The Elite Financial Advisor Podcast With Sten Morgan

Sten Morgan
  • 4.8 (98)
  • Entrepreneurship
  • Updated Weekly

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. 4d ago

    254 Chuck Downs / Rewiring the Advisor: Neuroplasticity & the Inner Game of Success

    In this episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, is joined by Chuck Downs, founder of Epic Success Coaching and a former Northwestern Mutual managing director, to talk about the inner game behind elite performance: why some advisors break through while others stay stuck, and what it takes to rewire the programming holding you back. After 25 years as an advisor and leader of advisors, Chuck now coaches high performers on letting go of who they're not. He explains how inherited stories become adopted beliefs and conditioned behaviors, how neuroplasticity lets you rewire fear, doubt, and regret, and why success alone just gives you a bigger stage to feel the fear. Communication is one of the three pillars of EAN's Elite Model, and this conversation shows how the inner work changes the way you show up with clients and your team - less pushing, more pulling people in. Chuck also shares a simple daily practice to start feeling the emotions you actually want. As Chuck puts it: "Nobody lives up to their potential. Everyone lives up to their programming." In This Episode Nobody lives up to their potential - everyone lives up to their programming: the stories, beliefs, and behaviors you inherited.Neuroplasticity means you can rewire old pathways of fear, doubt, and regret into empowering thoughts and productive behaviors.Success doesn't remove fear or insecurity. It just gives you a bigger stage to feel it.You can't hit a target you can't see: name the emotions you want to feel, write them into a first-person vision, and see and feel it daily.Don't let other people's reactions decide yours. Swap "that's not fair" for curiosity and compassion. Episode Timestamps 00:00 - Introduction and a full-circle reunion 01:28 - From advisor to coaching human potential 03:31 - The movable middle: why some advisors break through 05:31 - Neural pathways and neuroplasticity 13:00 - Why success gives you a bigger stage to feel the fear 18:54 - Magnetism: why people want to be around you 21:52 - Step one: name the emotions you want to feel 25:29 - Don't let others determine how you react 29:26 - Balancing the inner work with running the business Get the Free Episode Companion Guide: Want the cheat sheet? Our one-page companion guide covers the rewire blueprint, core insights, and four action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_254_chuck_downs Take the Free EliteIndex: Where do you fall between average and Elite? This free 5-minute assessment shows how the Elite Model can help you get paid for what you know instead of what you sell. Take the EliteIndex here: https://eadvisornetwork.com/eliteindex/?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_254_chuck_downs Take the Prospecting Course: Prospecting is the first focus area of the Elite Model. Five self-guided lessons and a workbook help you find the strategies that fit you and leave with a 30-day plan you'll actually run. Start the Prospecting Course here: https://eadvisornetwork.com/prospecting-course/?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_254_chuck_downs Get the Free Book: Value First Prospecting Sten Morgan's book shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. Claim your free copy - just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_254_chuck_downs Attend Elite Advisor Live: Our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_254_chuck_downs Apply to Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite: proximity, accountability, real-time coaching, and a complete operating system to help you grow at a higher level. Apply for Elite+ here: https://eadvisornetwork.com/eliteplus/?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_254_chuck_downs Connect With Elite Advisor Network Website: https://eadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_254_chuck_downs Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork Subscribe Subscribe for more conversations and training to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #Neuroplasticity #AdvisorMindset #FinancialPlanning #AdvisorGrowth

