Sterling Insights – Détails, épisodes et analyse

How do high-net-worth investors reduce concentrated stock risk and taxes—without blowing up their long-term plan?

In this episode of Sterling Insights, Roger sits down with Gary Pattengale, CFP®, CPA, Senior Vice President and Advanced Planning Specialist at Mesero Wealth Management. Together, they explore tax-efficient strategies for managing concentrated stock positions, Roth conversions, and holistic wealth planning for high-net-worth families. Gary draws from over 25 years of experience to discuss concentration risk, tax-aware diversification strategies, and advanced planning techniques, offering actionable advice for investors, executives, and advisors navigating complex financial decisions. This episode is a must-listen for high-net-worth individuals and financial professionals seeking smarter, more integrated planning strategies.

Key Takeaways:

● Concentration Risk Starts Around 10%: While 10% in a single stock is a common rule of thumb, true risk tolerance depends on age, goals, income sources, and overall net worth.
● Create a Rules-Based Liquidation Strategy: Removing emotion from selling appreciated stock by setting pre-defined triggers can help investors diversify systematically and tax-efficiently.
● Roth Conversions Require Careful Modeling: Conversions can increase lifetime wealth—but hidden “tax torpedoes” like Social Security taxation, capital gains brackets, and Medicare premiums must be considered.
● Integrate Tax, Estate, and Investment Planning: The most effective strategies align tax efficiency, legacy intent, and portfolio design into one coordinated plan.
● Advanced Tools Improve Planning Outcomes: Modern tax and financial planning software allows advisors to model “what-if” scenarios efficiently, enabling dynamic, data-driven decisions.

Quotes from Gary Pattengale:

● “Taxes are important—but first we assess the concentration risk. What happens if that stock drops 40 to 60%?”
● “Once the rule is triggered, we execute. It takes the emotion out of it.”
● “Roth conversions aren’t for everybody. You really have to analyze the full tax impact before you act.”
True wealth management isn’t about chasing returns—it’s about integrating tax strategy, risk management, and long-term planning into one cohesive approach that protects and grows wealth across generations.
Connect with Gary:
Website:  https://www.mesirow.com/home
LinkedIn:  https://www.linkedin.com/in/gary-pattengale-cfp%C2%AE-3806b822/
Connect with Roger:Website:  https://www.sterlingfoundations.comFacebook:  https://www.facebook.com/sterlingfoundations/Twitter:  https://x.com/SterlingFndMgt?mx=2LinkedIn:  https://www.linkedin.com/company/sterling-foundation-management-llc/

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In this episode of Sterling Insights, Mike Agol sits down with Angie Smith, Agency Owner at Farmers Insurance and full-service risk protection specialist. Together, they explore how to properly protect your assets, family, and legacy through strategic insurance planning, sharing valuable insights and practical tips for listeners. Angie draws from her extensive experience to discuss common coverage gaps, umbrella policies, lawsuits, and misconceptions about “cheap” insurance, offering actionable advice for homeowners, business owners, and high-net-worth families. This episode is a must-listen for anyone building wealth who wants to make sure it’s properly protected, providing both knowledge and tools to navigate this critical subject.

Key Takeaways:

● Value Over Price: The cheapest policy is rarely the best policy. Proper coverage protects everything you’ve worked hard to build.

● Umbrella Policies Matter: An umbrella policy is one of the most affordable ways to shield assets from major lawsuits and liability claims.

● Coverage Gaps Are Common: Jewelry, small business exposures, and liability risks are often underinsured or misunderstood.

● Advisors Should Collaborate: Insurance and financial advisors must work together to fully protect a client’s portfolio.

● Insurance Is Personal: True service goes beyond policies — it means showing up during freezes, hurricanes, and life’s toughest moments.

Quotes from Angie Smith:

● “On a bad day, I want to make sure what you’ve built is still protected.”

● “An umbrella policy is the cheapest attorney you’ll ever have protecting your assets.”

● “We don’t just sell a policy — we sell value and proper protection.”

Building wealth is only half the equation — protecting it is what secures your legacy.

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Think your estate plan is “simple”? Think again. This episode will make you rethink what it really takes to protect your family, your assets, and your legacy.

