Model FA Podcast

Charles (Chas) Boinske is a Wealth Manager and the Chief Visionary Officer of Modera Wealth Management, a company that provides thoughtful financial counsel to discerning individuals and organizations. Chas was co-founder of his own RIA, Independence Advisors, before he and his team joined Modera in 2021. As Wealth Manager at Modera, Chas helps clients develop financial plans, implement wealth management strategies, and manage investment portfolios. In his capacity as Chief Visionary Officer, Chas drives the strategic direction for the firm. Chas, whose career in the industry spans over 30 years, has become a nationally recognized and trusted resource for complex financial issues experienced by institutions and individuals with high net-worth.

Chas joins me today to discuss the power of cultivating relationships, whether it’s among a team or with clients. He shares his professional journey, including how he started his own independent firm at a time when the independent RA model was relatively unknown. He underscores how investing and reinvesting in the development of your team impacts client service and describes the role of getting support from other people. He also shares how he became interested in fly fishing, how it became an avenue for him to interact with clients, and highlights the importance of being human to establish real relationships with clients.

“You’d think you’ll have to wow people with your knowledge, but that’s already expected. What’s not expected is your ability to develop a relationship with that client.” - Chas Boinske

This week on The Model FA Podcast:

• Chas’ beginnings in the financial industry and how he pivoted to start Independence Advisors
• Taking risks, and the emotions Chas felt when he made the leap to found his independent firm
• Overcoming the fear of failure as an entrepreneur and what reassured Chas on his path
• How getting support and constructive feedback reassured Chas that he and his company were on the right track
• Three ways to get referrals from clients in a comfortable way
• The peak amount of assets Independence Advisors amassed before merging with Modera
• The challenges Chas experienced as he built his book of business
• How investing in your team and staff can impact your service to customers
• Traditional AUM niches and niching down a wealth management company on a passion
• Chas’ passion for fly fishing and how it helps him build better relationships with clients
• Why Chas never attempts to be aggressive about business when inviting clients to fly fishing
• What a “Class A” stream is and the pleasures of fly fishing
• The Trusted Advisor, its impact on Chas, and why other financial advisers should read it
• The importance of connecting with clients on the human level

Resources Mentioned:

• Book: The Trusted Advisor by David Maister, Charles Green, and Robert Galford
• Book: Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh
• Interview with David DeCelle: Paving Your Way to Financial Success | Remindermedia

Our Favorite Quotes:

• “Don’t let fear rule you. Know in your heart that you want to help and fulfill that larger vision for the person you’re trying to serve.” - David DeCelle
• “To take care of your customers, take care of your staff. The more they become designated, trained, and evolved, it upticks their confidence and allows them to help clients better.” - David DeCelle
• “When you’re authentic about a passion like fly fishing, you don’t have to turn it into a commercial for your company. People will be interested in what you do as a profession tangentially.” - Chas Boinske

Connect with Charles Boinske:

• Modera Wealth Management
• The Wealth Cast
• Email: [email protected]
• Modera Wealth Management on LinkedIn
• Modera Wealth Management on Facebook
• Charles Boinske on LinkedIn
• Charles Boinske on Instagram
• Charles Boinske on Facebook

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.

Shannon Spotswood is the President of RFG Advisory, a $2.7 billion platform committed to serving independent financial advisors with a warrior’s mindset and a servant’s heart. Passionate about Wall Street and the world of finance since she was 14, Shannon has spent more than two decades in the finance industry. She has served as a Portfolio Manager and Director of Long-Only Equity Strategies for Symphony Asset Management, as an Investment Banker for Volpe Brown Whelan & Co., and as a Research Analyst and Junior Trader for EGM Capital, where she started her career. In addition to passionately serving as RFG Advisory’s President, Shannon is also an entrepreneur and Partner of Busy Bees, a luxury children’s clothing brand carried in more than 100 retail stores in the country.

Shannon joins me today to discuss the importance of intentionally cultivating a great company culture. She shares her journey through the financial industry and the lessons she learned along the way. She describes how having a female mentor in a male-dominated industry impacted her career and shares her advice to other women in the financial industry. She also discusses the power of getting comfortable with feeling uncomfortable and shares her call-to-arms for advocating for women in the finance industry.

