In this episode of The Purpose-Focused Advisor, Rob talks with Jack Heintzelman, a NextGen financial planner from Boston Wealth Strategies. They explore Jack's unique journey into financial planning. Jack discusses his passion for mentorship, focused growth, and the changing dynamics between senior and younger advisors. His dedication to building purpose-focused relationships with clients, his firm, and the future of the financial industry is clear as he highlights the importance of communication, mentorship, and intentional patience.Key Takeaways: Providing real-world, day-to-day experience is the most valuable aspect of any internship.Success begins with mutual belief and trust between senior and younger advisors.Younger advisors must take intentional steps forward every day, from gaining technical skills to client interaction, to set themselves up for long-term success.Advisors should exercise “intentional patience” by continuously improving their skills while navigating the career growth process.Structured paths and clear communication are essential for successfully transitioning leadership between generations. Jack Heintzelman: "My why is about helping clients and also mentoring others in the industry. I was lucky to get here, and now I want to help others find their path."Rob Brown: "You were supposed to be where you are. You just didn’t know it before you got there."About Jack Heintzelman: Jack Heintzelman is a CFP professional and member of the Financial Planning Association. Serving clients at Boston Wealth Strategies in Needham Heights, Mass. and the surrounding communities. Jack is involved in the industry as he serves on the FPA National NexGen committee and locally on the FPA NexGen New England committee. He also gives back to the community as a council member of Good Sports, Inc., a charity that supports underserved youth sports programs.Connect with Jack Heintzelman: Website: https://www.bostonwealth.com/Email: jheintzelman@bostonwealth.comLinkedIn: https://www.linkedin.com/in/jackheintzelman/Episode References:Truest Fan CoachingConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingFacebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob Brown, and Phil Calandra sit down with Freeman Linde, a successful financial advisor, co-founder of La Crosse Financial Planning, and founder of AccelRIA. Freeman shares his journey from struggling in a traditional broker-dealer setup to breaking free and building his own thriving Registered Investment Advisor (RIA) firm. He shares candidly about the challenges he faced, the pivotal decision to break away from the traditional model, and how he now helps other financial advisors find their own freedom. If you're a financial advisor feeling limited by your current setup, Freeman’s story will inspire you to consider new opportunities and purpose-driven strategies.Key Takeaways: Understanding the true cost of operating your practice can be eye-opening for advisors considering the RIA model.Starting an independent RIA offers more control, enabling advisors to provide comprehensive services like tax and estate planning.Focusing on a specific niche, allows advisors to attract ideal clients and build stronger relationships.A unique website and solid SEO strategy can consistently bring in clients without relying on cold outreach.Managing time effectively and delegating tasks are critical to growing your advisory practice. Freeman Linde: "If you can't find it, and you can't join it, then build it....It's not as scary as people make it out to be."Rob Brown: "What kind of business and life do I really want? If you don’t stop to ask that question, you’re making a huge mistake."About Freeman Linde: Freeman Linde is a Certified Financial Planner, licensed Tax Advisor, speaker, and author. He co-founded La Crosse Financial Planning, a Wisconsin-based RIA managing nearly $50 million in assets for 73 households. In addition to running his own RIA, Freeman also operates AccelRIA, a business designed to help other advisors become RIAs by utilizing the tools and paths he has developed throughout his career. Freeman specializes in helping clients over age 50 retire successfully and stay retired. He authored 3D Retirement Income: Creating a Retirement Income that Outpaces Inflation, Outlives You, and Outperforms Others and hosts the RetireMentorship and AccelRIA Podcasts.Connect with Freeman Linde: Websites: https://lacrossefinancialplanning.com/ & https://accelria.com/LinkedIn: https://www.linkedin.com/in/freemanlinde/RetireMentorship Podcast: https://podcasts.apple.com/us/podcast/retirementorship/id1543064515AccelRIA Podcast: https://podcasts.apple.com/us/podcast/accelria/id1759379763Episode References:Truest Fan CoachingConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingFacebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Daniel Allgaier, the founder of Equity Compensation FP, to explore a fresh perspective on financial planning for young professionals in the tech industry. Daniel, a NextGen advisor, discusses his approach to working with clients in their 30s and 40s, especially those dealing with the complexities of equity compensation. He shares how he helps these clients make smart financial decisions that align with their life goals while navigating stock options, taxes, and diversification challenges.Key Takeaways: Young professionals, especially in tech, benefit from having a financial advisor to