In this episode of Elite Advisor Podcast, Sten Morgan sits down with Shruti Joshi, President and COO of Facet, to unpack where financial advice is heading - and why the future advisor is defined by holistic, ongoing planning rather than the products they sell.

Shruti explains why consumers now want an accountability partner who helps them take action, how Facet's flat-fee, CFP-led model removes the conflicts of commissions and asset-based fees, and why the real superpower in an AI world is human connection and behavior change - what she calls "therapy with a calculator."

They also get practical for advisors: how to align your service model and pricing, why planning is the product and investing is how you deliver it, and the small steps any advisor can take to adapt without abandoning what already works. If you have felt the ground shifting under the old model, this conversation shows what to do about it.

In This Episode

• The future advisor leads with holistic, dynamic planning, not products, because that is what consumers now demand.
• Objectivity builds trust: a flat fee with no commissions or asset-based conflicts is what drives real behavior change.
• Technology plus humans wins. AI handles the computation; your superpower is communication, accountability, and encouragement.
• Planning is the product and investing is how you deliver it - the opposite of giving away the plan to win assets.
• You can evolve in small steps. Align your service model and pricing to who you actually serve, without abandoning AUM or insurance.

Episode Timestamps

00:00 - Introduction

00:38 - Where Financial Advice Is Heading

02:05 - Money, Stress, and What Consumers Really Want

05:16 - Redefining What "Financial Advisor" Means

08:18 - Therapy With a Calculator: The Human Superpower

09:48 - Facet's Flat-Fee, No-Commission Model

12:29 - Aligning Your Service Model and Pricing

15:54 - How to Start Becoming a Different Advisor

32:17 - Maslow and the Top of Financial Planning

Get the Free Episode Companion Guide:

Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the future-advisor shift, key takeaways, and three action steps.

Grab your free copy here:

https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_246_shruti_joshi

Free Resources for Financial Advisors:

Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_246_shruti_joshi

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping.

Get the book here:

https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_246_shruti_joshi

Attend Elite Advisor Live:

Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value.

Learn more about Elite Advisor Live here:

https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_246_shruti_joshi

Join Elite+:

Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.

Join Elite+ here:

https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_246_shruti_joshi

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_246_shruti_joshi

Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #FinancialPlanning #FutureOfAdvice #FeeOnly #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with Marc Adams, founder of Acquisitions4you and author of Secrets to 10Xing Your Business and Cashing Out Tax Free, to unpack a hard truth most business-owner clients never hear: nine out of ten businesses never actually sell.

Marc explains why the dream of owning a business so often becomes a prison, how fees and taxes quietly eat half the sale price in states like California and New York, and how his "double and exit" approach aims to double a company's value in about six months without equity dilution, debt, or personal guarantees.

For advisors, this is a masterclass in the business-owner conversation: the options every owner should understand, why most only face the math too late, and how giving the business its own dedicated meeting can set you apart. If you want to serve owners with more confidence, this one will change how you frame the exit.

In This Episode

• Nine out of ten businesses never sell - and owners rarely find out until they are six months from the exit and the math no longer works.
• Leakage is the silent killer: between professional fees and taxes, an owner can keep as little as half the sale price. Get leakage down toward 10% and everything changes.
• The "double and exit" idea: group similar businesses into a larger entity that commands a bigger multiple, so owners walk away with more without diluting, borrowing, or signing personal guarantees.
• Know the roll-up math: when PE or VC takes half your business, you have to double it just to get back to even. Understand the second bite, earnouts, and where AI adds risk.
• The advisor's edge: you do not have to be the expert in every exit path, but a great advisor can lay out all the options and give the business its own conversation.

Episode Timestamps

00:00 - Introduction

01:40 - Serving Business Owners: The Opportunity and the Intimidation

02:16 - The "Double and Exit" Framework

03:15 - The Origin: A Diagnosis and a Son's Question

08:02 - Why the Dream Becomes a Prison

13:17 - Why Owners Don't Realize 9 in 10 Never Sell

20:46 - How Roll-Ups Work and Who Actually Wins

27:10 - The Advisor's Move: Give the Business Its Own Meeting

Get the Free Episode Companion Guide:

Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the exit-value framework, key takeaways, and three action steps.

Grab your free copy here:

https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_245_marc_adams

Free Resources for Financial Advisors:

Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_245_marc_adams

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping.

Get the book here:

https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_245_marc_adams

Attend How to Charge LIVE:

How to Charge LIVE is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value.

Learn more about How to Charge LIVE here:

https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_245_marc_adams

Join Elite Plus:

Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.

