Patrick Spencer, Managing Director of Moneytree Software, joins Mike Langford to explore how financial advisors can enhance client relationships through technology. They discuss the evolution of Moneytree, the importance of goals-based planning and Monte Carlo simulations, and the critical role of communication in building trust with clients. The conversation emphasizes the need for advisors to understand their clients' objectives and to use technology to facilitate better engagement and decision-making. PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: Terry Black's BBQ - It's the best barbecue in Austin. You are welcome!How To Grow Your Financial Advisory Business by Helping Business Owners Sell Theirs - Great episode on serving business owner clients.Advisor - Client Communication Survey by YCharts - Patrick mentioned some insights surfaced in this survey during our discussion. Chapters 00:00 Introduction and Personal Connections 04:29 The Evolution of Money Tree 10:20 Goals-Based Planning and Monte Carlo Simulations 18:24 Building Better Client Relationships 25:15 Conclusion and Future Directions 25:42 Client Engagement and Tools for Advisors 26:40 The Importance of Visual Communication 30:00 Scenario Planning in Financial Advisory 35:41 Understanding Client Scenarios and Life Changes 41:20 Generational Perspectives on Retirement 49:06 Business Ownership as an Asset

Jon Randall of XFA.Coach joins Mike Langford for an innovative exploration of strategies for growing financial advisory businesses. The conversation delves into the unique approach of XFA, the common constraints faced by advisors, and the importance of client optimization and segmentation. PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: Most Advisors Are Not Growing Their Business - Here's Why That's A Problem and How To Fix It - Kieran Bol of PriceMetrix by McKinsey shares data that illustrates the lack of organic growth for financial advisory businesses.How Financial Advisors Can Grow Beyond a Plateau - Jon Randall joined Aaron Hasler of SkyView Partners and Mike Langford for an episode of the Advisor Financing Forum podcast to explore strategies for growth at varies levels of business for financial advisors. Chapters 00:00 Introduction to Financial Advisory Growth 02:14 Understanding XFA.Coach and Its Unique Approach 04:40 Common Constraints in Financial Advisory Growth 09:20 Revenue Tiers and Their Challenges 18:01 Client Optimization as a Growth Strategy 25:58 The Importance of Client Segmentation 36:23 Transitioning from Advisor to Coach 44:51 The Journey from Advisor to Performance Coach

Katie Hendricks, Vice President and Director of Asset Allocation Research at Dimensional Fund Advisors, joins Mike Langford to discuss the firm's newly unveiled UMA platform, which provides access to personalized and tax-efficient investment solutions. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: Planning for Charitable Giving - Katie mentioned how UMAs are great tools for helping clients plan for charitable giving. Learn more about Donor Advised Funds on this episode with Adam Nash of Daffy.Dimensional Fund Advisors UMA Platform - This landing page offers a tremendous amount of insights into the new DFA platform for UMAs.The Trend Toward The Personalization of Investing At Scale - In this episode of the Augmented Advisor Podcast, Katie Hendrix and Shawn Jaberzadeh joined Mike Langford and John Prendergast, CEO of Blueleaf shortly after the launch of Dimensional's SMA solution. Chapters 00:00 Introduction to the UMA Platform 14:17 Difference Between UMA and SMA 18:05 Development Process of the UMA Platform 30:06 Future of the UMA Offering

Michael Cocanower, CEO of AdviserCyber, joins Mike Langford to discuss the importance of cybersecurity for financial advisory businesses. He highlights the increasing threats and the lack of internal resources for most RIAs to protect against cyber attacks. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: How Financial Advisors Can Help Protect the Privacy, Security, and Reputation of Their Wealthy Clients - Mykolas Rambus of HushSEC Reg S-D - Amendments "modernize and enhance the rules that govern the treatment of consumers’ nonpublic personal information by certain financial institutions." Chapters 00:00 Introduction: The Importance of Cybersecurity for Financial Advisory Businesses 03:08 Understanding the New SEC Rules on Cybersecurity 09:07 The Four Pillars of Cybersecurity: Prevention, Detection, Mitigation, and Remediation 23:50 Common Types of Attacks and the Need for Cybersecurity Training 24:40 Enhancing Security with Multi-Factor Authentication 25:10 Introduction to Cybersecurity Threat Reports 27:01 The Human Element in Cybersecurity 29:41 Recognizing and Avoiding Phishing Attempts 34:16 The Importance of Communication and Verification 41:10 Shifting the Mindset: Assume Breach 46:41 Proactive Measures: Isolating Individual Computers

