Explore every episode of the podcast The Purpose Focused Advisor

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 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 3D Retirement Income: Creating a Retirement Income that Outpaces Inflation, Outlives You, and Outperforms Others and hosts the RetireMentorship and AccelRIA Podcasts.

Connect with Freeman Linde: 

Websites: https://lacrossefinancialplanning.com/ & https://accelria.com/

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

RetireMentorship Podcast: https://podcasts.apple.com/us/podcast/retirementorship/id1543064515

AccelRIA Podcast: https://podcasts.apple.com/us/podcast/accelria/id1759379763

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 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.

Connect with Daniel Allgaier: 

Website: https://equitycompfp.com/

LinkedIn: https://www.linkedin.com/in/daniel-m-allgaier-cfp%C2%AE-099746b6

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 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."

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.

Connect with Tyson Ray and Kim Cochenour: 

Website: https://totalrelationship.com/

Tyson’s LinkedIn: https://www.linkedin.com/in/tysonray/

Kim’s LinkedIn: https://www.linkedin.com/in/kimberly-cochenour-98a3a117a/

Podcast: https://totalrelationship.com/podcast/

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

DISCLAIMER:

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.

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 The Advisor Playbook and The Blue Square Method, focusing on the mindset and best practices of top fee-for-service professionals.

Connect with Duncan MacPherson: 

Website: https://www.paretosystems.com/

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

Book: https://www.thebluesquaremethod.com/

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 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."

About Alex: Alex Neri, CFP®, ChFC®, RICP®, is an Advisor with SixPoint Financial Partners and the host of the Roadmap to Retirement 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.

Connect with Alex Neri: 

Website: https://sixpointfp.com

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

Podcast: roadmap to RETIREMENT: https://podcasts.apple.com/us/podcast/roadmap-to-retirement/id1740795285

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 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

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.

Connect with Rob Schultz: 

Website: https://www.robschultzwealth.com/

Email: rschultz@nwfadvisory.com

LinkedIn: https://www.linkedin

.com/in/rob-schultz-cfp%C2%AE-cdfa%C2%AE-9315513a

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 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

About Jeff Concepcion: 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.

Connect with Jeff Concepcion: 

Website: https://www.stratoswealthpartners.com/

LinkedIn: https://www.linkedin.com/in/jeffconcepcion1/

Podcast: https://podcasts.apple.com/us/podcast/the-evolving-advisor-podcast/id1478344664

Episode References:

• The Truest Fan Mastermind
• The Evolving Advisor Podcast Ep 079 (with Rob Brown as guest)

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

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

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 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.

Connect with David Brown: 

Email: dbrown@dadco.com 

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

Website: https://dadavidson.com/ 

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, 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

In this episode, Joe Bertilson shares his journey from his affiliation with a major investment firm to founding Cedrus Wealth Group. Discover how Joe has integrated faith, generosity, and mentorship to build a purpose-driven advisory firm. Learn about the importance of asking clients about their charitable inclinations, fostering a culture of giving, and creating a lasting impact in the community. Joe's story is an inspiring example of how financial advisors can blend personal values with professional success.

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

• The importance of integrating generosity into financial planning.
• Strategies for asking clients about their charitable inclinations.
• Building a firm culture focused on mentorship and community impact.
• Creating a ripple effect of generosity through client engagement and community involvement.
• How to leverage personal values to enhance client relationships and business growth.

Key Takeaways: 

• It’s great to listen to other’s feedback, but you can accomplish so much more by staying in your lane with what you uniquely do best. 
• Ask all of your clients “Are you charitably inclined?” Regardless of the answer, it opens the conversation. 
• People hate taxes but love their charities. Many want to give more but don’t know the best way to go about it in their financial plans. 
• Generosity has a way of rippling out, spreading widely, and affecting more people. Keep the conversation going. 

