Model FA Podcast

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.

Rusty Vanneman is the Chief Investment Strategist of Orion Advisor Solutions. An industry veteran with over 30 years of experience, Rusty has managed multiple mutual funds and hedge funds throughout his career. Before joining Orion, Rusty served as the President and Chief Investment Officer of CLS Investments. He was also a senior analyst at Fidelity Management and Research and previously worked for Thomson Reuters and General Electric. Rusty received his Bachelor of Science degree in Management from Babson College in Wellesley, Massachusetts. In addition to his work at Orion, Rusty hosts The Weighing Machine podcast and is the author of the book, Higher Calling.

Dr. Daniel Crosby is the Chief Behavioral Officer of Orion Advisor Solutions. A psychologist and behavioral finance expert, Daniel specializes in helping organizations understand the intersection of minds and markets. Before joining Orion, Daniel served as the Chief Behavioral Officer of Brinker Capital. He was educated at Brigham Young University, where he completed his Bachelor’s degree and Ph.D. in Psychology. He is also the author of the New York Times bestseller, Personal Benchmark, as well as The Laws of Wealth, which the Axiom Business Book Awards named the best investment book in 2017. His latest work, The Behavioral Investor, takes an in-depth look at how sociology, psychology, and neurology impact investment decision-making.

Rusty and Daniel join us today to discuss how financial advisors can connect with their clients and guide them through difficult economic conditions. They explain how they encourage their clients to continue on their investing path. They describe why it’s important for advisors to highlight their services’ features rather than their technical aspects. They also enumerate the five elements of wellness and underscore why the success of a financial advisor’s business and career relies on self-care and wellbeing.

“We have to convey to our clients that we’re partners in the journey, and our ability to get there is only as good as their ability to take the ride.” - Dr. Daniel Crosby

This week on The Model FA Podcast:

• How financial advisors can communicate their value proposition to their clients
• The value of communicating technical aspects as features
• How financial advisors can encourage their clients amid challenging economic times
• The five elements of wellness and the role of self-care in a financial advisor’s life
• The first thing financial advisors need to do when the markets take a downturn
• Why everyone should explore existentialism and stoicism

Resources Mentioned:

• Book: A Guide to the Good Life: The Ancient Art of Stoic Joy by William Irvine
• Book: Man’s Search for Meaning by Viktor Frankl
• Book: Think and Grow Rich by Napoleon Hill

Our Favorite Quotes:

• “To have a thriving business and happy clients—whether the market is crushing it or crashing down—you need to be the best version of yourself mentally, physically, emotionally.” - David DeCelle
• “Whatever the normal person needs to do from a self-care perspective, the financial advisor needs to do even more because of all the bullets they take.” - David DeCelle
• “A confident advisor will create a confident investor.” - Rusty Vanneman

Connect with Orion:

• Orion Portfolio Solutions
• Orion Practice Management
• Orion Advisor Tech on LinkedIn
• Orion Advisor Tech on Twitter

Connect with Rusty Vanneman:

• Book: Higher Calling: A Guide to Helping Investors Achieve Their Goals
• Podcast: The Weighing Machine
• Rusty Vanneman on LinkedIn
• Rusty Vanneman on Twitter

Connect with Dr. Daniel Crosby:

• Book: The Behavioral Investor
• Book: Personal Benchmark: Integrating Behavioral Finance and Investment Management
• Podcast: Standard Deviations
• Daniel Crosby on LinkedIn
• Daniel Crosby 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.

Justin Goodbread is an author, entrepreneur, and certified financial planner. He founded his company,  Heritage Investors, in 2009 to help individuals, business owners, and retirees attain their financial goals. In 2019, Justin founded Heritage Business Advisors to help business owners realize their full potential. He later joined the WealthSource family after the company and its affiliates acquired Heritage Investors and Heritage Business Advisors in 2022. He is also the author of Your Baby’s Ugly, as well as the Amazon best-selling book, The Ultimate Sale.

