<![CDATA[Beyond The IMO™]]>

<![CDATA[Beyond The IMO™]]>8e317e87-37f8-57d7-a3ec-0453af047f4dMon, 12 Oct 2026 12:41:20 +0000Captivate.fmJustin Woodburyhttps://artwork.captivate.fm/80f15feb-737d-4f84-aad0-45123f7df8c7/512KB-TATTOO-1.pngBeyond The IMO™Justin WoodburyJustin WoodburyBeyond The IMO™ is a podcast built around the belief that independent financial advisors should have access to everything they need to thrive while remaining independent. In an industry where access to tools, training, marketing, and insight from industry thought leaders is often limited to the IMO an advisor is part of, this podcast exists to provide that same value regardless of IMO or RIA affiliation. Through conversations, perspectives, and real-world experience, Beyond The IMO™ brings an advisor first, transparent approach to how advisors grow, operate, and thinkhttps://beyond-the-imo.captivate.fmfalseepisodicnopodcastChoosing an IMO with Eyes Wide Open: Part 2Choosing an IMO with Eyes Wide Open: Part 2At what point does growing your business actually stop benefiting you?

In this final episode of a three-part conversation with Phil Graham, Justin discusses an advisor producing $30 million annually in annuities, clearing more than $2 million with just two employees and very little overhead. Yet his IMO continued encouraging him to grow, hire more advisors, and increase production.

After doing the math, the advisor realized that growing to $250 million in production might not actually make him much more money. But his IMO certainly would.

Justin and Phil discuss the pressure advisors face to grow, the hidden costs of IMO incentives, and why understanding who truly benefits from your growth is so important before signing on the dotted line.

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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.

]]>At what point does growing your business actually stop benefiting you?

In this final episode of a three-part conversation with Phil Graham, Justin discusses an advisor producing $30 million annually in annuities, clearing more than $2 million with just two employees and very little overhead. Yet his IMO continued encouraging him to grow, hire more advisors, and increase production.

After doing the math, the advisor realized that growing to $250 million in production might not actually make him much more money. But his IMO certainly would.

Justin and Phil discuss the pressure advisors face to grow, the hidden costs of IMO incentives, and why understanding who truly benefits from your growth is so important before signing on the dotted line.

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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.

]]>c066d55e-60cf-482e-b19c-1f3f06289e08Mon, 12 Oct 2026 06:41:00 -060048:51falsefull2121IMOAudit.comIMOAudit.comMost advisors join an IMO because of the promise that they'll help them grow, build their brand, get in front of more clients, and become better business owners. But how do you put a monetary value on that?

In this episode, Justin sits down with Phil Graham to discuss how advisors can determine what the services their IMO provides are actually worth, what their IMO may be making from their production, and whether they're truly leveraging the value available to them.

The question isn't whether your IMO provides value. The question is whether the value you're getting matches what they're making from your production.

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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.

]]>Most advisors join an IMO because of the promise that they'll help them grow, build their brand, get in front of more clients, and become better business owners. But how do you put a monetary value on that?

In this episode, Justin sits down with Phil Graham to discuss how advisors can determine what the services their IMO provides are actually worth, what their IMO may be making from their production, and whether they're truly leveraging the value available to them.

The question isn't whether your IMO provides value. The question is whether the value you're getting matches what they're making from your production.

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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.

]]>33c7f58c-de90-4d25-af1c-80c13558267bSun, 27 Sep 2026 09:15:00 -060001:17:06falsefull2020Choosing An IMO With Eyes Wide OpenChoosing An IMO With Eyes Wide OpenAdvisors spend hundreds of hours learning this industry and almost none learning who they should partner with.

There are courses, exams, continuing education, compliance training, and product training. But there's no course on how to choose an IMO, understand what they're making on your production, determine what you're actually paying for, or evaluate what that relationship is really worth.

In this episode, Justin sits down with Phil Graham to discuss how advisors can better evaluate their IMO relationships and make those decisions with their eyes wide open.

They also discuss Phil's IMO Value Audit™, a tool designed to put a dollar value on the services advisors actually use and provide a clearer picture of what their IMO relationship is really worth.

