In 2010, two investors bought the Golden State Warriors for $450 million. Today, the franchise is worth over $9 billion.

That’s not luck, it’s strategy!

But how do these deals actually happen? Who’s behind them? And why are pro sports teams becoming the ultimate alternative investment?

In this episode, I’m talking with Andrew Woodward—former right-hand to Leigh Steinberg, the real-life inspiration behind Jerry Maguire—to explore one of the most exclusive asset classes on the planet: professional sports teams.

Andrew is now a key figure at Game Plan, an investment bank that helps broker deals for NFL, NBA, MLB, and NHL franchises. And in this conversation, he reveals how these deals are sourced, why valuations keep exploding, and what advisors can learn from it all.

From ownership structures and revenue streams to the rise of private equity in sports, this episode pulls back the curtain on how billion-dollar teams really get bought and sold.

The biggest insights from Andrew Woodward …

1.) How NFL Agents Earn Trust (and Referrals) for Life

Leigh Steinberg didn’t become the inspiration for Jerry Maguire by luck. Andrew shares the relationship-building playbook he learned from Leigh—and how trust, not tactics, is what lands high-profile clients.

2.) Why Pro Sports Teams Are the Ultimate Alt Investment

These assets aren’t just trophies, they’re smart plays in a scarce, high-demand market. Andrew explains the drivers behind skyrocketing team valuations and what makes them so appealing to sophisticated investors.

3.) The Revenue Streams Behind Billion-Dollar Teams

From ticketing and sponsorships to media rights and real estate, today’s franchises generate income across multiple verticals. Andrew breaks down how these revenue engines work—and what advisors can learn from the way pro teams diversify and scale.

4.) How Private Equity Is Opening the Door

With team valuations on the rise, leagues are embracing private equity in new ways. Andrew unpacks how this shift is creating more access points for investors.

SHOW NOTES

https://bradleyjohnson.com/113

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP04254372644

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What if your best year in business was also your breaking point?

That’s exactly where Nico Pesci found himself in 2021. His practice was booming, but between 50+ client meetings a week, late-night emails, and missed time with family, the cost was high. He was burning out. Fast.

In today’s conversation, Nico opens up about the wake-up call that made him rethink everything—and how he rebuilt a business he could scale without sacrificing himself in the process.

You’ll hear how he went from running Pesci Financial as a solo advisor to launching Momentum Wealth, a firm grounded in purpose, systems, and team. We talk about how he shifted from selling products to helping clients design a retirement they actually want, the mindset shifts that helped him let go of control, and how the death of a close friend reminded him what really matters.

This was a great conversation that will challenge you to pause, reflect, and ask: Am I building a business that’s actually worth it?

5 of the biggest insights from Nico Pesci …

1.) What 50+ Meetings a Week Really Cost Him

Nico opens up about the burnout that came after his biggest production year ever—and how hitting $75M in new assets became the wake-up call that forced him to redefine success.

2.) Turning a Personal Brand into a Purpose-Driven Firm

Discover how Nico’s shift from Pesci Financial to Momentum Wealth marked more than a rebrand, it was a mindset transformation from ego-driven achievement to team-led legacy.

3.) Why Hiring Felt Risky—But Paid Off Big

Scaling from 5 to 15 team members wasn’t easy. Nico shares how he overcame the common advisor fear of “I can’t afford to hire” and ended up with more time, more happiness, and more profit.

4.) The Power of Slowing Down to Build Systems That Scale

Learn how slowing down to build internal processes became the key to accelerating growth—and why Nico believes systemizing is what separates sustainable success from lucky sprints.

5.) Real-World Examples of How Advisors Can Use AI

From onboarding to client communication, Nico reveals how his team is experimenting with AI to improve systems, reduce workload, and elevate the client journey in ways that scale.

