What Works - 2,500+ Years of Experience in Financial Planning

What if the secret to exceptional financial planning isn't better investment management, but understanding people on a deeper level? In this episode, Morris and Morgan Shank reveal the systems, philosophy, and personal approach that have helped them build a highly personalized advisory practice. You'll learn why they believe financial planning extends far beyond numbers, and how proactive service creates stronger client relationships. They also discuss their evolving succession plan and the emotional realities of preparing a business for the future.Morris and Morgan share how they structure discovery meetings, identify clients' most important priorities, and create customized planning experiences that adapt to each family's needs. They also explore the technology, processes, and communication strategies that support their high-touch service model, offering valuable lessons for advisors, business owners, and anyone interested in building deeper relationships through exceptional client service.

What does it take to build a long-term career in financial planning when life doesn’t go according to plan? In this episode, Steve Reents, Senior Financial Advisor at Gaynes Financial Services, opens up about his journey from growing up in Illinois to building a career in Atlanta’s financial services industry—while navigating major life transitions along the way.Listen in as Steve shares how he moved through roles in banking, paraplanning, and financial advisory work, as well as how those experiences shaped his approach to clients today. You'll hear about the personal challenges that redefined his perspective on life, resilience, and what truly matters when it comes to money, planning, and family. This conversation explores not just the technical side of financial planning, but also the human side that sits behind every decision.

What happens when two engineers walk away from decades in 24/7 manufacturing environments and apply that same discipline to financial planning? In this episode, Thomas Barnes and Derek Keeney of Nida Financial Group share how they transformed their careers from paper mills, breweries, and industrial engineering roles into building a highly structured, systems-driven advisory firm. Their story reveals how operational thinking, not traditional finance backgrounds, became the foundation for how they run and scale their business.Listen in to learn how manufacturing principles like continuous improvement, KPIs, and succession planning can completely reshape a financial advisory practice. Thomas and Derek break down how they grew a firm managing millions in assets, built a recurring revenue model, and created repeatable systems for decision-making, client service, and team development. You'll also hear about partnership structure, leadership alignment, and why treating a financial business like an engineered system leads to more predictable and scalable outcomes.

What does it actually take to build a financial advisory business that lasts, especially when you’re starting from scratch in uncertain times? In this episode, William Black of WHB Wealth Management Group shares the real story behind his journey, from working in a small-town community bank to launching and growing his own firm. You’ll learn how early career experiences, wearing multiple hats, and stepping into uncomfortable situations helped shape his approach to long-term success.Listen in as William breaks down the mindset and strategies that matter most, including why relationships and trust are everything (especially in smaller communities) and how shifting from a product-focused model to a planning-first approach can transform client outcomes. He also shares honest insights into career transitions, the surprises that come with moving firms, and why your ability to communicate value matters just as much as your technical expertise. 

What does it really take to build a financial advisory business that supports both your clients and your life? In this episode, Melissa Ekeberg, AIF®, and Chase Gunter share how they’ve built a thriving, independent wealth management firm grounded in education, accountability, and strong client relationships. With over 23 years in the financial services industry, Melissa explains how identifying client goals—and staying accountable to them—has shaped her entire approach to financial planning.You’ll also learn how Chase transitioned from logistics and banking into financial advising, bringing a fresh perspective and deep community connection to the business. Together, they break down what a real partnership looks like, how they’ve structured succession and ownership, and why flexibility, trust, and local relationships have been key to their growth. This episode gives you a practical look at what’s working right now and how to build a business that truly aligns with your goals.

What happens when someone spends decades in the investment world before becoming a financial advisor later in their career? In this episode, Troy DeCastro shares his unconventional journey from actuarial science and investment consulting to wholesaling and eventually building his own financial planning firm. You’ll learn what he discovered during his 20 years as a wholesaler, why he made the transition to advising at age 53, and how relationships and long-term trust became the foundation of his business instead of traditional marketing or social media.Listen in as Troy talks about a major turning point in his business: deciding to stop managing his own investment models so he could focus more on financial planning and client relationships. He also opens up about his approach to high-touch client service, working with multiple generations of families, communicating with clients throughout the year, and what he believes are some of the most important parts of being a financial advisor.

