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.
Harnessing the Power of Storytelling for Effective Seminars and Prospect Conversion with Natalie Grassi
Natalie Grassi is an Advisor Development Consultant at Simplicity Scottsdale, an organization that is revolutionizing the insurance industry. Natalie specializes in helping financial advisors reach their goals faster by guiding them in overcoming their challenges. She has created marketing plans for top performers and has coached hundreds of advisors on seminar best practices. Before joining Simplicity, Natalie worked as a Success Coach for Advisors with White Glove, a tech-enabled marketing services company. Natalie joins me today to discuss her best practices in marketing for financial advisors. She shares her emergence in the industry and how she pivoted from being an elementary school teacher to working with financial advisors. She explains why financial advisors need to stay open and curious with their clients and reveals the factors that define (and make) the best financial advisors. She also underscores the power of using storytelling to connect with prospects and convert them into clients.   “All the little things make the biggest difference and impact the result. They create an experience for prospects and make prospects take the next step with you.” - Natalie Grassi   This week on The Model FA Podcast: Natalie’s background in the financial services industry Simplicity Scottsdale’s services and how they help advisors What financial advisors should consider when developing a marketing plan Why advisors need to give their marketing plan and activities more time What makes an effective financial advisor The importance of tracking results and keeping marketing funnels full Why seminars are working well — despite the pandemic How financial advisors can increase their conversion rates from registration to attendance Why financial advisors should invite their seminar attendees to follow them on social media  Converting seminar attendees into client appointments The power of curiosity and storytelling   Resources Mentioned: Book: What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Michael Bosworth and Ben Zoldan Book: Delivering Happiness by Tony Hsieh Book: Untamed by Glennon Doyle Loom: Video Messaging for Work BombBomb Video Mail   Our Favorite Quotes: “People like to do business with people they know, like, and trust. If they connect with you on social media, it lets them connect with you on a deeper level.” - David DeCelle “Storytelling is a tool to help financial advisors increase their conversion rates.” - David DeCelle “The best advisors don’t say they’ll continue what they’ve always done. They look for new ideas, recommendations, training, and other things that will help them get better.” - Natalie Grassi   Connect with Natalie Grassi: Simplicity Scottsdale Simplicity Scottsdale on LinkedIn Simplicity Scottsdale on Facebook Simplicity Scottsdale on YouTube Natalie Grassi on LinkedIn Email: natalie.grassi@simplicitygroup.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.
Nov 16
53 min
LinkedIn101 for Financial Advisors with Brendan Barca
Brendan Barca is a coach, speaker, and consultant specializing in helping financial advisors enter the digital age. Through his live workshops, webinars, and online courses, Brendan teaches financial advisors how to grow their businesses by modernizing their websites and embracing digital technology. In addition to his work as a consultant for financial advisors, Brendan is also Co-Founder of Brema Solutions, a firm dedicated to creating a more intentional, aware, and mindful world. Brendan joins me today to share his advice on how financial advisors can leverage LinkedIn and other online tools to expand their businesses. He shares why and how he shifted from working in the financial services industry to starting a consultancy business. He discusses how content marketing can help prospects find financial advisors and explains why networking on LinkedIn is a gradual process. He also shares his advice for optimizing your business’s website on Google and underscores why financial advisors need to embrace the digital world.   “LinkedIn is a gradual and strategic process.  It’s a slow burn: you connect, build rapport, and then ask for a meeting.” - Brendan Barca   This week on The Model FA Podcast: Why some financial advisors feel like LinkedIn doesn’t work for building business How optimizing your LinkedIn profile separates you from other financial advisors Using content for marketing and keeping prospects interested in you The power of niching in business-building and how to position yourself as a valuable resource on LinkedIn and other networking platforms How long it takes to reap the benefits of networking on LinkedIn Why financial advisors need to embrace digitalization Brendan’s advice for financial advisors who are hesitant about taking their businesses online Online meeting best practices Optimizing your Google ranking to get more prospects to your business website   Resources Mentioned: Book: The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich by Tim Ferris Book: Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers by Tim Ferris   Our Favorite Quotes: “People get to know you by the amount of experiences they have with you.” - David DeCelle “You want to create content on LinkedIn. Even if your content doesn’t get a huge engagement, you can still repurpose it.” - Brendan Barca “Advisors should create valuable content on a consistent basis on LinkedIn.” - David DeCelle   Connect with Brendan Barca: Brendan Barca Solutions Email: brendan@brendanbarca.com Brendan Barca 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.
