The Confident Advisor Practice Podcast

Episode Summary In this episode, Adam Figura sits down with advisor and author Tyson Ray to unpack one of the biggest challenges facing advisory firms today: how to build a strong G2 (next-generation) team. Tyson explains why most firms are hiring the wrong way—looking for "mini rainmakers"—and why the real key is to hire and develop caretakers who can serve existing clients exceptionally well. He walks through Form Wealth's internship-to-advisor pipeline, how they mentor young advisors in the real world (not just in textbooks), and why embracing trends like the RIA model and AI is critical for long-term succession and firm value. Chapters 00:01 – Welcome & Topic Setup Adam welcomes listeners and introduces the focus of the episode: building your bench and growing a strong G2 team for succession and scalable growth. 01:09 – Meet Tyson Ray & His Aha Moment Adam introduces Tyson's background as CEO and founding partner of Form Wealth Advisors, his recognition in the industry, and his work on succession and mentorship. 01:52 – What Firms Are Doing Wrong with G2 Tyson explains how most founders try to hire a younger version of themselves—a rainmaker—and why that model rarely works given time, energy, and mentoring constraints. 03:12 – From Rainmaker to Caretaker Tyson shares the mindset shift: hiring advisors who care for existing clients rather than chase new business. He describes his realization that many client meetings had no complex problems left—just ongoing check-ins and life updates. 05:36 – The Power of the Caretaking Role How hiring people who love people (and details like the dog's name and trips) allows founders to focus on complex planning and business building, while caretakers deliver high-touch service and help make the firm the rainmaker. 07:03 – Why "Unlearning" Is So Hard & The Internship Solution Tyson talks about the difficulty of un-brainwashing experienced advisors and how that led him to build an internship program with a local university to start with a clean slate. 07:53 – Designing the Internship Pipeline The origin story of their first intern, how her tech skills immediately improved office processes, and how they structured her senior year to work part-time in the firm. 09:31 – Attracting Top Intern Talent (Not the Leftovers) Why they now receive hundreds of applications for just a couple of spots—and why you want students who are applying for next summer's internship in the fall, not scrambling in May. 10:40 – Front Desk to Back Office to Client Meetings Tyson outlines the three-month rotation: Month 1: Reception/front desk, handling mail and paperwork, learning forms and flows. Month 2: Exposure to both front and back office roles. Month 3: Sitting in client meetings, observing senior and G2 advisors in action. 12:42 – People vs. Data: Finding the Right Seat How they use real-world work to determine if someone is more client-facing (people-tilted) or back-office (data-tilted), and why today's interns need help building face-to-face communication skills. 13:55 – One Year of Shadowing & Task Ownership The G2 sits in meetings for about a year; the senior advisor assigns them follow-ups in front of the client and debriefs afterward so they understand not just what to do, but why. 16:08 – Removing the Sales Burden & Paying Salaries Tyson describes shifting G2s to salaried roles focused on caretaking, providing revenue stability and making it easier to serve clients well even in volatile markets. He also explains how former interns now lead the intern program. 17:37 – Investing Back into Your Practice Why solving the G2 problem requires reinvesting profits into people and systems—not just lifestyle—and why ROI shouldn't be measured in six months. 20:08 – Retention Through Career Path & Leadership Opportunities Adam and Tyson discuss how giving G2 advisors leadership responsibilities (like owning the intern program) creates a clear career trajectory and keeps them engaged for the long term. 20:52 – Industry Trends Advisors Underestimate Tyson talks about the rise of the RIA/hybrid space and the shrinking number of advisors versus the growing number of clients needing help—and why firms must learn to do more with less through technology. 22:16 – AI, Productivity & The Future Advisor A candid discussion about AI: it won't replace advisors, but it will replace advisors who refuse to use it. The winning model is a tech-leveraged, highly relational advisor. 23:52 – Final Advice: Start with One Intern Tyson's closing advice: start somewhere, don't hinge everything on one intern or hire, and view the process as a chance to give back and let fresh eyes improve your business. 25:00 – About Total Succession & Where to Learn More Tyson shares details on his new book Total Succession, how it guides advisors through their own planning process and explores succession options, and where listeners can find it (totalsuccession.com and Amazon). 25:48 – Closing & Thank You Adam thanks Tyson for joining the show and wraps up the episode with a message of encouragement for advisors building their next generation. Key Takeaways Stop looking for the "younger you" rainmaker. Most founders try to hire a mini version of themselves who will sell and grow the business—but this usually fails. Hire caretakers, not hunters. G2 advisors should primarily be responsible for caring deeply for existing clients and delivering your firm's planning process, not carrying the burden of sales. Mentorship is non-negotiable. Young advisors leave when they don't get time, feedback, and consistent joint work with senior advisors. Internships are your farm system. Form Wealth built a university-based internship program that attracts proactive students early (applications the fall before the summer) and turns the best fits into full-time hires. Use internships to test "fit" in three arenas. Front desk/reception, back office/data work, and sitting in client meetings reveal who's more people-oriented vs. data-oriented. Train by shadowing and task ownership. For about a year, G2 advisors sit in meetings, take on follow-up tasks ("Adam will get that for you…"), and debrief afterwards to understand the why behind each step. Remove the sales burden and pay a salary. Tyson's G2s are salaried caretakers, which creates stability, reduces stress in down markets, and lets them focus on service, not production. Build a teaching ladder. Former interns who are now CFP® advisors help train the next class of interns, so knowledge compounds and doesn't rest solely on the founder. Underestimated trend #1 – The RIA evolution. The growing RIA and hybrid space is essentially recreating the old regional firm model and changing how advisors affiliate and scale. Underestimated trend #2 – AI as a multiplier, not a replacement. Clients won't leave advisors for AI—but they may leave advisors who don't use AI for those who do. Start somewhere—and don't hang your hopes on just one hire. Not every intern or G2 will be a fit, but each one is a chance to improve your business and theirs. Quotes from the Episode "Stop trying to hire the younger version of yourself. What you need isn't another rainmaker — it's a caretaker." — Tyson Ray "Clients don't leave advisors for AI…but they will leave an advisor who doesn't use AI for one who does." — Tyson Ray "You have to mentor G2. You can't outsource your culture, your process, and your client experience." — Adam Figura "If you're not reinvesting in your practice, you're never going to solve your G2 problem." — Tyson Ray "Going slower at the beginning allows you to go exponentially faster later." — Tyson Ray "The internship program has become our farm system — and it works because we built it intentionally." — Tyson Ray Contact Information Guest – Tyson Ray Form Wealth Advisors Website: totalsuccession.com Book: Total Succession (available on Amazon) Host – Adam Figura Horizon Financial Group Email: adam.figura@horizonfg.com Website: www.horizonadvisornetwork.com Disclosure The views depicted in this material are for informational purposes only and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker-dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100. Baton Rouge, LA 70810

Adam Figura welcomes Jon Randall of XFA to discuss why marketing isn't the real obstacle to scaling an advisory business—capacity is. They unpack the top constraints that stall growth, how to optimize your client mix, boost revenue per client, leverage team capacity, and create a more scalable, profitable practice. Jon also shares real benchmarks, industry data, and practical strategies that top-performing Barron's 100 firms use to grow smarter. Timestamps & Chapters 00:01 – Welcome & Set-up Adam frames the episode: the biggest scaling issue isn't leads—it's bottlenecks. Jon Randall joins to talk solutions. 00:56 – Guest Intro Jon shares his excitement to contribute and set the stage. 01:02 – The Real Growth Ceiling "More, more, more" mentality hits a wall. Top firms grow by focusing on quality over quantity. 02:37 – Rising Demand, Shrinking Supply Jon cites studies predicting a 100,000-advisor shortage by 2034. Quality-focused firms are best positioned to thrive. 03:02 – Psychology of Change Advisors cling to familiar playbooks. Scaling requires embracing new roles, uncomfortable changes, and delegation. 04:49 – Capacity Management: The Biggest Constraint To reach 8–9 figures, advisors must shift from being the main producer to leveraging other advisors' capacity. 05:35 – Benchmarks & Bottlenecks Owner vs. team capacity benchmarks: most firms are overloaded and clogged with sub-profitable clients. 07:42 – Focusing on the Top 20% Adam and Jon highlight narrowing focus to the best clients and delegating the rest. 08:12 – Building Capacity Through Service Advisors Real-world example: loading great service advisors with less than 200 clients driving $1.5M in revenue. 08:55 – Two Models That Work Boutique vs. scale—both are valid, but growth requires avoiding client hoarding at the top. 10:09 – Revenue Per Advisor = Revenue Per Client Identify and eliminate low-revenue anchors to free capacity. 10:37 – Pricing and Add-On Revenue Streams Strategically adding planning fees and other services can boost topline by 50–100%—without more clients. 12:58 – Clients Will Pay for Planning Planning services average $3,000 annually. Start by making them available. 14:22 – Overcoming the "How Do I Charge Now?" Objection Jon explains how to reposition value so pricing becomes natural. 16:43 – Segmentation and Optimization Create tiers, increase top-end value, and confidently transition or sell lower-tier clients. 19:11 – Referrals Drive Real Growth 73% of new clients come from existing clients, 24% from COIs. All other channels = just 3%. 20:10 – Narrow Niches Win Identify 1–3 connector clients, go deep, and replicate success. 22:24 – Benchmark Your Firm Know where you stand, where you're stuck, and where the opportunities lie. 23:32 – Resource Mention: xfa.coach — Free XFA Growth Guide to benchmark and identify growth constraints. 24:00 – Final Words & Encouragement Advisors who level up now are positioning themselves to thrive in a high-demand, low-supply future. 24:35 – Closing Adam thanks Jon and wraps the episode. Key Takeaways Capacity, not marketing, is the real growth choke point. Quality v. Quantity: Focus on profitable clients, not just more clients. Raise revenue per client: Add planning fees and other value streams. Referrals are gold: Existing clients and COIs drive nearly all new growth. Benchmark and act: Know your bottlenecks so you can break through. 🔑 Notable Quotes "It's not marketing—it's capacity." "The things that got you here won't get you there." "Referrals come from focus, not just volume." 📲 Connect with XFA Website: xfa.coach Free Growth Guide for Advisors: Benchmark your practice and identify opportunities to scale smarter. ⚠️ Disclosure The views depicted in this material are for informational purposes only, and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services offered through Cetera Advisors, LLC, member FINRA/SIPC, a broker dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100. Baton Rouge, LA 70810

Episode Summary Adam sits down with Vincent Randazzo, CMT, to unpack why every advisor needs a repeatable, rules-based risk management framework—and how Vincent’s Defender Program helps advisors dial exposure up or down through full market cycles. They cover common mistakes during drawdowns, the “smart buy-and-hold” approach, preserving client (and advisor) psychological capital, and what century-long market breadth data really says about major tops.   Chapters 00:00 – Welcome & Guest Intro Adam introduces Vincent Randazzo, CMT, his technical research background, and the Defender Program’s purpose: systematic, risk-managed equity overlay. 01:21 – Why a Repeatable Risk Framework Matters Mindset + preparation = confidence. Without a framework, advisors default to headlines and emotions; with one, they lead the client conversation. 03:22 – The Biggest Mistake in Downturns Waiting too long to act. Post-decline selling creates a painful decision tree (when/why to get back in) and can impair long-term compounding. 04:50 – Inside the Defender Program Subscription service delivering real-time signals to reduce risk ahead of deeper drawdowns while preserving most upside participation; an adaptive overlay that complements existing strategies. 07:14 – Origin Story & Motivation Lessons from 2002 and 2008–09: portfolios can take hits that take years to recover. Make discipline automatic so advisors can turn uncertainty into opportunity. 09:09 – Simpler Decisions, Lower Stress Clear rules reduce second-guessing. A process keeps advisors calm, protects “psychological capital,” and reduces hand-holding during volatility. 11:13 – Differentiation & Demonstrating Value In a world of cheap beta, robos, and AI, clients still expect protection when markets get ugly. Show you’ve planned for that scenario. 13:33 – “Smart Buy-and-Hold” vs. Static Buy-and-Hold The compounding math is path-dependent. Dial back exposure when probabilities turn against you; lean back in as conditions improve. Use simple language and analogies with clients. 15:50 – What 100+ Years of Market Breadth Says “The market whispers before it shouts.” At final tops, breadth is often weak even while cap-weighted indexes look fine—an under-the-hood red flag. 18:27 – Implementing a Systematic Framework Competence + confidence are what clients buy. Consistency creates clarity; clarity creates confidence—and stronger relationships through cycles. 19:58 – Two Takeaways for Advisors (1) Use risk management as the easiest lever to improve outcomes. (2) Minimize down years to dramatically improve the compounding equation. 21:31 – Where to Learn More Website, LinkedIn, and email for the Defender Program and ViewRight Advisors. 22:19 – Closing & Thanks Adam wraps with a focus on clarity, process, and client confidence.   Key Takeaways A rules-based framework keeps you leading—not reacting—to markets. Acting late (post-decline) is usually more damaging than modest, rules-driven de-risking. Manage psychological capital for both you and clients. A “smart buy-and-hold” approach adjusts exposure as probabilities shift. Breadth weakens before headlines—watch under the hood, not just the index. Consistency → clarity → confidence —the engine of durable client relationships.   QUOTES “Think of risk management like insurance for your biggest financial asset—your book of business.” “The market usually whispers before it shouts.” “Clear rules stop the second-guessing.” “Consistency creates clarity, and clarity creates confidence.” “The seatbelt doesn’t keep you from driving—it minimizes damage when you hit a bump.” “If you control the risk side, the compounding math gets exponentially better.” Guest & Resources Vincent Randazzo, CMT — Founder, ViewRight Advisors Website: https://viewright.ai Email: vincent@viewrightadvisors.com LinkedIn: Vincent Randazzo, CMT Program Mentioned: Defender Program — a systematic, risk-managed equity overlay for advisors. Connect with the Show Host: Adam Figura: afigura@horizonfg.com   Disclaimer: This conversation is for educational purposes only and does not constitute investment advice. All investing involves risk, including possible loss of principal.

In this episode of The Confident Advisor Practice Podcast, host Adam Figura welcomes Jesse Hurst, Senior Wealth Manager and CEO of Impel Wealth Management of Cetera Advisors, to share insights from his new book PopEnomics. With more than 30 years of experience helping clients navigate retirement, investment, and estate planning, Jesse combines technical expertise with relatable stories drawn from movies, music, and pop culture. What started as weekly blog posts in 2010 evolved into hundreds of bite-sized lessons during the pandemic. Those lessons, often illustrated with memorable cultural references—from Animal House to Friends to What About Bob?—now come together in PopEnomics. Jesse explains why financial planning is like taking “baby steps,” why herd mentality often leads investors astray, and how advisors play a crucial role in guiding clients through both the numbers and the emotions of retirement. This conversation is full of practical takeaways and entertaining examples that show financial planning doesn’t have to be dry or intimidating. Instead, it can be approached like solving a puzzle—step by step, with the bigger picture in mind. Key Takeaways ●        Jesse has written 600–700 blog posts since 2010 to keep clients engaged and informed. ●        PopEnomics was inspired by the feedback on his COVID-era writing, where pop culture references made economic concepts “stick.” ●        Examples from Animal House, Friends, What About Bob?, The Beatles, and even Britney Spears make financial lessons more memorable. ●        Financial planning works best in “baby steps,” building gradually toward retirement. ●        Many retirees struggle with the emotional shift from saving to spending, even when resources are more than sufficient. ●        Advisors help clients flip that switch and confidently enjoy their wealth. ●        Financial journalism is designed to attract clicks, not provide reliable investment advice—understanding its purpose helps avoid panic. ●        The book frames planning as 12 financial puzzles, starting with knowing “where you are” and envisioning the picture on the box (your retirement). ●        Advisors aren’t there to predict markets but to connect clients’ dreams with their resources. ●        It’s never too late to begin financial planning; whether at 30 or 55, there’s always a path forward. Chapters 00:00 – Welcome and Introduction to Jesse Hurst Adam Figura introduces guest Jesse Hurst, Senior Wealth Manager and CEO of Impel Wealth Management of Cetera Advisors. With 37 years of experience, Jesse shares his mission of helping clients “move life forward” and introduces his new book PopEnomics, which blends rock and roll, movies, and financial wisdom. 01:00 – From Weekly Blogs to a Full Book Jesse explains how his writing journey began in 2010, evolved during the pandemic, and resulted in more than 600 bite-sized blog posts. COVID gave him the push to expand on those ideas, ultimately leading to PopEnomics—a book that tells the “whole story” of financial planning. 02:47 – Movies, Music, and Money Lessons Jesse recalls how cultural references became a powerful teaching tool, from Animal House (unconventional weapons for unconventional crises) to Friends (Joey digging a hole as a metaphor for the $2.2 trillion economic gap during COVID). Listeners hear how these pop culture moments make complex financial concepts relatable and memorable. 05:42 – Baby Steps and Herd Mentality Financial planning is like the “baby steps” taught in the movie What About Bob?—small, consistent moves that add up to big results. Jesse also shares how herd behavior, captured by The Beatles’ “All Together Now,” often leads investors into trouble during market bubbles and crises. 08:16 – The Emotional Transition from Saver to Spender Jesse describes the difficulty many clients face in shifting from accumulation to distribution. He tells a powerful client story of a couple with $2.5 million in assets who struggled to spend, until they finally embraced first-class travel with the mindset: “If we don’t spend our money, someone else will.” 11:28 – Coaching Through Market Panic The conversation shifts to financial journalism and how its true purpose is to drive clicks, not provide reliable advice. Jesse cites infamous wrong predictions—from “The Death of Equities” in the late ’70s to the mislabeling of Sam Bankman-Fried as the next Warren Buffett—to highlight why advisors must reframe the noise for clients. 14:41 – Lessons From 37 Years and 19 Crises Jesse reflects on his career, beginning just before the 1987 crash, through the dot-com bubble, 2008, COVID, and beyond. He emphasizes that while each crisis feels like “the end of the world,” markets eventually recover, and advisors serve as the steady hand through volatility. 16:25 – A Backstage Pass to Retirement Using analogies like airport maps and jigsaw puzzles, Jesse explains how retirement planning starts with knowing “you are here” and picturing your ideal retirement (the puzzle box). He frames his book as 12 financial puzzles that readers can solve step by step to build clarity and confidence. 19:45 – What People Misunderstand About Advisors Jesse clarifies that advisors aren’t there to beat the market or predict downturns. Instead, they help clients define real goals, connect dreams with resources, and stay disciplined when emotions run high. A football-inspired analogy, “Fourth and Seventh,” illustrates the importance of trusted guidance during repeated 20% market drops. 22:15 – Protecting Retirees From Market Downturns Jesse outlines a strategy he uses for retired clients: replenishing two years of cash and short-term bonds when markets hit new highs, creating a cushion against selling during downturns. He shares how this planning gave one client peace of mind during 2022’s dual stock-and-bond selloff. 25:16 – The Core Message: It’s Never Too Late Jesse drives home the heart of PopEnomics: regardless of age, there’s always a way to start planning. Whether you’re just entering your “runway decade” or nearing retirement, small steps can lead to big progress. 26:04 – Where to Find the Book and Final Thoughts Jesse shares how listeners can pre-order PopEnomics on Amazon or visit PopEnomics.com for resources. He leaves the audience with his hope that people will find the book both fun and educational—reminding them that financial wisdom can be just as engaging as a great song or movie. Memorable Sound Bites ●        “Financial planning’s like baby steps—you start small and keep moving forward.” ●        “If the herd was right, the herd would be rich. And most people aren’t rich.” ●        “If you don’t spend your money flying first class, one day somebody else will.” ●        “The goal of financial journalism isn’t to make you rich—it’s to get you to click, buy, or tune in.” ●        “Advisors help clients connect their dreams and their resources.” Connect Jesse Hurst ●        Senior Wealth Manager & CEO, Impel Wealth Management of Cetera Advisors ●        Author of PopEnomics ●        https://www.impelwealth.com/popenomics ●        LinkedIn ●        jesse.hurst@impelwealth.com   Adam Figura ●        Host of The Confident Advisor Practice Podcast ●        LinkedIn ●        afigura@horizonfg.com      The views depicted in this material are for information purposes only, and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC, nor any of its representatives may give lega or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives, offering securities and advisory services offered through Cetera Advisors, LLC, member FINRA, SIPC, a broker-dealer and registered investment advisor. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA, SIPC. The guest on this episode, Jesse Hurst of Impel Wealth Management, is a registered representative offering securities and advisory services through Cetera Advisors, LLC, member FINRA, SIPC, a broker-dealer and registered investment advisor. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810. These are hypothetical examples based on real client experiences. Outcomes vary and are not guaranteed.

  In this episode of The Confident Advisor Practice Podcast, host Adam Figura sits down with Alanah Phillips, a dynamic advocate for Next Generation Advisors and author of the forthcoming book Breaking Up with Your Broker Dealer: A Clear Path to Independence for Financial Advisors. Alanah shares her career journey, the inspiration for writing the book, and offers powerful insights into the advisor experience—especially those navigating firm transitions. From recognizing red flags to understanding firm culture and defining independence, this conversation delivers valuable takeaways for advisors at all stages of their journey. Key Takeaways: Alanah Phillips champions the cause of Next Gen Advisors. Breaking Up with Your Broker Dealer focuses on advisor independence and identifying firm red flags. Culture, compensation structure, and practice fit are critical for long-term advisor success. Advisors should evaluate firm alignment with personal values and client needs. The due diligence process can be exhausting but necessary. Advisors should assess risk tolerance, capacity, and long-term goals before making a move. Not all firms are a one-size-fits-all solution—alignment matters. Chapters: 00:00 – Introduction to Alanah Phillips and Her Mission Adam welcomes Alanah and shares her background in financial services, advocacy work, and upcoming book release. 01:24 – Inspiration Behind the Book Alanah reflects on her journey from being hired into the industry by Adam to working with advisors seeking independence. She shares a powerful story that sparked the book’s theme. 04:12 – Recruiting Insights and Advisor Perspectives The difference between Alanah’s recruiting mindset and typical industry recruiters, shaped by years of working closely with advisors. 06:54 – Signs It's Time to Break Up with a Firm Alanah outlines common "breakup signs" like control, lack of recognition, dishonesty, and misalignment with advisor values. 08:58 – Current Landscape for Financial Advisors She explains the nuanced spectrum of firm models—from captive to fully independent—and how advisors can navigate the complexities. 11:40 – Prioritizing the Right Firm for Advisors Using a formula of risk tolerance, risk capacity, and goals, Alanah walks advisors through evaluating what firm model fits them best. 16:25 – Key Lessons from the Book Alanah emphasizes the importance of self-awareness, humility, and resisting shortcuts in due diligence to ensure long-term success. 19:14 – Understanding Firm Culture Discussion on how to spot true culture fit (beyond the “no jerk policy”) using subtle cues, team stories, and environment vibes. 22:05 – Where to Find Alanah Phillips and Her Work Alanah shares where listeners can follow her, learn about Catalyst and Advisor Launch Lab, and how to get a copy of her upcoming book. Sound Bites: “It’s time to break up!” “The industry is very nuanced.” “Is it a culture fit or vibes?” Connect with Alanah: LinkedIn: Alanah Phillips Website: startwithcatalyst.com Book: Breaking Up with Your Broker Dealer – launching September 2025 on Amazon Alanah Phillips is not affiliated with or registered with Cetera Advisors LLC. Any information provided by Alanah Phillips is in no way related to Cetera Advisors or its registered representatives.   Connect with Adam: Email: afigura@horizonfg.com Website: horizonadvisornetwork.com Host: Adam Figura, Registered Administrative Assistant with Cetera Advisors LLC, member FINRA/SIPC. Cetera is under separate ownership from any other named entity. Located at 15015 Jamestown Blvd, Suite 100, Baton Rouge, LA 70810

In this inspiring episode, Adam Figura welcomes Colleen Bowler, a seasoned financial advisor turned coach and innovator. Colleen recounts her unconventional entry into the financial services industry during a personally challenging time, and how she built a successful, client-centered practice by asking meaningful questions, collaborating with experts, and charging for her planning expertise. She discusses her transition to coaching and the creation of the Passport Package—an innovative tool that helps advisors connect more deeply with clients through mindset assessments. The conversation underscores the importance of intentionality, specialization, and embracing the human side of financial planning. ⏱️ Time-Stamped Show Notes 00:00 – Welcome and Introduction Adam introduces Colleen Bowler, highlighting her 25+ year career in financial advising, her coaching background, and her co-founding of CNJ Innovations. 01:15 – Starting in a Storm: Colleen’s Entry into Financial Services Colleen shares her origin story—becoming a financial advisor during a personal crisis as a newly single mother. She emphasizes the power of flexibility in the profession. 03:13 – From Struggle to Strength: Building a Practice on $14K Recounting her early income and challenges, Colleen discusses how asking questions and surrounding herself with experts helped her thrive. 05:15 – I to We: The Power of Joint Work and Collaboration Colleen describes building an “ensemble” team and the transformative impact of charging planning fees—starting with just $900. 08:11 – Real Client Story: $10M Moved from Friends to Colleen Colleen shares how a $10,000 planning fee led to deep trust and consolidation of client assets—highlighting the importance of process and value. 09:08 – Specialization Matters: Lessons from Building a House Colleen explains how financial advisors should embrace specialization and leverage expert teammates to provide complete client solutions. 10:00 – Shifting Roles: From Advisor to Life Coach The industry has evolved—clients now want “Canyon Ranch” service, not just numbers. Colleen talks about embracing the human side of advising. 11:42 – Launching CNJ Innovations and a New Mission Colleen shares why she moved from advising to coaching, driven by her passion for learning, teaching, and helping advisors scale with intention. 12:43 – The Birth of the Passport Package Colleen introduces the Passport Package: a pair of five-minute assessments that measure eight key client mindsets to deepen conversations and relationships. 15:00 – Real-World Impact: New Revenue & Better Conversations Examples of advisors discovering major opportunities (like LTC planning) using the Passport Package—and how it reveals key differences between spouses. 17:07 – Qualifying Fit Through Assessment Results How the tool quickly identifies misaligned prospects and saves advisors time—some clients “just want returns,” others want more. 18:45 – Deepening the Dialogue: Mindsets Beyond the Money The tool opens conversations about health, partnership, and values—often the missing pieces in traditional planning. 19:34 – Coaching for Intentional Growth Colleen reflects on her coaching work, encouraging advisors to lean into what they love and be intentional with how they build their business and life. 21:07 – Planning with Purpose: R-Factor and Strategic Questions Adam and Colleen discuss using future-oriented questions—like “Where do you want to be in 3 years?”—to guide advisors and clients alike. 21:49 – Where to Learn More: Connecting with CNJ Innovations Colleen shares how to get in touch—via LinkedIn, email, or a 15-minute “impact call.” 22:25 – Final Thoughts and Inspiration Colleen offers encouragement: from $14K to a 7-figure exit, her story is a testament to what’s possible in this profession. 💡 Key Takeaways Flexibility enabled Colleen to balance family and a new career. Asking powerful questions was her foundational skill. Collaboration with experts fueled trust and referrals. Charging planning fees added professionalism and clarity. The Passport Package opens deeper client conversations through quick, insightful assessments. Advisors should lean into the human side of financial planning. Mindset and intention are crucial for long-term success. 🔊 Sound Bites "It's just different skill sets." "If I can do it, anybody can." "That just saved him a lot of time." 📞 Contact Colleen Bowler LinkedIn: Colleen Bowler Website: www.cnjinnovations.com Email: colleen@cnjinnovations " 📞 Contact Adam Figura afigura@horizonfg.com    

🔍 Episode Summary: In this powerful episode, Adam Figura sits down with Erin Botsford—a 31-year career financial advisor, Barron’s Top 100 alum, and founder of the Elite Advisor Success System—to explore how financial advisors can confidently charge for their expertise. Erin shares her journey from working with mass affluent clients to serving high net worth individuals, offering actionable insights on pricing strategy, uncovering client vulnerabilities, and positioning yourself as a true expert. From “disturbing tracks” to annual fee renewals, this episode is packed with strategies for transforming how advisors deliver and price value. ⏱️ Time-Stamped Show Notes: 00:00 – Introduction ●        Adam introduces Erin and her extensive background in the advisory industry. 01:14 – Starting Out & Early Influences ●        Erin's transition from wirehouse to semi-independent and her early exposure to charging planning fees. 02:53 – A Game-Changing Coaching Encounter ●        How meeting a top-producing peer reshaped Erin’s perspective on scaling her practice. 05:13 – Learning the Needs of High Net Worth Clients ●        Erin invested in herself, learning the legal and financial intricacies of affluent client needs. 07:24 – What High Net Worth Clients Want ●        Focusing on the risk side of the balance sheet to stand out and offer true value. 09:40 – “Disturbing Tracks” and Emotional Triggers ●        Using vivid, relatable stories to uncover client fears and motivate action. 14:12 – Overcoming Objections & One-Meeting Policy ●        Erin’s no-chase policy: if they don’t commit in the first meeting, she moves on. 17:40 – Moving Upmarket Successfully ●        Advisors must be prepared to engage high net worth clients with confidence and relevance. 20:07 – Confidence, Language, and Credibility ●        How one advisor used Erin’s training to close a $44,500 planning fee with a $40M prospect. 23:15 – Positioning Yourself as a Trusted Professional ●        Why charging nothing devalues your expertise—be on par with attorneys and CPAs. 24:29 – Establishing & Renewing Annual Fees ●        Define your model and clients will follow; ongoing fees are part of the process when value is clear. 26:16 – Comprehensive Planning Extends Beyond the Client ●        Advisors should consider generational impacts, not just the couple in front of them. 29:19 – Closing & Resources ●        Erin directs listeners to www.erinbotsford.com; Adam thanks Erin for her insights   💡 Key Takeaways: ●        High net worth clients value expertise and will pay for peace of mind. ●        Storytelling and risk-side planning are essential to demonstrating value. ●        Positioning, confidence, and clearly defined fee structures are critical for success. ●        Advisors must treat financial planning as a business with real pricing power. ●        . 💬 Notable Quotes: ●        "Getting paid for your expertise." ●        "Stories sell, let's just face it." ●        "You have to paint that picture for them." ●        "Birds of a feather flock together." ●        "You get to set the rules of your business." ●        "You need to put other legs on your stool." ●        "They don’t want to feel vulnerable—they’ll pay to avoid it." ●        "Free planning? That kills your credibility." 📞 Contact Host: Adam Figura, Director of Advisor Growth 📧afigura@horizonfg.com 📞 (225) 612-3820🌐www.horizonadvisornetwork.com Registered Administrative Assistant with Cetera Advisors LLC, member FINRA/SIPC. Cetera is under separate ownership from any other named entity. Located at 15015 Jamestown Blvd, Suite 100, Baton Rouge, LA 70810    

In this episode of The Confident Advisor Practice Podcast, Adam Figura is joined by Pete Bush and Brian Toma to dive deep into the value of the Certified Exit Planning Advisor (CEPA) designation. They explore how this credential equips financial professionals to better serve business owners navigating complex exit strategies. Topics include the wealth gap, M&A challenges, personal planning, and the importance of building a dream team. Listeners will gain valuable insights into how advisors can lead meaningful transition conversations and prepare clients—and their own businesses—for successful futures.     ⏱️ Time-Stamped Chapters & Show Notes 00:00 – Introduction to Exit Planning and CEPA Adam welcomes listeners and introduces guests Pete and Brian. He explains the purpose of the CEPA designation for financial advisors. 01:38 – Why Pete and Brian Chose the CEPA Both discuss their motivations and experiences earning the CEPA designation. Brian describes the curriculum as some of the best, most practical advisor content he’s seen. 03:25 – The Dream Team Approach & Driving Business Value The CEPA program's emphasis on collaboration among advisors resonates strongly with Brian. Pete adds how the designation fits into his broader client service model. 05:15 – Understanding the Value of a Business Advisors frequently encounter business owners who don’t truly know what their business is worth or understand their wealth gap. 06:12 – Challenges in Exit Planning for Business Owners Brian and Pete discuss common roadblocks like emotional attachment, staying too long, and making assumptions about succession within families. 08:50 – The Importance of Personal Planning in Business Transitions Many owners fail to plan for life after selling their business. This personal gap can stall or kill deals, no matter how good the numbers look. 10:52 – Family Dynamics and Ownership Dilemmas Brian shares insights on the difficult, but necessary, conversations around family succession, including how to handle fairness between involved and uninvolved children. 13:25 – Do You Have a Business or a Job? Advisors should help owners assess if the business can run without them. If not, it's a job—not a business. Pete recaps the CEPA "three-legged stool": business, personal, and financial readiness. 14:56 – M&A Insights and Challenges in Acquiring Practices Brian and Pete reflect on buying other practices. They emphasize evaluating not just the numbers but the people and culture driving the business. 17:50 – The Four Intangible Capitals (4 C’s) They break down CEPA’s framework of Human, Social, Structural, and Systems Capital and how these impact business value. 19:31 – Preparing for Business Acquisition Before advisors consider acquisitions, they must ask: “Why do I want to grow this way?” and “Can my team handle the scale?” If systems aren’t ready, the deal may cause more harm than good. 21:11 – Advisor Role: Asking the Right Questions Adam points out how the best advisors ask questions to understand client goals. Pete jokes about Brian’s “Socratic” method of answering questions with questions. 23:04 – Final Thoughts and Takeaways Brian shares a story about a client who thought he needed $10M from a sale—but only needed $7.5M to live his ideal life. The advisor's role in modeling these scenarios is critical to confident decisions. 26:42 – From Concentrated to Diversified Wealth Pete explains how business owners accumulate wealth in a concentrated, illiquid asset and must be coached to diversify and protect their legacy. 29:05 – Why Advisors Should Consider CEPA Pete closes with three key reasons to pursue the CEPA: to better help clients, identify acquisition opportunities, and prepare for one’s own succession plan. “Stay ready so you don’t have to get ready.” 30:01 – Closing Thanks Adam thanks his guests and the audience. He encourages listeners to stay tuned for the next episode.     💡 Key Takeaways The CEPA credential enhances advisors’ value when working with business owners. Most business owners are unaware of the true value of their business or their wealth gap. Exit planning must include personal and emotional readiness—not just financials. A strong advisory team (“dream team”) is critical for successful business transitions. Acquiring a practice means acquiring its people and culture, not just its numbers. Advisors should question their readiness before pursuing M&A. Asking the right questions helps uncover the client’s true goals. Advisors need to stay educated and ready—for their clients and themselves.     🎯 Sound Bites “You need to know what you want.” “This is my life. This is my baby.” “You have a job.” “You have to hire the best people.” “You have to have a good CPA.” “We build out scenarios.”   🎯 Contact afigura@horizonfg.com  

In this episode, host Adam Figura welcomes Dan Mayes to discuss succession planning, mergers, and acquisitions for financial advisors. They explore the importance of planning ahead, the great wealth transfer, practice valuations, and common misconceptions about the value of advisory businesses. Dan provides actionable steps advisors can take to maximize their firm's value and ensure a smooth transition.     Chapters & Timestamps ⏱ 00:00 – Introduction to Succession Planning Adam Figura introduces the topic of succession planning and M&A in financial advisory. Guest Dan Mayes is introduced as a Director in Cetera’s Corporate Development department. ⏱ 00:44 – Why Succession Planning Matters The importance of planning for an advisor’s business exit. The three categories of succession planning: continuity planning, planned exit, and business acquisition. Why advisors need to be affiliated with firms like Horizon and Cetera for structured transition strategies. ⏱ 02:58 – Failing to Plan is Planning to Fail Advisors who don’t actively plan for succession risk their business, clients, and employees. The importance of having a structured plan rather than a last-minute approach. ⏱ 03:31 – Common Challenges in Transitioning a Practice The three biggest mistakes advisors make:  Oversimplifying the succession process. Lack of a written continuity plan to protect business value. Not starting early enough—planning should begin 3-7 years before exit. ⏱ 06:01 – The Great Wealth Transfer & Its Impact 40% of advisors will retire in the next decade, managing $12 trillion in assets. Importance of training next-generation advisors to continue client service. Clients seek human advisors despite AI advancements—next-gen advisors need to be prepared. ⏱ 10:27 – Next Generation Advisors & Continuity Planning Next-gen advisors are entering the field well-educated but need hands-on experience. The importance of proactively structuring transitions rather than waiting for opportunities to arise. ⏱ 11:50 – Understanding Practice Valuations Recurring revenue businesses are valued higher than non-recurring revenue. Industry averages suggest 2.5-3.5x revenue for recurring businesses. Why advisors should work with valuation firms to determine true business worth. ⏱ 17:22 – Misconceptions About Practice Value "Your business is only worth what someone is willing to pay for it." Different buyers value businesses differently—terms, not just price, matter. The risk of selling to the wrong buyer who may not sustain the practice. ⏱ 21:10 – Key Areas to Focus on for Maximum Value Every advisor should have a written continuity plan—60-70% of advisors do not. Growth & profitability are key drivers of value. Importance of recurring revenue and having a solid client retention strategy. ⏱ 24:41 – Final Takeaways & Action Steps Advisors should:  Start exit planning early—it’s never too soon. Engage with third-party valuation firms for an accurate assessment. Leverage firm resources like Horizon to maximize transition success. Take control over business succession rather than letting it be dictated by circumstances. ⏱ 26:23 – Closing Thoughts Adam summarizes key insights: succession planning should start now, not later. Advisors must protect their business value, have a structured exit plan, and seek partnerships for support.     Key Takeaways ✔ Succession planning is crucial for business continuity and maximizing value. ✔ Advisors often oversimplify the process—it requires careful planning and execution. ✔ The great wealth transfer will significantly impact the advisory profession. ✔ Next-gen advisors are well-educated and motivated, making them key to continuity. ✔ Practice valuations are rising, but misconceptions can lead to poor decisions. ✔ Every advisor must have a written continuity plan to safeguard their firm. ✔ Growth, profitability, and efficiency drive practice value. ✔ Working with Horizon and valuation experts ensures a smooth transition.     Notable Sound Bites 🎤 "Failing to plan is really a plan to fail." 🎤 "Your practice is worth what someone is willing to pay for it." 🎤 "Why would you settle for average?" 🎤 "Now's the perfect time to be creating a strategy." 🎤 "It's never too early to think about exit planning."     Contact: ✅ www.horizonadvisornetwork.com 🔗 Adam Figura: afigura@horizonfg.com  

Episode Summary In this episode, Adam Figura and Pete Bush explore the power of ensemble practices in the financial advisory industry. They discuss the differences between solo, silo, and ensemble practice structures, breaking down the benefits and challenges of each. Pete shares his journey transitioning to an ensemble model, highlighting the importance of teamwork, a clear vision, and entrepreneurial adaptability. They also discuss the evolving landscape of financial advisory firms, focusing on how collaborative environments enhance client relationships, build long-term firm value, and create sustainable business models. Key Takeaways ✅ Ensemble practices foster collaboration among advisors. ✅ Each practice structure (solo, silo, ensemble) has unique pros and cons. ✅ A clear vision is crucial for attracting and retaining top talent. ✅ Team dynamics significantly impact success. ✅ Recurring revenue models provide financial stability and career growth. ✅ Understanding entrepreneurial styles helps build strong advisory firms. ✅ Firm value extends beyond revenue generation to long-term sustainability. ✅ The ensemble model strengthens client relationships. ✅ Creating a supportive workplace improves retention. ✅ The advisory industry is constantly evolving—adaptability is key. Episode Chapters & Timestamps ⏳ 00:00 - Introduction to Ensemble Practices Overview of different financial advisory practice models. What defines an ensemble practice? ⏳ 05:56 - The Evolution of Entrepreneurial Models How advisors’ mindsets have shifted over time. Pete’s personal experience transitioning to an ensemble structure. ⏳ 11:58 - Building a Vision for the Future The importance of defining a long-term vision for a financial practice. How a shared vision attracts the right talent and clients. ⏳ 18:03 - Challenges and Opportunities in Ensemble Practices The biggest hurdles firms face when adopting an ensemble model. How to overcome obstacles and capitalize on opportunities. Notable Quotes 💬 "An ensemble practice isn’t just about working together—it’s about building something bigger than yourself." — Pete Bush 💬 "A clear vision isn’t just important; it’s essential for attracting the right people and keeping them engaged." — Adam Figura 💬 "Sustainable success comes from collaboration, not just individual effort." — Pete Bush Connect With Us 🎙️ Subscribe to The Confident Advisor Practice Podcast for more insights on building a successful advisory firm. 🔗 Follow Us:  Horizon Advisor Network                                 Horizon Financial Group 📩 Have a question or topic suggestion? Email us at afigura@horizonfg.com  

Episode Summary: In this inaugural episode of season 3 of The Confident Advisor Practice Podcast, Pete Bush, CEO of Horizon Advisor Network, welcomes special guest Adam Figura, Director of Advisor Growth. Together, they discuss the unique culture of the Horizon Advisor Network and the importance of fostering growth among financial advisors. Adam shares his journey in financial services, emphasizing the need to build confidence, create vision plans, and cultivate long-term relationships for success. The conversation sets the stage for future episodes packed with practical insights and strategies for advisors.     Chapters: 00:00 – Introduction to the Confident Advisor Practice Pete Bush opens the podcast by introducing its purpose: helping financial advisors grow their practices. He also provides an overview of the Horizon Advisor Network and introduces guest Adam Figura, Director of Advisor Growth. 02:08 – Adam Figura's Journey in Financial Services Adam shares his career journey, starting in a professional development program on the East Coast, working with NextGen advisors, and eventually moving to Dallas to lead a team of over 100 advisors nationwide. He highlights his passion for mentoring and supporting advisors at every stage of their career. 05:23 – The Role of a Growth Officer Adam describes his role in providing hands-on support for advisors through practice management, team-building, acquisitions, and other growth initiatives. He explains how his focus on servant leadership and tailored strategies helps advisors succeed. 08:02 – Building Confidence in Advisors Pete and Adam discuss confidence as a "superpower" for advisors, enabling them to overcome challenges and make decisive moves in their practices. They share examples of how the Horizon Advisor Network instills confidence in its members. 09:09 – Vision Planning for Advisors Adam explains the importance of conducting five-year vision planning with advisors. He breaks down how he helps advisors define goals in areas like production, team structure, brand awareness, and client acquisition while identifying gaps and opportunities for growth. 12:03 – The Unique Culture of the OSJ The hosts explore the long-term relationships and collaborative culture within the OSJ. They highlight the benefits of compounding institutional knowledge, trust, and partnerships over time. 15:10 – Looking Ahead: The Future of the Podcast Pete and Adam discuss their vision for the podcast, including plans to bring on guest advisors, share actionable insights, and delve deeper into strategies for advisor growth.     Key Takeaways: The podcast aims to support advisors in growing their practices. Adam Figura views advisors as his clients, highlighting servant leadership. Building confidence is essential for advisors to make progress. Vision planning helps advisors achieve long-term success. The OSJ culture at Horizon Advisor Network promotes trust and collaboration. Compounding relationships and institutional knowledge enhance business growth. The unique needs of each advisor require tailored approaches.     Sound Bites: "It's about servant leadership." "Confidence is like a superpower." "It's been a breath of fresh air." Contact: Adam Figura: afigura@horizonfg.com Pete Bush: pbush@horizonfg.com

In this episode of the Confident Advisor Practice, hosts Bill Bush and Brother Pete delve into the significant benefits of joining a community of like-minded financial advisors. They explore how collaboration, knowledge sharing, and support within such communities can empower advisors, enhance their practice management, and foster professional growth. The discussion also touches on their experiences and insights from the Horizon Advisor Network, illustrating the practical advantages of community engagement in the financial advisory landscape. Episode Highlights: 00:00:07 - Introduction: The episode kicks off with an overview of the podcast's mission to provide advisors with strategies and confidence-building techniques. The hosts introduce the topic of the benefits of joining a like-minded advisors' community. 00:00:32 - The Value of Community: Brother Pete and Bill discuss the intrinsic value found in joining a community of advisors, emphasizing collaboration and the cultivation of a shared knowledge base. They touch on how communal experiences, like attending conferences, can spark new ideas and foster growth. 00:01:32 - Power in Numbers: The discussion shifts towards the power in numbers, exploring how communities can offer vast resources, including shared knowledge and collective problem-solving, which individual advisors might not possess on their own. 00:02:08 - Sharing Within the Community: Bill highlights how advisors can benefit from sharing insights and strategies within their network, offering as an example the Horizon Advisor Network's collaborative environment which consists of diverse advisors from across the country. 00:03:14 - Knowledge Sharing and Education: Pete shares how Horizon's Investalytics group facilitates deep discussions on fund performance and portfolio design, showcasing the tangible educational benefits of being part of an active advisor community. 00:04:20 - Support and Accountability: The hosts talk about the comprehensive support system within the Horizon Advisor Network, including regular check-ins and coaching sessions which foster a strong sense of accountability among its members. 00:06:28 - Confidence and Empowerment through Community: Bill and Pete discuss how being part of a supportive community can significantly boost an advisor's confidence and empower them to make more informed and bold business decisions. 00:07:05 - Inspiration and Role Models: The conversation turns to how community members can serve as role models and sources of inspiration, illustrating how success stories within the network can motivate and guide newer advisors. 00:08:22 - Networking and Collaboration: Highlighting the benefits of networking, the hosts describe how collaboration within the advisor network can open new opportunities and foster meaningful relationships. 00:09:55 - Gaining Fresh Perspectives: Pete emphasizes the importance of bringing in fresh perspectives and staying open to new ideas to evolve and improve one's advisory practice within a community setting. 00:11:22 - Building Confidence: The podcast loops back to the theme of confidence, discussing how being part overall of a nurturing network can significantly bolster an advisor's belief in their own capabilities and the value they bring to clients. 00:13:15 - Specialized Support: Bill outlines how specialized support from the network can assist advisors in dealing with niche areas or specific client needs, further emphasizing the community's role in an advisor's professional development. 00:14:58 - Open Door Policy: The hosts explain the "open door" policy within their network, which allows for unrestricted access to advice and support from the network's leadership, spotlighting the community's commitment to each member's success. 00:17:04 - Recap and Conclusion: The episode concludes with a recap of the discussed benefits, underscoring the transformative impact joining a like-minded advisors' community can have on one's practice. Key Takeaways: - Joining a community of like-minded financial advisors offers numerous benefits, including access to a collective knowledge base, networking opportunities, and a supportive environment conducive to growth. - Candid sharing of strategies, experiences, and insights within such communities can help advisors navigate challenges, discover new opportunities, and achieve their business goals more effectively. - The presence of role models and the availability of specialized support within the network serve as vital resources for personal and professional development, encouraging continuous learning and improvement. - Engagement in a community fosters a sense of belonging and contributes to building confidence, which is crucial for personal fulfillment and business success in the advisory field. Tweetable Quotes: - "There's power in collaboration and shared knowledge among advisors." - "Being part of an advisory community can significantly boost confidence and empower advisors."  -"Learning from the successes within your network can be a powerful motivator." Resources Mentioned: - https://www.horizonfg.com/  

Summary: In this episode of the Confident Advisor Practice, hosts Bill Bush and Brother Pete delve into the top 10 frustrations financial advisors face in their profession. Through their discussion, they explore various challenges, from operational support to the constant need for self-promotion, offering insights and potential solutions to each issue. This conversation sheds light on the complexities of the financial advisor role and provides valuable perspectives for professionals looking to navigate these common obstacles effectively. Episode Highlights: 00:00:07: Bill Bush and Brother Pete kick off the podcast with a warm greeting and quickly move to set the episode's theme, focusing on the mix of frustration and reward that characterizes the financial advisor profession. They set the stage for a deep dive into the common challenges advisors face, emphasizing the profession's inherently complex nature and how it can sometimes lead tofrustration despite its rewarding aspects. 00:00:31: Pete responds with agreement, highlighting how the complexity of the financial advisory business can introduce numerous frustration points. He points out the critical role of various individuals in the chain of financial advice and account management, setting the context for a detailed exploration of specific challenges. 00:00:47: Bill and Pete acknowledge that while the business has its frustrating moments, it remains deeply enriching and rewarding. This remark provides a balanced view of the financial advisory profession, suggesting that despite its challenges, the career offers significant fulfillment. 00:01:11: The conversation transitions to a detailed countdown of the top 10 frustrations of financial advisors, starting with the lack of operational support. Bill and Pete discuss the common structure of independent advisory practices and the challenges of operational tasks that many advisors face, especially those in small practices without dedicated support staff. 00:03:25: Bill brings up the issue of feeling isolated in the financial advisory field, a sentiment underscored by the industry’s fragmented nature. The discussion covers strategies for overcoming this challenge, such as seeking community and networking opportunities. 00:05:04: Revenue fluctuations are highlighted as a significant source of frustration, stemming from the business's inherently unpredictable nature. The hosts discuss the impact of market movements on advisory fees and the challenges of fluctuating income in the early years of commission-based business. 00:06:17: The conversation shifts to the difficulties in selecting the right technology for business operations. Bill and Pete share insights into the constant evolution of tech tools and the challenge of keeping up with new developments without being distracted by "shiny object syndrome." 00:08:08: The hosts discuss work-life balance, emphasizing the non-stop nature of the financial advisory role and the importance of prioritizing and being present in each aspect of life. This segment acknowledges the personal challenges advisors face in managing their professional and personal commitments. 00:10:13: Attracting ideal clients is identified as a major frustration, with a focus on developing an understanding of who an ideal client is over time. The discussion includes strategies for identifying and focusing on clients who align with the advisor's strengths and values. 00:11:18: Compliance headaches take the spotlight as a significant challenge, with acknowledgment of the essential role of compliance departments and the stress of adhering to a complex regulatory landscape. 00:13:46: Capping growth potential is discussed as a frustration that stems from the operational and administrative demands on advisors, preventing them from focusing on growth activities. The importance of building a supportive team to overcome growth barriers is emphasized. 00:15:17: The challenges of finding trustworthy partners and fitting culture into the business are explored, highlighting the importance of establishing reliable relationships within the industry. 00:16:28: The episode concludes with the number one frustration: constantly selling oneself. This segment reflects on the relentless need for financial advisors to promote their services and the pressures of continuously seeking new clients. Key Takeaways: - Operational support and leveraging technology are pivotal in managing and reducing the workload of financial advisors, enabling them to focus more on client relationships and strategic growth. - Building a sense of community and overcoming feelings of isolation are essential for maintaining a positive outlook and fostering professional development within the financial advisory field. - Effective management of revenue fluctuations, compliance requirements, and work-life balance are key to long-term success and personal well-being in financial advising. - Identifying and attracting ideal clients, along with building a supportive team and trustworthy partnerships, are crucial steps toward sustainable business growth and reducing professional frustrations. Tweetable Quotes: - "In our industry, complexity and frustration go hand-in-hand, but it's also incredibly rewarding." - Pete - "Overcoming operational challenges and isolation requires creating a supportive community and leveraging technology effectively." - Bill - "Finding your ideal client isn't just good for business; it's essential for personal fulfillment in our profession." – Pete   Resources Mentioned: - https://www.horizonfg.com/  

In this episode of The Confident Advisor Practice, hosts Bill and Pete Bush explore various strategies and insights for financial advisors aiming to enhance their practice's confidence levels. The discussion revolves around navigating the traditionally slower summer months in the advisory business, focusing on marketing versus sales activities, engagement opportunities, and personal and professional development strategies to maintain and even accelerate business momentum. Episode Highlights:   ·         00:07: Bill welcomes listeners to the podcast, introducing the purpose of The Confident Advisor Practice is to provide financial advisors with strategies and insights for building confidence in their practice. The exchange sets the stage for an episode dedicated to tackling the unique challenges and opportunities that the summer season presents in the advisory landscape.   ·         00:26: Bill and Pete discuss the transitioning seasons and mention how significant life events like graduations and holidays mark time passing. This introduction into the discussion about seasonal changes signals the importance of planning and adapting personal and business activities accordingly.   ·         00:32: Pete talks about the slower pace of business during the summer due to annual travels and clients' vacation traditions. He introduces the concept that despite the reduced pace, there are still valuable opportunities for advisors to stay connected with clients and keep the wheels of progress turning.   ·         01:18: Both hosts emphasize that business doesn't stop during the summer, highlighting the necessity for advisors to proactively plan and utilize this time effectively. This approach challenges the mindset of passively accepting the summer slowdown, urging advisors to seek opportunities for growth and engagement during these months.   ·         01:42: The conversation shifts to detailing the differences between sales and marketing in the advisory field, with particular focus on how each functions continuously throughout the year. They highlight summer as a unique opportunity for marketing and relationship-building activities, even if direct sales opportunities may be fewer.   ·         02:54: Bill and Pete discuss the importance of messaging and staying in contact with clients, especially when out of the office. The conversation suggests utilizing modern tools and technology to plan and automate communications, ensuring advisors remain present in their clients' lives irrespective of physical availability.   ·         03:11: They explore the role of current technology and tools, such as AI, in facilitating effective communication and planning during less active business periods. This highlights the blending of human insight and technology to maintain a consistent presence and outreach to clients.   ·         04:06: Discussing the value of personal interactions and trust-building activities during summer events, the hosts illustrate how being physically present and engaged in community events can foster deeper trust and relationships with potential and existing clients.   ·         05:27: The discussion turns to strategies for effectively using downtime, such as continuing education and system updates. This segment underscores the importance of using quieter periods for personal and professional development, ensuring readiness for increased activity levels in subsequent months.   ·         10:18: The hosts suggest organizing events and utilizing summer Fridays as opportunities for team bonding and culture-building within advisory practices. They provide practical advice on leveraging the summer for both personal enjoyment and setting the stage for a productive fall.   ·         15:16: In closing, Bill and Pete encourage listeners to maintain momentum and focus throughout the summer, using the slower pace as an opportunity to prepare for a strong year-end. They remind listeners about the importance of goal orientation and continual activity for sustained success.   Key Takeaways: ·         The summer months present unique opportunities for financial advisors to focus on marketing, relationship building, and personal development despite a traditionally slower pace of business. ·         Leveraging technology and planning can ensure continuous engagement with clients and prospects, minimizing the impact of physical unavailability due to vacations or office closures. ·         Personal and professional development, along with strategic planning for the fall, are critical during the summer to maintain and build momentum in your practice.   Tweetable Quotes:   ·         "Using downtime effectively is not just about taking a break; it's about strategically preparing for the next season of growth in your practice." - Bill Bush ·         "Trust is built not just online but in person, staring into somebody's eyeballs. Summer events offer that perfect chance to deepen those relationships." - Pete Bush ·          "Keep the engine running all summer with strategic planning and engagement to jumpstart your fall." - Pete Bush     Resources Mentioned: - https://www.horizonfg.com/