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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.

]]>Advisors spend hundreds of hours learning this industry and almost none learning who they should partner with.

There are courses, exams, continuing education, compliance training, and product training. But there's no course on how to choose an IMO, understand what they're making on your production, determine what you're actually paying for, or evaluate what that relationship is really worth.

In this episode, Justin sits down with Phil Graham to discuss how advisors can better evaluate their IMO relationships and make those decisions with their eyes wide open.

They also discuss Phil's IMO Value Audit™, a tool designed to put a dollar value on the services advisors actually use and provide a clearer picture of what their IMO relationship is really worth.

Follow Beyond The IMO on:

TikTok

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.

]]>4b46cf75-2eb4-489c-adcd-a1f670f42bd7Mon, 14 Sep 2026 08:30:00 -060049:08falsefull1919The SEC, Google Reviews, & Why You’re Missing OutThe SEC, Google Reviews, & Why You’re Missing OutEver since Google introduced the Zero Moment of Truth (ZMOT) in 2011, Justin has been obsessed with the art of showing up at the top of Google searches and getting Google reviews.

Today, showing up in search matters more than ever, and it's no longer just about Google. If advisors aren't showing up in Google and AI searches, they're throwing opportunity away.

In this episode, Justin sits down with Brian Thorpe to discuss one of the best ways advisors can improve their visibility: getting Google reviews from their clients. They talk about why reviews matter, how they impact search results, and why advisors should make them a consistent part of their marketing strategy.

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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.

]]>Ever since Google introduced the Zero Moment of Truth (ZMOT) in 2011, Justin has been obsessed with the art of showing up at the top of Google searches and getting Google reviews.

Today, showing up in search matters more than ever, and it's no longer just about Google. If advisors aren't showing up in Google and AI searches, they're throwing opportunity away.

In this episode, Justin sits down with Brian Thorpe to discuss one of the best ways advisors can improve their visibility: getting Google reviews from their clients. They talk about why reviews matter, how they impact search results, and why advisors should make them a consistent part of their marketing strategy.

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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.

]]>30107f1c-1233-402e-8d4d-4ac508b611daSun, 30 Aug 2026 06:00:00 -060058:35falsefull1818The Connection Between Marketing, Investing & FaithThe Connection Between Marketing, Investing & FaithFrequency and consistency win the marketing game every single time. Justin Woodbury has spent 15 years helping financial advisors with their marketing and has seen those principles work across radio, TV, seminars, online leads, social media, and just about every other proven marketing strategy.

In this episode, Justin sits down with his cousin, Samuel Smith, an investor, West Point graduate, Army veteran, and content creator with more than 13,000 YouTube followers. Their conversation covers investing, marketing, and building an audience, but when Samuel talks about faithfulness and the biblical principles he learned growing up, Justin makes an interesting connection: being faithful is really about being frequent and consistent.

It's the same principle Justin has seen work in marketing for years, and in this conversation, he and Samuel explore how those principles apply not only to marketing and investing, but to faith and life as well.

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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.

]]>Frequency and consistency win the marketing game every single time. Justin Woodbury has spent 15 years helping financial advisors with their marketing and has seen those principles work across radio, TV, seminars, online leads, social media, and just about every other proven marketing strategy.

In this episode, Justin sits down with his cousin, Samuel Smith, an investor, West Point graduate, Army veteran, and content creator with more than 13,000 YouTube followers. Their conversation covers investing, marketing, and building an audience, but when Samuel talks about faithfulness and the biblical principles he learned growing up, Justin makes an interesting connection: being faithful is really about being frequent and consistent.

It's the same principle Justin has seen work in marketing for years, and in this conversation, he and Samuel explore how those principles apply not only to marketing and investing, but to faith and life as well.

Follow Beyond The IMO on:

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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.

]]>a69d39a7-fa91-4760-bc18-f2fb9f025c60Mon, 17 Aug 2026 00:45:00 -060040:24falsefull1717Beyond TransactionsBeyond TransactionsRelationships and transactions aren't the same thing, especially in the financial industry.

