Takeaways

1. A strong system and structure can be a huge advantage early in an advisor’s career.  
2. Getting technically stronger matters, but learning to communicate value clearly matters just as much.  
3. Financial planning is not just about charging a fee — it’s about creating a better experience for clients.  
4. Whiteboarding helps advisors simplify complex ideas and differentiate themselves immediately.  
5. Even if your firm has limits, you can still improve how you explain planning and how you serve clients today.

The Digital Toolbox for Elite Financial Advisors

https://gobeelite.com/

Angie Herbers: herbersandcompany.com

Takeaways

1. Communication skills should be trained first, not treated as a “natural gift.”
2. Most firms hurt young advisors by hiding them in the back office instead of letting them observe client communication.
3. Growth creates pressure, and that pressure reveals what will eventually break.
4. The easiest hire is often support staff, but the most important hire is usually another advisor.
5. The best leaders solve problems quickly instead of hiding inside endless meetings and planning cycles.

They also unpack what true financial planning really is, why communication matters so much in helping clients take action, and how fear, pressure, and risk can actually shape stronger leaders when handled the right way. This episode is both practical and encouraging for advisors who want to grow their business, serve people well, and build a meaningful career over time.

Takeaways

• A great career is built in seasons, and each season prepares you for the next one.
• True financial planning is much bigger than just investments or insurance.
• The best advisors combine problem-solving, communication, and empathy.
• Fear and pressure do not always mean something is wrong — they can be signals to prepare and perform.
• Advisors have a rare opportunity to create abundance while deeply serving others.

https://www.businesswire.com/news/home/20260106590469/en/Terri-Kallsen-CFP-Begins-Board-Chair-Role-at-CFP-Board

Rise Growth Partners website: https://risegrowth.com/

The Digital Toolbox for Elite Financial Advisors

https://gobeelite.com/

Together, they discuss why investment management alone is increasingly commoditized, why confidence comes from competence, and how advisors can start having more valuable conversations right away by understanding things like beneficiary forms, Roth conversion timing, and NUA opportunities. This episode is a call for advisors to stop relying on generic value propositions and start becoming the specialist clients can’t replace.

Ed Slott's Website

https://irahelp.com/

Takeaways

• Tax preparation is history; tax planning creates future value.
• Advisors stand out faster when they specialize in what others avoid.
• Competence creates confidence, and confidence changes every client conversation.
• Small overlooked details like beneficiary forms can uncover massive planning opportunities.
• The advisors who understand IRA and retirement tax rules will attract bigger, stickier clients.

The Digital Toolbox for Elite Financial Advisors

https://gobeelite.com/

Justin breaks down how early advisors can avoid the trap of chasing activity and instead focus on building a repeatable growth process, defining their ideal client, and creating a people-first experience that drives long-term relationships.

Sten and Justin explore the tension between hustle vs clarity, why most advisors struggle in the early years, and how intentional design — not randomness — leads to real growth.

Takeaways

1. You Don’t Have to Be a Salesperson

• The industry pushes a sales identity
• But advising is consultative, not transactional

2. Process > Hustle (Especially Early)

• Random activity creates burnout
• A defined process creates consistent growth

3. Define Your Ideal Client Early

• If you don’t define it → you take whoever shows up
• That leads to misalignment and slower growth

4. People First = Long-Term Growth

• Relationships drive retention and referrals
• Assets follow trust — not the other way around

5. Career Design > Career Drift

• You don’t “end up” elite
• You intentionally build toward it

https://gobeelite.com/

Every advisory business eventually hits a ceiling—and it’s rarely a marketing problem, a team problem, or a strategy problem. It’s a leadership problem.

In this episode, Sten and Michael unpack the hidden reality of growth: what works early on—working harder, adding clients, scaling yourself—eventually stops working. And when it does, most advisors don’t recognize the real issue.

Through real stories and hard-earned lessons, they walk through capacity walls, rebuilding teams, pausing growth to fix infrastructure, and redefining success from “more production” to “a business that thrives without you.”

Because the next level doesn’t require better tactics.

It requires a new version of you.

 Takeaways

• Every business hits a ceiling — and it’s usually the founder
• What got you here won’t get you there
• You can only scale yourself for so long
• Growth requires letting go and changing how you lead
• Real success is a business that doesn’t depend on you

https://gobeelite.com/

Takeaways

Jeff transitioned from a potential medical career to financial advisory.

He emphasizes the importance of finding a career you love.

Viewing oneself as a professional is crucial for success.

Time is the most valuable asset an advisor has.

Serving a specific audience leads to better client relationships.

Generic approaches in financial advisory are less effective.

Building a strong value proposition is essential for new advisors.

Continuous learning and specialization are key to success.

Effective communication can inspire clients to take action.

Advisors should focus on long-term relationships with clients.

Takeaways

1. Hard work isn’t the full story anymore. Omani challenges the “work hard and you’ll be fine” narrative, pointing to real-world affordability and system strain as a wake-up call.
2. Conscious capitalism isn’t anti-profit—it’s long-term alignment. He frames it as aligning profit with internal stakeholders, external partners, community, and nature—often producing more value over time.
3. The biggest opportunity is meaningful system change. Healthcare, food systems, climate instability—he sees these as urgent “polycrisis” pressures that demand innovation and responsibility.
4. It’s still one of the best times to be a financial advisor. Despite disruption, Omani believes advice and trust-based relationships won’t be “AI’d away” like many other roles.
5. AI won’t replace advisors—but advisors who don’t use AI will be replaced. He shares the neurosurgeon line: AI won’t replace the surgeon, but it will replace surgeons who don’t use it.
6. Clean data is the gateway to the future. Many firms want AI benefits without doing the foundational work—Omani emphasizes data infrastructure as the competitive advantage.
7. Expect industry consolidation. He compares wealth management to banking: concentration increases as technology accelerates scale, efficiency, and standardization.
8. The advisor skill stack is shifting toward communication and trust. As tools commoditize knowledge and execution, differentiation becomes: cadence, clarity, presence, and making people feel safe and guided.
9. Stop being a “library”—be a “librarian.” Omani’s evolution: don’t carry every answer; build a great team, find answers fast, and confidently give clients 1–2 clear options.
10. Personal work expands professional capacity. Omani describes replacing fear/scarcity with love/abundance as a turning point—reducing friction, deepening relationships, and increasing “magnetic” alignment with clients and partners.

The Digital Toolbox for Elite Financial Advisors:

https://gobeelite.com/

How to Charge LIVE!:

https://eadvisornetwork.com/how-to-charge-live-master/

Takeaways

Michelle's background in marketing helped her transition into leadership roles.

Building relationships with clients is crucial for success in financial advisory.

Advisors need to have a growth mindset and be proactive in their networking.

Financial planning should be a holistic approach, addressing all aspects of a client's life.

AI can be leveraged to save time and enhance client interactions.

Vulnerability can strengthen client relationships and trust.

Advisors should focus on personal connections to differentiate themselves.

Training programs should adapt to the changing landscape of financial advisory.

The importance of understanding the next generation of clients and their needs.

Advisors must be nimble and informed to navigate market changes.

https://gobeelite.com/

Takeaways

Emotional intelligence is crucial for personal and professional growth.

Leaders must be open to their own emotional needs to lead effectively.

Experiences of trauma can catalyze the need for emotional health work.

Connection and attachment are fundamental human desires.

Transformational conversations go beyond transactional interactions.

Celebrating human moments can deepen client relationships.

Emotional resilience allows for better support of others.

Self-awareness is key to understanding emotional responses.

Practical tools and assessments can aid in emotional intelligence development.

The journey of emotional health is ongoing and requires commitment.

Emotional Intelligence Workshop

Team Assessment - PATHfinder

The Digital Toolbox for Elite Financial Advisors:

https://gobeelite.com/

Takeaways

1. Most advisors aren’t wired for ops — which is why it’s often ignored until it breaks.
2. “More tech” is rarely the solution; simplification usually is.
3. Without SOPs and clean data, teams create invisible band-aids that mask deeper problems.
4. If systems aren’t designed to scale, growth becomes a burnout machine.
5. Healthy ops protects the advisor’s time so they can stay in their superpower: clients + advice.
6. Fixing ops can trigger change resistance — and sometimes team turnover.
7. “High support + high challenge” becomes possible once the chaos is removed.
8. Capacity isn’t just emotional — it’s operational: workflows, training, cross-coverage, dashboards.
9. Clean metrics and scorecards matter because “work hard and hope” is not strategy.
10. You can’t build a skyscraper on a small foundation — expand the base before you scale.

https://gobeelite.com/

 10 Takeaways

1. Great advisors aren’t just investment managers — they’re decision coaches and communicators.
2. A cohesive step-by-step process beats “vomiting information” onto clients.
3. Simplicity and brevity are a gift — too much info creates confusion, not value.
4. You don’t need every answer immediately — calling out the gray area is often the value.
5. If you only get paid by selling products, you’re forced into bad incentives.
6. High planning fees require confidence + structure + clean articulation, not hype.
7. Sometimes “losing clients” is actually business model transition (A ➜ B).
8. Prospecting isn’t always cold outreach — being ready with your “what I do” can convert casual moments.
9. Strong boundaries matter: building a business cannot cost your family everything.
10. Borrowing belief works: “Then borrow ours.” Momentum creates real confidence after the first “yes.”

https://gobeelite.com/

https://www.totalfamily.io/

They unpack why legacy work is both a massive differentiator and a low-risk conversation starter for prospects and clients—especially business owners and high-net-worth families who rarely have a place to talk about meaning, values, purpose, and family dynamics.

Alex shares his personal story—growing up as an only child with 10 step/half siblings through six marriages and five divorces—and how working with closely held businesses taught him that money doesn’t solve family complexity. That realization led him into legacy frameworks (Hughes, Grubman, York) and eventually into building software that makes legacy practical and scalable.

Sten explores how legacy conversations can drive new business, retention, and multi-generational stickiness, and how Total Family’s “client-does-the-work, advisor-debriefs-the-output” approach reduces the time burden while deepening trust.

Takeaways

Legacy ≠ estate planning. Estate planning is the structure—legacy is the “why.”

Alex compares estate planning to building a house: documents are the blueprint + construction, but legacy is the earlier step—standing on the land asking, “What do we want this to become?”

“Wealth” is bigger than money: it’s the well-being of the family.

Total Family focuses on values, purpose, legacy letters, family histories, and identity—not asset allocation—because advisors already handle the financial mechanics.

Legacy is a differentiator because the bar is lower than advisors think.

Competing on market commentary is brutal (everyone plays there). But in legacy, clients have few outlets—so asking thoughtful questions alone can set you apart.

You don’t need all the answers—just ask better questions and follow up well.

A simple prompt like, “When I say legacy, what comes to mind?” can open a door clients often walk right through.

Clients aren’t uninformed about estate planning—they’re uninspired.

Alex cites David York (Entrusted): people know they need documents, but they don’t feel the meaning behind them. Facilitate the “why,” and the follow-through becomes natural.

Legacy work is retention—but the real retention problem is the spouse and kids.

Advisory retention might be ~97% while the original client is alive, but it can drop dramatically when assets transfer. Legacy work builds real relationships before that moment.

Advisors must decide what categories they won’t budge on—and legacy may belong on that list.

Sten notes some planning topics are non-negotiable. Alex agrees in principle, but emphasizes legacy can start with “small steps” rather than a heavy emotional leap.

Make legacy accessible: prompts matter.

Asking a stoic patriarch to “write a love letter” may shut things down—but asking for a paragraph on hard work, responsibility, friendships, or what shaped them can unlock the same depth through a different door.

Scale requires this rule: clients do the work; advisors integrate and debrief.

Total Family’s design helps clients define values/purpose in minutes, then the advisor has a simple high-impact role: review outputs, ask meaning questions, and connect it back to planning.

Lead by example or clients will feel the disconnect.

Alex strongly recommends advisors go through the tool themselves first. When you’ve wrestled with your own values/purpose, you show up with authenticity—not a scripted “legacy pitch.”

https://gobeelite.com/

Dave breaks down why traditional networking (showing up, exchanging cards, and asking for referrals) fails most advisors—and how to flip the script by becoming a relationship-first giver who makes meaningful introductions, follows up consistently, and shows up with authentic confidence.

They explore practical strategies like remembering names, tracking follow-ups, developing a compelling “what do you do” story of transformation, and learning to override introvert resistance through intentional reps.

Dave also introduces his mobile networking tool Icebreaker, designed to help professionals identify ideal connections in real-time at events using Bluetooth discovery and lightweight relationship tracking.

The core message is simple: givers get—and advisors who become known as valuable connectors will build trust faster, deepen influence, and win more business naturally.

Takeaways

Advisors should be elite networkers—but most aren’t.

Dave’s blunt observation: financial planners are relationship-based professionals, yet often fail to network effectively because they don’t build momentum or reciprocity.

Showing up isn’t enough—“checking the box” doesn’t build relationships.

Going to the event repeatedly can work over time, but it’s slow and weak if you’re not following up, remembering people, or creating meaningful connection.

The missing ingredient: learn to give referrals + make introductions.

Dave argues the biggest “level up” for advisors is becoming someone who talks about other people, connects them, and helps them win—before asking for anything.

Follow-up is where networking turns into outcomes.

If you’re not tracking relationships, noting details, and re-engaging intentionally, you’re losing the value of every coffee, lunch, and handshake.

Confidence comes faster when you stop bringing “nervous sales energy.”

Sten shares how early-career desperation made networking feel pressured. Calm confidence comes from shifting the goal from “get business” to “be helpful.”

The fastest baby-step to becoming a better networker: curiosity.

Curiosity removes self-consciousness, lowers anxiety, increases trust, and makes the other person feel valued instantly.

Be authentic—don’t try to become the “life of the party.”

Dave emphasizes you don’t have to be loud or extroverted. Advisors win by being a steady beacon: curious, comfortable, and genuinely service-minded.

Getting “judged” is actually medicine for growth.

Dave reframes rejection and awkward feedback as a necessary callus-building process that helps people stop fearing opinions and show up more grounded.

Your “what do you do?” answer should be a transformation story.

Instead of “I’m a financial advisor,” lead with a specific outcome:

who you help

how you help

proof/story that makes it real

“Pop the clutch”: serve first, then let them ask what you do.

One of Dave’s best practical frameworks: build momentum in the conversation by being curious and helpful first—then your work lands with more trust when they ask.

https://gobeelite.com/

Together, they unpack the “head trash” many advisors face about charging for advice, the real reason some advisors outperform (communication + EQ, not just IQ), and why the industry is rapidly shifting away from product-centered value toward holistic, planning-driven client relationships. Adam emphasizes that advisors must self-reflect on their book of business, focus on ideal clients, streamline their planning process, and embrace tools (including AI) to create capacity. Sten reinforces that offering planning as a standalone service creates optionality, improves client trust, increases AUM long-term, and transforms the advisor from a “salesperson” into a “problem solver.”

