The Purpose Focused Advisor

Today, Rob sits down with Zack Hubbard, Director of Financial Planning & Participant Engagement with Greenspring Advisors, to explore how to make financial planning more accessible for everyone. They discuss the importance of offering high-quality advice to all clients, tailored to their specific needs and circumstances. Zack shares how his firm maintains valuable communication with clients through age-based advice delivered via email, short videos, and other relationship-building touchpoints. This episode is packed with actionable advice you can start implementing right away. Don't miss this insightful conversation that can help you enhance your client relationships and service delivery.

In this episode, Rob and Zack delve into:

• The importance of financial planning for everyone, not just the super-wealthy.
• The time commitment required for effective financial planning.
• How to grow your practice without eliminating smaller client relationships.
• Prioritizing the most significant areas of concern for clients.
• Connecting with clients in ways that are most meaningful and effective for them.

Key Takeaways: 

• Building client relationships isn't always immediately profitable due to the initial effort required for comprehensive planning. Break the process into manageable pieces and prioritize the client's most pressing needs first.
• Many clients lack a complete understanding of their financial situation. Presenting their financial plan in stages can reduce overwhelm and strengthen your long-term relationship.
• Utilize age-based communication with your clients. Age-related triggers often provide easy, actionable advice that clients will likely find relevant and helpful.

“People want to be served the way that they want to be served and we can adjust our businesses to do that and serve more people.” – Zack Hubbard

About Zack Hubbard: Zack is the Director of Financial Planning and Participant Engagement at Greenspring Advisors. As Director, Zack leads a team of financial planners that help our Private Wealth advisors deliver comprehensive financial plans to their clients and also deliver personalized planning and advice to the participants in the retirement plans that our corporate retirement advisors work with. Zack is focused on expanding access to financial planning to the masses.

Connect with Zack Hubbard: 

Website: https://greenspringadvisors.com/ 

Email: [email protected] 

LinkedIn: https://www.linkedin.com/in/zack-hubbard/ 

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 sit down with David Strege to explore how he and his partner successfully transitioned their firm to thrive beyond their tenure. David delves into the importance of letting go, serving others, and engaging in industry organizations. His insights offer invaluable takeaways for purpose-focused advisors at every career stage.  

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

• The importance of succession planning and determining the ideal time to start crafting your plan… it’s sooner than you think
• Using a two-advisor strategy for client meetings
• Philanthropy as part of the retirement planning conversation
• How to “practice” your retirement before you actually retire
• An insider's view of the future growth of the financial planning industry
• Fostering increased public trust and confidence in financial professionals

Key Takeaways: 

• Build your firm from the beginning with the end in mind. Understand what you want your firm to accomplish and work towards that every step of the way.
• You will get out of industry associations what you put into them.
• You should understand your client’s estate plan in order to appropriately compile a comprehensive financial plan. 
• Part of wisdom comes from making decisions, letting go, and seeing how those decisions play out. 
• Know what you’re going to do in retirement before you retire. You need to know what your purpose will be and what makes you come alive. 

“We spend a lot of time on philanthropic giving, because life's not about things. You try to satisfy your soul or your personality with things, but it's really when you find using your gifts to serve others, that's when you come alive.” – David Strege

About David Strege: David Strege serves clients as a Senior CERTIFIED FINANCIAL PLANNER™ practitioner at Syverson Strege in West Des Moines, Iowa. 

David earned a degree in finance from Drake University. He earned his CFP® certification in 1982 and in 2008 served as Chairman of the Board of Directors for the CFP Board.  In 1987, he received the Chartered Financial Analyst® certification and earned the Certified Kingdom Advisor® designation in 2017.

He has also served on the National Boards of the Financial Planning Association and of the National Endowment for Financial Education® (NEFE®), serving as Chairman in 2018. 

David still competes nationally and internationally in Men’s indoor volleyball.

Connect with David Strege: 

Website: https://www.onlyworkforyou.com/ 

LinkedIn: https://www.linkedin.com/in/david-strege-planner/ 

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, Joe Bertilson shares his journey from his affiliation with a major investment firm to founding Cedrus Wealth Group. Discover how Joe has integrated faith, generosity, and mentorship to build a purpose-driven advisory firm. Learn about the importance of asking clients about their charitable inclinations, fostering a culture of giving, and creating a lasting impact in the community. Joe's story is an inspiring example of how financial advisors can blend personal values with professional success.

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

• The importance of integrating generosity into financial planning.
• Strategies for asking clients about their charitable inclinations.
• Building a firm culture focused on mentorship and community impact.
• Creating a ripple effect of generosity through client engagement and community involvement.
• How to leverage personal values to enhance client relationships and business growth.