“My challenge to advisors was, if your vision is to provide for your family, then your vision is too small. We have the capacity and the capability to bless a lot more people if we put in the effort.” – Joe Bertilson

Connect with Joe Bertilson: 

Website: https://cedruswealthgroup.com/ 

Email: joe@cedruswg.com 

LinkedIn: https://www.linkedin.com/in/joe-bertilson-a578881b 

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 dive into a fascinating conversation with Michael DeLon, The Credibility Coach. Discover how he empowers financial advisors to share their impact and their stories. You grasp your significance. You comprehend the value of your work for your clients. Yet, finding the right words to resonate with your audience, especially new connections, can be a challenge. Michael reveals the secrets to writing a book that accelerates your marketing, referrals, and business growth - all by staying true to yourself!

In this episode, Rob and Michael delve into:

• How writing a book can help you create credibility in your business. 
• The ties between books, marketing, and business growth. 
• Creating a book in under 24 hours of your time. 
• Speaking your book and developing the intellectual property behind the book. 

Key Takeaways: 

• Mail potential clients and connections a copy of your book before your scheduled meeting. It builds trust and helps to lower barriers. 
• Books are a one-on-one connection between you, as the author, and the reader.
• You have your signature solution, your signature message, that is clear and compelling. That is what you write your book about and what draws people to you. 
• Your best referrals run in the same circles as your best clients. Using a book as a handout for your clients to give to those friends is a great way of bringing in referrals from your existing clients. 

“When you create a book and you put your story and your thoughts and your successes in that book, people bond with you, they get to trust you, and they're willing to take that next step of finally meeting with you.” – Michael DeLon

About Michael DeLon: Michael DeLon creates credibility. As the president of Paperback Expert, he helps business owners publish a book that positions them as the expert in their field.

Business owners seek out Michael to clarify their brand strategy, make them bestselling authors, and set up their profitable podcast. They use his Credibility Marketing strategies to gain more clients, get more referrals, and grow their revenue.

Michael is the author of On Marketing, a #1 Amazon Best-Selling author, and the Creator of The Credibility Game Plan. Since 2013, he has worked with business owners across the United States and internationally to establish and market their credibility.

Michael is the husband of one and father of four. He’s a committed follower of Jesus Christ who is deeply involved in his church. You can normally find Michael investing time with his family, reading a great book, or facilitating growth in the lives of those around him.

Connect with Michael DeLon: 

Website: https://paperbackexpert.com/ 

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

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

On Marketing Book: https://paperbackexpert.com/onmarketing/ 

Experts Speak Podcast: https://paperbackexpert.com/interviews/# 

Episode References:

• The Truest Fan Mastermind
• Retire on Purpose by Alynn Godfroy

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

This episode explores some of the intricacies of succession planning and the idea of graduating rather than retiring. Our guest, Eric Brotman, CEO of BFG Financial Advisors in Baltimore, sheds light on intentionally structuring his firm uniquely from the start. By recruiting the right talent and creating plans for equity partnerships, the firm has surpassed expectations in its market reach and achievements.

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

• Building your firm successfully with young advisors. 
• Selling equity to your team to help with your succession planning. 
• Why most financial advisors are not planning for the future. 
• A peek into the new edition of Eric’s Book, Don’t Retire…Graduate!.

Key Takeaways: 

• It’s better to educate and invest in your team and have them leave than to not educate them and have them stay.
• Bring in junior advisors who are much younger than you. Your team should be staggered over ages for a successful transition and for your future retirement to be successful. 
• You need the right mentors and coaches, in any industry, to know the right tools for the right job. This is no different in the financial advising and planning industry. 
• Retirement should not be the absence of work, but rather, the absence of the need to work. Retirement is not the end of your life, it’s the start of a different chapter. 