Join Elite Plus here:

https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_245_marc_adams

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_245_marc_adams

Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #BusinessOwners #ExitPlanning #FinancialPlanning #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with Andy Schwartz, CFP®, CEO and Managing Partner of OnePoint BFG Wealth Partners, to unpack a 42-year career that grew from selling life insurance in college to helping lead a firm with roughly $18 billion in assets.

Andy shares why he moved early from sale-by-sale income to recurring revenue, why "he who controls the money controls the relationship," and how alignment, capacity, and scale give advisors the confidence to win in the marketplace.

They also get honest about the real trade-offs of running your own RIA versus tucking into a larger firm, how firm valuations and partner true-ups actually work, and why the next five years may belong to the mega-firm. If you are deciding how to build the next chapter of your business, this conversation is a rare look inside how a top advisor thinks.

In This Episode

• Recurring revenue changes everything: building a business that is not reliant on making your income sale by sale is the shift that compounds over a career.
• Confidence wins clients: most of the difference between winning a client and losing one is the confidence that only real capacity and scale can give you.
• Financial planning can be its own vertical: fee-based planning is a legitimate, scalable offering - and often the best on-ramp for younger advisors.
• Owner vs advisor is a real choice: do not let your ego pick for you. If you love being client-facing, tucking into a firm with scale can get you twice as big in half the time.
• Understand the math before you sell: true-ups, EBITDA multiples, and the move toward mega-firms may mean smaller books are worth less over time, not more.

Episode Timestamps

00:00 - Introduction: A 42-Year Career

00:39 - From Selling Insurance to Controlling the Money

04:27 - The Northwestern Years and Recurring Revenue

07:10 - Is the Industry Really Doing Holistic Planning?

09:42 - Confidence, Capacity, and Why Scale Wins

11:00 - Financial Planning as Its Own Vertical

16:17 - OnePoint BFG by the Numbers

18:04 - RIA Owner vs Tucking In: The Real Trade-off

21:14 - Valuations, True-Ups, and the Mega-Firm Era

29:07 - Who OnePoint BFG Looks For

30:52 - Next-Gen Talent and the AI Investment

Get the Free Episode Companion Guide:

Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the advisor-to-owner arc, key takeaways, and three action steps.

Grab your free copy here:

https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_244_andy_schwartz

Free Resources for Financial Advisors:

Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_244_andy_schwartz

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping.

Get the book here:

https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_244_andy_schwartz

Attend How to Charge LIVE:

How to Charge LIVE is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value.

Learn more about How to Charge LIVE here:

https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_244_andy_schwartz

Join Elite Plus:

Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.

Join Elite Plus here:

https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_244_andy_schwartz

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_244_andy_schwartz

Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

Tags: #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with Coldstream COO Matt Sonnen to talk about the shift from thinking like a salesperson to running an actual business - and how to get there faster than the industry's slow default path.

They discuss why "all revenue is good revenue" holds advisors back, how a tight ideal client dissolves most operational headaches, and how financial advisors can build a firm that thrives without them.

If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.

In This Episode

• Most advisors were trained as salespeople chasing the next client, not as business owners who think about client profitability - and that shift is the whole game.
• Nearly every operational headache traces back to a fuzzy ideal client. Niche tight and your tech, meeting agendas, and hiring all get simpler.
• Positions before people: build the org chart around the roles your process needs, then fill the boxes - instead of hiring smart people and inventing jobs for them.
• Be honest about whether you even want to be a business owner. There's no shame in staying an advisor - but if you start an RIA, the owner hat is coming.
• A practical move this week: cull the clients who don't fit your process, and get one clean count of who you actually serve before layering AI on messy data.

Episode Timestamps

00:00 - Introduction: The Advisor-to-Owner Arc

01:07 - Why Advisors Think "All Revenue Is Good Revenue"

01:59 - Matt's Aha: Learning Client Profitability Early

06:57 - Every Problem Traces to a Fuzzy Ideal Client

10:40 - Positions Before People: The Org Chart and EOS

13:18 - Build a Business That Thrives Without You

16:03 - Be Honest: Do You Even Want to Be an Owner?

22:15 - The COO / Integrator Role and Why It's Hard to Fill

Join Our Free Live Webinar - July 29 at 2PM Central:

R&D Webinar: Elite Advisors Prospect with Ideas not Products. Save your seat here:

https://gobeelite.com/rd?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_243_matt_sonnen

Get the Free Episode Companion Guide:

Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the advisor-to-owner arc, key takeaways, and three action steps.

