What Works - 2,500+ Years of Experience in Financial Planning

Don Patrick
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Tune in to "What Works" hosted by Don Patrick where we tap into 2,500+ years of experience in running financial advisory practices. In each episode, Don sits down with an experienced financial planner, uncovering the unique insights and experiences that have shaped their careers. From navigating market fluctuations to building successful client relationships, Don and his guests share invaluable business tips and strategies for financial planners looking to thrive in the industry. Join us every other Thursday, as we explore the wealth of knowledge accumulated from over 2500+ years of combined experience in financial planning.

  1. Ep 32: Beyond the Portfolio: Building Relationships, Microservices & Succession Planning with Morris Shank & Morgan Shank

    Jun 18

    Ep 32: Beyond the Portfolio: Building Relationships, Microservices & Succession Planning with Morris Shank & Morgan Shank

    What if the secret to exceptional financial planning isn't better investment management, but understanding people on a deeper level? In this episode, Morris and Morgan Shank reveal the systems, philosophy, and personal approach that have helped them build a highly personalized advisory practice. You'll learn why they believe financial planning extends far beyond numbers, and how proactive service creates stronger client relationships. They also discuss their evolving succession plan and the emotional realities of preparing a business for the future. Morris and Morgan share how they structure discovery meetings, identify clients' most important priorities, and create customized planning experiences that adapt to each family's needs. They also explore the technology, processes, and communication strategies that support their high-touch service model, offering valuable lessons for advisors, business owners, and anyone interested in building deeper relationships through exceptional client service.

    1h 20m
  2. Ep 31: From Paraplanner to Financial Advisor Through Life’s Hardest Lessons with Steve Reents

    Jun 12

    Ep 31: From Paraplanner to Financial Advisor Through Life’s Hardest Lessons with Steve Reents

    What does it take to build a long-term career in financial planning when life doesn’t go according to plan? In this episode, Steve Reents, Senior Financial Advisor at Gaynes Financial Services, opens up about his journey from growing up in Illinois to building a career in Atlanta’s financial services industry—while navigating major life transitions along the way. Listen in as Steve shares how he moved through roles in banking, paraplanning, and financial advisory work, as well as how those experiences shaped his approach to clients today. You'll hear about the personal challenges that redefined his perspective on life, resilience, and what truly matters when it comes to money, planning, and family. This conversation explores not just the technical side of financial planning, but also the human side that sits behind every decision.

    54 min
  3. Ep 30: Building a Systems-Driven Advisory Firm from Engineering Careers with Thomas Barnes & Derek Keeney

    Jun 12

    Ep 30: Building a Systems-Driven Advisory Firm from Engineering Careers with Thomas Barnes & Derek Keeney

    What happens when two engineers walk away from decades in 24/7 manufacturing environments and apply that same discipline to financial planning? In this episode, Thomas Barnes and Derek Keeney of Nida Financial Group share how they transformed their careers from paper mills, breweries, and industrial engineering roles into building a highly structured, systems-driven advisory firm. Their story reveals how operational thinking, not traditional finance backgrounds, became the foundation for how they run and scale their business. Listen in to learn how manufacturing principles like continuous improvement, KPIs, and succession planning can completely reshape a financial advisory practice. Thomas and Derek break down how they grew a firm managing millions in assets, built a recurring revenue model, and created repeatable systems for decision-making, client service, and team development. You'll also hear about partnership structure, leadership alignment, and why treating a financial business like an engineered system leads to more predictable and scalable outcomes.

    1h 7m
  4. Ep 29: Why “Planning-First” Wins in Advisory Practices with William Black

    Jun 12

    Ep 29: Why “Planning-First” Wins in Advisory Practices with William Black

    What does it actually take to build a financial advisory business that lasts, especially when you’re starting from scratch in uncertain times? In this episode, William Black of WHB Wealth Management Group shares the real story behind his journey, from working in a small-town community bank to launching and growing his own firm. You’ll learn how early career experiences, wearing multiple hats, and stepping into uncomfortable situations helped shape his approach to long-term success. Listen in as William breaks down the mindset and strategies that matter most, including why relationships and trust are everything (especially in smaller communities) and how shifting from a product-focused model to a planning-first approach can transform client outcomes. He also shares honest insights into career transitions, the surprises that come with moving firms, and why your ability to communicate value matters just as much as your technical expertise.