In this episode of Sterling Insights, guest host Peter Florio sits down with attorney and estate planning expert Robin Maynard, partner at Marquesian Mayer. Together, they explore the complexities of estate planning for high-net-worth families, sharing valuable insights and practical tips for listeners. Robin draws from her extensive experience to discuss common pitfalls, tax-saving strategies, and why proper trust planning is essential. This episode is a must-listen for financial advisors, wealth managers, and families with significant assets, providing both knowledge and tools to navigate this important subject.

Key Takeaways:

● Trusts Simplify—and Speed Up—the Estate Process: Avoid probate delays by ensuring assets are properly titled within a trust.
● Tax Law Is a Moving Target: Estate plans must include flexibility to adapt to evolving federal and state tax laws.
● Family Dynamics Can Complicate Estates: Proactive planning minimizes family conflict and emotional strain after a death.
● Everyone Thinks Their Estate Is “Simple”—Until It Isn’t: Even straightforward estates come with complexities most people overlook.
● Collaborating with Financial Advisors Is Critical: Integrated planning between legal and financial professionals leads to better outcomes for clients.

Quotes from Robin Maynard:

● “Every conversation starts with, ‘This is simple,’ and then it never is.”
● “People don’t realize their estate plan fails if their trust is empty.”
● “The bureau will take your money for tuition, but won’t give you a refund check without a power of attorney.”
🔗 Conclusion:
Estate planning isn’t just for the ultra-wealthy or the elderly—it’s for anyone who wants clarity, control, and peace of mind for the future. This episode lays out what smart planning looks like—and why it pays to get it right.

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What does it take to scale a $10B RIA while staying true to a client-first culture? This episode explores the systems, people, and strategies behind sustainable growth in wealth management.

In this episode of Sterling Insights, Roger sits down with Scott Brown, President of Pinnacle Associates, a multibillion-dollar RIA serving high net worth families and institutions. Together, they explore what it takes to build and grow a thriving independent advisory firm, sharing valuable insights and practical tips for listeners. Scott draws from his extensive legal and operational experience to discuss the evolution of the RIA space, the importance of culture, and how firms can stay competitive in a fast-changing landscape. This episode is a must-listen for financial advisors, firm leaders, and professionals serving HNW clients, providing both knowledge and tools to navigate growth, succession, and innovation in wealth management.

🔑 Key Takeaways:

● Culture Drives Client Experience: Pinnacle prioritizes internal culture, believing happy, respected employees create the best outcomes for clients.

● Built to Scale: From in-house investment management to advisor training programs, Pinnacle is structured to grow without sacrificing quality.

● Focus on the $2M–$20M Client: Their ideal client range allows for deep planning relationships, with business owners and entrepreneurs being a core audience.

● Organic + Inorganic Growth Strategy: Pinnacle targets 5%+ organic growth while selectively pursuing M&A to expand strategically.

● Future-Proofing the RIA: With initiatives like the Next Gen Committee and Pinnacle Academy, they’re investing in leadership, tech, and talent to stay ahead.

💬 Quotes from Scott Brown:

● "We’re trying to build a firm that thinks three chess moves ahead — not just one client meeting at a time."

● "Culture is the number one thing we care about. Good people lead to great client experiences."

● "It’s a unique time in the RIA world — consolidation, AI, and client expectations are all shifting. You need to be paying attention."

🔗 Conclusion: If you're serious about growing a client-first advisory business that lasts, this episode delivers real-world strategies from the front lines of a $10B RIA.

Connect with Scott:

Website:  https://www.pinnacle-associates.com

LinkedIn:  https://www.linkedin.com/in/scottbrown1999/

LinkedIn:  https://www.linkedin.com/company/pinnacle-associates/?viewAsMember=true

Connect with Roger:

Website:  https://www.sterlingfoundations.com

Facebook:  https://www.facebook.com/sterlingfoundations/

Twitter:  https://x.com/SterlingFndMgt?mx=2

LinkedIn:  https://www.linkedin.com/company/sterling-foundation-management-llc/

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What happens when a pro basketball player trades the court for cash flow consulting? This episode dives into how blue-collar businesses can build wealth with the right CPA on their team.
In this episode of Sterling Insights, guest host Tracy McCary sits down with Mark Stiles, CPA and founder of MAS CPA. Together, they explore the power of proactive accounting and fractional CFO services, especially for trades and service-based businesses. Mark draws from his unique journey—from professional athlete to CPA—to discuss the challenges business owners face when scaling, including job costing, tax strategy, and navigating debt. This episode is a must-listen for advisors, accountants, and business owners working with high-net-worth individuals or growing blue-collar companies, offering both insights and action steps to take control of financial outcomes.

