Joseph Falbo has spent 30 years helping people navigate retirement, from the 1999 tech boom through COVID and beyond. In this episode, we explore his concept of the "functional retirement advisor" and why modern retirement demands a completely different approach than what worked for previous generations.

About Joseph Falbo

Joseph is the founder of Falbo Wealth and Amazon #1 bestselling author of Retirement Success: Hiring Your Functional Retirement Advisor. After starting his career at a penny stock firm (think Wolf of Wall Street), he committed to doing things the right way, completing Merrill Lynch's two-year training program before spending 14 years in the corporate world. He launched his own practice in 2009.

Key Topics Covered

The conversation opens with Joseph's investor framework: fragile, resilient, and anti-fragile investors. Most people think they're good investors until an extended bear market hits during retirement—when they're pulling money out rather than adding to it.

Joseph explains why he created the term "functional retirement advisor," drawing parallels to functional medicine doctors who take a comprehensive approach rather than writing quick prescriptions. A functional advisor starts with a plan, not a product, and uses exercises like George Kinder's three questions to help clients define what retirement success actually means to them.

The episode covers critical shifts in modern retirement: lifespans extending from 15-year to 30-year retirements, the disappearance of pensions, inflation eating away at purchasing power, and why 401(k)s shifted all the risk onto individuals without providing financial education.

Joseph shares client stories including a couple who started working with him at 62 with all their money in the bank, and how the planning process helped them retire successfully. He also discusses the dangers of being laser-focused on products (like tax-deferred REITs) without first understanding the full financial picture.

Connect with Joseph Falbo

Website: falbowealth.com 

LinkedIn: https://www.linkedin.com/in/joseph-falbo-cfp/

Claim your free audiobook: https://falbowealth.com/retirementsuccessbook/

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In this transformative webinar, Paul and Gabe McManus reveal why your most powerful marketing assets—your client transformation stories—are trapped in your head, and exactly how to turn them into a book that builds your practice.

What You'll Discover:

• The "You have my faith" story that made Gabe triple his life insurance immediately
• Why Steven's Target bag story about throw pillows made Paul hire him as his financial advisor
• How Bernd went from "I'm just a numbers guy" to writing a book about Antarctica and retirement planning
• Morgan's journey from "I'm not a storyteller" to booking the largest podcast in her industry
• The 2-minute phone technique that captures million-dollar stories after every client meeting

Key Takeaways:

• Why saying "I have lots of stories" means you have zero usable stories
• The "Greatest Hits" framework for developing repeatable, powerful stories
• How to go from blank page to published author in 6-12 weeks (without writing)

Paul and Gabe McManus have helped 500 financial advisors generate $100 million in fees and commissions through strategic storytelling and book authorship. Paul's own book landed him on Michael Kitces' Financial Advisor Success podcast, doubling his business in one year.

Perfect for: Financial advisors who know they should write a book but don't know where to start, aren't "writers," or think their stories aren't interesting enough.

Contact: Gabe McManus [email protected] to learn more about our author programs.

Claim your free audiobook copy at: www.theshortbookformula.com

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Episode Summary: A tech professional in her 50s had everything planned—enough saved to retire at 55. Just one problem: 80% of her net worth was company stock. Stanley Leong warned her to diversify. She agreed but couldn't bring herself to sell, feeling it would betray the company that made her successful. Then 2008 hit. The stock crashed. Her retirement at 55 vanished—she worked another decade to rebuild.

Stanley, a former engineer who survived the 2002 tech crash, now helps tech professionals avoid this exact mistake. After 20 years managing tech wealth, he reveals why brilliant engineers fail at one critical decision: when to sell company stock.

About Stanley Leong:  Former IBM and Agilent Technologies engineer turned wealth advisor with 20+ years specializing in tech professionals. After experiencing the 2002 tech bubble firsthand, Stanley transitioned to financial services to help others navigate the unique challenges of tech compensation. Author of "Engineering Your Finances" and expert in RSU diversification, mega backdoor Roth strategies, and tech industry retirement planning. 

