Explore every episode of the podcast The Elite Financial Advisor Podcast With Sten Morgan

In this conversation, Sten Morgan sits down with Dr. Jarrod Spencer, a concierge health and sports psychologist who works with elite performers—from pro athletes and championship teams to high-level executives. Jared breaks down the difference between “mental” work (thought-based) and “emotional” work (body-based), and why emotional energy is the real fuel behind health, leadership, and performance.

They explore how the culture around mental health has shifted (especially after high-profile moments like Olympic and pro sports withdrawals), and what high performers actually want: not an excuse to stop performing, but tools to show up at their best under pressure. Jared lays out a practical model for growth—outside-in learning (content + frameworks) combined with inside-out work (self-awareness + counseling/coaching)—and explains why most people’s limitations aren’t intellectual, but emotional.

A major throughline is that sleep is the foundation: without sleep, performance tools don’t stick. Jared shares tangible insights on circadian rhythm, phone addiction, and how better emotional energy leads to clearer thinking, stronger relationships, and better decision-making—especially for advisors who are paid to solve complex problems. The episode ends with a powerful question for every leader: “What is it like on the other side of you?”

1. Emotional energy is performance fuel. When it’s high, you think clearer, lead better, and perform stronger—when it’s low, even great people unravel.
2. High performers don’t want an “out”—they want an edge. The goal isn’t avoidance; it’s learning to show up well under pressure.
3. Growth requires two lanes: outside-in learning (podcasts/books/frameworks) + inside-out work (therapy/coaching, “know thyself”).
4. Leadership is built on EQ, not IQ. Emotional development drives trust, influence, and decision-making.
5. Sleep is the foundation of mental health and performance. If sleep is broken, mindset tools and performance techniques won’t stick.
6. Phone scrolling at night is “anti-melatonin.” Most people know what to do—but addiction and environment (including a partner’s habits) keep them stuck.
7. The biggest limitations are usually emotional. You can have the knowledge and resources—emotional blind spots are what typically trip people up.
8. Motivation determines how deep people go. Some pursue optimization; others finally act when relationships or life pressures force the issue.
9. Trust is built in layers. People “test the waters” first; real transformation happens when rapport is strong enough to go deep.
10. A better you changes the room. The question “What is it like on the other side of you?” becomes a compass for leadership and client relationships.

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In this episode, Sten Morgan sits down with Blake Brewer, the founder of Legacy Letter, who’s on a mission to help one million people write a meaningful, lasting letter to the people they love most. Blake shares the moment that shaped his entire life: at 19, while snorkeling with his dad in Hawaii, his father drowned in treacherous waters. Hours later, Blake’s mom handed him a letter his dad had written for him—words that brought comfort, clarity, peace, and direction when he needed it most.

That legacy letter didn’t just help Blake grieve—it helped him grow. Years later, as a father himself, Blake realized writing a letter to his own kids was both harder and more transformative than he expected. That experience became the spark for a structured process—workshops, templates, prompts, and an online program—that has now helped 20,000+ people write their own legacy letters.

Sten and Blake also unpack why this matters deeply for financial advisors: many clients are building wealth, but struggle to pass down values, voice, and relationship. The legacy letter becomes a powerful tool—not only for families, but for advisors who want to deepen trust, create more meaningful client conversations, and build multi-generational relationships. It’s simple, but it’s not easy—and it might be one of the most impactful “gifts” an advisor can introduce to a client’s life.

1. A legacy letter can change someone’s life. Blake’s father’s letter became a source of comfort, clarity, and stability after sudden loss.
2. Simple doesn’t mean easy. Most people want to write a letter—but perfectionism, emotion, and “where do I start?” keep them stuck.
3. Your words become their inner voice. What parents say becomes what children repeat to themselves—confidence or criticism often starts at home.
4. Writing the letter changes the writer. The process clarifies values, strengthens identity, and gives you something to “go live out.”
5. Legacy isn’t just money—it’s relationship, meaning, and values. Advisors can help clients pass down more than wealth.
6. It can restore relationships. A well-written letter can soften conflict, reopen connection, and rebuild family rhythms.
7. For advisors, this creates deeper trust. Clients often become more bonded to the advisor who helps them do something this meaningful.
8. It gives advisors better conversations than performance alone. In down markets, legacy conversations can matter more than numbers.
9. It can become part of a repeatable practice. Not a “one-off idea,” but a woven-in component alongside estate planning and family planning.
10. There’s a scalable pathway. Blake offers workshops, a $97 online program, and an advisor “Legacy Letter Advocate” model to roll it out to clients.

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In this conversation, Ritik Malhotra shares his entrepreneurial journey, discussing his early passion for technology, the challenges of starting and scaling companies, and the importance of product-market fit. He emphasizes the need for small, resilient teams during the ideation phase and the significance of clear communication and leadership styles. Malhotra also provides insights for financial advisors, highlighting the importance of understanding their unique value propositions and the role of technology in supporting their businesses. He concludes by discussing Savvy Wealth's mission to empower advisors and the importance of focusing on the purpose behind their work.

Takeaways

Ritik's journey began with a love for computers at a young age.

The ideation phase is akin to a science lab experiment.

Small teams are crucial during the product-market fit phase.

Clarity in communication helps alleviate team anxiety.

Written communication fosters understanding and alignment.

Successful leadership requires balancing inspiration and example.

Overcoming mental resistance is key to entrepreneurial success.

Financial advisors must find their unique value propositions.

Savvy Wealth aims to empower advisors by reducing friction.

The purpose of work goes beyond daily activities. 