Nov 9
33 min
Business Development and Prospecting Opportunities through Medicare with Scott Nelson
Scott Nelson is the founder and CEO of Thrive Medicare, a fee-only financial services firm dedicated to helping clients live happy, comfortable lives by guiding them reach their financial goals. After nearly two decades of supporting advisors and their clients through Thrive Wealth Strategies, Scott built Thrive Medicare as a platform that offers training, mentorship programs, direct client support, and referral networks to assist financial advisors in the United States. Scott joins me today to discuss how financial advisors can use Medicare as a prospecting and business development tool. He discusses how he pivoted from being a financial advisor to starting his Medicare services business and how he grew it through referrals. He describes why Medicare is a “fragmented” industry. He also explains how offering Medicare advice can build trust between a financial advisor and their client.   “Medicare is the best prospecting tool you’ll have.” - Scott Nelson   This week on The Model FA Podcast: How Scott launched his Medicare business Why Medicare is a fragmented industry and how it’s different from the financial advisory industry How offering Medicare can benefit financial advisors The “give-to-get” offer and why clients don’t look for a holistic fiduciary planner How the Medicare process can give you the opportunity to present your professionalism and perform fact-finding Medicare season and using Medicare as a tool to get referrals Why offering Medicare as a value-add gets you more referrals as a financial advisor   Our Favorite Quotes: “Marketing is a creative and ethical way to get someone’s attention and trick them into hanging out with you.” - David DeCelle “Of a hundred people you’re asking, not all are going to sign up for Medicare—but all one hundred will ask you for advice.” - Scott Nelson “Rarely will a client say, I need to find a holistic planner and address this entire thing! It’s usually a particular problem they need to work through, and it’s the adviser’s job to help them.” - David DeCelle   Connect with Scott Nelson: Thrive Medicare Strategies Scott Nelson on LinkedIn Email: scott@Medicarebythrive.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.
Nov 2
30 min
The Fundamental 4: How Financial Advisors Can Grow Purposefully with Andrea Lopez-Schlapia
Andrea Lopez-Schlapia is the founder and CEO of IronstoneHQ, an organization that helps financial advisory professionals design, develop, and sustain their businesses. After rising through the ranks of several global investment firms such as Dreyfus, Prudential, and Deutsche Bank, Andrea founded IronstoneHQ in 2008 to help financial advisors. She is the creator of IronstoneHQ’s Fundamental 4 scorecard and blueprint, a system she designed to help financial advisors grow purposefully, operate more efficiently, and continue their business’s legacy. Andrea joins me today to discuss the Fundamental 4 blueprint and how organizations can leverage it for exponential growth. She explains why businesses should cast a vision through strategic planning and outlines how leaders can put those plans into action through business development. She underscores why it’s important to systematize and standardize a company’s systems and processes. Andrea also highlights why it’s critical to cultivate the human element of an organization and shares some of her strategies for developing company culture.   “Cast a wide net at the beginning of your career. Explore what you like—what becomes your sweet spot is your growth.” - Andrea Schlapia   This week on The Model FA Podcast: Andrea’s background and the catalyst behind IronstoneHQ The leap from being a great financial advisor to becoming a great business owner What the Fundamental 4 blueprint is and how it was created How often the Fundamental 4 should be implemented in an organization How to fall in love with your business again Being strategic and protecting your energy by working with people who give you energy The 10:3:1:Q method for casting your company’s vision The importance of having a clear vision for your business and writing it down on paper Picking and refining a niche and what it means to be a small giant How to pick a niche when starting out How to quickly build up trust with clients Operational effectiveness and the power of consistency Segmentation and why it’s important to document your business’s services and operations The psychology of selling The human element of culture-building and strategies for improving culture What development days are and why you should implement them monthly   Resources Mentioned: Book: Small Giants: Companies That Choose to Be Great Instead of Big by Bo Burlingham Book: The Checklist Manifesto: How to Get Things Right by Atul Gawande Book: Traction: Get a Grip on Your Business by Gino Wickman   Our Favorite Quotes: “When you build a community, you start educating people on what you do. Then it becomes an automatic referral-generating machine.” - Andrea Schlapia “Trust isn’t something that just takes time; it’s based on the accumulation of experiences.” - David DeCelle “Serving your clients better starts with serving yourself and your people.” - David DeCelle   Connect with Andrea Schlapia: IronstoneHQ The Fundamental 4 IronstoneHQ on LinkedIn IronstoneHQ on Instagram IronstoneHQ on Facebook IronstoneHQ on Twitter IronstoneHQ on YouTube Andrea Schlapia 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.