Critical Insights:

"Don't fear capital gains. Capital gains means you made money. You want to pay more capital gains than anyone—that means you made more money."

"I work with you to avoid that one big mistake." "What mistake?" "I don't know, but it's out there."

"The moment I could walk away, work became enjoyable." —Client who achieved financial independence

Grab your copy on Amazon.

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Episode Summary:

Your best client just sold their business for $8 million and calls to say they're moving everything to Goldman Sachs. This devastating scenario happens to 70% of advisors, but Jeff Armstrong has the antidote. As a former business owner who ran a company for 23 years, Jeff reveals the blind spot costing advisors their most valuable relationships. While most advisors focus on managing wealth outside the business, Jeff shows how becoming the expert on your client's largest asset creates unbreakable loyalty. He shares why 97% of business exits disappoint owners and the actions that transform you from replaceable vendor to irreplaceable quarterback.

About the Guest:

• Jeff Armstrong built and ran a laser printer repair company for 23 years before joining Cultivate Advisors. He helps financial advisors avoid losing clients to "big league" competitors by becoming business optimization experts.

The Brutal Reality:

Devastating Statistics: 50-70% of business owners fire their advisor after liquidity events when investment banks suggest they need "serious players."

Hidden Epidemic: Only 30% of businesses attempting to sell complete transactions. Of those that sell, 90% disappoint owners. This means 97% of exits fail expectations.

Shared Blind Spot: 99% of business owners cannot answer: What's my business worth? What multiples apply? What drives value? Most advisors share this blindness.

The Cultivate Solution:

Target Market: Businesses generating $1-15 million annually, matched with former business owner advisors who've successfully exited.

Partnership Model: Cultivate functions as team extension, creating "alley-oops" for investment planning and tax strategies as business performance improves.

Process: Free business valuation, gap analysis, prioritized roadmap. Owners implement independently or engage ongoing support.

Creating "Stickiness":

Becoming Irreplaceable: Help optimize their most valuable asset, and Goldman Sachs becomes irrelevant. You're their strategic partner, not just money manager.

Personal Trainer Effect: Business owners need accountability and implementation. You become associated with success at the source.

CEPA Training Revolution:

Implementation Gap: Traditional training provides knowledge without application skills. Cultivate's immersion events bridge this gap.

Viral Success: November event sold out after going viral within Edward Jones's 1,400 CEPA network.

Implementation Strategy:

Start Small: Pilot with one client. Cultivate includes you in calls and provides quarterly reporting.

Full Integration: Real-time business metrics create natural wealth management conversations.

Connect with Jeff:

LinkedIn: Jeff Armstrong 
Email: [email protected] 
Website: cultivateadvisors.com

Bottom line: While other advisors wait for liquidity events, smart advisors help create them and build unbreakable relationships. 

Claim your free audiobook copy at: www.theshortbookformula.com

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Episode Summary:

After 11 years scaling Elite Resource Team, Anton Anderson's revenue tripled when he released "The Art of Collaboration" in 2024. He shows how one book became a growth flywheel, why his event is now the "Virtual Family Office Collective," & how AI is speeding—not threatening—progress. Anton previews book #2, "The Art of Proactivity" (co-authored with Paul Latham, who sold his accounting firm for $45M) to help accountants become proactive VFO pros. These titles anchor a four-book series proving collaboration now outperforms competition.

About the Guest:

• Anton Anderson sketched his first "team-based" diagrams on napkins with CPAs. Today, he leads 25 internal staff & a 75-specialist virtual family office, supporting 700+ advisors & accountants. His annual event, now titled Virtual Family Office Collective, showcases that model in action.

Key Concepts Explained:

The Flywheel Effect: Growth gains momentum over time; add a strategic asset (a book) & the wheel accelerates exponentially.

Virtual Family Office (VFO): Members tap a 100-person expert bench without hiring them, delivering "big-firm" depth minus the overhead.