“What I am doing in every conceivable way is trying to take care of everyone here whose skin is in the game. And if I do that, and it doesn't require private equity, everyone here will not only benefit, but it will feather their nest for a generation.” – Eric Brotman

About Eric Brotman:  Eric D. Brotman, CEO of BFG Financial Advisors, started his financial planning career in 1994 in Baltimore. He holds a BA from the University of Pennsylvania, a Master's in Financial Services, and multiple financial certifications. Eric founded Brotman Financial Group, Brotman Consulting Group, and Brotman Media Group. He's served on numerous boards, including the Maryland State Retirement & Pension System, hosted the Don’t Retire… Graduate! podcast, authored the award-winning book, Don’t Retire… Graduate!, and has contributed regularly to Forbes.com and WBAL TV.

Connect with Eric Brotman: 

Website: https://bfgfa.com/ 

Website: https://brotmanconsultinggroup.com/

Website: https://brotmanmedia.com/ 

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

X: https://x.com/brotmanplanning 

Book: https://brotmanmedia.com/books/ 

Podcast: https://brotmanmedia.com/podcasts/ 

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

This week's episode focuses on an important concept: wealth management isn't just about managing portfolios—it's about shaping lives. Tune in as we follow John Browning's journey through his diverse roles in the wealth and portfolio management industry. Learn from John's invaluable insights on building lasting relationships with clients.

In this episode, Rob, Phil, and John talk about:

• John’s professional journey from some of the biggest firms on Wall Street to building his own firm, Guardian Rock Wealth.
• John’s book - Build a Life, Not a Portfolio.
• Why you should ask “why” when working with your clients as a wealth manager.
• Advice to people working with financial advisors to know if their advisor is the right fit for them.

Key Takeaways:

• Your portfolio should be built to fit your life, not the other way around.
• Money is a tool. It can be used to benefit your life, or it can be used for destruction. Everyone has different needs and values and different ideas of what the best life lived may be.
• Beware of becoming a poor rich person. More money and more stuff don’t bring you happiness and fulfillment.
• There are great financial advisors out there. You want to pay attention to what they say and select your advisor carefully.

“There's a chapter in my book called “The Snowflake Theory,” dedicated to trying to get people to understand we all look through our own lens from our own perspective…You really need to concentrate on being open to that and letting people decide for themselves what their best life is.” – John Browning

About John Browning: John serves as the Chief Executive Officer for Guardian Rock Wealth and is the Amazon best-selling author of the book “Build a Life, not a Portfolio: A Guide to Your Financial Future Based on Your Personal Values,” which can be found on Amazon or by contacting Guardian Rock Wealth for a free copy. You can get to know John more by listening to his weekly “Building Your Life Podcast.”

Connect with John Browning:

• Website: guardianrockwealth.com
• LinkedIn: linkedin.com/in/johnbrowningfinancialsolutions
• Facebook: facebook.com/Guardianrock
• Book: Build a Life, Not a Portfolio: A Guide to Your Financial Future Base on Your Personal Values
• Building Your Life Podcast: guardianrockwealth.com/podcast
• YouTube: youtube.com/channel/UCfi9tzGPUqbqrJUPte_53aA

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, we explore common challenges in obtaining quality introductions for financial planners & advisors. Learn from "The Language of Referrals" by our guest, Bill Cates. Tailor your referral approach to different contexts & shift your mindset for successful interactions. Embrace a client-centric referral strategy.

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

• The common challenges faced by financial planners and advisors when seeking high-quality introductions.
• Bill's latest book, "The Language of Referrals."
• Tailoring referral language to fit a specific context (like distinguishing between introductions and referrals).
• The importance of changing your mindset and shedding limiting beliefs in the context of introductions and referrals cannot be overstated.
• How to adopt a client-centric strategy for handling referrals.

Key Takeaways: 

• Referrals are the most time-effective way for financial advisors to build their business and they're free.
• Referrals and introductions rely on borrowed trust until you can earn your own trust with that new client.
• You need to maximize client engagement to get more unsolicited referrals and introductions.
• Don’t be afraid to meet with a referral to see if they qualify as the right fit for you. Very few advisors will ever turn down their right-fit client. 
• Financial advisors, make sure you understand the value that you are bringing to those you serve. You’re on an important mission.

