The Purpose Focused Advisor Rob Brown and Phil Calandra

In this episode of The Purpose-Focused Advisor, we chat with Chris Flis, founder of Resilient Asset Management. Chris shares his unique journey from flying F-18s for the US Navy to managing his family’s fast food franchise and how these experiences inform his financial planning practice. We discuss the importance of comprehensive financial planning, the power of affinity groups, and the role of networking and referrals in firm growth. Chris also highlights the need for a calm approach to making financial decisions to ensure the best outcomes.

Key Takeaways: 
Lessons from Aviation: Chris shares how prioritizing and staying calm under pressure from his F-18 pilot days translates to managing investments and client relationships.All-Aspect Financial Planning: Chris explains his comprehensive approach, integrating tax strategies, estate planning, and risk management to provide holistic advice.Affinity Groups: Chris discusses how his military background and experience with franchisees help him connect deeply with these affinity groups, understanding their unique challenges and needs.Client Management: The importance of controlling the agenda while allowing clients to set the pace, ensuring essential tasks are completed.Networking and Referrals: Insights on leveraging in-person interactions and client referrals to drive business growth. 
"In the military, in the aviation part, we have specific aircraft to do specific things... you learn to prioritize very, very quickly, what's important. And I found that that skill set has served me quite well in this job." – Chris Flis

"We, the firm, like to set the agenda, you (clients) set the pace... We like to set that agenda and we're gonna keep harping on them to get those things done that we need to know that they need to have done." – Chris Flis


About Chris Flis: After a 20-year Navy career, Chris formed Resilient Asset Management. Spurred by a lecture in high school, after which he started managing all of his own investments, his passion for all things personal finance has spanned decades. He started Resilient Asset Management with a mission dedicated to helping others achieve financial security through all-aspect financial planning and investment management. Along with his own journey through the military retirement gamut, he has helped our clients navigate the process–both those who decide to enter full retirement and those who opt to enter a second career.

Connect with Chris Flis: 
Website: https://www.resilientam.com/ 
LinkedIn: https://www.linkedin.com/in/christopher-flis 

Episode References:
The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:
Website: http://truestfan.com/ 
Facebook: https://www.facebook.com/truestfan  
LinkedIn: https://www.linkedin.com/in/truestfan/ 
YouTube: https://www.youtube.com/@truestfancoaching
LinkedIn Group: https://www.linkedin.com/groups/8496989/ 
Facebook Group: https://www.facebook.com/groups/truestfan

In today's episode, I sit down with Tess Rowland, who shares her inspiring journey to becoming a fee-only financial advisor. With a non-traditional background in nursing, Tess explains how her long career in healthcare has shaped her client approach and helped her build strong relationships with the right clients. We also discuss effective strategies for client engagement, growing a financial planning practice, and the importance of promoting referrals. Tess offers invaluable insights, so tune in for a great conversation.

In this episode, Rob and Tess explore:
How your personal story influence your financial planning careerContinuous learning is powerful for strengthening business and client relationships.Empowering women to understand and engage in financial conversationsHow simply letting people know you’re open for more business leads to meaningful referrals.Planning for succession should begin earlier than you might think to protect your business and clients
Key Takeaways: 
Many women change advisors after their spouse passes because they haven't built a connection with their current advisor.Client relationships should be mutually beneficial.Not all clients will be the right fit for you. It's important to respect your expertise and know when to refer clients elsewhere.Most of your best new clients will come from introductions, especially from satisfied clients. 
“The world is a better place when we learn and understand people and gain more knowledge.” – Tess Rowland 

About Tess Rowland: Tess Rowland is a dedicated financial advisor with a mission to help individuals achieve financial security. As the founder of T Rowland Financial Services, Tess brings a wealth of experience to her clients, offering fee-only financial planning and advisory services. She transitioned from a career as a Registered Nurse to accounting, becoming a CPA before embracing her role as a financial advisor. Tess's background in critical care and accounting uniquely positions her to build trusted relationships and guide clients towards their financial goals. Outside of work, Tess enjoys family time, golf, hiking, yoga, and gardening.

