Becoming An Elite Financial Advisor With Sten Morgan Sten Morgan & Andy Traub

In today’s episode, we discuss the Elite Assumption mindset.
Embrace the Elite Assumption
We dove deep into the power of the 'Elite Assumption.' It's a game-changer. We're talking about shifting gears from the passive "someone might need us" to the proactive "everyone needs something from us." This mindset is the cornerstone of not just meeting, but exceeding client expectations.
Confidence is Key
We also unpacked the essence of confidence in our line of work. It's not just about feeling good; it's about being a beacon of solutions for our clients. When you pick up the phone or meet a prospective client, remember: you're not just a financial advisor; you're a problem-solver, a value provider, and a financial superhero.
Continuous Improvement is Non-negotiable
Lastly, we touched on the importance of never resting on our laurels. The financial world is ever-evolving, and so should our expertise. It's about staying hungry for knowledge and being the advisor who clients can rely on, no matter the challenge.
Get six free training videos and a dozen free planning resources at GoBeElite.com.

In this episode, Andy connects with Nelson Wood, an advisor with a family history in the industry dating back to 1888. 
Nelson shares his journey from working in sales at Dewalt Industrial Power Tools to joining his family's business in insurance and financial planning. 
They discuss the importance of not giving away planning services for free and how insurance can lead to more comprehensive planning conversations. 
Nelson, based in Dallas, Texas, has expanded his practice to include a team that complements each other's strengths in insurance and AUM. His partnership Matt, who focuses on AUM, has reinvigorated his excitement for the future of their firm. 
This episode emphasizes the value of asking the right questions to uncover client needs and the urgency of insurance in financial planning. 
Get six free training videos and a dozen free planning resources at GoBeElite.com.

Sten and Andy explore the prospecting spectrum and strategies for attracting clients. 
They examine the typical experience advisors face when seeking new clients and the common pitfalls of the "activity at all costs" mindset. If you've ever felt like you're spinning your wheels without attracting those dream clients, this episode is for you.
From Brute Force to Targeted Strategy:
They explore the full range of prospecting methods, from the brute force approach (think cold calling en masse) to the more refined targeting strategy. Sten shared why brute force should be a stepping stone, not a destination, and how to evolve your methods to work smarter, not harder.
Elite Networking Insights:
Ever wondered how to leverage your existing network without feeling like you're using your friends? They talked about that too. Here’s a hint: it's all about adding value and being seen as a professional resource.
Targeting the 10%:
They also touched on the concept of the 10% group from the "Blue Ocean Strategy." It's about finding those untapped markets where competition is less fierce, and opportunities are ripe for the taking. Think business owners and real estate professionals who might not even know they need your services yet.
Content is King:
Lastly, they discussed the transition to becoming a content machine. Imagine creating a platform that draws in leads while you sleep – that's the dream, right? They share how to make that a reality.
Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

Sten sits down with Eric Kapitulik, a former Marine Corps officer and co-founder of The Program. Listen to this episode to absorb the wealth of knowledge Eric shared. It's not just a conversation; it's a roadmap to becoming a better leader, teammate, and individual.
Embracing Challenges: Eric's journey from the military to the consulting world is a testament to the power of resilience. He reminds us that no matter the size of your team or the scope of your challenges, the principles of leadership and discipline are universal.
A Must-Read: Eric's book is packed with intensity and invaluable lessons that will leave you inspired.
Long-Term Greed vs. Short-Term Gain: One of Eric's golden nuggets of wisdom is to focus on long-term wealth creation, not just for your clients but for yourself—in all aspects of life. This principle has stuck with him since his days in financial services and continues to guide his decisions.
The Power of Persistence: Did you know the average prospect engages after eight points of contact, yet most salespeople give up after three? Eric's experience highlights the importance of discipline and the game-changing impact of staying the course.
Leadership and Teamwork: Whether you're flying solo or part of a larger organization, the essence of success lies in efficient teamwork and the pursuit of excellence through clear goals and standards.
Mindset Matters: They discuss the crucial distinction between 'hard' and 'challenging' and how reframing our mindset towards gratitude can profoundly influence our daily motivation and actions.
Launch Your Day with Purpose: Starting your morning with intention can set a positive tone for the entire day. Whether it's exercise, journaling, or another focused activity, make it count.
Kindness vs. Niceness in Leadership: Eric and Sten explored the deeper meaning of kindness in leadership—it's not just about being nice, but about pushing each other towards growth and improvement.
Eric's website: https://theprogram.org/
Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

Co-host Andy Traub sits down with advisor James Graham for this Advisor Stories episode. 
James shares his journey of nearly a decade in the industry, focusing on the significance of team structure and specialization in financial planning. 
He discusses his approach to delegating tasks, allowing him to concentrate on client interactions and strategic business planning. 
James highlights the challenges of balancing personal involvement with the necessity of trusting his team to handle responsibilities. 
Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Go to StenMorgan.com/apply.

In this episode, Sten answers your questions from the financial advisor community. 
He outlines the growth stages of an advisory practice, detailing his own experience from solo advisor to a larger team, emphasizing delegation and hiring strategies. 
Sten discusses prospecting techniques, the value of solving client problems, and recommends books that shaped his business approach. 
He also shares insights on managing people, the importance of structured onboarding, and the distinction between abdication and delegation. 
Legacy Investment Planning is hiring. Think you’d be a good fit for the team? Fill out the Advisor application form here.