The Purpose Focused Advisor

In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Alex Neri, CFP®, ChFC®, RICP®, Advisor with SixPoint Financial Partners, and host of the Roadmap to Retirement podcast. Alex shares his journey from an unexpected start in finance to becoming a passionate advocate for financial literacy. Alex brings fresh insights into the evolving role of financial advisors. He emphasizes the importance of holistic planning and the critical role of tax strategies in maximizing client outcomes. Alex’s commitment to continuous learning and surrounding himself with a growth-oriented network underscores his dedication to personal and professional excellence. This episode is a must-listen for advisors looking to deepen their practice and better serve their clients with purpose and precision.

Key Takeaways:

• The financial planning landscape is evolving, with next-generation advisors bringing fresh perspectives that blend traditional wisdom with modern approaches.
• Creating educational content, such as podcasts and webinars, is a valuable way to improve financial literacy as well as add value to client relationships.
• Surrounding yourself with people who have a growth mindset leads to personal and professional growth.
• Integrating tax planning into financial advice is essential, as it enables advisors to offer deeper value, helping clients optimize their financial outcomes beyond just investment strategies.

Alex Neri: "If you’re not doing tax planning, you’re not doing financial planning. It’s the missing piece that can make a huge difference in your client’s retirement plan."

Rob Brown: "The best way to grow your business is to do something you’re passionate about. When you educate with enthusiasm, clients see that passion and are more likely to seek you out when they need help."

About Alex: Alex Neri, CFP®, ChFC®, RICP®, is an Advisor with SixPoint Financial Partners and the host of the Roadmap to Retirement podcast. For Alex, the most fulfilling part of his work is helping people improve their financial situations and providing them with the confidence that comes from being in good hands. Born and raised in Webster, NY, Alex graduated from Webster Schroeder High School and went on to earn a bachelor’s degree in finance from Mercyhurst University. He currently resides in Fairport, NY. Outside of work, Alex enjoys tackling home improvement projects and is a dedicated fan of the Buffalo Bills and Sabres. In his free time, he also enjoys playing golf, hockey, and euchre with friends and family.

Connect with Alex Neri: 

Website: https://sixpointfp.com

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

Podcast: roadmap to RETIREMENT: https://podcasts.apple.com/us/podcast/roadmap-to-retirement/id1740795285

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

Facebook: https://www.facebook.com/truestfan

In this episode, Rob Schultz, a Certified Financial Planner with NWF Financial Advisory Group and a specialist in working with physicians, shares how he chose this niche and achieved success. He delves into the unique challenges physicians face at different career stages, including managing debt, buying a home, and dealing with burnout. Rob underscores that while working with physicians may eventually involve managing their assets, true success comes from understanding the various phases of their careers. He highlights the value of a structured approach to client meetings and the benefits of tackling difficult tasks early in the day. Additionally, Rob discusses his involvement with the Special Olympics and the personal fulfillment he derives from serving others.

Topics Discussed and Key Takeaways:

• Choosing a niche, like working with physicians, can be a strategic move for financial advisors aiming for success.
• Physicians face distinct challenges at different career stages, including debt management, home buying, and burnout.
• True success in this niche comes from understanding the many phases of a physician's career, not just managing their assets.
• Implementing a structured approach, such as using meeting agendas, can enhance efficiency and client satisfaction.
• Addressing difficult tasks first thing in the morning can lead to a more productive day.
• Serving others, whether through professional efforts or personal involvement with organizations like the Special Olympics, can provide a deep sense of purpose and fulfillment.

“Getting there early... they see that I was there with them when they didn’t have anything, and it wasn't just for a dollar at the beginning. I took the time to progress with them.” – Rob Schultz

“One of the great things about this industry is that there can be a lot of freedom, but I think true freedom comes from having discipline, knowing what's important, and getting it done.” – Rob Brown

About Rob Schultz: For over 20 years, Rob Schultz, CFP, has passionately served the next generation of physicians nationwide, offering financial advice from "Residency through Retirement." He’s built lasting, trusting relationships that grow with each physician's career. As a recognized speaker at residency programs across the country, Rob stays current on physicians' challenges. Rob is also proud of his volunteer work coaching Special Olympics skiing and golf, and helping in elementary classrooms. He believes that those with insight and opportunities are well-positioned to give back.