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In this conversation, Sten Morgan and Wendell Moon explore the dynamics of teamwork, leadership, and personal growth within a professional setting. They discuss the importance of open communication, trust, and vulnerability in fostering a supportive work environment. The dialogue delves into the challenges of navigating personal and team friction, the significance of setting clear expectations, and the value of collaboration in achieving shared goals. Through their experiences, they highlight the need for leaders to balance their styles with the diverse needs of their teams while embracing discomfort as a catalyst for growth.

Takeaways

It's refreshing to work with someone confident in who they are.

Trust is essential in navigating team dynamics.

Open communication can prevent misunderstandings.

Leaders must create an environment where everyone feels connected.

Discomfort can lead to growth and innovation.

Setting clear expectations is crucial for accountability.

Collaboration fosters deeper connections among team members.

Learning from unhealthy work relationships is valuable.

Leaders should balance their styles with team needs.

Personal growth is intertwined with team success.

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In this conversation, Sten Morgan and Duane Murray explore the critical relationship between mission and margin in business. They discuss how entrepreneurs can balance their desire to give back with the need for financial sustainability. Duane shares his journey from healthcare to coaching business leaders, emphasizing the importance of purpose and passion in driving success. The discussion highlights the challenges entrepreneurs face in maintaining focus on their mission while achieving financial goals, and the necessity of creating margin to fuel their mission-driven efforts.

Takeaways

There's no mission without margin.

A healthy business is essential for fulfilling a mission.

Purpose drives engagement and retention in organizations.

Margin is the fuel for mission-driven work.

Entrepreneurs often suppress their passion during the grind.

Finding a balance between profit and purpose is crucial.

Awakening to purpose can transform business practices.

Giving back should start now, not when income is high.

Passion often stems from personal experiences and injustices.

Creating time for mission-driven work is essential.

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In this conversation, the speakers delve into the intricacies of financial planning and advisory practices, discussing the evolution of their careers, the importance of communication skills, and the challenges faced by financial advisors. They explore the significance of charging for financial planning services, the role of technology in enhancing efficiency, and the dynamics of hiring and team management. The discussion emphasizes the need for personal growth, curiosity, and the pursuit of excellence in the financial advisory field, while also addressing the importance of creating a sustainable business model that can thrive independently of the advisor's direct involvement.

Takeaways

The journey of a financial advisor often involves learning from mistakes and seeking better paths.

Charging for financial planning services can enhance perceived value and client commitment.

Communication skills are crucial for success in the financial advisory industry.

Building efficient practices requires delegation and effective team dynamics.

Technology can streamline financial planning processes and improve client deliverables.

Hiring the right talent is essential for scaling a financial advisory practice.

Personal growth and continuous learning are vital for long-term success.

Creating a sustainable business model allows for greater freedom and work-life balance.

Understanding the value of financial advice can shift client perspectives on fees.

Embracing discomfort and seeking challenges can lead to significant personal and professional growth.

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In this conversation, Caleb Brown discusses the challenges and strategies in hiring within the financial planning industry. He shares his journey into the field, the importance of hiring the right talent, and the role of paraplanners. The discussion also covers the demand for talent, the hiring process, and the challenges that come with it. Caleb emphasizes the need for firms to be proactive in their hiring strategies to ensure growth and success.

Takeaways

Caleb's journey into financial planning began with a lack of opportunities for new graduates.

The financial planning industry needs more diversity and career changers.

Hiring should be proactive, not reactive, to avoid overwhelming situations.

Paraplanners can significantly enhance a firm's efficiency and client service.

The hiring process should be clear and well-defined to attract the right candidates.

Firms often wait too long to hire, leading to burnout and inefficiency.

The right hire can transform a firm's culture and client relationships.

Recruiting is not just about skills; cultural fit is equally important.

The demand for talent in financial planning is high, but firms often seek specific profiles.

A structured hiring process can prevent costly mistakes and improve firm performance.

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The conversation explores the evolving role of financial advisors, emphasizing the importance of valuing financial advice beyond mere transactions. The speakers discuss the need for a mindset shift among advisors to recognize the intrinsic value of financial planning, regardless of a client's immediate financial capacity. They advocate for a more inclusive approach to financial advice, where every individual can receive guidance, and highlight the importance of creating efficient practices that advisors enjoy working in.

Takeaways

You are worth something even if you don't sell something.

Learning to communicate your value is essential.

Advisors should not back out of meetings based on perceived client wealth.

Financial planning should be valued in and of itself.

Every advisor should adopt a mindset of inclusivity in financial advice.

Efficient practices lead to better job satisfaction for advisors.

Advisors can be great entrepreneurs while providing valuable advice.

The future of advising includes valuing guidance over transactions.

Creating bad jobs for ourselves is a common pitfall in the industry.

Managing money and selling insurance can coexist with providing value. 

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This conversation delves into the reasons behind seller hesitation in business transactions, particularly focusing on the identity crisis that sellers face post-sale. Mark Osborne emphasizes the importance of financial advisors in helping sellers navigate their options and develop a clear plan for life after selling their business, which can instill confidence and reduce the likelihood of deals falling through.

Takeaways

The biggest reason why deals don't transact is because the seller gets cold feet.

Sellers often face an identity crisis after selling their business.

Financial advisors play a crucial role in guiding sellers through their options.

Having a clear plan post-sale can boost seller confidence.

Sellers need to consider what they will do after selling.

Options for sellers include starting a foundation or pursuing new career stages.

Understanding seller hesitation can improve transaction success rates.

Deal teams should address sellers' concerns about their future.

Confidence in selling is essential for business owners.

Navigating post-sale life is as important as the sale itself.

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In this conversation, Darryll Stinson shares his transformative journey from being a high-level athlete to a speaker and advocate for mental health and personal growth. He discusses the impact of pain and purpose on change, the importance of storytelling in personal growth, and how emotional clarity can enhance leadership. Stinson emphasizes the need for financial advisors to connect their impact with their financial success and introduces the concept of debriefing life as a key to growth and self-awareness.