Key Takeaways: 

• It’s great to listen to other’s feedback, but you can accomplish so much more by staying in your lane with what you uniquely do best. 
• Ask all of your clients “Are you charitably inclined?” Regardless of the answer, it opens the conversation. 
• People hate taxes but love their charities. Many want to give more but don’t know the best way to go about it in their financial plans. 
• Generosity has a way of rippling out, spreading widely, and affecting more people. Keep the conversation going. 

“My challenge to advisors was, if your vision is to provide for your family, then your vision is too small. We have the capacity and the capability to bless a lot more people if we put in the effort.” – Joe Bertilson

Connect with Joe Bertilson: 

Website: https://cedruswealthgroup.com/ 

Email: [email protected] 

LinkedIn: https://www.linkedin.com/in/joe-bertilson-a578881b 

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 dive into a fascinating conversation with Michael DeLon, The Credibility Coach. Discover how he empowers financial advisors to share their impact and their stories. You grasp your significance. You comprehend the value of your work for your clients. Yet, finding the right words to resonate with your audience, especially new connections, can be a challenge. Michael reveals the secrets to writing a book that accelerates your marketing, referrals, and business growth - all by staying true to yourself!

In this episode, Rob and Michael delve into:

• How writing a book can help you create credibility in your business. 
• The ties between books, marketing, and business growth. 
• Creating a book in under 24 hours of your time. 
• Speaking your book and developing the intellectual property behind the book. 

Key Takeaways: 

• Mail potential clients and connections a copy of your book before your scheduled meeting. It builds trust and helps to lower barriers. 
• Books are a one-on-one connection between you, as the author, and the reader.
• You have your signature solution, your signature message, that is clear and compelling. That is what you write your book about and what draws people to you. 
• Your best referrals run in the same circles as your best clients. Using a book as a handout for your clients to give to those friends is a great way of bringing in referrals from your existing clients. 

“When you create a book and you put your story and your thoughts and your successes in that book, people bond with you, they get to trust you, and they're willing to take that next step of finally meeting with you.” – Michael DeLon

About Michael DeLon: Michael DeLon creates credibility. As the president of Paperback Expert, he helps business owners publish a book that positions them as the expert in their field.

Business owners seek out Michael to clarify their brand strategy, make them bestselling authors, and set up their profitable podcast. They use his Credibility Marketing strategies to gain more clients, get more referrals, and grow their revenue.

Michael is the author of On Marketing, a #1 Amazon Best-Selling author, and the Creator of The Credibility Game Plan. Since 2013, he has worked with business owners across the United States and internationally to establish and market their credibility.

Michael is the husband of one and father of four. He’s a committed follower of Jesus Christ who is deeply involved in his church. You can normally find Michael investing time with his family, reading a great book, or facilitating growth in the lives of those around him.

Connect with Michael DeLon: 

Website: https://paperbackexpert.com/ 

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

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

On Marketing Book: https://paperbackexpert.com/onmarketing/ 

Experts Speak Podcast: https://paperbackexpert.com/interviews/# 

Episode References:

• The Truest Fan Mastermind
• Retire on Purpose by Alynn Godfroy

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

This episode explores some of the intricacies of succession planning and the idea of graduating rather than retiring. Our guest, Eric Brotman, CEO of BFG Financial Advisors in Baltimore, sheds light on intentionally structuring his firm uniquely from the start. By recruiting the right talent and creating plans for equity partnerships, the firm has surpassed expectations in its market reach and achievements.

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

• Building your firm successfully with young advisors. 
• Selling equity to your team to help with your succession planning. 
• Why most financial advisors are not planning for the future. 
• A peek into the new edition of Eric’s Book, Don’t Retire…Graduate!.

Key Takeaways: 

• It’s better to educate and invest in your team and have them leave than to not educate them and have them stay.
• Bring in junior advisors who are much younger than you. Your team should be staggered over ages for a successful transition and for your future retirement to be successful. 
• You need the right mentors and coaches, in any industry, to know the right tools for the right job. This is no different in the financial advising and planning industry. 
• Retirement should not be the absence of work, but rather, the absence of the need to work. Retirement is not the end of your life, it’s the start of a different chapter. 

“What I am doing in every conceivable way is trying to take care of everyone here whose skin is in the game. And if I do that, and it doesn't require private equity, everyone here will not only benefit, but it will feather their nest for a generation.” – Eric Brotman

About Eric Brotman:  Eric D. Brotman, CEO of BFG Financial Advisors, started his financial planning career in 1994 in Baltimore. He holds a BA from the University of Pennsylvania, a Master's in Financial Services, and multiple financial certifications. Eric founded Brotman Financial Group, Brotman Consulting Group, and Brotman Media Group. He's served on numerous boards, including the Maryland State Retirement & Pension System, hosted the Don’t Retire… Graduate! podcast, authored the award-winning book, Don’t Retire… Graduate!, and has contributed regularly to Forbes.com and WBAL TV.