Adam Nash, the co-founder and CEO of Daffy joins Mike Langford to explore the power of donor advised funds for creating opportunities for your clients and their families to make the kind of meaningful impact they want on the world. Daffy, which is short for "Donor Advised Funds For You" is an innovative solution designed to make it easier for financial advisors and their clients to collaborate on plans for charitable giving. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: How Financial Advisors Can Help Protect the Privacy, Security, and Reputation of Their Wealthy Clients - Mykolas Rambus of HushReimagining Estate Planning As Helping Clients Make Premade Decisions For Their Loved Ones - Andrew Crowell of D.A. DavidsonWhat Exactly Is Sustainable Investing? And Why Are Today's Clients Demanding It? - Peter Krull of Earth Equity Advisors Chapters 00:00 Introduction to Donor Advised Funds and Charitable Giving 02:23 The Need for Innovation in Donor Advised Funds 05:41 The Importance of Setting Goals for Charitable Giving 11:20 The Lack of Innovation in the Donor Advised Fund Industry 15:26 Engaging Multiple Generations in Charitable Giving 19:12 The Universal Value of Giving 21:06 Using Technology to Make Giving Easier 22:32 Incorporating Charitable Giving into Financial Plans 22:45 Using DAFI Features with Clients: A Guide for Financial Advisors 26:22 Incorporating Charitable Giving into Financial Planning: Tips for Advisors 32:03 Tax Strategies and Charitable Giving: A Winning Conversation for Advisors 38:38 Collaboration and Surprising Benefits in the Donor Advised Fund Industry

Mykolas Rambus, Co-Founder and CEO of Hush and Mike Langford discuss the scale of a high net worth client's digital footprint and the potential risks associated with it. They also talk about the creation of WealthX, a database of wealthy individuals, and how it led to the development of Hush, a tool that helps individuals protect their online privacy. The conversation covers topics such as cybersecurity, social engineering, and the risks posed by family members. The episode provides valuable insights and action items for financial advisors and their clients. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Related To This Episode: Protecting Your Clients And Your Firm From Financial Fraud - Andrew Crowell of D.A. Davidson shared his perspective on protecting clients from financial fraud.Wealth-X - Mykolas and Mike mentioned Wealth-X multiple times in this episode. Chapters 00:00 Introduction 02:44 The Scale of a High Net Worth Client's Digital Footprint 04:36 The Creation of WealthX and the Development of Hush 08:22 Finding Information and Building Dossiers 11:14 The Need for Hush and Protecting Online Privacy 17:20 Cybersecurity and Awareness for Financial Advisors 21:55 Risks Posed by Family Members and Precautions to Take 25:03 Conclusion and the Importance of Online Privacy 26:03 The Growing Threat of Extortion and Sex Extortion 28:01 The Rise of Sim Swapping and the Importance of Cell Phone Security 31:20 Protecting Personal Information with Hush 45:19 Advisors and Hush: Enhancing Security for High Net Worth Individuals

Larry Nisenson, Chief Commercial Officer at Assured Allies and Mike Langford discusses the need for financial advisors to have conversations about long-term care insurance with their clients. As Mike emphasizes in the episode's intro, the probability of clients needing long-term care is high, and the cost of securing long-term care is also high. Larry and Mike cover statistics on the need for long-term care, the challenges of discussing it with clients, and the importance of planning for long-term care in financial advice. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: "Is Your Home Ready to Age With You?" - Blog post on the Assured Allies with guidance on the steps your clients may need to take to ensure their house is ready to support their needs in the elder years.Modern Financial Advisor Podcast episode featuring Jay Zigmont of Childfree Wealth.goRIA with InvestmentNews - https://inpartners.investmentnews.com/goria/p/1Zvi Bodie's website. He was my favorite professor at Boston University.Agents.NeverStop.com - This is the site that Larry mentioned you should visit to learn more about Long-Term Care Insurance. Chapters 00:00 The Need for Long-Term Care Insurance 03:45 The High Probability and Cost of Long-Term Care 09:22 Challenges of Discussing Long-Term Care with Clients 12:14 Including Long-Term Care Planning in Financial Advice 20:37 Building Relationships through Long-Term Care Conversations 26:06 Protecting Advisors from Potential Litigation 31:22 Planning for Long-Term Care 32:18 Aging in Place 40:29 Financial Tools for Long-Term Care Planning 49:00 Starting Early: Discussing Long-Term Care Options 52:25 Long-Term Care for Child-Free Clients

Tim Vorhoff, Vice President of CreoValo joins Mike Langford for an exploration of a growth strategy that many financial advisors are ignoring: helping private business owners sell their businesses to unlock their tied-up value. The conversation explores the opportunity for financial advisors to partner with investment banks to assist business owners in selling their companies. They discuss the scale of the opportunity, the average value of small businesses, and the importance of having conversations with business owner clients about their future plans for their businesses. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Chapters 00:00 Introduction: Unlocking Tied-Up Value 02:25 The Opportunity for Financial Advisors 04:21 Partnering with Financial Advisors 09:31 Understanding the Scale of Small Businesses 17:45 The Benefits of Organizing a Competitive Process 23:23 Having Conversations with Business Owner Clients 25:19 Maximizing the Outcome of Selling a Business 35:27 The Importance of Succession Planning 41:34 Building Trust as a Resource for Business Owners

Andrew Crowell, Vice Chairman of Wealth Management at D.A. Davidson returns to the show to explore a new perspective on estate planning: pre-making decisions for heirs and loved ones. Andrew and show host Mike Langford emphasize the importance of having conversations early and often to prevent emotional duress and ensure that family members are aware of the individual's wishes. They also discuss the significance of planning for digital assets, including passwords and online accounts. The conversation highlights the need for clear instructions on how to handle sentimental or private items after someone's passing. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: Why Financial Advisors Should Teach Financial Literacy - Andrew's first appearance on the Modern Financial Advisor podcast.Protecting Your Clients And Your Firm From Financial Fraud - Andrew's second episode of the Modern Financial Advisor podcast."Life's Key Moments" - This is the D.A. Davidson resource Andrew mentioned toward the end of the episode. Chapters 00:00 Introduction: Improving Sound Quality with PodBox 01:26 A New Perspective on Estate Planning 03:53 Pre-Making Decisions for Heirs 07:06 Avoiding Emotional Duress 09:44 Disposition of Sentimental Items 16:30 Planning for Digital Assets 23:27 Privacy Concerns and Personal Journals 28:12 Having a Partner to Dispose of Sensitive Items 29:09 The Importance of Conversations in Estate Planning 31:37 Challenges Faced by Individuals without Biological Heirs 34:27 The Concept of an Ethical Will 37:19 The Impact of Remarriage on Estate Planning 46:51 Senior Investor Protections and the Complexity of Digital Assets 53:13 The Role of Professional Advice in Estate Planning

Chuck Failla, Founder and CEO of Sovereign Financial Group returns to the Modern Financial Advisor Podcast to share some updates on the goRIA initiative he launched in partnership with InvestmentNews. Chuck also shares his journey of going RIA and the motivation behind creating goRIA as a media outlet to educate advisors about the benefits of the RIA space.  Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: Chuck Failla on LinkedIn - https://www.linkedin.com/in/charlesfailla/Sovereign Financial Group - https://www.sovereignadvisorsolutions.com/goRIA with InvestmentNews - https://inpartners.investmentnews.com/goria/p/1Modern Financial Advisor Podcast EP75 - When Chuck was just getting RIA Labs off the ground - https://pod.co/modern-financial-advisor/episode-75-how-to-host-a-successful-online-event-as-a-financial-advisorModern Financial Advisor Podcast EP108 - With Gauthier Vincent of Deloitte where we discuss end-to-end digital transformation of wealth management - https://www.finservmarketing.com/modern-financial-advisor-podcast/exploring-the-end-to-end-digital-transformation-of-wealth-managementJeff Benjamin on LinkedIn - https://www.linkedin.com/in/jeff-benjamin-9427728/AngelSpan - https://angelspan.com/Beautiful AI - https://www.beautiful.ai/presentationsSaifr - https://saifr.ai/ Chapters 00:00 Introduction and The Importance of a High-Quality Microphone Setup 03:27 Educating Advisors about the Benefits of the RIA Space 15:26 Networking and Learning at Conferences 19:07 Integration and Future-Proofing Technology in the RIA Industry 29:22 Choosing the Right RIA Firm 30:18 The Need for Better Training 32:44 Succession Planning and Ownership Transition 38:21 Expanding Services: Advising on Alternative Investments 52:32 The Role of AI in the RIA Industry

Dr. Jay Zigmont, Founder and CEO of Childfree Wealth joins Mike Langford for a fascination conversation about the intricacies of providing comprehensive financial advice to childfree clients. They discuss the significant population of adults who do not have children and the unique needs that are not being met by traditional financial planning methods. They also explore the reasons why people choose to be childfree and the challenges faced by financial advisors in serving this niche. The conversation covers topics such as dying with zero, long-term care planning, estate planning, retirement, and the importance of understanding the goals and desires of childfree clients. Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: Jay Zigmont's Book - "The Childfree Guide to LIfe and Money"The Fixed-Index Annuity with a Health-Activated Income Multiplier - This the annuity Jay mentioned during the show.Long Term Care for Childfree Individuals - An article Jay wrote on the topic.Fidelity Investments (FCAT) study on soloists - "A Family of One: The Ascendance of Solo Households"Jay's guest article on Michael Kitces' blog - "Why Childfree People Require A Unique Financial Planning Process"Rajini Kodialam - Mike mentioned how Rajini urged financial advisors to stop calling women a segment. "Any group that makes up over half of the population cannot be a segment." Chapters 00:00 Introduction to Child-Free Financial Advice 03:45 The Size and Significance of the Child-Free Population 08:07 Understanding the Choice to Be Child-Free 13:25 Dying with Zero: A Different Approach to Financial Planning 15:23 The Life of Child Wealth: Redefining Retirement 27:43 Addressing the Unique Needs of Child-Free Individuals 36:44 Creating Communities and Support Networks 46:25 Challenges and Biases Faced by Child-Free Individuals 53:48 Opportunities for Financial Advisors in the Child-Free Market

Gauthier Vincent (GV), Senior Consulting Partner at Deloitte joins Mike Langford for an exploration of the digital transformation taking place in the wealth management industry. The conversation explores the impact of AI on wealth management, covering topics such as personalizing client experiences, efficiency, data infrastructure, compliance, and the modernization of core wealth platforms. It also delves into the challenges and considerations for wealth management firms in adopting AI and modernizing their tech stack. Sponsored By: PodBox - Help your guest sound as good at GV with a PodBox microphone setup. Resources Mentioned In This Episode: Deloitte Report - "The Digital Wealth Manager Of Today"SkyView 1 - A fiduciary first banking solution for your financial advisory clients.Nitrogen (formerly Riskalyze) - The comprehensive client engagement platform for wealth management firms Chapters 00:00 The Digital Transformation in Wealth Management 11:49 The Urgency for Modernization and Impact of AI 27:17 The Impact of AI on Wealth Management 41:24 Challenges and Considerations in Adopting AI for Wealth Management Firms 49:52 Modernizing the Tech Stack in Wealth Management

Brian Margolis from Productivity Giant joins Mike Langford to discuss the importance of a simple weekly strategy for financial advisors to improve their productivity and achieve their goals. Brian emphasizes the need to focus on the right things and prioritize activities that provide the biggest return on investment. Resources Mentioned In This Episode: Brian's previous episode of the Modern Financial Advisor Podcast way back in 2019.Brian's Book - "The Index Card Business Plan For Sales Pros and Entrepreneurs" Chapters 00:00 Introduction and Background 04:24 The Importance of a Simple Weekly Strategy 09:07 Focusing on the Right Things for Maximum ROI 28:57 Common Pain Points and Symptoms 31:20 Differentiating Between Being Good and Being Successful 39:05 Success Stories and Implementing the Simple Weekly Strategy 45:10 Conclusion

Simon Zais, a senior manager at Egan-Jones Proxy Services, joins Mike Langford on the Modern Financial Advisor Podcast to discuss the importance of "proxy voting as a service" for financial advisors. They explore how proxy voting can help advisors deliver a higher level of service to their clients and align their portfolios with their clients' values and goals. Resources Mentioned In This Episode: MFA Episode featuring Pete Krull of Earthy Equity AdvisorsEngine No. 1 vs Exxon - Simon mentioned this case as an example of proxy voting driving change at a company.Simon's article titled "Hearts, Minds, and Votes: Where Smarter Wealth Managers Win" Chapters 00:00 Introduction: Proxy Voting as a Service 06:03 Aligning Portfolios with Values and Goals 10:22 Proxy Voting and Making an Impact 23:04 The Growing Influence of Retail Votes 23:34 The Growing Influence of Retail Investors in Proxy Voting 26:01 Aligning Proxy Voting with Client Values and Goals 28:18 The Importance of Meaningful Conversations with Clients 31:38 Taking Action on Proxy Voting to Deepen Client Relationships

In this episode of the Modern Financial Advisor podcast, Mike Langford interviews Pete Krull, CEO of Earth Equity Advisors, about sustainable investing. They discuss the importance of sustainable investing for financial advisors and their clients, debunk common myths about sustainable investing, and explore the growth opportunities in the field. Pete and Mike also touch on the role of ESG metrics, the future of the insurance industry in the face of climate change, and the increasing demand for sustainable investing among different generations. Resources Mentioned In This Episode: Earth Equity AdvisorsPete Krull on LinkedInCross Country Race in EV Pickup Trucks - Out of Spec YouTube and Out of Spec Podcast Green Sage Sustainability Portfolio Morgan Stanley Sustainable Signals Report Dollars and Change Podcast and YouTube ChannelBook - Cradle to Cradle DEI Episode of The Modern Financial Advisor Podcast with Laura Gregg Chapters 00:00 The Role of Sustainable Investing for Financial Advisors 03:47 Debunking Myths About Sustainable Investing 12:23 The Future of the Insurance Industry in the Face of Climate Change 25:01 The Increasing Demand for Sustainable Investing Among Different Generations 29:16 Engaging with Clients and Prospects on Sustainable Investing 30:10 Meeting the Needs of Next Gen Investors 32:07 The Growth of Electric Vehicles and Charging Infrastructure 35:19 The Role of Real Estate in Sustainable Investing 43:30 Considering Climate Readiness in Retirement Planning 51:18 Connecting with Influencers in Sustainable Investing

Reese Harper, CEO of Elements, joins Mike Langford to discuss how financial advisors can use vital signs to improve client conversations and increase their comfort level around financial advice. Reese explains that vital signs are objective scores that measure various aspects of a client's financial health, such as liquidity, debt-to-income ratio, and savings rate. By using vital signs, advisors can provide personalized advice and help clients make informed decisions about their finances. Resources Mentioned In This Episode: Elementality Podcast - With Reese Harper and Carl RichardsDentist Advisors - This is Reese's RIA which influenced his founding of Elements Chapters 00:00 Introduction and Overview 02:56 The Concept of Vital Signs 10:05 Improving Financial Behaviors with Vital Signs 28:31 Using Vital Signs in a Niche Market 35:23 The Birth of Elements and the Importance of Vital Signs 41:06 Accelerating Client Onboarding with Elements

What if you could expand your client roster by 300% without having to spend a fortune on marketing? This week's guest Beatriz Acevedo and her team at SUMA Wealth discovered a hidden growth gem by serving the Latinx community. It turns out, people in the community tend to bring other clients with them. And as you'll hear Beatriz discuss with Mike Langford, this growth concept is present in many communities. Resources Mentioned In This Episode: How I Built This - Beatriz was a guest on HIBT Lab! with Guy Raz in which she shared more about her journey that led her to starting SUMA Wealth.Is Your Credit Guacaready? - This is a great example of the culturally relevant marketing that the SUMA Wealth team is using to build a community of over a million people. Chapters 00:00 Introduction and Background 03:23 Summa Wealth's Community-First Approach 06:09 The Aha Moment for Summa Wealth 10:18 Understanding the Target Audience 13:40 Learning from Mistakes and Adjusting 22:01 Adapting to Changing Consumer Behavior 25:22 Learning from Younger Generations 26:10 The Value of Different Perspectives 27:06 The Importance of Embracing Change and Learning from Younger Generations 29:03 Transition from TV Producer to FinTech Founder 31:16 Recognizing the Lack of Financial Education in Latino Communities 33:01 The Role of Culture and Community in Fintech 36:00 The Power of Life Experience in Decision-Making 37:26 The Opportunity of Connecting with Younger Generations 43:25 Attracting Non-Latinx Users to Summa Wealth 48:39 Future Plans for Summa Wealth

The lack of robust organic growth for financial advisors' businesses has been a key concern for industry leaders for years. On this episode of the podcast Tom Rieman, CEO and Founding Partner of PracticeI ntel shares what he believes is the key to cracking the code on organic growth for financial advisors. Resources Mentioned In This Episode: Bridging The Gap Podcast - Tom joined Matt Reiner on this podcast recently and we hit on one of the points from that episode to tip off our conversation.Data from PriceMetrix by McKinsey - Mike mentioned the study and an MFA Podcast episode with Kieran Bol.The Augmented Advisor Podcast - James Lee, the former President of the FPA discussed his conviction that "Financial Planner" is the 4th Great Profession.Fidelity Investments 2023 RIA Benchmarking StudySkyView Partners - Their focus on organic growth as a key driver for business valuation.

There are financial advisors working today who are members of the first generation of people to ever call themselves financial advisors. Think about that! On this episode of the show, Matt Reiner returns to nerd out with Mike Langford about some of the exciting innovations that are creating new opportunities for modern financial advisors. Resources Mentioned In This Episode: The Circle - Matt and his team have created a vibrant community to share actionable strategies, weekly, to enhance your life, elevate your business and enrich your client experience."Your Future Self" by Hal Hershfield - Matt recommended this book in the context of understanding our decision making process.Harry Markowitz - The father of modern portfolio theory passed away in 2023. The guy who created the foundation for the models that financial advisors use for managing their clients' assets only recently passed away!When Ideas Have Sex - A TED Talk by Matt Ridley that inspired a fun conversation in this episode.

Andrew Crowell, Vice Chairman of Wealth Management at D.A. Davidson returns to the show to share some eye popping facts about the prevalence of financial fraud. Andrew and Mike Langford also explore what financial advisors can do to protect their clients for becoming victims of fraud and how to help clients recover if they are victimized. Toward the end of the episode Andrew and Mike dive into the mechanisms financial advisors can use to protect their firm from fraudsters. Because like the famous bank robber Willie Sutton said when asked why he robs banks, financial advisors are "where the money is." Resources Mentioned In This Episode: Americans Are Not Adequately Prepared To Detect Or Prevent Financial Fraud - Scroll down about 3/4 of the way down on this page to see the results of the fraud study.Fraud Prevention: A Guide for Senior Investors - This is a helpful guide created by the team at D.A. DavidsonWilly Sutton Rule - https://www.investopedia.com/terms/w/willie-sutton-rule.asp

Dr. Jean Oursler "The Results Queen" explains how our caveman brains often get in the way of our ability to develop our businesses to the fullest. However, simple changes to a financial advisor's approach to his or her business development process can lead to dramatic improvements in a short time. Dr. Jean also shares some personal stories about her journey. She credits investing in herself early, even before her business was achieving real traction, as key lever for her success. Resources Mentioned In This Episode: Caveman Brain - Dr. Jean's company specializes in helping financial advisors get better results in their business development.6 Killer Questions - As Dr. Jean mentioned, this free resource outlines the key questions to ask a "potential client" through your funnel.EOS (The Entrepreneurial Operating System) - A framework for clarifying, simplifying, and achieving your vision."Change Your Question, Change Your Life" by Marilee Adams - Dr. Jean recommended this book as a fantastic tool to learn how to ask better questions.

It may sound hyperbolic but the reality is the advisor who tries to do everything his or herself... is bound to let some important things fall off the table. And as Gina Cotner, CEO of Athena Executive Services explains... it's not just simple "To Do" list items that an advisor might miss. It could be important client updates or opportunities that lead to business growth.

James Beam, President of TD Private Client Wealth breaks down a common challenge that clients of today's financial advisors face... information overload that often results in clients having a distorted picture of what is actually happening in the world. Jim and Mike also explore the potential impact of artificial intelligence (AI) on the modern financial advisor's business and how the use of a goals based advice approach can serve as a foundation for advisors regardless of what future technologies may come their way.

Michael Lecours, CFP® says that the origin story of fpPathfinder, a company he co-founded with Michael Kitces, is a bit humbling. He found that he was routinely forgetting to ask the right questions or giving slightly incorrect answers or missing timely opportunities for recommendations when meeting with his clients. It wasn't that Michael was incompetent or lacking in financial planning skills... he is a Certified Financial Planner with over a decade of experience. It's just that there is so many things that a client might need to know about or do or not do at any given time. And the landscape is constantly changing. So, Michael came up with a simple idea. He made a series of checklists and flowcharts that he would use during client meeting to ensure he "checked all the boxes" and kept things on track. Suddenly, he felt like he was delivering higher quality advice to his clients and he realized he was onto something that other advisors could use with their clients. Resources Mentioned In This Episode: Advice Engagement Strategies: 4 Core Areas To Motivate Clients To Be More Active In The Financial Planning Process - This is a comprehensive blog post written by Michael Lecours and offers some great insight to the thought processes driving the fpPathfinder solution.Roger Pine and his company Holistiplan were mentioned a few times on this episode. Below are links to two podcasts featuring Roger:How to Increase Post-Acquisition Business Value by Adding Tax Planning Services on The Advisor Financial Forum Podcast by SkyView PartnersRoger Pine of Holistiplan on Speeding Up the Tax Planning Process for Financial Advisors on The SoFin Podcast.

Paul McManus, creator of The Short Book Formula and CEO of More Clients More Fun shares how he helps financial advisors write short books to attract their ideal clients. The concept is simple, write a short book that articulates the solution to a specific problem your ideal client is likely to have. Send the book to prospects. Ask them to read it prior to meeting with you. Then, have a productive initial meeting that is likely to result in closing a new client.

Lucas Siegel, CEO of Harbor Life Settlements joins Mike Langford to share how financial advisors can help their clients unlock assets that are lying dormant and unproductive in their life insurance policy. Lucas also shares the simple question to ask your client about their life insurance policy to help them make the best financial decision for their future.

David Wieland, CEO of Realized shares how financial advisors can tap into a $6 trillion market segment by adding investment property wealth management.

Ryan George, Chief Marketing Officer of Docupace joins Mike Langford to share how new digital document technologies are allowing financial advisors to automate the repapering process for transitions, improve productivity, and increase the speed of the new client onboarding process.

Danielle White, CEO of Myriad Advisor Solutions joins Mike Langford to explore how RIAs can focus on leaning on their strengths by leveraging the capabilities of skilled outsourced providers.

Aaron Klein, CEO of Riskalyze shares how financial advisors can grow their business... in terms of winning new clients, increasing share of wallet, and reducing client attrition by getting better at helping clients understand risk. It all boils down to clients having more confidence and comfort in their financial journey.

Mark Gochnour, Head of Global Client Services at Dimensional Fund Advisors explores some of the discoveries he and his team have made about client preferences and behaviors via DFA's most recent "Global Investor Study". Mark also shares some interesting insights on what successful firms are doing to help their younger financial advisors develop their presence with HNW clients.

Kevin Darlington, the General Manager and Head of Broadridge Advisor Solutions joins Mike Langford for a deep dive on advisor marketing trends. Kevin and his team at Broadridge recently released their 4th annual report on advisor marketing trends and there is a ton of fascinating insights for us to cover... whether you are looking to aggressively grow your business or you want to continue to run it as a thriving lifestyle business.. this is a great episode for you.

Brian Nuttall and Rick Wilkens from Elevate CPA Group return to the show  for a fascinating conversation that fits right into a trend that seems to a frequent topic as of late. The team at Elevate is rolling out a new Tax Prep As A Services solution for the clients of independent financial advisors and RIAs. As Mike Langford explains, these value-add services are expanding the possibilities for client relationships and open the door for increased share of wallet.

Laura Gregg, Senior Vice President and Director of Practice Management & Advisor Research at FlexShares ETFs shares the findings from her team's latest study titled "The Race to Scalability 2022 - Current Insights from 12 years of Advisor Research on Investment Management Trends” Of particular interest is the adoption of outsourced solutions by independent financial advisors and RIAs and how outsourcing is helping to drive scalability.

Matt Spielman, Founder and Head Coach at Inflection Point Partners shares how financial advisors can leverage coaching principles in their business to achieve more in their careers and personal lives while also providing higher quality service to their clients.

Greg Prokott and Samatha Angell, Managing Partners at Advisor Financing LLC make the case for why financial advisors should consider a partial sale of their business to ensure the continuity of their firm. Greg and Sam also offered a detailed roadmap for securing financing to facilitate M&A deals and internal success plans.

Julie Pinkerton, CEO of ClientFirst by Evozen sat down with Mike Langford to explore how "community" can solve three of the biggest problems facing financial advisors today.

Jeff Conyer, CEO of Wealth Advisor Financing joins Mike Langford for an expansive conversation about how financial advisors and RIA firms can secure the financing they need for M&A deals and succession.

Robert Russo, CEO of Independent Advisor Alliance joins Mike Langford for an in-depth conversation about how financial advisors can navigate the transition from "accidental business owners" to owners of high-performing wealth management firms.

Calvin Williams Jr, CEO of Freeman Capital shares why he sees massive opportunity in serving overlooked financial consumer segments who need help building wealth.

Lacy Garcia, Founder and CEO of Willow sheds some light on the tremendous opportunities available to financial advisors who learn to serve women investors better. With 70% of widows changing advisors after the death of a spouse and 80% of divorcees changing advisors after their marriage ends... there's a case to be made for learning to better serve women investors is a defensive strategy as well.

Natalie Wolfsen, CEO of AssetMark shares some key insights into the expectations millennial and Gen Z investors have of their financial advisors. She also offers some key strategies for advisors to scale their business and provide a more modern service experience by leveraging outsourced solutions.

David Kakish, CEO of RIA WorkSpace says that financial advisors often like to ask about the ROI of investing in cybersecurity solutions... that's the wrong question. They should be asking what's the RON (Return On Negligence) of not investing in cybersecurity. On this episode, David shares some simple tips that RIAs and independent financial advisors can use to boost their firm's cybersecurity to better protect their clients and their business. David and Mike Langford also share a few other suggestions for upping your tech stack on a budget.

Kyle Simpson, Head of Field Strategy at FS Investments joins Jeremi Karnell and Mike Langford to explore the benefits of investing in programs designed to help financial advisors thrive in all areas of their lives. The key takeaway? A well-rounded and balanced professional is more likely to avoid the pitfalls that keep many advisors from reaching their full potential.

Chuck Failla, CEO of Sovereign Financial Group shares how what was supposed to be a small online event that he was going to host for 20 to 30 folks grew to a large national event with premier speakers from the wealth management industry. Now, he's co-hosting the RIA Labs with InvestmentNews.

Laurie Barkman, CEO of Small Dot Big makes the case for why financial advisors should focus on serving entrepreneurs and business owners who are selling or retiring. Laurie and Mike Langford also explore how financial advisors can attract entrepreneurs and business owners who are on the cusp of a transition. BTW: Much of this conversation is also relevant and helpful for RIAs and independent financial advisors who are considering their own transition.

Brian Thorp from Wealthtender explains how financial advisors can embrace client testimonials and endorsements from referral partners, friends, and their wider network thanks to new recent SEC rule changes. Brian and Mike Langford also discuss how financial advisors can level up their online presence by focusing on solution-based and client-specific content marketing.

Gil Baumgarten as a solo advisor grew his business from $200 million AUM to over $1.2 billion AUM in only 10 years. His firm, Segment Wealth Management has only 9 employees serving 210 households and operates as an "extraordinarily simple business."