simplify complex decisions and free up their time.Executives often procrastinate on their equity compensation decisions, which can lead to missed opportunities.Changing jobs frequently in tech can affect stock options and requires careful planning to maximize benefits and minimize taxes.Financial independence and living well now can coexist; it’s about finding a balance that fits each individual’s goals.Advisors can add significant value for clients in the accumulation phase, even without substantial assets, by helping them navigate complex financial decisions early in their careers. Daniel Allgaier: "Traditionally, the thought has been that you get an advisor when you have X number of dollars. But not everybody has that amount. However, that doesn't mean they couldn't be served well by someone who can help them with the challenges of their early years."Rob Brown: "It's really a challenge to advisors out there to say: Hey, let’s make sure we’re getting out in front of this and not just being there when the cake is already baked."About Daniel Allgaier: Daniel M. Allgaier, CFP®, is the founder of Equity Compensation FP, where he specializes in guiding young tech executives toward financial independence. With a focus on clients in the tech sector who are navigating the complexities of equity compensation, Daniel leverages his extensive experience in investment management and financial planning to offer tailored advice and peace of mind. His approach simplifies financial planning, freeing clients to concentrate on their careers and families while ensuring their financial strategies align with their long-term goals.Connect with Daniel Allgaier: Website: https://equitycompfp.com/LinkedIn: https://www.linkedin.com/in/daniel-m-allgaier-cfp%C2%AE-099746b6Episode References:Truest Fan CoachingConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingFacebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob Brown, and Phil Calandra talk with Tyson Ray and Kim Cochenour from FORM Wealth Advisors about their unique approach to financial advising, centered on building "Total Relationships" with clients. Tyson and Kim discuss their personal journeys and the philosophy that drives their success—prioritizing client relationships over transactions. They explain how this purpose-focused approach has transformed their practice and can help other financial advisors make a meaningful impact.Key Takeaways: Prioritizing a comprehensive understanding of clients’ personal and financial goals fosters deeper trust and leads to better long-term outcomes.Ensuring that team members share the same core values strengthens collaboration and enhances the overall client experience.Balancing creative visionaries with practical integrators is essential for sustainable growth and effective implementation of strategies.Moving away from a focus on products and performance to prioritizing clients' holistic well-being leads to more meaningful advisor-client relationships.Using detailed CRM tools to document client interactions and preferences helps maintain personalized service and enhances client satisfaction. Tyson Ray: "The goal is to give clients a life that can be free of all the information out there that's trying to rob, steal, and destroy their joy."Kim Cochenour: "You need an integrator who can take those visionary ideas, put them through a process, and carry the weight to build the next level for your firm."Rob Brown: "Everything, even the most intimate way that you treat your clients, can be systematized in a way that doesn’t make it fake or false."About Tyson Ray: Tyson Ray, a senior wealth advisor, philanthropist, and author with over 25 years of experience, is the CEO and founding partner of FORM Wealth Advisors. He helps clients understand the impact of their financial decisions and clarifies a fear-driven industry. His podcast and book introduce The Total Relationship™ framework to help advisors meet clients' needs and empower them to thrive. A lifelong learner, Tyson holds CFP®, CIMA®, and CExP® certifications but values direct work with advisors and clients most.About Kim Cochenour: Kim Cochenour, Chief Operating Officer of FORM Wealth Advisors, is a growth-focused leader. As the Integrator™, she serves as the CEO’s extension, aligning the leadership team with future goals and turning vision into action. She co-hosts The Total Relationship podcast with Tyson, helping advisors build meaningful relationships and explore new possibilities.Connect with Tyson Ray and Kim Cochenour: Website: https://totalrelationship.com/Tyson’s LinkedIn: https://www.linkedin.com/in/tysonray/Kim’s LinkedIn: https://www.linkedin.com/in/kimberly-cochenour-98a3a117a/Podcast: https://totalrelationship.com/podcast/Episode References:Truest Fan CoachingConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingFacebook: https://www.facebook.com/truestfanDISCLAIMER: Securities through Raymond James Financial Services, Inc. Member FINRA / SIPC. Investment advisory services are offered through Raymond James Financial Services Advisors Inc.  FORM Wealth Advisors is not a registered broker/dealer and is independent of Raymond James Financial Services. Raymond James and its advisors do not provide tax advice. The podcast guest is Tyson Ray, CEO, Founding Partner, and Senior Wealth Advisor at FORM Wealth Advisors. FORM Wealth Advisors is located at 431 Geneva National Ave S, Lake Geneva, WI, 53147; 262-686-3005.

