Model FA Podcast

Natalie Wolfsen is the CEO of AssetMark, a WealthTech platform that empowers independent financial advisors to deliver impactful investor outcomes and grow their practices. As CEO of AssetMark, Natalie is focused on leading the company's strategic vision, which encompasses its platform of curated investment and tech solutions, business consulting and operations support, and strategic acquisitions. Before joining AssetMark, Natalie served in several leadership roles, including Head of Marketing for First Eagle Investment Management and Head of Product Management and Development for Pershing. Natalie earned her Bachelor of Arts degree from the University of California, Berkeley, and her Master of Business Administration from UCLA's Anderson School of Management. Natalie joins me today to discuss how financial advisors can ensure that service is at the heart of everything they do in their practice. She explains how advisors can maintain deep and meaningful relationships with their clients during unstable market conditions. She outlines the different growth paths financial advisors can follow to take the next step in their careers and offers advice on being a senior leader in an organization. Natalie also describes the financial behaviors of different generations of investors and underscores why communication is essential to a financial advisor's success. "Service is a choice—you choose to invest in it, you choose to be client-focused, and you have to be investing and improving all the time. A client culture means a service culture" - Natalie Wolfsen This week on The Model FA Podcast: Natalie's background and her journey to becoming the CEO of AssetMark How to thrive in a senior leadership role Why knowing a broad range of topics is essential to being a leader Finding career opportunities and how to not let fear get in the way How to help clients stay the course and reach their goals during a turbulent market environment AssetMark's volatility toolkit The importance of communicating with clients during a bad market condition Specialization and other multiple growth paths for financial advisors How AssetMark is helping independent financial advisors thrive in a mass of players around them. Model FA's Energy Audit and what a client-focused service model looks like The feedback marketing methodology and what it means to have a "client culture" Servicing the emerging generation of investors Understanding the fears and behaviors of different generations of investors Resources Mentioned: Book: Ego is the Enemy by Ryan Holiday Book: Who, Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan Our Favorite Quotes: "A lot of the problems advisors face could be solved by just being a good human." - David DeCelle "Your business becomes more valuable if you're working with multiple generations—especially with younger investors who are in the accumulation stage." - David DeCelle "It feels great to be an expert in one thing; but it's hard to take that to the next level, because you need to lead people and teams that do more than that, and your perspective needs to be a lot broader." - Natalie Wolfsen Connect with Natalia Wolfsen: AssetMark AssetMark on LinkedIn AssetMark on Facebook AssetMark on Twitter Natalia Wolfsen 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.

Blake Brewer is the founder of the Legacy Letter Challenge, which helps parents create a lasting legacy beyond finances for their children and partners with financial advisors to help them become trusted partners in their clients' lives. Blake has created a 10-step online program in the Legacy Letter Challenge to help parents create well-written, meaningful, and lasting letters that their children will cherish. Before founding the Legacy Letter Challenge, he worked for over 12 years as a campus director for the non-profit, Student Mobilization. Blake holds a Bachelor's degree in Accounting from the University of Arkansas. Blake joins us today to share how his father inspired him to help parents create legacies for their children. He discusses the power of words and writing letters and explains how he helps financial advisors become trusted partners in their clients' lives. He also highlights the importance of writing Legacy Letters and describes how it's impacting parents and their children. "We want to help our clients to have more than financial legacies. We want to help them pass down their virtues and invest in their children." - Blake Brewer This week on The Model FA Podcast: Blake's story and why he's passionate about helping parents create legacies for their children The impact of having really good life insurance The value of having a trusted financial advisor in your life How the Legacy Letter Challenge has helped financial advisors How the Legacy Letter Challenge program works for families and their financial advisors The best time to give a Legacy Letter to children Resources Mentioned: Book: Take Back Your Family: From the Tyrants of Burnout, Busyness, Individualism, and the Nuclear Ideal by Jefferson Bethke Our Favorite Quotes: "Sometimes, I'm not the best with spoken words. I always buy a blank card and write, because it's difficult to articulate at the moment—and you can articulate your message differently or better in writing." - Davi DeCelle "The Legacy Letter's impact on families is priceless and invaluable." - David DeCelle "Your children will have decisions they'll get through. You'll want your words to influence them and have that deeper relationship—your words can provide the confidence they need to do well." - Blake Brewer Connect with Blake Brewer: Legacy Letter Challenge Legacy Letter Challenge for Model FAs Legacy Letter Challenge on LinkedIn Legacy Letter Challenge on Instagram Legacy Letter Challenge on Facebook Blake Brewer on LinkedIn Blake Brewer 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 Hanna is a certified financial planner, retirement income certified professional, and an accredited estate planner. He is also an investment adviser representative at Azura Wealth Advisers LLC, a company dedicated to helping clients navigate the real financial world. Michael graduated cum laude with a Bachelor of Arts in Politics and Philosophy from New York University, where he also completed his Master of Business Administration degree at the Stern School of Business. He is the author of the book, Get Your Money Right, which shares a roadmap and infrastructure—drawn from his personal experience—that can help create real and permanent wealth in readers' lives. Michael joins us today to discuss why financial advisors should build financial infrastructures for themselves. He explains the importance of keeping the right investing mindset during an economic downturn and keeping the end in mind when creating financial goals. He shares his thoughts on financial advisors sharing their personal financial plans and goals with their clients. Michael also highlights the value of celebrating your progress toward your financial goals and outlines the first steps advisors can take to keep their financial house in order. "It's important for financial advisors to care for their finances because it puts them in a position to lead by example. It's hard to show somebody what to do with their money when you have not done it yourself with your own money." - Michael Hanna This week on The Model FA Podcast: Michael's background and how he realized the importance of having a strong financial infrastructure in business Why it's important to continue making contributions to your 401k even during a market downturn What it means to begin with the end in mind when creating financial infrastructures Gamifying progress toward your financial goals Whether financial advisors seek other advisors when making financial plans How financial advisors can put themselves and their families in a better financial situation The first steps to take toward getting your financial house in order Resources Mentioned: Book: Kitchen Confidential: Adventures in the Culinary Underbelly by Anthony Bourdain Our Favorite Quotes: "Advisors should have an advisor. It's always great to have a second pair of eyes, a sounding board, someone to support you or keep you on track if you're slightly going off." - Michael Hanna "Everyone's a great investor when doing it in hindsight, but making changes based on emotions will bite you in the butt moving forward." - David DeCelle "Clients can feel if you're actually empathetic or if you're blowing smoke to keep them contributing for your personal benefit." - David DeCelle Connect with Michael Hanna: Azura Wealth Book: Get Your Money Right: An Insider's Guide to Simplified Wealth Michael Hanna on LinkedIn Email: MHanna@AzuraWealth.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.

