Modern Financial Advisor

Bob Clare spent 25 years inside Bank of America and Merrill Lynch before founding Fispoke — a complete embedded banking and lending platform built specifically for independent RIAs and financial advisors. And what he saw from the inside is what drove him to build it: the big banks have a very deliberate strategy to cross-sell your clients every time they walk through their doors. Most independent advisors have no idea it’s happening. In this episode, Mike and Bob dig into why integrating banking into your practice is both an offensive and defensive strategy, what it really means to be a fiduciary when you’re only managing half of your client’s financial life, and how Fispoke is enabling advisors to offer $20.5 million in FDIC insurance and a 3.56% high-yield savings APY to their clients today. They also unpack a stat that should stop every advisor cold: 81% of heirs switch advisors after inheriting wealth. Bob explains how building a banking relationship with the next generation is one of the most powerful retention tools in an advisor’s arsenal. Chapters: 0:00 - Cold Open: Bob’s Warning to Advisors 0:30 - Episode Intro 2:00 - Welcome Bob Clare / The Journey from Terry’s Episode to Today 3:00 - Fispoke Elevator Pitch: The Turnkey Banking Platform for Advisors 6:00 - Offense & Defense: Banks Are Actively Cross-Selling Your Clients 13:30 - The Fiduciary Blind Spot: Managing One Side of the Balance Sheet Isn’t Enough 19:00 - Business Owner Clients and the Banking Opportunity 20:30 - $20.5 Million in FDIC Insurance: The Sleep-at-Night Conversation 25:30 - From Portfolio Manager to Capital Architect 28:30 - Advisor Financing: Own Your Destiny Without Selling to Private Equity 29:30 - The 81% Problem: Banking as a Next-Gen Retention Strategy 35:00 - Getting Started with Fispoke (No Platform Fees) 38:30 - Training & Getting Comfortable with Banking Conversations 43:00 - First Mover Advantage & Closing Thoughts 47:00 - Outro

Rich Walker, co-founder and CEO of Quik!, joins Mike Langford to share his four essential pillars for creating exceptional client experiences—including the provocative first principle: love your customer. Rich reveals why he and his wife shut down a profitable business after four months because they didn't love their customers, and what that taught him about building sustainable advisory relationships. This conversation explores the intersection of AI, leadership, and human connection in wealth management. Rich breaks down how to set boundaries that make clients feel more secure, why a 99% satisfaction score might indicate you're doing too much, and how to treat AI tools as collaborative colleagues rather than robotic servants. Plus, Rich unveils Quik!'s revolutionary new product, Formstream, which promises to transform the paperwork nightmare every advisor faces. The 4 Pillars Framework: Pillar #1: Love Your Customer - Why this is non-negotiable and how to know when you don'tPillar #2: Be Your First Customer - Solving problems you actually experiencePillar #3: Be On Your Customer's Team - You're the guide, not the heroPillar #4: Know and Enforce Your Boundaries - How limits create love and trust Key Topics Covered: Only 30% of firms are actually using AI (you haven't missed the boat)How to think about AI as a colleague vs. a toolThe collaborative approach to AI that produces better resultsWhy solo advisors still need leadership skillsTeaching clients how to communicate with you through boundariesThe danger of 100% customer satisfaction scoresIntroducing Formstream: The "TurboTax approach" to formsHow paperwork friction costs advisors months in onboarding time Episode Timeline: 0:00 - Cold Open: Love Your Customer 0:52 - Episode Introduction 2:00 - Welcome Rich Walker to the Show 4:41 - The 4 Pillars of Client Experience Framework 5:00 - Pillar #1: You Have to Love Your Customer 6:00 - Being Interested in Your Clients 7:48 - Shutting Down a Profitable Business (Wife's Weight Loss Company) 9:00 - Pillar #2: Be Your First Customer 11:00 - Why Rich Quit Being a Financial Advisor 12:43 - Pillar #3: Be On Your Customer's Team 13:00 - Building a StoryBrand - You're the Guide, Not the Hero 14:00 - Financial Advisors Are Relationship-Based 15:00 - Helping Your Team See the Impact of Their Work 17:40 - Pillar #4: Know and Enforce Your Boundaries 18:00 - Alamo Drafthouse: Boundaries Create Great Experiences 20:00 - Children Feel Love When They Know the Boundaries 22:23 - Teaching Clients How to Communicate With You 24:00 - The 99% Customer Satisfaction Problem 26:00 - Not Making Enough Turnovers (Basketball Analogy) 27:00 - Sarah Vogelsanger's Phone Call Feedback 28:00 - Thomas Gold Solutions: We Answer the Phone 30:43 - AI and Client Experience in Wealth Management 32:33 - Only 30% of Companies Are Actually Using AI 34:00 - SunWest Credit Union's "Sunny" AI Story 35:00 - Does AI Enhance or Replace Your Client Experience? 36:00 - Excel and Claude: Mind-Bending Capabilities 38:43 - The Two Aspects of AI: Tool Set vs. Personal Dialogue 40:00 - Think of AI Like a Human Colleague 41:00 - The M-Dash Story: Asking AI "Why?" 42:00 - Training Employees vs. Training AI 44:00 - Stop Prompting, Start Collaborating with AI 45:00 - Let AI Write Its Own Prompts 46:00 - Surfing the Trend vs. Fighting the Tide 47:00 - Video Calls Have Become Universal 48:00 - Rich's Mom Uses ChatGPT for Journaling on Walks 49:00 - What Does Quik! Actually Do? 50:00 - Introducing Formstream: Dynamically Creating Software from Forms 51:00 - The "TurboTax Approach" to Forms 52:00 - Paperwork Friction Causes 2-Month Delays 53:00 - Where to Find Rich Walker and Connect 54:00 - Episode Outro and Final Thoughts