  2. Oct 2

    253 Dr. Jordan Hutchison / Flow State: The Hidden Engine Behind Great Advisors

    In this episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, talks with Dr. Jordan Hutchison, VP of Technology and Operations at RFG Advisory, about what keeps great advisors in flow: time well spent, technology that removes friction, and a business built around the work that actually fulfills you. Jordan has sat in nearly every seat in the industry - advisor, coach, fintech builder, XY Planning Network, Shaping Wealth, and now RFG - while earning a doctorate in behavioral finance. He shares why a financial plan is an ongoing process rather than a static printout, and why clients still come back to one question: am I going to be okay? Communication and building a financial plan are two of the three pillars of EAN's Elite Model, and Jordan makes the case that great communication only works when you know the nuts and bolts - plus why change isn't always the answer when deciding where your practice should land. In This Episode Time well spent: build and choose tools that remove friction instead of draining your day.Planning is an ongoing process, and clients still want to know "am I going to be okay?"The future advisor is a great communicator who still knows the nuts and bolts.Beware the action bias. Change isn't always the right move - self-reflection comes first.Build around what fulfills you, and pick a platform that supports it.Episode Timestamps 00:00 - Introduction and basketball 05:06 - A senior-year wake-up call and a financial planning master's 07:51 - Trying almost every job in the industry 15:57 - What RFG does and Jordan's role 17:04 - Click One and the principle of "time well spent" 20:28 - Is financial planning the tip of the spear? 22:23 - Why planning is ongoing, not static 25:27 - The future advisor's core skill set 27:20 - "If I close that open book, do you know what you did?" 30:20 - Is change a good thing? The action bias 31:46 - Build the business that fulfills you Get the Free Episode Companion Guide: Want the cheat sheet? Our one-page companion guide covers the flow blueprint, core insights, and four action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_253_jordan_hutchison Take the Free EliteIndex: Where do you fall between average and Elite? This free 5-minute assessment shows how the Elite Model can help you get paid for what you know instead of what you sell. Take the EliteIndex here: https://eadvisornetwork.com/eliteindex/?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_253_jordan_hutchison Get the Free Book: Value First Prospecting Sten Morgan's book shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. Claim your free copy - just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_253_jordan_hutchison Take the Prospecting Course: Prospecting is the first focus area of the Elite Model. Five self-guided lessons and a workbook help you find the strategies that fit you and leave with a 30-day plan you'll actually run. Start the Prospecting Course here: https://eadvisornetwork.com/prospecting-course/?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_253_jordan_hutchison Attend Elite Advisor Live: Our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. See upcoming Elite Advisor Live events here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_253_jordan_hutchison Apply to Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite: proximity, accountability, real-time coaching, and a complete operating system to help you grow at a higher level. Apply for Elite+ here: https://eadvisornetwork.com/eliteplus/?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_253_jordan_hutchison Connect With Elite Advisor Network Website: https://eadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_253_jordan_hutchison Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #BehavioralFinance #WealthTech #FinancialPlanning #AdvisorGrowth