In this episode, Justin Woodbury sits down with Dale McGregor to discuss what it looks like to build a business around genuine relationships instead of simply closing the next sale. They explore why consistently investing in people, whether they're clients, prospects, or employees, creates stronger businesses, stronger cultures, and longer-lasting relationships.

Dale calls it "passionate compassion," a philosophy that's evident in the way he leads his team, serves his clients, and develops the next generation of advisors. It's a conversation about relationships, leadership, and why giving often produces the greatest returns.

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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.

]]>Relationships and transactions aren't the same thing, especially in the financial industry.

In this episode, Justin Woodbury sits down with Dale McGregor to discuss what it looks like to build a business around genuine relationships instead of simply closing the next sale. They explore why consistently investing in people, whether they're clients, prospects, or employees, creates stronger businesses, stronger cultures, and longer-lasting relationships.

Dale calls it "passionate compassion," a philosophy that's evident in the way he leads his team, serves his clients, and develops the next generation of advisors. It's a conversation about relationships, leadership, and why giving often produces the greatest returns.

Follow Beyond The IMO on:

LinkedIn

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.

]]>bb669e95-a866-4c42-b998-031580791539Sun, 02 Aug 2026 06:00:00 -060048:29falsefull1616Beyond Caps & ParsBeyond Caps & ParsWhat if insurance carriers were completely transparent about the sustainability of their caps and participation rates, and wholesalers were equally transparent about the products they recommend?

Justin Woodbury sits down with Drew Schmalz and Jon Blomquist of The Annuity Edge to discuss subsidized cap rates, why some products look better than they really are, and the uncomfortable conversations advisors can end up having with clients as a result.

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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 if insurance carriers were completely transparent about the sustainability of their caps and participation rates, and wholesalers were equally transparent about the products they recommend?

Justin Woodbury sits down with Drew Schmalz and Jon Blomquist of The Annuity Edge to discuss subsidized cap rates, why some products look better than they really are, and the uncomfortable conversations advisors can end up having with clients as a result.

Follow Beyond The IMO on:

Instagram

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.

]]>239e73ad-c213-4e8b-b7d4-4532b5c889eaMon, 20 Jul 2026 07:00:00 -060050:37falsefull1515The Best Assistant You'll Never HireThe Best Assistant You'll Never HireWe all get the same 1,440 minutes every day, yet so many advisors spend theirs on administrative work instead of sitting in front of clients.

In this episode, Justin Woodbury sits down with Breena Fein and Gabe Caldwell, the co-founders of HeyQuinn, to discuss how AI can automate emails, meetings, CRM updates, and countless other repetitive tasks, helping advisors buy back hours every week.

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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.

]]>We all get the same 1,440 minutes every day, yet so many advisors spend theirs on administrative work instead of sitting in front of clients.

In this episode, Justin Woodbury sits down with Breena Fein and Gabe Caldwell, the co-founders of HeyQuinn, to discuss how AI can automate emails, meetings, CRM updates, and countless other repetitive tasks, helping advisors buy back hours every week.

Follow Beyond The IMO on:

Instagram

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.

]]>da6f57db-fd97-42c4-bd78-049f6a91b79bMon, 06 Jul 2026 08:00:00 -060039:24falsefull1414Beyond Overcoming Fear: Why Embracing It Changes EverythingBeyond Overcoming Fear: Why Embracing It Changes EverythingIn this episode of Beyond The IMO, Justin Woodbury sits down with Carl Richards to discuss a topic that impacts every advisor, entrepreneur, and professional at some point in their career: fear.

Carl's perspective on fear inspired Justin to make one of the biggest decisions of his professional life, leaving a leadership role at a marketing organization to build a business focused on supporting advisors and their clients. That experience led to a deeper realization that fear often shows up whenever we are faced with meaningful decisions, whether it's fear of failure, fear of success, fear of the unknown, or simply fear of taking the next step.

Rather than focusing on how to defeat fear, Carl shares a different approach: embracing it. Together, Justin and Carl explore why fear is often a sign that something important is on the other side of the decision and how learning to work with fear can lead to growth, clarity, and action.