Connect with Eric Brotman: 

Website: https://bfgfa.com/ 

Website: https://brotmanconsultinggroup.com/

Website: https://brotmanmedia.com/ 

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

X: https://x.com/brotmanplanning 

Book: https://brotmanmedia.com/books/ 

Podcast: https://brotmanmedia.com/podcasts/ 

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

This week's episode focuses on an important concept: wealth management isn't just about managing portfolios—it's about shaping lives. Tune in as we follow John Browning's journey through his diverse roles in the wealth and portfolio management industry. Learn from John's invaluable insights on building lasting relationships with clients.

In this episode, Rob, Phil, and John talk about:

• John’s professional journey from some of the biggest firms on Wall Street to building his own firm, Guardian Rock Wealth.
• John’s book - Build a Life, Not a Portfolio.
• Why you should ask “why” when working with your clients as a wealth manager.
• Advice to people working with financial advisors to know if their advisor is the right fit for them.

Key Takeaways:

• Your portfolio should be built to fit your life, not the other way around.
• Money is a tool. It can be used to benefit your life, or it can be used for destruction. Everyone has different needs and values and different ideas of what the best life lived may be.
• Beware of becoming a poor rich person. More money and more stuff don’t bring you happiness and fulfillment.
• There are great financial advisors out there. You want to pay attention to what they say and select your advisor carefully.

“There's a chapter in my book called “The Snowflake Theory,” dedicated to trying to get people to understand we all look through our own lens from our own perspective…You really need to concentrate on being open to that and letting people decide for themselves what their best life is.” – John Browning

About John Browning: John serves as the Chief Executive Officer for Guardian Rock Wealth and is the Amazon best-selling author of the book “Build a Life, not a Portfolio: A Guide to Your Financial Future Based on Your Personal Values,” which can be found on Amazon or by contacting Guardian Rock Wealth for a free copy. You can get to know John more by listening to his weekly “Building Your Life Podcast.”

Connect with John Browning:

• Website: guardianrockwealth.com
• LinkedIn: linkedin.com/in/johnbrowningfinancialsolutions
• Facebook: facebook.com/Guardianrock
• Book: Build a Life, Not a Portfolio: A Guide to Your Financial Future Base on Your Personal Values
• Building Your Life Podcast: guardianrockwealth.com/podcast
• YouTube: youtube.com/channel/UCfi9tzGPUqbqrJUPte_53aA

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, we explore common challenges in obtaining quality introductions for financial planners & advisors. Learn from "The Language of Referrals" by our guest, Bill Cates. Tailor your referral approach to different contexts & shift your mindset for successful interactions. Embrace a client-centric referral strategy.

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

• The common challenges faced by financial planners and advisors when seeking high-quality introductions.
• Bill's latest book, "The Language of Referrals."
• Tailoring referral language to fit a specific context (like distinguishing between introductions and referrals).
• The importance of changing your mindset and shedding limiting beliefs in the context of introductions and referrals cannot be overstated.
• How to adopt a client-centric strategy for handling referrals.

Key Takeaways: 

• Referrals are the most time-effective way for financial advisors to build their business and they're free.
• Referrals and introductions rely on borrowed trust until you can earn your own trust with that new client.
• You need to maximize client engagement to get more unsolicited referrals and introductions.
• Don’t be afraid to meet with a referral to see if they qualify as the right fit for you. Very few advisors will ever turn down their right-fit client. 
• Financial advisors, make sure you understand the value that you are bringing to those you serve. You’re on an important mission.

“There’s no true substitute for asking for specific introductions, especially if you are looking to grow your business in a specific direction with your Right-Fit Client.” – Bill Cates 

Connect with Bill Cates: 

The Language of Referrals: https://referralcoach.com/language-of-referrals/

Website: https://referralcoach.com/ 

Resources: https://referralcoach.com/resources 

Email: [email protected]  

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

YouTube: https://www.youtube.com/user/ReferralCoach 

Twitter: https://twitter.com/Bill_Cates 

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

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, Phil, and Steve discuss:

• How Steve differentiates himself as both an attorney and a financial advisor. 
• Building a networking partnership that works and isn’t lopsided.  
• Making it clear what you’re looking for with referrals. 
• Key steps to building a more purpose-focused RIA.

Key Takeaways: 

• The importance of building a repeatable Game Plan for your clients.
• Networking partners are all about the person, not about the industry. You want to partner with someone who sees value in giving referrals, not just receiving them. 
• Marketing a niche is defining what you’re best at. This will encourage people to refer to you because they know exactly what you do best. 
• Stop doing the things you don’t want to do. Find a way to delegate those things to someone in your team or an outsourced person. 