AI-Driven Disruption: As AI handles data & routine tasks, value shifts to relationships, strategy, & coordination—exactly what VFOs amplify.

The Four-Book Vision:

• "The Art of Collaboration" – Advisor + Accountant Playbook
• "The Art of Proactivity" – Accountants become proactive VFO pros
• Client-facing guide to VFO benefits (in development)
• Advisor-focused growth manual (planned 2026)

Strategic Book Leverage:

Beyond Royalties: Success is measured in relationships, not unit sales. Books earn trust, open doors, & anchor speaking invites.

Multi-Use Asset: Lead magnet, onboarding text, event giveaway, & training manual. New members receive "Collaboration" on day one & discuss it with their success manager.

Peer-to-Peer Credibility: "Proactivity" was co-written by Paul Latham, who sold his accounting firm for $45M; accountants listen because it's "one of us" talking.

Market Timing & Opportunity:

Perfect Storm: COVID normalized virtual work; AI threatens "old school" fee models; professionals crave partnership over rivalry.

10X Mindset: Anton targets delivering ten-times the value, not just closing ten-times the deals—fueling retention & referral growth.

Future-Proofing: Information is cheap; process & partnership are priceless. The VFO structure is built for the next decade of tech upheaval.

Implementation Insights:

Rock-Climber Rhythm: Surge upward, pause to secure footing, then climb again; this guards culture & quality during hyper-growth.

Community-Driven Innovation: Members co-create new ideas, challenge assumptions, & keep ego in check.

Systematic Integration: Books, events, AI tools, & VFO experts are woven into one seamless client experience.

Connect with Anton

•  Company: Elite Resource Team
•  Event: Virtual Family Office Collective
•  Books: "The Art of Collaboration" & "The Art of Proactivity"

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Episode Summary:

Andrew shares the tragic story that changed his career: a couple delayed retirement until reaching a financial milestone, only for the wife to pass away before they could enjoy it. This moment reshaped his mission from managing money to helping people retire with confidence. He breaks down the three pillars of financial planning, explains how small spending habits reflect deeper priorities, and offers strategies that help clients shift from fear to freedom. He also challenges conventional advice on Social Security and urges listeners to take action, not just make plans. 

About the Guest:

Andrew LaFontain began as a CPA at a Big Five firm before transitioning to financial planning over 20 years ago. Based in Wisconsin, he works with clients nationwide and authored the Amazon bestseller "Beyond Enough."  

Key Concepts Explained:

The Three Pillars of Financial Planning:

•  Resource Allocation – Managing money, time, and energy
•  Retirement Income – Replacing your paycheck post-career
•  Risk Management – Protecting against disruptions

True planning must address all three; focusing on one weakens the whole strategy.

Beyond Enough Philosophy:
Most people want to leave a legacy, but hesitate until they feel secure. Confidence enables generosity, purpose, and freedom to live meaningfully.

Henry & Ava’s Story:
Despite having enough, Henry delayed retirement for a $2M goal. When they reached it, Ava passed away. They never fulfilled their dreams—not from lack of money, but lack of confidence.

Practical Strategies:

The $1,000 Rule:
Cutting $1,000/month reduces retirement needs by ~$300,000 (4% rule). If invested over 15 years at 8%, it grows to over $129,000—boosting both savings and flexibility.

The Pizza Story:
Andrew’s family spent $6,000/year on pizza—a surprise revealed during a spending review. It’s a light-hearted example of how small, unconscious habits add up.

Three-Bucket Retirement System:

• Bucket 1: 1–3 years of cash for near-term needs
• Bucket 2: Mid-term investments to refill Bucket 1
• Bucket 3: Long-term growth for legacy or care

This system cushions clients from market swings and supports steady income.

Qualified Charitable Distributions (QCDs):
After age 70½, people can donate directly from IRAs to charities, tax-free. It’s a simple, underused way to increase impact without increasing out-of-pocket costs.

