Model FA Podcast

Brendan Frazier is the founder of Wired Planning, a platform dedicated to equipping financial advisors and planners with practical tips and insights to apply behavioral finance and master the human side of advice. Brendan has been on the prestigious Investopedia’s Top 100 Financial Advisors and is a sought after keynote speaker. After graduating with a Bachelor’s degree in Business Administration and Marketing from Belmont University, Brendan worked at Jackson National as a business development consultant. He then served as a regional sales consultant for Raymond James before launching Wired Planning. Brendan hosts The Human Side of Money, a podcast where he speaks with financial experts and thought leaders to explore the relationship between human behavior and money.

Brendan joins us today to discuss the human side of financial advice. He offers ideas for building relationships with clients and reveals how financial advisors can ignite behavioral changes in clients to align them with their financial goals. He defines “reverse rapport,” explains how to avoid it, and highlights the importance of building trust rather than focusing on hard-selling. Brendan also underscores the importance of uncovering a client’s values and financial “why.”

“The human side of advice is everything that you didn’t get in training, but you absolutely need to know it to best serve your clients and your business.” - Brendan Frazier

This week on The Model FA Podcast:

• Brendan’s background and how he started Wired Planning
• The human side of advice and the psychology of money
• Best practices for improving discovery and prospecting process
• The dangers of creating “reverse rapport” and the secret to establishing trust and likeability
• The power of asking great questions
• Weaving the human side of advice into a presentation meeting with clients and prospects
• Creating emotions around numbers and anchoring to a client’s “why”
• How emotionally-connected clients can help you grow your business

Resources Mentioned:

• Book: Advice That Sticks: How to Give Financial Advice that People Will Follow by Moira Somers
• Book: Conversations: How to Manage Your Business Relationships One Conversation at a Time by Ivan Farber
• Book: How to Talk So Kids Will Listen and Listen So Kids Will Talk by Adele Faber
• Book: The Psychology of Money: Timeless Lessons on Wealth, Greed, and Happiness by Morgan Housel

Our Favorite Quotes:

• “Most advisors have a well-defined, logical service model. Adding a human component ensures that there’s a focus on client experience and emotions to drive them to action.” - David DeCelle
• “Ask clients great questions not about their favorite football team, but about them and their financial journey.” - David DeCelle
• “Nothing fuels behavior and increases motivation more than giving somebody the ‘why’ behind what they’re doing.” - Brendan Frazier

Connect with Brendan Frazier:

• Wired Planning
• Podcast: The Human Side of Money
• Brendan Frazier on LinkedIn
• Brendan Frazier 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.

Mike Sorrentino is the Chief Investment Officer of Darwin Asset Management, a wealth and asset management firm. As CIO of Darwin, Mike oversees the development and implementation of investment strategies while providing regular thought leadership to financial advisors and investors. He has been a guest on CNBC, Fox Business News, and Bloomberg, while major publications and newspapers have referenced him extensively. Before working with Darwin, Mike served on the sell-side at Sanford Berstein and Barclays and worked as the CIO of a firm that oversaw $6 billion in assets. Mike received his Master of Business Administration degree from the University of Chicago and holds the Chartered Financial Analyst designation as well as a Series 65 license.

Mike joins us today to discuss how asset managers like Darwin Asset Management can help financial advisors grow their businesses. He recounts his journey into financial services and explains why he pivoted into the industry after studying engineering. He also highlights the factors that separate elite financial advisors from average ones and shares his market forecast in the current economic climate.