“There’s no true substitute for asking for specific introductions, especially if you are looking to grow your business in a specific direction with your Right-Fit Client.” – Bill Cates 

Connect with Bill Cates: 

The Language of Referrals: https://referralcoach.com/language-of-referrals/

Website: https://referralcoach.com/ 

Resources: https://referralcoach.com/resources 

Email: Bill@referralcoach.com  

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

YouTube: https://www.youtube.com/user/ReferralCoach 

Twitter: https://twitter.com/Bill_Cates 

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

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 Rob, Phil, and Steve discuss:

• How Steve differentiates himself as both an attorney and a financial advisor. 
• Building a networking partnership that works and isn’t lopsided.  
• Making it clear what you’re looking for with referrals. 
• Key steps to building a more purpose-focused RIA.

Key Takeaways: 

• The importance of building a repeatable Game Plan for your clients.
• Networking partners are all about the person, not about the industry. You want to partner with someone who sees value in giving referrals, not just receiving them. 
• Marketing a niche is defining what you’re best at. This will encourage people to refer to you because they know exactly what you do best. 
• Stop doing the things you don’t want to do. Find a way to delegate those things to someone in your team or an outsourced person. 

“Focus on all the people in your firm around you. Because with the right people, anything's possible, but with the wrong people nothing is possible.” – Steve Taylor

About Steve Taylor: After nearly two decades in the legal and financial services industry, I took the true step towards independence and made Merited Wealth, LLC, a Registered Investment Advisor, in 2019. My passion is to help the busy entrepreneurs and executives simplify and coordinate their financial lives to allow them to most effectively move forward with their growth with all aspects being addressed. I made the conscious decision for my business to be my own and not affiliated with a large bank, brokerage firm or insurance company to truly be able to “walk the walk and talk the talk” which sets me apart from the employees of those large institutions who are told exactly what they can and cannot do and the limited scope of investment solutions they can offer. I am married to my fabulous, tremendous star of my life, Susie. I am blessed with two wonderful kids, Jaedon and Mason.

Episode References:

• Truest Fan Mastermind and Coaching

Connect with Steve Taylor: 

Website: https://www.meritedwealth.com/ 

Email: sat@meritedwealth.com 

Twitter: https://twitter.com/satwealthman 

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

LinkedIn: https://www.linkedin.com/company/meritedwealth/ 

YouTube: https://www.youtube.com/@meritedwealth4103 

Facebook: https://www.facebook.com/profile.php?id=100090138570648 

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

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

In this episode, Rob, Phil, and Phil discuss:

• How Phil reinvented his career around financial and life planning. 
• Why life planning can be more impactful than solely financial planning. 
• Choosing your niche and understanding your why. 
• Phil’s nine-step process to informed success. 

Key Takeaways: 

• To lead a more fulfilling life, aligning our resources (time, energy, attention, and money) with our values is paramount.
• Considering the future involves more than just financial objectives; your purpose and values hold the power to impact lives significantly.
• When identifying your niche, examine your existing clientele and those you enjoy working with the most. Then, assess how these clients align with your core purpose.
• When considering merging firms or bringing in a new partner, it's crucial to align values and goals for a successful partnership.

“I work with women facing new beginnings. There’s a change happening, and they don’t know what comes next, so the life planning process really fits well because one of the things that it does is it helps you to identify those things that are most important to you.” – Phil Weiss

About Phil Weiss: Phil Weiss started his financial services career in 1987 as a tax professional working for Deloitte & Touche. For the past 25+ years, he has worked extensively in the areas of personal finance and investment management. In addition to being both a CFA charter holder and a CPA, Phil is also a Registered Life Planner®.

Phil focuses his Registered Investment Advisor (RIA) business on providing financial planning, personal finance, and investment management services and education to women facing new beginnings.

Phil has served as a featured media spokesperson and has written weekly commentary on investment- and income tax-related topics.  He continues to blog regularly for Apprise.