In this episode of the Confident Advisor Practice Podcast, hosts Bill and Pete Bush dive into the intricacies of the Office of Supervisory Jurisdiction (OSJ) model, sharing their insights and experiences from the Horizon Advisor Network. They discuss the evolving role of OSJs in the securities industry, shedding light on how OSJs provide support, compliance, supervision, and additional value to independent financial advisors. The episode covers the benefits of plugging into an OSJ, the personal touch and community it offers, and tackles common misconceptions about the model. Episode Highlights: - **00:00:07:** Bill welcomes listeners to the podcast and sets the stage for the episode's focus on the OSJ model within the Horizon Advisor Network. He highlights the purpose of the podcast, which is to provide tips, strategies, and perspectives for building confidence in financial advisors’ practices. The introduction underscores the significance of understanding the OSJ model for those in the securities industry. - **00:00:41:** Pete expresses his pleasure in joining the conversation, setting a collaborative tone for the episode. The brief exchange emphasizes the close relationship between the hosts and hints at the episode's informal but informative style. - **00:00:54:** The conversation shifts to a detailed explanation of the OSJ (Office of Supervisory Jurisdiction). Pete clarifies the vague understanding some listeners might have about OSJs, leading into a definition of the acronym and its significance in the securities industry. This segment is crucial for establishing a foundational understanding of the topic. - **00:02:08:** Bill and Pete discuss the specific responsibilities and requirements of an OSJ, including the necessity of holding a Series 24 license. This breakdown helps clarify the regulatory and supervisory roles that OSJs play within broker-dealer firms, making it easier for listeners to grasp the breadth of an OSJ's duties. - **00:03:29:** The hosts touch on the scale and scope of the Horizon Advisor Network's OSJ, mentioning the number of advisors and geographical distribution. This segment highlights the network's growth and the logistical complexities of managing a wide-spanning network of advisors. - **00:04:30:** Pete elaborates on the evolution of the OSJ model from a compliance and supervision focus to a value-added service provider. Here, specific examples like marketing programs, business coaching, and community-building efforts are discussed, illustrating the OSJs role beyond regulatory functions. - **00:05:15:** The episode narrows in on the tangible benefits of joining an OSJ for independent advisors, emphasizing the financial arrangements, personal attention, and the broader support ecosystem. Pete provides insights into how OSJs like Horizon Advisor Network cater to various advisor needs, contributing to their professional growth and client service capabilities. - **00:07:37:** Discussion turns to the importance and impact of in-person gatherings within the OSJ community. This part of the conversation underscores the value of face-to-face interactions in fostering relationships and community spirit among networked advisors. - **00:08:49:** Bill and Pete address some common misunderstandings about OSJs, such as concerns about client ownership and operational freedom. This segment serves to debunk myths and present the OSJ model as an enhancing rather than restricting partnership for advisors. - **00:10:20:** The hosts explore the diverse sizes and types of advisory practices that find value in plugging into an OSJ, reflecting on their own practice's growth and development alongside their affiliates. - **00:13:46:** Pete identifies the most significant challenges faced by OSJs, focusing on the people management aspect of advisory practices. This insight sheds light on the multifaceted role of OSJs in advising on business operations, growth strategies, and practice management. - **00:15:58:** The episode concludes with reflections on the rewarding aspects of operating an OSJ, particularly in enabling advisor growth, facilitating successful exits, and enhancing client service. Pete’s perspective offers a holistic view of the OSJ’s impact on the advisory landscape.   Key Takeaways: - The OSJ model plays a pivotal role in providing compliance, supervision, and additional value-added services to independent financial advisors, enhancing their ability to serve clients effectively. - Joining an OSJ like the Horizon Advisor Network offers advisors a blend of regulatory support and community benefits, including personalized attention, professional development opportunities, and a supportive advisor ecosystem. - Common misconceptions about OSJs, such as concerns over client ownership and operational restrictions, are largely unfounded, with OSJs enabling rather than limiting advisor independence and growth.   Tweetable Quotes: - "Understanding the OSJ model is crucial for anyone in the securities industry looking to enhance their practice." – Bill Bush - "The evolution of OSJs from purely compliance roles to providers of value-added services represents a significant shift in the industry." - Pete Bush - "Being part of an OSJ offers a personal touch and a supportive community, vital for independent advisors aiming for growth." - Pete Bush

In this episode of the Confident Advisor Practice podcast, hosts Bill Bush and Pete share valuable insights and tips for successful interviews and public speaking engagements. They discuss their experiences with interviews and conversations on various platforms. They mention that interviews can sometimes feel like conversations or Q&A sessions, whether on podcasts, at events, or in articles.   Episode Highlights: ·         02:01: The hosts, Bill and Pete Bush emphasize the importance of preparation for interviews, suggesting that being prepared helps you come across as more natural and confident. This preparation includes anticipating questions, rehearsing responses, and having a system for delivering messages. ·         04:53: Anticipating questions and rehearsing potential responses is recommended, especially for podcasts and interviews. The hosts mention that some interviewers provide a general line of questioning to help guests prepare. ·         06:32: The hosts discuss the importance of storytelling in interviews, recommending a clear beginning, middle, and end to your stories. They suggest focusing on two or three main points to convey effectively. ·         09:11: They emphasize the importance of brevity and using sound bites to convey your message effectively. They discuss the use of stories and anecdotes to make your points more memorable. ·         10:55: The hosts discuss the importance of being conversational and using language that resonates with the audience's level of sophistication. They suggest avoiding jargon and overly technical language. ·         12:59: They suggest taking your time to answer questions and not rushing your responses. They discuss the use of pauses and redirections to gather your thoughts and deliver a thoughtful response. ·         14:44: The hosts emphasize the importance of projecting confidence and authority in your responses. They suggest using facts and statistics to back up your points and establish credibility. ·         17:55: They encourage practice and repetition to improve your interviewing skills, comparing it to building a muscle. The hosts suggest that with practice, you can become more comfortable and confident in interviews.   Key Points: 1.    Anticipate questions, rehearse responses, and have a system for delivering messages. 2.    Use clear beginning, middle, and end to convey main points effectively and make them memorable. 3.    Speak confidently, use relatable language, and back up points with facts and statistics.   Tweetable Quotes: ·         "Storytelling is key! Use a clear beginning, middle, and end to convey main points effectively and make them memorable.” - Pete ·         "Be authentic! Speak naturally and let your personality shine through to connect with your audience.” - Pete ·         "Know your audience! Tailor your language and examples to resonate with your listeners and keep them interested." - Bill   Resource Mentioned: ·         Podcast Editing  

The Confident Advisor Practice podcast, hosted by Bill Bush and Pete Bush of the Horizon Advisor Network, explores tips, strategies, and perspectives for financial advisors to build, maintain, and grow confidence in their practice. In this episode, they discuss the beginning of a new year and the importance of setting goals for the financial advisor's business. The episode also aims to provide practical advice for financial advisors on building relationships with existing clients, expanding services, and ultimately growing revenue in their practices.   Episode Highlights ·         00.45: Pete emphasizes that the start of the year is a time when goals are typically set. He notes that financial advisors rarely wake up on January 1st thinking they had a good year and decide to do less in the coming year. Instead, they set goals for growth and success in their practice. ·         01.09: The conversation touches on the distractions that may arise throughout the year, such as political events, interest rates, and conflicts overseas. Despite the potential noise from external factors, the hosts emphasize the importance of focusing on business planning and growth. ·         02.36: The ability to stay focused despite external factors can be a superpower and even a competitive advantage for financial advisors. ·         03.45: The episode aims to provide guidance on growing and succeeding in the face of uncertainties. ·         04.24: The hosts discuss the idea of exploring new avenues, such as donor-advised funds, as an additional service for clients. ·         06.07: Pete highlighting the importance of engaging with high-net-worth clients and ensuring that the planning process is comprehensive. He mentions scenarios where advisors may have inherited large investment clients or acquired clients who haven't been through the full planning process. ·         07.09: Bill introduces the concept of an expansion passport, a self-assessment tool or questionnaire aimed at younger people. He emphasizes that this tool is a good way to open doors by asking questions that may not be solely investment related. ·         09.12: Pete emphasizes the need for a system, often using a Customer Relationship Management (CRM) tool, to continually put the advisor in front of this broader audience. ·         10.16: The hosts discuss the concept of being "referrable" and how the top 20% of clients can act as flag-wavers, potentially providing valuable referrals. ·         11.31: While it may be difficult to raise fees based on percentage charges, financial advisors can focus on charging separately for unique services or intellectual capital. By offering something distinctive, advisors can set their own prices. ·         14.08: The hosts discuss the importance of reviewing expenses at the end of the year and questioning the relevance of each item. ·         15.48: The hosts stress the fundamental purpose of being in business—to make a profit—and the importance of managing expenses to maximize profitability. ·         16.40: Bill and Pete discuss a conceptual framework using a four-square box to categorize potential clients based on their familiarity with the advisor and awareness of their financial needs. ·         18.36: The hosts encourage financial advisors to concentrate their marketing efforts on individuals they know and who are already aware of their financial needs. This includes people who have shown interest, attended events, or expressed concerns related to their financial situations. ·         20.15: Recognizing that financial advisors have limited resources; the hosts suggest focusing efforts to achieve maximum results.     3 Key Points 1.    Bill outlines three primary ways for financial advisors to grow their profits on the top line of their business. 2.    The episode provides financial advisors with insights on different aspects of growing revenue and profits, including the strategic consideration of raising prices and the importance of cost management. 3.    The hosts recently conducted a Q1 focus call for their advisor network, and they plan to share some timely and essential insights for all advisors.     Tweetable Quotes ·         “By maintaining focus and executing their plans, advisors can look back at the end of the year and see that they achieved their goals or made progress, even if unexpected challenges arose.: - Pete ·         “Doing more business with existing clients is a straightforward path to revenue growth.” – Bill ·         “Staying focused on the plan amid external uncertainties is considered a competitive advantage and a way to achieve success.” - Pete     Resources Mentioned: The Confident Advisor Practice Podcast Horizon Advisor Network Website 