Grab your free copy here:

https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_243_matt_sonnen

Free Resources for Financial Advisors:

Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_243_matt_sonnen

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping.

Get the book here:

https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_243_matt_sonnen

Attend How to Charge LIVE:

If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice and communicate their value.

Learn more about How to Charge LIVE here:

https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_243_matt_sonnen

Join Elite Plus:

Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.

Join Elite Plus here:

https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_243_matt_sonnen

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_243_matt_sonnen

Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with RISR founder Jason Early to talk about how advisors win the business-owner market and the once-in-a-lifetime liquidity event that comes with it.

They discuss why the business deserves its own conversation instead of a line item, how to actually quarterback an owner's exit, and how financial advisors can step into this higher-stakes market without reinventing themselves.

If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.

In This Episode

• Most advisors treat a client's business like a line item on the balance sheet - but it's the asset they care about most and usually their largest, so it deserves its own conversation.
• The stakes are higher with business owners: harder conversations, more complexity, a higher standard - and pay that matches the problems you solve.
• Don't bet on loyalty. When the business sells, the advisor who actually quarterbacked the attorney, CPA, and banker gets the "where do I wire the money?" call.
• Jason's playbook: define a crystal-clear ideal client (auto dealers in the tri-state, not "business owners"), then spend 6-12 months building trust with the centers of influence around them.
• A practical move this week: book a dedicated meeting about the business alone with your top owner clients - two or three pointed questions can fill the whole hour.

Episode Timestamps

00:00 - Introduction

01:23 - Jason's Path and Why He Built RISR

02:49 - Treat the Business as Its Own Asset, Not a Line Item

05:28 - Why Business Owners Push Back Harder

11:52 - Don't Bet on Loyalty: Who Wins the Liquidity Event

15:33 - Define Your Ideal Client and Play in Traffic

20:57 - The First Move: A Business-Only Conversation

25:16 - Maximum Value With Extreme Efficiency

Join Our Free Live Webinar - July 29 at 2PM Central:

R&D Webinar: Elite Advisors Prospect with Ideas not Products. Save your seat here:

https://gobeelite.com/rd?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_early

Get the Free Episode Companion Guide:

Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the shift from line item to asset class, key takeaways, and three action steps.

Grab your free copy here:

https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_early

Free Resources for Financial Advisors:

Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_early

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping.

Get the book here:

https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_early

Attend How to Charge LIVE:

If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.

Learn more about How to Charge LIVE here:

https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_early

Join Elite Plus:

Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.

Join Elite Plus here:

https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_early

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_early

Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with Liam Hanlon of Jump to talk about how AI is reshaping the advisor's day, and whether it can close the coming 100,000-advisor shortage without replacing the human.

They discuss why advisor AI adoption flipped from dead last to mainstream, how to use AI for effectiveness and not just efficiency, and how financial advisors can win back hours a day while deepening client trust.

If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.

In This Episode

• Advisors went from the lowest AI adoption of 11 white-collar professions in 2023 to over 70% of RIAs now using an AI note taker - the fastest tech shift wealth has seen.
• Why AI's first wave was about efficiency (60% of Jump users save 250+ hours a year) and the next wave is about effectiveness - being a better advisor on every single call.
• The coming 100,000-advisor shortage and three ways AI could fill it: upskilling admins into advice roles, letting one advisor serve more clients, and reaching the underserved mid-market.
• Why RIAs have outpaced the wirehouses on AI - speed and autonomy - while big firms wait on compliance, and why adoption is ultimately a matter of time.
• The real reason advisors resist new tech: protecting client trust. Test AI in low-risk ways before scaling it across your practice.

Episode Timestamps

00:00 - Introduction

00:46 - From EY Consulting to Jump: Liam's Story

02:35 - What Jump Is and the Problem It Solves

03:52 - How Advisor AI Adoption Flipped From Last to First

06:18 - Why RIAs Are Beating the Wirehouses on AI

14:46 - What Compliance Teams Actually Care About

18:39 - The 100,000-Advisor Shortage and How AI Fills It

24:24 - What's Next: From Efficiency to Effectiveness and AI That Acts

Get the Free Episode Companion Guide:

Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the shift from efficiency to effectiveness, key takeaways, and three action steps to run this week.

Grab your free copy here:

https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlon

Free Resources for Financial Advisors:

Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlon

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping.

Get the book here:

https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlon

Attend How to Charge LIVE:

If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.

Learn more about How to Charge LIVE here:

https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlon

Join Elite Plus:

Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.

