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The Advisors Business Hour

The Advisors Business Hour

Written by: Sherry Sarver Johnson and Jeff Mount
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The Advisors Business Hour Podcast: The Heart & Hustle of Building a Great Advisory Business.

We aim to empower financial advisors with the knowledge, tools, and inspiration they need to build thriving practices that serve their clients exceptionally well while creating
sustainable success for themselves.

Created by Jeff Mount, Financial Advisor & Growth Strategist, and hosted by Sherry Sarver Johnson, or BraveHeartsTV; this podcast is where financial advisors gain proven strategies, real-world stories, and ethical growth frameworks to scale with purpose and confidence.

Through expert insights, advisor spotlights, and case studies, we bridge the gap between purpose-driven marketing and modern growth tactics. Each episode is designed to help advisors:

-Differentiate themselves in a crowded marketplace
-Attract and retain ideal clients
-Learn practical strategies they can put to work immediately
-Explore powerful growth tools like the Sponsor Method

🎙️ Signature segments include Jeff’s Growth Blueprint, Advisor Spotlights, Success Stories, and Toolbox Tuesdays.

If you’re a financial advisor who wants to grow your practice ethically, sustainably, and profitably, this is your hour.

👉 Learn more at AdvisorsBusinessHour.com | 👉 Info@AdvisorsBusinessHour.comAdvisors Business Hour Economics Leadership Management & Leadership Marketing Marketing & Sales
Episodes
  • Verbal Tennis Jeff Mount’s Power Serve for Better Advisor Conversations

    Verbal Tennis Jeff Mount’s Power Serve for Better Advisor Conversations
    May 21 2026
    In this episode of The Advisors Business Hour, Jeff Mount and Sherry Sarver Johnson unpack Jeff’s “Verbal Tennis” approach, a smarter way to start prospect conversations by creating curiosity, encouraging engagement, and resisting the urge to over-explain too soon.

    Jeff connects lessons from his background as a professional tennis player to real-world advisor communication, networking, and sales conversations. The heart of the episode is simple: better sales conversations are not monologues. They are exchanges. Jeff explains why long elevator speeches often fall flat, why advisors should stop trying to answer every question too early, and how a short, challengeable opening can create the kind of interest that leads to a deeper follow-up conversation.

    Sherry and Jeff also discuss how “Verbal Tennis” fits into a larger process of Discover, Diagnose, Design, and Deliver, and why too many advisors rush past discovery before they truly understand the client, the stakes, and the consequences of inaction.

    If you have ever wondered why some prospect conversations spark real momentum while others stall out, this episode offers a memorable framework you can start using right away. In this episode:
    • Why long elevator speeches often miss the mark
    • How “Verbal Tennis” creates curiosity and engagement
    • Why better advisor conversations start before the pitch
    • The role of discovery in stronger sales outcomes
    • Why it is a dialogue, not a monologue
    Learn more at Caddis.biz or reach Jeff at Jeffrey@caddis.biz.

    🎧Created and hosted by Sherry Sarver Johnson and Jeff Mount | Produced by BraveHeartsTV Network and powered by Beneficial Business Solutions.

    For resources, show notes, and links to featured strategies, visit AdvisorsBusinessHour.com.

    To learn more about Jeff’s work with financial advisors, visit Caddis.biz.
    And to explore business automation and growth tools, visit BeneficialBusinessSolutions.com.

    Follow The Advisors Business Hour wherever you get your podcasts, and remember:
    Build with purpose. Grow with integrity. Scale with confidence.
    Show More Show Less
    32 mins
  • Trust, Connection, and the Real Power of Influence