“There is a real desire to promote women and foster their professional development. We need to be more intentional about it as an industry.” - Shannon Spotswood

This week on The Model FA Podcast:

• Shannon’s backstory and her winding path to becoming the President of RFG
• The importance of getting comfortable with feeling uncomfortable, and Shannon’s first foray into leadership and culture
• The importance of self-care, and how Shannon pushes through the feeling of discomfort
• The art of the “Mosaic Theory” and how research helps Shannon overcome awkward situations
• How women can find female mentors in a male-dominated industry
• What building a culture means to Shannon
• What the culture looks like at RFG Advisory and the mechanics of developing company culture
• Creating RFG 2.0 and becoming the RIA of the future
• Cultivating emotional intelligence as a step toward growing as a leader

Resources Mentioned:

• Book: You Are a Badass: How to Stop Doubting Your Greatness and Start Living an Awesome Life by Jen Sincero

Our Favorite Quotes:

• “Culture is something reiterated time and time again, especially when there is some discomfort on the horizon.” - David DeCelle
• “Don’t be afraid to work hard. The skills and resilience you build from hard situations will be paid in endless dividends through a professional lifetime.” - Shannon Spotswood
• “Culture centers the company on a single mission and determines whether decisions are aligned with that mission, vision, and values.” - David DeCelle

Connect with Shannon Spotswood:

• RFG Advisory
• Email: [email protected]
• RFG Advisory on LinkedIn
• RFG Advisory on YouTube
• RFG Advisory on Facebook
• RFG Advisory on Twitter
• StrongHER Money on Instagram
• Shannon Spotswood on LinkedIn
• Shannon Spotswood on Instagram
• Shannon Spotswood 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.

Mark Maiocca is the Founder of the Core7 Networking Groups, an organization that helps real estate, mortgage, tax, and other financial professionals create exclusive networking groups to generate referrals and add value to their partners. He is the author of the Amazon best-selling book, The Core7 (formerly titled What’s Your Rate?) and the ebooks How to Create a Core7 Mastermind Group and Core7 Book of Scripts. Mark, who has been a mortgage originator for more than 20 years, has generated hundreds of referrals to Core7 partners and has closed over $1 billion in loans throughout his career.

Mark joins me today to discuss the Core7 referral introduction and referral methodology and how it can benefit financial advisors. Mark shares what led him to develop the Core7 principles and networking group, and explains how the organization is structured to benefit each member. He also highlights why it’s essential for real estate professionals to keep financial advisors in their network and underscores the crucial role that financial advisors play in caring for real estate clients.

“If you’re a financial advisor who wants to work with lenders, the number one thing you can do to better their business is to introduce their realtors to your clients.” - Mark Maiocca

This week on The Model FA Podcast:

• Mark’s background, his experience in the mortgage industry, and what led him to develop Core7
• The seven professionals that make up a Core7 networking group
• How Core7 networking groups are structured in a way that consistently generates introductions and referrals for each member
• Key topics discussed in every Core7 meeting
• The importance of having transparent conversations with your centers of influence
• The number one question realtors should ask clients as a door opener to introduce a financial advisor
• What financial advisors can do to encourage introductions and referrals from loan officers
• Bridging the real estate silo and the financial advice silo
• How much business the Core7 methodology has produced
• Why it’s important that real estate loan officers introduce financial advisors to their clients

Resources Mentioned:

• Book: Think and Grow Rich by Napoleon Hill

Our Favorite Quotes:

• “There are many good opportunities when you have a core group of people that you can be direct and transparent with.” - David DeCelle
• “If you don’t refer your financial advisor, you’ll lose a client — even if you did a great job on that original loan. It’s always good to keep financial advisors in your network.” - Mark Maiocca
• “Advisors, you need to have an open, honest, and transparent conversation with any of your centers of influence, and ask them to make introductions.” - David DeCelle

Related Content:

• How to Re-Energize Your COI Relationships
• Model FA Conversations: All Things COI

Connect with  Mark Maiocca:

• Core7 Networking Groups
• Email: [email protected]
• Book: What’s Your Rate?: How to Buy a Home and Secure Your Financial Future At The Same Time
• Book: How to Create a Core7 Mastermind Group
• Book: Core7 Book of Scripts
• Core7 Networking Groups on LinkedIn
• Mark Maiocca on LinkedIn
• Mark Maiocca on Facebook

About the Model FA Podcast

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. 

Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered. 

Our Team:

President of Model FA, David DeCelle

If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

Michael Cohen is the Owner and President of the second-generation, family-owned and operated insurance wholesaler, The DBL Center. A one-stop back office support center for brokers & agents, the DBL Center specializes in temporary disability insurance and employee benefit plans with a special focus on  temporary disability benefits in New Jersey and the Hawaiian Islands, as well as New York Disability. As President of DBL, Michael leverages his wealth of connections to provide white-glove service to insurance agent partners. Under his leadership, the company is currently serving 4,000 insurance agents in 15 states and managing $125 million in premiums.

Michael joins me today to discuss how disability and paid family policies impact businesses across states. He shares his background and experience in writing and performing stand-up comedy and the history of The DBL Center. He explains how advisors and agents can initiate a partnership with The DBL Center and describes how to use warm leads to discuss insurance products in a sales conversation with new clients. He also highlights the life lessons he learned from his father, the original founder of The DBL Center, and underscores the best way for advisors to scale their books of business.

“Too many advisors whale-hunt and go after the same thing. The best way to expand an advisor’s book of business is on something mandated by law.” - Michael Cohen

This week on The Model FA Podcast:

• Michael’s background, his stand-up career, and how he took over the family business
• The importance of disability and life insurance
• The DBL Center’s insurance niche, its history, and how Michael’s father began selling niche life insurance
• The short-term disability law, how it applies to business owners, and states affected by it
• Details on paid family leave and how it’s slowly becoming a federal issue across the United States
• How insurance brokers and advisors can begin partnering with The DBL Center
• How to talk about other insurance products and services with a new client
• How The DBL Center helps companies save money through their service
• Whether a majority of states will adopt policies similar to the Short-Term Disability Law
• The Don Rickles of the insurance business and the power of using comedy as a door-opener to business

Resources Mentioned:

• Book: The 48 Laws of Power by Robert Greene
• Book: Steve Jobs: The Exclusive Biography by Walter Isaacson

Our Favorite Quotes:

• “For someone struggling to convert a client, it’s good to establish the relationship, build trust, and follow through on promises that were made on the front-end.” - David DeCelle
• “Persistence is what matters, especially after COVID. The goal is to keep every piece of business that brokers have intact.” - Michael Cohen
• “When advisors work with a business owner, the lifetime value of that client is higher than most individuals. It’s a great door-opener to share your other products or services.” - David DeCelle
• “Nickel, dimes, and quarters make dollars. It’s not what you earn but what you keep.” - Michael Cohen

Connect with Michael Cohen:

• The DBL Center
• Email: [email protected] | [email protected]
• The DBL Center on LinkedIn
• The DBL Center on Facebook
• The DBL Center on Twitter
• The DBL Center on Pinterest
• The DBL Center on YouTube
• Michael Cohen 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.

Jonathan Rogers and Nirav Batavia are Co-Managing Partners of Forum Financial Management and Co-Directors of Forum’s Investment Committee. Forum is an organization of partners and advisors with a wealth of experience in portfolio management, insurance analysis, and planning for estate, retirement, and income tax. 

As Co-Managing Partner, Jonathan guides the executive team responsible for various areas, from advisor support to client services, and spearheads the firm’s growth by recruiting new partners and advisors.

In addition to his roles as Co-Managing Partner and Co-Director, Nirav also serves as the firm’s Chief Technology Officer. Nirav is also the CEO of Owl Technologies, a technology service provider that helps clients experience better and more efficient financial advisory services.

Jonathan and Nirav join me today to discuss the role of technology in developing growth strategies for RIAs. They share how Forum has grown over the years and explain why the firm has recently lowered its minimum asset requirements for clients. They describe the tension between profitability and growth — and how firms can overcome it. They also highlight how they use technology for efficiency, how FinTech companies can bridge the gap in financial advisory technology, and how firms should be set up in order to properly incentivize a new generation of advisors.