“Asset management is grossly commoditized in many ways. When you add a service component to it, it becomes a true offering.” - Mike Sorrentino

This week on The Model FA Podcast:

• Why Mike pivoted to the financial industry after studying engineering
• Mike’s journey from the sales desk to the C-Suite
• What Mike’s responsibilities and workweek look like as CIO
• The “see one, do one, and teach one” approach to learning
• Why financial advisors need to practice their language
• How Darwin Asset Management works with RIAs
• What turnkey allocation is and what separates Darwin Asset Management from other asset management firms
• How Darwin Asset Management can help financial advisors in acquiring new clients
• The difference between high-performing advisors and average ones
• Mike’s market and economic forecast and thoughts on the current inflation
• Communicating market status to your clients in times of volatility

Resources Mentioned:

• Book: Influence: The Psychology of Persuasion by Robert Cialdini

Our Favorite Quotes:

• “Sometimes, most of the pain you feel in your business can be addressed by focusing on a process and picking apart your language.” - David DeCelle
• “When a financial advisor wants to offload their asset management, it may be because they want to spend more time building relationships and increasing revenue—other times, it’s because they don’t know the market as much.” - David DeCelle
• “Human behavior drives markets. If you want to be a really good investor, spend more time studying human behavior than doing spreadsheets.” - Mike Sorrentino

Connect with Mike Sorrentino:

• MikeOnMarkets
• Darwin Asset Management
• Darwin Asset Management on LinkedIn
• Mike Sorrentino on LinkedIn
• Mike Sorrentino 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.

David E. Appel is Managing Partner at Appel Insurance Advisors, LLC, a company that helps individual, family, and corporate clients worldwide obtain “People InsuranceTM”. For over 30 years, David has maintained a successful and service-oriented practice that focuses on generation-to-generation wealth transfer. He is the author of Buy Your Tomorrows Today, a book that outlines the secrets to establishing a life insurance portfolio. David is a former President of NAIFA Boston and serves as a risk advisor for the Insurance Fiduciary Network, a fiduciary dedicated to providing advice that serves clients’ best interests.

David joins us today to discuss insurance risk management and his philosophy on assessing and meeting insurance needs. He recounts how he started his career in the insurance industry and describes how Appel Insurance Advisors has grown and changed over the years. He also highlights what financial advisors need to know when dealing with risk management and life insurance products and explains why many people stop themselves from accomplishing what they want in life.

“Too many of us stop and don’t fulfill what we want to just because we think we need to do it 100% perfect. We just need to get 80% there, and that’s already more than what most people do.” - David Appel

This week on The Model FA Podcast:

• How David got started in the insurance industry
• How Appel Insurance Advisors has evolved over the years
• Creating centers of influence and building relationships as an insurance professional
• David’s experience working with Northwestern Mutual
• Analyzing and addressing insurance needs and David’s thoughts on advisors who come up with smaller death benefit values
• David’s philosophy on considering total death benefit needs and including group insurance in planning
• Why people may consider investing in insurance products despite being young and healthy
• The Insurance Fiduciary Network and how it’s advocating for clients and financial advisors

Resources Mentioned:

• Book: The 80% Approach by Dan Sullivan

Our Favorite Quotes:

• “By not putting yourself out there until you’re great, you end up not doing anything.” - David DeCelle
• “Progress happens before perfection.” - David DeCelle
• “Many RIAs miss out on risk management because they don’t have the confidence or background in it.” - David Appel

Connect with David Appel:

• Appel Insurance Advisors
• Book: Buy Your Tomorrows Today
• Appel Insurance Advisors on Facebook
• Appel Insurance Advisors on Twitter
• David Appel on LinkedIn
• David Appel on Instagram
• 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.

Shanna Tingom is the Co-founder of Heritage Financial Strategies, an organization dedicated to empowering clients to own their financial future. With over two decades of experience in the financial services industry, Shanna specializes in working with women entrepreneurs, business owners, and leaders, as well as individuals experiencing life transitions (such as marriage or divorce). Shanna earned her Bachelor’s degree in Business from William Penn University and completed her Master’s degree in Organizational Management at the University of Phoenix. In addition to her work at Heritage, Shanna is a regular contributor to Investopedia, Kiplinger’s Personal Finance, and Born2Invest. Alongside the Heritage team, Shanna also hosts Making Money Fun, a podcast that brings fun and excitement to financial and investment planning.