In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Duncan MacPherson, a renowned industry leader, coach, and speaker. Duncan shares his journey from an unexpected start in the financial services industry to building the highly respected Pareto Systems. He discusses the importance of being purpose-driven and offers valuable insights on relationship management, sustainable growth, and client advocacy. Duncan’s philosophy centers on helping advisors build meaningful businesses that not only achieve financial success but also provide lasting impact and fulfillment. Key Takeaways:When an advisor knows their "why," the "how" of achieving growth becomes clearer.Your best referrals come when clients believe they are doing a disservice by not introducing you to others.Sharing stories about client success without explicitly asking for referrals can lead to organic growth.Building a business that runs independently of the owner increases its value and longevity.Moving knowledge out of your head and into a documented, repeatable process is crucial for scaling and selling your business. Duncan MacPherson: "The most enlightened financial advisor places as much importance on practice management and relationship management as they do on asset management."Rob Brown: "When we start with the meaningful, it allows us to measure things that truly matter."About Duncan MacPherson: Duncan MacPherson, CEO of Pareto Systems, is driven by a passion for unlocking potential and designing businesses that achieve profitability and purpose. Collaborating with financial professionals and visionary firms, he applies 'The Blue Square Method'—a best-practice-inspired approach—to help professionals find their 'Blue Square,' where business activities align with passion and purpose. As a sought-after speaker, Duncan delivers dynamic, fact-rich presentations worldwide, establishing himself as a prominent spokesperson for the Financial Services industry. His expertise in simplifying business development and marketing appeals to a broad audience, guiding them toward achieving order and freedom in their businesses. Duncan is also a best-selling author, with works like The Advisor Playbook and The Blue Square Method, focusing on the mindset and best practices of top fee-for-service professionals.Connect with Duncan MacPherson: Website: https://www.paretosystems.com/LinkedIn: https://www.linkedin.com/in/duncanmacpherson/Book: https://www.thebluesquaremethod.com/Episode References:Truest Fan CoachingConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingFacebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Alex Neri, CFP®, ChFC®, RICP®, Advisor with SixPoint Financial Partners, and host of the Roadmap to Retirement podcast. Alex shares his journey from an unexpected start in finance to becoming a passionate advocate for financial literacy. Alex brings fresh insights into the evolving role of financial advisors. He emphasizes the importance of holistic planning and the critical role of tax strategies in maximizing client outcomes. Alex’s commitment to continuous learning and surrounding himself with a growth-oriented network underscores his dedication to personal and professional excellence. This episode is a must-listen for advisors looking to deepen their practice and better serve their clients with purpose and precision.Key Takeaways:The financial planning landscape is evolving, with next-generation advisors bringing fresh perspectives that blend traditional wisdom with modern approaches.Creating educational content, such as podcasts and webinars, is a valuable way to improve financial literacy as well as add value to client relationships.Surrounding yourself with people who have a growth mindset leads to personal and professional growth.Integrating tax planning into financial advice is essential, as it enables advisors to offer deeper value, helping clients optimize their financial outcomes beyond just investment strategies. Alex Neri: "If you’re not doing tax planning, you’re not doing financial planning. It’s the missing piece that can make a huge difference in your client’s retirement plan."Rob Brown: "The best way to grow your business is to do something you’re passionate about. When you educate with enthusiasm, clients see that passion and are more likely to seek you out when they need help."About Alex: Alex Neri, CFP®, ChFC®, RICP®, is an Advisor with SixPoint Financial Partners and the host of the Roadmap to Retirement podcast. For Alex, the most fulfilling part of his work is helping people improve their financial situations and providing them with the confidence that comes from being in good hands. Born and raised in Webster, NY, Alex graduated from Webster Schroeder High School and went on to earn a bachelor’s degree in finance from Mercyhurst University. He currently resides in Fairport, NY. Outside of work, Alex enjoys tackling home improvement projects and is a dedicated fan of the Buffalo Bills and Sabres. In his free time, he also enjoys playing golf, hockey, and euchre with friends and family.Connect with Alex Neri: Website: https://sixpointfp.comLinkedIn: https://www.linkedin.com/in/nerifinancial/Podcast: roadmap to RETIREMENT: https://podcasts.apple.com/us/podcast/roadmap-to-retirement/id1740795285Episode References:Truest Fan CoachingConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingFacebook: https://www.facebook.com/truestfan

In this episode, Rob Schultz, a Certified Financial Planner with NWF Financial Advisory Group and a specialist in working with physicians, shares how he chose this niche and achieved success. He delves into the unique challenges physicians face at different career stages, including managing debt, buying a home, and dealing with burnout. Rob underscores that while working with physicians may eventually involve managing their assets, true success comes from understanding the various phases of their careers. He highlights the value of a structured approach to client meetings and the benefits of tackling difficult tasks early in the day. Additionally, Rob discusses his involvement with the Special Olympics and the personal fulfillment he derives from serving others.Topics Discussed and Key Takeaways:Choosing a niche, like working with physicians, can be a strategic move for financial advisors aiming for success.Physicians face distinct challenges at different career stages, including debt management, home buying, and burnout.True success in this niche comes from understanding the many phases of a physician's career, not just managing their assets.Implementing a structured approach, such as using meeting agendas, can enhance efficiency and client satisfaction.Addressing difficult tasks first thing in the morning can lead to a more productive day.Serving others, whether through professional efforts or personal involvement with organizations like the Special Olympics, can provide a deep sense of purpose and fulfillment.