The Model FA: Driving Business Development through Podcasting with Austin Peterson and Landon Mance

Driving Business Development through Podcasting with Austin Peterson and Landon Mance

Mar 1, 2022

Austin Peterson and Landon Mance are the Co-founders of Backbone Planning Partners, a financial services firm with offices in Las Vegas, Nevada and Phoenix, Arizona. Backbone Planning Partners helps business owners and their families transfer ownership of their businesses while focusing on a positive outcome for their employees. Austin and Lance are also the hosts of Tycoons of Small Biz, a podcast that gives business owners a platform to share their stories with the world.

Austin Peterson is a CERTIFIED FINANCIAL PLANNER^TM, fiduciary advisor, and registered representative with Lincoln Financial Advisors. For over 20 years, Austin has served in the investment, insurance, and wealth management industries, working with companies such as Symetra, Crump Life Insurance Services, and LPL Financial. He completed his Master of Business Administration degree at Brigham Young University.

Landon Mance is a Certified Exit Planning Advisor (CEPA) and a business exit consultant. Before co-founding Backbone Planning with Austin, Landon operated his business under Mance Wealth Management, which he launched in 2015. Before starting his practice, Landon served in several financial organizations, including J.P. Morgan and Waddell & Reed. He completed his degree in Business Administration at California State University-Long Beach and obtained the Certified Exit Planning Advisor designation through the Exit Planning Institute.

Austin and Landon join us today to discuss the power of leveraging podcasting as a business development tool. They describe how they developed the idea behind Tycoons of Small Biz podcast and discuss outsourcing podcast production. They outline their process for pre-screening, inviting, and interviewing podcast guests, as well as how they increase the likelihood of guests becoming financial planning clients. They also underscore how podcasting can build solid relationships and highlight the role of intention in running a podcast.

“Podcasting allows you to get to know somebody better than you ever would at a networking event or any other business development opportunities.” - Austin Peterson

This week on The Model FA Podcast:

How Austin connected with business owners and clients before launching the podcast
What intrigued him about launching a podcast to market to business owners
Why Landon kept pushing the idea of launching a podcast with Austin
Outsourcing podcast post-production and how much time Austin and Landon spend on working on their podcast
How to save time when preparing and recording a podcast episode
The outsourcing costs and ROI of running a podcast
Their process for inviting and interviewing podcast guests and how they increase the likelihood of the guests doing business with them
How many of their podcast guests later take a financial planning appointment with them
Pre-qualifying podcast guests and how they deal with non-ideal guests

Our Favorite Quotes:

“A podcast is a creative and ethical way of tricking someone into hanging out with you and building a relationship with them.” - David DeCelle
“Following up with your podcast guests while you’re still fresh in their minds is of utmost importance: strike while the iron’s hot.” - David DeCelle
“Set the intention for what you’re trying to do with your podcast; your intention will change your approach.” - Landon Mance

Connect with Austin Peterson & Landon Mance:

Landon Mance and Austin Peterson are registered representatives of Lincoln Financial Advisors Corp. Lincoln Financial Advisors Corp. and its representatives do not provide legal or tax advice. You may want to consult a legal or tax advisor regarding any legal or tax information as it relates to your personal circumstances. Securities offered through Lincoln Advisors Corp., a broker-dealer (member SIPC). Investment advisory services offered through Sagemark Consulting, a division of Lincoln Financial Advisors Corp., a registered investment advisor. Insurance offered through Lincoln affiliates and other fine companies. Backbone Planning Partners is a marketing name for registered representatives of Lincoln Financial Advisors. CRN-4333162-021622

About the Model FA Podcast

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.

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Our Team:

President of Model FA, David DeCelle

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