SHOW NOTES

https://bradleyjohnson.com/112

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP04254364012

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Ten years ago, I thought success was all about the numbers — AUM, revenue, production, etc. But after two decades in the industry and thousands of conversations with advisors, I’ve seen behind the curtain.

I’ve met advisors making millions who are secretly miserable… and others earning far less who are truly winning in every category that matters.

In this short solo episode, I’m sharing the 5 hard truths I wish someone told me earlier — the same ones we now teach inside Triad. These are the lessons that helped me (and the advisors we coach) grow faster, lead better, and actually enjoy both the business and the life we’re building.

5 Lessons to Succeed as a Financial Advisor …

1.) Relationships Beat Revenue

Early on, I was chasing numbers — production, AUM, call volume. But the most fulfilled advisors aren’t chasing clients; they’re building real relationships. The kind that go beyond the portfolio and into family, values, and legacy. When you lead with service, the business takes care of itself.

2.) Simplicity Sells. Complexity Repels

Top advisors take complex ideas and make them simple. Visuals, frameworks, and analogies aren’t gimmicks, they’re how you create clarity. And clarity builds trust. If a prospect doesn’t understand your value, they won’t pay for it. Clarity creates confidence

3.) Growth Without Alignment = Burnout

You can build a business that looks great from the outside and be miserable on the inside. I’ve seen it too many times. Growth only works if it aligns with your life. If your business doesn’t support your values, family, or well-being, it’s just a matter of time before burnout hits.

4.) Proximity is Power

You don’t need all the answers, but you do need the right people around you. I’ve seen entire businesses transform because an advisor got in the right room, asked the right questions, and stayed curious. Proximity accelerates growth. Don’t go it alone.

5.) Advisors Are Leaders (Not Just Planners)

Advisors aren’t just here to give advice. You’re here to lead. To guide families through fear, change, transitions, and uncertainty. If you only give advice, you inform. But when you lead with vision and empathy, you transform. That’s the difference between a commodity and a category of one.

SHOW NOTES

https://bradleyjohnson.com/111

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP04254372578

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Most leaders struggle to keep top talent. Why? Because when employees don’t feel engaged or fulfilled, they often start looking for better opportunities elsewhere.

And while competitive pay matters, it’s not the only reason people stick around. What if the real key to retention was helping your team achieve their personal dreams?

In this episode, I’m talking with Dane Espegard, a leadership expert, Cutco-Vector entrepreneur, and the author of The Dream Machine. Dane has built one of Cutco’s most successful sales teams—not by micromanaging or driving harder, but by creating a company culture that makes people want to stay.

Dane’s Dream System flips traditional leadership on its head. Instead of just setting company goals, he helps his team identify and achieve their personal dreams, leading to higher engagement, loyalty, and performance. The results? A thriving team that’s deeply invested in the company’s success, because they know the company is committed to theirs.

3 of the biggest insights from Dane Espegard …

#1.) Stop Postponing Life & Start Retiring Now

Why “someday” is the biggest retirement risk and how small, intentional lifestyle shifts can create freedom long before the traditional retirement age—for both you AND your clients.

#2.) The Dream Tracking System That Motivates & Inspires Teams

A simple yet powerful framework for helping your team achieve personal dreams—while boosting engagement and performance at work.

#3.) How to Build a Workplace Culture That Spouses Brag About

Dane uncovers the secret to creating a company culture so strong that employees talk about it at home, increasing retention and deepening loyalty.

SHOW NOTES

https://bradleyjohnson.com/110

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP4254352708

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Your network isn’t just who you know, it’s who knows you. And if you’re not intentional about building the right relationships, you’re leaving massive opportunities on the table—especially as a financial advisor who wants to work with high-net-worth clients and take your firm to the next level.

That’s where Rich Robledo comes in. He’s built a thriving real estate business by mastering the art of networking, mentorship, and high-value conversations. Instead of constantly chasing new business, he’s created a model where opportunities come to him.