Episode References:

• The Truest Fan Mastermind
• The Partnership Charter by David Gage
• Shift Conference: https://www.humanfirst.live/ 

Connect with Phil Weiss: 

Website: https://apprisewealth.com/ 

Free Ebook: https://apprisewealth.com/ebook 

Blog: https://apprisewealth.com/blog/ 

LinkedIn: https://www.linkedin.com/in/philip-weiss/

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

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

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

Welcome to the new and exciting launch of The Purpose-Focused Advisor, a podcast for financial planners, advisors, and RIAs aimed at merging professional growth with personal fulfillment. 

Having hosted the Truest Fan Podcast for the past 2 years, Hosts Rob Brown and Phil Calandra asked how they could make the podcast better, more actionable, and full of more meaningful ideas to help you, the listener, succeed more in life and business. On The Purpose-Focused Advisor, you will hear from some amazing guests, successful financial planners, financial advisors, and RIAs in a new format. 

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.

In this episode, Rob and Phil discuss:

• Pivoting the Podcast for Growth
• Introducing the Purpose-Focused Advisor Podcast
• The Purpose-Driven Financial Advisor
• Blueprints for Success in Financial Advising
• Overcoming Obstacles to Reach Peak Performance
• Bridging the Gap to Your Ideal Business

Key Takeaways: 

• The revamped podcast will feature interviews with successful financial advisors who have built their businesses on the foundation of making a positive impact on their communities and families, rather than solely focusing on transactions and making money.
• By learning from these successful advisors' blueprints for success, listeners can avoid reinventing the wheel and propel their practices forward more effectively.
• Advisors face common obstacles on their journey to peak performance. Learning from the experiences of others can help overcome these challenges. 
• Assess where your business is today, envision where you want it to be in the future, and identify the knowledge and information needed to bridge that gap.

“It's not about the money alone. It can't ever be. Money is just a tool. Money is not the end. It’s a means behind the meaning.” – 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/ 

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

• The value of 12-month goals and 90-day sprints in crafting a solid business plan
• How embracing small progress can help us avoid feeling stagnant and trapped in the pursuit of our dreams

• Why do people often feel like they are constantly lagging behind on their goals year after year?  [02:06]
• The value of breaking down your 12-month goals into 90-day sprints [04:37]
• Unveiling the path to achieving your goals: The art of orchestrating a series of actions. [09:20]
• Things to take action on today to ensure you achieve your goals by the end of the year [11:10]

• The difference between simple and easy
• Two important steps for simplifying your routines in business and life
• The simplicity of discipline: acting on your goals and sticking to the plan

• Why simple and easy aren’t the same thing [02:07]
• Why it’s important to simplify your business yet recognize that this doesn’t mean things are always going to be easy [05:47] 
• Two steps to simplify your business while recognizing that it will still involve hard work and discipline [6:48]
• The danger in being careless when looking for the path of least resistance [09:47]
• The simplicity of discipline [11:55]

• Comparison as the thief of joy and as a great growth tool in business
• Why business owners need a coach or a mentor
• Why a positive mindset is vital to achieving your goals faster
• The value of setting purpose-focused goals in business and life

• Is comparison a good thing or a bad thing? [01:33]
• How to make comparison a good thing: The essence of coaching and mentoring [07:05]
• Phil’s Eight Killer Mistakes strategy [10:26]
• Rob’s strategy for closing the gap between points A and B [11:24]
• How shifting to a more positive mindset and setting your true goals can help you progress faster [12:39]
• Actionable steps for listeners [16:48]

• Two techniques you can utilize to get more things done in less time
• Why we stop doing things that work
• The value of sticking to a routine that works for you
• The importance of delegation
• Why you should consider doing a time audit
• The importance of eliminating distractions 

• Focus Five  [02:27]
• Time Blocks [02:53]
• Why do we stop doing things that work? [04:08]
• The negative effects of getting out of a routine that works for you [07:54]
• The value of delegating tasks [12:00]
• The value of a time audit [13:31]
• The Kiss Method [14:53]
• The elimination strategy [16:10]