What if AI could actually make you MORE human with your clients? Matt Halloran, Chief Evangelist at Zocks, joins Mike Langford to share a powerful paradox that's transforming financial advisory: the technology that was supposed to replace human connection is actually deepening it. In this episode, you'll discover: How one advisor nearly missed his client's spouse mentioning a serious health issue—but his AI notetaker caught itWhy the "tyranny of minutiae" is keeping advisors from spending quality time with clients (and how to break free)The surprising stat: advisors only spend 20% of their time with clients—and how to reclaim 10+ hours per weekWhy having "no baggage" makes AI the perfect listener in client meetingsHow 2 million meetings worth of machine learning is making every advisor better at their jobThe simple follow-up email strategy that's helping advisors close more business against competitorsWhy adoption rates for AI tools are skyrocketing from 10% to 90% in just 18 monthsHow to attract young talent and drive organic growth in the AI era Matt also shares a powerful Navy story about "trusting the wind at your back"—a metaphor that shaped his entire career and led him from co-founding ProudMouth (the largest podcasting company in financial services) to his new role evangelizing AI solutions. Whether you're skeptical about AI or already experimenting with it, this conversation will shift how you think about technology's role in building deeper, more authentic client relationships. Guest: Matt Halloran, Chief Evangelist at Zocks Learn more: https://www.zocks.io/mattgpt

The Future of Financial Advising: Alan Moore on XYPN's Growth, Fee-For-Service Models, and More In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Alan Moore, CEO of XY Planning Network (XYPN) and AdvicePay, for an insightful discussion at the XYPN Live conference in Austin, Texas. They explore topics such as the challenges of organic growth in the financial advising industry, the rise of fee-for-service models, and the different phases of building a successful advisory business. Alan shares his journey from starting his own firm to managing two large companies, emphasizing the importance of finding the right business model and staying transparent with clients. Tune in to learn valuable insights from one of the industry's most inspiring leaders. Don't forget to subscribe on Apple Podcasts, Spotify, Google Play, Amazon, or your favorite podcast platform! Chapters: 00:00 Understanding Market Saturation in Financial Advisory 01:08 Introduction to the Modern Financial Advisor Podcast 02:56 Welcoming Alan Moore to the Show 05:14 The Origin Story of XYPN 08:36 Challenges and Growth in Entrepreneurship 15:13 Phases of Business Development 20:35 Reflecting on Rapid Growth and Challenges 21:43 The Shift to Fee-for-Service Models 22:33 Exploring the AUM Model and Market Saturation 29:30 The Origin and Growth of AdvicePay 31:56 Balancing Multiple Ventures as an Entrepreneur 33:32 Building Influence and Creating Gravity 37:09 Conclusion and Final Thoughts

Unlocking The Secrets to Scaling Your Financial Advisory Business - Michael Kitces on XYPN Live In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Michael Kitces during the XYPN Live conference in Austin, Texas. They discuss the importance of knowing your target market, focusing on strategic planning, and the concept of 'gravity' in marketing. Michael shares insights into creating a successful, scalable financial advisory business, moving away from time-based marketing activities, and the benefits of a clear, targeted market segment. The conversation also touches on the innovative structure and support offered by XY Planning Network to independent advisors. Michael's expertise offers transformative advice for financial advisors looking to grow and sustain their practices efficiently. Chapters: 00:00 Understanding the Importance of Target Audience 01:14 Introduction to the Modern Financial Advisor Podcast 03:09 Welcoming Michael Kitces 04:46 The Concept of Creating Gravity in Wealth Management 06:43 Challenges in Scaling a Financial Advisory Business 13:15 Strategic Planning and Marketing for Advisors 19:17 The Flaws of Time-Based Marketing 20:12 Scaling Your Business with Brand Building 20:59 Challenges in Organic Growth 21:44 Reinventing Business with XYPN 23:21 Building Your Own Firm with XYPN 24:39 Support and Compliance Services 25:23 Tech Stack and Community Support 29:05 Flexible Business Models and Membership 31:34 The Importance of Niche Marketing 34:53 Conclusion and Upcoming Episodes

In this episode of the Modern Financial Advisor Podcast, host Mike Langford is joined by David Knoch, CEO of Docupace, to discuss the evolving landscape of financial advisory operations. David shares his insights on the industry's archaic practices, the importance of operational efficiency, and the role of AI in future-proofing financial services. With over 400,000 users on their platform, Docupace is leading the charge in transforming back-office operations for financial advisors. Tune in to learn about Docupace's vision for intelligent automation, their strategic acquisitions, and how they are addressing the $50 billion problem of inefficiency in financial advisory firms. Chapters: 00:00 The Archaic State of the Financial Industry 01:18 Introduction to the Modern Financial Advisor Podcast 02:44 Welcoming David Knoch: CEO of Docupace 03:54 The Evolution of Financial Advisory Operations 07:09 Docupace's Vision for the Future 10:41 The Role of Technology in Financial Services 14:19 The Human Element in Financial Planning 21:08 The Importance of Operational Excellence 25:56 Docupace's Growth and Acquisitions 27:03 Convergence of Leadership Perspectives 27:26 Acquisition Strategies and Integration 29:09 Docupace's Collaborative Culture 31:46 Balancing Independence and Integration 35:07 Build vs. Buy Decision-Making 42:42 The Role of AI in Financial Advisory 46:58 Future Vision and AI Implementation 56:14 Conclusion and Final Thoughts

How I Built and Sold My FinTech Startup: Louis Retief of Hubly on The Modern Financial Advisor Podcast In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Louis Retief, co-founder of Hubly, for an in-depth conversation about his entrepreneurial journey in the wealth tech industry. Louis shares his experience of founding Hubly right out of college, the challenges and opportunities he encountered, and what it's like to have his company acquired by Docupace. They discuss the importance of efficiency and workflows for advisory firms, the role of operations managers in decision-making, and the ongoing consolidation in the wealth management tech space. Louis also provides insights into how Hubly and PreciseFP are working together post-acquisition and the long-term vision for integrated solutions in financial advisory firms. This episode is a must-watch for anyone interested in fintech, wealth management, and entrepreneurship. Don't miss it! Chapters: 00:00 Introduction to Hubly and Efficient Advisory Firms 00:52 Welcome to the Modern Financial Advisor Podcast 02:12 Louis Retief's Journey and Hubly's Origin 03:12 The Importance of Workflow Automation 17:13 Challenges and Solutions in Financial Advisory Firms 27:20 Understanding the Financial Advisory Market 33:27 Building for the Back Office 34:43 Lessons from Social Wear 36:38 Hubly's Strategic Pivot 37:43 Acquisition by Docupace 39:15 Research and Decision Making 47:00 Post-Acquisition Integration 49:17 Future Vision and Product Development 53:27 Entrepreneurial Insights and Challenges 56:12 Importance of Long-Term Thinking 58:37 Due Diligence in Tech Partnerships 01:02:12 Final Thoughts and Farewell

