The Purpose Focused Advisor – Details, episodes & analysis

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.

Connect with Matthew Gray: 

Website: https://www.larsonwealthmgt.com/

LinkedIn: https://www.linkedin.com/in/matthew-gray-cfp%C2%AE-5a2144134/

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

YouTube: https://www.youtube.com/@truestfancoaching

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

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.

Connect with Jack Heintzelman: 

Website: https://www.bostonwealth.com/

Email: jheintzelman@bostonwealth.com

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

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

YouTube: https://www.youtube.com/@truestfancoaching

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

In this episode, Rob sits down with Brad Williams, a financial advisor who transitioned from a bank setting to launching an independent firm, Highlands Wealth Group. Brad shares his insights on creating a dynamic, comprehensive financial planning experience for clients, leveraging social media to grow his business, and maintaining a healthy work-life balance as a business owner. This conversation offers valuable lessons for financial advisors looking to build a purposeful, client-centric practice.

In this episode, Rob and Brad talk about:

• Brad’s transition from a bank advisor to opening his independent firm
• The dynamic financial planning process at Highland Wealth Group
• The role of social media, especially LinkedIn, in business growth
• The importance of building a supportive community among financial advisors
• Balancing professional success with personal life and family commitments

Key Takeaways: 

• Understanding clients' qualitative and quantitative needs leads to more personalized and effective financial advice.
• Consistent and genuine posting on LinkedIn can significantly grow your client base and professional network.
• Engaging with other financial advisors can enhance your practice and offer valuable support.
• Maintaining personal well-being and family commitments can positively impact professional growth and client relationships.

"It's vital to ask yourself the right questions and continuously refine your approach to ensure you're offering the best to your clients." - Rob Brown

“That trust-building process that's so important for financial advisors can begin (on social media) before the advisor is even aware of the prospect because they're out there consuming your content, they're reading what you're posting, they may never comment on it, they may never like it, you may have no idea that they exist, and then suddenly, they reach out because they already know your value proposition because they’ve been following you.” – Brad Williams

"The only certainty is that things are going to change. Clients need to know they have a partner to talk through those changes." – Brad Williams

About Brad Williams: Brad Williams is a Financial Planner with Highlands Wealth Group in Greenville, South Carolina. He spent a decade in Private Banking before choosing to start what he feels is the ideal wealth management practice. He and his business partner, Terrell Boone, made the leap to independence in early 2021 and haven’t looked back. Brad’s wife, Jenni, is an Executive Producer at Greenville’s NBC affiliate news station. They have a 1-year-old daughter named Cora. Brad is passionate about music. He sings in his church choir, plays the banjo & guitar, and is a self-proclaimed country music encyclopedia.

Connect with Brad Williams: 

Website: https://highlandswealthgroup.com/ 

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

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

In this episode of The Purpose-Focused Advisor, we chat with Chris Flis, founder of Resilient Asset Management. Chris shares his unique journey from flying F-18s for the US Navy to managing his family’s fast food franchise and how these experiences inform his financial planning practice. We discuss the importance of comprehensive financial planning, the power of affinity groups, and the role of networking and referrals in firm growth. Chris also highlights the need for a calm approach to making financial decisions to ensure the best outcomes.

Key Takeaways: 

• Lessons from Aviation: Chris shares how prioritizing and staying calm under pressure from his F-18 pilot days translates to managing investments and client relationships.
• All-Aspect Financial Planning: Chris explains his comprehensive approach, integrating tax strategies, estate planning, and risk management to provide holistic advice.
• Affinity Groups: Chris discusses how his military background and experience with franchisees help him connect deeply with these affinity groups, understanding their unique challenges and needs.
• Client Management: The importance of controlling the agenda while allowing clients to set the pace, ensuring essential tasks are completed.
• Networking and Referrals: Insights on leveraging in-person interactions and client referrals to drive business growth.

