57 episodes

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.

The Model FA David DeCelle

    • Business

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.

    Charles Boinske on Fly Fishing and Investing in Financial Advisors and Clients

    Charles Boinske on Fly Fishing and Investing in Financial Advisors and Clients

    Charles (Chas) Boinske is a Wealth Manager and the Chief Visionary Officer of Modera Wealth Management, a company that provides thoughtful financial counsel to discerning individuals and organizations. Chas was co-founder of his own RIA, Independence Advisors, before he and his team joined Modera in 2021. As Wealth Manager at Modera, Chas helps clients develop financial plans, implement wealth management strategies, and manage investment portfolios. In his capacity as Chief Visionary Officer, Chas drives the strategic direction for the firm. Chas, whose career in the industry spans over 30 years, has become a nationally recognized and trusted resource for complex financial issues experienced by institutions and individuals with high net-worth.
     
    Chas joins me today to discuss the power of cultivating relationships, whether it’s among a team or with clients. He shares his professional journey, including how he started his own independent firm at a time when the independent RA model was relatively unknown. He underscores how investing and reinvesting in the development of your team impacts client service and describes the role of getting support from other people. He also shares how he became interested in fly fishing, how it became an avenue for him to interact with clients, and highlights the importance of being human to establish real relationships with clients.
     
    “You’d think you’ll have to wow people with your knowledge, but that’s already expected. What’s not expected is your ability to develop a relationship with that client.” - Chas Boinske
     
    This week on The Model FA Podcast:
     
    Chas’ beginnings in the financial industry and how he pivoted to start Independence Advisors Taking risks, and the emotions Chas felt when he made the leap to found his independent firm Overcoming the fear of failure as an entrepreneur and what reassured Chas on his path How getting support and constructive feedback reassured Chas that he and his company were on the right track Three ways to get referrals from clients in a comfortable way The peak amount of assets Independence Advisors amassed before merging with Modera The challenges Chas experienced as he built his book of business How investing in your team and staff can impact your service to customers Traditional AUM niches and niching down a wealth management company on a passion Chas’ passion for fly fishing and how it helps him build better relationships with clients Why Chas never attempts to be aggressive about business when inviting clients to fly fishing What a “Class A” stream is and the pleasures of fly fishing The Trusted Advisor, its impact on Chas, and why other financial advisers should read it The importance of connecting with clients on the human level  
    Resources Mentioned:
     
    Book: The Trusted Advisor by David Maister, Charles Green, and Robert Galford Book: Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh Interview with David DeCelle: Paving Your Way to Financial Success | Remindermedia  
    Our Favorite Quotes:
     
    “Don’t let fear rule you. Know in your heart that you want to help and fulfill that larger vision for the person you’re trying to serve.” - David DeCelle “To take care of your customers, take care of your staff. The more they become designated, trained, and evolved, it upticks their confidence and allows them to help clients better.” - David DeCelle “When you’re authentic about a passion like fly fishing, you don’t have to turn it into a commercial for your company. People will be interested in what you do as a profession tangentially.” - Chas Boinske  
    Connect with Charles Boinske:
     
    Modera Wealth Management The Wealth Cast Email: charlesb@moderawealth.com Modera Wealth Management on LinkedIn Modera Wealth Management on Facebook Charles Boinske on LinkedIn Charl

    • 58 min
    Shannon Spotswood on Advocating and Supporting Women in Financial Advisory

    Shannon Spotswood on Advocating and Supporting Women in Financial Advisory

    Shannon Spotswood is the President of RFG Advisory, a $2.7 billion platform committed to serving independent financial advisors with a warrior’s mindset and a servant’s heart. Passionate about Wall Street and the world of finance since she was 14, Shannon has spent more than two decades in the finance industry. She has served as a Portfolio Manager and Director of Long-Only Equity Strategies for Symphony Asset Management, as an Investment Banker for Volpe Brown Whelan & Co., and as a Research Analyst and Junior Trader for EGM Capital, where she started her career. In addition to passionately serving as RFG Advisory’s President, Shannon is also an entrepreneur and Partner of Busy Bees, a luxury children’s clothing brand carried in more than 100 retail stores in the country.
     
    Shannon joins me today to discuss the importance of intentionally cultivating a great company culture. She shares her journey through the financial industry and the lessons she learned along the way. She describes how having a female mentor in a male-dominated industry impacted her career and shares her advice to other women in the financial industry. She also discusses the power of getting comfortable with feeling uncomfortable and shares her call-to-arms for advocating for women in the finance industry.
     