Shanna joins us today to discuss what it takes to become an independent financial advisor. She explains why she decided to leave her former company to start her own practice and explains how long it took her to take the leap of faith. She outlines how she launched her business, the AUM she started with, and how she eventually integrated other advisors in the organization. Shanna also discusses why it’s important for her to create a business continuity plan and highlights the value of being a financial advisor.

“We do what we do as advisors and planners because we love it and it is meaningful not only to us, but to our clients. What we do matters.” - Shanna Tingom

This week on The Model FA Podcast:

• Struggling to match the corporate mold and why Shanna decided to be an independent advisor
• What made Shanna take the leap of faith to start her own company
• How long it took Shanna to transition into her independent practice
• Her starting AUM and what it took to scale her business to $150 million in AUM
• Shanna’s succession and business continuity plans for Heritage Financial Strategies
• Taking the leap of faith in times of uncertainty
• Integrating other advisors and staff members into the organization
• The technology tools and CRM that Heritage uses within the organization
• What the EOS model is and utilizing tech tools to focus on client relationships
• Shanna’s “Smile File” and the power of connecting with your “why”
• How Shanna got through an acquisition process that went sideways

Resources Mentioned:

• Book: Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan and Dr. Benjamin Hardy
• Book: Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek
• Book: Think and Grow Rich by Napoleon Hill

Our Favorite Quotes:

• “Have a continuity and succession plan well in advance before transition papers get signed, so you can put the dumpster fire out before you combine businesses.” - David DeCelle
• “Listen to your gut, but don’t look over an opportunity just because it’s not perfect.”  - David DeCelle
• “The beauty of our industry is that you can reinvent yourself and do things differently at the turn of a dime to ensure you can fulfill your promises to your clients.” - Shanna Tingom

Connect with Shanna Tingom:

• Tingom Group
• Heritage Financial Strategies
• Podcast: Making Money Fun
• Heritage Financial Strategies on LinkedIn
• Heritage Financial Strategies on Facebook
• Heritage Financial Strategies on Twitter
• Shanna Tingom on LinkedIn
• Shanna Tingom 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.

Sonya Dreizler and Liv Gagnon are the Founders of Choir, the financial services industry’s first diversity certification program for conferences. Choir is focused on amplifying the voices of women, non-binary people, and people of color in the financial services industry. 

Sonya Dreizler is a speaker, writer, and consultant dedicated to fostering conversations about gender and race in financial services. Her 20 years of industry experience include 14 years in traditional financial and investment roles. Before founding Solutions with Sonya and co-founding Choir, Sonya served as the President and CEO of Protected Investors of America. She completed her bachelor’s degree at the University of California, Los Angeles.

Liv Gagnon is a media relations specialist, PR consultant, and branding expert who has helped many companies launch into the public eye. She is the founder of Portaga Creative, a brand messaging and strategic communications consultancy that serves financial companies driven by social value. After graduating from Belmont University with a bachelor’s degree in Public Relations, Liv worked with several organizations in public relations, including DVL Seigenthaler and FiComm Partners.

Sonya and Liv join me today to discuss the importance of fostering diversity, equity, and inclusion in wealth management and financial services. They share their backgrounds and describe how they met and founded Choir. They explain how Choir is helping standardize representation in wealth management and financial services conferences through their pledge and certification programs. They also underscore the value of advancing diversity, equity, and inclusion in any industry and highlight how conference organizers and allies can contribute to the effort.

