The Elite Financial Advisor Podcast With Sten Morgan

Sten Morgan
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A show for financial professionals who want to be challenged to achieve their true potential faster. You will gain practical knowledge that you can implement on Monday morning when you get into the office. You'll learn the true value of your advice and, if you want to, how to charge for that advice. Featuring Sten J. Morgan, CFP®, ChFC®, one of the nation's leading young Financial Advisors.

  1. 6D AGO

    220 Doing Legacy Better: The Conversation Advisors Aren’t Having (and Why It Wins Trust + Retention) with Alex Kirby

    In this episode, Sten Morgan sits down with  Alex Kirby, founder of Total Family, the company behind FamilyOS, a legacy platform built for wealth advisors.  Total Family helps advisors support families in defining Values, Purpose, and Roles, and preserving stories and legacy so families can pass on more than wealth across generations. https://www.totalfamily.io/ They unpack why legacy work is both a massive differentiator and a low-risk conversation starter for prospects and clients—especially business owners and high-net-worth families who rarely have a place to talk about meaning, values, purpose, and family dynamics. Alex shares his personal story—growing up as an only child with 10 step/half siblings through six marriages and five divorces—and how working with closely held businesses taught him that money doesn’t solve family complexity. That realization led him into legacy frameworks (Hughes, Grubman, York) and eventually into building software that makes legacy practical and scalable. Sten explores how legacy conversations can drive new business, retention, and multi-generational stickiness, and how Total Family’s “client-does-the-work, advisor-debriefs-the-output” approach reduces the time burden while deepening trust. Takeaways Legacy ≠ estate planning. Estate planning is the structure—legacy is the “why.” Alex compares estate planning to building a house: documents are the blueprint + construction, but legacy is the earlier step—standing on the land asking, “What do we want this to become?” “Wealth” is bigger than money: it’s the well-being of the family. Total Family focuses on values, purpose, legacy letters, family histories, and identity—not asset allocation—because advisors already handle the financial mechanics. Legacy is a differentiator because the bar is lower than advisors think. Competing on market commentary is brutal (everyone plays there). But in legacy, clients have few outlets—so asking thoughtful questions alone can set you apart. You don’t need all the answers—just ask better questions and follow up well. A simple prompt like, “When I say legacy, what comes to mind?” can open a door clients often walk right through. Clients aren’t uninformed about estate planning—they’re uninspired. Alex cites David York (Entrusted): people know they need documents, but they don’t feel the meaning behind them. Facilitate the “why,” and the follow-through becomes natural. Legacy work is retention—but the real retention problem is the spouse and kids. Advisory retention might be ~97% while the original client is alive, but it can drop dramatically when assets transfer. Legacy work builds real relationships before that moment. Advisors must decide what categories they won’t budge on—and legacy may belong on that list. Sten notes some planning topics are non-negotiable. Alex agrees in principle, but emphasizes legacy can start with “small steps” rather than a heavy emotional leap. Make legacy accessible: prompts matter. Asking a stoic patriarch to “write a love letter” may shut things down—but asking for a paragraph on hard work, responsibility, friendships, or what shaped them can unlock the same depth through a different door. Scale requires this rule: clients do the work; advisors integrate and debrief. Total Family’s design helps clients define values/purpose in minutes, then the advisor has a simple high-impact role: review outputs, ask meaning questions, and connect it back to planning. Lead by example or clients will feel the disconnect. Alex strongly recommends advisors go through the tool themselves first. When you’ve wrestled with your own values/purpose, you show up with authenticity—not a scripted “legacy pitch.” https://gobeelite.com/

    35 min
  2. 219 Be Curious, Not Salesy: How Advisors Can Turn Networking into a Superpower with David Castro