“Getting there early... they see that I was there with them when they didn’t have anything, and it wasn't just for a dollar at the beginning. I took the time to progress with them.” – Rob Schultz“One of the great things about this industry is that there can be a lot of freedom, but I think true freedom comes from having discipline, knowing what's important, and getting it done.” – Rob BrownAbout Rob Schultz: For over 20 years, Rob Schultz, CFP, has passionately served the next generation of physicians nationwide, offering financial advice from "Residency through Retirement." He’s built lasting, trusting relationships that grow with each physician's career. As a recognized speaker at residency programs across the country, Rob stays current on physicians' challenges. Rob is also proud of his volunteer work coaching Special Olympics skiing and golf, and helping in elementary classrooms. He believes that those with insight and opportunities are well-positioned to give back.Connect with Rob Schultz: Website: https://www.robschultzwealth.com/Email: rschultz@nwfadvisory.comLinkedIn: https://www.linkedin.com/in/rob-schultz-cfp%C2%AE-cdfa%C2%AE-9315513aEpisode References:Truest Fan CoachingConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingFacebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob and Phil are joined by Jeff Concepcion, founder and CEO of Stratos Wealth Partners. Jeff provides insights into nurturing an entrepreneurial mindset as a financial advisor and emphasizes the significance of supported independence. He explains how firm leaders should enhance their focus on core strengths by delegating tasks, systematizing processes, and preserving company culture as the firm expands. His perspective offers valuable lessons on scaling businesses while maintaining high standards of client service and personal fulfillment.Topics Discussed and Key Takeaways:Investing in People and Technology: While the upfront costs may be significant, strategically investing in technology and teammates is essential for sustainable long-term growth.Delegating Core Tasks: By delegating responsibilities such as financial planning, marketing, investment management, and even client engagement, firm leaders can concentrate on strategic activities that enhance the value of the business.Enhanced Client Engagement: Successful client engagement goes beyond the basics. Leveraging technology to personalize and organize client-specific events can be crucial.Continuous Succession Planning: Succession planning should start early and be an ongoing effort, with careful preparation to ensure a smooth transition.“Advisors have to fire themselves perpetually until they come down to the one thing that they can do for the practice that no one else can do.” – Jeff Concepcion“A big focus of the work we do with our clients is helping them understand what matters most because then you can make decisions and systematize, knowing you're working towards something that is truly important to you.” – Rob BrownAbout Jeff Concepcion: Jeff Concepcion, Founder and CEO of Stratos Wealth Partners and host of The Evolving Advisor podcast, started Stratos in February 2009 to meet the needs of sophisticated advisors and their clients. He built the firm with the infrastructure, resources, and support needed for advisors to focus on advising. Today, Stratos offers platforms, technology, consulting, and practice management services across more than 100 cities, with a national network of distinguished wealth management firms to better serve their clients.Connect with Jeff Concepcion: Website: https://www.stratoswealthpartners.com/LinkedIn: https://www.linkedin.com/in/jeffconcepcion1/Podcast: https://podcasts.apple.com/us/podcast/the-evolving-advisor-podcast/id1478344664Episode References:The Truest Fan MastermindThe Evolving Advisor Podcast Ep 079 (with Rob Brown as guest)Connect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/ Facebook: https://www.facebook.com/truestfan  YouTube: https://www.youtube.com/@truestfancoaching

In this engaging episode of the Purpose-Focused Advisor, Rob reconnects with David Brown, a seasoned financial professional on the Business Development team at Davidson Investment Advisors. David explains why advisors should transform financial planning from a mundane task into a meaningful and memorable client experience. He shares practical strategies to make client interactions more impactful, emphasizing the importance of a differentiated planning process that fosters deeper connections and loyalty. Topics Discussed and Key Takeaways:Life First, Money Second: Emphasize life goals over financial metrics to make planning more relevant to clients.Elevating the Client Experience: Transform meetings into memorable experiences by incorporating personal touches that reflect clients' lives and passions.Engage the Next in Line: Focus on the non-financial spouse and next generation to ensure long-term client loyalty and relevance.Generosity and Philanthropy: Introduce donor-advised funds and charitable giving in a non-intimidating way to build deeper client relationships.Start with Best Clients: Begin implementing differentiated planning strategies with your best clients to build confidence and refine your approach."It's time to make this business fun again and not like going to the dentist. We can really transform the client experience." – David Brown"The formula for our industry going forward is your life first and your money second. Getting that right is really important." – David Brown"Humility goes a long, long way. Admitting when you're trying something new can create a stronger bond with your clients." – Rob BrownAbout David Brown: David Brown, a seasoned professional in the financial industry since 2000, is part of the Business Development team at Davidson Investment Advisors, joining in 2024 after 11 years at RBC Wealth Management. At RBC, he led a national team of Wealth Planning Consultants. His career began as an advisor at Scott and Stringfellow, followed by positions at Wachovia Securities/Wells Fargo Advisors. David holds a Bachelor of Arts degree cum laude from Randolph-Macon College and has earned the Certified Investment Management Analyst® and Certified Private Wealth Advisor® designations. He enjoys family time and sports, especially skiing, tennis, golf, and pickleball.Connect with David Brown: Email: dbrown@dadco.com LinkedIn: https://www.linkedin.com/in/davidlbrownrbc/ Website: https://dadavidson.com/ Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