“In finance, we’ve heard a lot of the same type of voice for a long time, but, just like a choir, we can better serve the industry and the public when we hear from everybody’s voices and perspectives.” - Sonya Dreizler

This week on The Model FA Podcast:

• How Sonya began her career in the broker-dealer and RIA industry
• The values Choir is founded upon as a company
• Liv’s background and her journey to starting her own branding and PR consulting firm
• What Choir is, its mission, and how Sonya and Liv came up with the company’s name
• The Choir pledge and certification program for conferences
• Changing the financial services industry’s perception of diversity and representation
• How Choir is spreading awareness on diversity, equity, and inclusion in wealth management and financial services
• Why industries should care about representation
• How conference organizers can help advance the cause of diversity, equity, and inclusion in the industry
• Where Sonya thinks conferences are heading in the next few years

Resources Mentioned:

• Book: Professional Troublemaker: The Fear-Fighter Manual by Luvvie Ajayi Jones
• Book: Pachinko by Min Jin Lee
• Book: Mediocre: The Dangerous Legacy of White Male America by Ijeoma Oluo
• Book: So You Want to Talk About Race by Ijeoma Oluo
• Book: Will by Will Smith
• Book: Can’t Hurt Me: Master Your Mind and Defy the Odds by David Goggins

Our Favorite Quotes:

• “Avoid doing something purely for the purpose of checking the box; you have to have the right intention around it.” - David DeCelle
• “Representation is not just ‘nice to have.’ It’s good for business and moving an industry forward; it brings new perspectives that drive innovation, new technologies, new networks, and entire communities we’re looking to serve.” - Liv Gagnon
• “It’s tough to care about something you can’t see, feel, or touch. Verbalizing your mindset is always helpful.” - David DeCelle

Connect with Choir:

• Choir
• Choir Voices
• Choir on LinkedIn
• Choir on Instagram
• Choir on Twitter
• Email: [email protected]

Connect with Sonya Dreizler:

• Sonya Dreizler on LinkedIn
• Sonya Dreizler on Instagram
• Sonya Dreizler on Twitter

Connect with Liv Gagnon:

• Liv Gagnon on LinkedIn
• Liv Gagnon 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.

Blair Lewis is the President of GRN Mid-Cities, an organization that specializes in executive and senior-level search in the financial services industry. With over 10 years of experience as an executive search professional, Blair leverages his vast experience in finance to help client companies acquire the right talent for strategic hiring initiatives. He is also the creator and host of Namastir, a podcast that celebrates the relentless pursuit of happiness.

Blair joins me today to discuss the process of staffing and recruiting financial advisors. He details his professional background and explains why he changed his career from wholesaling to recruiting. He describes the challenges of recruiting financial advisors. He also reveals the perfect time for independent financial advisors to recruit employees and highlights how business owners can maintain strong relationships with their executives.

“Part of building a great team is knowing your own strengths and weaknesses, and trusting that you hired the right person who’ll put the right things in place.” - Blair Lewis

This week on The Model FA Podcast:

• Blair’s background and how he kick started his career in the financial services industry
• How Blair pivoted from being a wholesaler to becoming a recruiter
• The challenges of recruiting financial advisors
• The right time for independent financial advisors to build or expand a team
• The first C-level executives that financial advisors typically hire when their firms grow
• How ambition drives independent financial advisors to find success on their own
• How the unrelenting need for control impedes a business owner’s relationship with their team
• Why financial advisors need to appreciate their teams
• The monetary advantages of remote working
• Thinking outside the box and the lessons Blair learned from reading American Icon

Resources Mentioned:

• Book: American Icon: Alan Mulally and The Fight to Save Ford Motor Company by Bryce G. Hoffman
• Book: Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business by Gino Wickman

Our Favorite Quotes:

• “There’s the visionary and the integrator—they’re different people who can't live without each other.” - David DeCelle
• “Focus on your organization’s culture, appreciate your team, and take care of people who take care of you in the firm.” - David DeCelle
• “So much of life is timing and chance. And with wholesaling, you’re only as good as your contacts.” - Blair Lewis

Connect with Blair Lewis:

• GRN Mid-Cities
• Podcast: What’s Next with Dave and Blair
• Podcast: Namastir
• GRN Mid-Cities on LinkedIn
• GRN Mid-Cities on Twitter
• Blair Lewis 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.