    Trust, Connection, and the Real Power of Influence
    Apr 23 2026
    What really moves people forward in an advisor conversation? In this episode of The Advisors Business Hour, Jeff Mount and Sherry Sarver Johnson sit down with Terry Blackburn, Founder & Director of The Wealthy Advisers Club and author of The Life Insurance Playbook, for a powerful conversation about trust, connection, timing, and the real power of influence. Too often, advisors focus on technique alone — better scripts, better wording, better closes. But as this episode explores, people do not make important decisions based on technique alone. They move when they feel trust. When they feel understood. When the timing feels right. Terry shares why so many professionals do not have a product problem nearly as much as they have a communication problem, and why better questions, stronger emotional connection, and more intentional follow-up can completely change the outcome of a conversation. He also brings insight from more than 16 years of building and scaling financial services businesses, training sales professionals, and helping advisers improve performance through better marketing, better conversations, and stronger business strategy. If you have ever had a prospect meeting seem to go well, only to lose momentum later, this episode gets to the heart of why. In this episode, we discuss:
    • Why people decide emotionally first
    • The difference between technique and true influence
    • How trust and certainty shape better advisor conversations
    • Why asking better questions changes everything
    • The role of timing, follow-up, and emotional connection in moving people forward
    This is a thoughtful, practical episode for advisors who want to communicate more effectively, build stronger trust, and create better outcomes. You can also check out Terry’s book, The Life Insurance Playbook: The Systems & Scripts That Have Generated Millions in Commissions, and learn more about The Wealthy Advisers Club.

    🎧Created and hosted by Sherry Sarver Johnson and Jeff Mount | Produced by BraveHeartsTV Network and powered by Beneficial Business Solutions.

    For resources, show notes, and links to featured strategies, visit AdvisorsBusinessHour.com.

    To learn more about Jeff’s work with financial advisors, visit Caddis.biz.
    And to explore business automation and growth tools, visit BeneficialBusinessSolutions.com.

    Follow The Advisors Business Hour wherever you get your podcasts, and remember:
    Build with purpose. Grow with integrity. Scale with confidence.
    Show More Show Less
    39 mins
  • Why Advisors Lose Momentum with Good Prospects and How to Fix it

    Why Advisors Lose Momentum with Good Prospects and How to Fix it
    Mar 26 2026
    Short Summary: Why do good prospect meetings sometimes stall even when everything seems to be going well? In this episode of The Advisors Business Hour, Jeff Mount and Sherry Sarver Johnson explore the hidden decision dynamics that advisors often miss. From social styles and motivators to tactical empathy and trust-building, this conversation is packed with practical insights to help advisors stop rushing the wrong moments and start guiding prospects more effectively. Plus, Jeff shares a real-world story of how patience, awareness, and reading the room helped win an $80 million relationship.

    Full Description: In this episode of The Advisors Business Hour, created and hosted by Jeff Mount of Caddis, LLC and Sherry Sarver Johnson or Beneficial Business Solutions, we unpack a challenge every advisor has faced: a prospect seems engaged, the meeting feels strong, and yet the business still stalls.

    The conversation explores why that happens and how advisors can avoid losing momentum by rushing the wrong moments. Jeff breaks down how social styles shape the way clients and prospects make decisions, what motivates them to open up, and why closing really begins long before the close. You’ll hear why some people need proof, some need reassurance, some need power and control, and some need trusted outside voices involved early in the conversation.

    The episode also dives into tactical empathy, better question-asking, and how to surface what people are really worried about before hesitation turns into delay. Jeff shares why advisors often miss hidden decision dynamics, how drivers can push conversations too fast, and why trust has to be built even when a prospect seems ready to move quickly. You’ll also hear a powerful real-world story about an advisor who refused to be rushed, stayed composed under pressure, and ultimately won an $80 million relationship by reading the room instead of forcing the moment.

    If you want to become more effective in prospect meetings, improve follow-through, and better understand the human side of decision-making, this is an episode you won’t want to miss. To learn more about Jeff’s Wisdom Training, visit AdvisorsBusinessHour.com/wisdomtraining.


    🎧Created and hosted by Sherry Sarver Johnson and Jeff Mount | Produced by BraveHeartsTV Network and powered by Beneficial Business Solutions.

    For resources, show notes, and links to featured strategies, visit AdvisorsBusinessHour.com.

    To learn more about Jeff’s work with financial advisors, visit Caddis.biz.
    And to explore business automation and growth tools, visit BeneficialBusinessSolutions.com.

    Follow The Advisors Business Hour wherever you get your podcasts, and remember:
    Build with purpose. Grow with integrity. Scale with confidence.
    Show More Show Less
    25 mins
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