In this episode, Rich shares how financial advisors can apply the same principles to grow their practice. From curating the right circles to fostering client loyalty and referrals, he explains how he turned casual conversations into long-term business relationships with ultra-affluent clients.

We also dive into his investment philosophy, lessons from past market cycles (including the 2008 crash), and the mindset shift that separates successful advisors from those who stay stuck. If you're looking to elevate your network, build deeper trust with clients, and create a business that grows through relationships, you won’t want to miss this one.

3 of the biggest insights from Rich Robledo …

#1.) The Secret to Building a High-Value Network as an Advisor

Success in financial services isn’t just about your credentials, it’s about who you surround yourself with. Rich shares how he built a community of influential connections through mentorship, strategic events, and authentic relationship-building—principles advisors can apply to attract high-net-worth clients.

#2.) How High Net-Worth Clients Think

Rich has worked with ultra-affluent buyers, from high-profile athletes to top executives. He breaks down how they make decisions, what they value most, and how you can position yourself as their go-to advisor.

#3.) Real Estate Investing for Long-Term Wealth

Rich plays the long game in real estate. He shares why he holds properties for 10+ years, where he’s investing now, and how he structures deals for cash flow and appreciation.

SHOW NOTES

https://bradleyjohnson.com/109

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Are you a financial advisor who feels stuck, needs help, or simply wants to have a conversation with Brad? Text “Coaching” to 785-800-3235 to apply for a 30 minute Zoom coaching session and we’ll send you a link to Apply. That will also make you a DBDL Insider with VIP access to future resources and exclusive content. *Message and data rates may apply. Reply STOP at any time to opt-out of receiving text messages.

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

New clients fuel growth, but without the right team, your firm will always hit a ceiling.

That’s exactly why I wanted to speak with Michael & Laura Lehrhaupt, founders of Strategies for Wealth Management and longtime Triad members, who scaled their firm from $41M to $67M in just three years—without adding more hours to their week.

Their growth didn’t come from just one strategy, it was a combination of TV, webinars, seminars, and educational events, all working together to create an omnipresent brand that positioned them as the go-to firm in their market. They also built a 35,000-person database and implemented a nurturing system that turned cold leads into warm conversations and repeat clients.

But the real game-changer? Relentless advisor development. Their daily 9:30 AM training sessions transformed junior advisors into $20M+ producers, proving that growth isn’t just about marketing, it’s about building a team that can scale the business beyond you.

3 of the biggest insights from Michael & Laura Lehrhaupt …

#1.) The Power of Omnipresence: Marketing that makes you the go-to advisor in your area requires more than one funnel. Learn how Michael & Laura built a brand that follows prospects everywhere—across TV, webinars, seminars, and educational events.

#2.) Why Most Advisors Fail at Hiring & Training: It’s not just about finding talent, it’s about developing it. Discover the daily training framework that transformed their junior advisors into $20M+ producers.

#3.) How a 35,000-Person Database Became a Goldmine: Most advisors ignore their existing audience. Michael & Laura share how they nurture relationships, create re-engagement campaigns, and drive revenue from past clients and prospects.

SHOW NOTES

https://bradleyjohnson.com/108

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Are you a financial advisor who feels stuck, needs help, or simply wants to have a conversation with Brad? Text “Coaching” to 785-800-3235 to apply for a 30 minute Zoom coaching session and we’ll send you a link to Apply. That will also make you a DBDL Insider with VIP access to future resources and exclusive content. *Message and data rates may apply. Reply STOP at any time to opt-out of receiving text messages.

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What if understanding one simple framework could transform your marriage, improve communication, and make you a better leader in your business?

That’s what we’re diving into today with Enneagram expert Christa Hardin—and for the first time ever, my wife, Sarah, is co-hosting with me.

The Enneagram isn’t just another personality test, it’s a powerful tool that helps you understand how you and the people around you think, communicate, and handle challenges. Sarah and I have used it in our own marriage, and it’s been a game-changer—not just at home, but in running a business and leading a team, too.