How do great advisors turn strategy into real, lasting security for their clients? Today, I’m joined by Gary Alpert, Principal & Financial Advisor at Gary Alpert Financial Strategies, who shares his journey from navigating countless interviews to stepping into a lead advisor role. He reveals how mentorship, persistence, and a relentless drive to keep learning shaped his career—and why surrounding yourself with the right people can accelerate your growth faster than you might expect.Listen in as Gary dives deep into his philosophy of client-centered financial planning. You'll learn how his team stays fully engaged with clients, creates strategic plans that provide security, and manages portfolios with a clear, consistent guiding approach. He also breaks down the benefits of referrals and what creates lasting satisfaction for clients.

What does it really take to build a financial advisory business that changes lives instead of just balancing portfolios? In this episode, Terrell Boone, Partner and Wealth Advisor at Highlands Wealth Group, shares how his upbringing, values, and entrepreneurial drive shaped the way he approaches financial planning and leadership. You’ll learn why simply making money wasn’t enough for him, and how focusing on purpose and impact became the foundation for his work with clients.Terrell also pulls back the curtain on what it actually takes to build and grow an advisory firm today. He explains how he generated early opportunities, the hustle required to bring in new clients, and the lessons he learned from leaving the wirehouse model to build something more meaningful. Tune in to hear how listening deeply to clients can dramatically change their lives, the leadership lessons that came from growing a team, and how Terrell's firm uses AI and modern technology to deliver smarter, more efficient financial advice.

What does it take to prepare the next generation of advisors to lead a firm forward? In this episode, brothers Chris and Nicholas Rios from Financial Strategies Group share how their firm is building for the future—through intentional succession planning, strong processes, and a culture that values growth, trust, and adaptability. They discuss what it’s really like stepping into an established firm, how to align vision across generations, and why communication is key to creating continuity in both client relationships and leadership.You’ll learn how they approach onboarding, sales, and networking as advisors, the importance of balancing working “in” and “on” the business, and how being forward-planning allows a firm to thrive even when unexpected changes occur. Whether you’re an established advisor preparing for the future or an emerging planner finding your footing, this conversation offers valuable insight into building sustainable firms that stand the test of time.

What if the most challenging moments in your life were the ones that prepared you best for your purpose? In this episode, we sit down with Temp Davis, a financial planner whose journey from a successful corporate career to financial planning was anything but smooth. Temp shares how unexpected setbacks, personal growth, and hard-earned wisdom led him to discover his true calling: guiding others through life’s financial complexities with clarity and care.Listen in to learn how Temp transformed adversity into opportunity, built a thriving financial planning business through smart networking and ethical marketing, and used teaching as a powerful way to connect with new clients. He reveals the lessons learned from his early missteps, why traditional marketing didn’t align with his values, and how hosting educational workshops became a cornerstone of his success. 

What does it really take to build a lasting financial advisory practice that clients can trust through every season? In this episode, Alan Bratic, President of ThompsonBaker Financial, shares the journey that shaped his approach to guiding clients through both calm markets and turbulent times. With decades of experience, Alan brings insights from his early days in investment services to his leadership role today, offering perspective on what it means to truly put clients first.You’ll hear how he navigates client expectations, why simplicity often beats a 55-page financial plan, and how his “airplane pilot” analogy helps explain the role of an advisor. Alan also discusses how to know when prospects aren’t the right fit, the power of underpromising and overdelivering, and what separates good advisors from great ones. 

What does it take to grow a financial planning practice while staying true to your values and clients? In this episode, Rebekah Fero, Principal, Financial Planner at Fero Financial, shares how human behavior and psychology play a powerful role in money decisions, and how understanding these factors has shaped the way she supports her clients. Listen in as Rebekah opens up about her own journey, building her clientele, leaning on family support during tough times, and finding the courage to stand out in a crowded industry. You’ll hear her perspective on scaling vs. growing a business, why hiring the right people is critical, how coaching can sharpen your mindset, and why having the right tools in place helps you thrive as the CEO of your own company. 

