Sten sits down with Eric Kapitulik, a former Marine Corps officer and co-founder of The Program. Listen to this episode to absorb the wealth of knowledge Eric shared. It's not just a conversation; it's a roadmap to becoming a better leader, teammate, and individual.

Embracing Challenges: Eric's journey from the military to the consulting world is a testament to the power of resilience. He reminds us that no matter the size of your team or the scope of your challenges, the principles of leadership and discipline are universal.

A Must-Read: Eric's book is packed with intensity and invaluable lessons that will leave you inspired.

Long-Term Greed vs. Short-Term Gain: One of Eric's golden nuggets of wisdom is to focus on long-term wealth creation, not just for your clients but for yourself—in all aspects of life. This principle has stuck with him since his days in financial services and continues to guide his decisions.

The Power of Persistence: Did you know the average prospect engages after eight points of contact, yet most salespeople give up after three? Eric's experience highlights the importance of discipline and the game-changing impact of staying the course.

Leadership and Teamwork: Whether you're flying solo or part of a larger organization, the essence of success lies in efficient teamwork and the pursuit of excellence through clear goals and standards.

Mindset Matters: They discuss the crucial distinction between 'hard' and 'challenging' and how reframing our mindset towards gratitude can profoundly influence our daily motivation and actions.

Launch Your Day with Purpose: Starting your morning with intention can set a positive tone for the entire day. Whether it's exercise, journaling, or another focused activity, make it count.

Kindness vs. Niceness in Leadership: Eric and Sten explored the deeper meaning of kindness in leadership—it's not just about being nice, but about pushing each other towards growth and improvement.

Eric's website: https://theprogram.org/

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

Co-host Andy Traub sits down with advisor James Graham for this Advisor Stories episode. 

James shares his journey of nearly a decade in the industry, focusing on the significance of team structure and specialization in financial planning. 

He discusses his approach to delegating tasks, allowing him to concentrate on client interactions and strategic business planning. 

James highlights the challenges of balancing personal involvement with the necessity of trusting his team to handle responsibilities. 

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

In this episode, Sten answers your questions from the financial advisor community. 

He outlines the growth stages of an advisory practice, detailing his own experience from solo advisor to a larger team, emphasizing delegation and hiring strategies. 

Sten discusses prospecting techniques, the value of solving client problems, and recommends books that shaped his business approach. 

He also shares insights on managing people, the importance of structured onboarding, and the distinction between abdication and delegation. 

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Fill out the Advisor application form here.

Sten sits down with Mike Jesowshek, a CPA and entrepreneur, to discuss the gap between knowing tax strategies and implementing them.

Mike's journey is nothing short of inspiring. From starting his first business at 14 to pioneering a digital accounting firm, he's a testament to where passion and expertise can take you. In their chat, he peeled back the curtain on his transition from online marketing to becoming a tax strategy virtuoso.

Mike stressed the importance of the power of simplicity by breaking down complex tax concepts into bite-sized, understandable pieces. Imagine using a Health Savings Account as a retirement tool or the benefits of hiring your children and funding Roth IRAs – these are just a couple of the strategies they dove into.

They also tackled the art of communication in the financial advisory world. It's not just about what you say, but how you say it. Advisors need to challenge the status quo, ditch the generic newsletters, and really engage clients with compelling, clear information.

Ever heard of hiring your kids but felt too overwhelmed to implement it? You're not alone. We discussed why many business owners know the strategies but don't act on them. It's about giving you the confidence and the nudge to take that next step – and that's where advisors shine.

They also discussed the importance of sharing knowledge openly with clients. By not shying away from sharing information, advisors can build trust and provide immense value, showcasing how tailored tax strategies can significantly impact a client's financial health.

You can hear more from Mike here:

Small Business Tax Savings Podcast: https://www.taxsavingspodcast.com/

TaxElm: https://taxelm.com/

Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Fill out the Advisor application form here.

In this installment of our Advisor Stories series, Andy interviews advisor Tyler Morris. 

Tyler peels back the curtain on his professional journey, revealing the pivotal moments and the lessons learned along the way.

Here's a sneak peek of what they dove into:

Transition Tales: Tyler opens up about his recent shift into the financial advisor role.

The Nashville Effect: Discover how a training event in Nashville tuned Tyler's approach to his career and client relationships.

Value Beyond Dollars: They tackled the tricky topic of charging for financial advice. Tyler shared his evolved mindset on recognizing the worth of his services and how he communicates this to clients.

Advice for Advisors: Are you pondering whether to start charging for your time and ideas? Tyler's reflections and advice could be the nudge you need to make that decision.

We’re confident that Tyler's experiences and insights will resonate with you, whether you're in the financial industry or simply interested in the art of value exchange. 