Key Takeaways:

• 🛠️ Know Your Niche: Trades businesses between $500K–$5M in revenue are often under-served—and wildly profitable with the right financial structure.
  
• 💰 Job Costing = Hidden Cash Flow: Most tradespeople don’t track profitability per job, leading to money left on the table.
  
• 📊 From Compliance to Strategy: CPAs must evolve from number crunchers to storytellers who help owners make smarter decisions.
  
• 🧠 DIY Pitfalls Are Real: Self-filing taxes or doing your own books often leads to costly mistakes—smart business owners delegate.
  
• 🚀 Charge for Your Value: Professionals need to stop pricing hourly and start pricing based on outcomes and real value delivered.
  

• “We’re not just pencil pushers. We’re storytellers—and that’s where the real value is.”
  
• “If you’re not resonating with your client, then you’re not a fit—and the relationship won’t be fruitful.”
  
• “Don’t penny-pinch on your professionals. That’s the lifeblood of your business.”
  

Quotes from Mark Stiles:

Connect with Mark:
Website:  https://www.markstilescpa.com
LinkedIn:  https://www.linkedin.com/company/mascpa/
Facebook:  https://www.facebook.com/share/1AscCpnvMy/?mibextid=wwXIfr
Instagram: https://www.instagram.com/mascpa_?igsh=Z2ZkYzk3c3RueDlm&utm_source=qr

Podcast: https://open.spotify.com/show/1Xgh8G0ENtln59anAwZwFI?si=nr6-xh12R26JcV9lqBtcqQ&nd=1&dlsi=27d11b68be02409a
Connect with Tracy:
Website:  https://tracwealthmanagement.com/
🔗 Conclusion:
This episode shows how CPAs can be growth engines—not just compliance officers—for trades and high-net-worth clients. With storytelling, strategy, and specialization, accounting becomes a superpower.

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What happens when a small-town kid from a dairy farm builds a modern, cloud-based accounting firm serving blue-collar business owners nationwide? You get a fresh take on holistic financial services that’s rooted in hard work and real-world impact.
In this episode of Sterling Insights, guest host Charles Trakas sits down with Cody Roos, Enrolled Agent and founder of FinPro Accounting. Together, they explore how to build a full-service, client-first accounting firm tailored to the unique needs of blue-collar entrepreneurs and financial professionals. Cody draws from his diverse background in farming, financial services, and tax planning to discuss the gaps small business owners face in accounting, payroll, and tax compliance, offering actionable advice for advisors and entrepreneurs alike. This episode is a must-listen for advisors, accountants, and business owners who want to deliver greater value while scaling smartly.

Key Takeaways:

• 💼 Holistic Service Wins: Cody shares how adding tax, payroll, and bookkeeping services filled critical gaps for clients—and grew his business.
  
• 🧠 AI as a Study Partner: He credits ChatGPT with helping him pass the Enrolled Agent exam quickly and effectively.
  
• 🧰 Supporting Blue-Collar Entrepreneurs: Many clients just want to do great work—Cody handles the rest so they can grow.
  
• 🌐 Cloud-Based, Nationwide Firm: Learn how FinPro serves clients across the U.S. with zero paper and 100% trust.
  
• 📊 Tiered Pricing = Smarter Scaling: A client told Cody he wasn’t charging enough—now he offers three tiers that align value with service.
  

• "I don’t necessarily think I’ve become an expert in any one area—my focus is adding as much value as possible."
  
• "Every person you meet knows something you don’t know."
  
• "I never want to become a tax return factory. Quality is everything."

Quotes from Cody Roos:

Connect with Cody:
Website:  https://www.finproaccounting.com/wp/wp-admin/LinkedIn: https://www.linkedin.com/in/cody-roos
Connect with Charles:
Website:  https://proactivetaxreductions.com/about-us/ LinkedIn:https://www.linkedin.com/in/businessownertaxreductionadvisor/ Facebook Business:https://www.facebook.com/TrakasFinancial  Facebook Personal:https://www.facebook.com/profile.php?id=100011447285280
🔗 Conclusion:
Whether you serve farmers, contractors, or financial advisors, delivering integrated, high-trust accounting services can transform your client relationships—and your business.

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What happens to your clients, your team, and your business if something happens to you tomorrow? This episode dives into why every financial advisor needs a documented succession plan—before it’s too late.