  3. Sep 25

    252 Wes Young & Gavin Filasek / From Chasing Prospects to Creating Demand

    This is Part 2 of our prospecting roundtable. If you missed Part 1, go back and start with Episode 234. In this roundtable episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, gets the band back together with Wes Young, Founder and CEO of Wes Young & Associates, and Gavin Filasek, Co-Founder and Partner of Highland Wealth, to get practical about prospecting: how to stop chasing prospects and start creating demand. Prospecting is one of the three pillars of EAN's Elite Model, alongside communication and building a financial plan, and this conversation goes deep on it. They open on the thing most producers get wrong - balance - and why you need a 90-day family plan, not just a business plan. Then they dig into how fee-based planning turns call-outs into call-ins, how each of them prices and structures their service models, and why "never a thousand" is a rule worth keeping. The heart of the episode is process and language: the three-part way to answer "what do you do?" so you are memorable and magnetic, why your process is what makes clients refer you, and the weekly system Gavin's team runs to drive growth instead of letting the market dictate it. As Gavin puts it: "I used to have to call out. Now they call in." In This Episode Stop chasing, start creating demand: why fee-based planning turns call-outs into call-ins.You need a 90-day family plan, not just a business plan. You will not default your way into great relationships.How to answer "what do you do?" in three parts so you are memorable, not forgettable.Pricing and service models: flat fees, annual retainers, and why "never a thousand."Build a weekly prospecting system and a scorecard, and do not let the market dictate your growth. Episode Timestamps 00:00 - The band is back together 00:40 - Balance, seasons, and guardrails 02:00 - The 90-day family plan 06:00 - Blending work and life instead of "balance" 08:30 - Getting practical on prospecting 09:20 - How fee-based planning creates call-ins 11:00 - Using planning to earn the AUM and insurance work 12:30 - Pricing: Gavin's flat fees (6k, 12k, 24k) 14:00 - Wes on annual retainers and moving every client to them 16:00 - The juice has to be worth the squeeze 17:10 - Why process is the foundation of demand 18:00 - Mid-years, year-ends, and strategy summaries 19:00 - Answering "what do you do?" in three parts 23:00 - Don't give a label or a book report 24:00 - Gavin's weekly team prospecting system 27:00 - Don't be an "ask-hole": how to ask for introductions 29:00 - Don't let the market dictate your growth 31:00 - Give value with ideas: the book-and-quote move 33:00 - Put yourself where your ideal clients are Missed Part 1? Start There: This is the second half of our prospecting roundtable with Wes Young and Gavin Filasek. If you have not heard Part 1 (Episode 234), listen to it first. Listen to Part 1 here: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 Get the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the demand-creation playbook, core insights, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_252_young_filasek Free Resources for Financial Advisors: Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_252_young_filasek Get the Free Book: Value First Prospecting Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_252_young_filasek Attend Elite Advisor Live: Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_252_young_filasek Join Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite+ here: https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_252_young_filasek Connect With Elite Advisor Network Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_252_young_filasek Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork Subscribe Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #Prospecting #FinancialPlanning #AdvisorGrowth #CreatingDemand

  4. Sep 18

    251 Larry Shumbres / SEO Is Changing. Financial Advisors Need to Learn AEO.

    In this episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, sits down with Larry Shumbres, Founder and CEO of Archive Intel, to unpack a shift most advisors have not caught up to yet: the move from SEO to AEO (Answer Engine Optimization), and what it takes to get found when your next client asks ChatGPT or Claude for an advisor. Larry shares his path from IBM and Wall Street to building compliance technology, and why he believes compliance is not just a box to check but the thing that frees advisors to grow. They dig into why so many advisors leave growth on the table by avoiding the apps clients actually use - text, WhatsApp, TikTok, Reddit - and how modern archiving makes those channels safe. Then they get practical on AEO: why generic "top five retirement tips" content will not rank, why specificity about who you serve and how is what answer engines reward, and how tools like Claude can help you build the content that gets you surfaced. As Larry puts it: "If you're doing everything every other advisor is doing, you're not going to rank higher on AEO." In This Episode SEO to AEO: how getting found is changing now that clients ask AI, not just Google, for an advisor.Why specificity wins. Generic content does not rank; naming exactly who you serve and how does.Compliance is not the afterthought. It is what frees you to grow into new channels.Meet clients where they already are - text, WhatsApp, TikTok, Reddit - and archive it so it is safe.Use AI like Claude to build the content that ranks in answer engines. Episode Timestamps 00:00 - Introduction and the heat wave 01:20 - From IBM and Wall Street to fintech and compliance 04:00 - Turning around a failed startup, then building Archive Intel 05:30 - Where AI actually saves time (and why you keep a human in the loop) 06:20 - Always raising the bar: the founder's drive 07:20 - Was AI a thing years before the rest of us saw it? 09:40 - The growth advisors leave on the table by avoiding apps 11:30 - When advisors realize they need to archive texts 13:20 - Compliance as a growth enabler, not just protection 14:10 - The "easy button" for compliance and marketing review 17:10 - Scaling the compliance officer with AI review 20:00 - What is hardest right now: more apps, more channels 21:30 - SEO vs AEO: getting found when clients ask AI 23:40 - Why specific content ranks and generic content does not 25:50 - Matching the right advisor to the right client 28:30 - Which advisors will adapt, and where to start with Claude Get the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the SEO-to-AEO playbook, key takeaways, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_251_larry_shumbres Free Resources for Financial Advisors: Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_251_larry_shumbres Get the Free Book: Value First Prospecting Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_251_larry_shumbres Attend Elite Advisor Live: Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_251_larry_shumbres Join Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite+ here: https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_251_larry_shumbres Connect With Elite Advisor Network Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_251_larry_shumbres Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork Subscribe Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #AEO #SEO #AdvisorMarketing #Compliance