"In the military, in the aviation part, we have specific aircraft to do specific things... you learn to prioritize very, very quickly, what's important. And I found that that skill set has served me quite well in this job." – Chris Flis

"We, the firm, like to set the agenda, you (clients) set the pace... We like to set that agenda and we're gonna keep harping on them to get those things done that we need to know that they need to have done." – Chris Flis

About Chris Flis: After a 20-year Navy career, Chris formed Resilient Asset Management. Spurred by a lecture in high school, after which he started managing all of his own investments, his passion for all things personal finance has spanned decades. He started Resilient Asset Management with a mission dedicated to helping others achieve financial security through all-aspect financial planning and investment management. Along with his own journey through the military retirement gamut, he has helped our clients navigate the process–both those who decide to enter full retirement and those who opt to enter a second career.

Connect with Chris Flis: 

Website: https://www.resilientam.com/ 

LinkedIn: https://www.linkedin.com/in/christopher-flis 

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

In today's episode, I sit down with Tess Rowland, who shares her inspiring journey to becoming a fee-only financial advisor. With a non-traditional background in nursing, Tess explains how her long career in healthcare has shaped her client approach and helped her build strong relationships with the right clients. We also discuss effective strategies for client engagement, growing a financial planning practice, and the importance of promoting referrals. Tess offers invaluable insights, so tune in for a great conversation.

In this episode, Rob and Tess explore:

• How your personal story influence your financial planning career
• Continuous learning is powerful for strengthening business and client relationships.
• Empowering women to understand and engage in financial conversations
• How simply letting people know you’re open for more business leads to meaningful referrals.
• Planning for succession should begin earlier than you might think to protect your business and clients

Key Takeaways: 

• Many women change advisors after their spouse passes because they haven't built a connection with their current advisor.
• Client relationships should be mutually beneficial.
• Not all clients will be the right fit for you. It's important to respect your expertise and know when to refer clients elsewhere.
• Most of your best new clients will come from introductions, especially from satisfied clients.

“The world is a better place when we learn and understand people and gain more knowledge.” – Tess Rowland 

About Tess Rowland: Tess Rowland is a dedicated financial advisor with a mission to help individuals achieve financial security. As the founder of T Rowland Financial Services, Tess brings a wealth of experience to her clients, offering fee-only financial planning and advisory services. She transitioned from a career as a Registered Nurse to accounting, becoming a CPA before embracing her role as a financial advisor. Tess's background in critical care and accounting uniquely positions her to build trusted relationships and guide clients towards their financial goals. Outside of work, Tess enjoys family time, golf, hiking, yoga, and gardening.

Connect with Tess Rowland: 

Website: https://www.tessrfinancialservices.com/ 

LinkedIn: https://www.linkedin.com/in/theresa-rowland-6877b097/ 

Episode References:

• The Truest Fan Mastermind
• Garrett Planning Network: https://www.garrettplanningnetwork.com/ 
• The Clark Howard Podcast: https://clark.com/podcasts/ 

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

In this episode, Rob takes the hot seat as he and Phil dive deep into what financial advisors should be focusing on as we head into the second half of the year. They discuss practical strategies for managing client relationships, growing business more intentionally, handling the stress brought on by current news cycles, and staying proactive in your advisory practice.

Rob and Phil cover:

• Handling the stresses that cannot be controlled and focusing on what can be controlled. 
• The importance of reviewing your Truest Fan Action Plan during mid-year evaluations.
• Being proactive, not just reactive, during your mid-year review.
• Common pitfalls to avoid during a mid-year review.

Key Takeaways: 

• Review your big dreams and vision to ensure your strategy for the second half of the year aligns with what truly matters to you.
• Have a coach or mentor review your strategy to keep you accountable for your commitments.
• Continue with what’s working, eliminate what isn’t, and maintain your plan to ensure steady progress.
• Break your plans down into manageable action steps. Avoid taking on more than you can handle.