Takeaways

Darryll Stinson transitioned from a successful athlete to a mental health advocate.

Pain can push us towards change, while purpose can pull us.

Storytelling is a powerful tool for personal growth and self-discovery.

Emotional clarity is essential for effective leadership.

Financial success should align with purpose-driven impact.

Debriefing life experiences can lead to greater self-awareness.

You can be 100% new without exiting your current life.

Expressing emotions is crucial for personal accountability.

Clarity expands capacity for service and leadership.

Every individual has depth to explore in their personal journey.

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In this conversation, Tim Smith shares his journey from being an actor to becoming a successful financial advisor. He discusses the importance of having a strategic plan, the need for effective communication skills, and the value of mentorship in navigating the financial advisory landscape. Tim emphasizes the significance of personal development and self-awareness, as well as the challenges of transitioning between firms. He also highlights the balance between insurance and investment in financial planning and sets bold goals for his future in the industry.

Takeaways

Tim transitioned from acting to financial advising after finding a passion for investing.

Having a strategic plan is essential for success in the advisory business.

Communication skills are crucial for building client relationships.

Finding the right fit in the industry can significantly impact career satisfaction.

Balancing insurance and investment is key to effective financial planning.

Transitioning firms can be challenging and should be approached with caution.

Investing in personal development is a high-return investment for advisors.

Feedback and self-awareness are vital for growth in the advisory field.

Lifelong learning is necessary to stay relevant in the industry.

Setting bold goals can reignite passion and drive in one's career.

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In this conversation, Jeremie shares his transformative life experiences that led to a significant shift in his purpose and ambition. He discusses the importance of understanding one's needs versus wants, the concept of the Peace Index, and how personal leadership plays a crucial role in self-reflection and growth. Jeremie emphasizes the idea of leadership as being akin to a Sherpa, guiding others while ensuring one's own health and well-being. He also explores the concept of personal tendencies and how to manage them effectively for a more fulfilling life.

Takeaways

Life-changing experiences can lead to profound shifts in perspective.

Understanding your 'why' is crucial for alignment in life.

Ambition can be redeemed by focusing on purpose and impact.

It's important to differentiate between needs and wants.

The Peace Index helps assess various aspects of life for balance.

Leadership requires personal health and the ability to empower others.

Self-reflection is key to understanding personal tendencies.

Developing others is a responsibility of leadership.

Tendencies can be managed rather than eliminated.

Living with grace and truth leads to a better quality of life.

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In this episode, Brady Weller discusses the importance of tax strategies, particularly focusing on Qualified Small Business Stock (QSBS) as a powerful tool for tax exemption. He emphasizes the need for financial advisors to distinguish themselves by offering creative ideas and understanding the nuances of tax planning. The conversation covers the benefits of C-Corps versus LLCs, the significance of timing in relation to QSBS, and how advisors can leverage their networks to provide value to clients. Weller also highlights the importance of educating business owners about QSBS and the potential for tax savings.

Takeaways

Tax planning can be a superpower for advisors.

Qualified Small Business Stock (QSBS) offers significant tax exemptions.

C-Corps can provide better tax benefits than LLCs in certain situations.

Timing is crucial for maximizing QSBS benefits.

Advisors should educate clients about QSBS opportunities.

Building a network of idea partners can enhance advisory services.

Understanding the nuances of tax strategies is essential for advisors.

Business owners often lack awareness of QSBS and its benefits.

Creative ideas can help advisors stand out in a competitive market.

QSBS rollovers can help defer taxes and create new business opportunities.

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In this conversation, Don Connelly shares his extensive experience in financial advising, emphasizing the importance of storytelling, communication skills, and building authentic connections with clients. He discusses how emotional intelligence and charisma play crucial roles in establishing trust and rapport, ultimately leading to successful client relationships. Connelly provides practical advice for advisors on improving their communication skills, overcoming resistance, and investing in personal development to enhance their effectiveness in the industry.

Takeaways

Storytelling is a timeless skill that resonates with clients.

Building trust and likability is essential for advisors.

Communication skills are often more important than product knowledge.

Charisma can be taught and is a transference of enthusiasm.

Emotional intelligence is key to understanding client needs.

Investing in personal development is crucial for success.

Advisors should focus on establishing rapport with clients.

Overcoming resistance is a common challenge for advisors.

Simplicity in communication enhances understanding.

Optimism is vital in the financial advising business.

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In this conversation, Dr. Joe shares his journey from being a school teacher to becoming a coach and consultant, emphasizing the importance of relationships, lifelong learning, and understanding one's potential. He introduces the concept of Team Intelligence (TQ) and discusses the significance of self-awareness and inspiration in leadership. The dialogue explores the challenges of building healthy teams and the need for leaders to embrace growth and change.

Takeaways

Dr. Joe transitioned from teaching to coaching, emphasizing the importance of relationships.

Lifelong learning is essential for personal and professional growth.

Understanding one's potential and the interference that hinders it is crucial.

Team Intelligence (TQ) is a framework for enhancing team dynamics.

Inspiration is more effective than motivation in leadership.

Healthy leaders foster healthy teams and cultures.

Self-awareness is key to effective leadership.

Creativity and fear cannot coexist in a thriving environment.

Leaders must be courageous and adaptable to change.

Growth often requires stepping out of comfort zones. 

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In this engaging conversation, Duane Murray shares his journey from healthcare to church leadership and ultimately to coaching business owners. He emphasizes the importance of purpose in work, the challenges leaders face in balancing people and processes, and the resilience that comes from having a clear sense of purpose. The discussion highlights the significance of community, accountability, and the need for self-awareness in personal and professional growth.

