Mindy Diamond is the President and CEO of Diamond Consultants in Morristown, NJ. Recently, Mindy invited me to be a guest on her podcast, Mindy Diamond on Independence, and I appreciate her allowing me to share our conversation with you here.

Some of the topics Mindy and I discussed include:

• Why discipline and focus are two essential traits of a financial advisor, especially an RIA CEO who wants to grow a lasting business.
• Some of the most common problem areas that the advisors I coach are working through right now.
• How the best advisors crash through perceived barriers by adjusting their mindsets and matching their dream to their desire.
• The 5 key areas I believe advisors need to focus on to accelerate their growth.
• Wisdom from top advisors like Ric Edelman, Joe Duran, Jon Jones, Elliot Weissbluth, and Peter Mallouk that you can adapt to your own business.
• The ways that the pandemic will continue to affect marketing and messaging as we head into 2021.

Thanks again to Mindy for having me on and for letting me republish this episode.

In a Nutshell: In this era of "fake news" and deep divisions between people, understanding the context behind dominant narratives can help build bridges, stimulate new ideas, and push us all forward.

Guests: Nathaniel Whittemore, a strategy and communications consultant for leading crypto companies as well as the host of The Breakdown, which is my favorite podcast in the crypto world. Nathaniel was also a principle at the venture capital firm Learn Capital and he was on the founding team of Change.org.

My Key Takeaway: As you try to anticipate some of the narratives that could shape your story in 2021:

• Think macro. Big ideas like Bitcoin and MMT could have more of an impact on global economics than they do on how we buy and sell things day to day.
• Explore in good faith. There are thoughtful folks on both sides of every issue who are worth listening to and learning from.
• Share your diagnoses. When we talk about problems we agree on, we're more likely to arrive at meaningful and inclusive solutions.

Also Learn:

• Why, as a financial tool, Bitcoin might not be an "either or" but more of an "and."
• What the broader applications for crypto could mean for developing countries and creative companies.
• How narratives can create self-fulfilling prophesies that alter our beliefs.
• Which narratives Nathaniel Whittemore is trying to break right now to expand the range of political and economic possibilities he shares with his audience.

In a Nutshell: The top 20% of RIAs aren't just the biggest. They're the firms whose best practices lead to sustained growth, high valuation, and an enduring business.

Guests: Lisa Salvi, Vice President, Advisor Services, Charles Schwab and Catharine Aguilar, Chief Marketing Officer, CornerCap Wealth Advisors. 

My Key Takeaway: To prepare your firm to make a big leap in 2021:

1. Standardize your workflow, write out your plans, and strengthen your value proposition by creating a clear, definitive ideal client profile/persona. These are actionable activities that can lead to growth and low attrition.
2. Build metrics that allow you to track and manage your progress on top-line growth, customer service, and profitability--and hold your team accountable for meeting them.
3. Always be recruiting. Billion-dollar firms are always hiring the best people, even if that means poaching from another advisory firm.

Also Learn:

1. Why Lisa, Catharine, and I are such big believers in the annual planning process.
2. How hiring a diverse group of top performers from inside and outside of finance can lead to stronger culture and greater innovation.
3. What kinds of motivation and incentives the next generation of your firm's leadership will respond to.
4. How embracing authenticity can lead you to more effective social media strategies.

In a Nutshell: Computers are for number crunching. When it comes to managing people, leaders have to nurture the qualitative if they want to drive quantitative results.

Guest: Walter Booker, the Chief Operating Officer of MarketCounsel, the premier business and regulatory consulting firm focused exclusively on the RIA sector, along with its affiliate, The Hamburger Law Firm.

My Key Takeaway: To take a holistic approach to managing your team:

1. Focus on the "soft stuff." Teaching your people how to manage portfolios is easy. Helping them grow as people so that they can be more effective advisors is how you create real value for your firm.
2. Let your people be who they are. Covid-19 and WFH are changing the boundaries between our professional and personal selves. Make sure your employees know you embrace both.
3. Treat your team the same way you treat your clients. Caring that goes beyond the numbers will trickle down through the rest of your organization and across your whole client base.

Also Learn:

1. Why "who" your team members are matters more than "what" they are.
2. How to apply the same process of discovery and values-matching to potential hires that you use with potential clients.
3. How improving your cultural fluency and embracing diversity can lead you to a talent goldmine.
4. What Walter Booker learned about teamwork and diversity from working on his own "Island of Misfit Toys."

Dennis Morton, Jr. CFP,® CHFC® is a Founder and Principal at Morton Brown Family Wealth in Allentown, PA. I've known Dennis for several years and he and his co-founder and business partner, Kathryn Brown, have built a really outstanding firm.

He also hosts one of my favorite podcasts, "Leading with Purpose." Dennis was kind enough to let me share this outstanding episode on developing versatile leadership. Joining Dennis for this conversation about leadership, blind spots, and adaptability are Craig Reynolds, former CEO of Cigars International and current Senior Advisor to Scandinavian Tobacco Group, and his Executive Coach, Eleanor Lawrence of Human Dynamics, LLC and the Center for Creative Leadership.

Imagine you’ve just given a fantastic presentation to a roomful of executives. You’re pumped because you know all your preparation and rehearsal paid off. And you can tell from the energy in the room that your audience was knocked out too.

Then, as you’re shaking hands, one of the execs “compliments” you by saying they were amazed by your intelligence because given your ethnicity, it had predestined you to a life of mediocrity. That’s exactly what happened to today’s podcast guest, Cecile Munoz!

I was stunned when she shared that story with me. But, in a certain sense, I wasn’t. Anyone who’s been in financial services a couple decades is far too familiar with incidents like that. Too many pockets of our industry were boys’ clubs, and usually, the higher up the ladder you got, the whiter and more male the organization looked.

Thanks to executives like Cecile, that’s finally changing in a meaningful way. On today’s episode, Cecile talks about how her experiences as a Hispanic woman inspired her to create an executive search company that’s helping advisory firms redefine what leadership looks like, especially post-pandemic.

Is the key to growing your business narrowing your niche?

I know that sounds contradictory. And I know many advisors worry about the “Million-Dollar Prospect” who swipes past your firm because she's a pediatrician and you specialize in orthodontists.

But if you're one of 10 advisors in town that offer the same services, you have a 10% chance of winning a prospect. If your specialization, your marketing, and your values set you apart, then prospects who are drawn to your firm have a binary choice: you versus everyone else. Your 10% chance just skyrocketed to 50%!

My guest today, Samuel Deane, started with a pretty narrow niche: comprehensive planning for millennials working in tech. Then, Samuel zeroed in on a niche within his niche where Deane Financial Partners could establish a real competitive advantage and make a positive impact on communities across the country.

Due to advances in technology and the rise of centralized systems that limit privacy, the very nature of how we think about money and the government’s role in it is evolving.

The clearest manifestation of this is the rise of cryptocurrencies, of which bitcoin is the most prominent.

In today's conversation, we go back 5,000 years to explore the beginning of money and then trace how the way we think about money and how we distribute money has evolved over time. Along the way, we touch on gold, central banking, Modern Monetary Theory and yes, bitcoin. It’s a wild ride!

My objective in this episode is to give you some historical context that has led to the development of bitcoin and how it is being used today so you can speak more confidently to your clients when they ask about it.

My guest to discuss all this is Michael Casey. Michael is a true pathfinder. He spent over three decades in journalism including 18 years with Dow Jones and the Wall Street Journal. He's been in business and academia, and he has a real grasp on the big technological, geopolitical, economic, and social trends that impact businesses, communities and individuals.

Currently, he’s the chief content officer at CoinDesk.

In addition, he's the author of five highly acclaimed books including:

• "The Truth Machine: The Blockchain and the Future of Everything"
• "The Social Organism: A Radical Understanding of Social Media to Transform Your Business and Life"
• "The Age of Cryptocurrency: How Bitcoin and the Blockchain Are Challenging the Global Economic Order"

In a Nutshell: To stand out from all the fake news and clickbait cluttering your audience's inboxes, you have to produce content that's authentic, entertaining, interesting, and above all, human.

