Execution without vision creates misalignment, but vision without execution creates stagnation.

Most financial advisors are what Gino Wickman, in his book Traction, would call visionaries. They see what could be and have the unique ability to take risks. They build the airplane while it is already in the air.

But Wickman also makes another point. Visionaries are usually not strong integrators. In simple terms, they are not always the ones who build the structure, discipline, and accountability needed to turn that vision into something scalable.

This framework comes from EOS, which stands for Entrepreneurial Operating System. EOS is a system designed to help businesses create clarity, accountability, and healthy execution. It is more than just growing revenue, although revenue is often the result. EOS focuses on healthy, sustainable growth.

In this episode, Justin sits down with Rachel Downey, a certified EOS coach, to discuss why visionaries need implementers. Someone who can translate vision into action and keep the team grounded while the advisor continues to innovate.

They also discuss clear and vulnerable communication, what healthy accountability really looks like, and what a leadership team running fully on EOS actually feels like.

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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 financial industry’s marketing system is broken, and you’re paying the price.

Have you ever noticed that the financial industry’s default answer to a seasoned advisor’s growth needs is to “do more seminars”, or “add TV” or “increase your airtime”?

It’s true- lead generation programs like dinner seminars and traditional media will work when done consistently and frequently. They will create quick wins that will allow you to sustain and even grow your business.

But those wins are only about 3 percent of your true potential.

That means you may be walking away from as much as 97 percent of the opportunity. Ninety Seven Percent!!

In this episode, Justin talks through this issue with Dr. Kerry Johnson, a best-selling author and business coach who has helped countless advisors scale without massive marketing spend.

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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.

What happens after the sale matters more than most advisors realize!

Most listeners understand the 80/20 rule - 20% of our efforts produce 80% of the results. For financial advisors, that 20% is sitting across from a client or prospect.

But problems show up in the other 80% of advisor's efforts- writing apps, fixing NIGOs, tracking paperwork, chasing signatures, calling carriers, following up on money, etc. When there are no real processes in place, things fall through the cracks fast.

And when help is hired without processes or without teaching them how to think like an advisor, those problems just get passed down. Deadlines get missed. Priorities get confused. The back office becomes the bottleneck.

In this episode, Justin sits down with Katelyn Graham, founder of The Admin Effect, to talk through this exact scenario that so many advisors face.

Katelyn and her team work inside advisor back offices every day and what she shares in this conversation explains why so many firms stay stuck in the grind even when production is strong.

If you or your team is busy but not productive and growth feels heavy, this conversation will hit home.

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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.