  5. Sep 11

    250 Sten Morgan / PlanScore: The Advisor of the Future Sells a Process that Gets Results

    In this solo episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, introduces PlanScore - the software his team built to deliver financial plans clients actually understand - and shares the journey that took him from selling products to selling a process. Sten walks through his path into the business on the insurance and AUM side, the moment he realized advisors could get paid for their time and ideas, and the roadblocks he hit adding financial planning: it was heavy, slow, and hard to scale. His answer became a mantra - maximum value with extreme efficiency - and a clear framework for what a complete financial plan actually covers. He breaks down the categories every plan should include, why scoring each one from 1 to 5 turns a plan into something clients can see and act on, and why the advisor of the future is a communicator and coach who sells a process, not a product. As Sten puts it: "The advisor of the future delivers a process, not a product." Try PlanScore Free (Code: PODCAST): PlanScore helps you build financial plans people actually understand - the complete-plan framework, a simple 1-to-5 scoring rubric, and a proposal built for you, so you deliver maximum value with extreme efficiency. Start your free trial and use code PODCAST for your first month free. Get PlanScore here: https://www.planscore.com/?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_250_planscore In This Episode Maximum value with extreme efficiency: deliver a plan that feels like it took 30 hours in an hour or less.You can get paid for your process. When clients pay for advice, they value it and actually follow through.Define a complete plan. A cash flow report and a Monte Carlo is not a plan; do not let clients believe a collection of products is one.Score every category from 1 to 5 (red, orange, green). Clients do not want to be red, and now they can see the path to green.The advisor of the future is a communicator and coach who sells a process, not a product. Episode Timestamps 00:00 - Launching PlanScore, and why we built it 00:40 - Maximum value with extreme efficiency 01:30 - Starting in insurance: trained to sell products 02:27 - The business owner I tried to talk out of his own business 03:30 - Moving to AUM: still gated by "do you have money to invest?" 04:00 - The $5,000 onboarding fee that broke my brain 05:00 - My first paid plan: $1,500 for 12 months 06:00 - Adding planning slowed the rest of the business 07:30 - Deciding what kind of advisor I wanted to be 08:30 - Where it broke down: expectations and the deliverable 10:00 - Simplicity is a gift: a plan people understand 11:00 - The categories of a complete financial plan 13:00 - Scoring each category 1 to 5 (red, orange, green) 15:00 - Building a plan in an hour instead of ten 17:00 - Pricing and the average planning fee 19:00 - Service models: 3-month, 12-month, and AUM-only 22:00 - PlanScore Light: re-energizing existing clients 25:00 - The advisor of the future sells a process 27:00 - Try PlanScore with code PODCAST Get the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the complete-plan framework, key takeaways, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_250_planscore Free Resources for Financial Advisors: Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_250_planscore Get the Free Book: Value First Prospecting Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_250_planscore Attend Elite Advisor Live: Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_250_planscore Join Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite+ here: https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_250_planscore Connect With Elite Advisor Network Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_250_planscore Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork Subscribe Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #FinancialPlanning #PlanScore #AdvisorGrowth #FinancialPlanningProcess