They also discuss Carl's new book, Your Money: Reimagining Wealth in 101 Simple Sketches, as well as The Society of Advice, an organization-agnostic community where financial advisors gather to learn, share ideas, and become better professionals.

If you've been putting off a decision because of fear, this conversation may be exactly what you need to hear.

Follow Beyond The IMO on:

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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 Carl Richards to discuss a topic that impacts every advisor, entrepreneur, and professional at some point in their career: fear.

Carl's perspective on fear inspired Justin to make one of the biggest decisions of his professional life, leaving a leadership role at a marketing organization to build a business focused on supporting advisors and their clients. That experience led to a deeper realization that fear often shows up whenever we are faced with meaningful decisions, whether it's fear of failure, fear of success, fear of the unknown, or simply fear of taking the next step.

Rather than focusing on how to defeat fear, Carl shares a different approach: embracing it. Together, Justin and Carl explore why fear is often a sign that something important is on the other side of the decision and how learning to work with fear can lead to growth, clarity, and action.

They also discuss Carl's new book, Your Money: Reimagining Wealth in 101 Simple Sketches, as well as The Society of Advice, an organization-agnostic community where financial advisors gather to learn, share ideas, and become better professionals.

If you've been putting off a decision because of fear, this conversation may be exactly what you need to hear.

Follow Beyond The IMO on:

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.

]]>8bd6c005-dea5-4e5f-8bde-e2e0a7c5ad63Mon, 22 Jun 2026 07:00:00 -060036:01falsefull1313Marketing Minute: The Raw Truth About SeminarsMarketing Minute: The Raw Truth About SeminarsIn this micro episode, Justin breaks down the pros and cons of dinner seminars, and shares what makes any marketing tool work.

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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 micro episode, Justin breaks down the pros and cons of dinner seminars, and shares what makes any marketing tool work.

Follow Beyond The IMO on:

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.

]]>ed7a7ebb-9986-45a1-83c7-f0031abd3f0eMon, 15 Jun 2026 06:00:00 -060009:15falsefull1414The Grass Is Greener Where You Water It: Why Frequency Beats Perfection Every TimeThe Grass Is Greener Where You Water It: Why Frequency Beats Perfection Every TimeIn 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.

Follow Beyond The IMO on:

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 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.

Follow Beyond The IMO on:

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.

]]>cacab8ac-53da-45ff-8a2f-9759cd59b923Mon, 08 Jun 2026 06:00:00 -060044:35falsefull1212Online Leads Aren’t the Problem, You AreOnline Leads Aren’t the Problem, You AreIn 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.

Follow Beyond The IMO on:

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.

Follow Beyond The IMO on:

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.

]]>5bc0204a-dc32-41ce-bcd5-4eff8a29ea9eMon, 25 May 2026 08:00:00 -060044:44falsefull1111Why Estate Planning Wins The Great Wealth Transfer ProblemWhy Estate Planning Wins The Great Wealth Transfer ProblemThe 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.

]]>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.

]]>faba0c86-1ef6-4e57-89f1-5654503691eeMon, 11 May 2026 07:00:00 -060057:34falsefull1010Beyond The IMO: When the System Is Built Around the ClientBeyond The IMO: When the System Is Built Around the ClientThe word “turnkey” is one of the most overused and misunderstood terms in the financial services industry. It’s often marketed as a way for advisors to generate results with little to no effort, but in reality, every marketing program requires someone to show up, do the work, and consistently engage in the process of generating, nurturing, and closing leads.

In this episode, Justin Woodbury challenges that misconception and introduces a different perspective. While no system eliminates the need for advisor involvement, there are companies that manage the entire process from the moment an advisor commits through the delivery of the service, allowing advisors to focus on what they do best.

This episode is the first in a three part series featuring conversations with CEOs of companies that operate this way. Justin sits down with Chris Kowalik, founder of ProFeds, a company that connects federal employees with qualified financial advisors. With a background as an Arabic linguist and signals intelligence analyst in the Marine Corps, Chris brings a high level of structure, discipline, and intentionality to her business.