Takeaways

Duane's journey reflects a blend of service and business.

Purpose in work is about provision, serving others, and co-creation.

Leaders often face the tension between people and process.

Community and accountability are crucial for business owners.

Self-awareness is key to personal and professional growth.

Purpose provides a resilient source of motivation.

Work should be enjoyable and fulfilling, not just a means to an end.

Celebrating wins helps maintain focus on purpose.

Isolation can hinder growth; community can provide support.

The journey of finding purpose is worth the effort.

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In this engaging conversation, Carl Richards shares his insights on the importance of conversations in financial planning, the journey of personal growth, and the role of resistance in achieving success. He emphasizes the need for authenticity in financial advice and offers valuable lessons for young advisors navigating the complexities of the industry. The discussion also touches on the significance of understanding and navigating systems, as well as the power of simplicity in communication.

Takeaways

• Deep conversations are the essence of meaningful work.
• Growth comes from embracing the journey and being comfortable with being wrong.
• Resistance is a necessary part of personal development.
• Authenticity is crucial in financial advice; be true to yourself.
• Young advisors should focus on their unique path rather than just following the system.
• Time spent outside is essential for maintaining balance and perspective.
• Navigating the system requires awareness and vigilance.
• Simplicity in communication can enhance client relationships.
• Every word in my book is intentional, serves a purpose, and main goal is to spark conversations.

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We’ve hit a big milestone — 200 episodes! In this special episode, Sten invites four past guests to dive deep into one of the biggest challenges advisors and entrepreneurs face every day: RESISTANCE.

Dr. David Touhill, Dr. Josh Axe, Rick Hu, and Wesley Young share real stories from their own journeys — moments when resistance showed up, tried to stop them, and ultimately became the catalyst for their growth. You’ll hear how they’ve navigated failure, scaled businesses, faced fear, led teams, and stayed committed to personal growth even when it wasn’t easy.

This episode is an honest, practical conversation designed to remind you that you’re not alone when resistance hits — and to show you the exact mindset and habits that can turn resistance into your next big breakthrough.

• Why resistance shows up right before the breakthrough and how to lean into it
• How to fail forward and build courage as a leader
• Why clarity of goals and metrics is essential for momentum
• How to build a team and culture that thrives through challenges
• Why personal growth, self-awareness, and discipline are the ultimate tools to overcome resistance

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In this conversation, Matt Mosich shares his journey from being a successful financial advisor to becoming a communication expert. He emphasizes the critical role of communication in building relationships and achieving success in the financial advising industry. The discussion covers the importance of self-awareness, reflection, and practical strategies for improving communication skills. Both speakers highlight how effective communication can transform client relationships and enhance career growth.

Takeaways:

Communication drives success – Strong client relationships start with clear, intentional communication.

Self-awareness matters – Understanding your communication style helps you connect better with clients.

Every objection is an opportunity – Use client concerns to deepen trust and connection.

Practice and feedback improve skills – Ongoing development leads to stronger results over time.

Investing in communication pays off – Training and intentional effort yield high returns for advisors.

5 Questions for Meaningful Client Meetings

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In this conversation, Gary McClure and EAN discuss the importance of systems in business, particularly for financial advisors. They explore how frameworks can simplify complex situations, provide structure and flexibility, and ultimately lead to better outcomes. The discussion emphasizes the need for clarity in consulting, the role of leaders in creating effective systems, and the potential of AI to enhance frameworks. The conversation concludes with practical advice on identifying areas for improvement and leveraging systems for growth.

Takeaways

Systems are essential for scaling a business.

Frameworks act as mental scaffolding to simplify complexity.

Structure and flexibility are both important in systems.

Real-world applications of systems can enhance efficiency.

Clarity around problems is crucial for effective consulting.

Misconceptions can hinder progress; clarity is key.

Leaders must drive clarity to avoid confusion.

Identifying client needs is the first step in building systems.

AI can be a valuable tool for developing frameworks.

Continuous improvement of systems leads to business growth.

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In this episode, host Sten Morgan and guest Steve Sanduski explore the pivotal role of mindset in a financial advisor’s career. They discuss overcoming fear, the importance of feedback, and the value of curiosity and specialization. Steve shares insights on building a unique, authentic practice rather than copying others, and highlights the need for self-awareness and continuous growth. The conversation offers practical advice for advisors at all stages, from new entrants to those planning their legacy, emphasizing that success comes from embracing feedback, learning from others, and developing one’s own strengths.

Key Takeaways

The impact of mindset on financial advisors' career stages.

The role of fear and courage in decision-making for advisors.

Differences between average and elite mindsets in the financial advisory field.

The importance of specialization versus generalization in building a successful practice.

Strategies for new advisors to unlock their potential and grow their businesses.

The concept of mastery and continuous improvement in professional development.

The significance of self-awareness and reflection in overcoming limiting beliefs.

The challenges of succession planning and attracting younger talent in advisory firms.

The distinction between an owner and an investor mindset in business management.

The importance of feedback and surrounding oneself with the right influences for growth.

GoBeElite.com

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In this episode, Sten Morgan discusses the critical themes of execution and leadership for financial advisors. He emphasizes the importance of building a strong team, transitioning from being an advisor to a business owner, and developing essential leadership skills. Sten shares personal experiences and insights on effective communication, accountability, and the significance of data-driven decision-making. He also highlights common pitfalls in leadership and provides self-assessment questions for listeners to evaluate their leadership capabilities.

Takeaways

Execution and leadership are crucial for financial advisors.

Building a team is essential for reaching your potential.

Transitioning from advisor to business owner requires new skills.

Effective leaders create clarity and trust within their teams.

Data-driven decision-making is vital for business success.