    “There is a real desire to promote women and foster their professional development. We need to be more intentional about it as an industry.” - Shannon Spotswood
     
    This week on The Model FA Podcast:
     
    Shannon’s backstory and her winding path to becoming the President of RFG The importance of getting comfortable with feeling uncomfortable, and Shannon’s first foray into leadership and culture The importance of self-care, and how Shannon pushes through the feeling of discomfort The art of the “Mosaic Theory” and how research helps Shannon overcome awkward situations How women can find female mentors in a male-dominated industry What building a culture means to Shannon What the culture looks like at RFG Advisory and the mechanics of developing company culture Creating RFG 2.0 and becoming the RIA of the future Cultivating emotional intelligence as a step toward growing as a leader  
    Resources Mentioned:
     
    Book: You Are a Badass: How to Stop Doubting Your Greatness and Start Living an Awesome Life by Jen Sincero  
    Our Favorite Quotes:
     
    “Culture is something reiterated time and time again, especially when there is some discomfort on the horizon.” - David DeCelle “Don’t be afraid to work hard. The skills and resilience you build from hard situations will be paid in endless dividends through a professional lifetime.” - Shannon Spotswood “Culture centers the company on a single mission and determines whether decisions are aligned with that mission, vision, and values.” - David DeCelle  
    Connect with Shannon Spotswood:
     
    RFG Advisory Email: sspotswood@rfgadvisory.com RFG Advisory on LinkedIn RFG Advisory on YouTube RFG Advisory on Facebook RFG Advisory on Twitter StrongHER Money on Instagram Shannon Spotswood on LinkedIn Shannon Spotswood on Instagram Shannon Spotswood on Twitter  
     
    About the Model FA Podcast
     
    The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. 
     
    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and y

    • 1 hr 3 min
    Mark Maiocca on The Core7 Referral Methodology for Financial Advisors

    Mark Maiocca on The Core7 Referral Methodology for Financial Advisors

    Mark Maiocca is the Founder of the Core7 Networking Groups, an organization that helps real estate, mortgage, tax, and other financial professionals create exclusive networking groups to generate referrals and add value to their partners. He is the author of the Amazon best-selling book, The Core7 (formerly titled What’s Your Rate?) and the ebooks How to Create a Core7 Mastermind Group and Core7 Book of Scripts. Mark, who has been a mortgage originator for more than 20 years, has generated hundreds of referrals to Core7 partners and has closed over $1 billion in loans throughout his career.
     
    Mark joins me today to discuss the Core7 referral introduction and referral methodology and how it can benefit financial advisors. Mark shares what led him to develop the Core7 principles and networking group, and explains how the organization is structured to benefit each member. He also highlights why it’s essential for real estate professionals to keep financial advisors in their network and underscores the crucial role that financial advisors play in caring for real estate clients.
     
    “If you’re a financial advisor who wants to work with lenders, the number one thing you can do to better their business is to introduce their realtors to your clients.” - Mark Maiocca
     
    This week on The Model FA Podcast:
     
    Mark’s background, his experience in the mortgage industry, and what led him to develop Core7 The seven professionals that make up a Core7 networking group How Core7 networking groups are structured in a way that consistently generates introductions and referrals for each member Key topics discussed in every Core7 meeting The importance of having transparent conversations with your centers of influence The number one question realtors should ask clients as a door opener to introduce a financial advisor What financial advisors can do to encourage introductions and referrals from loan officers Bridging the real estate silo and the financial advice silo How much business the Core7 methodology has produced Why it’s important that real estate loan officers introduce financial advisors to their clients  
    Resources Mentioned:
     
    Book: Think and Grow Rich by Napoleon Hill  
    Our Favorite Quotes:
     
    “There are many good opportunities when you have a core group of people that you can be direct and transparent with.” - David DeCelle “If you don’t refer your financial advisor, you’ll lose a client — even if you did a great job on that original loan. It’s always good to keep financial advisors in your network.” - Mark Maiocca “Advisors, you need to have an open, honest, and transparent conversation with any of your centers of influence, and ask them to make introductions.” - David DeCelle  
    Related Content:
     
    How to Re-Energize Your COI Relationships Model FA Conversations: All Things COI  
    Connect with  Mark Maiocca:
     
    Core7 Networking Groups Email: markm@mycore7.com Book: What’s Your Rate?: How to Buy a Home and Secure Your Financial Future At The Same Time Book: How to Create a Core7 Mastermind Group Book: Core7 Book of Scripts Core7 Networking Groups on LinkedIn Mark Maiocca on LinkedIn Mark Maiocca on Facebook  
     
    About the Model FA Podcast
     
    The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. 
     
    Did you like this conversation? Then leave us a rating and a review in whatever p

    • 32 min
    Michael Cohen on Expanding Your Insurance Book of Business

    Michael Cohen on Expanding Your Insurance Book of Business

    Michael Cohen is the Owner and President of the second-generation, family-owned and operated insurance wholesaler, The DBL Center. A one-stop back office support center for brokers & agents, the DBL Center specializes in temporary disability insurance and employee benefit plans with a special focus on  temporary disability benefits in New Jersey and the Hawaiian Islands, as well as New York Disability. As President of DBL, Michael leverages his wealth of connections to provide white-glove service to insurance agent partners. Under his leadership, the company is currently serving 4,000 insurance agents in 15 states and managing $125 million in premiums.
     
    Michael joins me today to discuss how disability and paid family policies impact businesses across states. He shares his background and experience in writing and performing stand-up comedy and the history of The DBL Center. He explains how advisors and agents can initiate a partnership with The DBL Center and describes how to use warm leads to discuss insurance products in a sales conversation with new clients. He also highlights the life lessons he learned from his father, the original founder of The DBL Center, and underscores the best way for advisors to scale their books of business.
     
    “Too many advisors whale-hunt and go after the same thing. The best way to expand an advisor’s book of business is on something mandated by law.” - Michael Cohen
     
    This week on The Model FA Podcast:
     
    Michael’s background, his stand-up career, and how he took over the family business The importance of disability and life insurance The DBL Center’s insurance niche, its history, and how Michael’s father began selling niche life insurance The short-term disability law, how it applies to business owners, and states affected by it Details on paid family leave and how it’s slowly becoming a federal issue across the United States How insurance brokers and advisors can begin partnering with The DBL Center How to talk about other insurance products and services with a new client How The DBL Center helps companies save money through their service Whether a majority of states will adopt policies similar to the Short-Term Disability Law The Don Rickles of the insurance business and the power of using comedy as a door-opener to business  
    Resources Mentioned:
     
    Book: The 48 Laws of Power by Robert Greene Book: Steve Jobs: The Exclusive Biography by Walter Isaacson  
    Our Favorite Quotes:
     
    “For someone struggling to convert a client, it’s good to establish the relationship, build trust, and follow through on promises that were made on the front-end.” - David DeCelle “Persistence is what matters, especially after COVID. The goal is to keep every piece of business that brokers have intact.” - Michael Cohen “When advisors work with a business owner, the lifetime value of that client is higher than most individuals. It’s a great door-opener to share your other products or services.” - David DeCelle “Nickel, dimes, and quarters make dollars. It’s not what you earn but what you keep.” - Michael Cohen  
    Connect with Michael Cohen:
     
    The DBL Center Email: michael.cohen@dblcntr.com | michael.cohen@dblcenter.com The DBL Center on LinkedIn The DBL Center on Facebook The DBL Center on Twitter The DBL Center on Pinterest The DBL Center on YouTube Michael Cohen on LinkedIn  
     
    About the Model FA Podcast
     
    The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, g

    • 42 min
    Jonathan Rogers & Nirav Batavia on FinTech, RIA Growth Strategy, and Incentivizing Rainmakers

    Jonathan Rogers & Nirav Batavia on FinTech, RIA Growth Strategy, and Incentivizing Rainmakers

    Jonathan Rogers and Nirav Batavia are Co-Managing Partners of Forum Financial Management and Co-Directors of Forum’s Investment Committee. Forum is an organization of partners and advisors with a wealth of experience in portfolio management, insurance analysis, and planning for estate, retirement, and income tax. 
     
    As Co-Managing Partner, Jonathan guides the executive team responsible for various areas, from advisor support to client services, and spearheads the firm’s growth by recruiting new partners and advisors.
     
    In addition to his roles as Co-Managing Partner and Co-Director, Nirav also serves as the firm’s Chief Technology Officer. Nirav is also the CEO of Owl Technologies, a technology service provider that helps clients experience better and more efficient financial advisory services.
     
    Jonathan and Nirav join me today to discuss the role of technology in developing growth strategies for RIAs. They share how Forum has grown over the years and explain why the firm has recently lowered its minimum asset requirements for clients. They describe the tension between profitability and growth — and how firms can overcome it. They also highlight how they use technology for efficiency, how FinTech companies can bridge the gap in financial advisory technology, and how firms should be set up in order to properly incentivize a new generation of advisors.
     
    “Human connection becomes stronger when advisors can spend all their time not on paperwork but on facing clients because they have data at their fingertips.” - Nirav Batavia
     
    “Rainmaking is the core of value creation for financial advisors. It is the ability to get someone to refer a person over to you. It is what builds a business.” - Jonathan Rogers
     
    This week on The Model FA Podcast:
     
    What Forum is and how they have grown since 2006 The ‘three legs to the stool’ approach and the source of Forum’s growth Why Forum emphasizes holistic financial planning What financial HENRYs are and why Forum wants them The natural tension in business between today’s profitability and the ability to grow in the future Solving for the lack of profitability in the early years The value of working with entrepreneurial advisors Leveraging technology for efficiency with an eye to drive down the cost of working with clients Why the future of RIAs will see a “bionic” advisor and how it’s different from a “robo” advisor What the financial services industry can learn from Silicon Valley Developing proactive automation and how AI technology can build a stronger connection between financial advisors and clients The importance of open APIs, and what technology companies can do to create seamless tech for the financial services industry  Walled gardens and the stumbling blocks to using advisor technology Bridging the distinction between workflow and workflow automation  
    Resources Mentioned:
     
    Book: The Great Game of Business: The Only Sensible Way to Run a Company by Jack Stack and Bo Burlingham Book: Lock In: A Novel of the Near Future by John Scalzi Book: Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business by Gino Wickman and Mark Winters Book: The Wretched of Muirwood by Jeff Wheeler  
    Our Favorite Quotes:
     
    “When advisors aren’t incentivized for rainmaking, the veterans in the firm get richer but bring in less revenue from a percentage perspective.” - David DeCelle “In many firms, rainmaking is awarded a monetary bonus. That’s where the disconnect in the industry happens, because that simply isn’t rewarding enough.” - Jonathan Rogers “Anything an advisor does repetitively that doesn’t use their financial and planning expertise should be automated.” - Nirav Batavia “If you allow others to outgrow you, it incentivizes you to continue working hard, helpin

    • 40 min
    Allen Darby on Accelerating Growth through Partnerships

    Allen Darby on Accelerating Growth through Partnerships

    Allen Darby is the founder and CEO of Alaris Acquisitions, a buyer advisory service that helps wealth management firms navigate the complexities of the mergers & acquisition process. Before founding Alaris, Allen launched a firm that pioneered helping accounting organizations move into the wealth management business. In 1999, Allen sold that business to First Global Inc. and subsequently established a wealth management firm which he grew by completing nine mergers and acquisitions transactions. To further focus his expertise on M&A, Allen sold his second business and joined United Capital in 2009, where he sourced and closed 27 transactions that represented approximately 40% of United Capital’s final sale valuation. Today at Alaris, Allen helps local, regional, and national wealth management firms who seek to grow their companies through acquisition.
     
    Allen joins me today to discuss how partnering with other wealth management firms can help financial advisors grow their business to the next level. He describes how the M&A market has evolved throughout his career. He explains how advisors can evaluate potential partners and buyers and highlights three key areas they should consider before entering a partnership. He also discusses three critical things that motivate people to partner with other organizations and underscores the mindset that advisors should adopt when entering into a partnership.
     
    “The industry is grouped at different asset levels. Firms in the half a billion dollar range are two to three-partner firms that made investments into their infrastructure.” - Allen Darby
     
    This week on The Model FA Podcast:
     
    Allen’s background and how he pivoted from studying biology in college to starting his career in financial services How the M&A space has changed over the years The autonomy trade-off involved in partnering with another firm Different acquisition models and how they’re designed to produce specific economic outcomes The monetary drivers of transactions and the three things that motivate businesses to partner with other organizations Partnership opportunities and the qualities business owners should look for in potential partners How partnering with another firm addresses succession issues The “buyer-adviser” model and how it helps Alaris Acquisitions generate a profit At what AUM level should financial advisors start considering a partnership with a larger firm The smallest and largest AUMs Allen has transacted How wealth management firms can move from the hundred-million mark in AUM to a billion dollars The boogeyman and how the fear of losing control prevents advisors from partnering with other firms  
    Resources Mentioned:
     
    Book: The Screwtape Letters, by C.S Lewis  
    Our Favorite Quotes:
     
    “While there’s organic and market-driven growth, many firms grow through roll-up strategies.” - David DeCelle “Ask yourself whether you’re willing to do the work it takes to move from your level to the next or if you’re better off partnering with someone who’s already built that infrastructure.” - Allen Darby “If you’ve built a business that has at some point taken over your life, any firm that acquires you will centralize all of the things that weigh you down.” - Allen Darby “Try to identify what you want your life to be like on the other side, because all of the different acquirers that exist have a unique model oriented around autonomy.” - Allen Darby “Level of autonomy, economic model, and drive: getting clear on these things can get you through selecting a partner faster.” - Allen Darby  
    Connect with Allen Darby:
     
    Alaris Acquisitions Email: Allen.Darby@AlarisAcquisitions.com Alaris Acquisitions on LinkedIn Allen Darby on LinkedIn  
     
    About the Model FA Podcast
     
    The Model FA podcast is a show for fiduciary financial advisors. In ea

    • 51 min

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