Connect with Rob Schultz: 

Website: https://www.robschultzwealth.com/

Email: [email protected]

LinkedIn: https://www.linkedin

.com/in/rob-schultz-cfp%C2%AE-cdfa%C2%AE-9315513a

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob and Phil are joined by Jeff Concepcion, founder and CEO of Stratos Wealth Partners. Jeff provides insights into nurturing an entrepreneurial mindset as a financial advisor and emphasizes the significance of supported independence. He explains how firm leaders should enhance their focus on core strengths by delegating tasks, systematizing processes, and preserving company culture as the firm expands. His perspective offers valuable lessons on scaling businesses while maintaining high standards of client service and personal fulfillment.

Topics Discussed and Key Takeaways:

• Investing in People and Technology: While the upfront costs may be significant, strategically investing in technology and teammates is essential for sustainable long-term growth.
• Delegating Core Tasks: By delegating responsibilities such as financial planning, marketing, investment management, and even client engagement, firm leaders can concentrate on strategic activities that enhance the value of the business.
• Enhanced Client Engagement: Successful client engagement goes beyond the basics. Leveraging technology to personalize and organize client-specific events can be crucial.
• Continuous Succession Planning: Succession planning should start early and be an ongoing effort, with careful preparation to ensure a smooth transition.

“Advisors have to fire themselves perpetually until they come down to the one thing that they can do for the practice that no one else can do.” – Jeff Concepcion

“A big focus of the work we do with our clients is helping them understand what matters most because then you can make decisions and systematize, knowing you're working towards something that is truly important to you.” – Rob Brown

About Jeff Concepcion: Jeff Concepcion, Founder and CEO of Stratos Wealth Partners and host of The Evolving Advisor podcast, started Stratos in February 2009 to meet the needs of sophisticated advisors and their clients. He built the firm with the infrastructure, resources, and support needed for advisors to focus on advising. Today, Stratos offers platforms, technology, consulting, and practice management services across more than 100 cities, with a national network of distinguished wealth management firms to better serve their clients.

Connect with Jeff Concepcion: 

Website: https://www.stratoswealthpartners.com/

LinkedIn: https://www.linkedin.com/in/jeffconcepcion1/

Podcast: https://podcasts.apple.com/us/podcast/the-evolving-advisor-podcast/id1478344664

Episode References:

• The Truest Fan Mastermind
• The Evolving Advisor Podcast Ep 079 (with Rob Brown as guest)

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

Facebook: https://www.facebook.com/truestfan  

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

In this engaging episode of the Purpose-Focused Advisor, Rob reconnects with David Brown, a seasoned financial professional on the Business Development team at Davidson Investment Advisors. David explains why advisors should transform financial planning from a mundane task into a meaningful and memorable client experience. He shares practical strategies to make client interactions more impactful, emphasizing the importance of a differentiated planning process that fosters deeper connections and loyalty.

Topics Discussed and Key Takeaways:

• Life First, Money Second: Emphasize life goals over financial metrics to make planning more relevant to clients.
• Elevating the Client Experience: Transform meetings into memorable experiences by incorporating personal touches that reflect clients' lives and passions.
• Engage the Next in Line: Focus on the non-financial spouse and next generation to ensure long-term client loyalty and relevance.
• Generosity and Philanthropy: Introduce donor-advised funds and charitable giving in a non-intimidating way to build deeper client relationships.
• Start with Best Clients: Begin implementing differentiated planning strategies with your best clients to build confidence and refine your approach.

