The Purpose Focused Advisor," a podcast for financial planners, advisors and RIAs aimed at merging professional growth with personal fulfillment. Hosts Rob Brown and Phil Calandra, founders of Truest Fan Coaching, bring insights from industry leaders on finding purpose, driving success, and overcoming challenges.
This podcast isn't just about strategies; it's a community focused on helping you be your best and bring out the best in others. Whether it's the motivation behind your business or practical tips for thriving in life, each episode offers valuable takeaways.
Join us at "The Purpose Focused Advisor" to transform your career and life with purpose-driven success. Subscribe now and start your journey to greater impact and continuing success.
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Matthew Gray: How NextGen Advisors Are Elevating Client Impact and Strengthening Teams
Season 1 · Episode 94
Thursday, October 10, 2024 • Duration 32:43
In this episode of The Purpose Focused Advisor, Rob Brown sits down with Matthew Gray, a NextGen financial planner from Larson Wealth Management. Matthew shares pivotal milestones from his career and reveals how mentorship has shaped his journey. He discusses the power of collaboration and why younger advisors are helping reshape the financial planning landscape. With a focus on long-term fulfillment rather than just short-term gains, Matthew dives into how you can build purpose-focused teams that enhance client satisfaction while driving firm success. Get ready to uncover valuable insights on mentoring, creating effective teams, and cultivating a firm culture centered on comprehensive planning and strong client relationships.
Key Takeaways:
Younger advisors often find themselves hoping for a stroke of luck to connect with supportive mentors, revealing a significant gap in the industry's talent development.
To pave the way for long-term success in a financial planning firm, it's crucial to build a collaborative team with well-defined roles and incentives.
Aging solo advisors face the risk of losing clients to younger firms that provide comprehensive financial planning and continuity of service.
Differentiating your firm and establishing trust with clients starts with showcasing the full range of services you offer, from tax to estate planning.
Remember, educating clients about all the ways your firm can assist them is not just vital for retention—it’s a powerful driver for referrals too!
Matthew Gray: "It's one thing to want to build a team, but it's another to change the mindset from advisor to business owner."
Rob Brown: "The best teams do buy into a culture, a framework, a purpose, a place that they're going together... So, if you're working together in that way, everybody grows and excels, and you just get better and better at what you do, building a stronger and stronger firm."
About Matthew Gray: Matthew Gray, CFP®, is a dedicated Wealth Advisor at Larson Wealth Management in the beautiful Shenandoah Valley of Virginia, where he has been serving clients since March 2020. He earned his bachelor’s degree in finance from Wingate University and is passionate about financial literacy. Matthew is committed to helping individuals, families, and small business owners manage their finances. Inspired by budgeting lessons from his mother, he aims to assist others in navigating financial challenges with care and respect. Outside of work, Matthew enjoys spending time with his wife and son and playing disc golf.
Jack Heintzelman: Bridging the Generational Gap in Financial Planning
Season 1 · Episode 93
Thursday, October 3, 2024 • Duration 38:46
In this episode of The Purpose-Focused Advisor, Rob talks with Jack Heintzelman, a NextGen financial planner from Boston Wealth Strategies. They explore Jack's unique journey into financial planning. Jack discusses his passion for mentorship, focused growth, and the changing dynamics between senior and younger advisors. His dedication to building purpose-focused relationships with clients, his firm, and the future of the financial industry is clear as he highlights the importance of communication, mentorship, and intentional patience.
Key Takeaways:
Providing real-world, day-to-day experience is the most valuable aspect of any internship.
Success begins with mutual belief and trust between senior and younger advisors.
Younger advisors must take intentional steps forward every day, from gaining technical skills to client interaction, to set themselves up for long-term success.
Advisors should exercise “intentional patience” by continuously improving their skills while navigating the career growth process.
Structured paths and clear communication are essential for successfully transitioning leadership between generations.
Jack Heintzelman: "My why is about helping clients and also mentoring others in the industry. I was lucky to get here, and now I want to help others find their path."
Rob Brown: "You were supposed to be where you are. You just didn’t know it before you got there."
About Jack Heintzelman: Jack Heintzelman is a CFP professional and member of the Financial Planning Association. Serving clients at Boston Wealth Strategies in Needham Heights, Mass. and the surrounding communities. Jack is involved in the industry as he serves on the FPA National NexGen committee and locally on the FPA NexGen New England committee. He also gives back to the community as a council member of Good Sports, Inc., a charity that supports underserved youth sports programs.