“Human connection becomes stronger when advisors can spend all their time not on paperwork but on facing clients because they have data at their fingertips.” - Nirav Batavia

“Rainmaking is the core of value creation for financial advisors. It is the ability to get someone to refer a person over to you. It is what builds a business.” - Jonathan Rogers

This week on The Model FA Podcast:

• What Forum is and how they have grown since 2006
• The ‘three legs to the stool’ approach and the source of Forum’s growth
• Why Forum emphasizes holistic financial planning
• What financial HENRYs are and why Forum wants them
• The natural tension in business between today’s profitability and the ability to grow in the future
• Solving for the lack of profitability in the early years
• The value of working with entrepreneurial advisors
• Leveraging technology for efficiency with an eye to drive down the cost of working with clients
• Why the future of RIAs will see a “bionic” advisor and how it’s different from a “robo” advisor
• What the financial services industry can learn from Silicon Valley
• Developing proactive automation and how AI technology can build a stronger connection between financial advisors and clients
• The importance of open APIs, and what technology companies can do to create seamless tech for the financial services industry 
• Walled gardens and the stumbling blocks to using advisor technology
• Bridging the distinction between workflow and workflow automation

Resources Mentioned:

• Book: The Great Game of Business: The Only Sensible Way to Run a Company by Jack Stack and Bo Burlingham
• Book: Lock In: A Novel of the Near Future by John Scalzi
• Book: Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business by Gino Wickman and Mark Winters
• Book: The Wretched of Muirwood by Jeff Wheeler

Our Favorite Quotes:

• “When advisors aren’t incentivized for rainmaking, the veterans in the firm get richer but bring in less revenue from a percentage perspective.” - David DeCelle
• “In many firms, rainmaking is awarded a monetary bonus. That’s where the disconnect in the industry happens, because that simply isn’t rewarding enough.” - Jonathan Rogers
• “Anything an advisor does repetitively that doesn’t use their financial and planning expertise should be automated.” - Nirav Batavia
• “If you allow others to outgrow you, it incentivizes you to continue working hard, helping more people, and bringing in more revenue.” - David DeCelle

Connect with Forum Financial Management:

• Website
• Forum Financial Management on LinkedIn
• Forum Financial Management on Facebook
• Forum Financial Management on Twitter
• Forum Financial Management on Vimeo

Connect with Jonathan Rogers:

• Email: [email protected]
• Jonathan Rogers on LinkedIn

Connect with Nirav Batavia:

• Email: [email protected]
• Nirav Batavia 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.

Allen Darby is the founder and CEO of Alaris Acquisitions, a buyer advisory service that helps wealth management firms navigate the complexities of the mergers & acquisition process. Before founding Alaris, Allen launched a firm that pioneered helping accounting organizations move into the wealth management business. In 1999, Allen sold that business to First Global Inc. and subsequently established a wealth management firm which he grew by completing nine mergers and acquisitions transactions. To further focus his expertise on M&A, Allen sold his second business and joined United Capital in 2009, where he sourced and closed 27 transactions that represented approximately 40% of United Capital’s final sale valuation. Today at Alaris, Allen helps local, regional, and national wealth management firms who seek to grow their companies through acquisition.

Allen joins me today to discuss how partnering with other wealth management firms can help financial advisors grow their business to the next level. He describes how the M&A market has evolved throughout his career. He explains how advisors can evaluate potential partners and buyers and highlights three key areas they should consider before entering a partnership. He also discusses three critical things that motivate people to partner with other organizations and underscores the mindset that advisors should adopt when entering into a partnership.