Key Takeaways

1. Financial planning isn’t “one-size-fits-all.”
2. Adam emphasizes planning varies by practice and client type—what matters is aligning it with your ideal client and service model.
3. The best advisors don’t win because they’re the smartest — they win because they communicate best.
4. Sten and Adam both agree that communication, storytelling, and client connection are the “10X skill.”
5. EQ builds buy-in faster than IQ.
6. Advisors can build amazing plans, but if the client doesn’t feel understood, they won’t act.
7. Most advisors are overloaded because they never “self-reflect” as business owners.
8. Advisors get stuck serving too many clients, which kills their capacity to deliver real planning.
9. You must identify your ideal client—and stop building a random book.
10. The old “anyone with a financial pulse” model creates burnout and limits growth.
11. Advisors need to stop leading with investment performance conversations.
12. Adam suggests “shock therapy”: push the statement aside and ask, “What’s important about money to you?”
13. AI won’t replace advisors—but it will replace advisors who don’t evolve.
14. Adam explains AI can become a paraplanner-like assistant, freeing time and increasing scale, but the human coaching role remains irreplaceable.
15. Fee-for-service planning removes conflict of interest and increases trust.
16. Adam highlights a key point: paying directly for advice can feel more objective than “free plans” attached to product incentives.
17. Charging planning fees doesn’t cannibalize AUM — it can jumpstart it.
18. Adam states LPL data shows active planners grow faster, and planning often leads to larger, stickier relationships.
19. Planning-first relationships create better clients and filter out bad ones.
20. If someone isn’t responsive during planning, you get paid and you avoid years of headaches.

https://gobeelite.com/

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

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

Takeaways

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

https://gobeelite.com/

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

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

Takeaways

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

https://gobeelite.com/

Takeaways

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

The ideation phase is akin to a science lab experiment.

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

Clarity in communication helps alleviate team anxiety.

Written communication fosters understanding and alignment.

Successful leadership requires balancing inspiration and example.

Overcoming mental resistance is key to entrepreneurial success.

Financial advisors must find their unique value propositions.

Savvy Wealth aims to empower advisors by reducing friction.

The purpose of work goes beyond daily activities. 

https://gobeelite.com/

Takeaways

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

Trust is essential in navigating team dynamics.

Open communication can prevent misunderstandings.

Leaders must create an environment where everyone feels connected.

Discomfort can lead to growth and innovation.

Setting clear expectations is crucial for accountability.

Collaboration fosters deeper connections among team members.

Learning from unhealthy work relationships is valuable.

Leaders should balance their styles with team needs.

Personal growth is intertwined with team success.

https://gobeelite.com/

Takeaways

There's no mission without margin.

A healthy business is essential for fulfilling a mission.

Purpose drives engagement and retention in organizations.

Margin is the fuel for mission-driven work.

Entrepreneurs often suppress their passion during the grind.

Finding a balance between profit and purpose is crucial.

Awakening to purpose can transform business practices.

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

Passion often stems from personal experiences and injustices.

Creating time for mission-driven work is essential.

https://gobeelite.com/

Takeaways

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

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

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

Building efficient practices requires delegation and effective team dynamics.

Technology can streamline financial planning processes and improve client deliverables.

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

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

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

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

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

https://gobeelite.com/

Takeaways

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

The financial planning industry needs more diversity and career changers.

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

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

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

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

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

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

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

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

https://gobeelite.com/

Takeaways

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

Learning to communicate your value is essential.

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

Financial planning should be valued in and of itself.

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

Efficient practices lead to better job satisfaction for advisors.

Advisors can be great entrepreneurs while providing valuable advice.

The future of advising includes valuing guidance over transactions.

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

Managing money and selling insurance can coexist with providing value. 

https://gobeelite.com/

Takeaways

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

Sellers often face an identity crisis after selling their business.

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

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

Sellers need to consider what they will do after selling.

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

Understanding seller hesitation can improve transaction success rates.

Deal teams should address sellers' concerns about their future.

Confidence in selling is essential for business owners.

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

https://gobeelite.com/

Takeaways

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

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

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

Emotional clarity is essential for effective leadership.

Financial success should align with purpose-driven impact.

Debriefing life experiences can lead to greater self-awareness.

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

Expressing emotions is crucial for personal accountability.

Clarity expands capacity for service and leadership.

Every individual has depth to explore in their personal journey.

https://gobeelite.com/

Takeaways

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

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

Communication skills are crucial for building client relationships.

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

Balancing insurance and investment is key to effective financial planning.

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

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

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

Lifelong learning is necessary to stay relevant in the industry.

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

https://gobeelite.com/

Takeaways

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

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

Ambition can be redeemed by focusing on purpose and impact.

It's important to differentiate between needs and wants.

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

Leadership requires personal health and the ability to empower others.

Self-reflection is key to understanding personal tendencies.

Developing others is a responsibility of leadership.

Tendencies can be managed rather than eliminated.

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

https://gobeelite.com/

Takeaways

Tax planning can be a superpower for advisors.

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

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

Timing is crucial for maximizing QSBS benefits.

Advisors should educate clients about QSBS opportunities.

Building a network of idea partners can enhance advisory services.

Understanding the nuances of tax strategies is essential for advisors.

Business owners often lack awareness of QSBS and its benefits.

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

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

https://gobeelite.com/

Takeaways

Storytelling is a timeless skill that resonates with clients.

Building trust and likability is essential for advisors.

Communication skills are often more important than product knowledge.

Charisma can be taught and is a transference of enthusiasm.

Emotional intelligence is key to understanding client needs.

Investing in personal development is crucial for success.

Advisors should focus on establishing rapport with clients.

Overcoming resistance is a common challenge for advisors.

Simplicity in communication enhances understanding.

Optimism is vital in the financial advising business.

https://gobeelite.com/

Takeaways

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

Lifelong learning is essential for personal and professional growth.

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

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

Inspiration is more effective than motivation in leadership.

Healthy leaders foster healthy teams and cultures.

Self-awareness is key to effective leadership.

Creativity and fear cannot coexist in a thriving environment.

Leaders must be courageous and adaptable to change.

Growth often requires stepping out of comfort zones. 

https://gobeelite.com/

Takeaways

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

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

Leaders often face the tension between people and process.

Community and accountability are crucial for business owners.

Self-awareness is key to personal and professional growth.

Purpose provides a resilient source of motivation.

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

Celebrating wins helps maintain focus on purpose.

Isolation can hinder growth; community can provide support.

The journey of finding purpose is worth the effort.

https://gobeelite.com/

Takeaways

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

https://gobeelite.com/

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

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

Takeaways

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

https://gobeelite.com/

Takeaways:

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

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

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

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

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

5 Questions for Meaningful Client Meetings

https://gobeelite.com/

https://howtospeaklive.com/

Takeaways

Systems are essential for scaling a business.

Frameworks act as mental scaffolding to simplify complexity.

Structure and flexibility are both important in systems.

Real-world applications of systems can enhance efficiency.

Clarity around problems is crucial for effective consulting.

Misconceptions can hinder progress; clarity is key.

Leaders must drive clarity to avoid confusion.

Identifying client needs is the first step in building systems.

AI can be a valuable tool for developing frameworks.

Continuous improvement of systems leads to business growth.

https://gobeelite.com/

Key Takeaways

The impact of mindset on financial advisors' career stages.

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

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

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

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

The concept of mastery and continuous improvement in professional development.

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

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

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

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

GoBeElite.com

https://gobeelite.com/

Takeaways

Execution and leadership are crucial for financial advisors.

Building a team is essential for reaching your potential.

Transitioning from advisor to business owner requires new skills.

Effective leaders create clarity and trust within their teams.

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

Accountability should be approached without blame.

Empathy and emotional intelligence are key traits of great leaders.

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

Self-assessment is important for personal and professional growth.

Courageous leadership involves making tough decisions and asking for feedback.

https://gobeelite.com/

Takeaways

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

https://gobeelite.com/

Duncan McPherson, Pareto Systems CEO

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

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

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

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

https://paretosystems.com/

Takeaways

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

https://gobeelite.com/

Key Takeaways

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

https://gobeelite.com/

Key Takeaways

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

https://gobeelite.com/

Takeaways:

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

https://gobeelite.com/

Key Takeaways

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

https://gobeelite.com/

Key Takeaways

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

https://gobeelite.com/

The framework consists of six key areas:

Revenue/Prospecting

Execution/Leadership

Systems/Operations

Ideas/Strategy

Speaking/Communication

Thinking/Mindset

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

Takeaways

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

https://gobeelite.com/

Key Takeaways:

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

https://gobeelite.com/

Takeaways

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

https://gobeelite.com/

Key Takeaways:

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

https://gobeelite.com/

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

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

We cover:

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

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

Links to resources:

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

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

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

Questions? Book a call here: 

https://tinyurl.com/4t3e924b

GoBeElite.com

https://gobeelite.com/

Takeaways:

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

https://gobeelite.com/

takeaways

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

https://gobeelite.com/

Top 10 Takeaways from Rick Hu’s Interview

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

GoBeElite.com

takeaways

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

GoBeElite.com

Key Points:

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

https://gobeelite.com/

GoBeElite.com



GoBeElite.com

They cover:

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

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

Listen now [insert link].

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

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

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

https://www.barnummarketingagency.com/

The Industry is Evolving

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

Why This Matters

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

Inside the Episode

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

Tune In

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

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

To Your Success,

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

__

https://eadvisornetwork.com/podcast/

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

Sten J. Morgan, CFP®, ChFC®

Here’s what we cover:

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

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

Steve Perry socials:

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

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

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

Join the Community: 

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

Access the downloadable free visual guide:

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

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

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

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

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

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

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

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

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

http://www.HowToChargeLive.com

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

To get your Surge Meeting Guide and Checklist:

1. Log into or open a free account at EANcommunity.com 
2. Go to the Community Forum space
3. Don’t see it at the top of the forum? Search “Surge Guide”

http://www.EANcommunity.com

Visit our interview with Matt Jarvis, who has taught thousands of advisors how to implement surge meetings. 

https://open.spotify.com/episode/2LYLsKGqAtiCjTozvMX7Yr?si=Br5QzaoTRQWV0e712NWMTQ

• Dedicating specific periods to focused tasks like client meetings, prospecting, and personal time off can revolutionize your practice.
• Client Segmentation: Tailor your interactions by categorizing clients based on their needs, ensuring each one gets the attention they deserve.
• Meeting Strategies: Find out how to structure your meetings for maximum impact, whether in-person or virtual.
• Practical Tools: Get tips on using Trello, Calendly, and Otter to streamline your workflow and keep track of tasks.

Multitasking Myth: Multitasking can reduce productivity by up to 40%? 

Client Reactions: Are you worried about how clients will react to structured meeting times? We share real-life experiences that show clients often appreciate the organization.

Proactive Planning: Discover the benefits of preparing for surge periods, from reviewing client files in advance to setting clear expectations with your team.

Download the Surge Guide at:

http://www.EANcommunity.com

Community Forum Space

Having a goal gives you just a 10% chance of achieving it. By setting a commitment and a deadline, your odds rise to 40%. But the real magic happens when you commit to the process through someone else that you admire; that can boost your chances to 95%.

Our coaching program will help you achieve those goals. Let’s talk. Click on “Set up a call” at https://eadvisornetwork.com/contact/

1. Don't have a predetermined outcome
2. Bring more than a yellow-pad
3. Look for opportunities to stand up
4. Quantify the value of your ideas
5. Avoid overwhelm
6. Set clear expectations
7. Avoid negative conversation

Get the free guide: 

http://eadvisornetwork.com/IterateToElite

“Iterate to Elite" Framework: Discover how to transform your initial ideas into exceptional ones through a structured process of iteration. Your first idea is just the starting point and that’s when you use the Iterate To Elite guide to improve your idea. 

Embrace the Rough Draft: Learn why your first idea is often a 3 out of 10 and how this perspective can alleviate the pressure of perfectionism.

Five Iterations Rule: Create at least four additional versions of your initial idea before considering it "good enough to move on" (aka "GETMO"). This approach helps you explore different angles and refine your concept.

Seek External Input: Involve others in your iteration process to gain fresh perspectives and insights. Share your ideas with colleagues, coaches, or peers for constructive feedback.

Overcoming Resistance: We discuss the emotional challenges of the creative process, referencing Steven Pressfield's "The War of Art." Acknowledge and navigate the resistance that comes with bringing ideas to life.

Quality Over Quantity: Reflect on your daily accomplishments and prioritize meaningful projects over busy work. Aim for impactful work rather than spreading yourself too thin.

Accountability and Support: Engage with our community and coaches to refine your ideas further. External feedback is invaluable in the iterative process.

Get the free guide: 

http://eadvisornetwork.com/IterateToElite

Our April How To Charge LIVE workshop tickets are now available. Get yours today at http://www.HowToChargeLive.com

In our latest episode, we dive deep into the concept of plateaus in personal and professional growth. Just like climbers must acclimate at base camps while ascending Mount Everest, these periods of stagnation are natural and necessary for acclimatizing before the next big leap. 

Understanding that growth isn’t always linear can help us embrace these moments for reflection and recalibration. 

Visit http://www.HowToChargeLive.com to come to the only in-person event you need to grow your planning business.

David Adam’s story is a testament to the power of perseverance and the entrepreneurial spirit. The drive for autonomy and financial freedom are what fueled his career. Learn from his path so you can make your own path better.

She’s a great resource for you as a parent and one you can share with your clients if you think they could benefit from her expertise. 

Alarming Statistics: Did you know 18% of youth have contemplated suicide in the past year? Andrea sheds light on these shocking numbers and what they mean for our society.

Parental Blind Spots: Discover the common blind spots parents have, especially in affluent communities, and how to recognize if your child is struggling.

Parenting Styles and Their Impact:

• Pendulum Swing: Understand how overcompensating for our own upbringing can lead to overly gentle parenting, and why a balanced approach is crucial.
• Fostering Independence: Andrea emphasizes the importance of allowing children to experience failure and learn from it.

The Role of Counseling:

• Temporary Solution: Therapy should empower children to navigate challenges independently, not create a lifelong dependency.
• Parental Involvement: Sometimes, it’s the parents who need to develop skills to improve the family dynamic.

Practical Parenting Tips:

• “Give Them Just Enough”: Learn how to provide the right amount of support for your child’s developmental stage.
• Balancing Act: Tips for parents who are also entrepreneurs on how to set achievable goals and avoid burnout.

Building Your “Fortress”:

• Three Sides: Individual coping skills, relationship skills, and parenting skills. Andrea’s approach to continuous improvement in these areas.

Making Parenting Enjoyable:

• Quality Time: The value of taking your children out on individual “dates” to foster genuine connection and insight into their thoughts and feelings.

📚 Resources and Further Support:

Andrea’s Book: "The Number Two Parenting Book: Practical Tips for the Pooped-Out Parent" – 29 practical tips to help you navigate the challenges of parenting.

Bright Spot Families: Check out Andrea’s website for additional resources and upcoming virtual workshops and group coaching programs.

Key points include consistently knowing your company's value, understanding the potential worth of a best-in-class business, focusing on increasing value rather than just profitability, and having a strategic plan with actionable items. His application of these principles led to seven- and even eight-figure exits for his businesses. 

Join us in Nashville for our next How To Charge LIVE workshop

http://www.HowToChargeLive.com

Thank you to our guest Brian Mawhinney, VP- Head of Financial Planning & Practice Management at MassMutual.

Here are the key takeaways:

1. Embracing Uncertainty: Navigating Without a Map

When was the last time you tried to find your way without a map? We discuss why the map maker has all the power. 