Connect with Tess Rowland: 
Website: https://www.tessrfinancialservices.com/ 
LinkedIn: https://www.linkedin.com/in/theresa-rowland-6877b097/ 

Episode References:
The Truest Fan MastermindGarrett Planning Network: https://www.garrettplanningnetwork.com/ The Clark Howard Podcast: https://clark.com/podcasts/ 

Connect with Rob Brown & Phil Calandra:
Website: http://truestfan.com/ 
Facebook: https://www.facebook.com/truestfan  
LinkedIn: https://www.linkedin.com/in/truestfan/ 
YouTube: https://www.youtube.com/@truestfancoaching
LinkedIn Group: https://www.linkedin.com/groups/8496989/ 
Facebook Group: https://www.facebook.com/groups/truestfan

In this episode, Rob takes the hot seat as he and Phil dive deep into what financial advisors should be focusing on as we head into the second half of the year. They discuss practical strategies for managing client relationships, growing business more intentionally, handling the stress brought on by current news cycles, and staying proactive in your advisory practice.
 
Rob and Phil cover:
Handling the stresses that cannot be controlled and focusing on what can be controlled. The importance of reviewing your Truest Fan Action Plan during mid-year evaluations.Being proactive, not just reactive, during your mid-year review.Common pitfalls to avoid during a mid-year review.
Key Takeaways: 
Review your big dreams and vision to ensure your strategy for the second half of the year aligns with what truly matters to you.Have a coach or mentor review your strategy to keep you accountable for your commitments.Continue with what’s working, eliminate what isn’t, and maintain your plan to ensure steady progress.Break your plans down into manageable action steps. Avoid taking on more than you can handle. 
“When you have an action plan, and you look at it every day, and as you're planning your day, you're saying, ‘Have I set aside time to work on those things that I said I was going to work on that are going to lead me to my most important goals?’ it allows you to say no to the other stuff and allows you to put those other distractions aside.” – Rob Brown

Episode References:
The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:
Website: http://truestfan.com/ 
Facebook: https://www.facebook.com/truestfan  
LinkedIn: https://www.linkedin.com/in/truestfan/ 
YouTube: https://www.youtube.com/@truestfancoaching
LinkedIn Group: https://www.linkedin.com/groups/8496989/ 
Facebook Group: https://www.facebook.com/groups/truestfan

Today, Rob and Phil explore how financial advisors make significant, lasting impacts on their clients' lives and in their communities. They discuss the importance of developing signature processes, prioritizing client needs, fostering trust, and truly valuing each client to enhance both the positive influence on clients and the growth of their practice.
 
In this episode, Rob and Phil delve into:
The value of implementing a signature solution that demonstrates how you serve clients.Treating each client as unique, even while following a consistent process.Regularly evaluating and refining your process to ensure it works effectively.Eliminating distractions to stay focused on your core mission.
Key Takeaways: 
Success comes from working with clients who are the right fit for you, rather than trying to fit every client.While clients may share similarities, each one should feel seen and understood as an individual.Proper financial planning focuses on understanding a client’s lifestyle and goals, not just prediction and forecasting.Never take for granted the impact you have on your clients' lives.Root for your client’s success—they need your support now more than ever. 
“We are in a business of doing and a business of learning. I've always believed that. And the advisors that can continue to learn and continue to explore, are ultimately going to have a much more elegant life, they're going to enjoy and have that passion fueled for them.” – Phil Calandra

Episode References:
The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:
Website: http://truestfan.com/ 
Facebook: https://www.facebook.com/truestfan  
LinkedIn: https://www.linkedin.com/in/truestfan/ 
YouTube: https://www.youtube.com/@truestfancoaching
LinkedIn Group: https://www.linkedin.com/groups/8496989/ 
Facebook Group: https://www.facebook.com/groups/truestfan

Today we talk with John Stadtmueller, the Founder of Good Advisors Finish First, an independent network of financial advisors committed to pursuing better client outcomes as a community. John shares with us the four core values of the community, highlights the need for innovative thinking, open-mindedness, and a more collaborative approach in addressing industry needs, and gives an example of how a community approach to solving problems helps everyone grow and succeed. 
 