“The industry is grouped at different asset levels. Firms in the half a billion dollar range are two to three-partner firms that made investments into their infrastructure.” - Allen Darby

This week on The Model FA Podcast:

• Allen’s background and how he pivoted from studying biology in college to starting his career in financial services
• How the M&A space has changed over the years
• The autonomy trade-off involved in partnering with another firm
• Different acquisition models and how they’re designed to produce specific economic outcomes
• The monetary drivers of transactions and the three things that motivate businesses to partner with other organizations
• Partnership opportunities and the qualities business owners should look for in potential partners
• How partnering with another firm addresses succession issues
• The “buyer-adviser” model and how it helps Alaris Acquisitions generate a profit
• At what AUM level should financial advisors start considering a partnership with a larger firm
• The smallest and largest AUMs Allen has transacted
• How wealth management firms can move from the hundred-million mark in AUM to a billion dollars
• The boogeyman and how the fear of losing control prevents advisors from partnering with other firms

Resources Mentioned:

• Book: The Screwtape Letters, by C.S Lewis

Our Favorite Quotes:

• “While there’s organic and market-driven growth, many firms grow through roll-up strategies.” - David DeCelle
• “Ask yourself whether you’re willing to do the work it takes to move from your level to the next or if you’re better off partnering with someone who’s already built that infrastructure.” - Allen Darby
• “If you’ve built a business that has at some point taken over your life, any firm that acquires you will centralize all of the things that weigh you down.” - Allen Darby
• “Try to identify what you want your life to be like on the other side, because all of the different acquirers that exist have a unique model oriented around autonomy.” - Allen Darby
• “Level of autonomy, economic model, and drive: getting clear on these things can get you through selecting a partner faster.” - Allen Darby

Connect with Allen Darby:

• Alaris Acquisitions
• Email: [email protected]
• Alaris Acquisitions on LinkedIn
• Allen Darby 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.

Will Richardson is a 7-figure entrepreneur, business and sales mentor, and podcaster who has been a financial advisor since 2008. After graduating from the School of Business Administration at the University of Mississippi with a degree in Marketing, Will started his professional career selling knives for Cutco, an experience that landed him a job (and taught him how to work) in the financial services industry. Will hosts the Crusheration Podcast, where he shares the lessons he learned from his years of experience as an advisor — and inspirational life lessons for the benefit of people both inside and outside of the financial services industry.

Will joins me today to discuss how financial advisors can connect with people, both potential clients and fellow advisors, through creating video and podcast content. He highlights the value of sharing ideas and explains the formula for creating engaging content. He also describes the impact advisors make whenever they embrace imperfection, and underscores the importance of being unique in creating content and when asking for client referrals and introductions.

“The techniques advisors are taught don’t feel authentic. Be unique in the way you ask for client introductions, in the way you are, and in your common interest with others.” - Will Richardson

This week on The Model FA Podcast:

• What selling Cutco knives taught Will about working in the financial services industry
• What inspired Will to create content for other advisors and how it changed things for him
• How perfectionism stops many people from sharing their ideas and content
• Why Will’s podcast and video content aren’t necessarily about financial planning
• The factors that hold people back from asking for referrals and what financial advisors can do to ask for introductions confidently
• How Will uses LinkedIn to build a list of prospects and the importance of approaching clients with authenticity
• The difference between connections and creativity and the importance of finding different degrees of connectivity
• Conversation strategies when making an introductory call
• Will’s advice for financial advisors who are reluctant to ask for introductions
• How Will came up with the “Too busy crushing it” slogan and why it has become his mantra
• The importance of rethinking beliefs and how impostor syndrome can be a good thing
• The importance of listening and understanding on a deeper level, and why changing your mind doesn’t make you “wrong”
• Specializing and niching for specific kinds of clients

Resources Mentioned:

• Book: Think Again: The Power of Knowing What You Don’t Know by Adam Grant

Our Favorite Quotes:

• “Sometimes asking for referrals may feel too aggressive, but you deserve to be introduced to the client’s peers based on the work that you did.” - David DeCelle
• “Don’t worry about perfection. People connect with us when we’re not perfect, for imperfection makes us human.” - Will Richardson
• “You are unique and you have something to say; your life experience is different from any other person’s.” - Will Richardson

Connect with Will Richardson:

• The Crusheration Podcast
• Will Richardson on LinkedIn
• Will Richardson 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.