  6. Sep 4

    249 Tim White / Estate & Tax Planning: The Biggest Untapped Growth Opportunity

    In this episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, sits down with Tim White, Co-Founder and Chief Growth Officer of wealth.com, to make the case that estate and tax planning is the biggest untapped growth opportunity in the advisory business. Tim shares how he and his co-founders sold their fraud-prevention fintech to LexisNexis for $500 million, then built wealth.com after living through a broken, pen-and-paper estate planning referral themselves. He explains how the platform's AI reads existing plans in minutes, generates state-specific documents across all 50 states, and now folds in tax - the peanut butter and chocolate of a connected plan. They get practical about why estate planning deepens client relationships and unlocks the next generation, how advisors can deliver a comprehensive experience without becoming experts, and why "I'm too busy to evaluate new tools" is a warning sign, not a badge of honor. As Tim puts it: "It's about giving time back. It's not taking time away." In This Episode Estate planning is the biggest untapped growth opportunity, and the fastest way to a deeper, stickier client relationship.You do not have to become the expert. The right technology puts the equivalent of 500 analysts behind every advisor.Estate conversations surface held-away assets and unlock the next generation - real AUM and real wealth-transfer opportunities.Compliance is no longer the barrier; the barrier is change. "Too busy to evaluate new tools" is a red flag.Done right, technology gives time back instead of taking it away, so advisors can have the conversations that matter. Episode Timestamps 00:00 - Introduction: how do advisors get attention differently? 01:00 - From a fintech fraud startup to a $500M exit 02:30 - Buying wealth.com (and the domain story) 04:40 - Why legal first, then tax 05:30 - "Ester": AI that read estate plans before ChatGPT existed 07:15 - Shipping a product instead of chasing perfection 08:30 - The shift from "I know a guy" to comprehensive planning 09:20 - Why estate planning is becoming a tech-stack requirement 11:00 - Adding value with efficiency: you do not have to be the expert 13:40 - Reading existing plans in minutes, not hours 17:20 - What wealth.com actually is: documents, reports, attorney network 19:15 - Proactive intelligence: the plan that updates itself 20:00 - Estate planning as a prospecting tool and AUM unlock 21:40 - Pricing: the license and how advisors monetize it 23:00 - Is AI a threat to estate attorneys? Why it is complementary 24:50 - Why advisors are slow to adopt, and how to fix it 27:00 - Giving time back, not taking it away Get the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the estate planning growth path, key takeaways, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_249_tim_white Free Resources for Financial Advisors: Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_249_tim_white Get the Free Book: Value First Prospecting Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_249_tim_white Attend Elite Advisor Live: Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_249_tim_white Join Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite+ here: https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_249_tim_white Connect With Elite Advisor Network Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_249_tim_white Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork Subscribe Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #FinancialPlanning #EstatePlanning #TaxPlanning #AdvisorGrowth