Justin joins us today to discuss how to build a best-in-class company for the ultimate business sale. He shares the first time he became self-employed and his journey to founding Heritage Investors and Heritage Business Advisors. He explains what led him to partner with WealthSource and describes how joining a larger company has benefitted the Heritage brand. Justin also details his approach to writing books and underscores why entrepreneurs should start a business with the end goal in mind.

“We should build a business for the ultimate customer—the customer we’re going to transition or sell our business to in the future.” - Justin Goodbread

This week on The Model FA Podcast:

• Justin’s journey to the financial planning industry
• The principles of landscaping and how they continue to guide Justin in business and entrepreneurship
• The power of scale and collaborating with a team
• The growth of the Heritage brand and its acquisition by WealthSource
• What led Justin to sell the Heritage companies and partner with WealthSource
• How joining a larger company has impacted the Heritage business
• Justin’s current role and responsibilities at WealthSource and his vision for the future
• What inspired Justin to write a book and other financial content
• How creating a podcast helped Justin write a bestselling book
• The weaknesses of the RIA industry and the benefits of building your brand

Resources Mentioned:

• Book: Think and Grow Rich by Napoleon Hill
• Book: Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not! By Robert Kiyosaki
• Book: The Total Money Makeover: A Proven Plan for Financial Fitness by Dave Ramsey
• Book: The Millionaire Next Door: The Surprising Secrets of America’s Wealthy by Thomas Stanley

Our Favorite Quotes:

• “Regardless of where you’re running your business, there are principles you need to abide by to be successful.” - David DeCelle
• “Being able to put out valuable content and being omnipresent allow you to appeal to peoples’ various learning styles.” - David DeCelle
• “In everything we want to do in life, we have to start with the end in mind. We have to know exactly where we want to be.” - Justin Goodbread

Connect with Justin Goodbread:

• Financially Simple
• Book: The Ultimate Sale: A Financially Simple Guide to Selling a Business for Maximum Profit
• Book: Your Baby’s Ugly: Maximize the Value of Your Business or You’ll Have Nothing to Sell
• Financially Simple on YouTube
• Justin Goodbread on LinkedIn
• Justin Goodbread on Instagram
• Justin Goodbread on Facebook
• Justin Goodbread on Twitter
• Email: [email protected]

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.

Steve Atkinson is the Managing Director for Advisor Relations at Buckingham Strategic Partners, an investment management firm committed to creating a better wealth experience for financial advisors and clients. Steve previously worked as the Vice President of CLS Investment Firm LLC. for eight years before joining Buckingham Strategic Partners. He is a graduate of the University of Nebraska at Omaha and holds a Bachelor’s degree in Finance and Banking. As Managing Director for Advisor Relations at Buckingham, Steve leads a team committed to helping financial advisors find their true passion by leveraging best practices for delivering wealth management.

Steve joins us today to discuss how financial advisors can turn themselves into admired leaders. He outlines his career progression in the financial advisory industry and explains how he encountered the concept of admired leadership. He differentiates results-oriented and follower-oriented leaders and describes why the former isn’t well respected by their followers. Steve also highlights why great leaders shine through times of crisis and underscores why leaders should always get feedback.

“Most leaders either get results or followers—admired leaders get both.” - Steve Atkinson

This week on The Model FA Podcast:

• Steve’s beginnings in the financial advisory industry
• What led Steve to Buckingham Strategic Partners
• What admired leadership is and its history
• The difference between results-oriented and follower-oriented leaders
• Handling objections from prospects and how advisors can articulate the value of leadership to clients
• The “UCLA style” and the characteristics that turn financial advisors into great leaders
• The nature of markets and investing and how financial advisors can lead their team amid times of crisis
• Why great leaders value getting feedback
• Leadership red flags financial advisors need to avoid
• Steve’s thoughts on turning clients into raving fans and the value of asking for help

Resources Mentioned:

• Book: The Essential Wooden: A Lifetime of Lessons on Leaders and Leadership by John Wooden and Steve Jamison
• Fearless Investing Summit  - Hosted by Riskalyze - Use Promo Code: ModelFA.com to save $50 on registration tickets!