Oct 26
56 min
The Guide is Not the Hero: Financial Advisors and the Power of Storytelling with Aaron Klein
Aaron Klein is the co-founder and CEO of Riskalyze, the organization that invented the Risk Number, empowering the world to invest fearlessly. Under Aaron’s leadership, Riskalyze has grown to serve thousands of financial advisors and has been recognized by Fast Company Magazine as one of the world’s top ten most innovative companies in finance. InvestmentNews has named Aaron one of the industry’s Top 40 Under 40 executives. In addition to his responsibilities at Riskalyze, Aaron actively performs humanitarian work. He has co-founded and serves as a board member of Hope Takes Root, an initiative to serve orphans and vulnerable kids in Ethiopia, and serves on the board of Invest in Others, an organization that supports financial advisors who give back to their communities. Aaron joins me today to discuss how financial advisors can harness the power of storytelling to foster their connection with clients. He describes how the impetus behind Riskalyze started in a conversation between friends. He defines what the “red pill” principle is and shares the different personal routines he maintains to help him balance his time between family and business. He also discusses how clients seldom make long-term decisions, highlights how social media can be used for positive outcomes, and underscores the relationship between storytelling and good selling.   “Painting yourself as the hero instead of a guide leaves your clients as a spectator. You can’t be a successful financial advisor until the client takes an active role in the story.” - Aaron Klein   This week on The Model FA Podcast: Aaron’s backstory and why Riskalyze made a pivot to the B2B space The “Apollo 13” question and how Riskalyze started as a conversation between friends The “red pill” principle and the difficulty and wonder of being an entrepreneur Mindsets and personal routines that help Aaron stay positive and persevere through challenges Unlocking the secrets of powerful storytelling How clients make short-term decisions that serve as fuel for their long-term vision Using the C3 list to commit to the process of success The law of diminishing returns in social media Using capitalism to pull people out of poverty   Resources Mentioned: Book: What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Michael T. Bosworth Book: Working Backwards: Insights, Stories, and Secrets from Inside Amazon by Colin Bryar and Bill Carr Book: Amazon Unbound: Jeff Bezos and the Invention of a Global Empire by Brad Stone Book: The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers by Ben Horowitz   Our Favorite Quotes: “There are ups and downs and ebbs and flows in the entrepreneurial journey. It’s important to have an aspect of your life that’s foundational and stable. For me, that’s my personal routine.” - David DeCelle “A start-up is a process of learning. It’s about how much tenacity and drive you have to extend that learning experience long enough to get you to the other side.” - Aaron Klein “Ensure that the client feels educated and empowered to make decisions that can save themselves.” - David DeCelle   Connect with Aaron Klein: Riskalyze Riskalyze on LinkedIn Riskalyze on Facebook Riskalyze on Twitter Email: ak@riskalyze.com Aaron Klein on LinkedIn Aaron Klein on Instagram Aaron Klein on Facebook Aaron Klein on Twitter   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.
