Model FA Podcast

Mark Willis, CFP® is a man on a mission to help you think differently about your money, your economy and your future. Mark is a CERTIFIED FINANCIAL PLANNER™, a three-time #1 Best Selling Author and the owner of Lake Growth Financial Services, a financial firm in Chicago, Illinois. As co-host of the Not Your Average Financial Podcast™, he shares some of his strategies for investing in real estate, paying for college without going broke, and creating an income in retirement you will not outlive. Mark works with people who want to grow their wealth in ways that are safe and predictable, to become their own source of financing, and create tax-free income in retirement.

On episode 136 of the Model FA Podcast David and Mark emphasize the importance of treating oneself as a key investment and examine the one-size-fits-all approach of recommending generic investment options like target date funds to entrepreneurs. They discuss the pitfalls of "shiny object syndrome" as Mark introduces the idea of "iki-gai," a Japanese concept for finding one's reason for being, as a tool to align passion, skill, and market demand.

"Conflict at its root is just unexpressed expectation. So go deep before you get into proposing and strategies and recommendations, figure out what their expectations are." - Mark Willis

This week on The Model FA Podcast:

Mark's introduction.

Strategies to get to seven figures.

Mark's philosophy on target market and how to position yourself.

Power of podcasting.

Leveraging the power of content.

How conflict can build relationships.

Our Favorite Quotes:

"Guesting on someone else's show is brain dead simple, because you just get on and you have a conversation with someone who loves to chat with you, and you hopefully enjoy chatting with him. The power there is, you're getting in front of your target audience, you're having a one on one long form discussion with people who might just do business with you." - Mark Willis

Connect with Mark:

Twitter: https://twitter.com/LakeGrowth/

LinkedIn: https://www.linkedin.com/in/marklakegrowth/

Website: https://lakegrowth.com/

Email: [email protected]

Learn More About YCharts

This episode is sponsored by our friends at YCharts. Exciting times at YCharts — they just announced their latest product enhancement called Proposals. YCharts Proposals is a game-changing capability, empowering wealth management professionals with the prowess to craft captivating narratives, effectively conveying their investment strategies that help win new business. But that's not all – mark your calendars for September 22nd because YCharts will be hosting a webinar to unveil Proposals and show off its full potential. You'll learn how to whip up reports that don't just highlight the value of your investment strategies but also cater to your clients' unique financial needs. Click the this link to register for YCharts' webinar if you want to learn more about Proposals, and get 15% off your initial subscription when you start your free YCharts trial (new customers only). Register: https://ycharts.zoom.us/webinar/register/5916933495668/WN_OD3x5xyzQ7qWTrtGDChLFA

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.

Our Team:

President of Model FA, David DeCelle

Eric Brotman is the CEO of BFG Financial Advisors, President of Brotman Consulting Group, LLC, Host of "Don't Retire...Graduate!" podcast, and author of three books on personal finance including "Don't Retire...Graduate! - Building a Path to Financial Freedom and Retirement at Any Age"

On episode 135 of the "MODEL FA PODCAST," the spotlight is on Eric, the CEO of BFG Financial Advisors and author of "Don't Retire Graduate." The episode delves deep into the crucial role of company culture, mission statements, and the power of advisory boards in shaping businesses. As the conversation progresses, Eric emphasizes the value of building authority and influence through authentic podcasting, robust networking, and mastermind groups. The episode further underscores the significance of early exit strategy planning, collaboration over competition in the financial industry, and the potential of strategic alliances. Wrapping up, Eric discusses the indispensable nature of reading, recommending seminal books that provide foundational knowledge for financial advisors.

"I think it's incredibly important to be authentic. The key to podcasting is to be yourself, to be vulnerable, to be authentic and to be fallible. And then if you're relatable in that way people will seek you out." - Eric Brotman

This week on The Model FA Podcast:

• Culture Culture Culture Culture.

• How often should you review your mission statement?

• The importance of building authority and influence.

• Two paths to build influence.

• The power of being yourself.

• The importance of having a succession plan.

• The importance of having an exit strategy.

• Strategic alliances and how they work.

• The importance of having a reading list.