“Focus on all the people in your firm around you. Because with the right people, anything's possible, but with the wrong people nothing is possible.” – Steve Taylor

About Steve Taylor: After nearly two decades in the legal and financial services industry, I took the true step towards independence and made Merited Wealth, LLC, a Registered Investment Advisor, in 2019. My passion is to help the busy entrepreneurs and executives simplify and coordinate their financial lives to allow them to most effectively move forward with their growth with all aspects being addressed. I made the conscious decision for my business to be my own and not affiliated with a large bank, brokerage firm or insurance company to truly be able to “walk the walk and talk the talk” which sets me apart from the employees of those large institutions who are told exactly what they can and cannot do and the limited scope of investment solutions they can offer. I am married to my fabulous, tremendous star of my life, Susie. I am blessed with two wonderful kids, Jaedon and Mason.

Episode References:

• Truest Fan Mastermind and Coaching

Connect with Steve Taylor: 

Website: https://www.meritedwealth.com/ 

Email: [email protected] 

Twitter: https://twitter.com/satwealthman 

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

LinkedIn: https://www.linkedin.com/company/meritedwealth/ 

YouTube: https://www.youtube.com/@meritedwealth4103 

Facebook: https://www.facebook.com/profile.php?id=100090138570648 

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

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

In this episode, Rob, Phil, and Phil discuss:

• How Phil reinvented his career around financial and life planning. 
• Why life planning can be more impactful than solely financial planning. 
• Choosing your niche and understanding your why. 
• Phil’s nine-step process to informed success. 

Key Takeaways: 

• To lead a more fulfilling life, aligning our resources (time, energy, attention, and money) with our values is paramount.
• Considering the future involves more than just financial objectives; your purpose and values hold the power to impact lives significantly.
• When identifying your niche, examine your existing clientele and those you enjoy working with the most. Then, assess how these clients align with your core purpose.
• When considering merging firms or bringing in a new partner, it's crucial to align values and goals for a successful partnership.

“I work with women facing new beginnings. There’s a change happening, and they don’t know what comes next, so the life planning process really fits well because one of the things that it does is it helps you to identify those things that are most important to you.” – Phil Weiss

About Phil Weiss: Phil Weiss started his financial services career in 1987 as a tax professional working for Deloitte & Touche. For the past 25+ years, he has worked extensively in the areas of personal finance and investment management. In addition to being both a CFA charter holder and a CPA, Phil is also a Registered Life Planner®.

Phil focuses his Registered Investment Advisor (RIA) business on providing financial planning, personal finance, and investment management services and education to women facing new beginnings.

Phil has served as a featured media spokesperson and has written weekly commentary on investment- and income tax-related topics.  He continues to blog regularly for Apprise.

Episode References:

• The Truest Fan Mastermind
• The Partnership Charter by David Gage
• Shift Conference: https://www.humanfirst.live/ 

Connect with Phil Weiss: 

Website: https://apprisewealth.com/ 

Free Ebook: https://apprisewealth.com/ebook 

Blog: https://apprisewealth.com/blog/ 

LinkedIn: https://www.linkedin.com/in/philip-weiss/

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

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/ 

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

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

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

Welcome to the new and exciting launch of The Purpose-Focused Advisor, a podcast for financial planners, advisors, and RIAs aimed at merging professional growth with personal fulfillment. 

Having hosted the Truest Fan Podcast for the past 2 years, Hosts Rob Brown and Phil Calandra asked how they could make the podcast better, more actionable, and full of more meaningful ideas to help you, the listener, succeed more in life and business. On The Purpose-Focused Advisor, you will hear from some amazing guests, successful financial planners, financial advisors, and RIAs in a new format. 

This podcast isn't just about strategies; it's a community focused on helping you be your best and bring out the best in others. Whether it's the motivation behind your business or practical tips for thriving in life, each episode offers valuable takeaways.

Join us at The Purpose-Focused Advisor to transform your career and life with purpose-driven success. Subscribe now and start your journey to greater impact and continuing success.

In this episode, Rob and Phil discuss:

• Pivoting the Podcast for Growth
• Introducing the Purpose-Focused Advisor Podcast
• The Purpose-Driven Financial Advisor
• Blueprints for Success in Financial Advising
• Overcoming Obstacles to Reach Peak Performance
• Bridging the Gap to Your Ideal Business

Key Takeaways: 

• The revamped podcast will feature interviews with successful financial advisors who have built their businesses on the foundation of making a positive impact on their communities and families, rather than solely focusing on transactions and making money.
• By learning from these successful advisors' blueprints for success, listeners can avoid reinventing the wheel and propel their practices forward more effectively.
• Advisors face common obstacles on their journey to peak performance. Learning from the experiences of others can help overcome these challenges. 
• Assess where your business is today, envision where you want it to be in the future, and identify the knowledge and information needed to bridge that gap.

“It's not about the money alone. It can't ever be. Money is just a tool. Money is not the end. It’s a means behind the meaning.” – 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/ 

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