2. The Role of Financial Advisors as Mapmakers

Effective advisors are like historical explorers who document new paths. This willingness to embrace the unknown is crucial for guiding clients. 

3. Creating Clarity and Systems

Developing clear, understandable systems is essential. Advisors must ensure their processes are transparent and easy for clients to follow.

4. Building Relationships and Networks

Just as explorers relied on relationships, advisors need to build networks. These connections can provide vital resources and support for navigating complex financial landscapes.

5. Embracing Change and Innovation

Step outside your comfort zone, and innovate. Seeking mentorship, accountability, and collaboration will accelerate growth.

6. The Path Forward: Proactive Mapmaking

Proactive mapmaking involves creating clarity in processes, building relationships, and embracing uncertainty.

We had the pleasure of chatting with Joel Wymer, a seasoned financial advisor from Kent, Ohio, who brought a wealth of knowledge on the ever-important topic of college planning. Whether you're a seasoned advisor or just starting out, this episode is packed with insights that can help you connect with clients and grow your practice.

Here are the key takeaways you won't want to miss:

The True Value of College Planning:

• Joel explains how a fee can be justified by the immense value provided. This initial engagement can lead to long-term relationships.
• Effective Marketing Strategies: Practical tips for attracting clients, such as hosting informational sessions at local libraries or schools, leveraging social media, and engaging with parent-teacher associations (PTAs).
• Gaining Knowledge and Expertise: In just ten hours you could study the intricacies of college costs and financial aid. This focused study can significantly enhance your ability to assist families.
• Tricks of great planning: Understanding the FAFSA form. Joel shares a personal story about how a simple mistake in filling out the FAFSA cost him tens of thousands of dollars in potential aid.
• Who to target: Business owners represent a valuable niche for college planning services. Many are unaware of strategies that could help them save significantly on college expenses for their children.

Ready to dive in? Listen to the full episode now and start transforming your approach to college planning!

Wes Young, a long-time member of our Elite Advisor Network coaching community, shares his wisdom after 20+ years in the business on how to maximize those relationships to help the wholesaler and you. 

Learn more about Wes at WesYoungLive.com

Sign up for our next Whiteboard University training at WhiteboardU.com

Younger clients, especially those in their 30s, are at a pivotal point in their financial journeys. They’re experiencing life changes like starting families and increasing incomes, making financial guidance crucial.

Andy and Mark explore the challenges and opportunities of targeting this demographic, emphasizing the importance of patience and long-term planning.

Mark shares his strategies for connecting with younger clients, and the need for clear guidance and structured financial plans.

This episode highlights the urgency of proactive financial planning and the potential for referrals within this age group. Listen now.

There are limited seats left for our next How To Charge LIVE event on October 28th & 29th. Get your seat now using code PODCAST at checkout for $300 off your ticket.

Brittany’s Unconventional Journey:

From jewelry sales to finance, Brittany’s path is anything but typical.

Discover how an entrepreneurial culture helped her thrive and rise to the top.

Embracing the Entrepreneurial Spirit:

Learn why fostering creativity and innovation within your firm can drive success.

Brittany shares how advisors can add value without starting their own companies.

Team Dynamics & Technology:

Explore the evolution of team structures and the role of technology in boosting productivity. Brittany highlights how AI and tech advancements can streamline operations and enhance client relationships.

Accountability & Motivation:

Dive into the challenges of holding team members accountable and motivating them effectively. Brittany’s tips on understanding individual motivations and creating action plans are game-changers.

Practical Strategies for Advisors:

• Forget traditional reviews; informal check-ins foster open dialogue and growth.
• Ensure everyone knows their role and how they contribute to the firm’s vision.
• Create a culture where team members feel comfortable sharing ideas and feedback.
• Empower team members with leadership potential to take on more responsibilities.
• Stay ahead by adopting new technologies that streamline processes and free up time for client-facing activities.

This episode holds insights for anyone in the financial advisory industry. Whether you’re a seasoned professional or just starting out, Brittany’s journey and advice will inspire you to rethink your approach to team management and leadership. Plus, her practical tips are easy to implement and can make a significant impact on your business growth.

Connect with Brittany:

Brittany’s LinkedIn

brittany@brittanyanderson.com

—-

Ready to attend How To Charge LIVE? Click here to get your seat at our next event on October 28th & 29th. Use code PODCAST at checkout for $300 off your ticket.

The Magic of In-Person Training

Virtual training has its perks, but nothing beats the depth and focus of in-person events. Stepping away from daily distractions and spending dedicated time to focus can lead to profound growth and transformation.

Understanding Your Value

We’re sharing personal journeys on overcoming mental roadblocks about pricing and value. It’s all about seeing your expertise as valuable and moving away from just selling products. Learn how to build a sustainable business model that allows you to be compensated fairly for your expertise.

Building a Network of Idea Partners

You don’t need to be an expert in everything. Think of yourself as a project manager who curates the best ideas and resources from a network of specialists. This approach not only improves your service but also builds trust with clients, who appreciate comprehensive support.

Mastering Effective Communication

Elite Advisors are exceptional communicators. We discuss how to move away from static presentations to more interactive and inspiring discussions. Learn key phrases and communication techniques that can significantly improve client interactions, leading to quicker decision-making and stronger relationships.

Transformative Experiences

Hear anecdotes from past attendees who have experienced significant transformations. They leave our events feeling empowered and ready to implement new strategies.

Ready to attend How To Charge LIVE? Click here to get your seat at our next event on October 28th & 29th. Use code PODCAST at checkout for $300 off your ticket.

We’re diving into the importance of self-awareness, adaptability, and intentionality. We discuss common leadership mistakes, such as defaulting to personal preferences and failing to recognize diverse team motivations. 

We also highlight the need for mentorship and constructive conflict resolution, and we talk about the balance between caring for team members and maintaining high standards.

Through our own experiences, we see the need for leaders to foster a supportive and engaging work environment by understanding and adapting to the unique needs of each team member. Ultimately, this can increase employee retention and growth.

Want to attend our next How To Charge LIVE event in October? Click here to purchase your ticket. 

Key Takeaways:

Leadership Effectiveness:

Results Matter: Good leadership is about achieving results while ensuring team members find fulfillment in their roles.

Measuring Leadership:

Beyond Profitability: Great leaders maximize their team's potential, not just the bottom line.

Feedback Mechanisms: Input from team members is invaluable but should be balanced with actual results.

Team Dynamics:

Right People, Right Fit: Selecting the right team members and making tough decisions about personnel is key.

Self-Reporting Culture: Encourage openness about successes and failures to foster growth.

Setting Clear Expectations:

Clarity is King: Clear goals and expectations prevent confusion and misalignment.

Accuracy Over Speed: Prioritize doing tasks correctly, even if it takes longer initially.

Creating a Safe Environment:

Open Communication: Cultivate a culture where team members can express themselves without fear.

Celebrate Wins: Small gestures of appreciation can significantly boost team morale.

Self-Leadership:

Self-Care: Personal well-being is foundational to effective leadership.

Reflection and Accountability: Regular self-reflection and seeking feedback help avoid negative patterns.

Practical Tips:

Set Clear Benchmarks: Regularly ask your team about their understanding of success and how they measure it.

External Feedback: Consider third-party assessments for honest feedback on your leadership.

Personal Insights:

Self-Care Practices: Maintaining a healthy diet, regular exercise, and mental clarity are crucial.

Positive Mindset: View self-care and personal development as privileges that enhance your leadership.

Get your seat to Whiteboard University, go to www.WhiteboardU.com.

Veronica talks about the complexity of federal benefits and the importance of educating employees about their financial options. She emphasizes the value of building trust and relationships within this community, noting that referrals play a significant role in her practice's growth. 

This episode provides insights into effective strategies for advisors targeting federal employees and the benefits of specializing in a niche market. Whether you're a seasoned advisor or just starting out, there's something here for everyone.

Get your seat to Whiteboard University, go to www.WhiteboardU.com.

In this episode, Sten talks with entrepreneur, author, and speaker, Rob Dube. Through his work, Rob challenges business leaders and entrepreneurs to look inward with mindfulness and meditation by sharing his own mindful leadership journey.

This one is packed with insights, stories, and practical advice that you won't want to miss

They discuss the intricacies of entrepreneurship, leadership, and personal development. 

Rob shares his journey of starting, selling, and buying back a business, and the significance of corporate culture and personal growth. 

He talks through the “Ten Disciplines for Managing and Maximizing Your Energy”, a concept he learned from Gino Wickman, creator of the Entrepreneurial Operating System (EOS). 

Their conversation highlights the importance of long-term thinking, self-awareness, and making decisions from a place of love rather than fear, ultimately encouraging everyone to embrace their true selves for greater success and fulfillment.

Resources:

Rob’s Website: https://robdube.com/ 

Rob Dube LinkedIn

Rob Dube Facebook

Rob Dube Twitter 

Leading with Genuine Care YouTube

Click here to purchase tickets to our upcoming Whiteboard University training.

In this episode, Sten and Andy explore the concept of "necessary endings" based on the book by Henry Cloud, and discuss the challenges of ending relationships that are no longer beneficial. 

There are three types of necessary endings:

• good but not best relationships
• changed circumstances
• dead relationships

They share personal experiences, and talk about the importance of recognizing when to let go for growth and success. 

Though difficult, embracing necessary endings can be a powerful step towards personal and professional growth.

Click here to purchase tickets to our next Whiteboard University training.

She has over 25 years of experience in both investment management and financial planning and has specialized in divorce since 2011.

As a Certified Divorce Financial Analyst and forensic specialist, she assists divorcing clients by providing the financial expertise necessary to ensure the best possible outcomes.  For financially complex cases, her team ensures all of the puzzle pieces are clearly identified, and all strategies for division are explored.

Nancy and I discussed the challenges of managing a growing business and the importance of specialization in the field, particularly in the context of divorce. 

She shared her expertise on the complexities of divorce financial planning and the necessity of understanding tax implications and asset division.

I'm thrilled to share some incredible insights from the episode and I trust you’ll find it valuable as well.

Resources:

Nancy has become a nationally known trainer for Divorce Financial Planners and offers continuing education and intensive advanced training for CDFA® holders through www.DivorceFinancialTraining.com.

She is the author of “Divorce Financial Planning; Building a Successful Niche Business”, Divorce Is Not For Dummies; How To Cover Your Assets and the co-author of The Stress-Free Divorce, Volume 2.

Recognizing the Bottleneck Phenomenon

Are you the bottleneck? If you can’t spot the bottleneck in your business, it might be you. Andy and Sten use a clever card game metaphor to explain this common issue.

Overwhelmed by Roles

Financial advisors are unique as they are both business owners and primary service providers. Many advisors juggle multiple roles—marketer, operations manager, and primary service provider. This multi-tasking can lead to stagnation and a structural challenge that can lead to inefficiencies. 

Delegation is Key

Realizing that operational tasks detract from client service is the first step towards effective delegation. It’s also important to recognize when to delegate tasks like paperwork or meeting preparation to junior advisors or support staff.

Scaling with a Small Team

Sten emphasizes that significant revenue growth can be achieved with a small, effective team—typically four to six people.

Identifying Your Superpowers

Assess what you excel at and enjoy doing, then hire around those strengths. This allows you to focus on high-value activities that drive business growth.

The 10-80-10 Principle

Be involved in the initial 10% of a project, delegate the next 80% to your team, and review the final 10% for quality control. Start with less critical tasks to build trust and confidence in your team.

Fostering a Culture of Ownership

Encourage open communication and constructive debate. Allow team members to challenge ideas and contribute their perspectives. Create an environment where team members feel empowered to make decisions and take risks. Communicate that not every idea is fully formed and encourage feedback and alternative solutions.

Moving Beyond Bottlenecks

It can be challenging to identify issues when you’re deeply entrenched in day-to-day activities. External perspectives can provide valuable insights. 

This one’s a must-listen, especially if you’re a financial advisor feeling the weight of your dual roles. By embracing delegation, understanding personal strengths, and fostering a culture of ownership and open communication, you can break free from bottlenecks and create a thriving business.

Click here to join our online EAN community for free access to our resources, interaction with hundreds of Elite Advisors, and weekly insights from Sten. 

Tim shares his journey from his upbringing in New Hampshire to his education at Babson College, and his early career during the dot-com boom and the 2008 financial crisis.

They discuss the importance of proactive business development, the challenges within corporate structures, and the critical role of client trust. 

Tim emphasizes creating personalized paths in financial advising, leading to the establishment of his own firm, Dyer Wealth Management.

Click here to join our online EAN community for free access to our resources, interaction with hundreds of Elite Advisors, and weekly insights from Sten. 

Hurley shares his journey from construction management to identifying a gap in financial services for business owners. 

The discussion emphasizes the importance of financial literacy, understanding the connection between personal and business finances, and the need for collaboration among financial professionals. 

This episode is packed with actionable insights and practical advice for financial advisors looking to better serve their business owner clients. Whether you're a seasoned advisor or just starting, Hurley's expertise will provide you with valuable tools to enhance your practice.

Tune in to the full episode to dive deeper into these topics and discover how you can make a significant impact on your clients' financial health.

Resources:

Hurley's website

Click here to read some of Fox & Partner’s case studies and other writings.

Click here to join our online EAN community for access to our resources, interaction with hundreds of Elite Advisors, and free weekly insights from Sten.

Eva shares her journey from radio to becoming a speaking coach and offers practical tips for improving communication. Key strategies include simplifying messages, making strong first impressions, practicing active listening, and being mindful of body language. 

This episode emphasizes that effective communication can significantly enhance client relationships and career success. 

Eva also highlights the importance of thought leadership and self-assessment, encouraging listeners to seek feedback and continuously improve their speaking abilities.

Download Eva’s free resource: "12 Questions You Must Ask for a Killer Speech" at www.thespeakshop.com

Follow Eva on LinkedIn

Want to attend our How To Charge LIVE event next month? We want to pay for the cost of your flight or hotel. Click here to schedule a call with Andy, or email him at andy@eadvisornetwork.com with the subject line “The Big Deal” to discuss your discount.

Here are some key takeaways:

Curiosity Over Judgment: We emphasize the power of curiosity. Asking open-ended questions can transform a tough conversation into a productive dialogue. It’s all about understanding the other person’s perspective.

Data-Driven Discussions: In business-related talks, grounding your conversation in data can help keep things objective and focused on the company’s needs rather than personal feelings.

Vulnerability in Leadership: Leading with vulnerability by sharing your own feelings and concerns can create a safe space for open dialogue. It’s about being accessible and human.

Real-Life Example: We share a story about a marketing event that didn’t go as planned. By asking the right questions, we uncovered different perspectives and learned valuable lessons.

Frequency of Tough Talks: Some conversations need to be ongoing, while others should be clear and concise, allowing them to run their course. Knowing the difference is key.

Empathy and Honesty: Addressing uncomfortable conversations head-on with empathy and honesty is crucial for the growth and success of your team and organization.

Self-Awareness and Emotional Intelligence: Recognizing when a difficult conversation is necessary and approaching it with emotional intelligence can make all the difference.

Want to attend our How To Charge LIVE event next month? We want to pay for the cost of your flight or hotel. Click here to schedule a call with Andy, or email him at andy@eadvisornetwork.com with the subject line “The Big Deal” to discuss your discount.