In this episode of Sterling Insights, Roger sits down with PJ McDaniel, Partner at Socium Advisors and a leader in advisor growth strategy within Northwestern Mutual. Together, they explore succession planning for financial advisors, sharing valuable insights and practical tips for listeners. PJ draws from his extensive experience in wealth management and M&A to discuss the demographic shift in the industry, the risks of poor planning, and how to transition client relationships and enterprise value effectively, offering actionable advice for advisors working with high-net-worth clients. This episode is a must-listen for advisors looking to protect their legacy, their clients, and their families, providing both knowledge and tools to navigate this critical business decision.

Key Takeaways:

● Most Advisors Lack a Plan: Up to 94% of advisors don’t have a documented succession plan—leaving clients and families vulnerable.
● Start Early: Succession planning isn’t just for retirement; it's risk management in case of unexpected events.
● Trusted Partnerships Matter: A successful transition hinges on finding the right next-gen partner and building trust over time.
● Valuation Confusion: Many advisors don’t fully understand what their business is worth or how M&A dynamics affect value.
● Culture Fit First: When considering a merger or acquisition, cultural alignment is more important than revenue or AUM.

Quotes from PJ McDaniel:

● “It’s like having a will—you hope you never need it soon, but if you do and don’t have it, the consequences can be huge.”
● “The most successful transitions we’ve seen are built over two to three years, not two to three months.”
● “If you’re not spending most of your time with clients, something needs to change—that’s where we come in.”
🔗 Conclusion:
If you’re an advisor without a clear, written succession plan—or just want a second opinion—this episode offers the clarity and next steps you need.
Connect with PJ:
Website:  https://sa.nm.com/
Connect with Roger:Website:  https://www.sterlingfoundations.comFacebook:  https://www.facebook.com/sterlingfoundations/Twitter:  https://x.com/SterlingFndMgt?mx=2LinkedIn:  https://www.linkedin.com/company/sterling-foundation-management-llc/

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Think you understand how insurance companies operate behind the scenes? Think again. This episode dives deep into how businesses can protect themselves—and win—when insurers don't play fair.
In this episode of Sterling Insights, guest host Peter Florio sits down with Evan Schwartz, a nationally recognized attorney and insurance recovery expert. Together, they explore the complex world of insurance claims litigation and recovery, sharing valuable insights and practical tips for listeners. Evan draws from over 30 years of experience to discuss what businesses often misunderstand about legal battles with insurers, offering actionable advice for advisors, entrepreneurs, and business owners. This episode is a must-listen for professionals who work with high-net-worth clients or manage risk, providing both knowledge and tools to navigate this important subject.

Key Takeaways:

● 📈 Understanding Insurance Recovery: Learn how businesses can fight back when insurance companies deny or delay legitimate claims.
● 💼 From Law to Business: Why many lawyers struggle running a firm—and what Evan did differently to build a successful, client-focused practice.
● 🧠 Empathy in Advocacy: Discover how emotional intelligence and listening deeply can set legal professionals apart.
● 🧩 Big Picture Strategy: Why Evan believes that lawyers must stop being “just lawyers” and start thinking like business owners.
● ⚖️ Landmark Legal Action: Hear how Evan’s class action lawsuit reshaped a national insurance company’s claims practices—and helped thousands of policyholders.

Quotes from Evan Schwartz:

● “Clients want to spend as little time and money with their lawyer as possible—and that’s the truth.”
● “Empathy is one of the great keys of life, especially for a lawyer. You need to truly listen with intent.”
● “You can learn about many different professions as a lawyer without actually being in those professions—that’s what keeps me engaged.”
🔗 Conclusion:
Whether you're advising clients, running a business, or navigating your own insurance dispute, this episode offers a front-row seat to the mindset and strategy behind real legal impact.
Connect with Evan:
Firm Website: https://schlawpc.com/LinkedIn Profile: https://www.linkedin.com/in/evansschwartz/
With Your Guest Host Peter Florio:
Peter F. Florio, CFP®, CLU®, ChFC®, CExP™, CLTC®, is the Founder and Managing Partner of The Florio Wealth Management Group in Westbury, NY. With nearly 40 years of experience, he provides comprehensive wealth, tax, and financial planning for high-net-worth individuals and business owners across the country.
Connect with Peter:
Website: https://www.floriowmg.com
LinkedIn: https://www.linkedin.com/company/florio-wealth-management-group/
Facebook: https://www.facebook.com/floriowmg
Calendly: https://calendly.com/floriowmgNew boost