"It's time to make this business fun again and not like going to the dentist. We can really transform the client experience." – David Brown

"The formula for our industry going forward is your life first and your money second. Getting that right is really important." – David Brown

"Humility goes a long, long way. Admitting when you're trying something new can create a stronger bond with your clients." – Rob Brown

About David Brown: David Brown, a seasoned professional in the financial industry since 2000, is part of the Business Development team at Davidson Investment Advisors, joining in 2024 after 11 years at RBC Wealth Management. At RBC, he led a national team of Wealth Planning Consultants. His career began as an advisor at Scott and Stringfellow, followed by positions at Wachovia Securities/Wells Fargo Advisors. David holds a Bachelor of Arts degree cum laude from Randolph-Macon College and has earned the Certified Investment Management Analyst® and Certified Private Wealth Advisor® designations. He enjoys family time and sports, especially skiing, tennis, golf, and pickleball.

Connect with David Brown: 

Email: [email protected] 

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

Website: https://dadavidson.com/ 

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

Facebook: https://www.facebook.com/truestfan  

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

In this episode, Rob sits down with Brad Williams, a financial advisor who transitioned from a bank setting to launching an independent firm, Highlands Wealth Group. Brad shares his insights on creating a dynamic, comprehensive financial planning experience for clients, leveraging social media to grow his business, and maintaining a healthy work-life balance as a business owner. This conversation offers valuable lessons for financial advisors looking to build a purposeful, client-centric practice.

In this episode, Rob and Brad talk about:

• Brad’s transition from a bank advisor to opening his independent firm
• The dynamic financial planning process at Highland Wealth Group
• The role of social media, especially LinkedIn, in business growth
• The importance of building a supportive community among financial advisors
• Balancing professional success with personal life and family commitments

Key Takeaways: 

• Understanding clients' qualitative and quantitative needs leads to more personalized and effective financial advice.
• Consistent and genuine posting on LinkedIn can significantly grow your client base and professional network.
• Engaging with other financial advisors can enhance your practice and offer valuable support.
• Maintaining personal well-being and family commitments can positively impact professional growth and client relationships.

"It's vital to ask yourself the right questions and continuously refine your approach to ensure you're offering the best to your clients." - Rob Brown

“That trust-building process that's so important for financial advisors can begin (on social media) before the advisor is even aware of the prospect because they're out there consuming your content, they're reading what you're posting, they may never comment on it, they may never like it, you may have no idea that they exist, and then suddenly, they reach out because they already know your value proposition because they’ve been following you.” – Brad Williams

"The only certainty is that things are going to change. Clients need to know they have a partner to talk through those changes." – Brad Williams

About Brad Williams: Brad Williams is a Financial Planner with Highlands Wealth Group in Greenville, South Carolina. He spent a decade in Private Banking before choosing to start what he feels is the ideal wealth management practice. He and his business partner, Terrell Boone, made the leap to independence in early 2021 and haven’t looked back. Brad’s wife, Jenni, is an Executive Producer at Greenville’s NBC affiliate news station. They have a 1-year-old daughter named Cora. Brad is passionate about music. He sings in his church choir, plays the banjo & guitar, and is a self-proclaimed country music encyclopedia.

Connect with Brad Williams: 

Website: https://highlandswealthgroup.com/ 

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

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

Facebook: https://www.facebook.com/truestfan  

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

In this episode of The Purpose-Focused Advisor, we chat with Chris Flis, founder of Resilient Asset Management. Chris shares his unique journey from flying F-18s for the US Navy to managing his family’s fast food franchise and how these experiences inform his financial planning practice. We discuss the importance of comprehensive financial planning, the power of affinity groups, and the role of networking and referrals in firm growth. Chris also highlights the need for a calm approach to making financial decisions to ensure the best outcomes.

Key Takeaways: 

• Lessons from Aviation: Chris shares how prioritizing and staying calm under pressure from his F-18 pilot days translates to managing investments and client relationships.
• All-Aspect Financial Planning: Chris explains his comprehensive approach, integrating tax strategies, estate planning, and risk management to provide holistic advice.
• Affinity Groups: Chris discusses how his military background and experience with franchisees help him connect deeply with these affinity groups, understanding their unique challenges and needs.
• Client Management: The importance of controlling the agenda while allowing clients to set the pace, ensuring essential tasks are completed.
• Networking and Referrals: Insights on leveraging in-person interactions and client referrals to drive business growth.