• The amazing benefits of surrounding yourself with people who root for your success
• The potential impacts of negativity
• The allure of bad news: understanding its selling power
• True friends are those who want nothing but the best for you

• Why it’s important to surround yourself with the right people  [03:14]
• Negativity vs. optimism [07:00]
• The oldest axiom in media [11:09]
• The definition of a friend [12:56]
• This episode’s two action points [15:19]

• How a coach or mentor can help you see blind spots and navigate challenges
• How a coach can be an agent of change by helping you move to the next level
• Your coach as your biggest cheerleader

• Why having a coach or mentor is important  [01:30]
• Embracing accountability and becoming a catalyst for change. [03:20]
• Why even elite athletes have coaches to help them [04:35]
• Bob Proctor’s impactful quote and how coaches can help you reach your full potential [09:10]
• The value of having your coach as your biggest cheerleader [12:04]
• Here are the two action items for this episode. [16:11]

• To achieve your most cherished goals, you need proactive thinking and proper planning.
• Four important steps to make your planning come alive.
• The key is to change your mindset and fully commit to an actionable plan that drives you towards success.

• The dream big framework  [02:50]
• The value of mapping out a clear action plan while always keeping your end goals in mind [05:19]
• Four steps in achieving your most cherished goals [08:14]
• Breaking your goals down into smaller steps [10:05]
• Why there should be a shift in your mindset and a solid commitment to action [10:52]
• Leveraging the momentum that will carry you through to your best year ever [11:58]

• The Importance of Reviewing Your Your Annual Goals
• Recognizing Momentum and Leveraging a Positive Mindset
• The Truest Fan Action Plan: A Practical Framework for Identifying Priorities
• Understanding Your Sphere of Control: Why It Matters
• Why Simplifying Your Action Steps is Crucial

• The value of checking in on yearly goals [02:12]
• The importance of acknowledging momentum and having the right mindset [03:50]
• The Truest Fan Action Plan - what is it and how it helps execute the right process [05:25]
• The three D's to help you get you back on track [08:47]
• The critical impact of understanding what you can control [12:00]
• Why it's advantageous to keep the process and action steps simple [15:18]
• The benefit of creating a simple, focused action plan [17:48]

• Understanding the Importance of Delegation and Trusting in Team Excellence
• Effective Leadership through Delegation vs. the Pitfalls of Micromanagement
• Key Elements for Successful Delegation: Clear Vision, Strong Culture, and Choosing the Right Team
• Recognizing and Valuing Each Team Member's Unique Skills and Strengths
• Implementing Daily Scrums or Stand-Up Meetings for Better Delegation and Communication

• The importance of delegation and trusting others to do their best work [02:49]
• Differentiating leaders who delegate and managers who micromanage [04:19]
• The role of vision, culture, and identifying the right people in effective delegation [06:37]
• The benefits of recognizing and appreciating the unique talents and strengths of team members [11:51]
• Action Item: Daily Scrum or stand-up meeting as a delegation and communication tool [17:45]

• The Decision Dilemma: Navigating the Challenge of Rejecting ​New Opportunities
• The Multitasking Myth: Understanding Its Impact on Performance
• The Cost of 'Yes': How Desperation and Financial Motives Can Backfire
• Focused Action Plan: Commit to Tackling 2-3 Essential Tasks Effectively

• The difficulty of saying "no" for entrepreneurs and business leaders [01:55] 
• The trap of trying to multitask and its impact on performance [02:49] 
• The consequences of saying "yes" out of desperation or financial goals [07:40]
• Action Item: Commit to doing 2 to 3 things on your priority list [13:15]

• Enhancing Client Loyalty with a Clear Value Proposition
• The Critical Role of Consistent Client Communication
• Building Trust as a Go-To Expert
• Taking Proactive Steps to Grow Beyond the Status Quo
• Implementing a Systematic Approach to Client Interaction

