Client Builder Playbook

Larry Lewis is a sales development expert in Pittsburgh, PA with a 25-year track record of helping financial advisors and insurance professionals improve their sales performance. He is the author of “Client Builder Selling” and the creator of the Client Builder Academy sales coaching platform. Brian Quaranta is the owner of Secure Money Advisors, a Pittsburgh-based retirement planning firm. The two of them met each other in 2016, when Brian sought Larry’s help with growing his practice. Over the course of the next two years, Brian was able double his production without adding any additional marketing or new personnel, simply by implementing the strategies and tactics explained in Larry’s program. Today, Secure Money Advisors is one of the country’s most successful retirement planning firms with more than six advisors and two offices in Western Pennsylvania. Together, Brian and Larry honed their program into a practical, street-smart sales process for financial advisors designed to: Shorten your selling cycle Improve your closing ratio Eliminate “unpaid consulting” Minimize the time you waste with plate-lickers and tire-kickers Position yourself as a different kind of advisor, and Develop the competence and confidence you need to become a top performer Over the last ten years, hundreds of financial advisors have enrolled in their program with dramatic results. In 2026, they decided to launch their podcast to spread the word and help other financial advisors improve the results of their sales effort.