Freeman Linde: Building Greater Autonomy and Freedom in Your Advisory Practice
Season 1 · Episode 92
Thursday, September 26, 2024 • Duration 41:35
In this episode of The Purpose-Focused Advisor, Rob Brown, and Phil Calandra sit down with Freeman Linde, a successful financial advisor, co-founder of La Crosse Financial Planning, and founder of AccelRIA. Freeman shares his journey from struggling in a traditional broker-dealer setup to breaking free and building his own thriving Registered Investment Advisor (RIA) firm. He shares candidly about the challenges he faced, the pivotal decision to break away from the traditional model, and how he now helps other financial advisors find their own freedom. If you're a financial advisor feeling limited by your current setup, Freeman’s story will inspire you to consider new opportunities and purpose-driven strategies.
Key Takeaways:
Understanding the true cost of operating your practice can be eye-opening for advisors considering the RIA model.
Starting an independent RIA offers more control, enabling advisors to provide comprehensive services like tax and estate planning.
Focusing on a specific niche, allows advisors to attract ideal clients and build stronger relationships.
A unique website and solid SEO strategy can consistently bring in clients without relying on cold outreach.
Managing time effectively and delegating tasks are critical to growing your advisory practice.
Freeman Linde: "If you can't find it, and you can't join it, then build it....It's not as scary as people make it out to be."
Rob Brown: "What kind of business and life do I really want? If you don’t stop to ask that question, you’re making a huge mistake."
About Freeman Linde: Freeman Linde is a Certified Financial Planner, licensed Tax Advisor, speaker, and author. He co-founded La Crosse Financial Planning, a Wisconsin-based RIA managing nearly $50 million in assets for 73 households. In addition to running his own RIA, Freeman also operates AccelRIA, a business designed to help other advisors become RIAs by utilizing the tools and paths he has developed throughout his career. Freeman specializes in helping clients over age 50 retire successfully and stay retired. He authored and hosts the RetireMentorship and AccelRIA Podcasts.
Daniel Allgaier: Reimagining Financial Advice for High-Tech Professionals
Season 1 · Episode 91
Thursday, September 19, 2024 • Duration 27:43
In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Daniel Allgaier, the founder of Equity Compensation FP, to explore a fresh perspective on financial planning for young professionals in the tech industry. Daniel, a NextGen advisor, discusses his approach to working with clients in their 30s and 40s, especially those dealing with the complexities of equity compensation. He shares how he helps these clients make smart financial decisions that align with their life goals while navigating stock options, taxes, and diversification challenges.
Key Takeaways:
Young professionals, especially in tech, benefit from having a financial advisor to simplify complex decisions and free up their time.
Executives often procrastinate on their equity compensation decisions, which can lead to missed opportunities.
Changing jobs frequently in tech can affect stock options and requires careful planning to maximize benefits and minimize taxes.
Financial independence and living well now can coexist; it’s about finding a balance that fits each individual’s goals.
Advisors can add significant value for clients in the accumulation phase, even without substantial assets, by helping them navigate complex financial decisions early in their careers.
Daniel Allgaier: "Traditionally, the thought has been that you get an advisor when you have X number of dollars. But not everybody has that amount. However, that doesn't mean they couldn't be served well by someone who can help them with the challenges of their early years."
Rob Brown: "It's really a challenge to advisors out there to say: Hey, let’s make sure we’re getting out in front of this and not just being there when the cake is already baked."
About Daniel Allgaier: Daniel M. Allgaier, CFP®, is the founder of Equity Compensation FP, where he specializes in guiding young tech executives toward financial independence. With a focus on clients in the tech sector who are navigating the complexities of equity compensation, Daniel leverages his extensive experience in investment management and financial planning to offer tailored advice and peace of mind. His approach simplifies financial planning, freeing clients to concentrate on their careers and families while ensuring their financial strategies align with their long-term goals.