Austin Peterson and Landon Mance are the Co-founders of Backbone Planning Partners, a financial services firm with offices in Las Vegas, Nevada and Phoenix, Arizona. Backbone Planning Partners helps business owners and their families transfer ownership of their businesses while focusing on a positive outcome for their employees. Austin and Lance are also the hosts of Tycoons of Small Biz, a podcast that gives business owners a platform to share their stories with the world.

Austin Peterson is a CERTIFIED FINANCIAL PLANNERTM, fiduciary advisor, and registered representative with Lincoln Financial Advisors. For over 20 years, Austin has served in the investment, insurance, and wealth management industries, working with companies such as Symetra, Crump Life Insurance Services, and LPL Financial. He completed his Master of Business Administration degree at Brigham Young University.

Landon Mance is a Certified Exit Planning Advisor (CEPA) and a business exit consultant. Before co-founding Backbone Planning with Austin, Landon operated his business under Mance Wealth Management, which he launched in 2015. Before starting his practice, Landon served in several financial organizations, including J.P. Morgan and Waddell & Reed. He completed his degree in Business Administration at California State University-Long Beach and obtained the Certified Exit Planning Advisor designation through the Exit Planning Institute.

Austin and Landon join us today to discuss the power of leveraging podcasting as a business development tool. They describe how they developed the idea behind Tycoons of Small Biz podcast and discuss outsourcing podcast production. They outline their process for pre-screening, inviting, and interviewing podcast guests, as well as how they increase the likelihood of guests becoming financial planning clients. They also underscore how podcasting can build solid relationships and highlight the role of intention in running a podcast.

“Podcasting allows you to get to know somebody better than you ever would at a networking event or any other business development opportunities.” - Austin Peterson

This week on The Model FA Podcast:

• How Austin connected with business owners and clients before launching the podcast
• What intrigued him about launching a podcast to market to business owners
• Why Landon kept pushing the idea of launching a podcast with Austin
• Outsourcing podcast post-production and how much time Austin and Landon spend on working on their podcast
• How to save time when preparing and recording a podcast episode
• The outsourcing costs and ROI of running a podcast
• Their process for inviting and interviewing podcast guests and how they increase the likelihood of the guests doing business with them
• How many of their podcast guests later take a financial planning appointment with them
• Pre-qualifying podcast guests and how they deal with non-ideal guests

Our Favorite Quotes:

• “A podcast is a creative and ethical way of tricking someone into hanging out with you and building a relationship with them.” - David DeCelle
• “Following up with your podcast guests while you’re still fresh in their minds is of utmost importance: strike while the iron’s hot.” - David DeCelle
• “Set the intention for what you’re trying to do with your podcast; your intention will change your approach.” - Landon Mance

Connect with Austin Peterson & Landon Mance:

• Backbone Planning Partners
• Tycoons of Small Biz Podcast
• Backbone Planning Partners on Facebook
• Austin Peterson on LinkedIn
• Landon Mance on LinkedIn
• Email: [email protected]

Landon Mance and Austin Peterson are registered representatives of Lincoln Financial Advisors Corp. Lincoln Financial Advisors Corp. and its representatives do not provide legal or tax advice. You may want to consult a legal or tax advisor regarding any legal or tax information as it relates to your personal circumstances.  Securities offered through Lincoln Advisors Corp., a broker-dealer (member SIPC). Investment advisory services offered through Sagemark Consulting, a division of Lincoln Financial Advisors Corp., a registered investment advisor. Insurance offered through Lincoln affiliates and other fine companies. Backbone Planning Partners is a marketing name for registered representatives of Lincoln Financial Advisors. CRN-4333162-021622

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.