Our Favorite Quotes:

"One of the things I loved when I was an advisor is the culture of joint work. And being able to learn from other folks, either in my office or throughout the countr; people who had different specializations." - David DeCelle

"I believe in collaboration over competition, I think our industry is one that's has the benefit of radical abundance. There are so many opportunities, so many people and families and businesses need our help. There's a shortage of financial advisors and an even bigger shortage of good ones." - Eric Brotman

"Culture, culture, culture, if you add people to your organization, not just clients, but particularly employees, or other advisors, the Fit has to be really, really perfect." - Eric Brotman

Connect with Eric:

• Connect on Twitter

• Connect on LinkedIn

• Website: https://www.brotmanconsultinggroup.com

• 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.

Trent Dudenhoeffer (Duden-hoff-er) is a CFP® practitioner. He started his career as a financial planner at LPL Financial but left in 2021 to join Watchdog Capital where he is focused on the convergence of bitcoin and traditional finance.

Isaiah Douglass is a MBA, CFP®, CEPA. He specializes in working with veterinarians and dentists due to a personal relationship that started with finding how I could help him be successful in his career.

In this episode David is joined by Trent and Isaiah to unravel the fascinating world of bitcoin and cryptocurrency, discussing everything from their personal journeys into the space, to the broader implications for the financial industry. This engaging conversation touches on the distinctions between bitcoin and other cryptocurrencies, the impact of regulation, and the potential future of digital assets.

"I do believe you have a fiduciary responsibility to, at the very least, educate yourself and form an educated opinion on crypto. And based on that opinion, decide whether or not to discuss crypto with your clients" - David DeCelle

This week on The Model FA Podcast:

The difference between crypto and bitcoin specifically.

What makes bitcoin unpredictable and crypto very unpredictable?

What makes bitcoin different from other cryptocurrencies?

Does regulation play a role?

Bitcoin is not an asset only for politicians.

The size of the total addressable market.

How does this fit into the financial plan?

Fiduciaries have been given the okay to largely ignore bitcoin.

Fiduciary responsibility to educate clients.

Books that have had an impact.

Our Favorite Quotes:

"Everyone is drinking from a firehose, with everything else,and then add crypto on top of that. We're just trying to cut through as much noise as humanly possible to give you exactly what you need in the most efficient way. So that you can actually be knowledgeable about Bitcoin." - Trent Dudenhoeffer

"A little bit of Bitcoin goes a long way. And if they're already, okay, this can ensure that if we see an event happen that maybe you don't believe ever really happens. But it does help protect the purchasing power of those individuals. I think ultimately, that's what bitcoin does." - Isaiah Douglass

"That's the only way financial plans ever work is if you have a long term time horizon. So go ahead and make your jokes now. Yes, bitcoins down. Yes, I was touting it at its high at 69,000. You got me. Let's talk again in 10 years, and we'll see who's laughing at that point?" - Trent Dudenhoeffer

Connect with Isaiah:

https://twitter.com/IDFinancial

Connect on LinkedIn

Website: https://www.vincerewealth.com

Email: [email protected]

Connect with Trent:

Connect on Twitter

Connect on LinkedIn

Website: https://www.adviceonbitcoin.com

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.

Daleele Alison is a technology professional and entrepreneur. He is the CEO and co-founder of RooksDM, a technology consulting group that helps alleviate pain points for small to midsize companies by using the right technology. Daleele has worked as a consultant, business analyst, and project manager for Fortune 500 companies to SMBs.

In this episode, David interviews Daleele Alison, the President of RooksDM, a tech company that helps businesses streamline their processes using technology. They discuss how RooksDM assists financial advisors in improving their efficiency through automation. Daleele shares some examples of their automation solutions, such as using online forms to collect data from clients, automating scheduling of client meetings, and using AI to extract data from documents. They also talk about the importance of standardizing document management across firms and how implementing technology can significantly impact a business's value and growth.

Broadly, we serve professional services, so any service based company, we can help service. And the main reason for that, and it kind of ties into one of our philosophies. We're process first, technology second." - Daleele Alison

This week on The Model FA Podcast:

• Introductions and welcome.
• How Daleele got into the tech space
• Automate the non-client-facing aspects of your business.
• Automation of calendar links.
• Leveraging data from multiple sources.
• Leveraging workflow automation for onboarding.
• Automation of renaming files.
• How do you leverage intangible assets to drive value?
• The importance of ai and tech.
• Traction or rocket fuel.