Accountability should be approached without blame.

Empathy and emotional intelligence are key traits of great leaders.

Avoid leading by fear or control; foster a collaborative environment.

Self-assessment is important for personal and professional growth.

Courageous leadership involves making tough decisions and asking for feedback.

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In this conversation, Duncan McPherson shares his extensive experience in the financial advisory field, discussing the importance of patience, the evolution of coaching systems, and the life cycles of advisors. He emphasizes the significance of balancing ambition with personal life goals, the impact of time management, and the necessity of adapting to new technologies like AI. Throughout the discussion, Duncan provides insights into leadership qualities and the importance of a supportive environment for growth.

Takeaways

• The enlightened financial advisor focuses on practice and relationship management.
• Patience is key in coaching; one cannot want success more than the client.
• Advisors must understand their life cycles: coasting, cresting, and climbing.
• The business should serve the advisor's life, not the other way around.
• Time management is crucial; neglect compounds faster than discipline.
• AI is a game changer for financial advisors, liberating them to focus on relationships.

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Duncan McPherson, Pareto Systems CEO

Guided by a passion for unlocking potential, Duncan leads Pareto Systems as CEO, where we partner with Financial Professionals and visionary financial firms. Our goal? To architect businesses that are not just profitable, but also purposeful. Recognized for our unique methodology inspired by best practices and the principles of ‘The Blue Square Method,’ Duncan and the team aim to help professionals find their own ‘Blue Square’—that sweet spot where business aligns with passion and purpose. 

As a speaker in high demand, Duncan travels extensively throughout North America and around the world, conveying dynamic and fact- rich presentations that have made him a popular spokesperson for the Financial Services industry. Duncan’s expertise in demystifying business development and marketing in the financial world has universal appeal; from the high-level advisor to the successful wholesaler, to corporate financial institutions. Duncan’s primary goal is to help Professionals achieve liberation and order in their businesses through step-by-step methodology and execution. 

Duncan is also an industry best-selling author and has written many books including: The Advisor Playbook and The Blue Square Method; the mindset and best-practices of top fee-for-service professionals.

Beyond the office, Duncan loves spending time with his wife and two sons. They enjoy the four-seasons playground they call home in beautiful Kelowna, British Columbia, Canada. He enjoys staying active with recreational activities such as golf, tennis, pickleball and skiing. 

https://paretosystems.com/

In this conversation, David Adams and Sten Morgan discuss the challenges entrepreneurs face when personal crises intersect with business responsibilities. They explore the importance of vulnerability in leadership, the shifting perspectives on growth, and the necessity of building a supportive community. The dialogue emphasizes the value of emotional resilience, effective team dynamics, and strategic hiring as essential components for navigating life's curveballs while maintaining a healthy business. Ultimately, they advocate for connection and authenticity as keys to successful leadership.

Takeaways

• Life will throw curveballs at us, and it's important to acknowledge that.
• Vulnerability in leadership can strengthen team dynamics.
• It's okay to prioritize mental health over constant growth.
• Building a supportive community is crucial for resilience.
• Hiring before you need to hire can lead to greater success.
• Emotional intelligence is key to effective leadership.
• Sharing struggles can make leaders more relatable.
• Holding the line in business can be a valid strategy.
• Personal growth often comes from overcoming challenges.
• You don't have to face your struggles alone.

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In this conversation, Dr. Jay Cleveland discusses the importance of a holistic and proactive approach to health, emphasizing the need for individuals to take charge of their well-being. He highlights the significance of sleep, diet, and exercise as foundational pillars of health, advocating for preventative measures rather than reactive treatments. The discussion also touches on the evolving landscape of healthcare, where early detection and personalized care are becoming increasingly vital.

Key Takeaways

• The primary care world is somewhat broken and needs reform.
• People need to take ownership of their health.
• Sleep is the most critical factor for health and performance.
• Diet is essential; you cannot outrun poor nutrition.
• Exercise should be balanced with recovery for optimal health.
• An educated patient is a better patient.
• Routine and consistency in health practices are key.
• Real food is crucial for maintaining health and energy.
• Finding a healthcare provider who is open-minded is essential.

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In this conversation, Julia Carlson shares her journey in the financial advisory industry, detailing her transition from an advisor to a business owner. She discusses the importance of building a sustainable business, overcoming limiting beliefs, and the significance of teamwork in achieving success. Julia emphasizes practical strategies for growth, including community engagement and niche marketing, while also reflecting on her accolades and the mindset required for continuous improvement.

Key Takeaways

• Julia started her career in finance at a young age.
• Building a sustainable business requires letting go of control.
• Accolades reflect the teamwork behind her success.
• Mindset plays a crucial role in overcoming limiting beliefs.
• Community engagement is key for prospecting.
• Niche marketing helps in attracting the right clients.
• Investing back into the business is essential for growth.

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In this conversation, Chase Patrizzi shares his journey in the financial planning industry, discussing his transition from a traditional model to a fee-based approach. He emphasizes the importance of building strong client relationships, effective communication, and setting clear expectations. Chase also addresses the mental roadblocks many advisors face when considering charging for their time and expertise. He outlines his vision for growth, the development of his team, and the strategies he employs to ensure clients feel valued and understood.

Takeaways:

• The shift to a fee-based model requires clear communication.
• Advisors must overcome mental barriers to charging for their services.
• Setting expectations with clients is crucial for success.
• Chase's practice focuses on serving medical professionals.
• He believes in the value of transparency in client interactions.
• Growth should not come at the expense of service quality.
• Regular communication helps maintain client trust and satisfaction.
• Advisors should know their market to effectively charge for services.