    FEB 6

    219 Be Curious, Not Salesy: How Advisors Can Turn Networking into a Superpower with David Castro

    In this episode, Sten Morgan sits down with Nashville-based connector and entrepreneur Dave Castro to tackle a hard truth: financial advisors should be among the best networkers in the market… but often they’re among the worst. Dave breaks down why traditional networking (showing up, exchanging cards, and asking for referrals) fails most advisors—and how to flip the script by becoming a relationship-first giver who makes meaningful introductions, follows up consistently, and shows up with authentic confidence. They explore practical strategies like remembering names, tracking follow-ups, developing a compelling “what do you do” story of transformation, and learning to override introvert resistance through intentional reps. Dave also introduces his mobile networking tool Icebreaker, designed to help professionals identify ideal connections in real-time at events using Bluetooth discovery and lightweight relationship tracking. The core message is simple: givers get—and advisors who become known as valuable connectors will build trust faster, deepen influence, and win more business naturally. Takeaways Advisors should be elite networkers—but most aren’t. Dave’s blunt observation: financial planners are relationship-based professionals, yet often fail to network effectively because they don’t build momentum or reciprocity. Showing up isn’t enough—“checking the box” doesn’t build relationships. Going to the event repeatedly can work over time, but it’s slow and weak if you’re not following up, remembering people, or creating meaningful connection. The missing ingredient: learn to give referrals + make introductions. Dave argues the biggest “level up” for advisors is becoming someone who talks about other people, connects them, and helps them win—before asking for anything. Follow-up is where networking turns into outcomes. If you’re not tracking relationships, noting details, and re-engaging intentionally, you’re losing the value of every coffee, lunch, and handshake. Confidence comes faster when you stop bringing “nervous sales energy.” Sten shares how early-career desperation made networking feel pressured. Calm confidence comes from shifting the goal from “get business” to “be helpful.” The fastest baby-step to becoming a better networker: curiosity. Curiosity removes self-consciousness, lowers anxiety, increases trust, and makes the other person feel valued instantly. Be authentic—don’t try to become the “life of the party.” Dave emphasizes you don’t have to be loud or extroverted. Advisors win by being a steady beacon: curious, comfortable, and genuinely service-minded. Getting “judged” is actually medicine for growth. Dave reframes rejection and awkward feedback as a necessary callus-building process that helps people stop fearing opinions and show up more grounded. Your “what do you do?” answer should be a transformation story. Instead of “I’m a financial advisor,” lead with a specific outcome: who you help how you help proof/story that makes it real “Pop the clutch”: serve first, then let them ask what you do. One of Dave’s best practical frameworks: build momentum in the conversation by being curious and helpful first—then your work lands with more trust when they ask. https://gobeelite.com/

    38 min
  3. 218 The Advisor Shift Is Here: How Planning, EQ, and AI Are Changing the Industry with Adam Correa

    JAN 30

    218 The Advisor Shift Is Here: How Planning, EQ, and AI Are Changing the Industry with Adam Correa

    Sten interviews Adam Correa, CFP®, Vice President of Financial Planning at LPL, who supports financial planning adoption across a massive advisor network (30,000 advisors, 2,000+ 1:1 engagements, 500+ presentations). Adam shares his unconventional path into financial advice—starting in fintech at eMoney, becoming an advisor, then transitioning into an LPL home office coaching role focused on helping advisors move into a planning-led, fee-for-service model. Together, they unpack the “head trash” many advisors face about charging for advice, the real reason some advisors outperform (communication + EQ, not just IQ), and why the industry is rapidly shifting away from product-centered value toward holistic, planning-driven client relationships. Adam emphasizes that advisors must self-reflect on their book of business, focus on ideal clients, streamline their planning process, and embrace tools (including AI) to create capacity. Sten reinforces that offering planning as a standalone service creates optionality, improves client trust, increases AUM long-term, and transforms the advisor from a “salesperson” into a “problem solver.” Key Takeaways Financial planning isn’t “one-size-fits-all.”Adam emphasizes planning varies by practice and client type—what matters is aligning it with your ideal client and service model.The best advisors don’t win because they’re the smartest — they win because they communicate best.Sten and Adam both agree that communication, storytelling, and client connection are the “10X skill.”EQ builds buy-in faster than IQ.Advisors can build amazing plans, but if the client doesn’t feel understood, they won’t act.Most advisors are overloaded because they never “self-reflect” as business owners.Advisors get stuck serving too many clients, which kills their capacity to deliver real planning.You must identify your ideal client—and stop building a random book.The old “anyone with a financial pulse” model creates burnout and limits growth.Advisors need to stop leading with investment performance conversations.Adam suggests “shock therapy”: push the statement aside and ask, “What’s important about money to you?”AI won’t replace advisors—but it will replace advisors who don’t evolve.Adam explains AI can become a paraplanner-like assistant, freeing time and increasing scale, but the human coaching role remains irreplaceable.Fee-for-service planning removes conflict of interest and increases trust.Adam highlights a key point: paying directly for advice can feel more objective than “free plans” attached to product incentives.Charging planning fees doesn’t cannibalize AUM — it can jumpstart it.Adam states LPL data shows active planners grow faster, and planning often leads to larger, stickier relationships.Planning-first relationships create better clients and filter out bad ones.If someone isn’t responsive during planning, you get paid and you avoid years of headaches. https://gobeelite.com/

