The Influential Advisor Podcast

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

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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

Resources Mentioned

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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 from sales, but from strategically attracting ideal clients. He's pioneered the methods that turn auth

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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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Episode Summary:

Many entrepreneurs focus intensely on growing their businesses while neglecting personal financial security. Paul Cook, a veteran insurance professional with decades of experience, reveals how life insurance can serve as more than just death benefit protection - it can provide tax-free retirement income, emergency liquidity, and protection from market volatility. Drawing from real-world stories of families he's helped through tragedies and business owners who've faced unexpected challenges, Paul demonstrates how proper financial protection strategies can make the difference between financial security and disaster.

About the Guest:

• Paul Cook  began his career with Metropolitan Life in West Virginia, working with anyone who would meet with him. Over his decades-long career, he's specialized in helping business owners and entrepreneurs who wear multiple hats - managing their businesses, employees, and families. Paul has delivered both life insurance benefits to grieving families and witnessed the consequences when people were inadequately protected. 

Key Concepts Explained:

Life Insurance as Wealth Building: Paul advocates viewing life insurance beyond just death benefits. Properly structured policies can provide tax-free retirement income, emergency access to cash, and wealth accumulation without market risk. Unlike traditional retirement accounts, life insurance offers flexibility in when and how much to withdraw without government penalties.

Tax Efficiency vs. Tax Deferral: Paul contrasts traditional retirement planning (401(k)s, IRAs) with life insurance strategies. While traditional accounts offer immediate tax deductions, they create future tax liabilities on larger sums. Life insurance provides tax-free growth and distributions, giving policyholders more control.

Business Owner Vulnerabilities: Paul emphasizes that business owners often have their entire financial identity tied to their companies. External factors like competition, tariffs, or mismanagement can destroy business value. Life insurance provides independent wealth accumulation unencumbered by business risks.

Professional Persistence: Paul's approach involves being "professionally patient" - educating clients about risks and opportunities without harassment or pressure. He uses real stories to illustrate consequences of both action and inaction.

Practical Applications:

Term Insurance Foundation: For those hesitant about permanent coverage, Paul recommends starting with inexpensive term insurance while healthy, with conversion options for future permanent coverage without medical underwriting.

Business Succession Planning: Life insurance can fund buy-sell agreements, providing liquidity when business partners die or retire. Paul shares a tragic example of a family business that spent $70,000 in legal fees that could have been avoided with proper planning.

Estate Liquidity: Life insurance provides immediate cash to pay estate taxes and preserve family businesses and assets that might otherwise need to be sold.

Real-World Impact Stories:

Paul shares powerful examples: a plumber who initially resisted buying coverage but died of a heart attack one year later; a divorced nurse whose policy provided education funds when she died in a house fire; and a business owner who reduced coverage six months before dying.

Connect with Paul Cook:

Email: [email protected] 

Book: "The Wealth Builder" available by request

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Episode Summary:

In a world dominated by digital platforms, Urban Adams offers a refreshingly human approach to financial advising. With 25 years in the industry and a philosophy grounded in stoicism, Urban helps clients balance enjoying the present while planning for the future. His new book, "Wealth Your Way," challenges traditional mindsets about wealth accumulation, advocating instead for an intentional, values-driven approach. Urban shares how he applies stoic principles to help clients navigate financial uncertainty, why he maintains a high-touch service model in the digital age, and how his experience as a father of three daughters has shaped his approach to serving women clients. From comprehensive planning strategies to emotional decision-making during market volatility, Urban offers insights that emphasize the human side of financial advising.

About the Guest:

• Urban Adams entered the financial industry in 1999, just before Y2K. After spending years in back-office operations for a large broker-dealer, he launched his own practice 13 years ago. Based in the Phoenix area, Urban serves clients across all U.S. time zones and has acquired two practices from retiring advisors, both of whom were women.

Key Concepts Explained:

Stoicism in Financial Planning: Urban applies stoic principles to help clients embrace financial uncertainty. Rather than fearing market volatility or unknown lifespans, he encourages clients to make peace with ambiguity while making intentional choices about their resources.

Present vs. Future Balance: One of Urban's core philosophies challenges the "unending accumulation of wealth" mindset. He shares a poignant story about clients who took a European vacation he helped plan, only for one spouse to pass away unexpectedly six months later - reinforcing the importance of not endlessly deferring life experiences.

Comprehensive Financial Planning: Urban defines this as going beyond investment management to include tax planning (current and future), estate planning, risk management (life and long-term care insurance), and income planning (Social Security and pensions). He notes that focusing solely on investments is like planning a trip without considering the mode of transportation or timeframe.

High-Touch Approach: Urban differentiates himself by being exceptionally accessible - answering his own phone during business hours and being willing to assist with decisions beyond strict financial matters. He's helped clients shop for electronics, asked tough questions about real estate transactions, and even supported widowed clients navigating the dating world.

Practical Takeaways:

Emotional Decision-Making: Urban prepares clients for market downturns at the beginning of relationships, telling them exactly what questions he'll ask when markets decline. This proactive approach helped his clients stay invested during COVID-19 market drops.

Tax Planning Strategy: Rather than focusing solely on current tax situations, Urban helps clients build tax-free wealth through Roth contributions and conversions. He explains to clients that a million-dollar traditional IRA isn't truly worth a million after taxes are considered.

Gender-Inclusive Advising: Drawing from his experience raising three daughters and coaching female athletes, Urban ensures both partners in couples are equally engaged in financial discussions. He also emphasizes helping clients (particularly women) achieve financial independence.