They discuss personal experiences, highlighting their growth in handling feedback and the importance of constant feedback for personal and professional development, citing examples of successful individuals who actively seek feedback. 

They explore different types of feedback and the emotional triggers that can block it. 

The episode concludes with practical advice on seeking feedback from trusted sources and the necessity of embracing feedback to achieve continuous growth and self-improvement.

Click here to purchase your seat at our next How To Charge LIVE event, and get $300 off your ticket using the code “300OFF” at checkout.

Ben, who has 20 years of experience in educating entrepreneurs, highlights the potential benefits and risks of AI, emphasizing transparency, critical thinking, and the need for financial advisors to upskill. 

He also addresses regulatory concerns and the emotional implications of AI advancements.

Ben’s latest book, "The Wolf is at The Door - How to Survive and Thrive in an AI-Driven World" explores societal, economic, and psychological impacts of artificial intelligence on the future of our existence.

This episode is a must-listen for anyone interested in the future of finance and technology.

Ben’s Website: 

https://www.thewolfofai.co/

Ben’s Social Media

Facebook | Instagram | YouTube 

Click here to purchase your seat at our next How To Charge LIVE event, and get $300 off your ticket using the code “300OFF” at checkout.

If you attended Whiteboard University, reach out to support@eadvisornetwork.com to get your discount code for How To Charge LIVE. 

Early Money Lessons:

Mihei’s first job assembling vacuum cleaners taught him the value of efficiency and time management, a lesson that has profoundly influenced his career.

Career Shift:

Discover how Mihei transitioned from a traditional AUM model to a more holistic financial planning approach, emphasizing the value of charging for time and ideas.

Client Interactions:

Learn about Mihei’s strategies for engaging clients who are eager to maximize their financial lives, from simple HSA strategies to complex retirement planning.

Practical Implementation:

Mihei shares real-life examples of how his planning services have saved clients significant amounts in taxes and optimized their financial strategies.

Fee Structure:

Get insights into Mihei’s fee structure, including his minimum fees and payment methods, which ensure clients are committed and follow through with their plans.

Mentorship and Learning:

Mihei credits his shift in focus to influential mentors and podcasts, including Sten Morgan’s interview on the Financial Advisor Success podcast.

Client Success Stories: 

Hear about a high-earning couple who, with Mihei’s guidance, are set to save seven figures over their lifetime through strategic planning.

Efficiency in Planning:

Understand how Mihei balances the complexity of financial planning with efficient client management, ensuring each plan is tailored and actionable.

Community and Growth: Mihei’s involvement in our community has not only enhanced his skills but also provided him with the tools to elevate his business and client service.

Click here to purchase your seat at our next How To Charge LIVE event, and get $300 off your ticket using the code “300OFF” at checkout.

If you attended Whiteboard University, reach out to support@eadvisornetwork.com to get your discount code for How To Charge LIVE. 

The Struggle with Creativity:

They explored how resistance can be a formidable opponent in creative and entrepreneurial journeys.

The Power of Non-Finance Books:

Discover why stepping outside your usual reading genres can profoundly impact your thinking.

Insights from "The War of Art":

This book sheds light on the internal battles creatives face and the concept of resistance as a universal force that opposes our best efforts.

Turning Pro:

They discuss the journey from average to elite performance, and recognizing and overcoming resistance to achieve professional excellence.

Daily Strategies to Combat Resistance:

They share practical tips for addressing resistance every day, and the importance of accountability and surrounding yourself with supportive peers.

Click here to purchase your seat at our next How To Charge LIVE event.

In this episode, Sten and financial advisor Ben Hockema discuss their career journeys, challenges, and strategies for success. 

Ben shares his path from an unplanned entry into the industry through an internship to launching his own wealth management firm. He highlights the importance of equity partners, team building, and peer groups in his growth. 

He also emphasizes the value of networking, vulnerability, and continuous learning. He recounts forming a peer group of junior planners, which evolved into a supportive network of business owners. 

This episode underscores the significance of seeking diverse perspectives and maintaining curiosity for professional development.

Want to attend Whiteboard University? Click here to learn more. 

Click here to purchase your seat at our next How To Charge LIVE event in August.

Whiteboarding isn't just about drawing on a board; it's a game-changer for client engagement and communication in business. 

By effectively using whiteboarding, you can transition from a transactional approach to a coaching mindset, helping clients understand the significance of their strategies. 

They talk about Whiteboard University, a new training program designed to master this skill. 

This episode covers the importance of visual aids, communication skills, and rapport with clients, leading to faster and more successful business outcomes.

Want to attend Whiteboard University? Click here to learn more.

Click here to purchase your seat at our next How To Charge LIVE event in August.

Together, they dove into the striking parallels between managing wealth and health.

Stevyn draws from personal experience and shares the importance of a holistic approach to health. She identified common challenges advisors face, such as time constraints and confusion about health strategies. 

They end their discussion emphasizing consistency and accountability, and the urgency of health prioritization.

Resources from this episode:

Health Quiz = https://www.growwellthy.com/quiz

Website = https://www.growwellthy.com

Linkedin = https://www.linkedin.com/in/stevyn-guinnip/

Want to attend Whiteboard University? Click here to learn more. 

Click here to purchase your seat at our next How To Charge LIVE event in August.

They dive into the significance of joint work in the financial industry, with Jon attributing much of his success to collaborative efforts, especially when overcoming the credibility gap due to his youth early in his career.

Jon emphasizes the evolution of his business towards fee-based planning and offers practical advice for selling planning services. He also shares his passion for risk and tax management, drawing from lessons learned during the 2008 financial crisis. 

Additionally, Jon highlights the importance of understanding clients' learning styles to improve engagement and the selection of compatible joint work partners. 

The episode concludes with Jon discussing his favorite tax strategies, the expansion of his team, and the potential implications of estate tax changes and inflation. 

Want to attend Whiteboard University? Click here to learn more. 

Click here to purchase your seat at our next How To Charge LIVE event in August.

They explore how being genuine with clients creates a foundation of trust and sets the stage for more meaningful financial planning.

They also share insights on how to maintain a professional yet caring relationship with clients, ensuring we don't overstep or over-serve.

Sten & Andy emphasize the importance of a humble attitude when managing projects for clients, steering clear of any pompous or self-centered approaches.

"Getting Naked" isn't your typical business book. It's a story that resonates with real-world challenges and teaches us to be agile and comprehensive in our planning.

This episode is all about how embracing vulnerability and focusing on client-centric service can lead to a more successful and satisfying practice. They both agree that this book is worth revisiting every few years.

You can order a copy of Patrick Lencioni’s book here.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Embrace the Elite Assumption

We dove deep into the power of the 'Elite Assumption.' It's a game-changer. We're talking about shifting gears from the passive "someone might need us" to the proactive "everyone needs something from us." This mindset is the cornerstone of not just meeting, but exceeding client expectations.

Confidence is Key

We also unpacked the essence of confidence in our line of work. It's not just about feeling good; it's about being a beacon of solutions for our clients. When you pick up the phone or meet a prospective client, remember: you're not just a financial advisor; you're a problem-solver, a value provider, and a financial superhero.

Continuous Improvement is Non-negotiable

Lastly, we touched on the importance of never resting on our laurels. The financial world is ever-evolving, and so should our expertise. It's about staying hungry for knowledge and being the advisor who clients can rely on, no matter the challenge.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Nelson shares his journey from working in sales at Dewalt Industrial Power Tools to joining his family's business in insurance and financial planning. 

They discuss the importance of not giving away planning services for free and how insurance can lead to more comprehensive planning conversations. 

Nelson, based in Dallas, Texas, has expanded his practice to include a team that complements each other's strengths in insurance and AUM. His partnership Matt, who focuses on AUM, has reinvigorated his excitement for the future of their firm. 

This episode emphasizes the value of asking the right questions to uncover client needs and the urgency of insurance in financial planning. 

Get six free training videos and a dozen free planning resources at GoBeElite.com.

They examine the typical experience advisors face when seeking new clients and the common pitfalls of the "activity at all costs" mindset. If you've ever felt like you're spinning your wheels without attracting those dream clients, this episode is for you.

From Brute Force to Targeted Strategy:

They explore the full range of prospecting methods, from the brute force approach (think cold calling en masse) to the more refined targeting strategy. Sten shared why brute force should be a stepping stone, not a destination, and how to evolve your methods to work smarter, not harder.

Elite Networking Insights:

Ever wondered how to leverage your existing network without feeling like you're using your friends? They talked about that too. Here’s a hint: it's all about adding value and being seen as a professional resource.

Targeting the 10%:

They also touched on the concept of the 10% group from the "Blue Ocean Strategy." It's about finding those untapped markets where competition is less fierce, and opportunities are ripe for the taking. Think business owners and real estate professionals who might not even know they need your services yet.

Content is King:

Lastly, they discussed the transition to becoming a content machine. Imagine creating a platform that draws in leads while you sleep – that's the dream, right? They share how to make that a reality.

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

Embracing Challenges: Eric's journey from the military to the consulting world is a testament to the power of resilience. He reminds us that no matter the size of your team or the scope of your challenges, the principles of leadership and discipline are universal.

A Must-Read: Eric's book is packed with intensity and invaluable lessons that will leave you inspired.

Long-Term Greed vs. Short-Term Gain: One of Eric's golden nuggets of wisdom is to focus on long-term wealth creation, not just for your clients but for yourself—in all aspects of life. This principle has stuck with him since his days in financial services and continues to guide his decisions.

The Power of Persistence: Did you know the average prospect engages after eight points of contact, yet most salespeople give up after three? Eric's experience highlights the importance of discipline and the game-changing impact of staying the course.

Leadership and Teamwork: Whether you're flying solo or part of a larger organization, the essence of success lies in efficient teamwork and the pursuit of excellence through clear goals and standards.

Mindset Matters: They discuss the crucial distinction between 'hard' and 'challenging' and how reframing our mindset towards gratitude can profoundly influence our daily motivation and actions.

Launch Your Day with Purpose: Starting your morning with intention can set a positive tone for the entire day. Whether it's exercise, journaling, or another focused activity, make it count.

Kindness vs. Niceness in Leadership: Eric and Sten explored the deeper meaning of kindness in leadership—it's not just about being nice, but about pushing each other towards growth and improvement.

Eric's website: https://theprogram.org/

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

James shares his journey of nearly a decade in the industry, focusing on the significance of team structure and specialization in financial planning. 

He discusses his approach to delegating tasks, allowing him to concentrate on client interactions and strategic business planning. 

James highlights the challenges of balancing personal involvement with the necessity of trusting his team to handle responsibilities. 

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

He outlines the growth stages of an advisory practice, detailing his own experience from solo advisor to a larger team, emphasizing delegation and hiring strategies. 

Sten discusses prospecting techniques, the value of solving client problems, and recommends books that shaped his business approach. 

He also shares insights on managing people, the importance of structured onboarding, and the distinction between abdication and delegation. 

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Fill out the Advisor application form here.

Mike's journey is nothing short of inspiring. From starting his first business at 14 to pioneering a digital accounting firm, he's a testament to where passion and expertise can take you. In their chat, he peeled back the curtain on his transition from online marketing to becoming a tax strategy virtuoso.

Mike stressed the importance of the power of simplicity by breaking down complex tax concepts into bite-sized, understandable pieces. Imagine using a Health Savings Account as a retirement tool or the benefits of hiring your children and funding Roth IRAs – these are just a couple of the strategies they dove into.

They also tackled the art of communication in the financial advisory world. It's not just about what you say, but how you say it. Advisors need to challenge the status quo, ditch the generic newsletters, and really engage clients with compelling, clear information.

Ever heard of hiring your kids but felt too overwhelmed to implement it? You're not alone. We discussed why many business owners know the strategies but don't act on them. It's about giving you the confidence and the nudge to take that next step – and that's where advisors shine.

They also discussed the importance of sharing knowledge openly with clients. By not shying away from sharing information, advisors can build trust and provide immense value, showcasing how tailored tax strategies can significantly impact a client's financial health.

You can hear more from Mike here:

Small Business Tax Savings Podcast: https://www.taxsavingspodcast.com/

TaxElm: https://taxelm.com/

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Fill out the Advisor application form here.

Tyler peels back the curtain on his professional journey, revealing the pivotal moments and the lessons learned along the way.

Here's a sneak peek of what they dove into:

Transition Tales: Tyler opens up about his recent shift into the financial advisor role.

The Nashville Effect: Discover how a training event in Nashville tuned Tyler's approach to his career and client relationships.

Value Beyond Dollars: They tackled the tricky topic of charging for financial advice. Tyler shared his evolved mindset on recognizing the worth of his services and how he communicates this to clients.

Advice for Advisors: Are you pondering whether to start charging for your time and ideas? Tyler's reflections and advice could be the nudge you need to make that decision.

We’re confident that Tyler's experiences and insights will resonate with you, whether you're in the financial industry or simply interested in the art of value exchange. 

Interested in working at Legacy Investment Planning? Fill out the Advisor application form here.

They discuss:

Setting Expectations: The Heart of Client Satisfaction

Clear expectations are the cornerstone of a happy client relationship. Ever had a misunderstanding with a client? We've all been there, and it's usually down to unclear expectations. They’re talking about avoiding that pitfall and ensuring your clients are on the same page from day one.

Crafting the Perfect Proposal

What goes into a proposal that not only informs but also impresses? It's not about bombarding clients with data but about crafting a document that's as clear as it is compelling. Sten has some practical tips straight from the conversation that will help you revamp your proposals to make every page count.

Look and Feel Matter

Never underestimate the power of a well-designed proposal. Sten shares his insights on creating a visually appealing document that aligns with your brand and sets the stage for a great client experience.

Focus Without the Fluff

They also touch on the art of being thorough without overwhelming your clients. Sten's approach? A robust deep dive into each category without letting clients get bogged down in the minutiae. It's about guiding them, not giving them a menu to order from.

Realistic Timelines

Setting realistic timelines is crucial, and they discuss how to communicate the intensity and duration of the engagement right off the bat. It's about managing expectations and creating a process-driven experience that clients can trust.

Balancing Compliance and Communication

Lastly, they tackle the tricky balance between meeting compliance requirements and maintaining clear communication. The goal? To separate the onboarding paperwork from the expectation-setting process to ensure clients know exactly what they're signing up for.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

They discuss the consequences of unmet expectations, such as negative client feedback and job dissatisfaction, and the common issue of failing to verbalize expectations, which can lead to misunderstandings. 

Through practical examples, they advise on asking open-ended questions to uncover unspoken expectations and stress the importance of clear communication to align with clients.

They also touch on the financial advisory industry, suggesting visual tools to clarify service models and the necessity for advisors to proactively manage expectations to avoid resentment and ensure business success.

They wrap up with a call for an "expectation audit" within businesses and teams to enhance client satisfaction and relationship outcomes.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

She discusses her approach to asking reflective questions to guide clients towards better financial decisions and the importance of building a network of professionals, including CPAs and estate planning attorneys, to support clients' diverse needs. 

The conversation explores the concept of a lifestyle practice, where Chloe aims to balance her business with her ideal life, emphasizing work satisfaction over maximizing income. She advocates for aligning one's core values with career decisions and the possibility of making changes for personal happiness and fulfillment.