On today's episode of "The Confident Advisor Practice Podcast," a podcast from the Horizon Advisor Network, hosts Bill Bush and Chad Soileau talks to Theresa Barnard from Evergreen Solutions. They explain that they met Theresa through their involvement on the board of the Financial Planners Association of Louisiana and how they got to know each other.   Episode Highlights ·         01:56: The host talks about the EOS system (Entrepreneurial Operating System). They mention that the EOS system was derived from Gino Wickman's work, possibly referring to a book called "Traction" by Gino Wickman. ·         02:24: Theresa mentions that she entered the wealth management industry in 1999 as a licensed advisor and spent most of her career working in ensemble practices. She eventually found herself in practice leadership roles, which she describes as a natural progression in her career. ·         03:09: Theresa mentions that she had the opportunity to implement EOS into her practice two years ago and served in the integrator role. This experience led her to realize her true passion, which involves creating a conducive environment for growth and helping companies have a more significant impact on their clients and communities. ·         04:46: EOS may not be the best fit for those who don't seek growth or change in their business. Theresa implies that EOS is more appropriate for business owners who are interested in improving efficiency, achieving growth, and making changes to their practice. ·         05:40: Theresa elaborates on the criteria for advisors who should consider implementing the EOS system. She emphasizes that EOS is suitable for advisors in ensemble practices who have a desire to grow and increase their impact on clients, employees, and their community. ·         07:01: Theresa explains that EOS is essentially a business operating system designed specifically for entrepreneurial business owners. ·         08:24: Bill and Chad discuss the flexibility of the EOS system and how it can be tailored to suit the unique needs and preferences of each advisor's practice. They emphasize that EOS provides a framework that doesn't require advisors to reinvent the wheel, allowing them to adapt and integrate it into their practices as they see fit. ·         11:58: Theresa emphasizes that the "people" component often stands out as the most complex and messy part of the business, primarily because people are inherently complex. She notes that one of the initial impacts of implementing EOS is focusing on finding the right people for the right positions within the organization. ·         13:50: Theresa emphasizes the need for individuals to be in roles that match their natural abilities and interests, using the analogy that if she were to do interior design work, no matter how hard she tried, it wouldn't be a good fit. ·         16:02: Bill, Chad and Theresa discuss how this concept encourages individuals and teams to prioritize their most crucial objectives over less important tasks, ensuring that they allocate their time and resources wisely during a 90-day period. ·         17:52: Bill and Chad talk about the interconnectivity of the components and how they must work together seamlessly for success. ·         19:27: Companies can choose to work with professional EOS implementers who are franchisees of EOS. These professionals serve as coaches, facilitators, and teachers, guiding the leadership team of a company through the implementation of EOS. ·         23:20: The arrangement with an Integrator often depends on the company's specific situation and goals. Theresa highlights the importance of finding the right fit for the Integrator role, whether internally or externally, to ensure that the responsibilities are managed effectively, and that the Integrator can help drive the company's success. ·         24:23: Theresa’s goal is to help her clients eventually graduate from her services when they have either developed an internal team member to take on the Integrator role or their company has grown to the point where they can afford a full-time Integrator. ·         25:23: Theresa shares insights into her role as an Integrator, explaining that she works with companies on a part-time basis, helping them implement EOS and optimize their operations. ·         27:02: Theresa clarifies that her goal is to eventually help clients graduate from her services when they have developed an internal team member or grown to a size where they can afford a full-time Integrator.         3 Key Points 1.    Theresa explains that EOS is essentially a business operating system designed specifically for entrepreneurial business owners. 2.    Theresa highlights that EOS provides a simple yet effective framework for aligning core values with hiring decisions, recognizing, promoting, and potentially separating individuals based on value alignment. 3.    Theresa talks about the significance of having the right people in the right seats within an organization, using EOS tools like the People Analyzer. She highlights the flexibility of EOS, as it can be implemented in various industries, and discusses the EOS concept of "rocks" as 90-day objectives to drive progress.     Tweetable Quotes ·         “The EOS system is described as a framework to help entrepreneurs, business owners, and advisors run their practices more efficiently and effectively, with the goal of achieving growth.” - Theresa Barnard ·         “Businesses are always looking for better ways to operate, and EOS offers a proven system that can help advisors create ensemble practices.” – Bill ·         “A company can self-implement EOS using the downloadable tools provided by EOS worldwide, such as books like "Traction" and "Get a Grip." However, this self-implementation may take a while as there is a learning curve involved.” - Theresa Barnard     Resources Mentioned: The Confident Advisor Practice Podcast Horizon Advisor Network Website 

On today's episode of "The Confident Advisor Practice Podcast," a podcast from the Horizon Advisor Network, hosts Bill Bush and Chad Soileau discuss about the growing popularity of artificial intelligence (AI) in 2023 and its potential positive effects on the financial advisory business. The speakers acknowledge that AI has rapidly emerged and is now widely present. They express their intention to explore the known positive impacts of AI in the financial advisory field and encourage thinking outside the box.   Episode Highlights ·         01.07: Bill and Chad discuss the adaptability of AI to the diversity of practices among financial advisors. ·         02.25: Bill mentions that AI platforms may have a lag in terms of accessing up-to-date information. He further adds that AI's ability to automate tasks and provide insights is evolving rapidly. ·         03:48: Chad talks about the potential of AI in automating tasks, citing an example of an AI machine scheduling appointments and conducting phone conversations. ·         05:09: Bill highlights AI's capability to analyze large amounts of data quickly and provide valuable insights. ·         06:17: Chad discusses the limitations of AI in providing personalized advice. He says that personalized advice and human relationships still hold significant value in the financial industry. ·         07:34: Bill explains how AI can provide a head start in educational projects by generating outlines or training programs quickly. He discusses the potential of AI for on-the-fly educational resources. ·         09:00: Chad mentions AI-powered chatbots on websites as an example of connecting with clients. ·         09:49: Chad highlights the efficiency gains AI can bring to the service aspect of businesses. ·         10:02: Bill and Chad discuss the growing role of AI and its potential for transforming various aspects of business and decision-making. ·         14:13: With AI we are always going to find a way to be better at what we do. But again, nothing beats face to face.     3 Key Points 1.    Chad shares how integrating AI into different aspects of a business can be relatively easy and customizable based on individual preferences. 2.    Chad discusses the potential of AI in streamlining customer service and improving efficiency. 3.    Bill and Chad discuss the ongoing evolution and advancements in AI technology.     Tweetable Quotes ·         "Personalized advice and human relationships still hold significant value in the financial industry." – Chad ·         "Some clients may embrace AI-based service, while others may still prefer human interaction." – Chad ·         "Nothing beats personal relationships with clients." - Chad   Resources Mentioned: The Confident Advisor Practice Podcast Horizon Advisor Network Website 

In today's episode of "The Confident Advisor Practice Podcast," a podcast from the Horizon Advisor Network, hosts Bill Bush and Chad Soileau talk about practice management. Today they are going to discuss about the importance of CYA in your practice.   Episode Highlights §  01:36: The CYA 360 was born as a single-day event for business owners and business leaders. §  01:50: CYA 360 was a one-day symposium with guest speakers all speaking on their individual topic of specialization and expertise, whether that is buy-sell agreements, risk mitigation, company retirement plans, what are all the threats and things they need to be aware of uncovering all those potential issues, so it started as a one-day symposium, later it got morphed into a series. §  02:55: Bill talks about the 3 major categories of CYA 360. §  03:47: What are some things that individual practices really need to think about that they can implement and do …and kind of make their own. §  06:02: Bill shares how things change when you are in your 50s. §  08:00: There is not another runway decade out there, Bill has searched before starting their podcast. It is a unique story. §  09:30: Bill and Chad discuss the importance of staying relevant and up to date in the digital age. §  10:23: One of the ways you can protect yourself always being active, visible, and relevant is by having purpose planned marketing system within your firm. §  11:58: Every single day you should always be looking for new opportunities. The bigger deal is having a documented plan of client acquisition. §  13:22: Build a unique ability team. Stick to what you are best at as a new advisor, you have to be a Jack of all trades, but as you start to expand out, it doesn't necessarily mean you have to add a bunch of employees, but it is about maybe leveraging your strengths. §  15:58: Chad advises doing some legacy planning with children or grandchildren that come behind, but also diversifying the age groups of the clients that you are also working with as well too because you can have some clients that are bit closer to the end. §  16:23: If you are building a practice that has a kind of diversified age group. You can pretty much guarantee yourself that you are going to always be busy, and you are going to always have someone to talk to. §  19:07: Growth attracts growth, and if you are giving off the image to existing clients and prospective clients that we are growing organization, we are adding this, we are doing these things, we are having success, you are going to have a whole likely a bigger probability or better probability of getting referred again by an existing client or maybe someone who is not even a client but knows your business. §  24:39: Everyone who works behind the scenes knows who's responsible for what tasks, what things need to be done and the follow-ups and then of course, they do a weekly meeting with all those. §  25:48: As a business owner ask yourself, what happens if I can't work for two months, three months. How does my business keep going on right and the succession plan or the succession partner is what if I can't come back and what happens there? §  26:54: If you're an advisor, you tend to focus on all the bright and shiny things that you have fun doing.     3 Key Points 1.    Chad explains how to build your brand or something with your own intellectual property. 2.    Stay focused on the things you need to be focused on, and even if you can do that other piece, you are not going to be as good at it. 3.    Chad shares how important it is to build a team, implement operation systems, and build a consistent, reliable service experience.     Tweetable Quotes §  "Any client that comes into our firm, it's going to be basically how we do our business in the financial planning process, the investment implementation process, and the planning process." – Bill §  "I talked to advisors throughout our network, the overwhelming majority don't have anything like this, and they kind of just wing it." - Chad §  "For some people, there might be some panicking. For others, it's, while I'm well ahead of this, but at any rate, it is critical time to really start getting intentional about what are the next 30-40, possibly even 50 years of my life going to look like and what can I do now to make progress in those areas." - Bill §  "The next 10-to-15-year period, we call that period this runway decade, and it's important and earnest and significant for people just turning 50, but also for people up in their upper 50s too because you know folks are working longer. So, this 10-to-15-year period before you actually retire." - Bill §  "You should always be focused on keeping the clients that you have, but finding the new clients that you don't have." – Chad §  "If you only do rollovers, if you only do this, if you only do that, you'll get to a point where you're going to be a little bit stagnant." - Chad     Resources Mentioned: The Confident Advisor Practice Podcast Horizon Advisor Network Website