Challenging Conventional Wisdom:

Social Security Timing:
Waiting until 70 isn’t always best. Andrew shares a case where retiring at full retirement age gave a couple three extra years together—time they couldn’t reclaim by waiting.

Why Financial Plans Collect Dust:
Most plans fail not because they’re wrong—but because no one follows through. Andrew stresses the role of accountability: advisors, spouses, mentors who help ensure action.

Taking Action:

Confidence comes from clarity—and clarity requires action. Andrew urges listeners to reflect on their values, realign spending with purpose, and take the first step toward impact.

Connect with Andrew:

• Book: Beyond Enough (on Amazon)
• LinkedIn: Andrew LaFontain (Brookfield, Wisconsin)

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Episode Summary:
Ever hosted a client event and wondered if it truly moved the needle for your business? In this episode, we’re joined by Elyse Stoner and Angela York—co-founders of Event Advisors—who share the secret sauce behind turning events like book launches into powerful referral and relationship-building tools.

Unlike traditional advisor events that focus on entertainment, Elyse and Angela dive into the art and science of designing strategic events that align with business goals and client journeys. They reveal how financial advisors can host meaningful book parties that not only celebrate a milestone but also deepen client connections, enhance their personal brand, and spark warm introductions.

Whether you’re planning your first book launch or want to rethink your approach to events altogether, this conversation is packed with actionable insights that can help elevate your next client gathering from "just another party" to a scalable growth lever.

Meet the Guests:

• Elyse Stoner: Veteran of the sports, entertainment, and higher education event world; now specializes in event strategy for advisors.
• Angela York: Former in-house marketing expert for advisory firms; now consults on event marketing and implementation across the financial services industry.

What You’ll Learn:

• Why most advisor events fall flat—and how to fix them
• The core difference between a strategic event and a traditional one
• How to use your book launch as a client journey milestone, not just a party
• What ROM (Return on the Moment) means—and why it's more useful than ROI
• The ideal invite list: who should be there (and who shouldn’t)
• Clever ways to boost attendance and event engagement
• How to use photography to empower clients to refer others post-event
• When and how to include press, prospects, and COIs

Key Takeaways:

• Strategic Planning Starts Early: Begin conceptualizing your book party during the writing phase. Pull themes and quotes from your manuscript to shape the tone of the event.
• Measure ROM, Not ROI: Forget trying to track revenue from a single night—instead, focus on how the event strengthens relationships and supports your client experience stream.
• Curate the Guest List Carefully: Invite your A, B, and even C clients—plus COIs and warm prospects who align with your goals. Make it feel exclusive.
• Infuse Personality & Branding: From pink-themed dress codes to framed book quotes, details matter. Let your personality and book branding show.
• Photographs as Referral Tools: Use event photography for more than just memories—turn photos into custom follow-up cards that help clients introduce you to their networks.
• Personal Invitations = More Yeses: Encourage top clients to bring a guest—not for sales, but to make them more comfortable and increase attendance.
• Events Don't Have to Be Expensive: Community centers, home venues, or office spaces can all work with the right vibe and planning.

Pro Tip:
Want your book party to leave a lasting impression? Plan a heartfelt toast, set up a “step and repeat” for photos, and think beyond the event night—your follow-up is where the real referrals begin.

Resources & Contact Info:

• Visit event-advisors.net for strategy guides, services, and their bi-weekly newsletter "Valuable Views."
• Want support for your next event? Elyse and Angela offer both consulting and full-service event planning tailored to financial advisors

Claim your free audiobook copy at: www.theshortbookformula.com

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Episode Overview

Financial advisor Stephen Soderstrom reveals why high earners struggle with the paradox of "I make good money, where does it all go?" After watching countless successful professionals face this challenge, Stephen developed a radically simple system that requires no budgeting apps, no expense tracking, and no complicated spreadsheets. Learn how the G4 cash flow model can transform your financial life.