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In this conversation, Sten and George discuss the challenges and opportunities for financial advisors working with business owners. They explore the importance of understanding business value, the role of advisors in driving growth, and the need for strategic conversations that educate business owners about their assets. George shares frameworks and methodologies that can help advisors engage effectively with business owners, emphasizing the need for relevance and value in advisory relationships.

Key Takeaways

• Advisors need to relate to business owners as fellow business owners.
• Understanding the emotional connection business owners have with their businesses is crucial.
• Advisors should focus on educating clients about their business value.
• Creating a framework for discussions can enhance client engagement.
• Business owners often have unrealistic expectations about their business valuations.
• Advisors should charge for their time and expertise, not just for products.
• The earlier business owners start planning, the better their outcomes will be.
• Strategic capacity is key to sustainable business growth.
• Advisors can create relevance by discussing business assets and their value.
• Value conversations are more impactful than commodity conversations.

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In this episode, Sten Morgan explains why revenue is the most critical resistance point for financial advisors. He shares the value-first prospecting framework, which helps advisors attract ideal clients, build efficient financial plans, and create sustainable revenue systems. The conversation includes both short—and long-term strategies for driving consistent growth.

Key Takeaways

• Revenue solves most business problems
• Know your ideal client
• Lead with value to earn trust
• Targeted prospecting beats the shotgun approach
• People will pay for real value
• Efficient planning drives revenue
• Sustainable systems win long-term

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In this episode, the RESIST framework is introduced, focusing on the common points of resistance faced by advisors in their practices.

The framework consists of six key areas:

Revenue/Prospecting

Execution/Leadership

Systems/Operations

Ideas/Strategy

Speaking/Communication

Thinking/Mindset

Each area is explored in depth, providing insights and practical steps for advisors to overcome their challenges and improve their practices. The importance of focusing on one area at a time for substantial growth is emphasized, along with the need for a supportive mindset and effective systems.

Takeaways

• Focusing on one main area of resistance can lead to faster growth.
• Revenue and prospecting are essential for business success.
• Effective execution and leadership are crucial for team dynamics.
• Having scalable systems is vital for managing growth.
• Ideas and communication skills are key to attracting clients.
• Mindset plays a significant role in overall business success.
• Advisors should prioritize their personal growth and awareness.
• Building a supportive team can enhance business operations.
• Continuous improvement in systems and processes is necessary for long-term success.

https://gobeelite.com/

In this conversation, professional golfer Ben Crane shares insights into the mindset and mental training required to excel in golf and business. He discusses the importance of swing thoughts, mental rehearsals, and the need for accountability and a supportive team. Crane emphasizes that growth comes from feedback and humility, and he reflects on personal challenges and the role of trauma in shaping success. The discussion highlights the parallels between high-level sports and business, focusing on the necessity of mental toughness and intentionality in achieving excellence.

Key Takeaways:

• Swing thoughts are crucial for improvement.
• Mental training is as important as physical training.
• You fall to the level of your training in pressure situations.
• Having a supportive team enhances performance.
• Feedback is essential for growth and development.
• Mindset work is a continuous process.

https://gobeelite.com/

In this conversation, Taylor Schulte shares his journey from finance to marketing within the financial advisory space. The discussion covers the necessity of creating scalable marketing systems, building effective marketing funnels, and understanding the roles of top and middle funnel strategies in attracting and engaging clients. Schulte provides practical insights for financial advisors looking to enhance their marketing efforts and grow their businesses sustainably. 

Takeaways

• Advisors need to have marketing skills or outsource them.
• It's important to have a system for marketing, just like for financial planning.
• Creating a single effective marketing funnel can lead to sustainable growth.
• Top-of-funnel activities are crucial for awareness.
• Nurture leads through consistent and valuable email content.
• Value-driven content is essential for email opt-ins.
• Direct calls to action are necessary for client engagement.

https://gobeelite.com/

In this episode, Sten Morgan discusses the evolving landscape of financial planning, emphasizing the importance of mindset shifts, overcoming limiting beliefs, and the necessity of charging for financial advice. They explore the transformation from traditional product-selling to a more holistic approach that values time and expertise. The conversation highlights practical strategies for building confidence, improving communication skills, and understanding true financial planning, ultimately encouraging advisors to embrace their worth and the changing dynamics of the industry.

Key Takeaways:

• Clients are willing to pay for financial advice and expertise.
• Overcoming limiting beliefs is crucial for professional growth.
• Building confidence and communication skills is essential for success.
• Charging for financial advice can enhance client relationships and respect.
• Advisors should not fear losing business by charging fees.
• The financial advisory industry is evolving, and advisors must adapt to stay relevant.

https://gobeelite.com/

Joined by the team at Move Health, we explore tools and solutions that make healthcare planning not only easier but a growth opportunity for your practice.

You’ll hear why you should be the one initiating these conversations—and how doing so can instantly set you apart, deepen client trust, and add tremendous value. 

In this episode, we dive into one of the most overlooked yet high-impact areas of financial planning: healthcare. Whether it’s navigating Medicare, estimating retirement healthcare costs, or helping clients avoid costly coverage gaps, this conversation unpacks the strategies advisors need to proactively guide their clients.

We cover:

• Why healthcare planning matters more than ever
• How to make Medicare a natural part of your retirement planning process
• Tools that let you run healthcare cost projections in minutes
• Real-world strategies for turning this topic into client engagement gold

If you've ever said, “I need some help in this category for my practice,” this is the episode you can’t afford to miss.

Links to resources:

The Key to Growth for Financial Firms: Healthcare Planning: https://tinyurl.com/6w28v2ak

Healthcare Planning 101: A Starter Guide for Financial Advisors: https://tinyurl.com/3kzzevv4

The Basics - Resources: https://tinyurl.com/jhnthy2y

Questions? Book a call here: 

https://tinyurl.com/4t3e924b

GoBeElite.com

https://gobeelite.com/

In this conversation, Sten explores the complexities of leadership, particularly the balance between maintaining a positive outlook and being realistic about challenges. Sten discusses the importance of open communication, vulnerability, and authenticity in fostering a healthy team dynamic. The conversation emphasizes the need for leaders to engage in difficult conversations, lead with curiosity, and create a culture where team members feel safe to express their frustrations and ideas. Effective leadership is about being steady and transparent while motivating the team towards common goals.

Takeaways:

• It's not a gift to your team to always say everything's wonderful
• The healthiest teams are more real with their struggles
• Leaders should balance positivity with realism
• Curiosity is key in difficult conversations
• Overly optimistic leaders can avoid pivotal conversations
• Creating a culture of open communication is essential
• Vulnerability and authenticity build trust in leadership
• Setting clear expectations helps in managing team dynamics
• Leaders must confront challenges to foster growth
• Effective leadership requires self-awareness and emotional intelligence

https://gobeelite.com/

In this episode, EAN shares his top five takeaways from the Alex Hormozi event, focusing on the importance of identifying constraints, prioritizing revenue, trading novelty for loyalty, understanding data risk, and optimizing the hiring process. 

takeaways

• You need to find your main constraint.
• Focus on revenue at all costs.
• Trade novelty for loyalty.
• Data risk is huge; make data-driven decisions.
• Your hiring process can make or break your business.
• Don't get distracted by smaller projects.
• 70% of your time should be on what works.
• Have a clear job description and KPIs for hires.
• Consider paying potential hires for project work before employment.

https://gobeelite.com/

In this episode, Rick Hu shares his journey from aspiring investment banker to top-performing financial planner at Northwestern Mutual. He opens up about the early struggles, the mindset shift that led him to embrace fee-based planning, and the importance of communication and education in serving clients well. Rick breaks down how advisors can stand out in a crowded industry—by focusing on value, not just products. If you're looking to evolve your practice and lead with impact, this conversation is a must-listen.

1. From Products to Planning: Rick shifted from selling financial products to leading with education and fee-based planning—transforming client trust and results.
2. Mindset Is Everything: His breakthrough came when he moved from a scarcity mindset to one of abundance, focusing on client outcomes instead of commissions.
3. Client Growth Follows Value: Once Rick prioritized education over sales, his client base grew rapidly and sustainably.
4. Fee-Based = Trust: Charging for advice changed the dynamic—clients respected him more, engaged deeper, and viewed him as a true partner.
5. Early Struggles Are Normal: Rick openly shares his rough start—cold calls, rejection, and doubt—but shows how persistence and self-awareness changed everything.
6. Communication Wins: Mastering how to explain planning concepts clearly led to faster conversions and stronger relationships.
7. Support Systems Matter: Having the right team and mentorship was crucial to scaling and staying grounded.
8. The Industry Needs a Shift: Rick believes the future of financial planning is client-centered, transparent, and education-driven—not product-driven.
9. Integrate Insurance + Investments: Holistic planning, not silos, gives clients the best outcomes—and builds advisor credibility.
10. Comfort Kills Growth: Rick warns that getting too comfortable can cap your potential—advisors must stay hungry, humble, and always learning.

GoBeElite.com

In this episode, Sten and Andy discuss various questions from financial advisors regarding fee structures, client engagement tools, and strategies for working with diverse clientele. They emphasize the importance of clarity and simplicity in fee conversations, the need for effective client engagement tools, and the strategies advisors can use to connect with different types of clients, particularly business owners and medical professionals.

takeaways

• Advisors often struggle with fee structures, balancing between one-time fees and subscription models.
• A value-driven conversation is crucial for client engagement.
• Setting clear expectations with clients can prevent misunderstandings about service delivery.
• Simplicity in fee structures can lead to better client relationships and profitability.
• Effective client engagement tools can enhance the advisor-client relationship.
• Advisors should tailor their communication to the specific needs of different client types.
• Building a framework for client interactions can streamline the planning process.
• Understanding the unique needs of business owners can improve service delivery.
• Continuous iteration and simplification of processes can enhance efficiency.
• Taking action on insights gained from discussions is essential for growth.

GoBeElite.com

In this episode, Sten explains the mindset and strategy shifts advisors need to charge for their value confidently.

Key Points:

• Many advisors approach pricing the wrong way—often timidly or with inconsistent posture.
• The quickest way to change results is to shift your energy and confidence in the very next strategy session.
• Your price should reflect the value you deliver, not just your time or effort.
• Confidence in your fee comes from knowing the client receives far more than they pay.
• When you clearly communicate that value, clients are more likely to say “yes”—but even if they don’t, you’ll stand firm

https://gobeelite.com/

In this episode, Hector Martinez shares why every advisor should know how to talk about risk with their clients—and how to do it well. He unpacks why risk conversations often fall flat and offers simple ways to make them clear, personal, and actionable. Along the way, Hector reflects on the power of mentorship, gratitude, and relationships in the financial industry, reminding us that how we show up for others matters just as much as the advice we give.

GoBeElite.com



Today we’re diving into one of the most important — and most avoided — skills for advisors: communication. Specifically, how do you talk to clients during a down market? Sten shares what he’s doing at Legacy and gives practical advice on how often to reach out, what to say, and why sharpening this superpower can set great advisors apart.

GoBeElite.com

In our latest podcast episode, Sten sits down with Jamie—a financial advisory expert with over 20 years of experience—to unpack what it really takes to build an enduring, team-driven business.

They cover:

• Leadership and team dynamics
• Mindset shifts at every stage
• Moving from solo practice to sustainable firm
• How to build structure that supports growth

If you're ready to lead with more clarity and scale with intention, this episode is a must-listen.