In this episode of the Modern Financial Advisor Podcast, host Mike Langford engages in a thought-provoking conversation with Steve Lockshin, founder of AdvicePeriod and Vanilla Technologies. Steve shares insights on the shortcomings of the traditional AUM model, the rise of AI in financial advising, and the potential of technology to revolutionize the industry. They discuss estate planning, the importance of serving high net worth clients, and practical applications of AI and tokenization. Steve also opens up about his personal life, including his passion for wake surfing as a morning routine. Join us for a deep dive into the future of financial advising and what advisors should do to stay ahead. Chapters: 00:00 Introduction and Personal Anecdote 01:20 Welcome to the Modern Financial Advisor Podcast 01:25 Guest Introduction: Steve Lockshin 03:00 Morning Routine: Wake Surfing 06:47 The Importance of Estate Planning 13:46 Vanilla: Revolutionizing Estate Planning 20:06 Challenges in the Financial Advisory Industry 26:58 The AUM Model: Pros and Cons 32:42 The Importance of Fee Negotiation 33:25 Client Scenarios and Advisor Conflicts 34:44 Structuring Advisory Fees 35:26 Fee Calculators and Transparency 36:46 Client Shopping Behavior 40:46 AI and Tokenization in Wealth Management 48:33 The Future of Financial Advisory 50:20 Advisors Adapting to Technological Changes 58:03 Final Thoughts and Advice for Advisors

Unlocking Scalable Growth for Financial Advisors with AI In this episode of the Modern Financial Advisor podcast, host Mike Langford is joined by Ian Karnell, who introduces his new company, VastAdvisor, and discusses how it aims to radically transform organic growth for financial advisors and wealth management enterprises. Ian delves into the power of AI in generating predictable, scalable lead generation systems and improving compliance for digital marketing. The episode covers the current state of digital marketing for financial advisors, the challenges, and the groundbreaking solutions VastAdvisor offers. Tune in to discover how AI can drive hyper-growth in the financial industry and make lead generation more efficient and effective. Chapters: 00:00 Introduction to AUM Growth Strategies 00:54 Welcome to the Modern Financial Advisor Podcast 01:00 Introducing VastAdvisor and Its Promises 01:59 Subscribe and Connect with Us 02:29 Conversation with Ian Karnell Begins 03:59 The Evolution of Digital Marketing for Financial Advisors 06:56 Challenges and Opportunities in Lead Generation 14:02 The Role of AI in Modern Marketing 18:51 The Vision Behind VastAdvisor 27:26 How VastAdvisor Enterprise Works 30:51 Building Custom Audiences 31:14 Audience Targeting and Ad Builder 32:44 AI-Powered Compliance 33:57 IQ Dashboards and Reporting 35:01 Firm Growth Insights 35:36 Agentic Framework and Autopilot Mode 36:14 Challenges in Financial Marketing 40:10 Optimizing Ad Spend and Lead Generation 44:00 AI's Role in Advisor Growth 51:37 Next Generation Advisors and Clients 56:29 Conclusion and Final Thoughts