  7. Aug 28

    248 Carl Richards & Steve Sanduski / How Will Our Industry Change in the Next 10 Years?

    In this episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, sits down with two of the most thoughtful voices in the profession - Carl Richards, CFP®, creator of the Sketch Guy column and founder of The Society of Advice, and Steve Sanduski, CFP®, founder of Belay Advisor and host of the Between Now and Success podcast - to war-game how financial advice will change over the next ten years. They dig into the two layers of every advisory practice: the execution layer that AI is rapidly automating, and the human layer it cannot touch. As the technical work becomes table stakes, the floor for what counts as a great advisor rises, and Carl and Steve make the case that the future advisor has to be bilingual: fluent in money and fluent in humans. They also get practical about where the business is headed - whether AUM and commission comp survive, why clients pay for trust and outcomes rather than process, and how a young advisor can intentionally build the craft of curiosity instead of waiting for life to humble them. As Carl puts it: "AI is not a threat. It is a reminder of the deeply human work we do." In This Episode Every practice has two layers: the execution layer AI is automating, and the human layer it cannot. The human layer is where advisors win.The floor is rising. A great financial plan is becoming table stakes; the EQ to sit with clients in their hardest moments is the real edge.Be bilingual. Major in money and major in humans. The messy intersection of the two is where the value lives.Greet clients at the "presenting problem" with empathy, then watch for the "crunchy bits" that open the door to deeper work.The way you get paid tells a story. If any part of it is something you would not be comfortable explaining to a client's face, change it. Episode Timestamps 00:00 - Introduction: sailing, motorcycles, and catching up 04:30 - The war game: what should advisors be ready for? 05:45 - Carl: the deeply human craft AI is pointing us back to 09:00 - Steve: the execution layer versus the human layer 11:00 - Will AI actually increase an advisor's capacity? 13:00 - Advice to the next generation of advisors 16:00 - Be bilingual: major in money and major in humans 19:00 - Why life planning is a small market at any given moment 20:30 - Greet clients at the presenting problem 23:30 - Will AUM and insurance comp survive? 29:00 - Carl: the way you get paid tells a story 31:20 - From stockbrokers to goal-based planning 35:00 - Process versus outcome in the age of AI 38:40 - You cannot market trust, you can only build it 43:30 - A practical path to the craft of curiosity 48:00 - What has these two most excited right now Get the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the two layers of an advisory practice, key takeaways, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_248_richards_sanduski Free Resources for Financial Advisors: Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_248_richards_sanduski Get the Free Book: Value First Prospecting Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_248_richards_sanduski Attend Elite Advisor Live: Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_248_richards_sanduski Join Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite+ here: https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_248_richards_sanduski Connect With Elite Advisor Network Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_248_richards_sanduski Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork Subscribe Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #FinancialPlanning #AdvisorGrowth #ArtificialIntelligence #FutureOfAdvice

  8. Aug 21

    247 Tim Maurer / The Biggest Lie Financial Advisors Were Sold

    In this episode of the Elite Advisor Podcast, Sten Morgan, CFP®, ChFC®, sits down with Tim Maurer, CFP®, Partner and SVP of Advisor Growth at SignatureFD, to expose the biggest lie the industry sold financial advisors: that growing means selling harder - using better scripts and more products. Tim shares how he spent his early career hunting for the "professional version" of financial advice, why the CFP coursework revealed a real craft, and why the best advisors win with the best questions, not the best answers. He makes the case that we are in a "system one" business where clients decide emotionally, so technical knowledge is only table stakes. They also get practical about becoming the advisor of the future: how to keep client conversations alive instead of sliding into a rut, why the industry quietly breeds burnout, and the permission most advisors need: to build a practice around who they actually are, not what they do. As Tim puts it: "Doing the work creates certainty. Winning the work creates possibility." In This Episode The biggest lie: that selling harder and pushing product is how you grow. The best advisors do it differently.Doing the work vs winning the work: expertise creates certainty, but curiosity and great questions create possibility.We are in a "system one" business - clients decide emotionally. Technical mastery is table stakes; connection is the edge.Be a guide, not a teacher or a consultant - someone walking beside the client, not above them.The industry quietly breeds burnout. You have permission to build a practice around who you actually are. Episode Timestamps 00:00 - Introduction 00:29 - Getting Into the Business the Hard Way 05:00 - Where Is the Industry Actually Going? 08:04 - The CFP Coursework and Finding the Craft 11:30 - From Technician to Guide 14:15 - Know Your "S Word": The Behavioral Edge 16:56 - Practice, Curiosity, and the Coaching Pyramid 23:00 - Why the Industry Breeds Burnout 32:12 - The 80/20 of Adding Planning Get the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the advisor development path, key takeaways, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_247_tim_maurer Free Resources for Financial Advisors: Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_247_tim_maurer Get the Free Book: Value First Prospecting Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_247_tim_maurer Attend Elite Advisor Live: Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_247_tim_maurer Join Elite+: Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite+ here: https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_247_tim_maurer Connect With Elite Advisor Network Website: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_247_tim_maurer Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork Subscribe Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #FinancialPlanning #AdvisorGrowth #BehavioralFinance #FeeOnly

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4.8
out of 5
98 Ratings

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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