Join Elite Plus here:

https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlon

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlon

Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

Tags: #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with his own Associate Advisor, Kyle Francis, to talk about how to bring a young advisor onto your team and level them up fast without burning them out.

They discuss the real bottleneck that keeps advisors stuck, the mentorship ladder that turns a hire into a high performer, and how financial advisors can build a team instead of staying a one-person show.

If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.

In This Episode

• The real bottleneck isn't a junior advisor's lack of experience - it's the Lead Advisor holding onto work a new hire could own from day one.
• The 4-stage mentorship ladder (I do/you watch, I do/you help, you do/I help, you do/I watch) and the 80/20 split: the Associate Advisor owns 80% of their growth, the Lead Advisor owns 20%.
• What a young advisor can do immediately to add value: ask "what are your 3 biggest pain points?" and take workflows, project management, and plan-building off the Lead Advisor's plate.
• You can't fake confidence - you build it by proving to yourself over and over that you can do the work. Most of what holds a new advisor back is head trash, not ability.
• This week's challenge: reset the onboarding, apply healthy pressure, ask for more reps, and aim for the 12-18 month accelerated path instead of the 6-7 year average one.

Episode Timestamps

00:00 - Introduction

01:06 - How Kyle Found His Way Into the Business

03:28 - Joining an Established Team Without Feeling Useless

05:31 - The 80/20 Rule of Owning Your Growth

06:55 - Handling the Daily Highs, Lows, and Head Trash

08:20 - Bring Value First: Advice for Young Advisors

12:24 - What a Junior Advisor Can Own on Day One

16:30 - The Mentorship Ladder and the Accelerated Path

Get the Free Episode Companion Guide:

Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the mentorship ladder, key takeaways, and three action steps to run this week.

Grab your free copy here:

https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francis

Free Resources for Financial Advisors:

Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francis

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping.

Get the book here:

https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francis

Attend How to Charge LIVE:

If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.

Learn more about How to Charge LIVE here:

https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francis

Join Elite Plus:

Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.

Join Elite Plus here:

https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francis

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francis

Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with John Gatewood to talk about how communication mastery, not technical knowledge, has become the real differentiator for elite advisors in the age of AI.

They discuss listening so clients feel truly heard, speaking with the conviction that motivates people to act, and how financial advisors can build the authentic connection that AI can never replace.

If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.

In This Episode

• The one skill AI can't replace: information is being commoditized, but the human connection that motivates a client to act is not.
• Why information alone never moves people - gyms are full in January and empty by March - and why every decision to act is emotional, not logical.
• The messenger is the message: in turbulent markets, clients watch how confidently you speak more than what you actually say.
• John's order of operations for every meeting: connection before content, understanding before advising, their story before your solution.
• A practical challenge for this week: record one of your meetings and watch it back, because communication is a trainable skill, not a personality trait.

Episode Timestamps

00:00 - Introduction

00:40 - Why a 45-Year Veteran Is Still Building Frameworks

02:04 - The Black-Wall Family Office: John's Origin Story

04:36 - From Reciting a Script to Actually Moving People

12:57 - Why Information Alone Never Motivates Anyone

14:24 - The One Skill AI Can't Replace

17:18 - The Messenger Is the Message

28:26 - Coaching the Introverted Advisor: Connection First

Free Resources for Financial Advisors:

Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://www.eliteadvisornetwork.com/free?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewood

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://www.valuefirstbook.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewood

Attend How to Charge LIVE:

If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business. Learn more about How to Charge LIVE here: https://www.howtochargelive.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewood

Join Elite Plus:

Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step. Join Elite Plus here: https://www.eliteadvisornetwork.com/plus?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewood

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewood 

Podcast: https://podcasts.apple.com/us/podcast/elite-advisor 

LinkedIn: https://www.linkedin.com/company/elite-advisor-network 

YouTube: https://www.youtube.com/@eliteadvisornetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with Jeremie Kubicek to talk about how the Five Voices framework reshapes the way you lead, communicate, and connect - starting with the one voice you were built to lead from.

They discuss knowing your foundational communication voice, speaking the language of every client and team member, and how financial advisors can build deeper trust, stronger teams, and a culture people don't want to leave.

If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.