Oct 19
51 min
Refining Your Unique Value Proposition with Eric Clarke
Eric Clarke is the Founder and CEO of Orion Advisor Solutions, an organization that helps advisory professionals operationalize their vision for success by delivering cutting-edge financial technology and investment management solutions. Eric is an advocate for fiduciary advisory professionals and has written several articles for InvestmentsNews and The Journal of Financial Planning. A highly-regarded thought leader in the industry, Eric has received various awards, including ThinkAdvisor’s IA25 in 2012 and 2019 and InvestmentNews’s Icon & Innovators Award in 2019. Before founding Orion, Eric served as the Chief Operations Officer for CLS Investments from 1999 to 2006.  Eric joins me today to discuss the four pillars financial advisors should build to set themselves apart. He shares the history of Orion and how the company was born out of Eric’s frustration with finding the right RIA technology. He describes what makes a powerful value proposition and explains why advisors should focus on creating an impactful brand experience for clients. He also highlights the power of habits and discipline, discusses the value of listening to feedback, and underscores why any business owner should think about their “why.”   “Figuring out the exact market you’re going to serve is critical to success and refining your value proposition.” - Eric Clarke   This week on The Model FA Podcast: The founding of Orion and the challenges the company faced in the early days  How Orion dealt with financial advisors’ reluctance to adopt financial services technology Eric’s advice for entrepreneurial advisors who want to build their own businesses The importance of listening to market and client feedback The power of habits and how to maintain work-life balance while growing a company How financial advisors can differentiate their value proposition in the marketplace The impact of building a unique brand experience Niching down and why financial advisors need to identify the market they want to serve What strategic alignment is Different ways financial advisors can leverage technology to prospect clients The Traction model and the give-to-get prospecting method   Resources Mentioned: Book: Brand Harmony: Achieving Dynamic Results by Orchestrating Your Customer’s Total Experience by Steve Yastrow Book: Traction: Get a Grip on Your Business by Gino Wickman Book: The Art of the Start: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything by Guy Kawasaki   Our Favorite Quotes: “Prospect, plan, invest, and achieve. Those are the four strategic pillars advisors need to differentiate their value proposition.” - Eric Clarke “Advisors can set themselves apart through the experience component of their relationship with clients.” - David DeCelle “Your target market determines everything else about your business, branding, and marketing strategy.” - David DeCelle   Connect with Eric Clarke: Orion Advisor Tech Orion Advisor Tech on LinkedIn Orion Advisor Tech on Instagram Orion Advisor Tech on Facebook Orion Advisor Tech on Twitter Eric Clarke on LinkedIn Email: eric@orion.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.
Oct 12
48 min
The Predictable Growth Framework with Nick Bradley
Nick Bradley is the co-founder and director of The Fielding Group, a growth consultancy firm that helps founders and shareholders achieve freedom, accumulate wealth, and accelerate impact by improving business performance. Nick is a world-renowned business growth expert who works with entrepreneurs, business leaders, and investors on building high-value companies. Over the last decades, he has built, bought, and sold over 24 businesses with a combined valuation of $5.2 billion. Nick owns several other businesses in various industries—including education, media, and professional services—and continues to build his portfolio via acquisitions and joint ventures. Being passionate about helping other entrepreneurs grow and scale their business, Nick shares his expertise and insight by hosting Scale Up Your Business, the UK’s #1 business podcast. Nick joins me today to discuss the eight key areas a business must master to drive exponential, predictable growth. He shares his passion for health and fitness and discusses what sports and ultramarathons have taught him about running and growing a business. He highlights the importance of taking control of your time and explains how time management can give you more freedom in business and life. He also reveals why businesses often stop growing and underscores the power of having a clear business purpose.   “Anyone can build a business that grows over time, but if you don’t know the dynamics of that growth, you can’t necessarily repeat it and create efficiency—it’s not predictable.” - Nick Bradley   This week on The Model FA Podcast:   What health, fitness, and ultramarathons have taught Nick about scaling a business How Nick became passionate about fitness How to get out of complacency The power of discipline, structure, and planning Why planning your day gives you more freedom and flexibility Why businesses need to have a clear purpose The importance of knowing the ideal client you want to serve Why businesses that don’t niche down slow their growth Staying in your zone of genius and the power of cultivating an ecosystem that can help you scale Miracle mornings and creating the best morning routine for you The role of clarity and precision in business and life   Resources Mentioned: Book: Traction: Get a Grip on Your Business by Gino Wickman Book: The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 Months by Brian Moran and Michael Lennington Book: Think and Grow Rich by Napoleon Hill Book: The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) by Hal Elrod Book: The Road Less Stupid: Advice from the Chairman of the Board by Keith Cunningham Book: The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller   Our Favorite Quotes: “The more you can use your schedule, the more likely you are to follow through with the goals you’ve set.” - David DeCelle “Choose a group of people you want to serve. Doing so defines your marketing, service plan, and the experience that you deliver.” - David DeCelle “If you don’t take control of your time, the vacuum that exists there is going to be filled by something else.” - Nick Bradley   Connect with Nick Bradley: The Fielding Group Scale Up Your Business Podcast The Fielding Group on LinkedIn The Fielding Group on Facebook The Fielding Group on Twitter Scale Up Your Business Facebook Community Nick Bradley on LinkedIn Nick Bradley 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.
