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The Profitable Advisor Podcast

Every month, million dollar fee-based financial advisor Dan Cuprill shares ideas and strategies on how build profit-driven planning practices. For more information, visit

Oct 1, 2020

The role of a financial advisor is as much about consulting clients as it is being a salesperson and pushing certain products. You build relationships with clients and garner that trust so that they will follow your guidance on how to manage their portfolios.

While you might not always consider yourself a consultant in the literal sense, it’s important to understand what makes consultants successful so that you can apply the same strategies and processes in order to create the business you want to have.

That’s why we asked Michael Zipursky to join us on the show. He’s a consultant’s consultant and authored the book ACT NOW: How successful consultants thrive during chaos and uncertainty. Can you think of a more appropriate book for the world we’re living in currently? So we want to provide the insight from that book for you and get some of the secrets behind his success.

As you’ll hear during the interview today, it all starts with finding the right clients. Zipursky believes it’s important to make client selection a priority, which is something we talk quite a bit about as well. If someone isn’t going to implement the guidance and recommendations that are made, then they don’t need to be working with you. That will cause some pain in the near term but it will lead to much more success over the longterm.

So how can you do this? Zipursky gives us three steps to making this happen and it’s all about preparation.

From there, we have a great discussion on marketing. From automation to offline marketing, what methods does he see working and what strategies can be implemented to get results from these methods. As always, consistency is going to drive success and we’ll reiterate that on this show. And we’ll close things about by talking about the chaos and uncertainty of COVID-19. What has changed for businesses and what impact will it have on your business moving forward?

So as you go through the episode today, keep an ear out for some of these topics that we cover:

  • How to determine who is an ideal client
  • Why marketing needs to be polarizing
  • Being honest and straight-forward builds trust up front
  • Strategies you’ll find from successful consultants
  • Automation is killing marketing
  • Does offline marketing still have a role?
  • How COVID has impacted businesses
  • What do things look like post-COVID?


Learn more about Zipursky’s services here:


Get his book for free here:


For more on this topic and other strategies to growing your business, join us over at


What we discuss on this episode: 

1:52 – Beginning of interview

2:53 – How to consultants get clients to take action?

8:12 – Marketing that polarizes

11:36 – Steps to implement

15:14 – Strategies that successful consultants use

19:42 – Why he believes automation is killing marketing

24:45 – Is offline marketing dead?

30:28 – Impact of COVID now and going forward

38:22 – Free copy of his great book