Connect with Chloe:

Website: financialstaples.com

Linkedin: linkedin.com/in/chloemoore/

Twitter: twitter.com/finstaples  

Instagram: instagram.com/financialstaples/

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Journey into Healing: Josh opens up about his personal voyage into the world of functional medicine. It's a tale of transformation sparked by a family health crisis that reshaped his career and life's mission. 

Business Growth Unpacked: Ever wonder what it takes to scale a health clinic and launch an online health platform successfully? Josh spills on the strategies that propelled his business forward. 

Mastering Communication: Whether you're leading a team or just starting out, Josh's experiences in the health and wellness industry reveal the undeniable power of effective communication. 

Mindset Makeover: Josh shares his wisdom on how to identify and overcome the mental blocks that hold us back. 

The Why, Who, What, and How: Understanding these four pillars is crucial in any business. Josh emphasizes their significance and how they've shaped his approach to success.

Order a copy of his new book, Think This Not That. 

Follow Dr. Josh Axe:

YouTube

Instagram

Twitter

Facebook

TikTok

Get six free training videos and a dozen free planning resources at GoBeElite.com.

They emphasize the importance of:

1. Setting clear expectations
2. Being responsive to client communications
3. Understanding the lifetime value of a client

Bill introduces the concept of "referability" and shares insights from his latest book, "The Language of Referrals," covering topics such as promoting introductions, asking for referrals, and addressing concerns.

They highlight the need for authentic, direct communication and the pitfalls of formulaic referral methods. Bill also shares practical advice for advisors to enhance their referral processes and client interactions.

Bill Cates is widely recognized as one of the foremost experts in the art and science of acquiring new clients through referrals and personal introductions. He is president of Referral Coach International, founder of The Cates Academy for Relationship Marketing™, and the host of the podcast TopAdvisorPodcast.com. Bill was recently rated as the #1 Financial Advisor Influencer by Indigo Marketing.

Bill is also a bestselling author. His books are, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, Radical Relevance, and his latest book is The Language of Referrals.

Free resources for listeners:

1. Guides, Checklists, Videos: www.ReferralCoach.com/resources

2. New Advisor Relationship Marketing & Prospecting: www.KickStartProspecting.com

3. 4 Infographic Guides: www.FearlessReferrals.com

4. How I Handle Referrals: www.HowIHandleReferrals.com

5. Link to the Book: www.LanguageofReferrals.com

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Nate recounts the college elective that piqued his interest in the field and his initial aspiration to be an investment banker. He shares the early challenges of building a client base and credits his mentor and firm's team culture for his success. 

He credits his "superpower" as his ability to connect with clients and explain financial planning's value, which can turn a casual chat into a client relationship. 

They also discuss the importance of serving a diverse client demographic and the benefits of strategic partnerships with other financial professionals to meet complex client needs.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

They discuss the importance of understanding your audience and avoiding generic marketing tactics. They discuss the value of building local trust by engaging with influential community members and providing free advice. 

Dave criticizes the reliance on outsourcing marketing without a clear strategy and advises focusing on proven methods and seeking guidance from other successful advisors. 

They also share the "marketing flywheel" concept and urge advisors to master one strategy at a time, build relationships, and continuously refine their marketing efforts to establish credibility within their community.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

In this episode, Sten tackles questions from listeners, offering advice on various aspects of financial advising. 

• He discusses the importance of clear communication, especially when explaining one's role as an advisor. 
• He emphasizes the shift from selling products to providing true advisory services and the value of collaborating with professionals like CPAs and tax attorneys for tax strategies. 
• He also talks about revenue tracking and suggests a performance-based compensation model for W-2 advisors. 

Additionally, Sten touches on the personal side of business, talking about managing relationships and the benefits of networking with like-minded individuals for professional growth.

This episode is a blend of practical tips and Sten's personal experiences, aimed at helping financial advisors navigate their careers.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Gavin Filasek has become a better leader and it has paid off BIG TIME for his team. They grew their planning revenue over 400% in one year. In this episode, he and Sten discuss his journey from traditional advising to fee-based planning.

Transitioning to Transparency: Gavin’s move to fee-based planning has brought clarity to their services and the clients they serve.

Leadership Evolution: They discuss Gavin's leadership growth and how it's shaped the firm's success. His dedication to communication and team development has paid off in multiple ways.

Continuous Learning: Gavin and Sten outline specific ways to improve their communication and leadership skills.

Think Like an Owner: Gavin emphasizes the shift in mindset from salesperson to business owner. It's a crucial step for advisors ready to redefine their role in the industry.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

In this episode, Sten talks with financial advisor and entrepreneur Derrick Kinney about the importance of self-reflection and strategic thinking in personal and professional growth. Derrick shares his experience of leaving a successful financial advisory practice after a sabbatical made him realize his lack of enjoyment in the role. He discusses the significance of addressing clients' problems through marketing and the power of storytelling to connect with prospects. 

Derrick explores the detrimental effects of limiting beliefs on success and the necessity of authenticity in business. This episode includes personal stories from both Sten and Derrick, offering insights into overcoming challenges and achieving success as financial advisors and entrepreneurs.

Want to learn about the 10 Fatal Mistakes Financial Advisors Make and How to Avoid Them? Download your FREE PDF HERE.

Order your copy of the USA Today and Wall Street Journal bestselling book Good Money Revolution HERE.

Connect with Derrick HERE.

For daily tips to help you make and save money, follow him on Instagram @DerrickTKinney

Learn to be an Elite Advisor with our free training at GoBeElite.com.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this episode, Sten and Andy help you find out how to overcome the barriers that prevent you from investing in personal development.

What are the roadblocks to self-investment?

Awareness Gap: It's startling how many of us aren't even aware that we're not growing. We're stuck in our ways, and it's holding us back.

Fear of Change: Change is scary. Breaking through that fear is liberating.

Time Crunch: "I'm too busy" is a mantra we've all used. But if we don't make time for growth, we'll always be running to catch up.

How do we consistently grow?

Intentional Growth: Being intentional in the wrong direction gets you nowhere. It's about aligning your actions with your goals.

Curiosity Unleashed: There's a world of knowledge out there waiting to be discovered. Unlocking different layers of curiosity can be the key to your next breakthrough.

Investing Wisely: Think of investing in your development like a farmer investing in better irrigation – the returns can be game-changing.

Where do we find the path to our best selves?

Self-Awareness: Are you one of those advisors living in an "average world"? It's time for a reality check. You might be trying hard, but are you really reaching your full potential?

The Big Leap: Hiring a staff member can be a leap of faith, but it can propel growth. Sometimes, you have to invest before you feel 'ready.'

The Takeaway

Investing in yourself isn't just about spending money; it's about recognizing your worth and potential. The coaching and training we offer will help you become your best self, not just incrementally improved.

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

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Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

To Your Success, 

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this episode, Sten catches up with Wes Young, business owner, advisor, and part-time pastor, about the intricacies of managing a successful remote team in the financial planning industry.

Evolving Business Models: Wes’s journey from a young entrepreneur to a seasoned professional is nothing short of inspiring. He shares the pivotal moments of transitioning his business from commission-based to fee-based financial planning.

The Art of Prioritization: Wes introduced a game-changing ranking system that helps prioritize tasks based on impact and enjoyment. Imagine focusing on what you do best and love most – we discuss how this approach can revolutionize your workweek.

Hiring with Vision: Building a team is no small feat. Wes shares the importance of aligning new hires with your organization's vision and values and how to ensure everyone is working towards the same ideal workweek. 

The Simplicity of Success: Rejecting the average industry path, Wes chose a life of 'mature simplicity' over 'sophisticated confusion.' It's a powerful reminder that sometimes, less is more, and simplicity can lead to greater success and fulfillment.

Your Call to Action: Assess your own activity matrix. If you're ready to gain a fresh perspective and accelerate your progress, this episode will be the catalyst you need.

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

To Your Success, 

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this podcast episode, Sten and Rich Kurkowski, EOS expert, discuss the practical application of EOS (entrepreneurial operating system) tools in businesses. They emphasize the importance of the Vision Traction Organizer (VTO) for setting a clear vision and actionable plan, the accountability chart for defining roles, and the scorecard for tracking key performance indicators (KPIs). They advocate for weekly goal setting and reviews to quickly adjust strategies based on data, rather than relying on chance with infrequent assessments. The conversation also covers how to manage team expectations and the benefits of focusing on activities that directly contribute to goals, using the concept of "rocks" for setting 90-day priorities. They also discuss the effectiveness of weekly meetings and the structure provided by EOS to ensure they are productive and focused.

Free EOS business management tools

EOS Organizational Checkup

Get in touch with Rich

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

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Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this episode, Sten talks about the delicate act of balancing business expansion with top-notch client advice.

Discover why Sten stopped chasing the elusive goal of becoming a full-time portfolio manager and how he found a sweet spot partnering with institutional money managers. 

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

Questions? Meet with Andy to get your questions answered about the upcoming workshop. 

https://eadvisornetwork.com/htcAndy

Want to be featured on a future episode of Advisor Stories? Go to the link below to apply.

http://www.StenMorgan.com/advisorguest

In the first episode of our Advisor Stories series, Nate Fair, a seasoned financial advisor, shares his insights on transitioning from a wholesaler to an advisor. 

Nate focuses on helping business owners minimize taxes and make confident financial decisions. He explains the importance of clarity, confidence, and trust in his client relationships. Nate and Andy explore the impact of intentionality and practice in providing quality financial advice, the process of engaging clients with new planning services, and the significance of time management in achieving work-life balance. 

His approach to financial planning has led to substantial growth in his business, with a focus on the implementation of strategies rather than just presenting ideas.

Save $300 on the upcoming How To Charge LIVE training by using coupon code PODCAST at checkout.

http://www.HowToChargeLive.com

Questions? Meet with Andy to get your questions answered about the upcoming workshop - https://eadvisornetwork.com/htcAndy

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April - https://eadvisornetwork.com/htcAndy

The Pivot Point: Many of us kick off our careers with big dreams in the financial world but soon realize trust is the currency of our business. We talk about making the shift to risk management and insurance.

The Power of Partnership: About five years ago, Gavin teamed up with his mentor, Jeff King, and collaboration has become the secret sauce to their success. They’ve grown from a duo to a dynamic team of eight advisors.

Training to Triumph: Northwestern's training was a launchpad, but it was their commitment to continuous learning and adapting that skyrocketed their practice. They embraced fee-based planning and haven't looked back.

Advice for Aspiring Advisors: Building trust and delivering value trumps all. It's not about the firm; it's about forging genuine client relationships and solving real problems.

The Game-Changer: Investing in a transformative program doesn’t just shift your mindset; it can revolutionize your business. This can result in a substantial uptick in retainer income and a significant boost in AUM and insurance business.

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

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http://www.HowToChargeLive.com

In our recent episode, we dove deep into the world of events crafted specifically for financial advisors like you. We explored the essence of what makes these gatherings not just informative but truly transformative. Here's a sneak peek at the golden nuggets we uncovered:

Practical Workshops: Learn why hands-on sessions can revolutionize the way you communicate with clients, deliver financial plans, and set your fees.

Intentional Networking: Find out how to engage in meaningful interactions that go beyond the exchange of business cards and foster real collaboration.

Quality Over Quantity: Why a day and a half of intense, focused learning can be more beneficial than a week of surface-level sessions.

Transformative Learning: Experience the shift from self-doubt to self-worth as you learn to articulate and charge for the incredible value you provide.

Ongoing Support: The learning doesn't end when the event does. We talked about the importance of follow-up support to ensure you can implement what you've learned.

To your success,

Sten J. Morgan, CFP®, ChFC®

In our 100th podcast episode, we are celebrating the milestone by sharing practical advice on how to avoid being an average advisor and instead striving for excellence.

To become elite you must be open to new ideas and take action on what you learn. Add in coaching and accountability and you’ll become what you’re capable of becoming.

Successful advisors are curious, humble, and willing to invest in their own growth. 

This episode includes a surprise segment featuring feedback from listeners who have implemented the hosts' advice and experienced positive changes in their practices.

We are making some changes to the show format, including solo episodes and guest appearances, to provide diverse insights and practical implementation stories from other advisors.

Have any questions for us? Send them to Sten@eAdvisorNetwork.com

http://www.HowToChargeLive.com

Ever wonder how financial advisors like me manage to connect with the right clients? It's not just about casting a wide net; it's about speaking the right language and having the right systems in place, both inside and out. Instead of hard-selling products, I've learned to focus on conveying the real value and potential outcomes my services offer.

Today we discuss the progression of prospecting methods as you grow in the business so you can attract the clients you want to work with. 

Attend our next How To Charge LIVE training at http://www.HowToChargeLive.com

Hiring can be daunting, but as we discuss today, the key is to be strategic and patient. It's not about filling a seat but finding the right person who aligns with your vision and values. Imagine building a team so strong that running your business feels less like a job and more like a well-oiled machine. 

Leadership isn't just about giving orders; it's about inspiring growth. In our conversation, we explore how to lead with passion and create an environment where every team member thrives. I've learned that being a great boss isn't a myth – it's a choice. And I'm here to guide you on that journey.

• Watch us LIVE as we record future episodes
• Meet other advisors who listen to the show
• Submit questions for us to cover in future episodes

In this episode, we discuss the critical role of team building in scaling a financial advisory business. Sten shares his journey and the transformative impact of hiring key roles like a relationship manager, paraplanner, and junior advisor to delegate tasks and concentrate on client value and business growth. 

We explore the mindset shift needed for advisors to embrace hiring, the progression of learning business management, and the importance of cultural fit and setting clear expectations. 

The episode emphasizes advisors' need to recognize their strengths, build a supportive team, and work within their superpowers for sustained success and scalability.

Today we had an enlightening conversation with Steve Lockshin, a seasoned financial advisor with a wealth of knowledge and experience.

Steve's journey into the financial advisory industry is a testament to the power of seizing opportunities. His unpaid internship at was a stepping stone that led him to fall in love with the financial services industry. His story is a reminder that sometimes, the best opportunities are the ones you create. 

The Power of Mentorship: Steve credits his success to the invaluable lessons he learned from his mentors. He emphasizes the importance of seeking out mentors and actively contributing to the relationship. His advice? Be curious, constantly improve your knowledge, and don't be afraid to ask for help.

Standing Out in the Crowd: In an industry where many advisors echo the same advice, Steve stresses the need to differentiate oneself. He shares his own evolution from diversifying investments to focusing on performance reporting, taxes, and financial planning. His secret? Add value to your clients and stand out from the crowd.

Transparent Fees and Trust: Steve advocates for a transparent fixed fee model, moving away from the traditional assets under management (AUM) model. He believes that this approach allows advisors to focus on delivering value rather than just increasing AUM.

Estate Planning for All: Steve argues that estate planning isn't just for the ultra-affluent. He believes that advisors should cover the foundational components of a client's relationship, such as family, money, and loved ones.

The Power of Technology: Steve introduces us to Vanilla, a software that helps financial advisors streamline their practice and provide value to their clients. It simplifies complex data and delivers concise, actionable information, bridging the gap between overwhelming data and decision-making.