The conversation highlights what makes ProFeds unique, including Chris’s commitment to protecting her team, carefully selecting the advisors she works with, and prioritizing the needs of federal employees.

Justin also shares insights from auditing many of the major IMOs, pointing out that while most offer similar services, there are a select few that operate differently. These organizations may not be heavily marketed or follow the traditional IMO model, but instead allow advisors to choose their own vendors and marketing strategies while investing back into the advisor, in some cases covering the entire marketing budget.

This episode sets the stage for a deeper look at alternative models that are helping advisors grow in a more flexible and strategic way.

Follow Beyond The IMO on:

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 word “turnkey” is one of the most overused and misunderstood terms in the financial services industry. It’s often marketed as a way for advisors to generate results with little to no effort, but in reality, every marketing program requires someone to show up, do the work, and consistently engage in the process of generating, nurturing, and closing leads.

In this episode, Justin Woodbury challenges that misconception and introduces a different perspective. While no system eliminates the need for advisor involvement, there are companies that manage the entire process from the moment an advisor commits through the delivery of the service, allowing advisors to focus on what they do best.

This episode is the first in a three part series featuring conversations with CEOs of companies that operate this way. Justin sits down with Chris Kowalik, founder of ProFeds, a company that connects federal employees with qualified financial advisors. With a background as an Arabic linguist and signals intelligence analyst in the Marine Corps, Chris brings a high level of structure, discipline, and intentionality to her business.

The conversation highlights what makes ProFeds unique, including Chris’s commitment to protecting her team, carefully selecting the advisors she works with, and prioritizing the needs of federal employees.

Justin also shares insights from auditing many of the major IMOs, pointing out that while most offer similar services, there are a select few that operate differently. These organizations may not be heavily marketed or follow the traditional IMO model, but instead allow advisors to choose their own vendors and marketing strategies while investing back into the advisor, in some cases covering the entire marketing budget.

This episode sets the stage for a deeper look at alternative models that are helping advisors grow in a more flexible and strategic way.

Follow Beyond The IMO on:

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.

]]>f7726d73-3d30-471f-bdaa-0ea48c2c80c6Mon, 27 Apr 2026 08:00:00 -060001:00:33falsefull99Beyond The IMO: Conversations With Sheryl J. MooreBeyond The IMO: Conversations With Sheryl J. MooreSheryl J. Moore is known as the foremost expert on annuities and life insurance, and she graciously allows Justin to ask anything about annuities and the insurance industry overall. The conversation includes controversial topics, which she embraces and answers with kindness, balance, and unparalleled knowledge of the industry.

If you haven’t already, be sure to check out Sheryl’s company, Wink Intel, and her platform, Wink’s Annuity Specs. It’s an incredible tool that should be in every advisor’s tool belt. There’s no other software out there like Annuity Specs. It’s in a class all its own.

Follow Beyond The IMO on:

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.

]]>Sheryl J. Moore is known as the foremost expert on annuities and life insurance, and she graciously allows Justin to ask anything about annuities and the insurance industry overall. The conversation includes controversial topics, which she embraces and answers with kindness, balance, and unparalleled knowledge of the industry.

If you haven’t already, be sure to check out Sheryl’s company, Wink Intel, and her platform, Wink’s Annuity Specs. It’s an incredible tool that should be in every advisor’s tool belt. There’s no other software out there like Annuity Specs. It’s in a class all its own.

Follow Beyond The IMO on:

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.

]]>1f0e1f57-739f-4a13-b0e2-7519984b0762Mon, 13 Apr 2026 06:15:00 -060051:49falsefull88Beyond The Airwaves: Who Really Owns Your Show?Beyond The Airwaves: Who Really Owns Your Show?Experts have been predicting the end of radio since the 1950s, when TV was introduced. Yet radio continues to dominate traditional media, especially among the audiences financial advisors are trying to reach.

A 2026 Nielsen report shows that 97% of Gen X, ages 45 to 60, are consistent daily radio listeners, while baby boomers spend the most time listening each week. For advisors, that means their ideal clients are still tuned in.

In this episode, Justin sits down with Peter J. D'Arruda, also known as Coach Pete, to talk about the real opportunity behind radio and the risk most advisors do not think about.