Today I'm joined by John Franklin of Franklin Watkins Financial Group, who shares how his upbringing and life experiences inspired his mission to help others make sound financial choices. John talks about how he built a thriving practice rooted in comprehensive planning, from retirement and education to charitable giving and risk management, all with a deep commitment to serving clients well.Listen in to learn the systems, tools, and strategies his firm uses to deliver exceptional service while still maintaining balance and sustainability. He also opens up about the importance of problem-solving and adaptability in an industry where client needs are constantly changing. Whether you’re an advisor looking to refine your service model or someone interested in the heart behind financial planning, John’s story will leave you inspired to focus on what matters most.

What does it really take to build a thriving wealth management firm from the ground up? In this episode, Robert Day and Justin Burgess of Madison Financial & Associates share their personal journeys into the financial advisory world and how their partnership evolved into a successful, independent practice. They open up about the pivotal moments that shaped their careers, from unexpected beginnings to strategic mergers.You will gain insight into the power of complementary skill sets, the challenges of transitioning between firms, and the value of client relationships in sustaining long-term success. Robert and Justin also reflect on how personal lives influence professional decisions, the importance of transparent communication, and what it truly means to run a values-based, client-first firm. 

What does it really take to build a financial advisory firm that lasts across generations? In this episode, John Collins, MBA, CES, and Tim Fail, RICP®, of Collins Wealth Management, share their journey of growing a multi-generational, client-first business rooted in intentionality, values, and clear succession planning. You’ll learn how John transitioned from a background in farming and banking into a people-centered advisory practice, why client fit matters more than AUM, and how structure and service drive deep, lasting relationships.Listen in as Tim shares his leap from job security to purpose-driven advising and how their partnership is built on transparency, complementary strengths, and long-term vision. They pull back the curtain on their unique “Legacy Program” that welcomes next-gen family members into the firm, how they trimmed their client base for quality over quantity, and the details behind their structured ownership transfer. Whether you’re an advisor thinking about succession or simply want to strengthen client trust, this episode is packed with real-world insight you don't want to miss!

Today, we sit down with Cindy Skaggs, CFP®, to hear her firsthand experience of having her business acquired. From deal structure to client communication, Cindy shares exactly how she navigated the transition, as well as the emotional highs and the practical strategies that made it all work. You’ll hear how she handled clients who didn’t want to transition and how stepping into a paid consultant role has shaped her next chapter.Listen in as we dive into the core philosophies that have shaped Cindy’s career, like why it’s not about what you make—it’s what you keep. With a passion for long-term strategy and a heart for teaching, Cindy also reflects on what it takes to create truly customized financial plans and how she continues to help clients secure an income for life. If you’re curious about what it’s really like to sell a business, how to prepare clients, or how to balance emotion and logic through it all, this conversation is packed with honest insights and practical takeaways.

Darrin Bearden, MBA, is the Founding Partner of Clear Blue Wealth, and he joins the show today to share his unconventional journey from manufacturing and teaching English in Mexico to becoming a financial advisor. From the pivotal moments that led him to financial planning—including a life-changing realization from Dave Ramsey’s book and an unexpected event that made him rethink his future—to key lessons he's learned along the way, Darrin opens up about his experience growing a financial planning practice.Listen in to learn how he builds long-term client relationships, why he prioritizes comprehensive planning over investment management, and the tools he relies on to streamline his process. You'll hear insights on working with Spanish-speaking clients, overcoming challenges in building a business, and why financial planning is more than just numbers. 

Today we sit down with Karen Lee, founder of Karen Lee and Associates, as she shares her incredible journey from architecture to financial services. Karen discusses the challenges and triumphs she faced, her shift into financial planning, and how she built her business through referrals. You'll learn how trusting your intuition, focusing on long-term relationships, and providing value can lead to a flourishing career in the financial industry.Karen also opens up about her transition from a sole proprietor to leading a growing advisory team. She reflects on the importance of knowing your strengths, setting clear goals, and empowering your team to take ownership. Plus, Karen reveals the technology stack she uses to efficiently manage clients and shares insights into her client onboarding process, compliance approach, and the power of empathy in financial planning. 

What does it take to build a successful financial planning business while staying deeply connected to your clients? In this episode, Josh Donley, founder of Mosaic Capital Management, shares his entrepreneurial journey, from starting his business to creating a niche. Josh reveals his comprehensive approach to financial planning, highlighting the power of referrals, effective client engagement, and using technology to streamline operations. Listen in as Josh dives into the practical side of financial planning, discussing the challenges of compliance, technology integration, and long-term planning. He also explains the value of visual tools in decision-making, the importance of preparing clients for market downturns, and how collaboration with other advisors helps him grow. 

Ever wondered how technology and strategic delegation can revolutionize a financial advisory practice? In this episode, Gerald Craig shares his journey from trust management to becoming an independent financial planner, driven by a desire to prioritize client needs. You'll discover how Gerald's adoption of tools like WealthVision and Holistiplan, along with strategies from the Strategic Coach program, has streamlined his operations and enhanced client engagement.Listen in as Gerald discusses the pivotal role of workflows and how his team maintains efficiency during staffing challenges. You'll learn how these innovations have not only helped his business thrive, but also allowed him to focus on building deeper client relationships.

What does it take to succeed in financial planning while navigating career transitions and building meaningful client relationships? In this episode, host Don Patrick speaks with Robert Davis and Micah Valentine of Pinnacle Wealth Management. Robert and Micah share their journeys from previous careers into financial planning, detailing how they overcame challenges, developed their unique sales strategies, and prioritized client relationships. They also explore the importance of independence, resilience, and effective partnerships in achieving long-term success.Listen in to learn about the value of community in the financial services industry, creative client acquisition techniques like leveraging personal hobbies, and the role of technology in streamlining operations. You'll hear actionable tips for managing a growing business, defining team roles, and fostering partnerships. 

What does it take to build a successful financial advisory practice from the ground up? Cindy Skaggs, CFP, shares her personal and professional journey in this inspiring episode. She emphasizes the importance of aligning investments with client goals, risk management, estate planning, and tax strategies. Her success story is filled with invaluable lessons on how to build systems, manage high volumes of clients, and create a lasting legacy in the financial services world.Listen in as Cindy discusses the emotional and logistical aspects of business transitions, like succession planning, hiring, and overcoming early career struggles. She also reflects on how critical persistence and a commitment to the right tools and client-centric solutions were in shaping her path. You'll learn how Cindy turned challenges into opportunities and why investing in your business and relationships is key to long-term success.

How do persistence and strategy play into achieving long-term success in financial planning? In today’s episode, Mike Irvin, CFP, from Integrated Financial Group, shares his inspiring journey and the critical lessons he's learned along the way. From cold calling to smart networking, Mike reveals how he made his own luck and used metrics to measure his growth. You'll discover the value of having a process in place and why asking the right questions can make or break a referral. Listen in to learn how Mike helps clients reduce college expenses through strategic school shopping and financial planning. You'll also hear about the importance of discovery meetings to determine client fit, why networking is the backbone of business success, and more. 

In this episode, we sit down with David Gaynes, founder of Gaynes Financial in Atlanta, Georgia, to explore the strategies that have fueled his business success. You'll learn about the key benefits of engaging with a business coach early on, why David prioritizes hiring ahead of anticipated growth, and how his team structures compensation to drive performance.We'll also cover practical tips on simplifying appointment scheduling, automating client processes, and maintaining ongoing client engagement. Plus, David shares the importance of gratitude in leadership and the strengths that have contributed to his success.

What does it take to build lasting success in wealth management? In this episode, we’re joined by Bain Nickels, President and Wealth Manager of Nickels Wealth Management, who shares his journey from graduating with a degree in risk management, insurance, and financial planning at Mississippi State University to becoming a leading financial advisor. With CFP™ and CKA designations, Bain discusses the importance of building client relationships based on trust, respect, and transparency. You’ll learn about his approach to financial planning, the value of having a disciplined plan, and why the key to long-term success has less to do with specific investments and more to do with the ability to stick to a solid plan through market highs and lows.Listen in as Bain reflects on the lessons he's learned from his father, the founder of the firm, and offers insights into what he’s working on next in his career. He also talks about the power of asking questions, simplifying processes for clients, and maintaining a strong company culture. Discover how Bain’s team ensures client satisfaction, the strategies they use to bring in new clients, and more. 