Rich Bluni is a consultant and national speaker. Rich has been a Registered Nurse for nearly 30 years with experience in pediatric ICU, trauma, and ER among many other areas. Since 2007, he's been a successful healthcare consultant working with large academic centers as well as smaller organizations all over the US. Rich is an author of 3 books and a much sought after keynote speaker, having spoken in every State in the US (except for Alaska so far!) as well as a number of conferences in Canada. He's a popular social media influencer known as TheRichB, with over 1.2 million followers across TikTok, Instagram, and YouTube. Rich is also a co-host of the Above Board Podcast with Candor Path, which is entering its second season with well over 30,000 downloads so far.  Rich is a husband to an amazing wife and a dad to three incredible kids ages 23, 12 and 7. 

Rich joins us today to discuss the power of connecting to our deeper purpose. He outlines the process of getting yourself unstuck from a rut and discusses when it’s effective to change routines. He explains why people become stressed when they lose connection to their “big why” and details how individuals can explore their life’s purpose. Rich also underscores the power of the meaning we put behind our actions and highlights why gratitude is an impactful antidote to burnout.

“The difference between a successful and a super successful financial advisor is going to be the ‘big why,’ the emotional connection, and the understanding of passion and heart.” - Rich Bluni

This week on The Model FA Podcast:

• Rich’s background and why he talks about connecting to purpose
• Why we get into a rut and why goal-setting habits sometimes stop working
• Personal alchemy and what to do when you’re stuck in a rut
• The value and danger of routines
• How much of your life should be committed to routines and when to change them
• The difference between structure and routine
• What separates the super successful financial planners from the “merely” successful ones
• The causes of burnout and how to lift yourself from it
• What a person can do to discover their purpose
• How practicing gratitude can help avoid burnout and increase wellness
• The power of words and how the language we use can influence burnout

Resources Mentioned:

• Book: The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg
• Book: Meditations by Marcus Aurelius
• Book: The Count of Monte Cristo by Alexandre Dumas

Our Favorite Quotes:

• “There’s a lot of value to being routined, but, if gone unchecked, you could be routined to a fault.” - David DeCelle
• “To get from being successful to super successful, you need to understand that constantly reminding yourself of your deeper purpose will keep you going.” - David DeCelle
• “‘Why’ is one of the most powerful words that exist. If you understand or have a visceral, emotional, passionate connection to your ‘why,’ that’s how you can prevent burnout.” - Rich Bluni

Connect with Rich Bluni:

• Book: Inspired Nurse
• Book: Inspired Nurse Too
• Book: Inspired Journal: A Companion to Inspired Nurse
• Book: Oh No…Not More of That Fluffy Stuff!: The Power of Engagement
• Podcast: Above Board with CandorPath
• Rich Bluni on LinkedIn
• Rich Bluni on Instagram
• Rich Bluni on TikTok

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.

Matt Sonnen is the Founder and CEO of PFI Advisors, an organization that helps RIA owners build the infrastructure and culture they need to grow their profit. Matt—who is celebrating 25 years in the wealth management industry in 2022—began his career in the industry as a Financial Analyst in Merrill Lynch. He then progressed to Luminous Capital, where he served as the Director of Operations, Chief Compliance Officer, and Chief Operating Officer. He also worked at Focus Financial Partners, where he was the Vice President for two years. In addition to his work as the CEO of PFI Advisors, Matt is also the creator of the digital consulting platform, COO Society, and host of the COO Roundtable Podcast.

Matt joins us today to share his expertise on practice and operations management. He discusses his background and explains how eating at a sandwich shop in UCLA led him to the wealth management industry. He outlines the core operational issues financial advisors face and how Matt and his team at PFI help them. He also outlines the essential SOPs every financial advisor must have in their organizations and underscores the importance of segmenting your clients.