“When you have an action plan, and you look at it every day, and as you're planning your day, you're saying, ‘Have I set aside time to work on those things that I said I was going to work on that are going to lead me to my most important goals?’ it allows you to say no to the other stuff and allows you to put those other distractions aside.” – Rob Brown

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

Today, Rob and Phil explore how financial advisors make significant, lasting impacts on their clients' lives and in their communities. They discuss the importance of developing signature processes, prioritizing client needs, fostering trust, and truly valuing each client to enhance both the positive influence on clients and the growth of their practice.

In this episode, Rob and Phil delve into:

• The value of implementing a signature solution that demonstrates how you serve clients.
• Treating each client as unique, even while following a consistent process.
• Regularly evaluating and refining your process to ensure it works effectively.
• Eliminating distractions to stay focused on your core mission.

Key Takeaways: 

• Success comes from working with clients who are the right fit for you, rather than trying to fit every client.
• While clients may share similarities, each one should feel seen and understood as an individual.
• Proper financial planning focuses on understanding a client’s lifestyle and goals, not just prediction and forecasting.
• Never take for granted the impact you have on your clients' lives.
• Root for your client’s success—they need your support now more than ever.

“We are in a business of doing and a business of learning. I've always believed that. And the advisors that can continue to learn and continue to explore, are ultimately going to have a much more elegant life, they're going to enjoy and have that passion fueled for them.” – Phil Calandra

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

Today we talk with John Stadtmueller, the Founder of Good Advisors Finish First, an independent network of financial advisors committed to pursuing better client outcomes as a community. John shares with us the four core values of the community, highlights the need for innovative thinking, open-mindedness, and a more collaborative approach in addressing industry needs, and gives an example of how a community approach to solving problems helps everyone grow and succeed. 

In this episode, Rob, Phil, and John delve into:

• Focusing on being better for your clients. 
• Why you should be radically open-minded. 
• Communicating your value and your value proposition to your clients and potential clients. 
• Pursuing better client outcomes as part of an advisor community. 
• The two biggest mistakes that prevent advisors from being a great advisor. 

Key Takeaways: 

• Keep your focus on the good. Your business is about more than just apologizing for the industry, it is about delivering value to your clients. 
• Share openly with your peers. As an advisor, drive the conversation and bring in third parties when it makes sense. 
• Advisors make huge differences in the communities they serve and in the causes they care about. Purpose-focused advisors give back. 
• Learn from everyone, follow no one. There is no one right way to do things. 
• You don’t have to give a choice - you can give your best advice.  

“A huge miss that a lot of advisors have is just being open to saying ‘I don't know,’ because you're probably not going to know everything. You're not going to be an expert. A big thing that we all talk about is finding your niche and really owning who you are, and what you can deliver in terms of value, and then being open and willing to take help. Rather you're finding those resources that can help you deliver that better result for the clients rather than trying to scramble and pretend that you know everything.” – John Stadtmueller

About John Stadtmueller: After a 20 year career in the financial services industry, predominantly in roles supporting financial advisors, John Stadtmueller created a movement to demonstrate “Good Advisors Finish First." Two years later, John doubled down on his passion to pursue this cause by leaving a comfortable job in Corporate America and began building the Good Advisors Finish First (GAFF) Community. GAFF now boasts over 150 members, from over 20 different B/Ds and RIAs, all committed to Pursuing Better Client Outcomes as a Community. EVERYONE is Invited however Seating is Limited to those who adhere to 4 Core Values: 1. Humility, 2. Abundance, 3. Reciprocity, 4. Pass the Torch.

Connect with John Stadtmueller: 

Website: https://goodadvisorsfinishfirst.com/ 

Website: https://www.goodpeoplefinishfirst.com/ 

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

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

Today, Rob sits down with Zack Hubbard, Director of Financial Planning & Participant Engagement with Greenspring Advisors, to explore how to make financial planning more accessible for everyone. They discuss the importance of offering high-quality advice to all clients, tailored to their specific needs and circumstances. Zack shares how his firm maintains valuable communication with clients through age-based advice delivered via email, short videos, and other relationship-building touchpoints. This episode is packed with actionable advice you can start implementing right away. Don't miss this insightful conversation that can help you enhance your client relationships and service delivery.