Oct 5
58 min
The Pillars of Relationship-Building with Luke Acree
Luke Acree is the President of ReminderMedia, a sales and marketing company that helps businesses generate leads, develop repeat clients, and capture referrals. Luke specializes in lead generation and has helped more than a hundred thousand entrepreneurs and small businesses grow their companies. Under Luke’s leadership, ReminderMedia has earned its place in Inc’s 5,000 List of Fastest-Growing Private Companies in America for four consecutive years. Luke is passionate about teaching the principles of relationship marketing, and hosts Stay Paid, a podcast ranked among the top 30 marketing podcasts on Apple Podcasts. Luke joins me today to discuss the keys to building a deep relationship with clients and prospects. He reveals the pain points financial advisors encounter in marketing and discusses how ReminderMedia can help them turn clients into raving fans. He defines the “FIT” and “FORWARD” marketing principles and describes how financial advisors can use different social media platforms to become more visible to their existing clients. He also underscores the rise of print in the age of digital media and highlights the value of actively engaging with others on social media platforms.   “There are three elements you need to have with your marketing to produce referrals, repeat business, and new businesses: frequency, impact, and trust.” - Luke Acree   This week on The Model FA Podcast: Luke’s background and how he started his first business, NextMark Design Joining ReminderMedia and the challenges Luke faced in building and growing a business The impact of enforcing and maintaining KPIs Identifying “quarterly rocks” and the role of accountability in business and life ReminderMedia’s services and how they help financial advisors Why advisors need to add value to their clients beyond financial management and advisory ReminderMedia’s print marketing strategy to promote financial advisors The FIT marketing methodology and the factors that drive impact The norm of reciprocity and how magazines can help build credibility for financial advisors Why advisors need to build more touch points with their clients How to connect with clients and prospects on a personal level on social media platforms The “FORWARD” principle and the keys to cultivating relationships with clients How to influence social media algorithms in your favor   Resources Mentioned: Book: Traction: Get a Grip on Your Business by Gino Wickman Book: Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink Podcast: Real Estate Rockstars Podcast: SharkPreneur Podcast: Marketing Genius Loom Video Messaging   Our Favorite Quotes: “People do business with people they know, like, and trust. Relationship-building is the key to getting there.” - David DeCelle “It’s amazing how a simple connection through social media can turn into an in-person interaction and collaboration.” - David DeCelle “The thing that holds a client is the trust and relationship they have with you.” - Luke Acree   Connect with Luke Acree: ReminderMedia Podcast: Stay Paid ReminderMedia on LinkedIn ReminderMedia on Instagram ReminderMedia on Facebook ReminderMedia on Twitter ReminderMedia on YouTube Luke Acree on LinkedIn Luke Acree on Instagram Luke Acree on Facebook Luke Acree on Twitter Email: luke@remindermedia.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.