Find out more about the estate planning software Steve Lockshin helped create -  https://www.JustVanilla.com/

Here’s what you can expect from us in 2024.

• Sten will release a book dedicated to helping you improve your prospecting
• We’ll be traveling to more firms to teach our How To Charge LIVE Workshops
• We’re hosting How To Charge LIVE Workshops at our offices four times 
• We’re going to increase the number of episodes of this show
• We’re inviting a select group of advisors to our How To Charge 2.0 Workshop
• We’ve hired a new full-time coach to help develop advisors in our community
• We’re launching a unique platform to house our courses, podcasts, community resources, and a place for advisor collaboration.
• We’re opening two tiers to our EAN community. EAN and EAN+

To join our new free community go to http://www.EANcommunity.com

Dave shares his transition from working with a major financial planning firm to launching his own company. 

It’s common that two-thirds of total revenue comes from the top 20% of clients. It's all about focusing on those who bring the most value to your business.

Giftology: Dave has learned the importance of showing appreciation to those who've helped build client relationships. Inspired by John Ruhlin's book, he adopted the practice of reinvesting 10% of the financial value of a relationship back into it through thoughtful gifting or other forms of appreciation.

From sending a simple thank you note to recording short selfie videos, showing gratitude can significantly impact client relationships.

Building Deep Relationships: Dave has found success in not only investing in my clients but also their families and inner circles. It's about valuing the person for who they are, detached from any business outcomes.

Dave addresses the common mindset about limitations that prevent advisors from implementing specific appreciation strategies. There are always solutions, such as making charitable contributions on behalf of clients or working with consultants.

I hope these insights spark your curiosity and entice you to listen to the full podcast episode. It's packed with practical advice, unique perspectives, and intriguing ideas that I believe will be beneficial to you.

Stay tuned for more!

Sten J. Morgan, CFP®, ChFC®

The Power of Reading: We discussed the transformative impact of daily reading. It's a simple habit with profound effects, expanding our knowledge and perspectives. Why not start with a recommended book list?

Habits as Appointments: We acknowledged the struggle of maintaining habits, but emphasized their importance. Treat them like appointments in your schedule, and watch them become ingrained over time.

Sharing Your Journey: We believe in the power of community. Sharing your challenges and goals with others can increase your chances of success and accountability. Don't hide your aspirations!

Extreme Accountability: We explored the idea of using accountability and even punishment as motivators. However, we cautioned against the trap of constantly generating new ideas without follow-through.

Disrupting Routines: We stressed the importance of being aware of our routines and disrupting those that don't serve us. For example, mindlessly using a phone can be replaced with more productive habits.

Designing Your Environment: We discussed the benefits of physical movement in unlocking new thinking and the importance of designing our environment to support our goals.

Expanding Your Circle: We emphasized the need to attend events and workshops outside of your comfort zone, initiate new friendships, and audit your circle of influence. Surround yourself with people who inspire and uplift you.

Hiring to Grow: We discussed the practicality of hiring someone to help grow your business. It's a big step, but with the right planning and support, it can free up your time and generate income.

Pursuing Discomfort: We explored the idea of seeking discomfort as a means of personal growth. It's about pushing your boundaries, not reckless behavior.

Remember, small changes can lead to significant growth and success. 

We know that the most important part of building habits is to make them obvious. It's not just about what you want to achieve, but how you plan to get there. 

Time and Location Matter: We explore the role of time and location in forming new habits. It's not just about setting a goal, but also about creating a specific time and place to make it happen. This is known as implementation intention, and it's a game-changer.

Habit Stacking: We also talk about the concept of habit stacking - attaching a new habit to an existing one. For example, placing a book on your bed after making it can be a trigger for a new habit of reading. It's about making space in your life for new habits and prioritizing them.

Prospecting as a Habit: We discuss how advisors can build a healthy habit around prospecting. Setting aside time for prospecting and using that time to learn, question methods and dream about new ideas.

Accountability and Commitment: We emphasize the importance of accountability and commitment. Protecting the time set aside for prospecting, seeking outside help, and being open to feedback are all crucial for success.

Are You Ready for Change?: Are you willing to make the necessary changes and seek outside help to achieve your goals? 

It's about taking the harder path and committing to improve, rather than settling for average results.

http://www.HowToChargeLive.com

We’re revisiting a popular topic today. Head trash is the pesky limiting beliefs and negative thoughts that hold us back. We all have them, but their intensity and impact vary. They're often formed by external influences and personal experiences, and they can be as subtle as a belief about money or as intense as a scarcity mentality.

In our conversation, we shared personal examples of our own head trash and how it can sometimes feel embarrassing. But here's the thing - recognizing and addressing our head trash is crucial. It's about being open to the possibility that some of our beliefs may be holding us back.

We also discussed how environmental factors can contribute to head trash. Ever walked into a room and been overwhelmed by the scent of air fresheners? That's a bit like how some people try to mask or distract themselves from their head trash instead of confronting it head-on.

The good news? Head trash can be managed and changed over time. It's about being open to feedback, embracing discomfort, and surrounding ourselves with people who provide honest perspectives. It's about not tolerating negative beliefs or behaviors and seeking help when needed.

One of the most powerful ways to tackle head trash is to quantify its impact. How is it limiting your potential? How is it hindering your personal and professional growth? By putting a number to it, we can realize the importance of addressing it.

Remember, successful people are aware of their head trash and have clarity in their decisions. Addressing head trash can be challenging, but taking the first steps towards clarity is crucial. It's like going to the gym - it may be difficult at first, but the results are worth it.

I encourage you to listen to our podcast episode and reflect on your own head trash. Share it with others who may benefit from it. Let's start the conversation and help each other grow.

Until next time, keep pushing forward!

To your success, 

Sten

http://www.HowToChargeLive.com

Get the BEST deal we've ever offered by visiting: http://www.HowToChargeLive.com

Today we explore time management that will help you achieve 10X goals. Specifically the three kinds of days you should plan out; Focus, Buffer and Free days.

1. The Journey of Prioritization: I shared my personal journey of learning to prioritize high-value activities over sheer volume. It's a shift from survival mode to strategic thinking, and it's been a game-changer for my business.
2. The Busyness Paradox: We explored the intriguing phenomenon of people who seem to thrive on busyness, questioning where it comes from and why people are addicted to it.
3. Three Kinds of Time: We introduced the concept of focus time, buffer days, and free days. Sten shares how he focuses his time on innovating and making his company less dependent on him.
4. The Power of Deep Work: We discussed the importance of setting aside dedicated time blocks for deep work, free from interruptions. It's about being intentional and focused to achieve higher quality results.
5. The Importance of Rest: We delved into the essential role of rest in our lives, challenging the notion that nonstop work is a badge of honor. Rest is not just about relaxation, it's about sparking creativity and achieving optimal growth.
6. Planning for the Future: Sten shared his approach to planning and scheduling tasks for the upcoming year, emphasizing the need to block out time for key priorities and rest.
7. Idleness: We concluded by highlighting the importance of rest and relaxation, comparing it to the importance of vitamin D for the body. Resting regularly improves the quality of deep work and allows for growth and longevity.

Let's embrace the three kinds of days we need to build at 10X business. We need to rest, prioritize effectively, and make the most of our time.

To your success,

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

Today we dive into we look into what it takes to level up your leadership as you work towards 10X goals.

Level 1: Rugged individualist, doing everything yourself.

Level 2: Manager who has recruited a team around you.

Level 3: Leader who has extracted yourself fully from operations, with leaders in place to run everything, leaving you to focus on innovation in your Unique Ability and 10X yourself.

Level 4: Leader who has built a business where everyone, at all levels, is empowered to refine their scope continually to focus on their Unique Ability. As a result, the whole team is working on 10Xing themselves.

http://www.HowToChargeLive.com

This week we start a three part series where we dive into a book that has significantly influenced our approach to business - 10x Is Easier Than 2x: How World-Class Entrepreneurs Achieve More by Doing Less. This book isn't just about business; it's about challenging our beliefs, questioning the status quo, and embracing change for exponential growth.

Here are some key takeaways from our discussion:

The Power of Ten X Thinking: This concept is about breaking and rebuilding systems for better results. It's not just about working harder; it's about working smarter and tapping into something that allows us to achieve more with less effort.

The Importance of Reading: We discussed the challenge of readers leading and leaders reading. Reading can be a struggle, but it's crucial for growth and innovation.

The "Who Not How" Approach: The book emphasizes the importance of having a team to achieve greater results. It's not about being the smartest or the strongest; it's about leveraging the strengths of others to achieve your goals.

Embracing Change and Discomfort: Change can be uncomfortable, but it's necessary for growth. We need to step out of our comfort zones, think big, and challenge our business practices.

The Value of Time: Time should be measured based on its future worth, not its current value. We need to focus on tasks that align with our strengths and cut out unnecessary activities.

The Concept of a Superpower: We all have a unique ability or superpower. Identifying and leveraging this superpower can shift our mindset and help us be more selective in our pursuits.

I hope these insights spark your curiosity and inspire you to think differently. If you're intrigued, I invite you to listen to the full podcast episode. It's packed with more insights, personal experiences, and practical tips to help you embrace "10X" thinking.

To your success,

Sten J. Morgan, CFP®, ChFC®

First, we’ll remind you of the importance of using concepts and strategies during client meetings to establish a strong rapport and provide added value. Then, we’ll get into the details of the Investment Decision Filter, which teaches consumers the importance of balancing performance, risk, taxes, and fees.

We cover the importance of addressing objections and concerns that clients may have by using the Investment Decision Filter. We teach you effective ways to spark meaningful conversations and empower clients to make sound decisions based on their unique circumstances and goals.

How to Level Up Your Communication Skills: We highlight the need for advisors to invest in their communication skills. It's about creating an experience, explaining concepts clearly, and leaving clients with a deep understanding that stays with them forever.

What does great communication look like?

1. Simple
2. Visual
3. Meaningful

Visual communication

1. Communicate authority
2. Create energy
3. Offer engagement
4. Increase understanding

Storytelling - Your Secret Weapon: We explore the power of personal stories and examples in building trust and creating a vision for clients. Just like a comedian refines their jokes, advisors can refine their storytelling skills to deliver a natural and impactful message.

Remember, anyone can become a great communicator with practice and dedication. It’s those who master their craft who will win in this business.

Don't forget to tune into our live online trainings for more insights and tips.

You can find our next training at https://stenmorgan.com/webinar

And as always, thank you for being a part of our podcast community.

Ever caught yourself questioning traditional practices? Sten did, especially when it came to asking for referrals. Just asking for names felt awkward and ineffective. His solution? Adding value first. Let's put ourselves in our client's shoes - wouldn't you want to see the value before referring someone you've just met?

This episode gives you an outline for asking for referrals and getting them.

You may need a mindset shift to prioritize hiring and the importance of setting high standards and finding the right people to work with you. There are common hesitations and misconceptions about hiring, such as viewing it as an expense rather than an investment. We’ll teach you how to hire for soft skills, company culture, and evaluating candidates during a 90-day probation period.

We’ve already sold 25% of the seats for January’s event, so get yours today at http://www.HowToChargeLive.com.

Embracing Innovation: We discussed the common hesitancy among advisors to adopt new technologies. While it's natural to stick to what's familiar, we believe that stepping out of the comfort zone is key to staying ahead in this rapidly evolving industry.

The 'Lazy Man's Utopia': We explored the concept of the 'lazy man's utopia', where advisors stick to the average and avoid trying something new. However, we believe that the industry is on the brink of a generational shift, pushing us to become more innovative and efficient.

Overcoming the Psychological Barrier: Change can be daunting, especially when it's hard to measure the direct ROI. But we believe that long-term commitments like quality content creation can be game-changers in connecting with a wider audience and growing your business.

The Power of Content Creation: In today's digital world, relying solely on random encounters or referrals isn't enough. We discussed how technology has lowered the barriers to marketing, allowing advisors to share their stories and build personal relationships with a wider audience.

Exploring ChatGPT: We delved into the practical steps advisors can take to start using chat GPT. From writing a love song for a team member's wedding anniversary to creating the actual music for the song, the creative possibilities of this tool are endless!

The Importance of Curiosity: We emphasized the importance of being open to new technologies. With the rapid rate of change in the industry, curiosity and adaptability are more important than ever.

I hope these insights spark your curiosity and inspire you to listen to our full podcast episode. Remember, the future belongs to those who are willing to learn, adapt, and innovate. Let's embrace the power of AI together!

Best,

Sten Morgan

http://www.HowToChargeLive.com

The Balance of Custom and Scalable: We explored the myth that personal touch is lost when a business scales. It's possible to maintain an outstanding client experience while growing a successful business. The key lies in building systems that can handle increased demand without relying on temporary fixes.

The Power of Scalable Systems: You can build scalable systems if you define who you serve and how you serve them.

The Role of Personnel in Scaling: Adding team members should be a multiplier for your business. As you grow your team, delegate tasks and create space for higher-quality actions. Remember, each new hire should ideally bring your company a 5 to 10 times return on investment.

The Importance of Clarity and Accountability: Many advisors need help with quantifying the value of their advice. By clarifying your practice and the value you deliver, you can right-size your practice, cut out unnecessary tasks, and scale. Surround yourself with coaches and advisors who are better than you to course correct and think differently.

The Mindset of Possibility: Adopt a mindset of possibility and learn from others who have successfully scaled their businesses. Even if your firm generates $400,000 a year and feels busy, it may only be two hires away from becoming a $2 million firm.

In our chat, Brad shared his transition from the corporate world to finance, a field he found himself deeply passionate about. His fascination with stocks led him to get into this business, and later he took a leap of faith and embarked on an entrepreneurial journey with Triad Community Coaching.

Brad's mission with Triad Partners is to create a community of growth-minded individuals. He aims to help financial advisors not only succeed in their businesses but also find balance in their lives. He believes in building businesses that bless lives, a philosophy that we share. 

One of the most intriguing parts of our conversation was about the "head trash" and challenges that people face in the finance industry. Brad shared a powerful story about a successful financial advisor who ended up burnt out due to the constant pursuit of success. This story serves as a reminder that true success is not about working harder and longer but about working smarter.

Brad also shared Triad's unique "advisor in charge model," a three-phase framework that evolves from a task-driven approach to a responsibility-driven one, eventually leading to a true CEO mindset. This model emphasizes empowering team members and letting them take ownership of the thinking process.

We also discussed the different stages of being a business owner in the financial advisory industry. The journey from being an employee to a business owner is filled with challenges and learning experiences. But it also comes with freedom and flexibility. Brad highlighted the value of coaching and learning from others who have walked the path before you.

Mindset, according to Brad, is a crucial factor in separating successful advisors from those who are still struggling. He encourages advisors to embrace the journey, commit to the work, and be prepared for the challenges that come with being a business owner.

I know that embracing discomfort and challenges is a sign of progress. I've also learned the importance of surrounding oneself with knowledgeable people who can offer valuable insights.

Brad and I agree that mindset is the foundation for success. Whether it's in sports or entrepreneurship, a positive mindset can make a world of difference. So, surround yourself with people who inspire growth and improvement.

I hope you find these insights as enlightening as I did. 

