Most wealth advisors chase clients. James Bogart turned 60-80 retirees into evangelists by giving away everything for free—then asked them not to keep him a secret. The result: $600M to $3B in assets under management. Zero M&A. Pure referrals.

The insight: Fortune 500 employees with pensions are vastly uneducated about net unrealized depreciation, mega backdoor Roth strategies, and pension-to-401k transitions. Bogart became the expert HR departments wish they had—then gave that expertise away in educational dinners twice a month.

The Teaching-First Framework:
→ Educate before you ask for business
→ Master one niche deeper than anyone (including HR)
→ Set expectations upfront: "Don't keep us a secret"

Here's the uncomfortable part: He bought out his father during the pandemic, took his net worth negative, and built it all back during the most uncertain period imaginable. His answer to "how did you get through?" isn't inspiration, it's desperation. "I missed when I didn't have a choice."

On family business:
→ Don't do it—unless you can separate personal from professional
→ Invest in your kids starting their own thing instead
→ Structure governance from day one
Books mentioned:

Value Creation Kid (teaching kids entrepreneurship early)

For advisors stuck at $500M wondering why referrals dried up. For entrepreneurs who think giving away value means leaving money on the table. For anyone who needs proof that education scales better than salesmanship.

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