Sep 28
59 min
New SEC Marketing & Ad Rules for Financial Advisors with Will Bressman
Will Bressman is the CEO of RIA in a Box, a leading provider of compliance and operations solutions for RIAs and investment advisors. RIA in a Box products are built by RIA advisors and developers and backed by a team of regulatory experts. Will graduated with a degree in History from Harvard University and completed his Master of Business Administration degree at the Stanford University Graduate School of Business. Before joining RIA in a Box in 2011, Will served in the digital media industry, working with Good Morning America and LXTV. Will joins me today to discuss the new SEC regulations on marketing, testimonials, and endorsements. He discusses how the new rules can impact financial advisors and explains what advisors can do to remain compliant. He shares his philosophy on running the operational aspects of a business and explains why he is passionate about business operations. Will also highlights the importance of proactively strengthening an RIA firm’s cybersecurity foundation and underscores the value of making a commitment to learning.   “Our goal is to ensure that advisors get the everyday operational tools they need to focus on what matters most: the clients and the market.” - Will Bressman   This week on The Model FA Podcast: Will’s career path: from working for Good Morning America, to getting into business school, to RIA in a Box The ideation stage of RIA in a Box The services RIA in a Box offers and how they have evolved over the years The lessons RIA in a Box learned as their range of products and services transformed New SEC regulations on client testimonials and how they can impact financial advisors How financial advisors can ensure their compliance with the new SEC rules on testimonials and endorsements What groupthink is and how positive testimonials can encourage prospects to work with a financial advisor Proactively empowering clients to stay ahead with cybersecurity issues What makes an effective cybersecurity tool and why training people is the best way to strengthen a firm’s cybersecurity How often cybersecurity breaches happen in independent wealth management and financial advisory firms Why RIAs need to cultivate great email and IT hygiene Disrupting the future by acknowledging the imperfection of the present   Resources Mentioned: Book: But What If We’re Wrong? Thinking About the Present As If It Were the Past by Chuck Klosterman Book: Thinking, Fast and Slow by Daniel Kahneman Wealthtender   Our Favorite Quotes: “You need to guide people through the process. Be extremely clear and communicative about not just where resources are, but how and when to use them.” - David DeCelle “Peoples’ decisions and choices are influenced by those around them. A prospect on the fence of working with you happens to see positive testimonials ― that might be the thing to make them say yes.” - David DeCelle “If you want to build a great product, you need to ensure you know how to translate that to clients and how they can get a lot of value out of it.” - Will Bressman   Related Content: Brian Thorp on Modernized Marketing Rules for Financial Advisors   Connect with Will Bressman: RIA in a Box RIA in a Box on LinkedIn RIA in a Box on Facebook RIA in a Box on Twitter Will Bressman 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.
Sep 21
49 min
Proactive Financial Planning and Tax Advice with Kevin Lozer
Kevin Lozer is the co-founder of Holistiplan, a tax planning software solution that helps financial advisors provide robust tax planning services to their clients. Kevin co-founded Holistiplan to help financial planners serve more clients that need comprehensive financial planning at all stages of life. In addition to his work with Holistiplan, he is also the founder and principal of his financial planning practice, Oakton Financial, and serves as a regional board member of the National Association of Personal Financial Advisors.   Kevin joins me today to discuss how leveraging the Holistiplan software can help financial planners and CPAs deliver more value to their clients. He shares his professional journey and how he co-founded Holistiplan after years of working in financial planning. He also explains how using Holistiplan can help financial advisors strengthen their relationships with their centers of influence and underscores the importance of educating consumers on what makes good financial planning.   “As an industry, we need to educate consumers on what good financial planning really is.” - Kevin Lozer   This week on The Model FA Podcast:   Kevin’s background and why he decided to transition to the software industry after operating a financial planning practice His first foray into financial planning from working in the world of corporate finance The ethos, beginning stages, and evolution of Holistiplan The difficulties of running a B2C organization and why Kevin and his co-founder decided to pivot into a B2B firm How long Holistiplan has been in business and how many advisors they currently serve The “give-to-get” method and how it creatively adds value, builds relationships, and turns prospects into clients How financial advisors can leverage Holistiplan for growth How Holistiplan helped increase adoption of tax planning software Building partnerships with broker-dealers and other ways Holistiplan grew from zero customers to 2,000 subscribers How financial advisors can leverage the Holistiplan software to deliver financial planning insights to their clients How Holistiplan can help financial advisors deepen their relationship with their centers of influence and CPAs   Resources Mentioned:   Book: The Ensemble Practice: A Team-Based Approach to Building a Superior Wealth Management Firm by P. Palaveev Book: Disrupting for Good: Using Passion and Persistence to Create Lasting Change by Chris Field Book: The Fine Green Line: My Year of Golf Adventure on the Pro-Golf Mini-Tours by John Newport   Our Favorite Quotes:   “If your friends and peers think you’re crazy, you’re probably on the right path.” - David DeCelle “Satisfied clients who have a better experience are more likely to share it.” - David DeCelle “Bringing CPAs to the boat will make them feel like they’re part of the team, and the client will feel like they have a team of financial professionals.” - Kevin Lozer   Connect with Kevin Lozer:   Holistiplan Oakton Financial Holistiplan on LinkedIn Holistiplan on Twitter Kevin Lozer on LinkedIn Email: kevin@oaktonfinancial.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.
Sep 14
58 min
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