In this episode, we’re breaking down how different personality types handle stress, make decisions, and navigate conflict—insights that are just as valuable for your firm as they are for your marriage. Christa also shares what she’s learned from working with couples and business owners, so you can avoid the common pitfalls that lead to frustration and disconnect.

Whether you’re running a business with your spouse, balancing marriage and entrepreneurship, or just want stronger relationships, this conversation is packed with insights you can start using today.

3 of the biggest insights from Christa Hardin …

#1.) How Your Enneagram Type Impacts Your Business & Marriage

Understanding your Enneagram type can help you recognize your strengths and blind spots—not just in your relationships, but in your practice. Are you a natural risk-taker (Type 7) who jumps into business decisions too fast? Or a problem-solver (Type 6) who overanalyzes and struggles with decision fatigue? Knowing this can help you make more confident, intentional choices—both at work and at home.

#2.) The 5-to-1 Rule for High-Stakes Conversations

Whether you’re talking to a client about their financial future or having a tough conversation with your spouse, the way you communicate matters. Christa shares the 5-to-1 ratio—five positive interactions for every one piece of constructive feedback. Applying this in client meetings builds trust. Using it at home strengthens your marriage. Either way, it’s a simple but powerful way to improve communication in every area of your life.

#3.) Balancing Business & Marriage Takes Strategy

Many financial advisors work with their spouse or have a partner who supports their growing business. The problem? Work and home life start blending together, leading to burnout, miscommunication, or resentment. Christa shares strategies for setting clear boundaries, prioritizing quality time, and making sure your marriage doesn’t take a backseat to your business goals.

SHOW NOTES

https://bradleyjohnson.com/107

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

If there’s one thing that can ruin a great team, it’s getting compensation wrong.

I’ve seen it happen over and over—advisors accidentally overpaying, then having to backtrack (and losing their best people). Or underpaying, and wondering why top talent isn’t sticking around.

In this solo episode, I’m breaking down the 3 biggest compensation mistakes I’ve seen independent financial advisors make, and how to fix them before they cost you your best hires.

If you want to build a team that scales with you, attracts A-players, and doesn’t require endless hiring and firing, this episode is for you.

3 of the biggest insights from the episode …

#1.) Stop Compensating for Today—Start Planning for Tomorrow

Most advisors set comp structures based on current needs, not where their business is going. The result? A structure that doesn’t scale, overpays some roles, and causes resentment among the team. Learn how to future-proof your pay model before it’s too late.

#2.) Match Compensation to the Role—Not the Person

If you’re deciding pay based on an individual, not the job, you’re setting yourself up for chaos. I'll break down why comp should be role-based, scalable, and fair, no matter how many team members you add.

#3.) Your Compensation Plan is Only as Strong as Your Training Model

Hiring a great advisor? That’s step one. But if you don’t have a structured training track, you’re setting them up to fail. I’ll share how to mirror your comp plan with training, so new hires can ramp up fast and start producing sooner.

SHOW NOTES

https://bradleyjohnson.com/106

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Are you a financial advisor who feels stuck, needs help, or simply wants to have a conversation with Brad? Text “Coaching” to 785-800-3235 to apply for a 30 minute Zoom coaching session and we’ll send you a link to Apply. That will also make you a DBDL Insider with VIP access to future resources and exclusive content. *Message and data rates may apply. Reply STOP at any time to opt-out of receiving text messages.

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP02254220351

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Technology is evolving faster than ever, and financial advisors who ignore it risk getting left behind.

That’s why I’m sitting down with Shannon Rosic, Director of WealthStack Content & Solutions at Informa, to talk about the cutting-edge advancements that are reshaping the financial services industry. 