Our Favorite Quotes:

• “Clients are human beings—there’s a lot more going on in their lives than asset or portfolio allocation. So, start your conversations with a broad, big picture of the client.” - Steve Atkinson
• “Leaders do a great job of setting expectations at the front end. That way, there’s less opportunity for miscommunication.” - David DeCelle
• “Advisors, you can be a leader for your teams, you can be a leader for your clients, but you need to also be a leader for yourself. If you’re not taking care of yourself, it’s going to be tough leading others.” - David DeCelle

Connect with Steve Atkinson:

• Buckingham Strategic Partners
• Buckingham Strategic Partners on LinkedIn
• Buckingham Strategic Partners on Twitter
• Steve Atkinson on LinkedIn
• Email: [email protected]

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.

Wade Behlen is the Owner and Managing Director of Retirement Plans/Foundations at WealthPLAN Partners, an RIA that manages the retirement plans of over 250 companies across the country. Passionate about helping companies build “best in class” retirement plans, Wade has spent the last 15 years specializing in retirement plan advising with WealthPLAN and has been recognized as one of the Top 401k Advisors by Financial Times.

Wade joins us today to share his insights on the 401K and retirement planning industry. He describes his professional journey and explains why he switched careers from the medical field to retirement planning. He reveals the top reason advisors fail to sell retirement products and offers advice on how advisors can open conversations on retirement planning. Wade also discusses WealthPLAN’s efforts in supporting financial wellness education and outlines best practices for turning retirement plan participants into wealth management clients.

“The combination of aggressive and conservative investing works well in the 401k space, where you help business owners set the best types of plans while managing risk.” - Wade Behlen

This week on The Model FA Podcast:

• Wade’s career path and pivot from the medical field to the retirement industry
• Why being both an aggressive and conservative investor helps in the 401k sector
• The Pension Protection Act of 2006 and how the 401k space has evolved over the years
• The importance of relationships in financial services
• The difference between “specialists” and “dabblers”
• How WealthPlan partners with businesses and advisors
• How businesses and financial advisors eliminate risks by outsourcing retirement planning
• Business development and discovering retirement planning opportunities
• What cash balances are and how to start a conversation about retirement plans
• Why advisors fail to sell retirement plans
• Best practices for converting retirement plan clients into wealth management clients
• WealthPlan’s Auto-Educate program

Resources Mentioned:

• Book: The 7 Habits of Highly Effective People by Stephen Covey
• Book: The Dream Manager: Achieve Results Beyond Your Dreams by Helping Your Employees Fulfill Theirs by Matthew Kelly
• Fearless Investing Summit  - Hosted by Riskalyze - Use Promo Code: ModelFA.com to save $50 on registration tickets!

Our Favorite Quotes:

• “Whether it’s partnering with someone regarding retirement plans or offloading marketing to a different company, it all comes down to leverage so you can grow faster.” - David DeCelle
• “Perception is reality. If I can be perceived as having a bigger team, it may edify me in the eyes of my prospects.” - David DeCelle
• “It’s difficult to sell a retirement plan in one call. Each advisor has to find their own story and comfort zone, but you have to be bold enough to ask those initial questions.” - Wade Behlen

Connect with Wade Behlen:

• WealthPlan Group
• App: Auto-Educate by WealthPLAN Partners
• WealthPlan on LinkedIn
• WealthPlan on Twitter
• Wade Behlen on LinkedIn
• Email: [email protected]

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.

Lauren is the Founder and CEO of Golden Key Partnership, an award-winning and globally recognized boutique business consulting firm. Regarded as “The Business Doctor'' by her clients, Lauren specializes in helping business owners diagnose the root cause of team and operational challenges. She uses her 4D framework to help CEOs reclaim time and avoid burnout as they scale their businesses. Before founding Golden Key Partnership, Lauren served as a clinical research associate at Children’s Hospital Colorado.