On this episode of the Modern Financial Advisor Podcast, Mike Langford welcomes Kyle Zasky, the new CEO of VRGL, for his first-ever podcast appearance. The two dive deep into why so many advisors struggle with client acquisition and how VRGL’s proposal and analytics platform is designed to change that. Kyle shares candid insights on the emotional hurdles advisors and prospects face, the importance of establishing trust quickly, and why tools that demonstrate value before conversion are the future of advisor growth. They also explore: Why most advisors are stuck in a comfort zone that limits growthThe “organ rejection” risk for new CEOs and how Kyle overcame itHow AI is both exciting and anxiety-inducing for advisorsWhy great advisors are part portfolio strategist, part therapist Whether you’re an advisor looking to sharpen your edge or a wealth management exec planning for scalable growth, this conversation delivers actionable perspective on what it takes to thrive in the modern RIA landscape. Chapters: 00:00 Introduction and Episode Overview 01:19 Guest Introduction: Kyle Zasky 01:52 The Human Element in Financial Advice 03:27 Kyle's Journey to CEO of VRGL 08:20 Building Trust and Rapport 14:15 VRGL's Role in Client Acquisition 24:53 The Psychology of Financial Advising 30:55 Psychology of Financial Advisors 31:56 Addressing the Shortage of Financial Advisors 32:38 Reaching Younger Demographics 33:06 Expanding Financial Services Downstream 36:07 The Role of AI in Financial Advisory 38:50 The Importance of Human Touch in Financial Advisory 40:55 Building a Sustainable Financial Advisory Career 50:02 Navigating the FinTech Landscape 55:24 Future of Financial Advisory 01:00:10 Conclusion and Final Thoughts

Join Mike Langford in this eye-opening episode of the Modern Financial Advisor Podcast as he chats with Dan Zitting, CEO of Nitrogen Wealth, formerly Riskalyze. They discuss the evolving landscape of financial advising, emphasizing the importance of a strong digital presence, the role of AI in enhancing advisor-client interactions, and actionable strategies to tackle slow organic growth in the industry. Dan offers fresh perspectives from his software and tech background, sharing insights on reducing advisor friction, leveraging AI for better client meetings, and the necessity of adapting sales motions for younger generations. Key Themes: The strategy behind Riskalyze’s rebrand to NitrogenUsing Net Promoter Score (NPS) to measure advisor successWhy risk tolerance is more than just age-based assumptionsHow AI and agentic workflows are transforming client meetingsRethinking referrals, sales motion, and digital trust building Don’t miss this engaging conversation on how modern advisors can deliver clarity, confidence, and scalable growth in an ever-evolving landscape. Chapters: 00:00 Understanding Modern Sales Motion 00:43 Introduction to the Podcast 02:14 Conversation with Dan Zitting Begins 03:13 Rebranding from Riskalyze to Nitrogen 06:10 Challenges and Opportunities in Wealth Management 15:48 The Importance of Digital Presence 22:32 Adapting to Changing Client Behaviors 30:53 Injecting Value into Client Conversations 31:47 Understanding Client Risk and Confidence 33:14 The Importance of Advisor-Client Relationships 36:11 Engaging the Next Generation of Clients 38:59 Realistic Risk Communication 48:35 AI and the Future of Financial Advising 53:56 Conclusion and Final Thoughts

In this episode of the Modern Financial Advisor Podcast, Mike Langford is joined by Justin Whitehead, Co-Founder and CEO of Pebble Finance, for a deep dive into one of the most compelling use cases of AI in wealth management. Justin shares how a personal investing misstep in China sparked the idea for Pebble, and how his team is transforming the way advisors communicate portfolio insights with clients. From translating complex data into plain-English narratives to helping advisors deliver family-office-level service at scale, Pebble is redefining what it means to be truly client-centric. If you’ve been eye-rolling at yet another “AI-powered” solution, this one will make you rethink everything. Key themes: Why most portfolio reports fall flat—and how Pebble brings them to lifeHow AI can bridge the ignorance gap and strengthen client trustWhy the future of wealth management will be won at the retail levelThe overlooked power of dynamic, advisor-branded newslettersHow Pebble helps scale personalized conversations—without compliance headaches Whether you’re a financial advisor, wealth exec, or fintech innovator, this conversation is packed with practical insights and big-picture thinking you won’t want to miss. Chapters: 00:00 Introduction and Episode Overview 01:22 Guest Introduction: Justin Whitehead 01:50 The Evolution of Video Conferencing 03:29 AI in Financial Advisory: Pebble Finance 03:52 The Pandemic's Impact on Retail Investing 05:27 Justin's Personal Investment Story 11:25 Challenges in Financial Advisory 12:43 The Role of Technology in Financial Advisory 23:24 Understanding Pebble's Approach 31:30 Exploring Dynamic Newsletters for Advisors 33:29 AI in Financial Advisory: Compliance and Innovation 34:37 Ensuring Data Privacy and Compliance 39:52 Challenges and Strategies for Technology Adoption 52:38 The Future of Wealth Management 01:01:56 Closing Thoughts and Farewell