Interested in working at Legacy Investment Planning? Fill out the Advisor application form here.

In this episode, Sten and Andy explore the importance of creating a great planning proposal. It serves a critical role in setting and managing expectations in business by what you put into your financial planning proposal. 

They discuss:

Setting Expectations: The Heart of Client Satisfaction

Clear expectations are the cornerstone of a happy client relationship. Ever had a misunderstanding with a client? We've all been there, and it's usually down to unclear expectations. They’re talking about avoiding that pitfall and ensuring your clients are on the same page from day one.

Crafting the Perfect Proposal

What goes into a proposal that not only informs but also impresses? It's not about bombarding clients with data but about crafting a document that's as clear as it is compelling. Sten has some practical tips straight from the conversation that will help you revamp your proposals to make every page count.

Look and Feel Matter

Never underestimate the power of a well-designed proposal. Sten shares his insights on creating a visually appealing document that aligns with your brand and sets the stage for a great client experience.

Focus Without the Fluff

They also touch on the art of being thorough without overwhelming your clients. Sten's approach? A robust deep dive into each category without letting clients get bogged down in the minutiae. It's about guiding them, not giving them a menu to order from.

Realistic Timelines

Setting realistic timelines is crucial, and they discuss how to communicate the intensity and duration of the engagement right off the bat. It's about managing expectations and creating a process-driven experience that clients can trust.

Balancing Compliance and Communication

Lastly, they tackle the tricky balance between meeting compliance requirements and maintaining clear communication. The goal? To separate the onboarding paperwork from the expectation-setting process to ensure clients know exactly what they're signing up for.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Sten and Andy dive into the critical role of setting and managing expectations in business, particularly in client relationships.

They discuss the consequences of unmet expectations, such as negative client feedback and job dissatisfaction, and the common issue of failing to verbalize expectations, which can lead to misunderstandings. 

Through practical examples, they advise on asking open-ended questions to uncover unspoken expectations and stress the importance of clear communication to align with clients.

They also touch on the financial advisory industry, suggesting visual tools to clarify service models and the necessity for advisors to proactively manage expectations to avoid resentment and ensure business success.

They wrap up with a call for an "expectation audit" within businesses and teams to enhance client satisfaction and relationship outcomes.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Host Andy Traub talks with financial advisor and founder of Financial Staples, Chloe Moore. She shares her insights on connecting with clients, particularly those from minority groups, and her expertise in equity compensation. 

She discusses her approach to asking reflective questions to guide clients towards better financial decisions and the importance of building a network of professionals, including CPAs and estate planning attorneys, to support clients' diverse needs. 

The conversation explores the concept of a lifestyle practice, where Chloe aims to balance her business with her ideal life, emphasizing work satisfaction over maximizing income. She advocates for aligning one's core values with career decisions and the possibility of making changes for personal happiness and fulfillment.

Connect with Chloe:

Website: financialstaples.com

Linkedin: linkedin.com/in/chloemoore/

Twitter: twitter.com/finstaples  

Instagram: instagram.com/financialstaples/

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Sten talks with good friend Dr. Josh Axe, a functional medicine practitioner, author, and entrepreneur. Josh shares his personal journey with functional medicine, the expansion of his clinic and online platform, and offers insights on business growth, team dynamics, and the power of communication. 

Journey into Healing: Josh opens up about his personal voyage into the world of functional medicine. It's a tale of transformation sparked by a family health crisis that reshaped his career and life's mission. 

Business Growth Unpacked: Ever wonder what it takes to scale a health clinic and launch an online health platform successfully? Josh spills on the strategies that propelled his business forward. 

Mastering Communication: Whether you're leading a team or just starting out, Josh's experiences in the health and wellness industry reveal the undeniable power of effective communication. 

Mindset Makeover: Josh shares his wisdom on how to identify and overcome the mental blocks that hold us back. 

The Why, Who, What, and How: Understanding these four pillars is crucial in any business. Josh emphasizes their significance and how they've shaped his approach to success.

Order a copy of his new book, Think This Not That. 

Follow Dr. Josh Axe:

YouTube

Instagram

Twitter

Facebook

TikTok

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Referral expert Bill Cates discusses strategies for financial advisors to obtain referrals and manage client relationships effectively. 

They emphasize the importance of:

1. Setting clear expectations
2. Being responsive to client communications
3. Understanding the lifetime value of a client

Bill introduces the concept of "referability" and shares insights from his latest book, "The Language of Referrals," covering topics such as promoting introductions, asking for referrals, and addressing concerns.

They highlight the need for authentic, direct communication and the pitfalls of formulaic referral methods. Bill also shares practical advice for advisors to enhance their referral processes and client interactions.