In this episode, Rob sits down with Brad Williams, a financial advisor who transitioned from a bank setting to launching an independent firm, Highlands Wealth Group. Brad shares his insights on creating a dynamic, comprehensive financial planning experience for clients, leveraging social media to grow his business, and maintaining a healthy work-life balance as a business owner. This conversation offers valuable lessons for financial advisors looking to build a purposeful, client-centric practice. In this episode, Rob and Brad talk about:Brad’s transition from a bank advisor to opening his independent firmThe dynamic financial planning process at Highland Wealth GroupThe role of social media, especially LinkedIn, in business growthThe importance of building a supportive community among financial advisorsBalancing professional success with personal life and family commitmentsKey Takeaways: Understanding clients' qualitative and quantitative needs leads to more personalized and effective financial advice.Consistent and genuine posting on LinkedIn can significantly grow your client base and professional network.Engaging with other financial advisors can enhance your practice and offer valuable support.Maintaining personal well-being and family commitments can positively impact professional growth and client relationships. "It's vital to ask yourself the right questions and continuously refine your approach to ensure you're offering the best to your clients." - Rob Brown“That trust-building process that's so important for financial advisors can begin (on social media) before the advisor is even aware of the prospect because they're out there consuming your content, they're reading what you're posting, they may never comment on it, they may never like it, you may have no idea that they exist, and then suddenly, they reach out because they already know your value proposition because they’ve been following you.” – Brad Williams"The only certainty is that things are going to change. Clients need to know they have a partner to talk through those changes." – Brad WilliamsAbout Brad Williams: Brad Williams is a Financial Planner with Highlands Wealth Group in Greenville, South Carolina. He spent a decade in Private Banking before choosing to start what he feels is the ideal wealth management practice. He and his business partner, Terrell Boone, made the leap to independence in early 2021 and haven’t looked back. Brad’s wife, Jenni, is an Executive Producer at Greenville’s NBC affiliate news station. They have a 1-year-old daughter named Cora. Brad is passionate about music. He sings in his church choir, plays the banjo & guitar, and is a self-proclaimed country music encyclopedia.Connect with Brad Williams: Website: https://highlandswealthgroup.com/ LinkedIn: https://www.linkedin.com/in/bradwilliamssc/ Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

In this episode of The Purpose-Focused Advisor, we chat with Chris Flis, founder of Resilient Asset Management. Chris shares his unique journey from flying F-18s for the US Navy to managing his family’s fast food franchise and how these experiences inform his financial planning practice. We discuss the importance of comprehensive financial planning, the power of affinity groups, and the role of networking and referrals in firm growth. Chris also highlights the need for a calm approach to making financial decisions to ensure the best outcomes.Key Takeaways: Lessons from Aviation: Chris shares how prioritizing and staying calm under pressure from his F-18 pilot days translates to managing investments and client relationships.All-Aspect Financial Planning: Chris explains his comprehensive approach, integrating tax strategies, estate planning, and risk management to provide holistic advice.Affinity Groups: Chris discusses how his military background and experience with franchisees help him connect deeply with these affinity groups, understanding their unique challenges and needs.Client Management: The importance of controlling the agenda while allowing clients to set the pace, ensuring essential tasks are completed.Networking and Referrals: Insights on leveraging in-person interactions and client referrals to drive business growth. "In the military, in the aviation part, we have specific aircraft to do specific things... you learn to prioritize very, very quickly, what's important. And I found that that skill set has served me quite well in this job." – Chris Flis"We, the firm, like to set the agenda, you (clients) set the pace... We like to set that agenda and we're gonna keep harping on them to get those things done that we need to know that they need to have done." – Chris FlisAbout Chris Flis: After a 20-year Navy career, Chris formed Resilient Asset Management. Spurred by a lecture in high school, after which he started managing all of his own investments, his passion for all things personal finance has spanned decades. He started Resilient Asset Management with a mission dedicated to helping others achieve financial security through all-aspect financial planning and investment management. Along with his own journey through the military retirement gamut, he has helped our clients navigate the process–both those who decide to enter full retirement and those who opt to enter a second career.Connect with Chris Flis: Website: https://www.resilientam.com/ LinkedIn: https://www.linkedin.com/in/christopher-flis Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

In today's episode, I sit down with Tess Rowland, who shares her inspiring journey to becoming a fee-only financial advisor. With a non-traditional background in nursing, Tess explains how her long career in healthcare has shaped her client approach and helped her build strong relationships with the right clients. We also discuss effective strategies for client engagement, growing a financial planning practice, and the importance of promoting referrals. Tess offers invaluable insights, so tune in for a great conversation.In this episode, Rob and Tess explore:How your personal story influence your financial planning careerContinuous learning is powerful for strengthening business and client relationships.Empowering women to understand and engage in financial conversationsHow simply letting people know you’re open for more business leads to meaningful referrals.Planning for succession should begin earlier than you might think to protect your business and clientsKey Takeaways: Many women change advisors after their spouse passes because they haven't built a connection with