    1h 2m
  5. Ep 28: The Realities of Advisor Partnerships and Succession Planning with Melissa Ekeberg & Chase Gunter

    Jun 12

    Ep 28: The Realities of Advisor Partnerships and Succession Planning with Melissa Ekeberg & Chase Gunter

    What does it really take to build a financial advisory business that supports both your clients and your life? In this episode, Melissa Ekeberg, AIF®, and Chase Gunter share how they’ve built a thriving, independent wealth management firm grounded in education, accountability, and strong client relationships. With over 23 years in the financial services industry, Melissa explains how identifying client goals—and staying accountable to them—has shaped her entire approach to financial planning. You’ll also learn how Chase transitioned from logistics and banking into financial advising, bringing a fresh perspective and deep community connection to the business. Together, they break down what a real partnership looks like, how they’ve structured succession and ownership, and why flexibility, trust, and local relationships have been key to their growth. This episode gives you a practical look at what’s working right now and how to build a business that truly aligns with your goals.

    48 min
  6. Ep 27: From Wholesaler to Financial Advisor: Building a Business on Relationships with Troy DeCastro

    Jun 12

    Ep 27: From Wholesaler to Financial Advisor: Building a Business on Relationships with Troy DeCastro

    What happens when someone spends decades in the investment world before becoming a financial advisor later in their career? In this episode, Troy DeCastro shares his unconventional journey from actuarial science and investment consulting to wholesaling and eventually building his own financial planning firm. You’ll learn what he discovered during his 20 years as a wholesaler, why he made the transition to advising at age 53, and how relationships and long-term trust became the foundation of his business instead of traditional marketing or social media. Listen in as Troy talks about a major turning point in his business: deciding to stop managing his own investment models so he could focus more on financial planning and client relationships. He also opens up about his approach to high-touch client service, working with multiple generations of families, communicating with clients throughout the year, and what he believes are some of the most important parts of being a financial advisor.

    1h 1m
  7. Ep 26: How Philosophy and Hard Work Drive Client Satisfaction with Gary Alpert

    Jun 12

    Ep 26: How Philosophy and Hard Work Drive Client Satisfaction with Gary Alpert

    How do great advisors turn strategy into real, lasting security for their clients? Today, I’m joined by Gary Alpert, Principal & Financial Advisor at Gary Alpert Financial Strategies, who shares his journey from navigating countless interviews to stepping into a lead advisor role. He reveals how mentorship, persistence, and a relentless drive to keep learning shaped his career—and why surrounding yourself with the right people can accelerate your growth faster than you might expect. Listen in as Gary dives deep into his philosophy of client-centered financial planning. You'll learn how his team stays fully engaged with clients, creates strategic plans that provide security, and manages portfolios with a clear, consistent guiding approach. He also breaks down the benefits of referrals and what creates lasting satisfaction for clients.

    1h 29m
  8. Ep 25: Why Purpose Matters More Than Profit in Wealth Management with Terrell Boone

    Jun 12

    Ep 25: Why Purpose Matters More Than Profit in Wealth Management with Terrell Boone

    What does it really take to build a financial advisory business that changes lives instead of just balancing portfolios? In this episode, Terrell Boone, Partner and Wealth Advisor at Highlands Wealth Group, shares how his upbringing, values, and entrepreneurial drive shaped the way he approaches financial planning and leadership. You’ll learn why simply making money wasn’t enough for him, and how focusing on purpose and impact became the foundation for his work with clients. Terrell also pulls back the curtain on what it actually takes to build and grow an advisory firm today. He explains how he generated early opportunities, the hustle required to bring in new clients, and the lessons he learned from leaving the wirehouse model to build something more meaningful. Tune in to hear how listening deeply to clients can dramatically change their lives, the leadership lessons that came from growing a team, and how Terrell's firm uses AI and modern technology to deliver smarter, more efficient financial advice.

    1h 31m
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About

Tune in to "What Works" hosted by Don Patrick where we tap into 2,500+ years of experience in running financial advisory practices. In each episode, Don sits down with an experienced financial planner, uncovering the unique insights and experiences that have shaped their careers. From navigating market fluctuations to building successful client relationships, Don and his guests share invaluable business tips and strategies for financial planners looking to thrive in the industry. Join us every other Thursday, as we explore the wealth of knowledge accumulated from over 2500+ years of combined experience in financial planning.

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