Bill Cates is widely recognized as one of the foremost experts in the art and science of acquiring new clients through referrals and personal introductions. He is president of Referral Coach International, founder of The Cates Academy for Relationship Marketing™, and the host of the podcast TopAdvisorPodcast.com. Bill was recently rated as the #1 Financial Advisor Influencer by Indigo Marketing.

Bill is also a bestselling author. His books are, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, Radical Relevance, and his latest book is The Language of Referrals.

Free resources for listeners:

1. Guides, Checklists, Videos: www.ReferralCoach.com/resources

2. New Advisor Relationship Marketing & Prospecting: www.KickStartProspecting.com

3. 4 Infographic Guides: www.FearlessReferrals.com

4. How I Handle Referrals: www.HowIHandleReferrals.com

5. Link to the Book: www.LanguageofReferrals.com

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Andy chats with financial advisor Nate Leo about his experience getting into the industry, challenges he overcame, his advisor superpower, and current success charging for planning. 

Nate recounts the college elective that piqued his interest in the field and his initial aspiration to be an investment banker. He shares the early challenges of building a client base and credits his mentor and firm's team culture for his success. 

He credits his "superpower" as his ability to connect with clients and explain financial planning's value, which can turn a casual chat into a client relationship. 

They also discuss the importance of serving a diverse client demographic and the benefits of strategic partnerships with other financial professionals to meet complex client needs.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Sten and marketing expert Dave Touhill dive into the intricacies of marketing for financial advisors. 

They discuss the importance of understanding your audience and avoiding generic marketing tactics. They discuss the value of building local trust by engaging with influential community members and providing free advice. 

Dave criticizes the reliance on outsourcing marketing without a clear strategy and advises focusing on proven methods and seeking guidance from other successful advisors. 

They also share the "marketing flywheel" concept and urge advisors to master one strategy at a time, build relationships, and continuously refine their marketing efforts to establish credibility within their community.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

In this episode, Sten tackles questions from listeners, offering advice on various aspects of financial advising. 

• He discusses the importance of clear communication, especially when explaining one's role as an advisor. 
• He emphasizes the shift from selling products to providing true advisory services and the value of collaborating with professionals like CPAs and tax attorneys for tax strategies. 
• He also talks about revenue tracking and suggests a performance-based compensation model for W-2 advisors. 

Additionally, Sten touches on the personal side of business, talking about managing relationships and the benefits of networking with like-minded individuals for professional growth.

This episode is a blend of practical tips and Sten's personal experiences, aimed at helping financial advisors navigate their careers.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Gavin Filasek has become a better leader and it has paid off BIG TIME for his team. They grew their planning revenue over 400% in one year. In this episode, he and Sten discuss his journey from traditional advising to fee-based planning.

Transitioning to Transparency: Gavin’s move to fee-based planning has brought clarity to their services and the clients they serve.

Leadership Evolution: They discuss Gavin's leadership growth and how it's shaped the firm's success. His dedication to communication and team development has paid off in multiple ways.

Continuous Learning: Gavin and Sten outline specific ways to improve their communication and leadership skills.

Think Like an Owner: Gavin emphasizes the shift in mindset from salesperson to business owner. It's a crucial step for advisors ready to redefine their role in the industry.

Get six free training videos and a dozen free planning resources at GoBeElite.com.

Learn to be an Elite Advisor with our free training at GoBeElite.com.

In this episode, Sten talks with financial advisor and entrepreneur Derrick Kinney about the importance of self-reflection and strategic thinking in personal and professional growth. Derrick shares his experience of leaving a successful financial advisory practice after a sabbatical made him realize his lack of enjoyment in the role. He discusses the significance of addressing clients' problems through marketing and the power of storytelling to connect with prospects. 

Derrick explores the detrimental effects of limiting beliefs on success and the necessity of authenticity in business. This episode includes personal stories from both Sten and Derrick, offering insights into overcoming challenges and achieving success as financial advisors and entrepreneurs.

Want to learn about the 10 Fatal Mistakes Financial Advisors Make and How to Avoid Them? Download your FREE PDF HERE.

Order your copy of the USA Today and Wall Street Journal bestselling book Good Money Revolution HERE.

Connect with Derrick HERE.

For daily tips to help you make and save money, follow him on Instagram @DerrickTKinney

Learn to be an Elite Advisor with our free training at GoBeElite.com.

A few seats left…save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this episode, Sten and Andy help you find out how to overcome the barriers that prevent you from investing in personal development.

What are the roadblocks to self-investment?

Awareness Gap: It's startling how many of us aren't even aware that we're not growing. We're stuck in our ways, and it's holding us back.

Fear of Change: Change is scary. Breaking through that fear is liberating.

Time Crunch: "I'm too busy" is a mantra we've all used. But if we don't make time for growth, we'll always be running to catch up.

How do we consistently grow?