Our Favorite Quotes:

• "So we can leverage some automations using email. So in that specific scenario, for example, is, hey, you're still collecting the documents and the data via email, we're just leveraging workflow behind the scenes to help route what happens once the email is received." - Daleele Alison

• "So sometimes what we see is, and we're all guilty of this of, hey, technology can help me solve this problem. And we just throw some tech at it, and it'll be magically solved. And that's not the case." - Daleele Alison

• "I know, at least for me, and some of the advisors I work with, the tech side of the business can be fairly overwhelming." - David DeCelle

• "Yeah, so few different things. One simple one is leveraging online forms to collect data. So a lot of data is still being captured, may we consider it manually through email." - Daleele Alison

• "Advisors want to impact folks. They want unlimited potential for their income, and they want independence in their calendar." - David DeCelle

Connect with Daleele Alison:

• RooksDM Website
• RooksDM on Facebook
• RooksDM on Instagram
• RooksDM on Twitter
• Daleele Alison 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.

Joe Templin is the author of Every Day Excellence, a book that outlines the process of making daily investments toward personal improvement and development. Widely regarded as the Human Kaizen Expert, Joe is dedicated to making individuals and organizations better. He is the co-founder and President of The Intro Machine, a learning ecosystem and training environment that helps individuals build and grow an introduction-based business. Before co-founding The Intro Machine, Joe served as the Managing Director of The Unique Minds Consulting Group and was a director at Northwestern Mutual. Joe joins me today to outline the components of the g-factor and how they determine the rate of success in life. He discusses examples of unconscious competence and the role of sleep and rest in developing the g-factor. He explains how grit, resilience, and work ethic can take any person far in life. Joe also highlights the importance of making the most out of your time, describes how people can develop their threshold for discomfort, and underscores the value of new ideas and experiences. "The g-factor is the greatest determinant of long-range success—more important than your IQ, education, social skills, or social status." - Joe Templin This week on The Model FA Podcast:

• The g-factor and its difference from IQ
• Fluid intelligence
• Verbal acuity
• The importance of sleep
• Synthetic thought and our capability to draw correlations
• Making the most of your time and the value of reading or listening to a book
• Helping clients beyond expectations
• Intimacy's role in the trust factor
• Building grit and resilience in your life

Our Favorite Quotes:

• "To truly add value to the people you serve—to really elevate the client experience—you need to focus on helping them with things outside what you're compensated to do." - David DeCelle
• "Having a broad spectrum of knowledge allows you to truly impact someone's life." - David DeCelle
• "People who don't expose themselves to new concepts and ideas limit their g-factor and their growth because they don't feed their mind with new experiences they can apply in different areas." - Joe Templin

Related Episode:

• Becoming a Better Human Every Day with Joe Templin Part I

Connect with Joe Templin:

• The Intro Machine
• Everyday Excellence
• Financial Services Daily Drip
• Book: Every Day Excellence: A Daily Guide to Growing
• The Intro Machine on LinkedIn
• The Intro Machine on Facebook
• The Intro Machine on Twitter
• Joe Templin 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.

John Crane is an author, financial advisor, retirement income planner, and registered representative and financial advisor at Park Avenues Securities LLC. Before serving in the financial services industry, John held several posts at Sprint, including a Senior Government Account Executive role. In his book, The One-Number Budget, he helps readers with staying on track with a budget, simplifies the budgeting process, and explains lifetime cash flow. John holds a Master of Business Administration degree from George Mason University and received his Chartered Financial Consultant, Chartered Life Underwriter, and Retirement Income Certified Professional designations from The American College. John joins me today to discuss The One-Number Budget and how financial advisors can help clients shift their perspectives on budgeting for retirement. He describes his background and his path to the financial services industry. He details the disadvantages of traditional budgeting. John also highlights the lifetime perspective on cash flow to keep in mind when budgeting and underscores the power of serving others as your authentic self. "Traditional budgeting is a snapshot in time that only addresses the month, but there's a lifetime perspective on cash flow you need to take into account." - John Crane This week on The Model FA Podcast:

• The beginning stages of Crane Financial
• What made John look at budgeting from a different perspective
• How traditional budgeting elicits the feeling of scarcity from clients
• Executing the One-Number Budget in reality
• Why financial advisors are like psychologists
• How John guides clients who are unsure about the One-Number Budget
• The disadvantages of traditional budgeting
• The 30-year earning time
• Helping clients who have not or can't save 20% of their income
• Working with the One-Number Budget worksheet
• Serving as your authentic self

Resources Mentioned:

• Book: Relentless: From Good to Great to Unstoppable by Tim S. Grover
• Book: Winning: The Unforgiving Race to Greatness by Tim S. Grover
• One-Number Budget Worksheet

Our Favorite Quotes:

• "I'm turning 33 shortly, and it's like I'm so young and I've got plenty of time; but no, I'm 3 years into my 'true' earning years and I need to ensure I'm planning for the last 30 years of my life." - David DeCelle
• "Advisors look for tips, tricks, and tactics, but often the biggest breakthroughs come when there's a shift in mindset as opposed to using a new tool." - David DeCelle
• "Once I got that permission slip to be myself and focus on helping people the way I think it should be done, my business started growing quickly. I started having more fun and became more effective." - John Crane

Connect with John Crane:

• Crane Financial
• Book: The One-Number Budget: Why Traditional Budgets Fail and What to Do About It
• Crane Financial on LinkedIn
• John Crane 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.

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This podcast is intended for general public use. By providing this content, Park Avenue Securities LLC and your financial representative are not undertaking to provide investment advice or make a recommendation for a specific individual or situation, or to otherwise act in a fiduciary capacity. ModelFA Podcast is not affiliated with or endorsed by PAS, Guardian, or Crane Financial and opinions stated are their own. John W. Crane, Registered Representative and Financial Advisor of Park Avenue Securities LLC (PAS). OSJ: 11350 McCormick Road, Executive Plaza III, Suite 202, Hunt Valley, MD, 21031, 667-318-0801. Securities products and advisory services offered through PAS, member FINRA, SIPC. Financial Representative of The Guardian Life Insurance Company of America® (Guardian), New York, NY. PAS is a wholly owned subsidiary of Guardian. Crane Financial LLC is not an affiliate or subsidiary of PAS or Guardian. CA Insurance License Number - 0G79065. Compliance # 2023- 155099, Exp 06/2024

Phil Bender is an awarded industry leader with more than 30 years of experience in the financial services sector. He's processed those experiences into a growth-based program to help individuals achieve a CEO mindset. His mission-driven objective is to impact one million people through his writing, coaching programs, workshops, and public speaking.

In this conversation, Phil discusses the concept of concierge financial planning and its parallels with concierge healthcare. He explores the idea of providing a deeper relationship and a higher level of service to clients, going beyond the traditional approach of computer-generated plans. Phil emphasizes the importance of building relationships, understanding core values, and delivering exceptional service to create a unique and valuable advisor-client dynamic. The conversation also touches on the psychological barriers advisors may face when embracing a concierge approach and the benefits of expanding one's perspective on wealth and experiences.

"Concierge financial planning is a key strategy to separate yourself from the pack when prospecting or developing new clients." - Phil Bender

This week on The Model FA Podcast:

• What is the significance of the Sea Captain Coaching name?
• What does a concierge doctor look like?
• Why you have to respect the person you're talking to.
• You need to get out of your bubble.
• Three reasons why people leave your firm.
• The value of a culture that's transferable.
• David's advice for those who want to achieve peak performance.

Our Favorite Quotes:

• "Concierge financial planning is the client experience. What is the client experience you as an advisor are providing your client?" - Phil Bender
• "Financial planning on a concierge level is putting a plan together itself, charging a fee for possibly those types of things." - Phil Bender
• "Accountability coaching, you either have to respect the hell out of the person you're talking to." - Phil Bender
• "Concierge financial planning is a key strategy to separate yourself from the pack when prospecting or developing new clients." - Phil Bender
• "When an advisor can provide that level of experience to make someone feel special, it's a totally different dynamic and something that every advisor should strive for." - David DeCelle
• "Financial advising is one of the few careers where you can still grow socioeconomically above your parents, there aren't a lot of them." - Phil Bender
• "Go and spend a couple nights at the Ritz just to experience it, like go spend money for these experiences so that you can be exposed to what that's like." - David DeCelle

Connect with Phil Bender:

• Sea Captain Coaching
• Sea Captain Coaching on Facebook
• Sea Captain Coaching on Instagram
• Sea Captain Coaching on Twitter
• Phil Bender 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.

