The Model FA
The Model FA
David DeCelle
The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.
Rethinking Traditional Budgeting Methods with John Crane
John Crane is an author, financial advisor, retirement income planner, and registered representative and financial advisor at Park Avenues Securities LLC. Before serving in the financial services industry, John held several posts at Sprint, including a Senior Government Account Executive role. In his book, The One-Number Budget, he helps readers with staying on track with a budget, simplifies the budgeting process, and explains lifetime cash flow. John holds a Master of Business Administration degree from George Mason University and received his Chartered Financial Consultant, Chartered Life Underwriter, and Retirement Income Certified Professional designations from The American College. John joins me today to discuss The One-Number Budget and how financial advisors can help clients shift their perspectives on budgeting for retirement. He describes his background and his path to the financial services industry. He details the disadvantages of traditional budgeting. John also highlights the lifetime perspective on cash flow to keep in mind when budgeting and underscores the power of serving others as your authentic self. “Traditional budgeting is a snapshot in time that only addresses the month, but there’s a lifetime perspective on cash flow you need to take into account.” - John Crane This week on The Model FA Podcast: The beginning stages of Crane Financial What made John look at budgeting from a different perspective How traditional budgeting elicits the feeling of scarcity from clients Executing the One-Number Budget in reality Why financial advisors are like psychologists How John guides clients who are unsure about the One-Number Budget The disadvantages of traditional budgeting The 30-year earning time Helping clients who have not or can’t save 20% of their income Working with the One-Number Budget worksheet Serving as your authentic self Resources Mentioned: Book: Relentless: From Good to Great to Unstoppable by Tim S. Grover Book: Winning: The Unforgiving Race to Greatness by Tim S. Grover One-Number Budget Worksheet Our Favorite Quotes: “I’m turning 33 shortly, and it’s like I’m so young and I’ve got plenty of time; but no, I’m 3 years into my ‘true’ earning years and I need to ensure I’m planning for the last 30 years of my life.” - David DeCelle “Advisors look for tips, tricks, and tactics, but often the biggest breakthroughs come when there’s a shift in mindset as opposed to using a new tool.” - David DeCelle “Once I got that permission slip to be myself and focus on helping people the way I think it should be done, my business started growing quickly. I started having more fun and became more effective.” - John Crane Connect with John Crane: Crane Financial Book: The One-Number Budget: Why Traditional Budgets Fail and What to Do About It Crane Financial on LinkedIn John Crane on LinkedIn Email: John.Crane@CraneFinancial.com About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered. Our Team: President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.   --------   This podcast is intended for general public use. By providing this content, Park Avenue Securities LLC and your financial representative are not undertaking to provide investment advice or make a recommendation for a specific individual or situation, or to otherwise act in a fiduciary capacity. ModelFA Podcast is not affiliated with or endorsed by PAS, Guardian, or Crane Financial and opinions stated are their own. John W. Crane, Registered Representative and Financial Advisor of Park Avenue Securities LLC (PAS). OSJ: 11350 McCormick Road, Executive Plaza III, Suite 202, Hunt Valley, MD, 21031, 667-318-0801. Securities products and advisory services offered through PAS, member FINRA, SIPC. Financial Representative of The Guardian Life Insurance Company of America® (Guardian), New York, NY. PAS is a wholly owned subsidiary of Guardian. Crane Financial LLC is not an affiliate or subsidiary of PAS or Guardian. CA Insurance License Number - 0G79065.  Compliance # 2023- 155099, Exp 06/2024   
Jul 11
35 min
Concierge Financial Planning: Taking Client Relationships to the Next Level with Phil Bender
Phil Bender is an awarded industry leader with more than 30 years of experience in the financial services sector. He’s processed those experiences into a growth-based program to help individuals achieve a CEO mindset. His mission-driven objective is to impact one million people through his writing, coaching programs, workshops, and public speaking.   In this conversation, Phil discusses the concept of concierge financial planning and its parallels with concierge healthcare. He explores the idea of providing a deeper relationship and a higher level of service to clients, going beyond the traditional approach of computer-generated plans. Phil emphasizes the importance of building relationships, understanding core values, and delivering exceptional service to create a unique and valuable advisor-client dynamic. The conversation also touches on the psychological barriers advisors may face when embracing a concierge approach and the benefits of expanding one's perspective on wealth and experiences.   "Concierge financial planning is a key strategy to separate yourself from the pack when prospecting or developing new clients." - Phil Bender   This week on The Model FA Podcast:   What is the significance of the Sea Captain Coaching name? What does a concierge doctor look like? Why you have to respect the person you’re talking to. You need to get out of your bubble. Three reasons why people leave your firm. The value of a culture that’s transferable. David’s advice for those who want to achieve peak performance.     Our Favorite Quotes:   "Concierge financial planning is the client experience. What is the client experience you as an advisor are providing your client?" - Phil Bender "Financial planning on a concierge level is putting a plan together itself, charging a fee for possibly those types of things." - Phil Bender "Accountability coaching, you either have to respect the hell out of the person you're talking to." - Phil Bender "Concierge financial planning is a key strategy to separate yourself from the pack when prospecting or developing new clients." - Phil Bender "When an advisor can provide that level of experience to make someone feel special, it's a totally different dynamic and something that every advisor should strive for." - David DeCelle "Financial advising is one of the few careers where you can still grow socioeconomically above your parents, there aren't a lot of them." - Phil Bender "Go and spend a couple nights at the Ritz just to experience it, like go spend money for these experiences so that you can be exposed to what that's like." - David DeCelle   Connect with Phil Bender:   Sea Captain Coaching Sea Captain Coaching on Facebook Sea Captain Coaching on Instagram Sea Captain Coaching on Twitter Phil Bender on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Jun 20
43 min
A Conversation with Joe Milano
Joseph Milano is the Managing Partner at New South Wealth Management. Joe is originally from Staten Island, NY and he moved to Charlotte, NC where he started his journey with New South Wealth Management. Joe obtained his bachelor’s degree from Villanova University where he developed and established his passion for the financial industry. Joe is excellent at educating families and business owners on innovative and personalized strategies.    Joe Milano talks about the difficult decision to transition out of Northwestern Mutual, joining AIG Financial Network, where they had the opportunity to build and expand the investment and insurance practices, and losing this job. This unexpected turn of events led him to take a year off to reconnect with friends and family. During that time, he observed flaws in the industry's models, with corporate profits taking precedence over clients and producers. In 2017-2018, they built their own model, focusing on putting clients and producers at the center.   "A lot of the shops are broken. Instead of putting the producer or the client at the center, they put corporate profits at the center." - Joe Milano   This week on The Model FA Podcast:   Joe’s transition from intern to full-time rep. What was it like to run his own office and shift from being an intern to a field director?  Joe’s first stop after Northwestern was AIG Financial Network. AIG had a very big investment practice and insurance practice. What is the current status of the business in terms of human infrastructure?  What keeps Joe going in the business.  How can you stay committed and refocused? Joe’s thoughts on how anyone can become a financial advisor .  Joe shares a story about how he’s been able to use the “back of the napkin” approach in his business.  The Dichotomy of Leadership by Jocko Willink.   Our Favorite Quotes:   "When you hit a point in your career where you recognize, I want to work with high net worth people or closely held family businesses, these big career weather agencies or wirehouses aren't necessarily a fit for those individuals." - Joe Milano "It's a hard pill to swallow when you start at one year old and now you're 35 years old, and this is what you've committed all your time, effort, and energy to." - Joe Milano "When I transitioned out, one of the biggest things was leaving behind my friends who were like family in the office." - Joe Milano "I really think that time, a lot of these home offices started to really evaluate their models and try to figure out what they were doing." - Joe Milano "A lot of the shops are broken. Instead of putting the producer or the client at the center, they put corporate profits at the center." - Joe Milano "We take a holistic approach, focusing on clients with insurance, investments, taxes, and legal aspects." - Joe Milano "Our model ensures that each cornerstone of a client's financial plan is fully sound to achieve both short-term objectives and long-term plans." - Joe Milano "We prioritize client needs and objectives without being constrained by corporate profit-driven agendas." - Joe Milano   Connect with Joe Milano:   New South Wealth New South Wealth on Facebook New South Wealth on Twitter Joe Milano on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.\   ----------- Discussions in this show should not be construed as specific recommendations or investment advice. Always consult with your investment professional before making important investment decisions. These are the opinions of New South Wealth Management and not necessarily those of Cambridge Investment Research, are for informational purposes only, and should not be construed or acted upon as individualized investment advice. Securities offered through Registered Representatives of Cambridge Investment Research, Inc., a broker-dealer, member FINRA/SIPC. Advisory services offered through Cambridge Investment Research Advisors, Inc., a Registered Investment Adviser. New South Wealth Management and Cambridge are not affiliated. Cambridge does not offer tax or legal advice.  
Jun 7
41 min
Becoming a Better Human Every Day with Joe Templin Part I
Joe Templin is the Human Kaizen Expert, dedicated to making individuals and organizations better. He is the co-founder and President of The Intro Machine, a learning ecosystem and training environment that helps individuals build and grow an introduction-based business. Before co-founding The Intro Machine, Joe served as the Managing Director of The Unique Minds Consulting Group and the CEO of the Lamp of Castle Holdings, Inc. He is also a former director at Northwestern Mutual. His book, Every Day Excellence, outlines the process of making daily investments toward personal improvement and development. In addition to his work at the Intro Machine, Joe serves as a board member of the Autism Society of the Greater Capital Region, New York.   Joe joins me today to discuss why becoming a better human translates to better business. He reveals the most important skill entrepreneurs need to have in the early stages of their business and explains his “be more, sell more” philosophy. He describes how the lessons he learned from studying martial arts have helped him become a better financial advisor and why we all need to do difficult things every day. Joe also highlights why saying “next” is an essential skill for financial advisors to learn and underscores how having an attitude of gratitude positively informs one’s ability to do good business.   “Having a more altruistic attitude, in general, translates into better production. It’s capitalistic karma: the more you help others, it reflects and comes back to you.” - Joe Templin   This week on The Model FA Podcast:   What “kaizen” means and its application to human development Joe’s journey from applied physics to financial services How being a better human naturally builds more business The relationship between commitment, consistency, and confidence Five good things to do on a daily basis Living with no regrets and the Stoic philosophy How to be a better human every day The art of goal planning, reaching for the stars, and setting and achieving big, audacious goals Giving others the gift of a smile and a kind word How good and bad habits compound Why the word “just” puts us on a slippery, downward slope of professional pride Holding yourself to the highest possible standards consistently The “Trust Factor” equation   Resources Mentioned:   Book: Trust Factor: The Science of Creating High-Performance Companies by Paul J. Zak Book: Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear Book: The Trusted Advisor by David H. Maister Life Happens   Our Favorite Quotes:   “Trust is based on the accumulation of positive experiences someone has with you.” - David DeCelle “Convenience kills. Four or five times a day you need to do the harder thing; avoiding difficult things compounds.” - Joe Templin “Your confidence skyrockets when you do something that you, deep down, didn’t want to do—it builds a certain level of resilience that makes you think you can do anything.” - David DeCelle   Related Content:   Ben Newman on Building and Seizing the Prize Fighter Day   Connect with Joe Templin:   The Intro Machine Everyday Excellence Book: Every Day Excellence: A Daily Guide to Growing The Intro Machine on LinkedIn The Intro Machine on Facebook The Intro Machine on Twitter Joe Templin on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
May 16
59 min
Motivational Interviewing with Jeremy Keil
Jeremy Keil is a financial advisor at Keil Financial Planners. As a specialist in retirement planning, Jeremy is dedicated to helping people learn more—and feel more confident—about their money. He served as a financial advisor at Thrivent Financial for over 20 years before beginning his work at Keil Financial Planners and formerly served as an adjunct professor at the Wisconsin Lutheran College and the Concordia University in Wisconsin. Today, in addition to his work at Keil Financial Planners, Jeremy hosts Retirement Revealed, a podcast honored among Feedspot’s Top 25 Retirement Podcasts to Follow in 2021.    Jeremy joins me today to discuss motivational interviewing and how financial advisors can approach it. He shares his journey in the financial advisory industry and explains how he discovered motivational interviewing. He describes the mutual relationship between financial advisors and clients and details why financial advisors should have compassion and empathy for their clients. Jeremy also outlines a few key questions financial advisors can integrate into their discovery meetings and highlights how launching a podcast has benefitted him as a financial advisor.   “I thought connecting with someone was just about asking questions, but motivational interviewing teaches you that it’s about open-ended questions, affirmations, reflections, and summaries.” - Jeremy Keil   This week on The Model FA Podcast:   Jeremy’s background and how he began his career as a financial advisor How Jeremy started building his book of business as a financial advisor What motivational interviewing is How financial advisors can take principles from unrelated industries  Basic motivational interviewing questions financial advisors can integrate into their discovery meetings Rolling with resistance and supporting clients’ self-efficacy Where to learn more about motivational interviewing The importance of practicing and role-playing motivational interviewing How financial advisors can benefit from launching a podcast Jeremy’s thoughts on wealth and contentment   Resources Mentioned:   Book: The Millionaire Next Door: The Surprising Secrets of America's Wealthy by Thomas Stanley MINT | Motivational Interviewing Network of Trainers   Our Favorite Quotes:   “Lots of folks can be great advisors, but the systems they’re in might discourage them from making it in the industry.” - David DeCelle “Part of motivational interviewing involves being curious about the person you’re sitting across from.” - David DeCelle “You may be the expert in your field, but your clients are the experts on themselves: they know what works for them.” - Jeremy Keil   Connect with Jeremy Keil:   Keil Financial Planners Podcast: Retirement Revealed Podcast Keil Financial Planners on LinkedIn Jeremy Keil on LinkedIn Jeremy Keil on Facebook   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
May 3
41 min
The Benefits of Captive Insurance Companies with Jarid Beck
Jarid Beck is the co-founder and Managing Director of Risk Management Advisors, a national firm specializing in the design, implementation, and management of self-insured plans and captive insurance companies. A career specialist in alternative management strategies with a diverse background in insurance, Jarid delivers technical insurance solutions to clients in a wide variety of industries including construction, real estate, staffing, manufacturing, trucking, and finance. He holds a degree in Business Administration from the University of California, an Associate of Captive Insurance designation from the International Center for Captive Insurance Education, and a Construction Risk Insurance Specialist designation from the International Risk Management Institute.   Jarid joins me today to discuss captive insurance companies and how they can be a great means to serve business owners. He explains how business owners can utilize the captive insurance methodology and process within their companies. He outlines the benefits of captive insurance, especially toward risk management. Jarid also warns against the abuse of captive insurance, explains the work involved in creating captive insurance companies, and highlights how advisors can open the conversation about captive insurance companies with their clients or prospects.   “Captives are a great wedge for prospecting or keeping new ideas in front of your clients. It comes to fact finding—identifying how big their companies are and how many employees they have.” - Jarid Beck   This week on The Model FA Podcast:   Jarid’s background, professional journey, and how he learned about captive insurance companies The business model of Risk Management Advisors What captive insurance means The risks captive companies typically self-insure for The logistics of captive insurance and how it differs from self-insurance What captive managers are and how they can help business owners with the captive insurance process The benefits of creating captive insurance companies Reinsurance and negotiating captives, risk, and losses Tax benefits and tax treatments related to captive insurance companies Risk profiles and types of business that can best benefit from captive insurance How to communicate the benefits of captive insurance to business owners   Resources Mentioned:   Book: Taken Captive: The Secret to Capturing your piece of America's multi-billion dollar insurance industry by R. Wesley Sierk III Book: The Invisible Bankers: Everything the Insurance Industry Never Wanted You to Know by Andrew Tobias Blog: The Tail End — Wait But Why by Tim Urban   Our Favorite Quotes:   “Captive insurance companies are a risk management tool that addresses insurance and risk needs. Using it outside of its intended purpose can make things go haywire.” - Jarid Beck “In captive insurance, businesses start their own insurance company that serves themselves.” - David DeCelle “Opening up the conversation is as simple as asking them about captive insurance, seeing how they respond, and letting them know you’re there as their support.” - David DeCelle   Connect with Jarid Beck:   Risk Management Advisors Risk Management Advisors on LinkedIn Risk Management Advisors on Facebook Risk Management Advisors on Twitter Risk Management Advisors on YouTube Jarid Beck on LinkedIn   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Apr 18
33 min
Serving Real Estate Professionals with Mike Metzger
Mike Metzger is a certified financial planner and the founder of Lifepoint Financial Design, a financial services firm dedicated to helping clients live a more purposeful life through financial planning. Mike–a real estate investor and spouse of a realtor—believes in the potential of real estate as an asset class and is on a mission to support realtors by providing them with creative financial planning services. Before founding Lifepoint, Mike served as the Vice President and Senior Financial Advisor of UnionBanc Investment Services and as a financial advisor for Merrill Lynch. He attended the University of Iowa and holds a Chartered Retirement Plans Specialist designation from the College of Financial Planning.   Mike joins me today to share his ideas on how financial advisors can effectively serve real estate professionals. He describes the beginnings of Lifepoint Financial Design and how he began serving real estate professionals after a career at Merrill Lynch. He explains the benefits of having a subscription-based pricing model and how financial advisors can help their realtor clients plan their cash flow through the “Profit First” method. Mike also highlights the biggest misconceptions about working with real estate professionals and underscores the power of connecting with clients on a deeper, personal level.   “Many realtors and real estate agents want to see the real you. They want to know that you’re a genuine person—that you’re someone they can connect with on their level.” - Mike Metzger   This week on The Model FA Podcast:   The power of building a brand and online presence Mike’s educational background and professional journey in financial services The demographics of Mike’s realtor clients Understanding the three pain points of realtors and real estate agents The unique challenges of working with clients from the real property industry Helping realtors compartmentalize their “opportunity dollars” and plan their cash flow The “Profit First” method Mike’s business structure and pricing model Lifepoint Financial Design’s ongoing client service model Passion, profit, and how to choose a niche as a financial advisor How Mike creates a casual and more enjoyable atmosphere with his clients Building solid relationships with clients through social media   Resources Mentioned:   Book: The Happiness Equation: Want Nothing + Do Anything=Have Everything by Neil Pasricha Book: Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz   Our Favorite Quotes:   “If people go to your Instagram, they would go to your meetings with their guards lowered. It solidifies the level of trust they already have with you.” - David DeCelle “Realtors help people and build businesses similar to what we financial advisors do. There are so many ways in which you can connect, build, and solidify your relationship with them.” - David DeCelle “Advisors who consider interacting on social media put too much thought in it. People just want to see the knowledge they’re for and that you’re a real person they can connect with.” - Mike Metzger   Connect with Mike Metzger:   Lifepoint Financial Design Lifepoint Financial Design on LinkedIn Lifepoint Financial Design on Facebook Mike Metzger on LinkedIn Mike Metzger on Instagram Mike Metzger on Twitter Email: Mike@LifepointFD.com   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review on whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas for future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Apr 4
39 min
Long-term Care Planning and Insurance with Marc Glickman
Marc Glickman is an actuary and long-term care insurance expert. He is the founder and CEO of BuddyIns, a nationwide community of long-term care insurance experts who are dedicated to helping individuals and families find the best plan to meet their care needs. Marc previously served as the Chief Sales Officer of LifeCare Assurance Company, a firm he worked with for over 11 years before founding BuddyIns in 2019. In addition to his work at BuddyIns, Marc serves as a member of the Board of Advisors for CLTC. He holds an Economics degree from Yale University and is a designated Fellow of the Society of Actuaries.   Marc joins me today to discuss and clarify the misconceptions about long-term care planning and insurance. He describes why long-term care services have greater inflation than other products and how financial advisors can approach a conversation with a client about policies. He discusses why financial advisors should work with long-term care specialists. He also explains how offering long-term care planning to clients can open up generational wealth planning opportunities for financial advisors and highlights why long-term care planning is one of the best business relationship-building tools for a financial advisor.   “Think of a long-term care policy as a gift to your family. I bought my policy as a gift to my wife, who was happy to know that if something happens to me, she will not feel burdened with providing care for me.” - Marc Glickman   This week on The Model FA Podcast:   Marc’s background and how he began his career in long-term care planning and insurance Long-term care planning and insurance and its role in a general financial plan How unpaid long-term caregiving impacts families The best time to talk to a client about long-term care insurance policies How to talk to a client who’s not open to long-term care Funding mechanisms for long-term care services and policies Planning for insurance premiums with clients living on a fixed income The likelihood of an individual using their long-term care policy How a client can benefit from a long-term care plan if they don’t get to use it How offering long-term care products can help financial advisors grow their businesses   Resources Mentioned:   Book: The Snowball: Warren Buffett and the Business of Life by Alice Schroeder   Our Favorite Quotes:   “When you’re properly insured, you get an insulation and a sense of fearlessness that no matter what happens, everyone around you is taken care of. It’s a rewarding feeling.” - David DeCelle “Not implementing long-term care planning throughout your client relationships makes you grossly under-insured in your own book of business. Have these conversations; otherwise, it's a business risk for you in the long run.” - David DeCelle “One out of two people will have an extended care event that will last up to 90 days. It’s definitely something worth planning for.” - Marc Glickman   Connect with Marc Glickman:   BuddyIns BuddyIns Insurance Service on LinkedIn BuddyIns Insurance Services on Facebook BuddyIns Insurance Services on YouTube Marc Glickman on LinkedIn Email: Marc@BuddyIns.com   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Mar 21
33 min
The MVP Guide to Branding for Financial Advisors with Jennifer Hensley
Jennifer Hensley is a marketing strategist and the owner of Playmaker Coaching & Consulting LLC— dedicated to changing the game for referral-based business owners. By creating and implementing 90-day marketing plans with her clients, Jennifer helps them scale sustainably without the hassle or hustle. Jennifer worked with Northwestern Mutual for over 18 years before becoming the owner of Playmaker Coaching & Consulting in 2019. She graduated from the University of Missouri-Columbia with a Bachelor’s in Marketing and earned her Chartered Financial Consultant and Chartered Life Underwriter designation from The American College of Financial Services.   Jennifer joins me today to offer advice on branding for financial advisors. She outlines the SVC branding framework and discusses what factors financial advisors need to consider when creating a branding strategy. She explains how financial advisors can elevate their branding if they’re not active on social media. She also highlights how advisors can avoid getting overwhelmed when beginning marketing work for their business and underscores the value of creating a playbook for branding success.   “Start by showing up: comment on others’ content, give free resources, or add value. Starting there can make a huge difference, and you wouldn’t have to worry about how much you need to post every day.” - Jennifer Hensley   This week on The Model FA Podcast:   Jennifer’s background and career at Northwestern Mutual The “Strategy, Value, and Consistency” framework for branding Tracking and identifying client segmentation and ideal clients Jennifer’s advice for being more consistent with branding work The three circles of people who will see your content The importance of adding free value to other people How financial advisors can elevate their branding if they’re not active on social media Creating a library of content for repurposing and reusing The branding minimum viable product every financial advisor needs to have   Resources Mentioned:   Book: One Word that will Change Your Life by Dan Britton, Jimmy Page, and Jon Gorden Book: The Four Tendencies: The Indispensable Personality Profiles That Reveal How to Make Your Life Better (and Other People's Lives Better, Too) by Gretchen Rubin Book: Find Your Yellow Tux: How to Be Successful by Standing Out by Jesse Cole   Our Favorite Quotes:   “The reality is if you want people to care about your stuff, it starts by you caring about theirs. You need to interact with them first to make interaction happen.” - David DeCelle “It’s important to not just put together a plan but also a plan of execution, and a plan around how you’re going to review and reassess.” - David DeCelle “Being strategic, value-based, and consistent helps advisors create aim and focus, rather than just going all over the board and hoping something will work out.” - Jennifer Hensley “Advisors often have a lot of ideas all the time and immediately take it all and adopt it all, at which point they struggle. Trying to make it manageable makes it more consistent.” - Jennifer Hensley   Connect with Jennifer Hensley:   Playmaker Coaching & Consulting Email: jennifer@PlaymakerCoach.com Jennifer Hensley on LinkedIn Jennifer Hensley on Instagram   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Mar 7
45 min
Leveraging Fintech to Scale Practice Management Efficiency with Hiren Patel
Hiren Patel is the Head of Advisor Solutions at 55ip, a fintech company dedicated to breaking down the barriers to financial progress. By using its tax-smart investment strategy engine, 55ip helps financial advisors dramatically improve their efficiency and effectiveness. Hiren served as an Advisor Engagement Manager for SigFig from 2019 until joining the 55ip team in 2022. He served Merrill Lynch for over seven years as their Managed Solutions Specialist and Merrill Edge Performance Management VP. He holds a Bachelor of Arts degree in Economics from Rutgers University and a Master of Business Administration degree from the Fox School of Business at Temple University.   Hiren joins us today to discuss how 55ip helps financial advisors break down barriers to financial progress and scale their businesses. He outlines 55ip’s tax strategies and how they help financial advisors make shifts in their careers. He offers advice on direct indexing. Hiren also explains how fintech can help financial advisors get time back in their businesses, increase their value proposition, or transition seamlessly to the RIA space.   “It’s hard to save and stock money for the rainy day, but it’s actually the easy part of investing. The hard part is getting the money out efficiently and effectively.” - Hiren Patel   This week on The Model FA Podcast:   Hiren’s background, work experience at Merrill Lynch, and journey to 55ip COVID-19 and the shift of financial advisors toward the RIA channel What 55ip is and how they help financial advisors create scale and efficiency Tax-marked transitioning and automated tax-loss harvesting Tax-marked withdrawals and demonstrating value to clients Reviewing 2022’s volatile market and tax-loss harvesting Why tax-loss harvesting can be challenging for financial advisors How 55ip helps financial advisors address the challenges related to model customization and personalization Bringing back the value of time in a financial advisor’s business Direct indexing for financial advisors   Resources Mentioned:   Book: Playing to Win: How Strategy Really Works by A.G. Lafley and Roger L. Martin   Our Favorite Quotes:   “Putting together a thoughtful plan saves a considerable amount of time at execution and eliminates human error.” - David DeCelle “Any time you can buy back and leverage your time, you can grow your business or increase your lifestyle.” - David DeCelle “Tax harvesting is a great strategy that provides value and some additional returns in a negative market, but it needs to be done and executed effectively.” - Hiren Patel   Connect with Hiren Patel:   55ip Hiren Patel on LinkedIn Email: info@55-ip.com   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Feb 21
50 min
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