Intentional Growth: Being intentional in the wrong direction gets you nowhere. It's about aligning your actions with your goals.

Curiosity Unleashed: There's a world of knowledge out there waiting to be discovered. Unlocking different layers of curiosity can be the key to your next breakthrough.

Investing Wisely: Think of investing in your development like a farmer investing in better irrigation – the returns can be game-changing.

Where do we find the path to our best selves?

Self-Awareness: Are you one of those advisors living in an "average world"? It's time for a reality check. You might be trying hard, but are you really reaching your full potential?

The Big Leap: Hiring a staff member can be a leap of faith, but it can propel growth. Sometimes, you have to invest before you feel 'ready.'

The Takeaway

Investing in yourself isn't just about spending money; it's about recognizing your worth and potential. The coaching and training we offer will help you become your best self, not just incrementally improved.

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

To Your Success, 

Sten J. Morgan, CFP®, ChFC®

15 seats left…save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

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Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this episode, Sten catches up with Wes Young, business owner, advisor, and part-time pastor, about the intricacies of managing a successful remote team in the financial planning industry.

Evolving Business Models: Wes’s journey from a young entrepreneur to a seasoned professional is nothing short of inspiring. He shares the pivotal moments of transitioning his business from commission-based to fee-based financial planning.

The Art of Prioritization: Wes introduced a game-changing ranking system that helps prioritize tasks based on impact and enjoyment. Imagine focusing on what you do best and love most – we discuss how this approach can revolutionize your workweek.

Hiring with Vision: Building a team is no small feat. Wes shares the importance of aligning new hires with your organization's vision and values and how to ensure everyone is working towards the same ideal workweek. 

The Simplicity of Success: Rejecting the average industry path, Wes chose a life of 'mature simplicity' over 'sophisticated confusion.' It's a powerful reminder that sometimes, less is more, and simplicity can lead to greater success and fulfillment.

Your Call to Action: Assess your own activity matrix. If you're ready to gain a fresh perspective and accelerate your progress, this episode will be the catalyst you need.

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

To Your Success, 

Sten J. Morgan, CFP®, ChFC®

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this podcast episode, Sten and Rich Kurkowski, EOS expert, discuss the practical application of EOS (entrepreneurial operating system) tools in businesses. They emphasize the importance of the Vision Traction Organizer (VTO) for setting a clear vision and actionable plan, the accountability chart for defining roles, and the scorecard for tracking key performance indicators (KPIs). They advocate for weekly goal setting and reviews to quickly adjust strategies based on data, rather than relying on chance with infrequent assessments. The conversation also covers how to manage team expectations and the benefits of focusing on activities that directly contribute to goals, using the concept of "rocks" for setting 90-day priorities. They also discuss the effectiveness of weekly meetings and the structure provided by EOS to ensure they are productive and focused.

Free EOS business management tools

EOS Organizational Checkup

Get in touch with Rich

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

Sten J. Morgan, CFP®, ChFC®

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

In this episode, Sten talks about the delicate act of balancing business expansion with top-notch client advice.

Discover why Sten stopped chasing the elusive goal of becoming a full-time portfolio manager and how he found a sweet spot partnering with institutional money managers. 

HOW TO CHARGE LIVE WORKSHOP

Save $300 on the upcoming How To Charge LIVE training by using coupon code podcast at checkout.

http://www.HowToChargeLive.com

Click here to meet with Andy if you have any questions about the How To Charge LIVE event in April – https://eadvisornetwork.com/htcAndy

Sten J. Morgan, CFP®, ChFC®

Save $300 on the upcoming How To Charge LIVE training by using coupon code PODCAST at checkout.

http://www.HowToChargeLive.com

Questions? Meet with Andy to get your questions answered about the upcoming workshop. 

https://eadvisornetwork.com/htcAndy

Want to be featured on a future episode of Advisor Stories? Go to the link below to apply.

http://www.StenMorgan.com/advisorguest

In the first episode of our Advisor Stories series, Nate Fair, a seasoned financial advisor, shares his insights on transitioning from a wholesaler to an advisor. 

Nate focuses on helping business owners minimize taxes and make confident financial decisions. He explains the importance of clarity, confidence, and trust in his client relationships. Nate and Andy explore the impact of intentionality and practice in providing quality financial advice, the process of engaging clients with new planning services, and the significance of time management in achieving work-life balance. 

His approach to financial planning has led to substantial growth in his business, with a focus on the implementation of strategies rather than just presenting ideas.

Save $300 on the upcoming How To Charge LIVE training by using coupon code PODCAST at checkout.

http://www.HowToChargeLive.com

Questions? Meet with Andy to get your questions answered about the upcoming workshop - https://eadvisornetwork.com/htcAndy

Sten J. Morgan, CFP®, ChFC®