Connect with Urban:

• Website: urbanadams.com
• Book: "Wealth Your Way" (available on Amazon)

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Get the full version of the book on Amazon. 

Or go to www.theshortbookformula.com to learn more about our services.

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Episode Summary:

There's a significant gap affecting nearly every financial advisor: the disconnect between their expertise & their ability to communicate it in a way that resonates with prospects. Hillary Gale, a former linguistics professor turned copywriting expert, shares insights on how advisors can transform their marketing through better messaging. She reveals strategies for identifying language that connects, having conversations that convert, and creating content that actually brings in business. From conducting "voice of client" research to crafting compelling lead magnets, Hillary provides practical frameworks for advisors to stand out in a crowded marketplace.

About the Guest:

• Hillary Gale founded Moneta Copy & Content after transitioning from academia, where she earned degrees in applied linguistics & taught university-level writing courses. Her background in teaching freshman writing classes gave her valuable insights into writing for specific audiences, which she now applies to help financial advisors craft messaging that resonates with their ideal clients.

Key Concepts Explained:

Voice of Client Research: Hillary recommends asking strategic questions to potential clients (not just existing ones) to understand how they talk about their financial anxieties, goals, & what they want in an advisor relationship. These insights can then be threaded into marketing copy for more powerful connection.

Beyond Demographics to Psychographics: Instead of just targeting "pre-retirees with $X in assets," Hillary suggests niching down based on personality characteristics, life visions, or specific goals. This approach helps advisors stand out & attract clients they genuinely enjoy working with.

The "Blue Ocean" Opportunity: Hillary discusses how to move beyond the crowded "red ocean" where most advisors compete for the same clients, to find unique positioning that connects with specific audiences. She cautions against arbitrarily selecting niches (like "medical professionals") without a genuine connection or expertise.

E-Books as Lead Magnets: Hillary explains how e-books (typically under 50 pages) can serve as powerful lead generation tools when they include interactive elements like worksheets or action items. She views them as complementary to physical books rather than replacements, with e-books being free entry points & physical books offering deeper engagement.

Practical Takeaways:

Gather Client Language: Incorporate questions into your discovery & onboarding process to collect prospects' exact language around their financial concerns. Hillary suggests asking "Why did you reach out to me right now?" during call booking to gather valuable insights.

Move from "Me" to "You" Perspective: Avoid promoting services from your perspective ("why you need life insurance"). Instead, lead with client perspectives, pains, & desires using their language, then connect solutions back to your services.

Find Your Natural Audience: For podcast guest appearances, look beyond financial shows to podcasts where your ideal clients gather. Hillary shares an example of an advisor who works with first responders appearing on firefighter podcasts about wellness topics.

Compliance Workarounds: Most compliance concerns can be addressed with simple word substitutions (like "pursue" instead of "achieve") or by focusing on storytelling approaches rather than promissory language.

Connect with Hillary:

• LinkedIn: Hillary P. Gale
• Website: monetacopy.com
• Podcast: The Finance Marketing Podcast

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Episode Summary:

Many financial advisors find their practices increasingly transactional despite their best efforts. In this conversation, Morgan Nichols unpacks how she's pioneered an approach that puts values at the center, creating what she calls "simultaneous multi-generational success" - a practice that serves clients across generations while developing advisors across generations too. Morgan shares practical steps to building a values-driven practice that nurtures deep client relationships, attracts like-minded advisors, and creates fulfillment that transcends financial success.

About the Guest:

• Morgan Nichols comes from a family of financial advisors - both her parents and father-in-law are in the industry. She started in corporate America before joining her father-in-law's practice, learning valuable lessons about integrity and building client respect. She rebranded to Life Branch Wealth Partners in April 2024 to better reflect her values-driven approach.

The Five Core Values of Life Branch Wealth:

1. Responsive: Being proactive and client-focused in an age of instant gratification 

2. Dependable: Providing clear insight and consistent, informed advice that builds trust 

3. Trustworthy: Maintaining honesty and integrity in all client and team interactions 

4. Empowering: Helping clients feel confident while encouraging team members to own their responsibilities 

5. Team-Oriented: Leveraging collaborative expertise for the benefit of clients

Key Concepts Explained:

Simultaneous Multi-Generational Success: Life Branch's approach to serving multiple generations of clients while developing multiple generations of advisors. This creates sustainability and ensures clients have advisors who can serve them for decades.

Beyond Transactional Relationships: Morgan emphasizes comprehensive planning rather than product sales, creating trust that withstands market volatility and uncertainty. This approach focuses on understanding clients' personal values, emotions, and life goals beyond just portfolios.

Values-Aligned Advisor Recruitment: Morgan looks beyond technical skills to find advisors with purpose, integrity, work ethic, and a desire to make a positive impact. She seeks those who think long-term and are committed to stewardship rather than focusing primarily on payout rates.

Navigating Client Transitions:

Morgan trains her team to help clients through major life transitions, particularly retirement. She emphasizes that retirement isn't just a financial milestone but an emotional one that affects identity. Her advisors help clients address questions like "Who am I without my job?" and consider practical aspects like retirement timing (avoiding retirement at the beginning of Chicago winters).

Questions for Advisors to Consider:

For advisors wondering if they're in the right practice environment:

• Are you still learning and growing?
• Do you have a collaborative environment where you can lean on peers during challenging times?
• Have you planned for what will happen to your clients if you retire or face health challenges?
• Do you enjoy running the business side, or would you prefer focusing on being an advisor?

Connect with Morgan:

• Email: [email protected]
• Website: lifebranchwealth.com
• Book Website: intentionallegacybook.com

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