Guest Bio

Stephen Soderstrom is a financial advisor and author who started his career as a teacher before transitioning to finance after an epiphany while watching Oprah. With over 20 years of experience helping clients achieve financial freedom, Stephen developed the G4 cash flow model based on solving real problems in his own life and those of his clients. He believes in teaching money in simple, actionable ways that create lasting transformation.

Key Topics Discussed

The "Financial Cancer" Analogy (17:59)

• Why ignoring financial problems is like ignoring health symptoms
• The importance of early diagnosis and intervention
• How people choose to "change by choice" rather than "change by force"

The High Income Trap (22:32)

• Why making more money doesn't automatically solve financial problems
• The shocking math: A couple making $400,000 needs to save 10x more for retirement than a couple making $100,000
• How lifestyle inflation quietly erodes wealth-building potential

The G4 Cash Flow Model Explained (27:08)

• Capture every pay raise, bonus, and tax return automatically
• Set up a separate "Prosper" account for all income deposits
• Recreate a fixed paycheck to your regular checking account
• Create an "invisible wall" between saving and spending

The CEO Account System (32:35)

• Give every dollar a specific purpose before it hits your bank account
• Set up weekly transfers to a dedicated spending account
• Eliminate the need for budgeting apps or expense tracking
• Stop the "judge, jury, and executioner" dynamic in relationships

Pre-Solving Future Problems (41:53)

• Create specific savings accounts for known future expenses (car repairs, travel, holidays)
• Transform "emergencies" into planned expenses
• Why Christmas shouldn't be a financial surprise

The Happiness vs. Stress Bucket (54:22)

• Understanding the difference between "deserving" and "earning" luxury items
• How material purchases often create more stress than happiness
• Stephen's personal story of selling luxury cars to fund college education

Key Takeaways

1. Automatic Success: Like a 401(k), the G4 system works because it's automatic and creates psychological distance from the money
2. Weekly CEO Salary: Pay yourself a fixed amount every Tuesday (not Friday) to better control discretionary spending
3. Both Partners Must Participate: Financial planning affects both people in a relationship - both need to be involved in the process
4. Small Changes, Dramatic Results: Most people vastly underestimate how much their financial life can transform in just three years

Memorable Quotes

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Transform Your Book into a Million-Dollar Client Attraction System

Most financial advisors who write books make a critical mistake: they focus on book sales instead of client acquisition. This comprehensive guide reveals the proven system that has helped nearly 500 financial advisors generate over $100 million in fees and commissions—not through royalties, but by strategically using their books to attract high-value clients.

The Problem This Book Solves

You've written (or plan to write) a book to showcase your expertise, but you're unsure how to leverage it effectively. Maybe you've already published on Amazon, shared it on LinkedIn, and emailed your client list—only to hear crickets. You're not alone. Most advisor books fail not because they're poorly written, but because they follow generic marketing advice that doesn't work for the financial services industry.

The Six-Strategy System That Actually Works

Drawing from real-world success stories and battle-tested tactics, this book reveals the exact playbook used by top-performing advisors:

1. The Inner Circle Soft Launch - Turn your best clients into active advocates using the "Benjamin Franklin Effect" to generate 160+ qualified introductions from just 100 conversations

2. Foundation Building - Create a book website and automated follow-up system that captures leads 24/7, while using Amazon as your personal fulfillment center (shipping books for just $4)

3. The Amazon Bestseller Strategy - Achieve bestselling author status in one strategic day, instantly elevating your credibility without celebrity endorsements or massive ad budgets

4. The Audiobook Advantage - Tap into the $35 billion audiobook market to reach busy professionals during their commute, transforming dead time into relationship-building opportunities

5. The Virtual Speaking Tour - Leverage podcast guesting to reach thousands of ideal prospects without leaving your office, creating pre-sold clients who already trust your approach

6. The Center of Influence Strategy - Transform casual professional relationships with CPAs and attorneys into revenue-generating partnerships that deliver consistent, qualified referrals

What Makes This Book Different

Unlike theoretical marketing guides, this book provides:

• Proven scripts and templates for every client interaction
• Step-by-step implementation timelines with specific daily actions
• Real advisor case studies showing exact revenue results
• Compliance-friendly strategies that work within industry regulations
• The 70-20-10 implementation framework ensuring you take action, not just consume information

Who This Book Is For

This guide is perfect for the "successful but hungry" financial advisor who:

• Manages hundreds of millions in assets
• Wants to scale beyond referrals and traditional marketing
• Believes their expertise deserves a wider audience
• Is ready to become the recognized authority in their market

Results You Can Expect

When properly implemented, these strategies deliver:

• Prospects who arrive pre-sold on your approach
• Speaking opportunities that position you as the expert
• COI partnerships that generate systematic referrals
• A steady stream of ideal clients who value your expertise
• The ability to send your book anywhere in the U.S. for less than a Starbucks Frappuccino

About the Author

Paul G McManus has helped nearly 500 financial advisors transform their books into powerful client attraction systems since 2016. His own books have each generated over $1 million in revenue—not fro

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Episode Summary:

Laura Rehbein shares her journey from becoming head of household at age 12 in rural Michigan to building a successful financial advisory practice over nearly three decades. Her book "Fearless Finance" addresses the anxiety that highly educated, successful professionals feel about their finances despite their achievements. Laura reveals why knowledge replaces fear and how proper planning can help clients "face everything and rise" rather than "forget everything and run." She discusses practical strategies like productive pessimism, the bucket approach to retirement income, and often-overlooked risks that can derail investment plans.

About the Guest:

• Laura Rehbein owns Impavid Wealth and has spent nearly 30 years in financial advising. Growing up in rural Michigan farming country, she became responsible for her household at age 12. She entered the financial industry after recognizing a need for more women advisors.

Key Concepts Explained:

Fearless vs. Reckless: Laura defines fearless as making informed decisions with knowledge and clarity, not reckless choices. Her approach focuses on empowering clients with understanding rather than eliminating all fear.

"Throw It in a Pile" Strategy: Laura encourages overwhelmed clients to gather all financial documents without organizing them perfectly. She compares this to hiring a personal stylist who sorts through your closet - sometimes you need an objective professional.

Productive Pessimism: This planning approach involves overestimating expenses, underestimating investment returns, and planning for longer lifespans. Rather than being negative, it creates a buffer that helps ensure money lasts throughout retirement.

"Bad Math": Laura's term for overly optimistic financial thinking, like believing you can retire by cutting out Starbucks or that a $100,000 inheritance solves all retirement needs. It occurs when people avoid doing real calculations.

Bucket Strategy: Laura structures retirement assets in three buckets: 12-24 months of expenses in cash, 3-6 years in medium-risk investments, and the remainder in growth investments. This provides short-term security while maintaining long-term growth potential.

Overlooked Financial Risks:

Sequence of Returns Risk: Two identical retirees can have vastly different outcomes depending on whether they retire at the beginning of a bull or bear market. Early losses can devastate portfolios even if long-term returns average out.

Healthcare and Long-Term Care: Laura shares stories of clients facing unexpected healthcare costs that required rapid plan adjustments, emphasizing the importance of addressing these risks proactively.

Modern Estate Planning Considerations:

Digital Assets: Beyond cryptocurrency and online accounts, this includes cloud-stored photos, social media profiles, and email accounts. Some platforms delete accounts upon notification of death, potentially losing family memories.

Pet Trusts: Laura emphasizes that verbal promises to care for pets often fail due to changing circumstances. Pet trusts provide funding and assign responsibility for animal care, preventing beloved pets from ending up in shelters.

Practical Takeaways:

Laura emphasizes that financial planning requires ongoing adjustments as life changes. Whether facing health crises, remarriage, or unexpected events, having a trusted advisor helps navigate transitions while keeping long-term goals on track.

Connect with Laura:

Email: [email protected] | Book: "Fearless Finance"

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