their current advisor.Client relationships should be mutually beneficial.Not all clients will be the right fit for you. It's important to respect your expertise and know when to refer clients elsewhere.Most of your best new clients will come from introductions, especially from satisfied clients. “The world is a better place when we learn and understand people and gain more knowledge.” – Tess Rowland About Tess Rowland: Tess Rowland is a dedicated financial advisor with a mission to help individuals achieve financial security. As the founder of T Rowland Financial Services, Tess brings a wealth of experience to her clients, offering fee-only financial planning and advisory services. She transitioned from a career as a Registered Nurse to accounting, becoming a CPA before embracing her role as a financial advisor. Tess's background in critical care and accounting uniquely positions her to build trusted relationships and guide clients towards their financial goals. Outside of work, Tess enjoys family time, golf, hiking, yoga, and gardening.Connect with Tess Rowland: Website: https://www.tessrfinancialservices.com/ LinkedIn: https://www.linkedin.com/in/theresa-rowland-6877b097/ Episode References:The Truest Fan MastermindGarrett Planning Network: https://www.garrettplanningnetwork.com/ The Clark Howard Podcast: https://clark.com/podcasts/ Connect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

In this episode, Rob takes the hot seat as he and Phil dive deep into what financial advisors should be focusing on as we head into the second half of the year. They discuss practical strategies for managing client relationships, growing business more intentionally, handling the stress brought on by current news cycles, and staying proactive in your advisory practice. Rob and Phil cover:Handling the stresses that cannot be controlled and focusing on what can be controlled. The importance of reviewing your Truest Fan Action Plan during mid-year evaluations.Being proactive, not just reactive, during your mid-year review.Common pitfalls to avoid during a mid-year review.Key Takeaways: Review your big dreams and vision to ensure your strategy for the second half of the year aligns with what truly matters to you.Have a coach or mentor review your strategy to keep you accountable for your commitments.Continue with what’s working, eliminate what isn’t, and maintain your plan to ensure steady progress.Break your plans down into manageable action steps. Avoid taking on more than you can handle. “When you have an action plan, and you look at it every day, and as you're planning your day, you're saying, ‘Have I set aside time to work on those things that I said I was going to work on that are going to lead me to my most important goals?’ it allows you to say no to the other stuff and allows you to put those other distractions aside.” – Rob BrownEpisode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

Today, Rob and Phil explore how financial advisors make significant, lasting impacts on their clients' lives and in their communities. They discuss the importance of developing signature processes, prioritizing client needs, fostering trust, and truly valuing each client to enhance both the positive influence on clients and the growth of their practice. In this episode, Rob and Phil delve into:The value of implementing a signature solution that demonstrates how you serve clients.Treating each client as unique, even while following a consistent process.Regularly evaluating and refining your process to ensure it works effectively.Eliminating distractions to stay focused on your core mission.Key Takeaways: Success comes from working with clients who are the right fit for you, rather than trying to fit every client.While clients may share similarities, each one should feel seen and understood as an individual.Proper financial planning focuses on understanding a client’s lifestyle and goals, not just prediction and forecasting.Never take for granted the impact you have on your clients' lives.Root for your client’s success—they need your support now more than ever. “We are in a business of doing and a business of learning. I've always believed that. And the advisors that can continue to learn and continue to explore, are ultimately going to have a much more elegant life, they're going to enjoy and have that passion fueled for them.” – Phil CalandraEpisode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

Today we talk with John Stadtmueller, the Founder of Good Advisors Finish First, an independent network of financial advisors committed to pursuing better client outcomes as a community. John shares with us the four core values of the community, highlights the need for innovative thinking, open-mindedness, and a more collaborative approach in addressing industry needs, and gives an example of how a community approach to solving problems helps everyone grow and succeed.  In this episode, Rob, Phil, and John delve into:Focusing on being better for your clients. Why you should be radically open-minded. Communicating your value and your value proposition to your clients and potential clients. Pursuing better client outcomes as part of an advisor community. The two biggest mistakes that prevent advisors from being a great advisor. Key Takeaways: Keep your focus on the good. Your business is about more than just apologizing for the industry, it is about delivering value to your clients. Share openly with your peers. As an advisor, drive the conversation and bring in third parties when it makes sense. Advisors make huge differences in the communities they serve and in the causes they care about. Purpose-focused advisors give back. Learn from everyone, follow no one. There is no one right way to do things. You don’t have to give a choice - you can give your best advice.   “A huge miss that a lot of advisors have is just being open to saying ‘I don't know,’ because you're probably not going to know everything. You're not going to be an expert. A big thing that we all talk about is finding your niche and really owning who you are, and what you can deliver in terms of value, and then being open and willing to take help. Rather you're finding those resources that can help you deliver that better result for the clients rather than trying to scramble and pretend that you know everything.” – John StadtmuellerAbout John Stadtmueller: After a 20 year career in the financial services industry, predominantly in roles supporting financial advisors, John Stadtmueller created a movement to demonstrate “Good Advisors Finish First." Two years later, John doubled down on his passion to pursue this cause by leaving a comfortable job in Corporate America and began building the Good Advisors Finish First (GAFF) Community. GAFF now boasts over 150 members, from over 20 different B/Ds and RIAs, all committed to Pursuing Better Client Outcomes as a Community. EVERYONE is Invited however Seating is Limited to those who adhere to 4 Core Values: 1. Humility, 2. Abundance, 3. Reciprocity, 4. Pass the Torch.Connect with John Stadtmueller: Website: https://goodadvisorsfinishfirst.com/ Website: https://www.goodpeoplefinishfirst.com/ LinkedIn: https://www.linkedin.com/in/johnstadtmueller/ Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

Today, Rob sits down with Zack Hubbard, Director of Financial Planning & Participant Engagement with Greenspring Advisors, to explore how to make financial planning more accessible for everyone. They discuss the importance of offering high-quality advice to all clients, tailored to their specific needs and circumstances. Zack shares how his firm maintains valuable communication with clients through age-based advice delivered via email, short videos, and other relationship-building touchpoints. This episode is packed with actionable advice you can start implementing right away. Don't miss this insightful conversation that can help you enhance your client relationships and service delivery. In this episode, Rob and Zack delve into:The importance of financial planning for everyone, not just the super-wealthy.The time commitment required for effective financial planning.How to grow your practice without eliminating smaller client relationships.Prioritizing the most significant areas of concern for clients.Connecting with clients in ways that are most meaningful and effective for them.Key Takeaways: Building client relationships isn't always immediately profitable due to the initial effort required for comprehensive planning. Break the process into manageable pieces and prioritize the client's most pressing needs first.Many clients lack a complete understanding of their financial situation. Presenting their financial plan in stages can reduce overwhelm and strengthen your long-term relationship.Utilize age-based communication with your clients. Age-related triggers often provide easy, actionable advice that clients will likely find relevant and helpful. “People want to be served the way that they want to be served and we can adjust our businesses to do that and serve more people.” – Zack HubbardAbout Zack Hubbard: Zack is the Director of Financial Planning and Participant Engagement at Greenspring Advisors. As Director, Zack leads a team of financial planners that help our Private Wealth advisors deliver comprehensive financial plans to their clients and also deliver personalized planning and advice to the participants in the retirement plans that our corporate retirement advisors work with. Zack is focused on expanding access to financial planning to the masses.Connect with Zack Hubbard: Website: https://greenspringadvisors.com/ Email: zack.hubbard@greenspringadvisors.com LinkedIn: https://www.linkedin.com/in/zack-hubbard/ Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

Today, we sit down with David Strege to explore how he and his partner successfully transitioned their firm to thrive beyond their tenure. David delves into the importance of letting go, serving others, and engaging in industry organizations. His insights offer invaluable takeaways for purpose-focused advisors at every career stage.   In this episode, Rob, Phil, and David delve into:The importance of succession planning and determining the ideal time to start crafting your plan… it’s sooner than you thinkUsing a two-advisor strategy for client meetingsPhilanthropy as part of the retirement planning conversationHow to “practice” your retirement before you actually retireAn insider's view of the future growth of the financial planning industryFostering increased public trust and confidence in financial professionalsKey Takeaways: Build your firm from the beginning with the end in mind. Understand what you want your firm to accomplish and work towards that every step of the way.You will get out of industry associations what you put into them.You should understand your client’s estate plan in order to appropriately compile a comprehensive financial plan. Part of wisdom comes from making decisions, letting go, and seeing how those decisions play out. Know what you’re going to do in retirement before you retire. You need to know what your purpose will be and what makes you come alive.  “We spend a lot of time on philanthropic giving, because life's not about things. You try to satisfy your soul or your personality with things, but it's really when you find using your gifts to serve others, that's when you come alive.” – David StregeAbout David Strege: David Strege serves clients as a Senior CERTIFIED FINANCIAL PLANNER™ practitioner at Syverson Strege in West Des Moines, Iowa. David earned a degree in finance from Drake University. He earned his CFP® certification in 1982 and in 2008 served as Chairman of the Board of Directors for the CFP Board.  In 1987, he received the Chartered Financial Analyst® certification and earned the Certified Kingdom Advisor® designation in 2017.He has also served on the National Boards of the Financial Planning Association and of the National Endowment for Financial Education® (NEFE®), serving as Chairman in 2018. David still competes nationally and internationally in Men’s indoor volleyball.Connect with David Strege: Website: https://www.onlyworkforyou.com/ LinkedIn: https://www.linkedin.com/in/david-strege-planner/ Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

In this episode, Joe Bertilson shares his journey from his affiliation with a major investment firm to founding Cedrus Wealth Group. Discover how Joe has integrated faith, generosity, and mentorship to build a purpose-driven advisory firm. Learn about the importance of asking clients about their charitable inclinations, fostering a culture of giving, and creating a lasting impact in the community. Joe's story is an inspiring example of how financial advisors can blend personal values with professional success. In this episode, Rob, Phil, and Joe delve into:The importance of integrating generosity into financial planning.Strategies for asking clients about their charitable inclinations.Building a firm culture focused on mentorship and community impact.Creating a ripple effect of generosity through client engagement and community involvement.How to leverage personal values to enhance client relationships and business growth.Key Takeaways: It’s great to listen to other’s feedback, but you can accomplish so much more by staying in your lane with what you uniquely do best. Ask all of your clients “Are you charitably inclined?” Regardless of the answer, it opens the conversation. People hate taxes but love their charities. Many want to give more but don’t know the best way to go about it in their financial plans. Generosity has a way of rippling out, spreading widely, and affecting more people. Keep the conversation going.  “My challenge to advisors was, if your vision is to provide for your family, then your vision is too small. We have the capacity and the capability to bless a lot more people if we put in the effort.” – Joe BertilsonConnect with Joe Bertilson: Website: https://cedruswealthgroup.com/ Email: joe@cedruswg.com LinkedIn: https://www.linkedin.com/in/joe-bertilson-a578881b Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