In this episode, Rob and Zack delve into:

• The importance of financial planning for everyone, not just the super-wealthy.
• The time commitment required for effective financial planning.
• How to grow your practice without eliminating smaller client relationships.
• Prioritizing the most significant areas of concern for clients.
• Connecting with clients in ways that are most meaningful and effective for them.

Key Takeaways: 

• Building client relationships isn't always immediately profitable due to the initial effort required for comprehensive planning. Break the process into manageable pieces and prioritize the client's most pressing needs first.
• Many clients lack a complete understanding of their financial situation. Presenting their financial plan in stages can reduce overwhelm and strengthen your long-term relationship.
• Utilize age-based communication with your clients. Age-related triggers often provide easy, actionable advice that clients will likely find relevant and helpful.

“People want to be served the way that they want to be served and we can adjust our businesses to do that and serve more people.” – Zack Hubbard

About Zack Hubbard: Zack is the Director of Financial Planning and Participant Engagement at Greenspring Advisors. As Director, Zack leads a team of financial planners that help our Private Wealth advisors deliver comprehensive financial plans to their clients and also deliver personalized planning and advice to the participants in the retirement plans that our corporate retirement advisors work with. Zack is focused on expanding access to financial planning to the masses.

Connect with Zack Hubbard: 

Website: https://greenspringadvisors.com/ 

Email: zack.hubbard@greenspringadvisors.com 

LinkedIn: https://www.linkedin.com/in/zack-hubbard/ 

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

Today, we sit down with David Strege to explore how he and his partner successfully transitioned their firm to thrive beyond their tenure. David delves into the importance of letting go, serving others, and engaging in industry organizations. His insights offer invaluable takeaways for purpose-focused advisors at every career stage.  

In this episode, Rob, Phil, and David delve into:

• The importance of succession planning and determining the ideal time to start crafting your plan… it’s sooner than you think
• Using a two-advisor strategy for client meetings
• Philanthropy as part of the retirement planning conversation
• How to “practice” your retirement before you actually retire
• An insider's view of the future growth of the financial planning industry
• Fostering increased public trust and confidence in financial professionals

Key Takeaways: 

• Build your firm from the beginning with the end in mind. Understand what you want your firm to accomplish and work towards that every step of the way.
• You will get out of industry associations what you put into them.
• You should understand your client’s estate plan in order to appropriately compile a comprehensive financial plan. 
• Part of wisdom comes from making decisions, letting go, and seeing how those decisions play out. 
• Know what you’re going to do in retirement before you retire. You need to know what your purpose will be and what makes you come alive. 

“We spend a lot of time on philanthropic giving, because life's not about things. You try to satisfy your soul or your personality with things, but it's really when you find using your gifts to serve others, that's when you come alive.” – David Strege

About David Strege: David Strege serves clients as a Senior CERTIFIED FINANCIAL PLANNER™ practitioner at Syverson Strege in West Des Moines, Iowa. 

David earned a degree in finance from Drake University. He earned his CFP® certification in 1982 and in 2008 served as Chairman of the Board of Directors for the CFP Board.  In 1987, he received the Chartered Financial Analyst® certification and earned the Certified Kingdom Advisor® designation in 2017.

He has also served on the National Boards of the Financial Planning Association and of the National Endowment for Financial Education® (NEFE®), serving as Chairman in 2018. 

David still competes nationally and internationally in Men’s indoor volleyball.

Connect with David Strege: 

Website: https://www.onlyworkforyou.com/ 

LinkedIn: https://www.linkedin.com/in/david-strege-planner/ 

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

YouTube: https://www.youtube.com/@truestfancoaching

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan