Model FA Podcast

Cameo Roberson is a business coach and operations strategist who specializes in helping financial advisory firms avoid business management overwhelm, implement systems, and build high-performing six-figure practices. Throughout her career, Cameo has worked with leadership teams and managed over 100 client relationships. She is the founder of Atla Park Consulting, a business coaching and practice management agency that performs operational makeovers for financial advisory businesses.   Cameo joins me today to discuss the relationship between establishing a vision for your advisory firm and the success of your practice management. She describes her background and how she became passionate about improving business operations for RIAs. She explains why some advisors are not comfortable asking for referrals and shares how getting clear on ideal client avatars can help you get introductions. Cameo also highlights how advisors can look to other RIA firms for success inspiration and outlines tips on documenting standard operating procedures for your business.   “When considering practice management, look at your practice in different buckets: business strategy and planning, business development, operations optimization, technology, and people.” - Cameo Roberson   This week on The Model FA Podcast:   Cameo’s background and how she got started in the RIA industry Why building a clear vision for your firm is essential to creating a strong practice management Crafting a vision for your advisory firm and a roadmap to your business goals The components of a revenue roadmap The importance of being crystal clear on your ideal client avatars How to make your advisory business more efficient and autonomous Tackling large projects in your business and avoiding overwhelm Establishing and documenting standard operating procedures for your business What financial advisors should and shouldn’t automate in their advisory firms   Resources Mentioned:   Book: Rocket Fuel: The One Essential That Will Get You More of What You Want from Your Business by Gino Wickman Book: Traction: Get a Grip on Your Business by Gino Wickman App: Loom   Our Favorite Quotes:   “Whether you’re serving 12 families or 1,200 families, systems and processes are important.” - David DeCelle “People are quick to search for answers on how to run their businesses, but before you can even talk about practice management, you need to figure out what your vision is: what you’re building and why you’re building it.” - David DeCelle “Success leaves clues. You can always check to see what other firms are doing to be successful and use that as inspiration for your own firm.” - Cameo Roberson   Connect with Cameo Roberson:   Atlas Park Consulting Atlas Park Consulting on Facebook Atlas Park Consulting on LinkedIn Atlas Park Consulting on Instagram Cameo Roberson on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Robert Sofia is the Co-founder, Chairman, and CEO of Snappy Kraken. This marketing automation advertising service helps financial advisers track marketing campaigns and various business processes to expand their market share. Robert's recent accomplishments include leading his team to win the Best Places to Work in FinTech Award and Best Overall Content Marketing Company for four straight years. He is also the author of Blend Out: From Ordinary to Irresistible: How Advisors Can Market Like the Greatest Brands in the World, which divulges marketing secrets meant to disrupt the status quo and get you noticed.    Robert joins me today to describe what Snappy Kraken is, its humble beginnings, and how they help financial advisers get their brands out there. He shares his extensive experience in sales and how he joined the financial industry. He explains why he isn't fond of curated content and the extent of the marketing Snappy Kraken provides per month. He discusses how they keep content fresh regardless of their output. Robert also shares a list of books he likes to read and go back to—especially The Great CEO Within.   "If you saturate your audience with exposure to your brand, you become omnipresent." - Robert Sofia   This week on The Model FA Podcast:   Robert's extensive experience in sales, including selling copy machines How Robert joined the financial industry Where Snappy Kraken started and the services they offer How data gives them a significant advantage over the competition Why Robert doesn't believe in curating content The types of campaigns and topics they make every month How they keep their articles and marketing fresh and timeless Other forms of marketing outside of digital Expanding the content of Robert's book, Blend Out How to create omnipresence in marketing Why Robert likes reading The Great CEO Within   Resources Mentioned:   Book: The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever by Michael Bungay Stanier Book: The Great CEO Within: The Tactical Guide to Company Building by Matt Mochary, Alex MacCaw, and Misha Talavera Book: Three Feet From Gold: Turn Your Obstacles Into Opportunities (Think and Grow Rich Series) by Sharon L. Lechter and Greg S. Reid Book: Crushing It!: How Great Entrepreneurs Build Their Business and Influence-and How You Can, Too by Gary Vaynerchuk   Our Favorite Quotes:   "You can do all the marketing you want, but if you don't have a good brand or website, visitors are going to bounce." - Robert Sofia "Advisors should still create their own content." - David DeCelle "If someone's going on social media, they're going there to consume content." - David DeCelle   Connect with Robert Sofia:   Robert Sofia Website Snappy Kraken Book: BLEND OUT Snappy Kraken on YouTube Robert Sofia on Twitter Robert Sofia on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Patrick Galvin is a coach, speaker, author, and the Founder of The Galvanizing Group, a learning and development company that helps high-performance companies and teams grow bottom-line results through cultivating relationships. In his books, The Connector’s Way and The Trusted Way, Patrick explores how businesses can grow through relationship-building techniques and trust. Patrick holds a Master of Business Administration degree in International Marketing from Thunderbird School of Global Management and graduated cum laude from Georgetown University with a Bachelor’s degree in Foreign Service. Patrick joins us today to discuss building and growing businesses through strengthening relationships with clients. He explains the importance of taking the time to evaluate how you’re bringing traffic to your business. He examines developing capital and how depositing it in relationships supports further business through referrals. Patrick also highlights the value of going above and beyond to serve others without expecting anything in return and underscores the power of gratitude. “Building your business one relationship at a time works regardless of your industry or the size of your business.” - Patrick Galvin This week on The Model FA Podcast: Patrick’s background and launching The Galvanizing Group Post-sale communications and how to stay relevant in clients’ lives The seven principles of The Connector’s Way Developing social capital and the value of serving others without expecting to benefit Patrick’s advice on asking for introductions and referrals from clients Why you might not ask for referrals as an advisor The real power of going above and beyond for your clients The importance of being grateful and personally expressing your gratitude to other people Best practices for leveraging networking groups and service organizations to build connections Resources Mentioned: Book: Influence: The Psychology of Persuasion by Robert Cialdini Book: The Daily Stoic: 366 Meditations on Wisdom, Perseverance, and the Art of Living by Ryan Holiday Should Self Interest Motivate Service? | Patrick Galvin at TEDxMcMinnville Our Favorite Quotes: “Focus heavily on relationship building and experience and focus somewhat on marketing and advertising, so you have something to prompt people to talk about you.” - David DeCelle “You can’t control when people are going to have conversations about you, but by adding value and staying relevant, you increase the likelihood of people talking about you and what you do with their friends and family.” - David DeCelle “Having the mindset of looking for maximum gain in every connection you have will burn a lot of bridges: you might win the battle and the sale, but at the cost of an on-going relationship that could mean more business.” - Patrick Galvin Connect with Patrick Galvin: Patrick Galvin The Galvanizing Group Book: The Connector’s Way: A Story About Building Business One Relationship at a Time Book: The Trusted Way: A Story About Building a Life and Business of Character Email: info@galvanizinggroup.com About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.  Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.  Our Team: President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Jeremy Straub is the Founder and CEO of Coastal Wealth, a financial services firm that helps clients financially prepare for different stages of life. With over two decades of experience in executive roles in Fortune 500 companies, Jeremy is regarded as a thought leader in the financial services industry. Under Jeremy’s leadership, Coastal Wealth has worked with over 100,000 clients with over $15 billion in assets serviced. In addition to his work at Coastal Wealth, Jeremy owns nine different businesses across five industries that employ over 1,500 people and generate over $100 million in revenue annually.   Jeremy joins me today to discuss how financial advisors can diversify their businesses and expand to other markets and industries. He outlines the industries he’s involved with and how he balances his time between them. He offers advice on what to consider when forming joint ventures. Jeremy also underscores why individuals need to know themselves as financial advisors and highlights how having a condensed work week can help employees and the company.   “Finding opportunities that might be in line with or compliment your existing business is a better way to decide for new business ventures.” - Jeremy Straub   This week on The Model FA Podcast:   Jeremy’s background and his road to starting his own venture The many businesses and industries Jeremy’s involved in How Jeremy manages his time and expertise between different markets  The value of finding the right talent and putting them into the right roles The fundamentals of diversifying and seeking new business ventures Mergers and acquisitions in the financial services industry Transitioning from financial advisor to business owner The 90-day sprint and 4-day work week methodology   Resources Mentioned:   Book: Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan Book: Good to Great: Why Some Companies Make the Leap…And Others Don’t by Jim Collins Book: Traction: Get a Grip on Your Business by Gino Wickman Book: The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 Months by Brian Moran and Michael Lennington Book: Mastery: The Keys to Success and Long-Term Fulfillment by George Leonard   Our Favorite Quotes:   “If you’re reliant on your financial planning practice and invest in a business you know nothing about, you’re in a precarious position. Expand your base first before venturing out into industries that you don't have experience in.” - David Decelle “When you’re trying to enter new ventures, don’t worry about how you’re going to do it but who’s going to help you do it.” - David DeCelle “Don’t reinvent the wheel, but figure out how to make it go faster.” - Jeremy Straub   Connect with Jeremy Straub:   Coastal Wealth Podcast: Upreneur Coastal Wealth on LinkedIn Coastal Wealth on Facebook Coastal Wealth on Twitter Jeremy Straub on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Greg Bishop is the Founder and Managing Partner of Poterus Consulting. After several years of working in the financial services industry, Greg created Poterus Consulting as a platform where financial advisors, producer groups, and financial firms could increase their productivity exponentially. Before founding Poterus, Greg served as the Director of Business Development at Compass Total Benefit Solutions. He had also previously worked as the Chief Marketing Officer of QuietStream Financial and the Director of Practice Management at Consolidated Planning Inc. Greg holds a Master’s in Public Policy from Muskie School of Public Service, and completed his Bachelor’s in Political Science at the University of Southern Maine.   Greg joins me today to discuss the roles of vision and mission in optimizing practice management. He recounts his journey toward founding his consulting firm and outlines the seven stages of his practice management optimization program. He also describes how business owners can develop powerful visions and mission statements and underscores how accountability helps manifest a company’s vision.   “Everything starts with a vision and its crystallization. You can’t talk about marketing programs or business financials if you don’t know what the vision is.” - Greg Bishop   This week on The Model FA Podcast:   Greg’s background and his journey toward starting his consulting firm Why the cookie-cutter marketing strategies of large firms don’t always work The importance of picking a niche and communicating it Creating a client journey map Why practice management optimization needs to begin with a vision How to put together a vision statement for your business Why Greg doesn’t spend a lot of time developing five-year plans with his clients The power of visualization Being accountable to manifest your business vision into reality How being accountable can help with time management Using Greg’s “Time Shocker” technique to manage your time and be accountable How often entrepreneurs should view their business finances Why business plans and marketing plans should come hand-in-hand   Resources Mentioned:   Book: Face Values: How to Read People and Adjust Your Presentation to Connect with Them in Less Than Three Minutes by Michael Lovas and Pamela Holloway   Our Favorite Quotes:   “If you’re going to write a vision statement, don’t keep it to yourself. Sharing it with others gives them the opportunity to help you get there.” - David DeCelle “Accountability is something you either love or dread and is one of the most impactful areas of your business.” - David DeCelle “If the vision is the emerald city in the distance, the mission statement articulates what the paving stones are in that yellow brick road that get us there.” - Greg Bishop   Connect with Greg Bishop:   Poterus Consulting Poterus Consulting on LinkedIn Greg Bishop on LinkedIn Email: greg.bishop@poterus.com   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Aimee Butler is a certified financial planner and the Principal at Merriman Wealth Management. Aimee has over 15 years of experience as an advisor, district manager, and regional director. She was previously the Managing Principal of Waddell & Reed, a company she worked with for more than nine years before joining Merriman in 2018. She also served as the Marketing Field Implementation Officer at Ameriprise Financial Services. She holds a Bachelor's degree in Business Management from Providence College.    Frank McLaughlin has been a wealth advisor for Merriman Wealth Management since August 2013. As a certified financial planner, Frank focuses on helping his clients live fully by creating sound financial strategies. He graduated with a degree in Finance from Washington State University. Frank is an advocate of sustainable investing and is passionate about helping people overcome the emotional aspects of retirement.   Alan Hensley is a wealth advisor for Merriman Wealth Management who has over 15 years of experience in wealth management. Before joining Merriman in 2016, Alan served as a financial advisor for LPL Financial and a licensed personal banker for Wells Fargo. As a certified financial planner, Alan specializes in helping families simplify their finances and make smart choices with money. He completed his Bachelor’s degree in Economics at the University of Washington.   Aimee, Frank, and Alan join me today to discuss their thoughts on using social media to build connections with prospects and clients. They share their initial reservations about using social media professionally and describe the subsequent feedback. They explain how they measure the impact they make with their posts and how they come up with ideas for social media content. They also highlight the value of repurposing and reposting social media content and underscore why you should still try to give value to prospects even if they don’t qualify as clients.   “Personal connection takes some time; social media helps build it faster.” - Alan Hensley   This week on The Model FA Podcast:   What excited them about using social media for business and relationship development The reservations they had about using social media for business development How their existing connections reacted after they started using social media professionally The learning curve involved in creating content for business development Vanity metrics and how Frank measures the success of his content Leading with education and how to handle conversations with prospects who don’t qualify The recency bias and how to determine the subject matter of your social media content Keeping a content idea notebook Using social media for relationship building Reposting, reusing, and repurposing content The value of connecting with your centers of influence on social media platforms   Resources Mentioned:   Book: The Alchemist: A Fable About Following Your Dream by Paulo Coelho Book: The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael Gerber Book: Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek Book: Three Feet from Gold: Turn Your Obstacles Into Opportunities by Dan John Miller   Our Favorite Quotes:   “Social media does a great job at leaving clues. Through social media, you can share a little bit more about your personality and the things you’re into—you allow everyone to connect with you on that personal front.” - David DeCelle “Be intentional and pay attention to the people you want to connect with. Notice the little things that they do, interact with them, and comment.” - Aimee Butler “Write down questions you get from normal client conversations and shoot videos about those because other people and other clientele you serve will be asking the same questions.” - Frank McLaughlin   Connect with Merriman Wealth Management:   Merriman Wealth Management Merriman Wealth Management on Facebook Merriman Wealth Management on Twitter Email: info@merriman.com   Connect with Aimee Butler:   Aimee Butler on LinkedIn Aimee Butler on YouTube   Connect with Frank McLaughlin:   Frank McLaughlin on LinkedIn Frank McLaughlin on YouTube   Connect with Alan Hensley:   Alan Hensley Website Book: Eddie & Hoppers Explain Investing in the Sock Market Book: Merriman’s Guide to Social Security and Medicare Alan Hensley on LinkedIn Alan Hensley on Twitter Alan Hensley on YouTube Alan Hensley on Facebook Alan Hensley on Instagram   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Michael Ivanov is a motivational speaker and the Founder of Speaklife365. He is the best-selling author of The Servant with One Talent, The Traveler’s Secret, and The Mount of Olives—which combines courage, faith, and wisdom to share an inspiring tale of self-discovery. Michael is committed to helping leaders, teams, and influencers connect with their most powerful selves and create transformational change in peoples’ lives.   Michael joins us today to discuss how you can smash your fears and limitations for a fulfilling life. He explains how he began his career in public speaking despite dropping his college speech class. He explains why motivation and inspiration need to be quickly followed by action. He describes how anyone can build momentum. He also highlights the importance of taking ownership of life’s challenges and underscores the value of service to others.   “The more you train yourself to take action the minute you’re inspired, the easier it becomes for you to overcome fear, procrastination, and laziness.” - Michael Ivanov   This week on The Model FA Podcast:   Michael’s background and what led him to public speaking The importance of putting inspiration into action Why building momentum is better than motivation Taking ownership of challenges and obstacles in life How your words create your world The value of giving back and serving others Why caring for others is the best way to market your business   Resources Mentioned:   Book: Conversations: How to Manage Your Business Relationships One Conversation at a Time by Ivan Farber Book: The Greatest Salesman in the World by Og Mandino Book: A Better Way to Live: Og Mandino’s Own Personal Story of Success by Og Mandino Book: Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink Book: Think and Grow Rich by Napoleon Hill   Our Favorite Quotes:   “Motivation dissipates over time until you get that next hit, but taking that big thing in front of you and breaking it down into tiny pieces will create the momentum that’s going to move you forward.” - David DeCelle “You need to be okay with being silly and weird and doing things that other people aren’t doing if you want to live a life most other people aren’t living.” - David DeCelle “If you control everything that you can control and make the right decisions, the things you can’t control will take care of themselves eventually.” - Michael Ivanov   Connect with Michael Ivanov:   Speaklife365 Book: The Mount of Olives: 11 Declarations to an Extraordinary Life Book: The Traveler’s Secret: Ancient Proverbs for Better Living Book: The Servant with One Talent: Five Success Principles from the Greatest Parable Ever Told Michael Ivanov on LinkedIn Michael Ivanov on Instagram Michael Ivanov on Facebook Michael Ivanov on YouTube   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Jaimie Sarah is an award-winning executive coach, marketing consultant, and the Founder of Definitely Definitely, a coaching and consulting company that helps smart, talented, service-based experts attract and retain high-caliber clients with integrity. Before founding Definitely Definitely, Jaimie served for over a decade in the marketing industry, working with companies such as Thomson Reuters, SAP, and Satelliet-UK. As a coach and consultant, Jaimie uses the Aligned Business Blueprint, a proprietary blend of executive coaching and marketing consulting that helps clients transform their lives, messaging, and offers.    Jaimie joins us today to discuss how being a good human impacts client attraction and retention. She discusses content creation strategies for financial advisors and the power of consistency. She explains how having a solid onboarding process can help retain clients and offers advice on asking for client referrals. Jaimie also discusses how connection and trust can aid in asking for client introductions and highlights what it takes to create ideal marketing content for a business.   “When people feel a heart connection with you—that you care about them on a human, heart-to-heart level—it’s rare for them to leave.” - Jaimie Sarah   This week on The Model FA Podcast:   What inspired Jaimie to become a coach after more than a decade in the corporate world The best ways to get attention from prospective clients How long it takes for content creation to yield new clients The impact of consistently creating content for marketing Creating content around frequently asked questions How financial advisors can improve their client retention strategy The anchoring effect and mixing the “fluffy” with the “analytical” in the discovery process for prospects Depositing in client relationships and strategies for asking for referrals How connection and trust can aid in requesting client introductions The distinction between emailing and showing up online   Resources Mentioned:   Book: Crushing It!: How Great Entrepreneurs Build Their Business and Influence–and How You Can, Too by Gary Vaynerchuk Book: The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg Book: Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear How to Create 64 Pieces of Content in a Day   Our Favorite Quotes:   “Creating a video, a blog, an infographic makes people aware of who you are and what you do at scale; it humanizes you, helping you build relationships.” - David DeCelle “You need to go above and beyond expectations while magnifying, elevating, and expanding yourself through content creation.” - David DeCelle “Marketing isn’t about how you get someone in; it’s about the process of creating customer value. It’s not just about the hook.” - Jaimie Sarah   Connect with Jaimie Sarah:   Jaimie Sarah Website Definitely Definitely on LinkedIn Jaimie Sarah on LinkedIn Jaimie Sarah on Instagram Jaimie Sarah on Twitter   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Mark Colgan is a founding partner of Montage Wealth Management, a financial planning firm focused on creating strategies for saving and spending. With over 29 years of experience as a certified financial planner, Mark is passionate about orchestrating financial plans that help clients live a fulfilled life. Before founding Montage Wealth Management, Mark served as an investment consultant for McDonald Investments. Mark graduated from Rochester Institute of Technology, where he earned his Bachelor’s degree in Finance.   Mark joins us today to discuss how financial planners and advisors help bereaved clients navigate difficult times. He details his journey to becoming a financial advisor and explains how business acquisitions and referrals from satisfied clients grew Mark’s firm. He describes why he’s passionate about helping bereaved clients take the next steps in their financial and personal lives. Mark also explains why death can be a difficult topic—even for financial professionals—and offers advice on how advisors can communicate to their grieving clients.   “The topic of death is a mystery to us financial planners as it is to others. Still, you can help clients avoid some missteps or uncover some opportunities they hadn’t even known about.” - Mark Colgan   This week on The Model FA Podcast:   Mark’s background and how he began his career in business His road to establishing himself as an independent financial advisor How his business development strategies have changed since starting his firm The importance of picking a niche and focusing on it Why Mark is passionate about helping bereaved clients When to meet with a financial advisor after bereavement What inspired Mark to write Death’s Red Tape How advisors can help bereaved clients prevent identity theft and other crimes   Resources Mentioned:   Book: No Longer Awkward: Communicating with Clients Through the Toughest Times of Life by Amy Florian Book: How to Win Friends & Influence People by Dale Carnegie   Our Favorite Quotes:   “Showing that you care about the client is what makes them feel special.” - David DeCelle “Focusing on a niche doesn’t only help your marketing and collateral—it also helps you build a scalable service model.” - David DeCelle “The best way to get referrals is to overly impress your existing clients so they start bragging about you.” - Mark Colgan   Connect with Mark Colgan:   Montage Wealth Management Book: Death’s Red Tape: Your Guide for Navigating Legal, Financial, and Personal Transitions When a Partner Dies Montage Wealth Management on LinkedIn Montage Wealth Management on Facebook Mark Colgan on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Ray Sclafani is the Founder and CEO of ClientWise, a business and executive coaching firm working exclusively with high-performing financial advisory teams. He is a professional certified coach who holds a Master Certification in Neuro-Linguistics. In addition to being a public speaker sought after by industry leaders, Ray is the author of You’ve Been Framed, a step-by-step guide that helps financial firms achieve profitability and sustainability. Before founding ClientWise, Ray worked at AllianceBernstein for over 20 years, serving as its Managing Director before launching his own company. Ray joins us today to discuss the nobility of being a financial advisor. He explains how financial advisors can make an impact beyond their clients’ lives and discusses building a relationship with the next generation of clients. He reveals the questions every financial advisor should ask during their client reviews and describes the unintended consequences advisors face when they become “accidental owners.” Ray also highlights the importance of succession planning for financial advisors and underscores the power of raising powerful next-gen teams.   “When an advisor makes a difference in the life of a client, they have a multigenerational impact on that client and their family. And that ripple effect is noble.” - Ray Sclafani   This week on The Model FA Podcast: Ray’s background in asset management and his transition to the consulting business The multigenerational ripple effect and the nobility of financial advisors Engaging and building a relationship with the next generation of clients The ‘fee on AUM’ model and the questions financial advisors should ask in client reviews The ClientWise Risk Assessment and why it’s tough to segment clients based on revenue The “accidental owner” and how financial advisors get into the profession Succession and merger planning for financial advisors How financial advisors can communicate their succession plans for clients The shifts ClientWise had to make in the face of COVID-19   Resources Mentioned: Book: Think Again: The Power of Knowing What You Don’t Know by Adam Grant   Our Favorite Quotes: “Your business grows by increasing your value proposition on things you aren’t compensated to do. People are attracted when you have a vested interest in them.” - David DeCelle “We need to help advisors think about the shifts taking place in the industry, what the next five years ahead look like, and how they can take advantage of the opportunities.” - Ray Sclafani “Your options increase the sooner you think about succession. Doing so gives you time to raise the next generation.” - David DeCelle   Connect with Ray Sclafani: ClientWise Book: You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships ClientWise on LinkedIn ClientWise on Instagram ClientWise on Facebook ClientWise on Twitter Ray Sclafani on LinkedIn   About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.