“Markets go up and down. While we can’t control that, we can always control our service.” - Matt Sonnen

This week on The Model FA Podcast:

• Matt’s background, sandwich of choice, and how he found himself landing a job in the wealth management industry
• Operational matters that financial advisors generally struggle with
• The value of creating a process and operations manual
• How the process of writing a manual helps you evaluate your company’s operations
• Foundational business standard operating procedures that every RIA must have
• The anchoring effect and how to make a great client experience
• The role of the onboarding process in creating an impactful client experience
• Misconceptions on client segmentation and service offering

Resources Mentioned:

• Book: Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh
• Book: The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael Gerber

Our Favorite Quotes:

• “Solidifying from the start that clients will have an amazing experience with you makes it more likely that they’ll be willing to talk about you with others.” - David DeCelle
• “Client segmentation is about service offering. You need to figure out what your ideal client is and how your firm is going to service them.” - Matt Sonnen
• “For an onboarding process to turn into an onboarding experience, go from making clients feel like they made a good decision to making them feel like they can talk about it to other people.” - David DeCelle

Connect with Matt Sonnen:

• PFI Advisors
• Podcast: The COO Roundtable
• PFI Advisors on LinkedIn
• PFI Advisors on Twitter
• Matt Sonnen on LinkedIn
• Matt Sonnen 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.

Bill Cates is the founder of Referral Coach International and the Cates Academy for Referral Marketing. He is a client acquisition expert and the author of several books, including Get More Referrals Now and Radical Relevance. For over 25 years, Bill has helped financial professionals move from incremental to exponential growth by improving communication, value, and clientele. Before founding Referral Coach International, Bill built and sold two successful book publishing companies. A sought-after public speaker, Bill is also the founder and leader of the Million Dollar Speakers Group and host of the Top Advisor Podcast.

Bill joins me today to share the secrets behind turning loyal clients into advocates for your business. He explains how public speaking engagements can help your prospecting efforts and build your influence. He discusses his philosophy on referrals and offers his best practices for soliciting business introductions from clients. Bill also highlights the importance of investing in emotional connections with clients and underscores the power of communicating values through storytelling.

“The secret sauce to creating advocates for your business is personal connection.” - Bill Cates

This week on The Model FA Podcast:

• Bill’s background: his pivot from the publishing industry to the financial services industry, and his introduction to professional public speaking
• Building influence through public speaking and starting a public speaking career
• How to connect with your audience before you speak from the stage
• Bill’s philosophy on referrals, business introductions, and growing a referral-based business
• The four stages of client relationships
• How to make clients feel optimistic about working together
• The difference between creating value connections and emotional connections
• The “90-Day Dazzle" and how the right client onboarding process can help make your business more referable
• The Transition Navigator and the Anchoring Effect
• Congruency theory and the power of impressions
• Creating the “client-centered why” and the neuroscience of relevance
• How advisors can approach asking for introductions without being aggressive
• Radical relevance and the value of communicating values through storytelling
• The distinction between referrals and introductions

Resources Mentioned:

• Book: The Hype Handbook: 12 Indispensable Success Secrets from the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers by Michael Schein
• Book: What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Ben Zoldan and Michael Bosworth

Our Favorite Quotes:

• “One of the best ways to become influential is to speak. There’s something about standing up on the stage that edifies you.” - David DeCelle
• “Depending on what they experience, your clients will view everything you do through a particular lens.” - David DeCelle
• “We’re in the name recognition business. If you make a nice connection with someone, that’ll carry on a long way.” - Bill Cates

Connect with Bill Cates:

• Referral Coach International
• Top Advisor Podcast
• Book: Radical Relevance: Sharpen Your Marketing Message - Cut Through the Noise - Win More Ideal Clients
• Book: Get More Referrals Now!
• Book: Don’t Keep Me a Secret!: Proven Tactics to Get Referrals and Introductions
• Referral Coach International on LinkedIn
• Bill Cates on LinkedIn
• Bill Cates on YouTube
• Bill Cates on Facebook
• Bill Cates 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.