Shannon has spent over a decade at the forefront of fintech, helping firms navigate digital media, AI-driven solutions, and the evolving wealth tech landscape. Known by many as “Gadget Girl” for her creative and engaging approach to fintech storytelling, she’s the go-to expert on helping firms harness technology to scale efficiently—without sacrificing the human touch.

In this episode, we dig into the future of AI in wealth management, how advisors can future-proof their business, and why the build vs. buy debate is more critical than ever. Plus, Shannon shares her take on the biggest tech trends advisors need to embrace now to stay ahead of the game.

4 of the biggest insights from Shannon Rosic …

#1.) AI isn’t coming—it’s already here

If you’re not testing AI-powered tools like automated note-taking, prospecting assistants, and workflow automation, you’re already falling behind. AI isn’t going to replace advisors, but it will separate those who embrace it from those who resist it.

#2.) The Future of CRM & AI-Driven Workflows

CRMs are evolving from static databases to AI-powered growth engines. The best firms are using AI-driven workflows to automate follow-ups, surface insights, and free up advisors to focus on what matters most—building relationships.

#3.) The Must-Have Features of a Client Portal 

A great client portal isn’t just about access—it’s about engagement. The best portals deliver personalized insights, intuitive design, and seamless communication, making complex financial planning feel effortless for clients.

#4.) Build vs. Buy: Which Tech Strategy Wins?

Should firms build their own tools or buy off-the-shelf solutions? The best strategy is often a mix—leveraging best-in-class third-party tech while customizing key elements to fit your firm’s unique needs

SHOW NOTES

https://bradleyjohnson.com/105

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To get access to today's free gift AND become a DBDL Insider with VIP access to future resources and exclusive content, text "105" to 785-800-3235. *Message and data rates may apply. Reply STOP at any time to opt-out of receiving text messages.

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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP02254221191

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

For most advisors, scaling a financial firm without sacrificing your personal life can feel completely out of reach—until you meet Triad Members, Brent & Kim Wells. As the husband-and-wife team behind Young Wealth Management, they had to figure out how to work together in the business Kim started, define their roles, and escape the overwhelm of rapid growth.

When things started to break, they restructured their approach—leading to a jump from $31M to $49M in new assets in just one year. 

In this episode, they break down the key shifts that made it possible—from Kim stepping into the CEO seat, to hiring the right people, to creating a culture that fuels growth without the burnout. The best part? They only work 4-days per week! 

4 of the biggest insights from Brent & Kim Wells …

#1.) The Shift from Operators to Leaders—Brent & Kim realized that scaling their firm meant spending less time on daily tasks and into true leadership roles. By redefining their roles and playing to their strengths—Brent focusing on revenue and client relationships while Kim took on the CEO seat—they created the space to drive long-term growth and build a business that thrives without being in the weeds.

#2.) The Power of Building the Right Team—How a standout service advisor evolved into a Director of Operations, bringing the leadership and structure their team needed to scale.

#3.) How a 4-Day Work Week Fueled Their Firm’s Growth – Brent & Kim structured their schedule to allow for focused, high-impact work while carving out dedicated time for family—proving that working less can actually lead to greater success.

#4.) Building a Culture of Recognition—How the ‘Brag Box’ and intentional gratitude transformed team morale, boosted engagement, and created a client experience that truly stands out.

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Are you a financial advisor who feels stuck, needs help, or simply wants to have a conversation with Brad? Text “Coaching” to 785-800-3235 to apply for a 30 minute Zoom coaching session and we’ll send you a link to Apply. That will also make you a DBDL Insider with VIP access to future resources and exclusive content. *Message and data rates may apply. Reply STOP at any time to opt-out of receiving text messages.

SHOW NOTES

https://bradleyjohnson.com/104

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DISCLOSURE 

DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.

The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.

Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.

Investment advisory services offered through Brookstone Capital Management, LLC (BCM), a registered investment advisor. BCM and Young Wealth Management are independent of each other. Insurance products and services are not offered through BCM but are offered and sold through individually licensed and appointed agents.

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