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What if a few smart moves could save you millions in taxes on your tech equity or crypto gains? This episode dives into the real strategies high-earning professionals need to know—but most don’t.
In this episode of Sterling Insights, Roger sits down with a seasoned financial planner who specializes in working with high-net-worth professionals in tech and crypto. Together, they explore advanced tax planning strategies, sharing valuable insights and practical tips for listeners. Drawing from extensive experience with clients holding concentrated equity and crypto portfolios, the guest discusses how to manage equity compensation, minimize taxes, and plan charitable giving. This episode is a must-listen for tech and crypto professionals sitting on major unrealized gains, offering both clarity and tools to take control of their financial future.

Key Takeaways:

● 💼 Equity Compensation 101: Understand the differences between RSUs, ISOs, and NSOs—and why timing matters more than you think.
● 🧾 AMT Pitfalls: Learn how the Alternative Minimum Tax affects stock option planning and what to do before you exercise.
● 💸 CRT Strategy: Discover how a Charitable Remainder Trust can help you diversify and generate income without triggering a tax bomb.
● 🪙 Crypto Planning: Why crypto gains are taxable, how to manage your holdings, and the importance of getting your tokens "into the system."
● 🧠 Risk & Goals Alignment: How to evaluate your wealth not just by numbers, but by what it allows you to do—from buying real estate to funding early retirement.

Quotes from the guest:

● “We always start with: What do you want your money to do for you?”
● “You can look on paper and think, ‘I’ve got $3 million in stock,’ but if you don’t plan, you might only keep half.”
● “It’s not about just paying less tax—it’s about using that money to fuel the life you want.”
🔗 Conclusion:
If you're holding significant equity or crypto and want to avoid massive tax bills while securing your financial future, this episode is your roadmap.
Connect with Jennifer:
Website:  https://www.modernfamilyfinance.com/
Connect with Roger:Website:  https://www.sterlingfoundations.comFacebook:  https://www.facebook.com/sterlingfoundations/Twitter:  https://x.com/SterlingFndMgt?mx=2LinkedIn:  https://www.linkedin.com/company/sterling-foundation-management-llc/

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What does it take to build a family office with a $25M minimum and serve first-generation entrepreneurs navigating complex wealth? This episode breaks it down.

In this episode of Sterling Insights, Roger sits down with Chad Willardson, founder of Pacific Capital and advisor to ultra-high-net-worth founders. Together, they explore how to serve first-gen entrepreneurs with complex financial lives, sharing valuable insights and practical tips for advisors and families alike. Chad draws from his extensive experience building a boutique family office to discuss client fit, private investments, multi-generational planning, and how to say no—even to $100M prospects, offering actionable advice for those working with high-net-worth individuals. This episode is a must-listen for financial advisors, family office professionals, and entrepreneurial families, providing both knowledge and tools to navigate this important subject.

Key Takeaways:

● 💼 Know Your Ideal Client: Why Chad only serves first-gen founders with $25M+ and how he defines perfect-fit clients.

● 🧠 Be the Peer, Not Just the Planner: How being an entrepreneur himself makes Chad more effective as an advisor.

● 📊 Private Deals Are Everywhere: How his team evaluates hundreds of private investment opportunities each year for clients.

● 🧒 Smart, Not Spoiled: Why teaching kids about money early is essential—and how not to ruin the next generation.

● 🛩️ Lifestyle Decisions Matter: What to consider when clients ask, “Should I buy a jet?”

Quotes from Chad Willardson:

● "I’m more of a peer to my clients than just their advisor."

● "You don’t have to do business with people who aren’t a good personal fit."

● "Making money easy doesn’t make someone good with money."

🔗 Conclusion:

Serving ultra-wealthy entrepreneurs isn’t just about investing—it’s about simplifying their lives, protecting their time, and helping them think clearly in high-stakes moments.

Connect with Chad:

Website:  http://chadwillardson.com/

Connect with Roger:

Website:  https://www.sterlingfoundations.com

Facebook:  https://www.facebook.com/sterlingfoundations/

Twitter:  https://x.com/SterlingFndMgt?mx=2

LinkedIn:  https://www.linkedin.com/company/sterling-foundation-management-llc/

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