In this illuminating episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Jason Early, CEO of RISR, to discuss how targeting business owners can massively elevate a financial advisor's practice. The discussion covers why treating a privately held business as just another asset is a missed opportunity, and how business owners, who control a significant portion of private wealth, are an untapped client segment. Learn how RISR's technology helps advisors understand and manage the complexities of business owner clients, moving beyond typical financial advice to drive substantial assets under management and deliver significant value. Don't miss the actionable insights on succession planning, risk management, and leveraging the unique needs of business owners to grow your advisory business. Chapters: 00:00 Introduction to Financial Advisors and Business Assets 00:34 Welcome to the Modern Financial Advisor Podcast 00:38 Introducing Jason Early and RISR 02:24 Myth Busting: Business Owners and Wealth 04:25 The Complexity of Business Owners' Financial Needs 05:21 The Evolution of Financial Planning 06:34 The Importance of Comprehensive Financial Advice 07:54 Connecting with Business Owners 10:35 The Role of Financial Advisors in Business Succession Planning 13:00 Understanding the Business Owner's Perspective 16:26 The Riches in Niches Strategy 24:07 The Confidence and Competence Gap 28:49 Blue Oceans vs. Red Oceans 29:30 The Importance of Tools for Business Advisors 29:55 How RISR Works for Advisors 30:58 Financial and Qualitative Insights for Business Owners 33:02 The Growing Trend of Private Company Ownership 38:51 Advisors' Role in Business Succession and Exit Planning 47:19 The Complexity and Opportunity of Working with Business Owners 51:04 The Rise of Solopreneurs 53:56 Conclusion and Final Thoughts

In this episode of the Modern Financial Advisor Podcast, host Mike Langford is joined by Adrian Johnstone, CEO of Practifi, to discuss the pivotal role of CRM systems in financial advisory firms. They explore the debate between the importance of custodial systems versus CRMs, emphasizing the value of maintaining rich client relationships. The discussion also covers the concept of viewing technology as an investment rather than an expense, the scalability of CRM systems, and the potential future of AI in the industry. Perfect for advisors looking to gain insights on leveraging technology to enhance their client relationships and operational efficiency. Chapters: 00:00 The Debate: Custodial System vs. CRM 00:44 Introduction to the Podcast and Guest 01:53 The Importance of Client Relationships 04:24 The Role of CRM in Client Records 17:15 Technology Adoption in Financial Advisory 25:37 The Value of Technology in Financial Services 26:18 Technology as an Investment, Not an Expense 27:06 Maximizing Technology's Potential 32:14 The Future of Technology in Financial Advisory 34:23 Human Connection in the Age of Technology 40:41 Scalability and Integration in Financial Technology 51:44 The Importance of Standardized Integration 54:04 Conclusion and Final Thoughts

In this episode of the Modern Financial Advisor Podcast, host Mike Langford engages in a thought-provoking conversation with Felipe Toews, CEO of Toews Asset Management and author of 'The Behavioral Portfolio: Managing Portfolios and Investor Behavior in a Complex Economy.' Delve into the intricacies of behavioral finance, market timing challenges, and the crucial role of effective advisor-client communication. Discover why Felipe believes that traditional portfolio management strategies might be leading advisors and clients astray, especially when considering unexpected market scenarios and significant losses. This episode offers valuable perspectives on educating investors and rethinking portfolio construction to better navigate a complex economic landscape. Don't miss this insightful discussion that could transform how you communicate with your clients and approach portfolio management. Chapters: 00:00 Understanding Economic Perceptions 00:45 Introduction to the Podcast 02:12 Guest Introduction: Felipe Toews 03:54 Behavioral Finance 101 07:47 Challenges in Market Timing 14:40 The Importance of Proactive Communication 21:20 Historical Market Analysis 27:44 Economic Growth and Inflation Challenges 29:25 Behavioral Portfolio Design 31:40 Critique of Traditional Investment Strategies 33:39 Adapting to Market Changes 36:22 Addressing Investor Behavior 44:12 Crypto and Speculative Investments 49:29 Future Economic Risks and Portfolio Strategies 55:44 Conclusion and Final Thoughts