Joseph Milano is the Managing Partner at New South Wealth Management. Joe is originally from Staten Island, NY and he moved to Charlotte, NC where he started his journey with New South Wealth Management. Joe obtained his bachelor's degree from Villanova University where he developed and established his passion for the financial industry. Joe is excellent at educating families and business owners on innovative and personalized strategies.

Joe Milano talks about the difficult decision to transition out of Northwestern Mutual, joining AIG Financial Network, where they had the opportunity to build and expand the investment and insurance practices, and losing this job. This unexpected turn of events led him to take a year off to reconnect with friends and family. During that time, he observed flaws in the industry's models, with corporate profits taking precedence over clients and producers. In 2017-2018, they built their own model, focusing on putting clients and producers at the center.

"A lot of the shops are broken. Instead of putting the producer or the client at the center, they put corporate profits at the center." - Joe Milano

This week on The Model FA Podcast:

• Joe's transition from intern to full-time rep.
• What was it like to run his own office and shift from being an intern to a field director?
• Joe's first stop after Northwestern was AIG Financial Network. AIG had a very big investment practice and insurance practice.
• What is the current status of the business in terms of human infrastructure?
• What keeps Joe going in the business.
• How can you stay committed and refocused?
• Joe's thoughts on how anyone can become a financial advisor .
• Joe shares a story about how he's been able to use the "back of the napkin" approach in his business.
• The Dichotomy of Leadership by Jocko Willink.

Our Favorite Quotes:

• "When you hit a point in your career where you recognize, I want to work with high net worth people or closely held family businesses, these big career weather agencies or wirehouses aren't necessarily a fit for those individuals." - Joe Milano
• "It's a hard pill to swallow when you start at one year old and now you're 35 years old, and this is what you've committed all your time, effort, and energy to." - Joe Milano
• "When I transitioned out, one of the biggest things was leaving behind my friends who were like family in the office." - Joe Milano
• "I really think that time, a lot of these home offices started to really evaluate their models and try to figure out what they were doing." - Joe Milano
• "A lot of the shops are broken. Instead of putting the producer or the client at the center, they put corporate profits at the center." - Joe Milano
• "We take a holistic approach, focusing on clients with insurance, investments, taxes, and legal aspects." - Joe Milano
• "Our model ensures that each cornerstone of a client's financial plan is fully sound to achieve both short-term objectives and long-term plans." - Joe Milano
• "We prioritize client needs and objectives without being constrained by corporate profit-driven agendas." - Joe Milano

Connect with Joe Milano:

• New South Wealth
• New South Wealth on Facebook
• New South Wealth on Twitter
• Joe Milano 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.\

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Discussions in this show should not be construed as specific recommendations or investment advice. Always consult with your investment professional before making important investment decisions. These are the opinions of New South Wealth Management and not necessarily those of Cambridge Investment Research, are for informational purposes only, and should not be construed or acted upon as individualized investment advice. Securities offered through Registered Representatives of Cambridge Investment Research, Inc., a broker-dealer, member FINRA/SIPC. Advisory services offered through Cambridge Investment Research Advisors, Inc., a Registered Investment Adviser. New South Wealth Management and Cambridge are not affiliated. Cambridge does not offer tax or legal advice.

Joe Templin is the Human Kaizen Expert, dedicated to making individuals and organizations better. He is the co-founder and President of The Intro Machine, a learning ecosystem and training environment that helps individuals build and grow an introduction-based business. Before co-founding The Intro Machine, Joe served as the Managing Director of The Unique Minds Consulting Group and the CEO of the Lamp of Castle Holdings, Inc. He is also a former director at Northwestern Mutual. His book, Every Day Excellence, outlines the process of making daily investments toward personal improvement and development. In addition to his work at the Intro Machine, Joe serves as a board member of the Autism Society of the Greater Capital Region, New York.

Joe joins me today to discuss why becoming a better human translates to better business. He reveals the most important skill entrepreneurs need to have in the early stages of their business and explains his "be more, sell more" philosophy. He describes how the lessons he learned from studying martial arts have helped him become a better financial advisor and why we all need to do difficult things every day. Joe also highlights why saying "next" is an essential skill for financial advisors to learn and underscores how having an attitude of gratitude positively informs one's ability to do good business.