Many IMOs offer radio and traditional media support. But when advisors leave, they often lose everything. Scripts, hosts, airtime, and even their spot, which can quickly be replaced by a competitor.

Coach Pete took a different path. He built his own radio and TV studio to maintain control, protect his independence, and create flexibility in who he partners with.

In this conversation, Justin and Coach Pete break down what radio looks like today, why it still works, and how advisors can take back control of their marketing without being tied to a single organization.

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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.

]]>Experts have been predicting the end of radio since the 1950s, when TV was introduced. Yet radio continues to dominate traditional media, especially among the audiences financial advisors are trying to reach.

A 2026 Nielsen report shows that 97% of Gen X, ages 45 to 60, are consistent daily radio listeners, while baby boomers spend the most time listening each week. For advisors, that means their ideal clients are still tuned in.

In this episode, Justin sits down with Peter J. D'Arruda, also known as Coach Pete, to talk about the real opportunity behind radio and the risk most advisors do not think about.

Many IMOs offer radio and traditional media support. But when advisors leave, they often lose everything. Scripts, hosts, airtime, and even their spot, which can quickly be replaced by a competitor.

Coach Pete took a different path. He built his own radio and TV studio to maintain control, protect his independence, and create flexibility in who he partners with.

In this conversation, Justin and Coach Pete break down what radio looks like today, why it still works, and how advisors can take back control of their marketing without being tied to a single organization.

Follow Beyond The IMO on:

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.

]]>3fbefa55-68aa-4022-a005-0dcbd0e99b83Mon, 30 Mar 2026 08:00:00 -060054:57falsefull77Beyond Your Voice – Leveraging the Power of AI Without Diluting Your BrandBeyond Your Voice – Leveraging the Power of AI Without Diluting Your BrandDaniel Webster said, “If all my talents and powers were to be taken from me by some inscrutable Providence, and I had my choice of keeping but one, I would unhesitatingly ask to be allowed to keep the power of speaking, for through it I would quickly recover all the rest”

Our voice is one of the only truly unique parts of our brand. Logos, websites, and colors can all blend together, but our voice is ours alone. If you use AI to replace your voice, whether spoken or written, you are diluting the one part of your brand that is truly unique to you.

Finding the right balance between leveraging AI without diluting your brand can be a challenge. That’s exactly what I discuss with Sam DeLeo, an expert content writer who has composed and published thousands of pieces of content in the financial industry long before AI was widely used, and who now uses AI in a way that doesn’t dilute the brand.

Sam can be reached via LinkedIn at https://www.linkedin.com/in/sam-deleo/ or e-mail: sam.deleo@gmail.com

Follow Beyond The IMO on:

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.

]]>Daniel Webster said, “If all my talents and powers were to be taken from me by some inscrutable Providence, and I had my choice of keeping but one, I would unhesitatingly ask to be allowed to keep the power of speaking, for through it I would quickly recover all the rest”

Our voice is one of the only truly unique parts of our brand. Logos, websites, and colors can all blend together, but our voice is ours alone. If you use AI to replace your voice, whether spoken or written, you are diluting the one part of your brand that is truly unique to you.

Finding the right balance between leveraging AI without diluting your brand can be a challenge. That’s exactly what I discuss with Sam DeLeo, an expert content writer who has composed and published thousands of pieces of content in the financial industry long before AI was widely used, and who now uses AI in a way that doesn’t dilute the brand.

Sam can be reached via LinkedIn at https://www.linkedin.com/in/sam-deleo/ or e-mail: sam.deleo@gmail.com

Follow Beyond The IMO on:

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.

]]>030973e9-e890-415e-afff-654f87284dd2Mon, 16 Mar 2026 08:00:00 -060035:15falsefull66Beyond The Product: Do Annuities Belong In Modern Portfolios?Beyond The Product: Do Annuities Belong In Modern Portfolios?Annuities have existed in various forms for centuries and have evolved significantly in modern retirement planning. Yet like any financial tool, they operate within an industry where incentives matter. As a result, some retirees have been placed into products that were not appropriate for their situation, while others may have avoided annuities based on misunderstanding or misinformation.