Join host Mike Langford in this episode of the Modern Financial Advisor Podcast as he interviews Greg Bogich, CEO of AcquireUp. Discover how seminars can be an effective strategy for growing a financial advisory business. Greg discusses the benefits of seminars, including filling the room with qualified prospects, the psychological advantages of face-to-face interactions, and the importance of being perceived as an expert. Learn how AcquireUp helps financial advisors target the right audience and provides coaching to deliver compelling seminars. Whether you're a solo advisor or part of a larger RIA, this episode offers valuable insights into achieving scalable growth and converting prospects into long-term clients. Chapters: 00:00 The Challenge of Cold Calling in Sales 00:41 Introduction to the Modern Financial Advisor Podcast 01:59 Guest Introduction: Greg Bogich from AcquireUp 03:36 The Problem of Slow Growth in Wealth Management 05:00 The Struggles of New Financial Advisors 07:40 The Importance of Referrals and Their Limitations 11:08 The Effectiveness of Seminars for Financial Advisors 16:51 Targeting the Right Audience for Seminars 22:03 Educating Advisors on Effective Marketing 24:27 Understanding Seminar Attendance and Conversion Rates 26:11 The Importance of Re-engaging Non-Attendees 28:59 Effective Seminar Presentation Techniques 29:55 Training Advisors for Successful Seminars 37:39 The Value of Investing in Marketing 45:46 The Unique Appeal of the Financial Advisory Industry 47:56 Conclusion and Final Thoughts

In this episode of the Modern Financial Advisor Podcast, host Mike Langford is joined by Arnim Holzer, Global Macro Strategist at Easterly EAB, for an insightful discussion on market volatility and the need to rethink traditional asset allocation models. They explore the historical context of Modern Portfolio Theory, its simplifications, and why its assumptions may not hold in today's economic environment. The conversation delves into the instability of asset correlations during periods of volatility, the impact of macroeconomic conditions, and the importance of incorporating volatility-sensitive strategies into portfolios. Advisors can benefit from practical advice on how to use high Sortino ratio funds and strategies to manage downside risks and enhance client portfolio resilience. The episode also touches upon the relevance of active versus passive management, the implications of the global pandemic on markets, and the importance of client perception of portfolio performance. Chapters 00:00 Introduction and Episode Overview 01:10 Guest Introduction: Arnim Holzer 01:24 Casual Conversation: Weekend Plans 02:21 Diving into Market Volatility 03:01 Challenging Traditional Asset Allocation Models 05:22 Flaws in Modern Portfolio Theory 06:27 Correlation and Volatility in Asset Allocation 16:06 Impact of Fed Policy on Market Correlations 24:00 Impact of the Pandemic on Inflation 24:55 Housing Market Dynamics During the Pandemic 26:13 The Fed's Response and Fixed Income Challenges 27:00 Volatility and Portfolio Management 28:36 Advisors' Role in Managing Volatility 31:25 Optimizing Portfolios with High Sortino Ratios 36:46 The Importance of Risk Management 42:40 Connecting with Arnim Holzer 44:20 Conclusion and Farewell

In this episode of the Modern Financial Advisor Podcast, Steve Vecchione and Scott Schuebel of Statera Advisors and Statera Retirement join Mike Langford to share their innovative approach to retirement planning. After watching or listening to this conversation, it might be hard for financial advisors not to wonder “Have I been using the wrong methodology for retirement planning all these years?” Chapters 00:00 Introduction and Episode Overview 01:19 Meet the Guests: Steve Vecchione and Scott Schuebel 02:03 The Origin Story: How Steve and Scott Joined Forces 02:55 Challenging Conventional Retirement Planning 04:42 Developing a New Retirement Strategy 12:48 Addressing Retirement Risks 18:24 The Importance of Internal Rate of Return 26:14 Understanding Internal Rate of Return (IRR) 26:41 Time-Weighted Rate of Return (TWR) Explained 27:26 Comparing TWR and IRR in Portfolio Management 28:56 Impact of Market Conditions on Returns 30:20 Strategies for Retirement Planning 40:37 Purpose-Driven Dollar Concept 46:06 Balancing Risks for Optimal Returns 49:30 Conclusion and Final Thoughts