    33 min
  4. 217 The Missing Fuel Behind Elite Performance with Dr. Jarrod Spencer

    JAN 23

    217 The Missing Fuel Behind Elite Performance with Dr. Jarrod Spencer

    In this conversation, Sten Morgan sits down with Dr. Jarrod Spencer, a concierge health and sports psychologist who works with elite performers—from pro athletes and championship teams to high-level executives. Jared breaks down the difference between “mental” work (thought-based) and “emotional” work (body-based), and why emotional energy is the real fuel behind health, leadership, and performance. They explore how the culture around mental health has shifted (especially after high-profile moments like Olympic and pro sports withdrawals), and what high performers actually want: not an excuse to stop performing, but tools to show up at their best under pressure. Jared lays out a practical model for growth—outside-in learning (content + frameworks) combined with inside-out work (self-awareness + counseling/coaching)—and explains why most people’s limitations aren’t intellectual, but emotional. A major throughline is that sleep is the foundation: without sleep, performance tools don’t stick. Jared shares tangible insights on circadian rhythm, phone addiction, and how better emotional energy leads to clearer thinking, stronger relationships, and better decision-making—especially for advisors who are paid to solve complex problems. The episode ends with a powerful question for every leader: “What is it like on the other side of you?” TakeawaysEmotional energy is performance fuel. When it’s high, you think clearer, lead better, and perform stronger—when it’s low, even great people unravel.High performers don’t want an “out”—they want an edge. The goal isn’t avoidance; it’s learning to show up well under pressure.Growth requires two lanes: outside-in learning (podcasts/books/frameworks) + inside-out work (therapy/coaching, “know thyself”).Leadership is built on EQ, not IQ. Emotional development drives trust, influence, and decision-making.Sleep is the foundation of mental health and performance. If sleep is broken, mindset tools and performance techniques won’t stick.Phone scrolling at night is “anti-melatonin.” Most people know what to do—but addiction and environment (including a partner’s habits) keep them stuck.The biggest limitations are usually emotional. You can have the knowledge and resources—emotional blind spots are what typically trip people up.Motivation determines how deep people go. Some pursue optimization; others finally act when relationships or life pressures force the issue.Trust is built in layers. People “test the waters” first; real transformation happens when rapport is strong enough to go deep.A better you changes the room. The question “What is it like on the other side of you?” becomes a compass for leadership and client relationships. https://gobeelite.com/

    34 min
  5. 216 How to Strengthen Your Legacy with a Letter: Blake Brewer

    JAN 16

    216 How to Strengthen Your Legacy with a Letter: Blake Brewer

    In this episode, Sten Morgan sits down with Blake Brewer, the founder of Legacy Letter, who’s on a mission to help one million people write a meaningful, lasting letter to the people they love most. Blake shares the moment that shaped his entire life: at 19, while snorkeling with his dad in Hawaii, his father drowned in treacherous waters. Hours later, Blake’s mom handed him a letter his dad had written for him—words that brought comfort, clarity, peace, and direction when he needed it most. That legacy letter didn’t just help Blake grieve—it helped him grow. Years later, as a father himself, Blake realized writing a letter to his own kids was both harder and more transformative than he expected. That experience became the spark for a structured process—workshops, templates, prompts, and an online program—that has now helped 20,000+ people write their own legacy letters. Sten and Blake also unpack why this matters deeply for financial advisors: many clients are building wealth, but struggle to pass down values, voice, and relationship. The legacy letter becomes a powerful tool—not only for families, but for advisors who want to deepen trust, create more meaningful client conversations, and build multi-generational relationships. It’s simple, but it’s not easy—and it might be one of the most impactful “gifts” an advisor can introduce to a client’s life. TakeawaysA legacy letter can change someone’s life. Blake’s father’s letter became a source of comfort, clarity, and stability after sudden loss.Simple doesn’t mean easy. Most people want to write a letter—but perfectionism, emotion, and “where do I start?” keep them stuck.Your words become their inner voice. What parents say becomes what children repeat to themselves—confidence or criticism often starts at home.Writing the letter changes the writer. The process clarifies values, strengthens identity, and gives you something to “go live out.”Legacy isn’t just money—it’s relationship, meaning, and values. Advisors can help clients pass down more than wealth.It can restore relationships. A well-written letter can soften conflict, reopen connection, and rebuild family rhythms.For advisors, this creates deeper trust. Clients often become more bonded to the advisor who helps them do something this meaningful.It gives advisors better conversations than performance alone. In down markets, legacy conversations can matter more than numbers.It can become part of a repeatable practice. Not a “one-off idea,” but a woven-in component alongside estate planning and family planning.There’s a scalable pathway. Blake offers workshops, a $97 online program, and an advisor “Legacy Letter Advocate” model to roll it out to clients. https://gobeelite.com/

    29 min
  6. 215 From Passion to Profit: Ritik Malhotra's Journey

    JAN 9

    215 From Passion to Profit: Ritik Malhotra's Journey

    In this conversation, Ritik Malhotra shares his entrepreneurial journey, discussing his early passion for technology, the challenges of starting and scaling companies, and the importance of product-market fit. He emphasizes the need for small, resilient teams during the ideation phase and the significance of clear communication and leadership styles. Malhotra also provides insights for financial advisors, highlighting the importance of understanding their unique value propositions and the role of technology in supporting their businesses. He concludes by discussing Savvy Wealth's mission to empower advisors and the importance of focusing on the purpose behind their work. Takeaways Ritik's journey began with a love for computers at a young age. The ideation phase is akin to a science lab experiment. Small teams are crucial during the product-market fit phase. Clarity in communication helps alleviate team anxiety. Written communication fosters understanding and alignment. Successful leadership requires balancing inspiration and example. Overcoming mental resistance is key to entrepreneurial success. Financial advisors must find their unique value propositions. Savvy Wealth aims to empower advisors by reducing friction. The purpose of work goes beyond daily activities.  https://gobeelite.com/

    33 min
  7. 214 Building Trust and Open Communication wtih Wendell Moon

    JAN 2

    214 Building Trust and Open Communication wtih Wendell Moon

    In this conversation, Sten Morgan and Wendell Moon explore the dynamics of teamwork, leadership, and personal growth within a professional setting. They discuss the importance of open communication, trust, and vulnerability in fostering a supportive work environment. The dialogue delves into the challenges of navigating personal and team friction, the significance of setting clear expectations, and the value of collaboration in achieving shared goals. Through their experiences, they highlight the need for leaders to balance their styles with the diverse needs of their teams while embracing discomfort as a catalyst for growth. Takeaways It's refreshing to work with someone confident in who they are. Trust is essential in navigating team dynamics. Open communication can prevent misunderstandings. Leaders must create an environment where everyone feels connected. Discomfort can lead to growth and innovation. Setting clear expectations is crucial for accountability. Collaboration fosters deeper connections among team members. Learning from unhealthy work relationships is valuable. Leaders should balance their styles with team needs. Personal growth is intertwined with team success. https://gobeelite.com/

    39 min
  8. 213 There Is No Mission Without Margin

    12/26/2025

    213 There Is No Mission Without Margin

    In this conversation, Sten Morgan and Duane Murray explore the critical relationship between mission and margin in business. They discuss how entrepreneurs can balance their desire to give back with the need for financial sustainability. Duane shares his journey from healthcare to coaching business leaders, emphasizing the importance of purpose and passion in driving success. The discussion highlights the challenges entrepreneurs face in maintaining focus on their mission while achieving financial goals, and the necessity of creating margin to fuel their mission-driven efforts. Takeaways There's no mission without margin. A healthy business is essential for fulfilling a mission. Purpose drives engagement and retention in organizations. Margin is the fuel for mission-driven work. Entrepreneurs often suppress their passion during the grind. Finding a balance between profit and purpose is crucial. Awakening to purpose can transform business practices. Giving back should start now, not when income is high. Passion often stems from personal experiences and injustices. Creating time for mission-driven work is essential. https://gobeelite.com/

    23 min
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4.8
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About

A show for financial professionals who want to be challenged to achieve their true potential faster. You will gain practical knowledge that you can implement on Monday morning when you get into the office. You'll learn the true value of your advice and, if you want to, how to charge for that advice. Featuring Sten J. Morgan, CFP®, ChFC®, one of the nation's leading young Financial Advisors.

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