In this episode of Beyond The IMO, four respected professionals with differing perspectives come together to examine a central question: Do annuities belong in modern retirement planning?

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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.

]]>Annuities have existed in various forms for centuries and have evolved significantly in modern retirement planning. Yet like any financial tool, they operate within an industry where incentives matter. As a result, some retirees have been placed into products that were not appropriate for their situation, while others may have avoided annuities based on misunderstanding or misinformation.

In this episode of Beyond The IMO, four respected professionals with differing perspectives come together to examine a central question: Do annuities belong in modern retirement planning?

Follow Beyond The IMO on:

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.

]]>e173f2d9-f078-4975-a6fe-f231a07236a2Sun, 01 Mar 2026 11:00:00 -060001:06:12falsefull55Beyond The Vision: Turning Ideas Into ExecutionBeyond The Vision: Turning Ideas Into ExecutionExecution 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.

Follow Beyond The IMO on:

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.

]]>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.

Follow Beyond The IMO on:

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.

]]>9524f24a-410b-428d-9b4f-9485a6aff507Mon, 16 Feb 2026 08:00:00 -060042:27falsefull44Beyond The Easy Wins: Reaching the Other 97%Beyond The Easy Wins: Reaching the Other 97%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.

Follow Beyond The IMO on:

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.

Follow Beyond The IMO on:

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.

]]>b47d315b-0f7f-4741-b124-c988b91d051eMon, 02 Feb 2026 08:00:00 -060051:37falsefull33Beyond The Sale: The Difference Between Busy And ScalableBeyond The Sale: The Difference Between Busy And ScalableWhat 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.

Follow Beyond The IMO on:

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.

Follow Beyond The IMO on:

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.

]]>e087c9c0-73aa-42f9-a4b2-16374243e3f0Mon, 19 Jan 2026 06:00:00 -060041:00falsefull22Beyond the Inbox: Staying Top of Mind With High Net Worth ClientsBeyond the Inbox: Staying Top of Mind With High Net Worth ClientsIn a world of competing for your clients and prospects attention, inbox battles and email drips can only take you so far, especially with high net worth and ultra high net worth relationships where trust, exclusivity, and top of mind actually matter.

This conversation with Andrew and Bjorn from Essential Engine* dives into a premium, coffee table magazine with you on the cover, personalized down to a single client when it counts, built to live in the home, connect with both spouses and the next generation, and create referrals organically without feeling salesy.

Here is the link to the special offer mentioned at the end of the show.

Follow Beyond The IMO on:

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 a world of competing for your clients and prospects attention, inbox battles and email drips can only take you so far, especially with high net worth and ultra high net worth relationships where trust, exclusivity, and top of mind actually matter.

This conversation with Andrew and Bjorn from Essential Engine* dives into a premium, coffee table magazine with you on the cover, personalized down to a single client when it counts, built to live in the home, connect with both spouses and the next generation, and create referrals organically without feeling salesy.

Here is the link to the special offer mentioned at the end of the show.

Follow Beyond The IMO on:

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.

]]>43f57fb2-b7e3-45ea-b282-0a7025278886Mon, 05 Jan 2026 07:00:00 -060050:54falsefull11The "Why" Behind Beyond The IMOThe "Why" Behind Beyond The IMOIn this trailer episode, Justin Woodbury shares why Beyond the IMO exists and the experiences that shaped his belief that advisors deserve real independence and genuine support. This episode sets the foundation for a podcast driven by purpose, challenging the industry norms that limit advisors and advocating for a better way forward.

Follow Beyond The IMO on:

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 trailer episode, Justin Woodbury shares why Beyond the IMO exists and the experiences that shaped his belief that advisors deserve real independence and genuine support. This episode sets the foundation for a podcast driven by purpose, challenging the industry norms that limit advisors and advocating for a better way forward.

Follow Beyond The IMO on:

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.

]]>a18ffefa-2894-486c-a6ca-f9512f5f4909Fri, 02 Jan 2026 10:55:00 -060014:36falsetrailer