Best-selling author Ben Newman is a highly-regarded Performance and Mental Conditioning Coach. Ben has worked with a diverse range of clients, from Fortune 500 companies, business executives, entrepreneurs to professional athletes in sports leagues and organizations such as the NFL and NBA. In addition to his work as a coach, Ben is also a powerful and engaging storyteller whose service as a keynote speaker has gained international recognition. Ben has shared the stage with other renowned speakers and athletes - such as Jerry Rice, Jon Gordon, and Ken Blanchard - and has authored several books, including Own Your Success and Leave Your Legacy, that help people uncover their potential. 

His highly anticipated book, Uncommon Leadership, is scheduled for release in 2021.

Ben joins me today to discuss how to work through one day at a time towards success. He reveals the number one mistake advisors make that hinders them from true success, and describes how the financial advisory business is driven by consistency of behavior. He explains what a “Prize Fighter” day is, how you can create one, and how it can help you bring more balance to your life. He also defines what the “unrequired” mindset is, explains how it can help you become a high performer, and underscores the power of consistent action in achieving your dreams.

“A ‘Prize Fighter’ day breaks up your decisions that are 100% in your control personally, professionally, and when servicing others.” - Ben Newman

This week on The Model FA Podcast:

• The power of putting hard work and consistent actions behind visions and dreams
• The seduction of success and how to avoid its temptations
• The importance of being meticulous in designing your work and why we need to work on our goals one day at a time
• Building a ‘Prize Fighter Day,’ the psychology behind it, and how it helps bring balance to your day
• The three types of decisions behind a Prize Fighter Day
• Why you need to do something for somebody without expecting anything in return
• How to guarantee you’ll follow through on your goals and meet the minimum standard of your success
• The “unrequired” mindset and how it turns people into high performers

Resources Mentioned:

• Book: Can’t Hurt Me: Master Your Mind and Defy the Odds by David Goggins

Our Favorite Quotes:

• “There are so many productivity lists out there, like the C3 or power list. None of these lists are right or wrong; it’s a matter of picking one that works for you.” - David DeCelle
• “No matter what your dreams are, they are possible when you believe in yourself and put in consistent action. Your story has an alignment of vision and action.” - Ben Newman
• “If you wake up in the morning and know what’s on your list but haven’t mapped it out, the likelihood you’ll follow through on that is small. Make sure to plan the night before.” - David DeCelle

Connect with Ben Newman:

• Ben Newman website
• Email: [email protected]
• Book: Uncommon Leadership: 11 Ways the Greatest Leaders Lead
• Book: Leave Your Legacy: The Power to Unleash Your Greatness
• Book: Own Your Success: The Power to Choose Greatness and Make Every Day Victorious
• Ben Newman on LinkedIn
• Ben Newman on Instagram
• Ben Newman on Facebook
• Ben Newman on Twitter
• Ben Newman on YouTube
• Text BURN to 314 274 6522 to get a course on building a Prize Fighter Day

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 Kerckhoff is the CEO of Plancorp, a fee-only RIA firm. Chris first joined the company as an intern right out of college in 1997. Through hard work and a passion for ensuring the quality of their client experience, Chris advanced through the ranks over the years and was named President in 2010. The company has experienced tremendous growth under his watch, scaling from $1 billion to $5 billion in assets under management. Chris believes in helping people live their best lives and has led Plancorp to serve as financial advocates for over 1,300 families, businesses, and institutions. Chris has also been instrumental in launching Plancorp’s sister company, BrightPlan, a financial wellness solution for fiduciary excellence.

Chris joins me today to share his journey from being an intern to becoming the CEO of Plancorp. He explains the importance of asking great questions and why leadership is about looking for people you can count on. He describes how he used to create an inauthentic “work version” of himself when interacting with clients and how embracing authenticity has supported his success. He also discusses the complex financial situations employees face and underscores the importance of connecting with your clients’ humanity.