To your success

Sten J. Morgan, CFP®, ChFC®

We guarantee that your first planning client will pay for the event.

http://www.HowToChargeLive.com

Today we talk about how to price your services. One of the most common concerns advisors have when they want to start charging for their time is determining how to price their time and advice. Today we explore the different ways we’ve seen advisors determine their pricing and we learn how Sten has made changes to simplify his pricing after getting feedback from his staff. 

There is no perfect pricing model. It’s about choosing the right model for you and your service model. 

I'm thrilled to share with you the highlights of my recent podcast episode where I was able to talk with my friend Matt Jarvis, a successful financial advisor and founder of the Perfect RIA. https://theperfectria.com/. We got personal and talked about the inflection points that shaped his career. 

• The Power of Mentorship and Appearance: Matt shared how one of his mentors advised him to dress better and how that helped him close sales. This small change boosted his confidence and altered the perception others had of him.

• Learning from the Best: Matt emphasized the importance of learning from someone who has achieved what you aspire to. 

• The Importance of a Proactive Team: Matt revealed his secret to taking time off without disrupting his practice - a proactive team. He has implemented systems like regular check-ins and scripts for client calls, empowering his team to handle client inquiries effectively.

• Unleashing Superpowers: We discussed the concept of superpowers and how advisors should focus on their strengths and outsource tasks that aren't their forte. Each team member's unique superpower contributes to the overall success of the practice.

• The Surge Concept: Matt introduced the concept of surge - designating specific days for client meetings to ensure availability for focused work. This approach not only streamlines scheduling but also increases efficiency and productivity.

• Embracing Change: We agreed that change is inevitable and should be embraced. A growth mindset and the willingness to try new ideas are crucial for success in the ever-evolving financial advisory industry.

• Delivering Maximum Value: Matt shared his commitment to always deliver incredible value to his clients, a game he believes he cannot lose.

Also, don't forget about our upcoming event - seats are limited, so grab yours now! It promises to be an investment worth making.

I believe in you!

Sten J. Morgan, CFP®, ChFC®

Attend the How To Charge LIVE event - http://www.HowToChargeLive.com

This episode is a recording of a recent training session we hosted on the six steps to charging for your advice. 

Our training session was designed to help financial advisors understand how to charge for their advice effectively. We've even created an assessment to measure readiness for starting a planning business, which you can access at

 http://www.StenMorgan.com/Ready. 

I'd like to thank Craig Peterson, Robert Allen, and Wes Young, members of our advisor network community, who participated in the recent live training session.

Upcoming Live Event: How to Charge Live

I'd like to invite you all to our upcoming live event, "How to Charge Live." I guarantee that the event will pay for itself with the first planning client. You can sign up at http://www.HowToChargeLive.com and use the discount code freehotel to save $500 on your registration.

http://www.HowToChargeLive.com

http://www.HowToChargeLive.com 

We’re excited to share some valuable insights from my recent conversation with Jay Duffy, a financial advisor from Baltimore, Maryland. Jay attended our "How to Charge Live" event and has since implemented some significant changes in his approach to financial advisory services.

The Journey to Change

Jay and his team had already been charging for their advice, albeit on a smaller scale. Their average fee was around $2,000, which they viewed as a loss leader to get clients in the door. However, after attending our event, Jay implemented two specific changes that have revolutionized their approach.

Slowing Down the Prospect Process

The first change was to slow down their prospect process. Previously, they would quote fees in the first meeting, which often led to clients making a decision without having all the necessary information. Jay realized that they needed to gather more information and quantify the value they could bring to the client before discussing fees. This allowed them to provide more value and justify their fees in the second meeting.

Presenting Two Options

The second change Jay implemented was always presenting two options when presenting plans to clients. This gave clients a choice and allowed them to feel more involved in the decision-making process. Jay believes that offering two options shows respect for the client and avoids lowballing.

The Value of Quantifying Services

Leif emphasizes the importance of quantifying the value he provides to his clients and how it justifies his higher price point. 

He also shares a story about a client who had a relationship with another advisor but was willing to pay for Jay's planning services because he offered unique ideas and strategies that the other advisor had not discussed. Jay emphasizes that only a small percentage of clients raise objections about the planning fee, and he positions it as a valuable service that goes beyond just managing money.

The Importance of Practice and Preparation

In our conversation, Leif and I discussed the importance of practice and preparation in becoming an elite financial advisor. I personally set aside time to practice key concepts, such as the guaranteed lifetime withdrawal bonus, on a whiteboard. I believe that practicing is essential for refining skills and separating oneself from other advisors.

Conclusion

Thank you for being a part of our podcast community and I encourage you to attend our upcoming live event. I guarantee that the event will pay for itself with the first financial plan. You can visit http://www.HowToChargeLive.com to schedule a meeting with me or purchase your seats. Discounts are available for multiple attendees from the same office. I appreciate your continued support and look forward to helping you become an Elite Financial Advisor.

We’ve got a great episode and a free guide for you today. 

http://www.StenMorgan.com/commitment

Commitment: A Daily Practice, Not a New Year's Resolution

We often think of commitment as a once-a-year event, but it's actually a daily and weekly practice. It's the missing piece in achieving our goals and desires, and it's all about follow-through and execution.

The Natural Ability to Make Things Work

Ever wondered why some people seem to have a knack for success? They've figured out a level of commitment that allows them to quickly determine what will work and what won't. 

 The Five Levels of Commitment

We explored a framework by Dr. Robert Wubbolding and William Glasser that outlines five levels of commitment. From "lack of commitment" to "whatever it takes," understanding these levels can help us filter decisions and overcome our natural tendencies.

 The Danger of Half-Hearted Commitment

The fourth level of commitment, characterized by a higher level of effort but still falling short of true commitment, is the most dangerous. It's easy to justify lack of success by saying we tried our best, when in fact, we didn't.

Pushing Beyond Perceived Limits

We are capable of much more than we realize. By pushing beyond our perceived limits and fully committing to our goals, we can achieve results beyond our initial expectations.

The Power of "Whatever It Takes"

The highest level of commitment, "whatever it takes," involves cutting off all exit routes and staying committed to the goal no matter what. It's a level of commitment demonstrated by successful individuals and one that I personally experienced when starting my business.

Seeking Input and Feedback

Before pursuing a level five commitment, it's crucial to seek input from others. Feedback from a team, partner, or spouse can ensure that our commitment is aligned and that we're not blindly chasing an unattainable goal.

I hope these insights spark your curiosity and inspire you to listen to our podcast. Remember, commitment is not just about achieving success, but also about redefining our best and pushing through challenges.

Use your commitment guide to find out your true level of commitment. 

http://www.StenMorgan.com/Commitment

Sten J. Morgan, CFP®, ChFC®

Event Registration - http://www.HowToChargeLive.com

In today’s episode, you’ll meet Myles and Robert, advisors who attended the "How to Charge LIVE event in 2023. When Robert first heard about the event, he was skeptical about charging for services that his firm was already providing for free. But attending the event completely changed his perspective. He learned a new approach to conversations and framing the value of their services. The event taught him how to quantify ideas and show clients the potential savings and benefits they could receive.

Since attending the event, Robert has seen a shift in his belief and conviction about charging for planning services. He has been able to engage with clients in impactful ways, reinforcing his belief in the value they provide. In fact, he projects collecting over six figures of planning revenue in his first year.

But Robert's success is not an isolated case. Many attendees of the event have experienced significant financial growth in their businesses. They have closed deals ranging from $8,000 to $50,000 for three to twelve-month engagements. And the average starting rate for attendees is around $4,000. It's incredible to see how this event has transformed their businesses.

Now, you might be wondering who should attend this event. According to Robert, anyone who is client-facing should be there. Whether you're a partner or an advisor, this event will teach you valuable ideas, opportunities, and how to close business. Even if you do joint work with another advisor, attending together will create buy-in and a shared understanding of the concepts.

I encourage you to visit http://www.HowToChargeLive.com to watch a testimonial video and learn more about the event. We are committed to supporting attendees and helping them take their businesses to the next level.

In a separate conversation, Myles and I discussed his experience attending the event and how it helped him improve his skills and increase his fees for planning services. He initially had some doubts but decided to attend to learn how to charge more. And boy, did it pay off!

The event guarantees that it will pay for itself with the first planning client. By being around advisors who had successfully charged higher fees and learning the tactics taught at the event, these advisors gained the confidence to quantify the value of their services and land planning clients. http://www.HowToChargeLive.com

http://www.HowToChargeLive.com. 

 We had a fantastic guest joining us, Bill Williams, the Executive Vice President of Ameriprise Independent Advisors. Bill brings a wealth of experience and knowledge to the table, representing over 8,200 independent financial advisors who generate over $5 billion in annual revenue for the firm.

 Bill shares his journey, starting as a financial advisor back in 1989 and eventually transitioning into a leadership role. He opens up about the challenges and benefits of being a leader in the industry, giving us a unique perspective on what it takes to succeed.

 Bill reveals some fascinating insights from surveys conducted by Ameriprise, showing that advisors who incorporate planning into their practice have better client engagement, handle more assets, sell more insurance, and have three times better client retention. It's clear that clients are craving a holistic and comprehensive approach to financial advising.

But here's the catch - many advisors are hesitant to charge for comprehensive planning services. Bill acknowledges that asset management is easier to sell, as clients are accustomed to paying a small percentage of their assets under management. However, he emphasizes the importance of separating asset management from comprehensive planning. Managing money is just one aspect of the services advisors provide. Comprehensive planning involves personalized attention, meetings throughout the year, and addressing all financial questions and concerns.

 Many advisors are afraid to charge for planning because they've never done it before. But he urges advisors to recognize the value they bring and be willing to offer comprehensive planning to their clients. If they don't, clients may seek these services elsewhere, potentially leading to a loss of business.

 Bill further emphasizes that relying solely on investment management as a value proposition is risky. With do-it-yourself firms improving their asset management offerings at lower prices, clients may be tempted to switch. That's why it's crucial for advisors to step up their game and provide comprehensive planning services that truly differentiate them.

 We’re grateful that Bill joined us on today’s show. Here’s his bio page at Ameriprise.

We’re giving away our How To Charge online training program when you purchase your ticket to September’s How To Charge LIVE event. That’s a $1,500 value.

Here’s how to get your free program.

1. Purchase your ticket before July 1st, 2023, and we’ll respond with a code to get HTC Online for free.

2. If you’ve already purchased the online program, we’ll pay for your hotel stay instead. 

3. To register for the event or have questions, you can set up a 1:1 call below.

http://www.HowToChargeLive.com

Here’s what we cover at How To Charge LIVE (Episode 58)

Today’s Episode:

We exist to challenge the status quo of this industry. In this episode, Sten discusses why the industry operates the way it does and why most advisors follow the average path that the industry dictates.

It’s time to step back and question the status quo, rather than just tweaking a bad system. You don’t have to give up your time with family to be successful. There is a better way to achieve success without sacrificing time.

One of the first steps you can take is to attend our How To Charge LIVE event in September. We guarantee it will radically change your business in a day and a half.

http://www.HowToChargeLive.com

The financial advisory industry is trapped in the status quo because it works just well enough, and many decision-makers are detached from the individual lives impacted by the business.

Your goal should be a better prospecting strategy that gives you more business with a higher close rate than traditional methods like cold calling or relying on referrals.

To learn more about Lead Advisor Network's approach and attend the How to Charge Live event in Nashville in September, visit http://www.HowToChargeLive.com and purchase tickets before the end of June 2023. Those who purchase tickets will also receive a free How to Charge Online program.

The industry's system is broken, and there is a better way to do things.

Thanks for tuning in, and I hope to see you at the How to Charge Live event!

http://www.HowToChargeLive.com

This is the first of a new series called "Learn the Hard Way" where we cover lessons advisors have learned through experience and how to avoid making the same mistakes.

Today we cover:

• How process saves us from ourselves
• Why healthy people pursue hard conversations
• How boundaries with prospects will help you grow your business

Financial advisors commonly experience specific fears, including feelings of self-worth, scarcity, and inferiority. In this episode, you'll learn to recognize and embrace fear as a natural part of entrepreneurship.

Right now, limiting beliefs hold you back from reaching your full potential. By listening closely and taking action, you can break free from these barriers and move towards your true capabilities.

• The effectiveness of remote versus in-person meetings
• The value of driving to meet clients face to face
• How to convert old clients to fee-based clients
• The importance of financial advisors understanding their ideal consumer
• How to build relationships with idea partners
• How to introduce the idea of charging for advice to your company

Confidence is the key and in this episode we teach you how to systematically look at and process your decisions in a way that will build confidence. 

Are you struggling with charging for planning services? In our latest podcast episode, we break down the obstacles a recent EAN customer is facing as he works to close more planning clients. We coach hundreds of advisors who face these same issues and offer valuable insights to solving his problems.

• By the end of the first meeting, you should be clear about your fee structure and the value you bring to the table.
• The goal in the first meeting is to present a few ideas that pay for themselves.
• Move on to a proposal in the second or third meeting, depending on the amount of data gathered.

We also touch on the issue of minimum fees and hourly rates. It is required to have a minimum fee to ensure that you are compensated adequately. Instead of thinking in terms of hourly rates, we suggest a value-based proposition that establishes your expertise and the value of your advice.

We encourage advisors to adapt to the changing industry landscape and to be confident in the value they bring to their clients. By setting clear expectations and communicating your value effectively, you can build strong relationships with clients and achieve better outcomes, all while increasing your revenue.

As always, thanks for listening.

Sten Morgan & Andy Traub

https://calendly.com/andytraub/htc-live

Event Details:

http://www.HowToChargeLive.com

We walk through each session of the event, starting with mindset. The event is designed to provide practical exercises and tools you can immediately implement in your business. We’ll teach you how to create urgency and quantify ideas to convince clients of the value of working with you.

You MUST understand the value you bring to the table and charge accordingly. This event will teach you how to think differently and develop the skills necessary to achieve greater success in your practice.

This begins with being self-aware and constantly challenge yourself to achieve success.

One practical way you can take action is to book a one-on-one session with Andy to save $500 on event registration.

Book your call to get all of your questions answered about the May event by visiting this page. http://www.HowToChargeLive.com 

We've opened registration for our may How To Charge LIVE event. If you want to save $500 then you can register by 5pm CT Friday, March 17th using code freehotel. http://www.StenMorgan.com/HowToLive 

We're hosting another How To Charge LIVE training at our beautiful offices.

You can learn more at http://www.StenMorgan.com/HowToLive In today's episode, we'll teach you when, why, and how to fire clients that you no longer want to work with.

First, you'll hear from a few attendees of our last How To Charge LIVE event.

StenMorgan.com/HowToLive

When you solve big problems for prospects they'll want to do business with you. Focusing on big problems separates you from the competition.

Focusing on big ideas helps prospects have a larger vision for their finances, and get more excited about taking action.

You'll also get more referrals when you focus on big ideas because big ideas are worth talking about.

You can register for the event at StenMorgan.com/HowToLive

We have 30 seats and you should be in one of them.

Don't you wish there were magical words that would help a prospect become a client? Well, good news, there are. They're called power phrases and in today's episode we talk about one of Sten's favorites, when to use it in a meeting, and why it works so well in building trust with a prospect.

To learn more about the community go to StenMorgan.com/EAN. You can also book a call to talk with Andy if you have questions before you apply.

Take time to teach concepts in your meetings. It will lead to better outcomes for your work with the client. Sten's most common concept that he teaches is the investment decision filter. When making an investment decision of any kind, clients should factor in fees, risk, performance, and tax implications. Once clients understand this concept, they feel empowered to make decisions about strategies. That's an ideal working relationship.

In this episode, Sten lays out ways that those who hire advisors can improve hiring and help their advisors stay in the business.

How do you handle splitting work? What happens when something difficult happens in someone's life, and business takes a back seat? What could change from your original agreement? Sten addresses those questions and many more in this episode.

On behalf of Sten, Andy, and the Elite Advisor Network community, we want to thank Michael for stopping by the show and recording his shortest episode.

Seriously though, Michael paved the way for us to do what we do in working with advisors, and we're forever grateful for allowing us to share his platform a few years ago.

If you're not subscribed to our show, we release episodes every week, and they're always practical and to the point. In addition, if you haven't left a review of the show, we're sending out a copy of Sten's book to anyone who leaves a review of the show the week ofJanuary 1st, 2023. So, leave a review, then send a screenshot of your posted review to Andy@eAdvisorNetwork.com along with your mailing address, and we'll send you a copy of Sten's latest book, I Wish I Knew That Sooner.

Remember to be kind to yourself and that life's too short to choose the average path. Choose the elite one!

Thanks for listening. We appreciate you.

There are a few more days to register for our How To Charge LIVE event at our headquarters outside Nashville. Go to https://www.StenMorgan.com/HowToLive to get your seat. If it's full, you can add your name to our list, and we'll notify you of our next event date.

Thanks for listening. Remember to be kind to yourself and that life's too short to choose the average path. Choose the elite one!

We appreciate you. 

Measuring progress over the past year involves looking at various categories, including finances, health, social life, career, spiritual, leisure, personal growth, family, and friends. To measure progress, you can look through your camera roll, emails, or calendar and evaluate what worked and what didn't. With the results, you can celebrate your victories and learn from your mistakes and/or failures.

Being a financial advisor can be a lonely business, so share your results with someone else and use the results to inform your goals for the next year.

Take the information you've gathered from looking back over the year and choose from these options on moving forward.

• Who, not how? - Did it fail because YOU tried to do too much?
• Rinse and repeat - Stay on the same track
• Tweak it - Make small changes to improve on it
• Double it - Step on the gas and make it bigger!
• Bury it - Not a goal worth pursuing

There's also still time to register for our How To Charge LIVE event at our headquarters outside of Nashville. Go to StenMorgan.com/HowToLive to get your seat. If it's full, you can add your name to our list, and we'll notify you of our next event date.

On behalf of Sten Morgan and myself, thank you for listening. Remember to be kind to yourself and that life's too short to choose the average path. Choose the elite one!

We appreciate you. 

1. Lead advisor
2. Secondary advisor
3. Admin/customer support  
4. Director of planning
5. Director of operations

After you build out those positions, you can add more. How do these positions complement each other and work together to help you build a thriving planning practice? We explain that in today's episode. 

11/22/22 - Free Training - How To Add 50K In Planning Revenue

Click here to register

January 2023 - How To Charge LIVE - Our live event where you'll learn our system for financial planning and consulting. 

Click here to register

Click here to meet with Andy to ask a question about the event.

1. Find free ideas - Be relentless about learning from your COIs and other advisors. Be systematic about knowing the ideas they use to help their clients so you can suggest them to yours. It's like becoming a tax ninja without having to go to tax ninja school.

2. Quantify value of ideas - Always total the value of ideas you provide 5k + 8K + 20K etc. Some ideas are 10X ideas while others are soft results - Taking action when the client wouldn't have is a soft result that creates a measurable outcome. 

3. Name your price - Don't undercut yourself - Borrow the confidence

4. Do what you do best - Optimize your situation with the right people or systems. 

Coaches show up and put on a headset and coach

5. Take smaller clients - Have a Jr. advisor take smaller planning clients so you don't have to turn down a 3K plan if it's profitable. This will accelerate the growth of advisors on your team and pick up additional revenue for the firm.

6. Joint work - Doing joint work can open you up to working with clients you couldn't have handled otherwise. 50% of a planning fee is better than 0%.

7. Don’t give prospect all or nothing scenario – Give 2-3 price points for the prospect to engage with you. But make sure your service model aligns with that fee.

January event - StenMorgan.com/HowToLive 

$400 discount coupon code if you register before Thanksgiving: freehotel 

We want you to be the first to know about a free training that Sten and I are offering twice on November 22nd called How To Add 50K In Planning Revenue. To register, go to StenMorgan.com/50k.

Sten has generated over 1.7M in planning fees and will generate over $600,000 in planning fees in 2022 alone. So, whether you've never charged for advice or you've got a thriving planning business, you will learn how to add revenue to your business. 

That registration link is StenMorgan.com/50k.

If you're ready to invest in your personal development and the growth of your business then you should come to Nashville in January to take part in our first How To Charge LIVE event. You'll work with Sten and his team to make sure you're ready to start charging for advice or improve your current planning business so you can reach your true potential. 

You can get your seat for the event at StenMorgan.com/HowToLive.

If you register before Thanksgiving then we'll cover your hotel costs for the two days you're in town. Just use coupon code freehotel to receive $400 off your registration and put that towards one of the quality hotels within minutes of our event. 

We'll see you at our live training on the 22nd and in January at our event!

If you want to grow in your confidence in charging for your advice then you need to attend our How To Charge LIVE event in January at our offices outside Nashville, Tennessee. You can learn more at StenMorgan.com/HowToLive

Why do some people have more than others?

Can you be too confident?

How do you measure your confidence level?

Check out our YouTube channel for the bonus video where we answer the five questions posed at the end of today's episode. StenMorgan.com/YouTube

If you want to grow in your confidence in getting paid for your advice then you should attend our How To Charge LIVE event. Find out more at StenMorgan.com/HowToLive

One area we have a tremendous amount of control over is our health. But there’s more to health than carrots and running shoes. Health is spiritual. Health is who we spend our time with, and health is how we see the world.

In this episode, we get practical and discuss what we can do today to improve our health and the impact that has on our business and personal life.

Lastly, here's the song Andy mentions in the episode.

Be Kind To Yourself by Andrew Peterson

StenMorgan.com/35

Watch on YouTube

In this episode, Sten and I discuss the elite path of learning and why we believe it includes you attending our live event, How To Charge For Your Advice LIVE, in January of 2023.

If you’d like to be the first to know when we open registration for the event, go to the URL below.

StenMorgan.com/HowToLive

Watch on YouTube

• What’s wrong with his process?
• Is he not showing the value of his advice?
• Is he taking too long to give value during meetings?
• Is he overcomplicating the ideas he’s presenting?
• Or is he simply getting the wrong leads?

Listen as they work through his situation and, in the process, help you get more planning clients.

StenMorgan.com/33

StenMorgan.com/Revenue

Watch on YouTube

You can also create several answers to use in different situations by visiting this link or StenMorgan.com/WhatDoYouDo

Watch on YouTube

If you’re an advisor who has a team or aspires to grow your team, this conversation will be helpful to you.

www.stenmorgan.com/31

Watch on YouTube

Here's the truth: You're a business owner when you're in this business. So, what do business owners do that sole proprietors don't?

In other words, what do you need to do to build a business that has value, that provides excellent service, that is a great place to work, but also doesn't take every minute of your day and your thinking?

How do you move from being an individual to thinking and acting like a business owner? In this episode, we are going to find out.

stenmorgan.com/30

Watch on YouTube

In this episode, we talk with an Elite Advisor Network member about his experience in the industry and how his parent's debt fueled his desire to have a different experience in his marriage.

And perhaps most interesting is how Matthew chose to get into the business.

We think you'll gain some practical insight that will help you as you develop in your career. Here is Andy's conversation with Matthew Williams.

http://www.stenmorgan.com/29

http://www.stenmorgan.com/ean/ 

Watch on YouTube

Two years ago, our company, the Elite Advisor Network, was founded with a mission to help Financial Advisors learn how to charge for their advice and accelerate their growth in an industry that has struggled to keep up with the demand for paid advice.

Since then, thousands of advisors have heard Sten’s message of getting paid your true value for your time and advice. So, here are four short interviews with advisors like you, who took what they learned and put it into action with some incredible results.

Because here’s the thing, when someone has a platform and uses it to speak with authority, it’s healthy to ask this question…. “Does what they say work in the real world?”

https://www.stenmorgan.com/28 

Watch on YouTube

In this episode, we’ll give you a step-by-step guide on effective first meetings with your prospects. In episode #14, we discussed 7 Meeting Skills of Elite Advisors, but in this episode, we’re going to be hyper-focused on that first time you get to sit down with a prospect.

If you’ve got other advisors that you think should learn these elite advisor skills, you can send them to StenMorgan.com/27, or you can get the comparison chart at StenMorgan.com/firstmeetingchart.

If you’re ready to improve your first meetings, you’re in the right place.

EAN Youtube Channel

That concludes our discussion on Advisor Superpowers. We’d love to know what’s your superpower and what you do to develop and use it to help you grow your business.

If this show has been helpful in your development as an advisor, can you help us out by leaving a review on iTunes? You can open Apple’s podcast app, find our show and leave a review there.

Thanks again for listening and for being part of our community. We appreciate you very much.

stenmorgan.com/26

EAN Youtube Channel

As an advisor, you, too, should have a superpower. This isn’t niching down; it’s a skill that you are known for and then builds a team around to make it even more powerful.

So what’s your superpower, and how can you use it to become an elite advisor? That’s exactly what you’re going to find out on today’s show.

On our next episode, we’ll dive deeper into how to identify, develop and maximize your superpower.

We hope you’ll join us for part two of Advisor Superpowers.

Thanks again for listening and for being part of our community.

We appreciate you very much.

Find more at: stenmorgan.com/25

But when it comes to financial advisors, the industry usually doesn’t teach you how to keep score and what they tell you to measure isn’t an accurate way of knowing if you’re winning or not.

So, in this episode, Sten breaks down what you should be measuring in your business, and he gives you a downloadable scorecard you can start using TODAY in your business.

Video can be found at: stenmorgan.com/24

stenmorgan.com/scorecard

Whether you’ve been in the business for a few years or a few decades, you’re listening to this show because you want to improve. Today’s guest is a great example of someone who has a healthy impatience that has helped them achieve some great results in just a few short years.

This episode will also give you some insight into working with your spouse if you’ve ever considered that.

Here’s my conversation with Patrick Rogers, a member of our Elite Advisor Network.

Well, we hope you enjoyed today’s member conversation. If you’d like to be part of our community of elite advisors who are working to improve their life and business, then visit http://www.stenmorgan.com/ean/ 

One final note, we are taking a break for about a month as we make plans for our second season of the Becoming an Elite Financial Advisor show, with Sten Morgan.

If you have ideas for future shows or a question you’d like Sten to answer on a future show go to StenMorgan.com/podcast and leave us a note there.

Thanks again for listening, for being part of our community. We appreciate you, very much.

stenmorgan.com/23 

In this episode, you’ll learn three aspects of a proactive administrator.

If your admin is great at these things, count your blessings and ensure they’re in a community where they can continue growing. If your admin lacks some of these skills, we’re here to help through our Level Up program.

stenmorgan.com/22

In this episode, Sten shares his ongoing path to better mental health and gives you simple questions to ask yourself to help uncover areas you can improve on your journey.

Listen as we talk about what most people DON’T talk about in this industry.

stenmorgan.com/21

In this episode, Sten and Andy share seven advisor superpowers and how you can utilize yours to become an elite advisor.

stenmorgan.com/20

One of Wes’ superpowers is in how he explains what he does in such a way that ideal clients are drawn to work with him. We discuss that method and more in this episode.

stenmorgan.com/19

How do you keep a paid planning client happy throughout the year?

In this episode, Sten will answer that question with several practical things you can do to get paid planning clients and keep them happy throughout the year, all the way up to the time for them to renew.

If you’re ready to start getting paid for your advice, go to eadvisornetwork.com and check out our How To Charge For Your Advice. The average price for an advisor’s first paid plan after going through our program is $3,000, so it pays for itself right away.

stenmorgan.com/18

In this episode, Sten shares four ideas on how to provide value when the market does not.

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How much does their training in a specific system or program matter?

How much work should you expect to put into the coaching relationship?

Should they suggest radical changes in your business or make small tweaks?

You can find out the answer to those questions in this episode. StenMorgan.com/16

Is there a way to segment your clients and still provide great service to all of them?

Will clients get upset if you provide different levels of service?

How will segmenting your book help or hurt your staff?

What do you use to create different segments?

Find out the answer to those questions and many others in this episode.

stenmorgan.com/15

In this episode, we’ll talk through the seven meeting skills of elite advisors.

stenmorgan.com/14

We’ll dive deep into that question in this episode.

Full episode notes: stenmorgan.com/13 

In this episode, Sten will tell you how to prepare clients for volatile markets and what to tell them when they do express concerns.

stenmorgan.com/12

Are the people you work with helping you succeed or holding you back?

What makes a great community?

What should be required of people in a healthy community?

Should you pay for a community, or should it be free? 

Are lead groups like BNI worth it? 

The answers to those questions and more are in this episode. 

TheLevelUpCommunity.com

eAdvisorNetwork.com

StenMorgan.com/11

• Why did they get into the business?
• What’s their journey been like?
• What are they doing to improve their business?
• How have they built a team around them?
• How have they implemented the guidance we provide through the Elite Advisor Network to improve themselves and their business?

We hope you enjoy hearing about Michael’s journey and that it inspires you to continue to invest in your personal and business development. If you would like to be part of our Elite Advisor Network, visit http://www.stenmorgan.com/ean/ to apply. 

Michael mentions his experience and subsequent success after going through our program, The Six-Figure Revenue Stream: Implementing Financial Planning To Grow Your Business. If you would like to start charging money for your advice or improve your existing systems, visit eAdvisorNetwork.com/store

Full Show Notes: StenMorgan.com/9

In today’s episode, Sten shares one of several Meeting Superpowers. Whiteboarding is a term Sten uses to talk about anytime you illustrate an idea by hand in a client meeting. It’s a method of communicating and teaching that is rarely if ever taught in the financial services industry. Whiteboarding is a key ingredient to creating a high closing rate among the advisors in our Elite Advisor Network and today we’ll go into great detail on how to implement it in your business.

If you’d like to learn more whiteboard ideas then I invite you to visit http://www.stenmorgan.com/ean/ and apply to join our Elite Advisor Network.

Here are links to the tools Sten uses in our office:

https://www.stenmorgan.com/glasswhiteboard

https://www.stenmorgan.com/markers

For show notes and more:

StenMorgan.com/8

1. Why goals without KPI are just wishes
2. How playing office annoys team members who work hard
3. Being reactive will always leave you behind
4. How to set boundaries on your work hours
5. Why great ideas come from being out of the office
6. Why results are more important than the number of hours you work

Book recommendation: Atomic Habits

For show notes and more: StenMorgan.com/7

https://www.stenmorgan.com/6

For show notes and more: https://www.stenmorgan.com/5

For show notes and more: https://www.stenmorgan.com/3

For show notes and more: https://www.stenmorgan.com/2

For show notes and more: https://www.stenmorgan.com/1