"In the military, in the aviation part, we have specific aircraft to do specific things... you learn to prioritize very, very quickly, what's important. And I found that that skill set has served me quite well in this job." – Chris Flis

"We, the firm, like to set the agenda, you (clients) set the pace... We like to set that agenda and we're gonna keep harping on them to get those things done that we need to know that they need to have done." – Chris Flis

About Chris Flis: After a 20-year Navy career, Chris formed Resilient Asset Management. Spurred by a lecture in high school, after which he started managing all of his own investments, his passion for all things personal finance has spanned decades. He started Resilient Asset Management with a mission dedicated to helping others achieve financial security through all-aspect financial planning and investment management. Along with his own journey through the military retirement gamut, he has helped our clients navigate the process–both those who decide to enter full retirement and those who opt to enter a second career.

Connect with Chris Flis: 

Website: https://www.resilientam.com/ 

LinkedIn: https://www.linkedin.com/in/christopher-flis 

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

Facebook: https://www.facebook.com/truestfan  

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

In today's episode, I sit down with Tess Rowland, who shares her inspiring journey to becoming a fee-only financial advisor. With a non-traditional background in nursing, Tess explains how her long career in healthcare has shaped her client approach and helped her build strong relationships with the right clients. We also discuss effective strategies for client engagement, growing a financial planning practice, and the importance of promoting referrals. Tess offers invaluable insights, so tune in for a great conversation.

In this episode, Rob and Tess explore:

• How your personal story influence your financial planning career
• Continuous learning is powerful for strengthening business and client relationships.
• Empowering women to understand and engage in financial conversations
• How simply letting people know you’re open for more business leads to meaningful referrals.
• Planning for succession should begin earlier than you might think to protect your business and clients

Key Takeaways: 

• Many women change advisors after their spouse passes because they haven't built a connection with their current advisor.
• Client relationships should be mutually beneficial.
• Not all clients will be the right fit for you. It's important to respect your expertise and know when to refer clients elsewhere.
• Most of your best new clients will come from introductions, especially from satisfied clients.

“The world is a better place when we learn and understand people and gain more knowledge.” – Tess Rowland 

About Tess Rowland: Tess Rowland is a dedicated financial advisor with a mission to help individuals achieve financial security. As the founder of T Rowland Financial Services, Tess brings a wealth of experience to her clients, offering fee-only financial planning and advisory services. She transitioned from a career as a Registered Nurse to accounting, becoming a CPA before embracing her role as a financial advisor. Tess's background in critical care and accounting uniquely positions her to build trusted relationships and guide clients towards their financial goals. Outside of work, Tess enjoys family time, golf, hiking, yoga, and gardening.

Connect with Tess Rowland: 

Website: https://www.tessrfinancialservices.com/ 

LinkedIn: https://www.linkedin.com/in/theresa-rowland-6877b097/ 

Episode References:

• The Truest Fan Mastermind
• Garrett Planning Network: https://www.garrettplanningnetwork.com/ 
• The Clark Howard Podcast: https://clark.com/podcasts/ 

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

Facebook: https://www.facebook.com/truestfan  

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

In this episode, Rob takes the hot seat as he and Phil dive deep into what financial advisors should be focusing on as we head into the second half of the year. They discuss practical strategies for managing client relationships, growing business more intentionally, handling the stress brought on by current news cycles, and staying proactive in your advisory practice.

Rob and Phil cover:

• Handling the stresses that cannot be controlled and focusing on what can be controlled. 
• The importance of reviewing your Truest Fan Action Plan during mid-year evaluations.
• Being proactive, not just reactive, during your mid-year review.
• Common pitfalls to avoid during a mid-year review.

Key Takeaways: 

• Review your big dreams and vision to ensure your strategy for the second half of the year aligns with what truly matters to you.
• Have a coach or mentor review your strategy to keep you accountable for your commitments.
• Continue with what’s working, eliminate what isn’t, and maintain your plan to ensure steady progress.
• Break your plans down into manageable action steps. Avoid taking on more than you can handle.