Today, we dive into a fascinating conversation with Michael DeLon, The Credibility Coach. Discover how he empowers financial advisors to share their impact and their stories. You grasp your significance. You comprehend the value of your work for your clients. Yet, finding the right words to resonate with your audience, especially new connections, can be a challenge. Michael reveals the secrets to writing a book that accelerates your marketing, referrals, and business growth - all by staying true to yourself! In this episode, Rob and Michael delve into:How writing a book can help you create credibility in your business. The ties between books, marketing, and business growth. Creating a book in under 24 hours of your time. Speaking your book and developing the intellectual property behind the book. Key Takeaways: Mail potential clients and connections a copy of your book before your scheduled meeting. It builds trust and helps to lower barriers. Books are a one-on-one connection between you, as the author, and the reader.You have your signature solution, your signature message, that is clear and compelling. That is what you write your book about and what draws people to you. Your best referrals run in the same circles as your best clients. Using a book as a handout for your clients to give to those friends is a great way of bringing in referrals from your existing clients.  “When you create a book and you put your story and your thoughts and your successes in that book, people bond with you, they get to trust you, and they're willing to take that next step of finally meeting with you.” – Michael DeLonAbout Michael DeLon: Michael DeLon creates credibility. As the president of Paperback Expert, he helps business owners publish a book that positions them as the expert in their field.Business owners seek out Michael to clarify their brand strategy, make them bestselling authors, and set up their profitable podcast. They use his Credibility Marketing strategies to gain more clients, get more referrals, and grow their revenue.Michael is the author of On Marketing, a #1 Amazon Best-Selling author, and the Creator of The Credibility Game Plan. Since 2013, he has worked with business owners across the United States and internationally to establish and market their credibility.Michael is the husband of one and father of four. He’s a committed follower of Jesus Christ who is deeply involved in his church. You can normally find Michael investing time with his family, reading a great book, or facilitating growth in the lives of those around him.Connect with Michael DeLon: Website: https://paperbackexpert.com/ LinkedIn: https://www.linkedin.com/in/michaeldelon/ Facebook: https://www.facebook.com/PaperbackExpert On Marketing Book: https://paperbackexpert.com/onmarketing/ Experts Speak Podcast: https://paperbackexpert.com/interviews/# Episode References:The Truest Fan MastermindRetire on Purpose by Alynn GodfroyConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan

This episode explores some of the intricacies of succession planning and the idea of graduating rather than retiring. Our guest, Eric Brotman, CEO of BFG Financial Advisors in Baltimore, sheds light on intentionally structuring his firm uniquely from the start. By recruiting the right talent and creating plans for equity partnerships, the firm has surpassed expectations in its market reach and achievements. In this episode, Rob, Phil, and Eric delve into:Building your firm successfully with young advisors. Selling equity to your team to help with your succession planning. Why most financial advisors are not planning for the future. A peek into the new edition of Eric’s Book, Don’t Retire…Graduate!.Key Takeaways: It’s better to educate and invest in your team and have them leave than to not educate them and have them stay.Bring in junior advisors who are much younger than you. Your team should be staggered over ages for a successful transition and for your future retirement to be successful. You need the right mentors and coaches, in any industry, to know the right tools for the right job. This is no different in the financial advising and planning industry. Retirement should not be the absence of work, but rather, the absence of the need to work. Retirement is not the end of your life, it’s the start of a different chapter.  “What I am doing in every conceivable way is trying to take care of everyone here whose skin is in the game. And if I do that, and it doesn't require private equity, everyone here will not only benefit, but it will feather their nest for a generation.” – Eric BrotmanAbout Eric Brotman:  Eric D. Brotman, CEO of BFG Financial Advisors, started his financial planning career in 1994 in Baltimore. He holds a BA from the University of Pennsylvania, a Master's in Financial Services, and multiple financial certifications. Eric founded Brotman Financial Group, Brotman Consulting Group, and Brotman Media Group. He's served on numerous boards, including the Maryland State Retirement & Pension System, hosted the Don’t Retire… Graduate! podcast, authored the award-winning book, Don’t Retire… Graduate!, and has contributed regularly to Forbes.com and WBAL TV.Connect with Eric Brotman: Website: https://bfgfa.com/ Website: https://brotmanconsultinggroup.com/Website: https://brotmanmedia.com/ LinkedIn: https://www.linkedin.com/in/ebrotman/ X: https://x.com/brotmanplanning Book: https://brotmanmedia.com/books/ Podcast: https://brotmanmedia.com/podcasts/ Episode References:The Truest Fan MastermindConnect with Rob Brown & Phil Calandra:Website: http://truestfan.com/ Facebook: https://www.facebook.com/truestfan  LinkedIn: https://www.linkedin.com/in/truestfan/ YouTube: https://www.youtube.com/@truestfancoachingLinkedIn Group: https://www.linkedin.com/groups/8496989/ Facebook Group: https://www.facebook.com/groups/truestfan