Lauren joins us today to discuss diagnosing businesses and identifying the cause of burnout. She explains why she started her own business after working in the medical field. She differentiates players from worker bees and discusses how hiring more players for your team can help decrease spending and reduce burnout. Lauren also highlights why businesses need to get simpler as they grow and shares her advice on hiring the right team members for maximum impact.

“Think of your business as a body: the operations and teams are the neural network that connects to the spine of your business so all the systems communicate and move together.” - Lauren Goldstein

This week on The Model FA Podcast:

• Lauren’s background, career path, and what led her to become “The Business Doctor”
• The Diagnostic Deep Dive test and how Lauren works with advisors and businesses
• A crucial mistake advisors and business owners make when hiring and expanding their team
• The difference between a player and a worker bee
• How business owners get burnt out even if they have a team
• Why businesses shouldn’t be fully automated
• Using the Eisenhower matrix to lessen business burnout

Resources Mentioned:

• Book: The Power of TED by David Emerald

Our Favorite Quotes:

• “The amount of insight and advice you can receive from books, conferences, and podcasts is amazing. You can test if they work, then implement them to ultimately get paid.” - David DeCelle
• “As an entrepreneur, don’t just look for staff members; look for entrepreneurial people who have a strategic mindset.” - David DeCelle
• “Get absolute clarity on who you need on your team to fill the gaps. When you have that clarity of the position and how it fits in, you can spend a lot less and get a whole lot more than you ever could.” - Lauren Goldstein

Connect with Lauren Goldstein:

• Golden Key Partnership
• The Biz Doctor Podcast
• Golden Key Partnership on LinkedIn
• Golden Key Partnership on Instagram
• Golden Key Partnership on Facebook
• Golden Key Partnership on Twitter
• Lauren Goldstein on LinkedIn
• Email: [email protected]

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.

Chris Koon is a financial advisor at Northwestern Mutual, a financial planning and wealth management company dedicated to helping businesses and families achieve financial security. Chris is a Lifetime Member of the Million Dollar Roundtable and was Top of the Table in 2021. He is also a winner of the Master Achievement Awards and has $10 million worth of career production. Through his work, Chris has served thousands of people protecting and providing for their loved ones for the past 25 years.

Chris joins us today to share his steps to building strong human connections with clients and prospects. He discusses his sobriety journey, his challenges with dyslexia and ADHD, and how he uses his vulnerability to help others. He describes how the RIA industry has pivoted from transactional selling to planning-based financial services and outlines his advice on asking for referrals. He also reveals where he draws his passion for serving his clients and outlines the steps he takes to keep himself centered and rooted in gratitude amid life’s challenges.

“We all have gifts and wounds, but I share my vulnerability in the hopes that it’ll get somebody else to share theirs in this journey of life. When they do, it’s inspiring.” - Chris Koon

This week on The Model FA Podcast:

• The power of personal branding and networking
• How Chris and I connected through social media
• Chris’s backstory and how he worked through the biggest challenges of his life
• Building a human connection with clients, prospects, and other people
• How the financial advisory industry has shifted from transactional selling to wholistic financial planning
• Creating raving fans for your business and Chris’s advice on asking for referrals
• Where Chris’s passion for serving his clients comes from
• Being grateful and the value of learning to center yourself

Resources Mentioned:

• Book: Conversations: How to Manage Your Business Relationships One Conversation at a Time by Ivan Farber
• Book: Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear
• Book: Rhinoceros Success: The Secret to Charging Full Speed toward Every Opportunity by Scott Alexander

Our Favorite Quotes:

• “Advisors are great with planning but sometimes fail to connect with clients as humans, first.” - David DeCelle
• “Whenever you deal with what life throws at you, be good at two things: centering yourself and being grateful.” - David DeCelle
• “When you’re a young advisor, you tend to talk too much. The more you can listen and ask great questions, the better it gets.” - Chris Koon

Connect with Chris Koon:

• Chris Koon Website
• Northwestern Mutual
• Northwestern Mutual on LinkedIn
• Northwestern Mutual on Instagram
• Northwestern Mutual on Facebook
• Northwestern Mutual on Twitter
• Chris Koon on LinkedIn
• Email: [email protected]

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.

