time because really, if you get down to the heart and soul business development, it's actually when you're talking to somebody. And today we have the luxury that we all didn't have when we started up.
We have things like zoom. And but, we used to say being belly to belly with somebody, but being talking, being in a conversation with somebody that. Might be able to buy from you and asking the proper knowing what the questions are to ask to see if they might benefit from how you help people and moving those conversations along.
So I used to waste time all day. And this is back in the day before cell phone. So I started in 94, June, the 94. So if you think back in the day before cell phones from a standpoint about waste time all day, and I'd have excuses. I can't call my home because they're not home. They're working. So I wouldn't do that during the day, and I'd do other things, wasting time.
And then I can't call them now because they're driving. And I don't want to call them now because they're eating dinner, and that'd be really rude of me. So there was like this window, between 6. o'clock, that I would literally have to get down on the ground and do push ups. To get rid of the anxiety that I had, and I would hope that I get a really nice lady like Doreen that I got 1 time that became a client.
We could have an hour and a half conversation. I'd be done for the night. But that's not a successful model for building business. Listening to Brian Tracy, he had this exercise of. And Brian traces a coach. So in a good example of coaching, but he had an exercise of what's your problem.
My problem is how do I build a business without cold calling? Because I did not want a cold call. I was determined to be successful and then write down 25 ideas on how you might achieve that. And that's not an easy exercise to do the 6 come easy, but after that, they're harder. But 1 of the ideas that came to me was.
Building a network of people who once they knew and trusted me, they were already working with my ideal client. They could refer me. So that worked. And I'm a big believer that A you have to have the clarity of where you intend to go and have the commitment to get there and have the courage to get started.
But when you write down a goal I wrote down a goal that I meet my wife on a blind day, Lisa, and I meet her mom the next day, and her mom winds up becoming 1 of my best centers of influence. And that business went from 0 to 2200 clients. In 11 years and I was horrible at business development. So so if I can do this anybody could do this So as part of pro you mentioned in that spiel the key leading and lagging indicators you want to talk about those and How those are, I think some of what you're talking about is like, what are you tracking?
What behaviors are you looking at? Yeah. So if you get down to the keys of business development we call them the 3 C's. Number 1, how many people do you connect with? That might be able to buy from you so I can go and connect with. There's, we're helping people make smart choice about their money.
All of us. Unfortunately, there's a lot of homeless people. I can go and connect with homeless people, but they can't afford to buy from us. That's not really a qualified candidate, but I could go and talk to a lot of homeless people today, right? If I wanted to. So how many people do I connect with that might be able to buy from me?
Then how many people do I have a conversation, we call it a buying conversation, where we actually make an offer for them to hire us? Or to buy from us and then thirdly, how many of those people become a client? So connections, conversations and clients. So the leading indicator as advisors, you get to choose.
Is it a connection? Is your leading indicator or is it buying conversations? And your lagging indicator is always how many clients did you add or how much revenue did you add? So what are the outputs? From just knowing those three numbers. As our friend Chuck would say, once your number success is very predictable.
So you, we have a spreadsheet in pro you that tracks what's your ratio of connections to conversations? How many people do you connect with? And how many of those go to a buying conversation where you make an offer to hire? And then the next ratio of how many people do you make an offer for them to buy from you?
And they actually say, yes, they become a client. And then it comes down and it tells you. If your goal is to add four clients per month, how many people do you need to connect with? Or how many buying conversations you need to have per week in order to achieve that goal. So once you know your, sorry, once you know your number is successive or unpredictable.
I think the other important thing, talking about definitions, once again, buying conversations, right? Because we talk about everybody, nobody wants to be sold to. But everybody wants to buy something. And that is something else that we talked about in ProU, is what are those buying conversations specific to your industry and to your clients?
Correct. Exactly. And we talk a lot about serve, don't sell, because I would say I was trained as a salesperson, and I was taught lots of different closes, and we became successful, but it actually, as I, Rewind the videotape in my mind. It actually didn't feel good because sales is really about me getting what I want.
Whereas business development to me is about serving and it's helping people get what they want. And as Zig Ziglar said, you can have everything you want if you help enough other people get what they want. And so business development should actually be really fun if you're just coming from ways of service.
So buying conversations and helping people buy what they actually want to buy and knowing the actual questions to ask to see if what you have is what they want to buy. And a lot of what you're describing there is where the coaching comes into play. Correct. So as an example, we were talking with an advisor, I think it was just yesterday and they were, we were talking about how do you actually talk to one of your clients about a very advanced strategy?
The first thing comes based on you knowing the client, what's the result that they might get from that advanced strategy? And then once you know that, then it's just asking a very simple question. So you have this challenge here. Imagine that we could implement a strategy that could do this for you.
Is that something you'd be interested in taking on that? That's a buying question. It's a start of a buying question. Yes, I want to look at it. Great. Let's go ahead and gather some information. Let's go ahead and put together an analysis and let's schedule a time to come back and review that and answer any questions you have.
And if it makes sense, we'll implement that strategy for you. This advisor, and this is very common and the essence of it, this is a good coaching tip. Don't say blah, blah when you need to say blah. This advisor The way they were thinking is oh, I need to send show them this very complex document and explain this whole complex document It's no a confused mind says no So this is one of the things that's not taught when you get into The technical parts of being a lawyer or the advanced parts of being a really good insurance professional wealth manager I mean there's a lot of technical things the stuff that Many and I help people with it's more about being an effective communicator. How do you ask the right questions? So where do you want to go and how do you get there faster? And these are ways that we help advise get there faster, effective communication.
And one last thing that are for right now, back to pro you, what I found is that when I was reporting the leading and lagging indicators on a weekly basis, my production went like this. As soon as I was not in community with a group of advisors, Reporting those numbers on a weekly basis. My production went like that.
