In this episode of Beyond The IMO, Justin sits down with fellow advisor, friend, and marketing expert Colin Overweg to discuss one of the most important lessons in marketing: the grass is greener where you water it.

Colin built his business by consistently creating valuable content on TikTok, not LinkedIn, YouTube, or Instagram. Through that process, he developed a steady stream of referral business and learned firsthand what it takes to stand out in a crowded marketplace.

The conversation explores the power of consistency, frequency, and focusing on the platforms and strategies you choose rather than constantly chasing the next opportunity. Justin also shares two of the biggest lessons Colin has taught him over the years: the grass is greener where you water it, and perfect is the enemy of good.

If you've ever wondered why some advisors are generating leads through social media while others aren't, this episode will challenge the way you think about marketing and growth.

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Guests and companies featured on Beyond The IMO are selected based on relevance and value to independent advisors. Neither Justin nor Beyond The IMO receive compensation, referral fees, or incentives tied to who appears on the show.

In this episode of Beyond The IMO, Justin Woodbury sits down with Jim Fisher to talk about a highly debated marketing topic in the financial industry: online leads and virtual selling.

According to the Financial Planning Association, 65.5% of clients said virtual financial planning meetings can be just as productive as in person meetings. Yet many advisors who have never closed even one lead virtually have concluded that online leads suck.

Justin and Jim break down why that happens. Justin shares that while some online lead programs create a bad experience by sending the same lead to multiple advisors, especially when the person never intentionally requested calls from several different advisors, many times the leads only “suck” because advisors are trying to sell them the same way they would a seminar, workshop, or radio lead where trust and credibility have already been established.

Jim shares how JuceBox approaches virtual selling differently by providing exclusive online leads to advisors along with hands on required training from fellow advisors who are consistently closing massive amounts of business using the same methods they teach. The conversation highlights why training, process, and expectations matter if advisors want to thrive in the virtual space.

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Guests and companies featured on Beyond The IMO are selected based on relevance and value to independent advisors. Neither Justin nor Beyond The IMO receive compensation, referral fees, or incentives tied to who appears on the show.

The research is clear: $124 trillion is in motion thanks to the great wealth transfer. Half of that is owned by HNW households, and most existing estate plans are now out of date thanks to three major rule changes in six years.

Demand for qualified estate planning is outrunning supply. Spectrem Group and EY's Global Wealth Research Report have found that estate planning consistently ranks in the top 3 services high net worth investors say they want from their primary advisor, yet a majority report their advisor has never delivered a substantive estate planning conversation.

The advisors who build estate planning into the center of their practice over the next decade won't just retain clients through the great wealth transfer. They'll capture the assets the passive advisors lose. It is, by every credible measure, an unprecedented opportunity.

This episode is part two of a three-part series highlighting vendors that provide what Justin defines as turnkey services, where from the time an advisor signs up to delivery, everything is provided to set them up for success.

In this conversation, Justin sits down with Carter Wilcoxson, founder of Epic Services, and Epic's CMO, Rosalie Perkins. Epic has an excellent estate planning program that fills the gap between demand and delivery, and for advisors, that means opportunity to serve more clients.