In This Episode

• You are all five voices, but you have one foundational voice - and most leaders "play someone on TV" they're not, which is exactly why they come across as average.
• The Five Voices framework (Nurturer, Guardian, Creative, Connector, Pioneer) built on the Big Five and Jung's work - and why 73% of people are present-oriented, not future-oriented.
• A practical move for this week: read the room. Start with people and feelings for feelers, and competence and credibility for thinkers.
• Jeremie's core philosophy - "know yourself to lead yourself." Leading from raw title and power produces compliance, not engagement; learn someone's language and they'll run through walls for you.
• Your week-ahead challenge: build a culture people don't want to leave, and start using AI by talking to it - ask it to ask you the right questions first.

Episode Timestamps

00:00 - Introduction 00:58 - The Five Voices, Explained

02:55 - The Science Behind an Assessment That Actually Sticks

06:16 - Start With Yourself: Know Yourself to Lead Yourself

08:32 - How to Roll It Out Across Your Team

16:13 - Speaking Every Client's Language in Prospecting Meetings

22:04 - Build a Culture People Don't Want to Leave

27:09 - The Simplest Way to Start Using AI Today

Get the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the Five Voices blueprint, key takeaways, and three action steps to run this week. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicek

Free Resources for Financial Advisors: Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://www.eliteadvisornetwork.com/free?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicek

Get the Free Book: Value First Prospecting Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://www.valuefirstbook.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicek

Attend How to Charge LIVE: If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business. Learn more about How to Charge LIVE here: https://www.howtochargelive.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicek

Join Elite Plus: Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step. Join Elite Plus here: https://www.eliteadvisornetwork.com/plus?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicek

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicek 

Podcast: https://podcasts.apple.com/us/podcast/elite-advisor 

LinkedIn: https://www.linkedin.com/company/elite-advisor-network 

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth

In this episode of Elite Advisor Podcast, Sten Morgan sits down with Shannon Reid to talk about how the role of the financial advisor is shifting from pure investment management to holistic life planning and how top-tier firms are leveraging AI to reclaim time for human-centric service.

They discuss the transition from investment-led to advice-led models, maintaining structural authority in a tech-driven market, and how financial advisors can transition your practice into a future-proof, advice-led business that thrives on human connection while leveraging elite technology..

If you’re ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.

In This Episode

• Your value isn't in the data entry or the market analysis—it is in the psychological guidance and structural authority you provide when a client’s life becomes complex.
• The 'Manager of AI' Framework: Viewing technology as the engine for research and documentation so the human advisor can remain the visionary leader of the client relationship.
• Audit your current client review meetings; if you spend more than 20 percent of the time on market performance instead of legacy and life goals, you are misaligning your value.
• Shannon Reid emphasizes that while technology can anticipate needs, it cannot care—the advisor’s true competitive advantage is being the person the client actually trusts and listens to.
• Identify one administrative or data-entry task this week that can be automated or delegated to reclaim five hours for high-impact prospect meetings.

Episode Timestamps

04:32 — The Evolution of the Advisor: From Product Sales to Life Planning

09:10 — Pricing for Advice: Why Your Fee Model Must Match Your True Value

12:42 — The AI Revolution: Automating the Data while Keeping the Human Connection

18:36 — Defining the New Skill Set: What it Takes to Win in the Next Decade

22:56 — Growth Metrics: Why Leading Advisors are Outpacing the Industry Average

28:48 — The Cost of Change: Evaluating the Risks and Distractions of Firm Shifts

32:05 — Becoming a 'Manager of AI': The Future of Portfolio Management

Free Resources for Financial Advisors

Want to become a more elite advisor?

We have free resources to help you improve the way you think, communicate, and grow your business.

Get access to our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples.

Get the free resources here:

https://www.eliteadvisornetwork.com/free?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237

Get the Free Book: Value First Prospecting

Most advisors were trained to sell first and hope trust shows up later.

Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings.

You can claim a free copy of Sten Morgan’s book, Value First Prospecting. Just cover shipping.

Get the book here:

https://www.valuefirstbook.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237

Attend How to Charge LIVE

If you want more revenue, more confidence, and a clearer planning process, you do not need more theory.

You need reps, feedback, and a proven system.

How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.

Learn more about How to Charge LIVE here:

https://www.howtochargelive.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237

Join Elite Plus

Elite Plus is for advisors who are done dabbling and ready to become Elite.

Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.

If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.

Join Elite Plus here:

https://www.eliteadvisornetwork.com/plus?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237

Connect With Elite Advisor Network

Website: https://www.eliteadvisornetwork.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237

Podcast: https://podcasts.apple.com/us/podcast/elite-advisor

LinkedIn: https://www.linkedin.com/company/elite-advisor-network

YouTube: https://www.youtube.com/@EliteAdvisorNetwork

Subscribe

Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.

#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth