49 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.

    Chris Kerckhoff on Advocating Clients’ Financial Wellness

    Chris Kerckhoff on Advocating Clients’ Financial Wellness

    Chris Kerckhoff is the CEO of Plancorp, a fee-only RIA firm. Chris first joined the company as an intern right out of college in 1997. Through hard work and a passion for ensuring the quality of their client experience, Chris advanced through the ranks over the years and was named President in 2010. The company has experienced tremendous growth under his watch, scaling from $1 billion to $5 billion in assets under management. Chris believes in helping people live their best lives and has led Plancorp to serve as financial advocates for over 1,300 families, businesses, and institutions. Chris has also been instrumental in launching Plancorp’s sister company, BrightPlan, a financial wellness solution for fiduciary excellence.
     
    Chris joins me today to share his journey from being an intern to becoming the CEO of Plancorp. He explains the importance of asking great questions and why leadership is about looking for people you can count on. He describes how he used to create an inauthentic “work version” of himself when interacting with clients and how embracing authenticity has supported his success. He also discusses the complex financial situations employees face and underscores the importance of connecting with your clients’ humanity.
     
    “Humans are relationship-driven species; as an advisor, everything is about the relationship you build with clients and becoming a trusted advocate for them.” - Chris Kerckhoff
     
    This week on The Model FA Podcast:
     
    Chris’s 24-year-long career with the firm, from intern to CEO How his dedication to ensure amazing client experiences helped him get to the CEO role Common characteristics of rising financial advisor stars Plancorp’s true team approach and its vision for the future How to turn clients into raving fans Why Chris doesn’t think the approach to a financial crisis should be 100% digital The financial stress many employees feel and how BrightPlan is addressing it The transparency and honesty issues the financial management industry faces How advisors can become more transparent with their clients by cultivating relationships How becoming authentic with his clients contributed to Chris’s success in the firm The relationship between transparency and an advisor’s faith in their value proposition  
    Resources Mentioned:
     
    Book: Catch-22 by Joseph Heller Book: Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear Book: The Snowball System: How to Win More Businesses and Turn Clients into Raving Fans by Mo Bunnell Book: The Great Game of Business: The Only Sensible Way to Run a Company by Jack Stack Book: On Fire: The 7 Choices to Ignite a Radically Inspired Life by John O’Leary  
    Our Favorite Quotes:
     
    “Some people don’t get the attention they need because they don’t fit advisors’ business models. Treat humans as humans regardless of the assets they may or may not have.” - David DeCelle “Provide an amazing client experience and they’ll spread the word. You’ll have raving fan-clients who are going to give out your name more often.” - Chris Kerckhoff “When you build relationships with clients, the less important the fees become and the more comfortable you feel with transparency because you know you’ve won the relationship.” - David DeCelle  
    Connect with Chris Kerckhoff:
     
    Plancorp Email: chris@plancorp.com Plancorp on LinkedIn Plancorp on Facebook Plancorp on YouTube Chris Kerckhoff 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

    • 1 hr 9 min
    Jonathan Pack on Humanizing Sales Conversations

    Jonathan Pack on Humanizing Sales Conversations

    Jonathan Pack is the Director of Strategic Partnerships and founder of the Partner Channel at Yext. Following his first job out of college selling knives door-to-door, Jon spent the next decade doing comedy at the Upright Citizens Brigade in New York while working on Comedy Central’s web development, video production, and comedy writing. In a moment of career malaise and creative fatigue, he decided to return to sales and joined Yext, which at the time was a tiny start-up where he sold over the phone to small businesses. Jon has spent the last 10 years at Yext, where he also founded the Partner Channel, Yext’s agency reseller program that helps agencies increase their clients’ visibility in online listings and searches. Since the launch of the Partner Channel, Yext has gone public and grown to thousands of employees globally.
     
    Jon joins me today to share the principles and advice that advisors can implement in their own sales process. He defines what a “mutual plan” is and shares a powerful tool to effectively manage a sales conversation, from pitch to closing. He underscores the role that digital presence plays in an advisor’s business success, describes what Yext is, and how this platform can help advisors and other businesses increase their visibility online. He also discusses his process for prospecting and qualifying clients — and highlights the importance of bringing authenticity into sales conversations.
     
    “Be authentic. Staying in harmony with yourself and ensuring that you’re putting out your true self is important in having great sales relationships.” - Jonathan Pack
     
    This week on The Model FA Podcast:
     
    Jon’s background and how his career in comedy informs his sales process The role of authenticity in sales conversations and processes The window of prospecting and how Jon uses the LinkedIn Sales Navigator to identify good prospects The impact of customization and adding a personal touch to cold emails and prospecting The great mystery of overqualified and underqualified prospects How to make a great follow-up to sales pitches Dissecting the incredible intentionality in Jon’s follow-up email What a “mutual plan” is and why it’s an effective way to manage a sales conversation from pitch to closing The importance of digital presence and searchability for advisors Why businesses need to update their information on directories occasionally The reason businesses need to add rich content (like photos) on online listings and directories  
    Resources Mentioned:
     
    Book: Watership Down by Richard Adams Book: The 5 Second Rule: Transform Your Life, Work, and Confidence with Everyday Courage by Mel Robbins  
    Our Favorite Quotes:
     
    “Don’t sell by being “salesy” but by simply advancing relationships and making relational deposits along the way.” - David DeCelle “The demonstration of your due diligence is as important as your value proposition.” - Jonathan Pack “If you’re not listed in online directories, clients whom you’re meant to serve won’t find you.” - David DeCelle  
    Connect with Jonathan Pack:
     
    Yext Email: jpack@yext.com Yext on LinkedIn Yext on Instagram Yext on Facebook Yext on Twitter Yext on YouTube Jonathan Pack on LinkedIn Jonathan Pack on Instagram  
     
    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. 
     

    • 53 min
    John Kennedy and Matthew Marcoux on Orchestrating the Ensemble Practice

    John Kennedy and Matthew Marcoux on Orchestrating the Ensemble Practice

    Matthew Marcoux and John Kennedy are the Co-Founders of CandorPath Financial and Certified Financial Planners. Matthew has been serving clients for the past 19 years and  is an Enrolled Agent who specializes in tax planning and investment. John is driven by a passion to help others. While pursuing his education at the University of Central Florida, John decided he was going to align his passion and profession by immersing himself in the world of financial planning.
     
    In 2018, John and Matthew left their previous company and founded CandorPath Financial, a fee-based ensemble wealth management practice serving clients in their accumulation years. While Matthew focuses on the retirement plans for the business, John guides others towards their vision for financial success. John and Matthew have different skill sets and strengths that support one another, but together, they have learned the value of teamwork and collaboration in successfully serving other people.
     
    John and Matthew join me today to discuss what led them to co-found CandorPath and the most significant challenges they faced after starting the company. We discuss the different kinds of wealth management practices and the uniqueness of an ensemble practice. They explain why they chose to implement an ensemble approach and how they transitioned from the silo work culture to the ensemble approach. They also underscore how leveraging social media to connect and communicate impacted their relationships with existing clients.
     
    “In an ensemble, you have to know whether you can trust and work with somebody and that you can fit together despite having different strengths.” - John Kennedy
     
    This week on The Model FA Podcast:
     
    What “solo” and “silo” practices are What makes an “ensemble” type of practice unique Why business partners should take the Enneagram test and other personality assessments The challenges of transitioning from a silo work culture to an ensemble Why John and Matthew hired a coach right after co-founding CandorPath Training clients to be comfortable with the idea of working with an ensemble of advisors The value of outsourcing and why John and Matthew decided to hire a virtual assistant Evaluating what tasks need to be automated, delegated, or deleted The importance of energy audits and creating ideal client relationships The difference between running a business and running a financial practice The power of using social media as means of communication to reach existing clients How creating social media content assists in qualifying the ideal client How applying the ideas of Traction impacted the growth of CandorPath Key lessons from the book Rocket Fuel, and why every business should have a visionary and an integrator  
    Resources Mentioned:
     
    Enneagram Test Ensemble Practice: A Team-Based Approach to Building a Superior Wealth Management Firm by P. Palaveev Traction: Get a Grip on Your Business by Gino Wickman Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business by Gino Wickman The Dream Manager by Matthew Kelly  
    Our Favorite Quotes:
     
    “Anything that is in your zone of competence or zone of incompetence should be automated, delegated, or deleted.” - David DeCelle “Conforming may be a short-term pain for long-term success but it’s truly about working together to achieve common goals for the client.” - John Kennedy “Clients love the personal stuff. They’re like family and want to see what we’re like outside of the business environment as financial advisors.” - Matthew Marcoux “To comfortably hire someone, you need to know what it is that you want to do with the time that person will free up.” David DeCelle  
    Connect with John Kennedy:
     
    Email: john@candorpath.com John Kennedy on LinkedIn John Kennedy on Instagram  
    Connect wi

    • 1 hr 3 min
    Dan Allison on 18 Years of Public Speaking and Consultancy Success

    Dan Allison on 18 Years of Public Speaking and Consultancy Success

    As a response to the gap in referrals he saw financial advisors experience across the industry, Dan Allison created a powerful but easy-to-implement method that turns clients into advocates for their advisors. That was the origin of Feedback Marketing Group, through which Dan has been sharing his method and helping advisors gain more referrals while executing effective insurance planning over the last 18 years. As one of the foremost public speakers in the industry, Dan has worked with many prominent financial services firms, including TD Ameritrade and Northwestern Mutual. Today, Feedback Marketing is part of Model FA. In addition to the work he does with Model FA, Dan also serves as President and Managing Partner for Brokers Clearing House, an organization that supports clients in insurance and risk management planning.
     
    Dan joins me today to share his background and experiences as a public speaker and to discuss how he began his career as a consultant for financial advisors. He describes what it’s like to be an introverted extrovert and highlights why public speakers need to do marketing for themselves. Dan also describes how he developed his affinity for grit, hard work, and entrepreneurship through the influence of his parents, who were entrepreneurs themselves, and explains what inspired him to start Feedback Marketing.
     
    “If you can be a good public speaker, you’re a rare animal. It’s not an easy way to make a good living, but once you get credibility, you can be a business.” - Dan Allison
     
    This week on The Model FA Podcast:
     
    Dan’s background and how he learned entrepreneurship from his parents Why Dan hesitated to sell his first company and what made him eventually decide to sell it  What prompted Dan to create Feedback Marketing How Dan was introduced to the financial services industry The biggest corporate client Dan served through Feedback Marketing Dan’s career as a speaker and the amount of talks he has done in a typical year What it’s like to be an introverted extrovert My first keynote gig and how Dan and I met each other Missed opportunities in Dan’s public speaker career and three things every public speaker should do Dan’s experiences with the impostor syndrome How to deal with the impostor syndrome using a “praise folder”  
    Resources Mentioned:
     
    Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek The E Myth: Why Most Businesses Don’t Work and What to Do About It by Michael Gerber The Power of Simplicity: A Management Guide to Cutting Through the Nonsense and Doing Things Right by Jack Trout  
    Our Favorite Quotes:
     
    “A lot of advisors focus on getting referrals, but there is more value in the feedback clients give you.” - David DeCelle “Every time you give a speech to 500 people, your next speech is in that audience.” - Dan Allison “The more you focus on the law of large numbers and averages, the more likely you are to get business.” - David DeCelle  
    Connect with Dan Allison:
     
    Brokers Clearing House Book: Feedback Marketing: How to Duplicate Clients, Attract Prospects, and Create Advocates...Without Talking by Dan Allison Email: dan@modelfa.com Dan Allison 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, 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

    • 1 hr 8 min
    Matt Regan on Embracing the Art of Listening for Holistic Goals-Based Financial Planning

    Matt Regan on Embracing the Art of Listening for Holistic Goals-Based Financial Planning

    Matt Regan is the President of Wealthcare Capital Management, a tech-enabled RIA helping financial advisors maximize the value of their practices.  By developing strategies that create personalized and compelling client experiences, Matt and his team empower advisors to become intentional about the service they deliver. Matt has over two decades of experience in the financial services industry, having served as COO of Wescott Financial Advisory Group, a strategic and operational consultant for Splendid Splinter, and the Co-Founder and Managing Partner for WR Hambrecht + Co. He earned his Bachelor’s degree in History from the University of Toronto - University of St. Michael’s College and his Master’s degree in History from Villanova University. Matt currently resides in Philadelphia, PA with his wife and three children.
     
    Matt joins me today to share his journey from teaching school-age special needs children to starting his career in financial services — and how learning to listen and admitting he doesn’t have all the answers has helped him become successful. We discuss what goals-based planning is and why listening and asking questions is at the heart of a successful holistic, goals-based plan. Matt explains how goals-based planning is different from other financial planning strategies and why market performance is less important than your likelihood of achieving your goals. We discuss how Matt’s company grew by over 33% in assets over the last 13 months, despite the COVID-19 pandemic, and how the pandemic has impacted the financial advisory industry as a whole. We also discuss the importance of creating a great client service model, how to build your independent practice to scale, and why financial planners and advisors need to create a practice with a standardized approach to succession.
     
    “Advisors have come to the conclusion that the value that they provide isn’t in talking about things like standard deviation and market returns. It’s in holistic, goals-based planning, and that’s all about listening and admitting that you don’t have all the answers.” - Matt Regan
     
    This week on The Model FA Podcast:
     
    Matt’s career journey from teaching special needs students to working in the financial services industry How Wealthcare Capital Management helps financial advisors maximize the value of their practice The impact of actively listening to your clients and asking questions Why listening to your clients and admitting you don’t have all the answers is the heart of holistic, goals-based planning How goals-based financial planning differs from financial planning strategies Why market performance is irrelevant for goals-based financial planning How Matt’s company acquired over $1 billion in assets over the last 13 months, despite the economic downturn due to COVID-19 How the COVID-19 pandemic has impacted the financial advisory industry Why now is the time to ask your clients for referrals Why Matt is so passionate about helping independent financial advisors Creating true enterprise value on your independent practice Understanding what a great client service model is and why it’s important The benefits of specializing your financial advisory services and how to do it Why Matt believes less than 20% of financial advisors actually have a succession plan of their own in place, and why it’s vital to create one  
    Resources Mentioned:
     
    Midnight’s Children: A Novel (Modern Library 100 Best Novels) by Salman Rushdie Conversations: How to Manage Your Business Relationships One Conversation at a Time by Ivan Farber S4 EP04 (Part 1) | The Art and Skill of Conversation: The Blueprint for Memorable Conversations S4 Ep05 | The Art and Skill of Conversation (Part 2): Asking the Right Questions to Understand Your Prospective Client’s Needs  
    Our Favorite Quotes:
     
    “If part

    • 48 min
    Mark Panciera on Hacking the Mind for Success

    Mark Panciera on Hacking the Mind for Success

    Undertaker-turned-leadership strategist for Fortune 1000 companies, Mark Panciera is the CEO of The Pacific Institute, a global consultancy organization that delivers bespoke solutions that drive performance. Mark is an accomplished business owner, community leader, and entrepreneur. He draws wisdom from over 20 years of experience in The Pacific Institute to educate leaders on the power of their mindset to ignite their thinking, align their teams, and embrace change. A distinguished speaker and executive, Mark’s professional insights are often sought by different media organizations, such as the ABC, The Wall Street Journal, and CNBC.
     
    Mark joins me today to discuss why negative self-beliefs are like blindspots that prevent us from seizing life’s opportunities. He reveals the three dimensions of our thoughts and explains how we can work with them to create more effective self-affirmations. He shares his experience with impostor syndrome and describes how he overcame it. He also discusses the best way to maintain a habit, shares a few daily practices to build self-confidence, and highlights how the most impactful, meaningful changes we can make in the world begins with changing ourselves.
     
    “When you hack your mind in a habitualized manner, you add new software to your hardware, creating this neuroplasticity that ensures your affirmations come true.” - Mark Panciera
     
    This week on The Model FA Podcast:
     
    Mark’s journey from being a director of funeral services to CEO of The Pacific Institute How to change the beliefs we have about ourselves  Mark’s struggles with the impostor syndrome The role of affirmation in reframing negative self-talk and creating positive thoughts The three dimensions of thinking and how to cultivate affirmations as a habit My journaling, affirmation, and gratitude habit and how I create triggers to help me be more consistent How maintaining an affirmation habit improved different areas of my life The Reticular Activating System and how it helps us discern value The relationship between the Reticular Activating System and positive self-affirmations Why affirmations are a practice and a few ways to exercise it How to maintain your energy levels when reaching for your goals The horizon beyond the horizon and the importance of being cognizant of the goals you’re setting The power of making your bed every day How to remove bad habits Daily practices that build self-confidence Creating efficacy in our lives and why we need to prioritize taking care of ourselves  
    Resources Mentioned:
     
    Breathing Life Into People: The View from an Undertaker’s Chair | Mark Panciera | TEDxYoungCirclePark Think and Grow Rich by Napoleon Hill Medical Medium Celery Juice: The Most Powerful Medicine of Our Time Healing Millions Worldwide by Anthony William Atomic Habits: Tiny Changes, Remarkable Results by James Clear The Five Minute Journal: A Happier You in 5 Minutes a Day Admiral McRaven Addresses the University of Texas at Austin Class of 2014  
    Our Favorite Quotes:
     
    “Changing your beliefs begins with an awareness of something that you might be missing.” - Mark Panciera “All meaningful, lasting change starts within ourselves. We need to start believing in ourselves despite all odds.” - Mark Panciera  
    Connect with Mark Panciera:
     
    The Pacific Institute Email: mpanciera@thepacificinstitute.com The Pacific Institute on LinkedIn The Pacific Institute on Facebook The Pacific Institute on Twitter Mark Panciera on LinkedIn Mark Panciera on Instagram Mark Panciera on Facebook Mark Panciera 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

    • 1 hr 9 min

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