• The influence of communication and clear value proposition on client retention [02:16]
• The value of consistent communication [05:46]
• How to become the client's first call when problems or questions arise [11:15]
• Action Item: Focus on cadence and methodology not just on content [14:10]

• The Human Tendency to Await Bad Things to Happen
• How Negativity and Fear Influence Success
• The Advantages of Putting Your Goals and Dreams on Paper
• Embracing Action and Stepping Beyond Your Comfort Zone
• Action Item: Discovering Barriers Preventing Your Progress

• Why some people wait for bad things to happen [02:50]
• The impact of negativity and fear on success [06:08]
• The benefits of writing down goals and dreams [10:13]
• The importance of taking action and moving out of the comfort zone [11:16]
• Action Item: What is keeping you from moving forward? [15:06]

• Unlocking Boundless Potential: The Significance and Impact of Dreaming
• Harnessing the Cognitive Power of Dreaming for Goal Setting and Innovation
• Dreaming: Empowering Problem-Solving and Building Resilience
• Unveiling Life's True Purpose Through the Art of Dreaming
• Dreaming Big: An Important Prelude to Setting Worthwhile Goals

• The importance of dreaming [01:55]
• The significance of cognitive dreaming for goal setting and innovation [03:40]
• The impact of dreaming in problem-solving and resilience [08:33]
• How dreaming helps individuals find their purpose in life [11:23]
• Action Step: Dream Big before going into Goal-Setting [13:48]

• Challenges with Effective Goal Setting for Some Individuals
• The Importance of Goal Clarity
• Practical Steps for Achieving Goal Clarity

• Why goal setting is sometimes ineffective [02:25]
• The significance of clarifying goals [03:40]
• Practical action item to clarify goals [13:48]

• Unlocking Success: Grasping the Contrast Between Motivation and Discipline
• Common Challenges in Sustaining Discipline and Dedication
• The Significance of Discipline in Attaining Lasting Success

• The importance of understanding the difference between motivation and discipline [02:23]
• The usual struggles in maintaining discipline and commitment [06:49]
• The value of discipline in achieving long-term success [09:38]

• Teamwork: Understanding, desiring, and having the capacity to achieve it
• The importance of genuine motivation in team roles beyond financial incentives
• Finding motivation during challenging times: The strength of wanting something for the right reasons
• Applying the principles: Creating teams and personal growth

• The alignment between team members on getting it, wanting it, and having the capacity to do it [01:59] 
• The importance of team members really wanting their roles and not just doing it for the money [06:11]
• Wanting something for the right reasons helps motivate through difficult times [11:20]
• Applying these principles when building your team or developing yourself [12:33]

• The Challenge of Making Definitive Choices, Even When They're the Right Ones
• The Impact of Waiting for Ideal Conditions on Decision-Making
• The Influence of Fear on Initiating First Steps and Pursuing Ambitious Dreams
• Overcoming Decision Paralysis: Understanding Barriers and Finding Solutions

• Why it's difficult to make decisions even if it's the right thing to do [01:55]
• The consequences of always waiting for ideal conditions before making decisions [03:30]
• How fear impacts people from taking the first steps and having big dreams [06:15]
• What keeps people from making decisions and how to break away from this [11:52]

• Why Achieving Success Often Leads to Falling into Comfort Zones
• Expanding Beyond Your Comfort Zone to Achieve Your Dreams
• Daring to Dream Big: The First Step Toward Breaking Out of Your Comfort Zone
• Unlocking Your Full Potential: Breaking Free from the Constraints of Comfort Zones
• The Significance of Embracing Adventure and Stepping Beyond Your Comfort Zone
• Overcoming Comfort Zones: Unveiling the Psychological Barriers
• Strategies for Breaking Free from Your Comfort Zone