Tyson Ray and Kim Cochenour: Transforming Client Relationships With the Total Relationship Approach
Season 1 · Episode 90
Thursday, September 12, 2024 • Duration 47:43
In this episode of The Purpose-Focused Advisor, Rob Brown, and Phil Calandra talk with Tyson Ray and Kim Cochenour from FORM Wealth Advisors about their unique approach to financial advising, centered on building "Total Relationships" with clients. Tyson and Kim discuss their personal journeys and the philosophy that drives their success—prioritizing client relationships over transactions. They explain how this purpose-focused approach has transformed their practice and can help other financial advisors make a meaningful impact.
Key Takeaways:
Prioritizing a comprehensive understanding of clients’ personal and financial goals fosters deeper trust and leads to better long-term outcomes.
Ensuring that team members share the same core values strengthens collaboration and enhances the overall client experience.
Balancing creative visionaries with practical integrators is essential for sustainable growth and effective implementation of strategies.
Moving away from a focus on products and performance to prioritizing clients' holistic well-being leads to more meaningful advisor-client relationships.
Using detailed CRM tools to document client interactions and preferences helps maintain personalized service and enhances client satisfaction.
Tyson Ray: "The goal is to give clients a life that can be free of all the information out there that's trying to rob, steal, and destroy their joy."
Kim Cochenour: "You need an integrator who can take those visionary ideas, put them through a process, and carry the weight to build the next level for your firm."
Rob Brown: "Everything, even the most intimate way that you treat your clients, can be systematized in a way that doesn’t make it fake or false."
Duncan MacPherson: How to Build a Business That Endures and Creates Lasting Impact
Season 1 · Episode 89
Thursday, September 5, 2024 • Duration 36:17
In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Duncan MacPherson, a renowned industry leader, coach, and speaker. Duncan shares his journey from an unexpected start in the financial services industry to building the highly respected Pareto Systems. He discusses the importance of being purpose-driven and offers valuable insights on relationship management, sustainable growth, and client advocacy. Duncan’s philosophy centers on helping advisors build meaningful businesses that not only achieve financial success but also provide lasting impact and fulfillment.
Key Takeaways:
When an advisor knows their "why," the "how" of achieving growth becomes clearer.
Your best referrals come when clients believe they are doing a disservice by not introducing you to others.
Sharing stories about client success without explicitly asking for referrals can lead to organic growth.
Building a business that runs independently of the owner increases its value and longevity.
Moving knowledge out of your head and into a documented, repeatable process is crucial for scaling and selling your business.
Duncan MacPherson: "The most enlightened financial advisor places as much importance on practice management and relationship management as they do on asset management."
Rob Brown: "When we start with the meaningful, it allows us to measure things that truly matter."
About Duncan MacPherson: Duncan MacPherson, CEO of Pareto Systems, is driven by a passion for unlocking potential and designing businesses that achieve profitability and purpose. Collaborating with financial professionals and visionary firms, he applies 'The Blue Square Method'—a best-practice-inspired approach—to help professionals find their 'Blue Square,' where business activities align with passion and purpose. As a sought-after speaker, Duncan delivers dynamic, fact-rich presentations worldwide, establishing himself as a prominent spokesperson for the Financial Services industry. His expertise in simplifying business development and marketing appeals to a broad audience, guiding them toward achieving order and freedom in their businesses. Duncan is also a best-selling author, with works like and , focusing on the mindset and best practices of top fee-for-service professionals.
Alex Neri: Accelerate Your Practice with a Growth Focused Mindset
Season 1 · Episode 88
Thursday, August 29, 2024 • Duration 38:50
In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Alex Neri, CFP®, ChFC®, RICP®, Advisor with SixPoint Financial Partners, and host of the Roadmap to Retirement podcast. Alex shares his journey from an unexpected start in finance to becoming a passionate advocate for financial literacy. Alex brings fresh insights into the evolving role of financial advisors. He emphasizes the importance of holistic planning and the critical role of tax strategies in maximizing client outcomes. Alex’s commitment to continuous learning and surrounding himself with a growth-oriented network underscores his dedication to personal and professional excellence. This episode is a must-listen for advisors looking to deepen their practice and better serve their clients with purpose and precision.
Key Takeaways:
The financial planning landscape is evolving, with next-generation advisors bringing fresh perspectives that blend traditional wisdom with modern approaches.
Creating educational content, such as podcasts and webinars, is a valuable way to improve financial literacy as well as add value to client relationships.
Surrounding yourself with people who have a growth mindset leads to personal and professional growth.
Integrating tax planning into financial advice is essential, as it enables advisors to offer deeper value, helping clients optimize their financial outcomes beyond just investment strategies.
Alex Neri: "If you’re not doing tax planning, you’re not doing financial planning. It’s the missing piece that can make a huge difference in your client’s retirement plan."
Rob Brown: "The best way to grow your business is to do something you’re passionate about. When you educate with enthusiasm, clients see that passion and are more likely to seek you out when they need help."
Alex Neri, CFP®, ChFC®, RICP®, is an Advisor with SixPoint Financial Partners and the host of the podcast. For Alex, the most fulfilling part of his work is helping people improve their financial situations and providing them with the confidence that comes from being in good hands. Born and raised in Webster, NY, Alex graduated from Webster Schroeder High School and went on to earn a bachelor’s degree in finance from Mercyhurst University. He currently resides in Fairport, NY. Outside of work, Alex enjoys tackling home improvement projects and is a dedicated fan of the Buffalo Bills and Sabres. In his free time, he also enjoys playing golf, hockey, and euchre with friends and family.
Rob Schultz: Mastering the Challenges of Serving Physicians from Residency through Retirement
Season 1 · Episode 87
Thursday, August 22, 2024 • Duration 29:36
In this episode, Rob Schultz, a Certified Financial Planner with NWF Financial Advisory Group and a specialist in working with physicians, shares how he chose this niche and achieved success. He delves into the unique challenges physicians face at different career stages, including managing debt, buying a home, and dealing with burnout. Rob underscores that while working with physicians may eventually involve managing their assets, true success comes from understanding the various phases of their careers. He highlights the value of a structured approach to client meetings and the benefits of tackling difficult tasks early in the day. Additionally, Rob discusses his involvement with the Special Olympics and the personal fulfillment he derives from serving others.
Topics Discussed and Key Takeaways:
Choosing a niche, like working with physicians, can be a strategic move for financial advisors aiming for success.
Physicians face distinct challenges at different career stages, including debt management, home buying, and burnout.
True success in this niche comes from understanding the many phases of a physician's career, not just managing their assets.
Implementing a structured approach, such as using meeting agendas, can enhance efficiency and client satisfaction.
Addressing difficult tasks first thing in the morning can lead to a more productive day.
Serving others, whether through professional efforts or personal involvement with organizations like the Special Olympics, can provide a deep sense of purpose and fulfillment.
“Getting there early... they see that I was there with them when they didn’t have anything, and it wasn't just for a dollar at the beginning. I took the time to progress with them.” – Rob Schultz
“One of the great things about this industry is that there can be a lot of freedom, but I think true freedom comes from having discipline, knowing what's important, and getting it done.” – Rob Brown
Jeff Concepcion: Expert Tips for Financial Advisors to Succeed and Scale
Season 1 · Episode 86
Thursday, August 15, 2024 • Duration 26:08
In this episode of The Purpose-Focused Advisor, Rob and Phil are joined by Jeff Concepcion, founder and CEO of Stratos Wealth Partners. Jeff provides insights into nurturing an entrepreneurial mindset as a financial advisor and emphasizes the significance of supported independence. He explains how firm leaders should enhance their focus on core strengths by delegating tasks, systematizing processes, and preserving company culture as the firm expands. His perspective offers valuable lessons on scaling businesses while maintaining high standards of client service and personal fulfillment.
Topics Discussed and Key Takeaways:
Investing in People and Technology: While the upfront costs may be significant, strategically investing in technology and teammates is essential for sustainable long-term growth.
Delegating Core Tasks: By delegating responsibilities such as financial planning, marketing, investment management, and even client engagement, firm leaders can concentrate on strategic activities that enhance the value of the business.
Enhanced Client Engagement: Successful client engagement goes beyond the basics. Leveraging technology to personalize and organize client-specific events can be crucial.
Continuous Succession Planning: Succession planning should start early and be an ongoing effort, with careful preparation to ensure a smooth transition.
“Advisors have to fire themselves perpetually until they come down to the one thing that they can do for the practice that no one else can do.” – Jeff Concepcion
“A big focus of the work we do with our clients is helping them understand what matters most because then you can make decisions and systematize, knowing you're working towards something that is truly important to you.” – Rob Brown
Jeff Concepcion, Founder and CEO of Stratos Wealth Partners and host of The Evolving Advisor podcast, started Stratos in February 2009 to meet the needs of sophisticated advisors and their clients. He built the firm with the infrastructure, resources, and support needed for advisors to focus on advising. Today, Stratos offers platforms, technology, consulting, and practice management services across more than 100 cities, with a national network of distinguished wealth management firms to better serve their clients.
David Brown: Elevating Financial Planning with a Differentiated Family Advocacy Approach
Season 1 · Episode 85
Thursday, August 8, 2024 • Duration 31:02
In this engaging episode of the Purpose-Focused Advisor, Rob reconnects with David Brown, a seasoned financial professional on the Business Development team at Davidson Investment Advisors. David explains why advisors should transform financial planning from a mundane task into a meaningful and memorable client experience. He shares practical strategies to make client interactions more impactful, emphasizing the importance of a differentiated planning process that fosters deeper connections and loyalty.
Topics Discussed and Key Takeaways:
Life First, Money Second: Emphasize life goals over financial metrics to make planning more relevant to clients.
Elevating the Client Experience: Transform meetings into memorable experiences by incorporating personal touches that reflect clients' lives and passions.
Engage the Next in Line: Focus on the non-financial spouse and next generation to ensure long-term client loyalty and relevance.
Generosity and Philanthropy: Introduce donor-advised funds and charitable giving in a non-intimidating way to build deeper client relationships.
Start with Best Clients: Begin implementing differentiated planning strategies with your best clients to build confidence and refine your approach.
"It's time to make this business fun again and not like going to the dentist. We can really transform the client experience." – David Brown
"The formula for our industry going forward is your life first and your money second. Getting that right is really important." – David Brown
"Humility goes a long, long way. Admitting when you're trying something new can create a stronger bond with your clients." – Rob Brown
About Tyson Ray: Tyson Ray, a senior wealth advisor, philanthropist, and author with over 25 years of experience, is the CEO and founding partner of FORM Wealth Advisors. He helps clients understand the impact of their financial decisions and clarifies a fear-driven industry. His podcast and book introduce The Total Relationship™ framework to help advisors meet clients' needs and empower them to thrive. A lifelong learner, Tyson holds CFP®, CIMA®, and CExP® certifications but values direct work with advisors and clients most.
About Kim Cochenour: Kim Cochenour, Chief Operating Officer of FORM Wealth Advisors, is a growth-focused leader. As the Integrator™, she serves as the CEO’s extension, aligning the leadership team with future goals and turning vision into action. She co-hosts The Total Relationship podcast with Tyson, helping advisors build meaningful relationships and explore new possibilities.
Securities through Raymond James Financial Services, Inc. Member FINRA / SIPC. Investment advisory services are offered through Raymond James Financial Services Advisors Inc. FORM Wealth Advisors is not a registered broker/dealer and is independent of Raymond James Financial Services. Raymond James and its advisors do not provide tax advice. The podcast guest is Tyson Ray, CEO, Founding Partner, and Senior Wealth Advisor at FORM Wealth Advisors. FORM Wealth Advisors is located at 431 Geneva National Ave S, Lake Geneva, WI, 53147; 262-686-3005.
About Rob Schultz: For over 20 years, Rob Schultz, CFP, has passionately served the next generation of physicians nationwide, offering financial advice from "Residency through Retirement." He’s built lasting, trusting relationships that grow with each physician's career. As a recognized speaker at residency programs across the country, Rob stays current on physicians' challenges. Rob is also proud of his volunteer work coaching Special Olympics skiing and golf, and helping in elementary classrooms. He believes that those with insight and opportunities are well-positioned to give back.
About David Brown: David Brown, a seasoned professional in the financial industry since 2000, is part of the Business Development team at Davidson Investment Advisors, joining in 2024 after 11 years at RBC Wealth Management. At RBC, he led a national team of Wealth Planning Consultants. His career began as an advisor at Scott and Stringfellow, followed by positions at Wachovia Securities/Wells Fargo Advisors. David holds a Bachelor of Arts degree cum laude from Randolph-Macon College and has earned the Certified Investment Management Analyst® and Certified Private Wealth Advisor® designations. He enjoys family time and sports, especially skiing, tennis, golf, and pickleball.
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