Listen now [insert link].

P.S. We’ve made big upgrades inside the community—new content, VIP access, and a full-time community manager. Now’s the time to re-engage. EAN Community

Excited to share that Episode 175 of the podcast is now live! Here’s what it’s all about:

• Challenges faced by financial advisors in marketing
• Significance of personal branding in building client trust
• Common marketing pitfalls and mistakes to avoid
• The role of consistent communication in client retention
• Navigating compliance issues in financial marketing
• Creating a strong digital footprint and online presence
• Encouragement for advisors to take strategic marketing actions

Marketing strategies tailored for financial advisors, addressing challenges like compliance and the need for a structured marketing plan.

https://www.barnummarketingagency.com/

Excited to share that Episode 174 of the podcast is now live! Here’s what it’s all about:

The Industry is Evolving

• Aging advisor population
• Wealth transfer to women by 2030
• Shift from investment management to true financial planning

Why This Matters

• Advisors who adapt will create more value and opportunity
• Clients are more willing than ever to pay for planning—but only if we present it the right way
• There’s a clear path from being a traditional advisor to becoming a trusted consultant

Inside the Episode

• Personal stories about missed opportunities (like Bitcoin)
• Clear examples of how to shift from product sales to planning
• Tips on how to talk about your value and charge for your expertise

Tune In

If you want to stay relevant and thrive in a changing market, this episode is a must-listen

Let me know what stands out to you—we’d love your feedback!

To Your Success,

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

__

https://eadvisornetwork.com/podcast/

Sten Morgan, CFP, ChFC, is a leading voice in the financial services industry and one of the most accomplished young advisors in the country. He founded Legacy Investment Planning at age 25 and was named a "40 under 40" advisor by Investment News at age 30. As president of Legacy, he strives to effect positive change in the industry, coach and support other advisors, and bring true value and vision to his clients. In 7 Mindsets of Success: What You Really Need to Do to Achieve Rapid, Top-Level Success (Morgan James Publishing, February 2017), he shares tips and advice for building a successful business, including the seven mindsets that helped him become a top financial advisor with his own firm at such a young age.

Sten J. Morgan, CFP®, ChFC®

Finding the right talent is one of the biggest challenges in the financial advisory industry. In our latest podcast episode, we dive deep into the recruiting process with an expert who transitioned from financial advisor to recruiting specialist.

Here’s what we cover:

• Challenges in talent acquisition within the financial advisory industry
• Importance of consistent lead generation for recruiting
• Building a strong company culture to attract talent
• Common pitfalls in hiring and the need for a robust candidate pipeline
• Effective onboarding processes for new hires
• When to seek external help for recruiting needs

If hiring and retention are top of mind for you, this episode is a must-listen!

Steve Perry socials:

• Email: steve@emailthewell.com
• Website: https://thewell.solutions
• Free Success Blueprint: https://hirethewell.com
• LinkedIn: https://linkedin.com/in/realsteveperry
• Instagram: https://instagram.com/real.steve.perry
• YouTube: https://youtube.com/@RealStevePerry
• Facebook: https://facebook.com/real.steve.perry.facebook

I'm thrilled to share some incredible insights from our latest guest, Erin Botsford. Her journey from a challenging upbringing to becoming a successful financial advisor and now coach will teach you about how to improve your career path. 

Download the visual guide we discuss in this episode so you can introduce financial planning to your existing clients. 

Step 1: Join the free EAN Community (or log in if you already have an account)

Step 2: Visit the Free Community Forum to get your free PDF

Join the Community: 

https://community.eadvisornetwork.com/join?invitation_token=af799727a3d8b40734f638331c43d1b33dbeb49c-fb8f31ad-41e8-413e-a3dd-225192ca2f44

Access the downloadable free visual guide:

https://community.eadvisornetwork.com/c/community-forum/discover-the-financial-planning-resource-from-ean-podcast-episode-171

There are six ways to introduce planning to existing clients. You will use multiple ways as you move clients toward planning.

1. Plant the seed
2. Reference regularly
3. Make it inevitable 
4. Don’t assume for them
5. Plans are never free
6. Make it visual

Libby Greiwe is an experienced financial advisor who shares with us the crucial role of client service and effective processes in the financial advisory business. Libby emphasizing how becoming a mother motivated her to streamline her operations and enhance client experiences. She highlights the importance of the first 90 days in client onboarding, breaking it down into three layers: practical tasks, setting expectations, and building human connections. Libby offers actionable strategies for advisors to improve their onboarding processes, ultimately fostering long-term client relationships and business growth.

Connect with Libby on LinkedIn (https://www.linkedin.com/in/libby-greiwe/)

Learn more about The Efficient Advisor here (https://www.theefficientadvisor.com/)

We have 18 seats left for April’s How To Charge LIVE Workshop. 

Get your tickets at http://www.HowToChargeLive.com

In this episode, host Sten sits down with Myles Laroux to talk about his journey in the financial advising industry. Without a traditional finance background, Myles shares how he carved out a successful career through hard work, adaptability, and the right mentorship. He opens up about the challenges of bringing new talent into the business and why creating a supportive environment is so crucial. Myles highlights the power of grit, tenacity, and embracing an owner’s mindset, encouraging young professionals to go all in on their careers. 

This conversation is all about the importance of providing real value, building strong relationships, and continually growing to find success as a financial advisor.

Stop listening to success stories and become one. 

Tickets are on sale for our April 2025 How To Charge LIVE Workshop. 

http://www.HowToChargeLive.com

If you want a successful planning business then we guarantee we will help you achieve that.​​ These advisors overcame their skepticism and feelings of imposter syndrome through our How To Charge LIVE Workshop to sell plans QUICKLY after our workshop.