Aaron Miller is the Managing Partner of the Northwestern Mutual office in Downtown Boston. With over $265 billion in assets, Northwestern Mutual is a financial planning firm dedicated to helping its clients protect their wealth and prosper. Having served both as a financial advisor and industry leader, Aaron brings a unique perspective to his work. He has spent the last 18 years of his career supporting clients, financial advisors, and leaders in achieving their visions faster. Under Aaron’s leadership, Northwestern Mutual in Boston has become one of the fastest-growing offices in the country.

Aaron joins us today to recount his career in financial services and his path to becoming a leader in the industry. He shares how he faced and handled impostor syndrome throughout his career. He outlines the most common problems financial advisors face in their careers and offers advice on overcoming them. He also explains the value of systematizing one’s prospecting process and underscores the role of intellectual humility in leadership.

“My instinct got me into leadership—but the belief of the people who were leading me got me through it.”  - Aaron Miller

This week on The Model FA Podcast:

• Aaron’s background and journey in the financial services industry
• The challenges and hurdles Aaron had to overcome at the beginning of his career as a financial advisor
• Aaron’s path to leadership
• Experiencing impostor syndrome in leadership and how Aaron dealt with it
• Leading and coaching people who are older and more experienced
• The importance of intellectual humility in leadership
• The common challenges financial advisors of any experience face
• Building a process for prospecting, marketing, and branding
• Becoming the best at the art of saying “no”
• The dynamics of systems, beliefs, and processes in organizations

Resources Mentioned:

• Book: The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy by Jon Gordon
• Podcast: At the Table

Our Favorite Quotes:

• “If both leader and follower are open-minded and willing to listen and check their egos at the door, they can learn anything from anyone.” - David DeCelle
• “Learning to fail can speed up the learning curve.” - David DeCelle
• “I felt as if I had to play the role of a leader, but becoming my authentic self was the time everything started to click.” - Aaron Miller

Connect with Aaron Miller:

• Northwestern Mutual
• Email: [email protected]
• Northwestern Mutual on LinkedIn
• Northwestern Mutual on Instagram
• Northwestern Mutual on Facebook
• Northwestern Mutual on Twitter
• Aaron Miller 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.

Mike Saunders is the President, CEO, and Authority Positioning Coach of Marketing Huddle, an organization dedicated to empowering financial professionals. By helping them build authority and expertise, Mike elevates financial professionals to become trusted financial advisors. He is the bestselling author of Authority Selling and serves as a member of the Forbes Coaches Council. Mike is also the host of the Influential Entrepreneurs podcast, where he interviews elite business leaders and experts to help his listeners elevate their businesses to the next level.

Mike joins us today to discuss how financial advisors can move from obscurity and become trusted heroes by building authority. He explains how choosing the right social media platform can help elevate your status as a financial advisor and outlines how to start building expertise through content creation. Mike also shares his advice on branding through service and highlights the value of understanding the buyer’s journey.

“Stand out from your competitors by building authority. Be an educator and advocate for your target audience’s success.” - Mike Saunders

This week on The Model FA Podcast:

• Establishing your brand through different social media channels
• What it means to be omnipresent on various social media platforms
• How advisors can begin working on publicity and choose which social media platforms to focus on
• How platforms can help elevate your status as a financial advisor
• Understanding the buyer’s journey and creating content
• How to humanize yourself to your prospects and clients
• Building authority by creating impactful content around frequently asked questions
• The power of being a guest on podcasts
• Mike’s advice on building your brand
• Trust triggers and what “earned media” means
• Optimizing your portfolio of “authority-positioning” assets

Resources Mentioned:

• Book: The Medium is the Message: An Inventory of Effects by Marshall McLuhan
• Book: Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller
• Book: Shift: Digital Marketing Secrets of Insurance Agents and Financial Advisors by Jeremiah Desmarais
• Traffic Geyser