How do you build a successful niche marketing financial planning practice from the ground up? In this episode, we feature Mike Tarrant, the founder of Tarrant Financial Advisors in Atlanta, Georgia. Mike shares his journey from an administrative assistant to a seasoned financial planner with a thriving practice. He discusses his strategic approach to client acquisition, the importance of niche marketing, and the challenges of succession planning.Join us as Mike dives into his unique methods for developing deep client relationships, his experience with niche marketing for pharmacy professionals, and the importance of persistence and problem-solving in building a business. Mike also talks about his team structure, the role of delegation, and his personal journey in the financial planning industry.

How do you strategically engage clients to foster long-term relationships and business growth? This episode features Rich Lombardi, founding partner of Integrated Wealth Strategies in Atlanta, Georgia, who shares his approach to client communication and strategic business development. Rich discusses his unique methods for ensuring that every client interaction is meaningful and how he built a relationship-driven business from scratch.Listen in as Rich shares his strategic client engagement techniques and how he navigated the challenges of the COVID-19 pandemic. We also discuss the importance of personalized communication and avoiding mass emails to keep client interactions impactful, and his journey from owning a small business in Connecticut to building a successful financial advisory practice in Atlanta.

How do you build a successful financial advisory firm from the ground up? This episode features Mark Cross, founding partner of Highland Trust Partners in Athens, Georgia, sharing his journey from the financial industry to creating a thriving independent firm. Mark discusses the importance of a uniform process for all team members, whether opening new accounts or managing trades.Listen in as he explains balancing personal and professional life, including managing a blended family and building a new home. He also highlights the critical role of financial planning in reducing client stress and the use of technology to streamline services. You'll learn how defining priorities, income needs, and risk tolerance are crucial components of his firm's approach.

How do you strike the balance between enjoying life today and securing your future? This episode dives into this crucial question with Brad Williams, CFP and Financial Planner at Highlands Wealth Group. Brad shares how his idea of financial planning has evolved over the years, the steps his team takes when a new client arrives, and the importance of turning financial ideas into specific goals.Listen in as Brad breaks down his fee structure and how he ensures client satisfaction. He also shares the challenges of financial planning and why finding the right financial advisor is crucial. Don't miss his key insights into income tax awareness and how financial planning can unveil the path to achieving your dreams and ideal life. 

Are business partnerships harder than marriages? Join Dan Miller and Jerrí Hewett Miller, Owners of Wealth Horizon, as they share their unique journey in business and life. Discover how their partnership transcends traditional boundaries, from client management strategies to the seamless integration of lifestyle choices into their business model. You will learn firsthand about their client-centric approach, the importance of annual meetings, and why they believe in prioritizing experiences over waiting for the perfect moment. Listen in to hear their insights into outsourcing operations, transitioning to a mountain-based business, and the value of personalized, face-to-face interactions in a digital age.

Curious about the benefits and challenges of outsourcing business operations? Join us as we sit down with Paul Peeler, Financial Advisor with Integrated Financial Group (IFG) and Founder of The Preparedness Project, to hear about his unique approach, having outsourced nearly 90% of his business operations. Discover what works and what doesn't, as Paul explains the strategies and systems that have streamlined his workflow and allowed him to prioritize client-centric financial planning. From understanding the importance of putting clients first to embracing a life-centered approach to financial planning, Paul offers valuable lessons on creating autonomy and authenticity in client relationships.In this episode, you'll learn how Paul digs deeper into client needs beyond numbers, the significance of the ROL (Return On Life) program, and why he prioritizes client connection above all else. Listen in as he shares his methodology for client selection and discover the secrets behind his team's systematic approach to workflow management. 

Have you ever wondered about the practicalities of owning your office space versus leasing or renting it? Today, we sit down with Matt Carpinelli, President and Wealth Manager at AFC Wealth, to explore just that. With over two decades of experience helping clients navigate their financial journeys, Matt shares his expertise on the pros and cons of each approach. From the financial considerations to the impact on your mental health, Matt dives into the nuances of this decision.Listen in as Matt opens up about his passion for connecting with clients and the unique experiences he provides. From fostering empathy to addressing the challenges of running his own business, Matt shares insights that resonate far beyond the realm of finance.