In this episode of the Modern Financial Advisor Podcast, host Mike Langford chats with Terry Mullen, Chief Revenue Officer of Fispoke, about how financial advisors can now offer comprehensive banking services to their clients. Once exclusive to wirehouse advisors, these services are now accessible to RIAs and independent financial advisors, thanks to new technology and banking arrangements. Mike and Terry discuss the evolution of financial advice, the immense market potential, and the transformative power of integrating banking solutions for financial advisory businesses. Learn about how Fispoke is bridging this gap, the opportunities for growth, and the future of comprehensive financial planning. Don't miss out on this insightful conversation that could change the way you offer financial advice! Sponsored By: PodBox - Help your guest sound their best on your podcast, webinar, or important Zoom call with a PodBox microphone setup. Resources Mentioned In This Episode: How Financial Advisors Can Help Clients Navigate The Black Box of Healthcare Costs - Mike mentioned the parallels between the work that Drew Schockley and the team at Move Health are doing for financial advisors and their clients on the health insurance landscape. Like banking, every client is going to have health care needs. As a financial advisor, you should be offering sound advice on areas like these that affect your clients’ financial lives in significant ways.Episode 1 - The Truelytics Origin Story with Terry Mullen - As Mike mentioned in this episode, Terry Mullen was the first ever guest on the podcast back when it was actually called The Valuations Podcast. Jump in the time machine and give it a listen. Chapters 00:00 Introduction and Episode Overview 01:26 Guest Introduction: Terry Mullen 01:36 The Evolution of Financial Advisory Services 02:52 The Next Wave: Comprehensive Banking Services 03:38 Identifying the Problem and Market Opportunity 05:28 Fispoke's Integrated Banking Solutions 10:45 Growth Opportunities for Financial Advisors 17:17 Future Prospects and Closing Thoughts 19:09 The Impact of Healthcare on Job Mobility 19:50 Breakaway Advisors and Wirehouse Firms 20:53 Fispoke's Integration with Independent Broker-Dealers 21:45 The Role of Technology in Financial Advisory 23:45 The Future of Banking Advisors 28:48 Fispoke's Banking Partnerships 29:50 Technology Integration with Advisor's Tech Stack 32:55 The Benefits of Smaller Banks 34:09 Conclusion and Contact Information

In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Dr. Emily Koochel, Manager of Financial Wellness at eMoney Advisor, to explore the critical role of the human advisor in an increasingly AI-powered world. They discuss how AI can be used as a tool to enhance efficiency, personalize client experiences, and maintain trust, rather than replacing human advisors. With compelling data and practical insights, this episode aims to help financial advisors feel more confident in integrating AI into their practices. Chapters 00:00 Introduction and Guest Welcome 00:12 The Human Element in Financial Advice 00:59 Podcast Subscription and Contact Information 01:29 Conversation with Dr. Emily Koochel Begins 01:45 Weekend Plans and Personal Anecdotes 02:23 AI's Impact on Financial Advisory 02:54 Dr. Koochel's Unique Qualifications 05:20 Understanding Financial Therapy 08:54 Financial Socialization and Childhood Influences 11:32 AI in Financial Planning: Opportunities and Concerns 17:25 The Importance of Human Connection 20:16 Generational Perspectives on Financial Advice 23:10 Emotional Conversations in Financial Planning 26:36 Practical AI Integration for Advisors 27:35 Exploring AI Integration in Financial Services 27:57 Identifying and Automating Manual Processes 28:47 Prioritizing High Impact, Low Risk AI Solutions 29:28 Familiarizing with AI Technologies 34:29 Personalization at Scale with AI 41:32 Building and Maintaining Trust in Client Relationships 51:52 Conclusion and Final Thoughts