"Having a more altruistic attitude, in general, translates into better production. It's capitalistic karma: the more you help others, it reflects and comes back to you." - Joe Templin

This week on The Model FA Podcast:

• What "kaizen" means and its application to human development
• Joe's journey from applied physics to financial services
• How being a better human naturally builds more business
• The relationship between commitment, consistency, and confidence
• Five good things to do on a daily basis
• Living with no regrets and the Stoic philosophy
• How to be a better human every day
• The art of goal planning, reaching for the stars, and setting and achieving big, audacious goals
• Giving others the gift of a smile and a kind word
• How good and bad habits compound
• Why the word "just" puts us on a slippery, downward slope of professional pride
• Holding yourself to the highest possible standards consistently
• The "Trust Factor" equation

Resources Mentioned:

• Book: Trust Factor: The Science of Creating High-Performance Companies by Paul J. Zak
• Book: Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear
• Book: The Trusted Advisor by David H. Maister
• Life Happens

Our Favorite Quotes:

• "Trust is based on the accumulation of positive experiences someone has with you." - David DeCelle
• "Convenience kills. Four or five times a day you need to do the harder thing; avoiding difficult things compounds." - Joe Templin
• "Your confidence skyrockets when you do something that you, deep down, didn't want to do—it builds a certain level of resilience that makes you think you can do anything." - David DeCelle

Related Content:

• Ben Newman on Building and Seizing the Prize Fighter Day

Connect with Joe Templin:

• The Intro Machine
• Everyday Excellence
• Book: Every Day Excellence: A Daily Guide to Growing
• The Intro Machine on LinkedIn
• The Intro Machine on Facebook
• The Intro Machine on Twitter
• Joe Templin 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.

Jeremy Keil is a financial advisor at Keil Financial Planners. As a specialist in retirement planning, Jeremy is dedicated to helping people learn more—and feel more confident—about their money. He served as a financial advisor at Thrivent Financial for over 20 years before beginning his work at Keil Financial Planners and formerly served as an adjunct professor at the Wisconsin Lutheran College and the Concordia University in Wisconsin. Today, in addition to his work at Keil Financial Planners, Jeremy hosts Retirement Revealed, a podcast honored among Feedspot's Top 25 Retirement Podcasts to Follow in 2021.

Jeremy joins me today to discuss motivational interviewing and how financial advisors can approach it. He shares his journey in the financial advisory industry and explains how he discovered motivational interviewing. He describes the mutual relationship between financial advisors and clients and details why financial advisors should have compassion and empathy for their clients. Jeremy also outlines a few key questions financial advisors can integrate into their discovery meetings and highlights how launching a podcast has benefitted him as a financial advisor.

"I thought connecting with someone was just about asking questions, but motivational interviewing teaches you that it's about open-ended questions, affirmations, reflections, and summaries." - Jeremy Keil

This week on The Model FA Podcast:

• Jeremy's background and how he began his career as a financial advisor
• How Jeremy started building his book of business as a financial advisor
• What motivational interviewing is
• How financial advisors can take principles from unrelated industries
• Basic motivational interviewing questions financial advisors can integrate into their discovery meetings
• Rolling with resistance and supporting clients' self-efficacy
• Where to learn more about motivational interviewing
• The importance of practicing and role-playing motivational interviewing
• How financial advisors can benefit from launching a podcast
• Jeremy's thoughts on wealth and contentment

Resources Mentioned:

• Book: The Millionaire Next Door: The Surprising Secrets of America's Wealthy by Thomas Stanley
• MINT | Motivational Interviewing Network of Trainers

Our Favorite Quotes:

• "Lots of folks can be great advisors, but the systems they're in might discourage them from making it in the industry." - David DeCelle
• "Part of motivational interviewing involves being curious about the person you're sitting across from." - David DeCelle
• "You may be the expert in your field, but your clients are the experts on themselves: they know what works for them." - Jeremy Keil

Connect with Jeremy Keil:

• Keil Financial Planners
• Podcast: Retirement Revealed Podcast
• Keil Financial Planners on LinkedIn
• Jeremy Keil on LinkedIn
• Jeremy Keil 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.