Wasn't it Brian Tracy said it works so you stopped doing it? I don't know if it was Brian that said that, but essentially there is what we learn in three to five club the Hawthorne effect. So that which is measured gets done and that which is measured and reported or recorded gets done exponentially faster.
So really and Mindy and I are all about, and Colin helps us, we're all about, we're not about shame and guilt. I think we all had enough of that growing up We're all the same age, right? We're about no. No, we want you to be the very best you can be And when advisors report to in front of a group on a weekly basis We don't need to have any shame and guilt a couple of weeks of zeros.
They're like, I don't want that anymore, man Yeah, i'm not looking good here. You're a high achiever. You're hard enough on yourself without other people But the accountability is what brings to light your personal You Or professional, I don't want to use the words failings, but like where you're coming up short becomes obvious if you're right.
And coaching is not for everybody. Coaching's for people who, number one, they really want to be the very best they can be and they want help as an example from third grade, when I raised my hand to answer a question in my little private school that had 12 kids in my class, and I got the question wrong, and the kids laughed at me, and I turned bright red.
When I've left the term bright red, but I'm like, that's never happening again, like to myself, right? So I became I started living a very inauthentic life. And the definition of inauthenticity that I learned is, and I didn't learn this unfortunately until 2012 is, or 2011, is focusing on looking good, not looking bad, and being right, not being wrong.
Why do I say that? Because. I didn't want anybody to help me with my business, especially not one to one or in person. I would listen to Brian Tracy or Tony Robbins, but they can't ask me questions. They can't really look at my stuff. They can't challenge me on stuff, right? Because I'm listening to at the time a cassette tape and then DVD or CDs, right?
But so for me, I didn't actually see coaching until 2005, 11 years in the practice, but I reached what Dan Solomon would call a ceiling of complexity. Today. And I didn't know how to get from 2200 clients to the next level. And then I actually sought help, but I was really inauthentic. So that's why I say, in order to want help, you actually have to be authentic and say, I want help and really be able to open up the kimono and say, Hey, I know that it's not perfect.
Look at it and see how I can make it better and get there faster. But that takes authenticity, transparency and vulnerability. It's awesome. So as we land the plane here just. Let you answer and have last word here on our podcast just for our listeners. I'm just trying to Move into their shoes, right?
And a couple of emotions just rise up in me. And I've been I've sat at John's feet. I've had sales guys sit at John's feet and walk. John's walked guys through this. In fact, it was just recent this afternoon talking to one of the guys that's still with us that John coached several years ago, and he's still using the same Really spreadsheet and really the leading indicators that John introduced.
So this stuff works, but I'm thinking about the emotions that were that have arisen in me over my career since I've known you that led me to calling you. That led me, maybe the producers that I had in our business that were experiencing difficulty and discouragement and just the trials that business development people experience that led them to calling John.
What are some of the things if we can just bring our listeners into the pod here if you're feeling this, or you're experiencing this, Then these are the types of clients that, that you could really help and I, you probably are the initial take, intake person and you get to see these people that are in crisis all the time.
But what are some of those characteristics so that people can make the connection to what they're feeling right now to maybe the next step? Great question. You want to start? I think the biggest thing is someone that does acknowledge that they want help. And they want our help and, that they're ready to take that step.
I do know that not everybody can, has the bandwidth or ability to invest in one on one coaching. And that's, that is the great thing about ProU, right? That is that once a week, coming together with other advisors 30 minute check in, just reporting those numbers to everyone. If. We have extra time.
We ask if anyone needs outside eyes on things, stuff like that. And then once a month, we do a deep dive on a topic. That's really going to serve those advisors in that group. And the nice thing is there is that accountability piece. And we also encourage those one to ones when we aren't meeting, so they can build those bonds and those relationships and it has become such a.
But we call in three to five as well. Gold vein, all of them are working together and bringing business back and forth to one another. So too, if you're wanting to. Get out of networking kind of like John said as well and creating that mature network And that's really resonating with you. You're tired of doing the business card toss, and Going to those networking meetings things like that and you just want that small group.
That's what pro is for you If you want the one on one coaching, we also offer that as well, but that's gonna be a lot more intense Yeah, then pro you Yeah, that's great. Yeah, I think that I think the other questions that or places where advisors are. I told you, I was at a still in a complexity. I have 2200 clients.
I'm really on the treadmill. I'm running really hard. I want to grow my business. How do I do that? I don't know how to get there. So I was the guy in the forest that didn't know how to get out of the forest. So that's 1 thing somebody who just knows that there's more they're capable of or and they don't know how to like.
Just hit that turbo boost and really get where they intend to go and they won't help. Like many said, they want help getting there. Those are very common things. And I'd say if I were to sum it in one word, it'd be growth. They want to grow. We're really growth coaches. We really help advisors grow exponentially faster.
That's awesome. We'll put this in the show notes as well, but if our listeners want to get a hold of you how's the best, what's the best way to get in touch with you guys? Yeah. Reach out to Mindy. Yeah. Email at Mindy at practiceabundantlife. com. M I N D Y. Good. Any LinkedIn or social media places?
We're both on LinkedIn. Okay. Yeah, we're both on LinkedIn. So great. Awesome. Thank you guys for coming in. This was awesome. Wasn't it? Yeah, we knew it would be great. Yeah, it's always fun to do things with friends like this, right? It just feels like we're in a Dining room having just a great conversation.
So thank you guys for joining us today our pleasure Yeah, and for all of our listeners out there make it a great day. We'll see you next time Thank you for joining us today. I hope you enjoyed the discussion and the information we shared. We hope you enjoy the information contained in today's podcast and find it useful.
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