• Why it's easy to fall into comfort zones after achieving some success [02:40]
• Overcoming the comfort zone to achieve evolving dreams [05:18]
• Dreaming big as the first step to get out of your comfort zone [06:40]
• How comfort zones limit what you're able to do in other areas [10:25]
• The importance of adventure and getting outside your comfort zone [12:20]
• Understanding that comfort zone is a psychological state you have to break out of [14:58]
• Tips to get out of your comfort zone [15:26]

• The Importance of Checking in on Your Annual Goals Before it’s Too Late
• Fostering Success: Recognizing Momentum and Leveraging a Positive Mindset
• The Truest Fan Action Plan: A Great Framework for Determining What Will Matter Most
• The Importance of Grasping Your Sphere of Control
• Why Simplifying Your Action Steps is Crucial

• The value of checking in on yearly goals [02:12]
• The importance of acknowledging momentum and having the right mindset [03:50]
• The Truest Fan Action Plan - what is it and how it helps execute the right process [05:25]
• The three D's to help you get you back on track [08:47]
• The critical impact of understanding what you can control [12:00]
• Why it's advantageous to keep the process and action steps simple [15:18]
• The benefit of creating a simple, focused action plan [17:48]

• Cultivating a Daily Reading Habit: Your Key to Success
• Challenges in Modern-day Reading: Digital Distractions
• Gaining Wisdom Through Books: Learning from Others' Experiences and Avoiding Costly Errors
• Effective Strategies for Enhancing Reading Retention

• Phil's and Rob’s daily reading routine [04:30]
• Why reading has become difficult with all the digital distractions [07:15]
• How books allow you to learn from others' experiences and avoid costly mistakes [09:00]
• Different techniques for retaining what you read [11:09]

• Navigating Inevitable Roadblocks: Strategies for Success
• Harnessing a Positive Mindset: A Key to Overcoming Roadblocks
• Thriving Amidst Uncontrollable Roadblocks
• Gradual Triumph: Addressing Roadblocks One by One

• The inevitability of roadblocks and how to address them [02:59]
• The importance of having a positive mindset to overcome roadblocks [04:30]
• How to deal with roadblocks you can't control [05:30]
• Categorising roadblocks as obstacles and threats [08:51]
• The impact of failed approaches towards roadblocks [14:55]
• Why it's best to address roadblocks one at a time [17:17]

• Day-to-Day Enthusiasm: How to Position Positive Energy in Your Daily Interactions
• Authentic Enthusiasm: Figuring Out How to Be a Better Version of Yourself
• Fueling Your Purpose: The Influence of Enthusiasm on Your Actions and Decisions
• Two Lessons to Being a Truest Fan: Self-Belief and The Power of Simple Gestures

• The effects of being enthusiastic [01:45]
• Showcasing authenticity through enthusiasm and passion [02:40]
• How enthusiasm impacts our actions and decisions [05:45]
• The significance of self-belief and simple gestures that impact other people [09:00]

• The Inhibiting Power of Fear on Change: How Fear Acts as a Barrier to Stepping Out of the Comfort Zone
• Harnessing a Mindset for Change: Motivation, Discipline, and Persistence
• Navigating Change: The Subtle Influence of Altered Social Media Habits
• Embracing Realistic Change: Not Everything Can Be Changed At Once

• How fear impedes change [02:03]
• The benefits of mindset shift around change [02:55]
• The impact of small changes in our social media habits [07:25]
• Why it's hard to change everything all at once [10:10]

• Strategic Asset Building: Exploring the Influence of 80-20 Analysis on Business Growth
• Choosing the Perfect Match: The Significance of Qualifying Prospects in Finding Your Ideal Clients
• Precision in Partnership: Unveiling the Importance of Defining Clients that Thrive with Your Business
• Unleashing the Power of 80-20 Analysis: Identifying Key Clients for Maximum Business Impact

• The importance of 80-20 analysis in growing you assets under management (AUM) [02:20]
• Why you need to qualify prospects before working with them [03:20]
• Getting clear on the clients that work best for you and your business [04:40] 
• The impact of 80-20 analysis in figuring out ultimate clients [09:22]