“Humans are relationship-driven species; as an advisor, everything is about the relationship you build with clients and becoming a trusted advocate for them.” - Chris Kerckhoff

This week on The Model FA Podcast:

• Chris’s 24-year-long career with the firm, from intern to CEO
• How his dedication to ensure amazing client experiences helped him get to the CEO role
• Common characteristics of rising financial advisor stars
• Plancorp’s true team approach and its vision for the future
• How to turn clients into raving fans
• Why Chris doesn’t think the approach to a financial crisis should be 100% digital
• The financial stress many employees feel and how BrightPlan is addressing it
• The transparency and honesty issues the financial management industry faces
• How advisors can become more transparent with their clients by cultivating relationships
• How becoming authentic with his clients contributed to Chris’s success in the firm
• The relationship between transparency and an advisor’s faith in their value proposition

Resources Mentioned:

• Book: Catch-22 by Joseph Heller
• Book: Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear
• Book: The Snowball System: How to Win More Businesses and Turn Clients into Raving Fans by Mo Bunnell
• Book: The Great Game of Business: The Only Sensible Way to Run a Company by Jack Stack
• Book: On Fire: The 7 Choices to Ignite a Radically Inspired Life by John O’Leary

Our Favorite Quotes:

• “Some people don’t get the attention they need because they don’t fit advisors’ business models. Treat humans as humans regardless of the assets they may or may not have.” - David DeCelle
• “Provide an amazing client experience and they’ll spread the word. You’ll have raving fan-clients who are going to give out your name more often.” - Chris Kerckhoff
• “When you build relationships with clients, the less important the fees become and the more comfortable you feel with transparency because you know you’ve won the relationship.” - David DeCelle

Connect with Chris Kerckhoff:

• Plancorp
• Email: [email protected]
• Plancorp on LinkedIn
• Plancorp on Facebook
• Plancorp on YouTube
• Chris Kerckhoff 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.

Jonathan Pack is the Director of Strategic Partnerships and founder of the Partner Channel at Yext. Following his first job out of college selling knives door-to-door, Jon spent the next decade doing comedy at the Upright Citizens Brigade in New York while working on Comedy Central’s web development, video production, and comedy writing. In a moment of career malaise and creative fatigue, he decided to return to sales and joined Yext, which at the time was a tiny start-up where he sold over the phone to small businesses. Jon has spent the last 10 years at Yext, where he also founded the Partner Channel, Yext’s agency reseller program that helps agencies increase their clients’ visibility in online listings and searches. Since the launch of the Partner Channel, Yext has gone public and grown to thousands of employees globally.

Jon joins me today to share the principles and advice that advisors can implement in their own sales process. He defines what a “mutual plan” is and shares a powerful tool to effectively manage a sales conversation, from pitch to closing. He underscores the role that digital presence plays in an advisor’s business success, describes what Yext is, and how this platform can help advisors and other businesses increase their visibility online. He also discusses his process for prospecting and qualifying clients — and highlights the importance of bringing authenticity into sales conversations.

“Be authentic. Staying in harmony with yourself and ensuring that you’re putting out your true self is important in having great sales relationships.” - Jonathan Pack

This week on The Model FA Podcast:

• Jon’s background and how his career in comedy informs his sales process
• The role of authenticity in sales conversations and processes
• The window of prospecting and how Jon uses the LinkedIn Sales Navigator to identify good prospects
• The impact of customization and adding a personal touch to cold emails and prospecting
• The great mystery of overqualified and underqualified prospects
• How to make a great follow-up to sales pitches
• Dissecting the incredible intentionality in Jon’s follow-up email
• What a “mutual plan” is and why it’s an effective way to manage a sales conversation from pitch to closing
• The importance of digital presence and searchability for advisors
• Why businesses need to update their information on directories occasionally
• The reason businesses need to add rich content (like photos) on online listings and directories

Resources Mentioned:

• Book: Watership Down by Richard Adams
• Book: The 5 Second Rule: Transform Your Life, Work, and Confidence with Everyday Courage by Mel Robbins

Our Favorite Quotes:

• “Don’t sell by being “salesy” but by simply advancing relationships and making relational deposits along the way.” - David DeCelle
• “The demonstration of your due diligence is as important as your value proposition.” - Jonathan Pack
• “If you’re not listed in online directories, clients whom you’re meant to serve won’t find you.” - David DeCelle

Connect with Jonathan Pack:

• Yext
• Email: [email protected]
• Yext on LinkedIn
• Yext on Instagram
• Yext on Facebook
• Yext on Twitter
• Yext on YouTube
• Jonathan Pack on LinkedIn
• Jonathan Pack 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.