Our Favorite Quotes:

• “Social media allows you not just to increase but also to maintain your relevance to the eyes of the people you want to serve.” - David DeCelle
• “Trust isn’t built on elapsed time alone but also on the accumulation of experiences.” - David DeCelle
• “Build your brand by serving, teaching, and giving value.” - Mike Saunders

Connect with Mike Saunders:

• Marketing Huddle
• Authoritize Your Agency
• Podcast: Influential Entrepreneurs
• Book: AUTHORITY MARKETING FOR LAW FIRMS: How to Attract High-Value Cases in Lucrative Industries
• Book: Authority Selling: Opening More Doors to Closing More Business
• Book: Believing Your Why: The 7-Step “Morning Huddle” System to Finally Achieve Your Goals!
• Book: Dental Marketing Fusion
• Book: The P.R.I.S.M. Salvation: A 3-Step Solution to Social Media Domination for Busy Business Owners
• Marketing Huddle on LinkedIn
• Authority Positioning Coach on YouTube
• Mike Saunders on LinkedIn
• Mike Saunders on Twitter
• Email: [email protected]

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.

Aaron Kricher is the Founder of ARK Valuation Consultants, a business valuation firm dedicated to providing affordable and customizable business valuations tailored to clients’ needs. With over two decades of experience in human resources and finance in the healthcare industry, Aaron is an expert in business valuations for small and medium-sized companies. In 2020, Aaron purchased Interim Healthcare—a medical staffing company—and currently serves as its President and CEO.

Aaron joins us today to discuss franchise ownership and business acquisition. He explains what “company synergy” means and outlines the factors he considers when acquiring or partnering with businesses. He discusses why company culture is one of his favorite things about Interim Healthcare. Aaron also highlights the advantages and disadvantages of franchise ownership and underscores how entrepreneurs can adapt their business models to the pandemic.

“Focus solely on the things you’re passionate about and good at, and outsource everything else.” - Aaron Kricher

This week on Traversing Entrepreneurship:

• Aaron’s background and journey into the world of entrepreneurship
• His approach to franchise ownership
• What Aaron enjoys most about being a business owner
• Business synergy and the factors Aaron looks for in a business acquisition
• Why company culture is one of Aaron’s favorite things about Interim Healthcare
• The hardest parts about being a business owner
• How Covid-19 has impacted Interim Healthcare’s operations
• Managing increasing wages and adapting a franchise’s business model to the pandemic
• The disadvantages of franchise ownership
• How Interim Healthcare took care of its employees amid the pandemic

Resources Mentioned:

• Book: Outliers: The Story of Success by Malcolm Gladwell

Our Favorite Quotes:

• “In a business acquisition, look for something where you can change the name on the sign at the door, and have it operate the same way without having to reinvent the wheel.” - Derek Dall’Olmo
• “To become successful, you can’t just rely on yourself. You need to be reliant on others—to build a team of people you know, like, and trust. Then, culture becomes evident.” - Derek Dall’Olmo
• “Worries are necessary because they demonstrate that you care about the business in a way that’s conducive to providing good service to customers.” - Aaron Kricher

Connect with Aaron Kricher:

• ARK Valuation Consultants
• Aaron Kricher on LinkedIn
• Email: [email protected]

About TreMonte Tax Solutions and Traversing Entrepreneurship Podcast

Traversing Entrepreneurship is a show for and about business owners in Traverse City, Michigan and beyond. In each episode, host Derek Dall’Olmo sits down with local business ownerships and the professionals who serve them to talk about business building, life, money, taxes, family — and all the ups and downs that come with doing something different. Join us to hear their stories and lessons learned — and to get inspired about what might be possible in your own business.

Derek Dall’Olmo is the founder of TreMonte Tax Solutions, a tax planning firm that serves business owners and entrepreneurs. This show is for informational purposes only and should not be relied upon for investment decisions. 

Email Derek Dall’Olmo at [email protected] with questions, comments, and to schedule a one-on-one conversation. 

Follow Derek on LinkedIn. 

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