Dom Henderson is a coach, speaker, and certified financial planner. He is the founder of DJH Capital Management, a fee-only wealth management firm that focuses on helping individuals make bigger and better decisions with their money. He is also the founder of the Jumpstart Coaching Lab, a coaching firm that's educating the next generation of financial professionals to serve the growing group of individuals seeking financial advice. In addition to his work at DJH Capital Management and Jumpstart Coaching Lab, Dom is the author of Assess, Address, & Adjust and the host of the Conversations for Financial Professionals podcast. Dom joins us today to reveal the three pillars of success. He explains how video content has impacted his business and offers advice to financial advisors who are hesitant about creating content to support their business. He discusses why we need to have a framework to work with when pursuing success and why we have to fall in love with the process of becoming. Dom also highlights the importance of having a system to keep ourselves accountable and underscores the value of having people who continue to push us. "Perspective, program, and process: you have to put those three things in place so you can have a successful journey to wherever you're going." - Dom Henderson This week on The Model FA Podcast: What inspired Dom to help individuals become better financial advisors How creating video content on YouTube has impacted Dom's wealth management business The importance of having frameworks for success The value of perspective and changing our mindsets Why we need to let go of our need for retribution Finding a personal and professional program to be the best version of ourselves The importance of structuring a powerful morning routine The power of having accountability partners and telling others our goals Resources Mentioned: Book: The 12-Week Year: Get More Done in 12 Weeks than Others Do in 12 Months by Brian Moran and Michael Lennington Book: Never Split the Difference: Negotiating as if Your Life Dependent on It by Chriss Voss Book: Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential by Tiago Forte Book: Getting Things Done: The Art of Stress-Free Productivity by David Allen Book: The Traveler's Gift by Andy Andrews Our Favorite Quotes: "Comparing someone's chapter 10 to your chapter one prevents you from starting." - David DeCelle "We operate best when we have some sort of structure in our lives, but sometimes you have to switch up the routines within that structure." - David DeCelle "There's this large portion of your hidden self that has unlimited potential that can be revealed not through introspection, but by lending yourself to accountability." - Dom Henderson Connect with Dom Henderson: Dom Henderson Website DJH Capital Management Jumpstart Coaching Lab Podcast: Conversations for Financial Professionals Book: Assess, Address, and Adjust: A Practical Guide to Becoming Unstuck and Achieving Your Goals Dom Henderson on LinkedIn Dom Henderson on Instagram Dom Henderson on Facebook Dom Henderson on YouTube Dom Henderson on TikTok Email: info@djh-capital.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.

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! 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