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
- 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 on LinkedIn
- Riskalyze on Facebook
- Riskalyze on Twitter
- Email: firstname.lastname@example.org
- 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.
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.