In this episode, Rob, Phil, and John delve into:
Focusing on being better for your clients. Why you should be radically open-minded. Communicating your value and your value proposition to your clients and potential clients. Pursuing better client outcomes as part of an advisor community. The two biggest mistakes that prevent advisors from being a great advisor. 
Key Takeaways: 
Keep your focus on the good. Your business is about more than just apologizing for the industry, it is about delivering value to your clients. Share openly with your peers. As an advisor, drive the conversation and bring in third parties when it makes sense. Advisors make huge differences in the communities they serve and in the causes they care about. Purpose-focused advisors give back. Learn from everyone, follow no one. There is no one right way to do things. You don’t have to give a choice - you can give your best advice.   
“A huge miss that a lot of advisors have is just being open to saying ‘I don't know,’ because you're probably not going to know everything. You're not going to be an expert. A big thing that we all talk about is finding your niche and really owning who you are, and what you can deliver in terms of value, and then being open and willing to take help. Rather you're finding those resources that can help you deliver that better result for the clients rather than trying to scramble and pretend that you know everything.” – John Stadtmueller

About John Stadtmueller: After a 20 year career in the financial services industry, predominantly in roles supporting financial advisors, John Stadtmueller created a movement to demonstrate “Good Advisors Finish First." Two years later, John doubled down on his passion to pursue this cause by leaving a comfortable job in Corporate America and began building the Good Advisors Finish First (GAFF) Community. GAFF now boasts over 150 members, from over 20 different B/Ds and RIAs, all committed to Pursuing Better Client Outcomes as a Community. EVERYONE is Invited however Seating is Limited to those who adhere to 4 Core Values: 1. Humility, 2. Abundance, 3. Reciprocity, 4. Pass the Torch.

Connect with John Stadtmueller: 
Website: https://goodadvisorsfinishfirst.com/ 
Website: https://www.goodpeoplefinishfirst.com/ 
LinkedIn: https://www.linkedin.com/in/johnstadtmueller/ 

Episode References:
The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:
Website: http://truestfan.com/ 
Facebook: https://www.facebook.com/truestfan  
LinkedIn: https://www.linkedin.com/in/truestfan/ 
YouTube: https://www.youtube.com/@truestfancoaching
LinkedIn Group: https://www.linkedin.com/groups/8496989/ 
Facebook Group: https://www.facebook.com/groups/truestfan

Today, Rob sits down with Zack Hubbard, Director of Financial Planning & Participant Engagement with Greenspring Advisors, to explore how to make financial planning more accessible for everyone. They discuss the importance of offering high-quality advice to all clients, tailored to their specific needs and circumstances. Zack shares how his firm maintains valuable communication with clients through age-based advice delivered via email, short videos, and other relationship-building touchpoints. This episode is packed with actionable advice you can start implementing right away. Don't miss this insightful conversation that can help you enhance your client relationships and service delivery.
 
In this episode, Rob and Zack delve into:
The importance of financial planning for everyone, not just the super-wealthy.The time commitment required for effective financial planning.How to grow your practice without eliminating smaller client relationships.Prioritizing the most significant areas of concern for clients.Connecting with clients in ways that are most meaningful and effective for them.
Key Takeaways: 
Building client relationships isn't always immediately profitable due to the initial effort required for comprehensive planning. Break the process into manageable pieces and prioritize the client's most pressing needs first.Many clients lack a complete understanding of their financial situation. Presenting their financial plan in stages can reduce overwhelm and strengthen your long-term relationship.Utilize age-based communication with your clients. Age-related triggers often provide easy, actionable advice that clients will likely find relevant and helpful. 
“People want to be served the way that they want to be served and we can adjust our businesses to do that and serve more people.” – Zack Hubbard

About Zack Hubbard: Zack is the Director of Financial Planning and Participant Engagement at Greenspring Advisors. As Director, Zack leads a team of financial planners that help our Private Wealth advisors deliver comprehensive financial plans to their clients and also deliver personalized planning and advice to the participants in the retirement plans that our corporate retirement advisors work with. Zack is focused on expanding access to financial planning to the masses.

Connect with Zack Hubbard: 
Website: https://greenspringadvisors.com/ 
Email: zack.hubbard@greenspringadvisors.com 
LinkedIn: https://www.linkedin.com/in/zack-hubbard/ 

Episode References:
The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:
Website: http://truestfan.com/ 
Facebook: https://www.facebook.com/truestfan  
LinkedIn: https://www.linkedin.com/in/truestfan/ 
YouTube: https://www.youtube.com/@truestfancoaching
LinkedIn Group: https://www.linkedin.com/groups/8496989/ 
Facebook Group: https://www.facebook.com/groups/truestfan