“When you have an action plan, and you look at it every day, and as you're planning your day, you're saying, ‘Have I set aside time to work on those things that I said I was going to work on that are going to lead me to my most important goals?’ it allows you to say no to the other stuff and allows you to put those other distractions aside.” – Rob Brown

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

Facebook: https://www.facebook.com/truestfan  

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

Today, Rob and Phil explore how financial advisors make significant, lasting impacts on their clients' lives and in their communities. They discuss the importance of developing signature processes, prioritizing client needs, fostering trust, and truly valuing each client to enhance both the positive influence on clients and the growth of their practice.

In this episode, Rob and Phil delve into:

• The value of implementing a signature solution that demonstrates how you serve clients.
• Treating each client as unique, even while following a consistent process.
• Regularly evaluating and refining your process to ensure it works effectively.
• Eliminating distractions to stay focused on your core mission.

Key Takeaways: 

• Success comes from working with clients who are the right fit for you, rather than trying to fit every client.
• While clients may share similarities, each one should feel seen and understood as an individual.
• Proper financial planning focuses on understanding a client’s lifestyle and goals, not just prediction and forecasting.
• Never take for granted the impact you have on your clients' lives.
• Root for your client’s success—they need your support now more than ever.

“We are in a business of doing and a business of learning. I've always believed that. And the advisors that can continue to learn and continue to explore, are ultimately going to have a much more elegant life, they're going to enjoy and have that passion fueled for them.” – Phil Calandra

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

Facebook: https://www.facebook.com/truestfan  

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan

Today we talk with John Stadtmueller, the Founder of Good Advisors Finish First, an independent network of financial advisors committed to pursuing better client outcomes as a community. John shares with us the four core values of the community, highlights the need for innovative thinking, open-mindedness, and a more collaborative approach in addressing industry needs, and gives an example of how a community approach to solving problems helps everyone grow and succeed. 

In this episode, Rob, Phil, and John delve into:

• Focusing on being better for your clients. 
• Why you should be radically open-minded. 
• Communicating your value and your value proposition to your clients and potential clients. 
• Pursuing better client outcomes as part of an advisor community. 
• The two biggest mistakes that prevent advisors from being a great advisor. 

Key Takeaways: 

• Keep your focus on the good. Your business is about more than just apologizing for the industry, it is about delivering value to your clients. 
• Share openly with your peers. As an advisor, drive the conversation and bring in third parties when it makes sense. 
• Advisors make huge differences in the communities they serve and in the causes they care about. Purpose-focused advisors give back. 
• Learn from everyone, follow no one. There is no one right way to do things. 
• You don’t have to give a choice - you can give your best advice.  

“A huge miss that a lot of advisors have is just being open to saying ‘I don't know,’ because you're probably not going to know everything. You're not going to be an expert. A big thing that we all talk about is finding your niche and really owning who you are, and what you can deliver in terms of value, and then being open and willing to take help. Rather you're finding those resources that can help you deliver that better result for the clients rather than trying to scramble and pretend that you know everything.” – John Stadtmueller

About John Stadtmueller: After a 20 year career in the financial services industry, predominantly in roles supporting financial advisors, John Stadtmueller created a movement to demonstrate “Good Advisors Finish First." Two years later, John doubled down on his passion to pursue this cause by leaving a comfortable job in Corporate America and began building the Good Advisors Finish First (GAFF) Community. GAFF now boasts over 150 members, from over 20 different B/Ds and RIAs, all committed to Pursuing Better Client Outcomes as a Community. EVERYONE is Invited however Seating is Limited to those who adhere to 4 Core Values: 1. Humility, 2. Abundance, 3. Reciprocity, 4. Pass the Torch.

Connect with John Stadtmueller: 

Website: https://goodadvisorsfinishfirst.com/ 

Website: https://www.goodpeoplefinishfirst.com/ 

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

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

Facebook: https://www.facebook.com/truestfan  

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/ 

Facebook Group: https://www.facebook.com/groups/truestfan