Guest: Brooke Southall, the founder of RIABiz. Back in 2009, Brooke built his online-only news publication on traditional journalistic values like using multiple sources and editorial analysis. Brooke and his team captured the rise of new models for providing client-first financial advice against the backdrop of Wall Street's decline during the Great Recession. Today, RIABiz is one of the go-to sources for deep, sophisticated analysis of the most important issues affecting the RIA business.

My Key Takeaways: To create engaging, authentic content:

• Don't be boring. Before you even start writing, ask yourself, "Is this an article I would click on or swipe past?"
• Slow down. Brooke believes that the race to be first has really hurt online journalism. Working important news into your regular communication rhythm will result in better content than a rushed newsletter.
• Keep your eyes open. Brooke says the key to writing good articles isn't great writing ability, it's curiosity about the world and other people.

Also Learn:

• Why hiking with his dogs is an integral part of Brooke's writing  process.
• How to use other people's stories as a jumping-off point for your next blog or newsletter.
• What separates a compelling headline from pure clickbait.
• Why Brooke believes showing weakness is more important to good writing than demonstrating success.

Building one advisory firm with billions in AUM is hard enough. Joe Duran has done it twice, most recently selling United Capital to Goldman Sachs and becoming Head of Goldman Sachs Personal Financial Management. 

We had an insightful conversation about how he did it and what he sees for the future of financial advisors and for the advice they deliver.

In March 2020, Covid-19 lockdowns were starting, businesses were scrambling, and the markets were in a state of shock.

Despite all that, Creative Planning, Inc. had one of its best months ever.

According to President and CEO Peter Mallouk, his firm brought in $500 million in net new assets. Instead of panicking and trying to get their money out of the markets, Peter says many of his clients were giving him more money to manage – and sending more referrals as well.

The seeds that Peter’s firm planted many years ago led to his clients turning to the firm during a moment of unprecedented uncertainty. While great marketing will get you noticed, it’s the total client experience package that will get and keep clients as Peter’s firm has amply demonstrated.

Some advisors lament the chaos caused by Covid-19, but others realize there’s a tremendous opportunity to go on offense and see this as a time to reach out to people who need you now more than ever.

Covid-19 is teaching investors that there’s a big difference between auto depositing into a robo account and working with a professional who is sensitive to your unique life needs.

And, increasingly, people are willing to pay for that difference, if you can deliver it.

On a recent virtual event, Peter and I talked about how advisors at any level can develop the kind of five-star experience that underscores your value to existing clients, drives referrals, and protects your business from fee compression.

9 months of job interviews. 27 “No’s” from top advisory firms. 33,000 cold calls.

That’s all it took for Erin Scannell to open up his independent office and land his first client back in 1999.

Few people would have powered through that long, but as Erin Scannell explains on today’s podcast, he learned some hard lessons in perseverance and resilience growing up that continue to motivate him to this day.

Erin is the founder and CEO of Heritage Wealth Advisors in the Seattle area, where he directs 50 team members, 18 advisors, and about $2 billion in assets under management. Erin is also a regular on Barron’s list of the top advisors and an inspiration to anyone who thinks the next hurdle in your business’ growth is insurmountable – even if that hurdle is a global pandemic.

The Covid-19 pandemic has forced financial advisors to shift the way you market your services. In person marketing and networking is severely restricted for the near future and if you want to succeed in this new world, you have to adapt to the new virtual reality.

Even before the pandemic, our industry was already making a shift towards digital marketing combined with digital events. Things like pay-per-click advertising, newsletters, podcasts, video, and virtual events like webinars, panels, and summits have been gaining steam for years. But now, the pandemic has accelerated that trend to light speed.

The most successful firms have jumped all over the virtual marketing trend and are crushing those firms who haven’t.

To help you succeed in virtual marketing, I hosted a virtual panel with two experts. Bill Keen is the founder and CEO of Keen Wealth Advisors, which is an RIA in the greater Kansas City area with half a billion dollars in assets under management. Lisa Salvi is Vice President, Business Consulting and Field Experience at Charles Schwab, where she oversees the advisor consulting group and produces the industry’s gold standard annual benchmarking report.

In a Nutshell: There's no "silver bullet" marketing strategy that's going to turn your blogs and tweets into clients. But if you identify a niche and develop a consistent media presence that's appealing and engaging, you can reach your ideal clients where they're more likely to see and hear you.

Guest: Wes Moss, the chief investment strategist of Capital Investment Advisors, which is a multibillion-dollar RIA in Atlanta. Wes has been ranked as a top 100 independent advisor by Barron's. He's also the host of Money Matters, which is Atlanta's longest running live call-in radio show on investment and personal finance, a regular contributor to the Atlanta Journal-Constitution, and the author of three books.

My Key Takeaway: To build your media presence:

1. Get writing. Wes and I both believe that writing is the key to finding your voice and starting to create stellar content.
2. Re-purpose. Break down a good newsletter into a week's worth of social media posts. Turn audio from your webinar into a podcast. Use the intro from your last blog as a script for a 2-3 minute YouTube video.
3. Automate and delegate. If you can use AI or a team of assistants to handle basic communication tasks you'll have more time to write, record, and get personal with clients.

Also Learn:

1. Why the ability to self-publish media gives independent advisors an advantage over larger firms when trying to reach people.
2. What advisors should know about trying to break into radio versus trying to start a podcast.
3. How Wes answers the question, "I'm your client. What is the value that you provide to me?"
4. What Wes' experience as a contestant on "The Apprentice" (back when President Trump was the host) taught him about succeeding in marketing and media.

In a Nutshell: It's human nature to want to be part of a community. Hosting and participating in live events is essential to maintaining a connection with your client and prospect base and to furthering your own personal development -- even during quarantine.

Guest: Alison Rooney, Global Managing Director, Wealth Management, Barron's Group. Alison's team oversees the underwriting, membership, and content development for all of Barron's live events, including over 20 conferences geared towards elite practitioners.

My Key Takeaway: To create memorable events that will benefit and grow your community:

1. Delegate responsibility. A Barron's-sized event requires a team of pros focused on specific details, but even your next webinar will have many moving parts to coordinate.
2. Diversify your content. The broader your range of perspectives, topics, and speakers, the more likely you are to surprise, engage, and delight your audience.
3. Never run out of coffee. Your attendees are going to remember whom they saw and what they learned, but it's the little hospitality touches that will determine how they feel about your event. For virtual events, "coffee" might be a friendly thank you email or an exclusive offer.

Also Learn:

1. How Alison moves from "ideas by committee" to one lone decision maker when designing consistent and cohesive conferences.
2. What the big three reasons are that attendees go to conferences and how to appeal to each.
3. How the content that's most interesting to advisors, clients, and prospects has evolved in recent years.
4. Why Alison always zeroes in on three or four people she wants to meet ahead of any conference she's attending.

In a Nutshell: Growing your business -- especially during a crisis -- depends less on your ability to manage money that it does on your ability to become an important part of your client's story.

Guests: Arthur Ambarik CFP® is the CEO of  Perigon Wealth Management, which currently has $1.8 billion in AUM. Rachel Elson has recently transitioned from a career as a personal finance journalist to working as a Financial Planning Associate at Perigon.

My Key Takeaway: In order to make you and your services major players in your client's financial narrative:

• Do what other advisors don't. Find those pain points like helping family members or advising on a potential career change that fall through the cracks of old-fashioned advisory.
• Be your client's friend. And remember: friends do things for each other because they genuinely want to help, not because they expect something in return.
• Look outside the box when you're searching for talent. Money managers are a dime a dozen. Caring, curious, motivated people who are excited to learn the ropes are gold.

Also Learn:

1. Why Arthur and Rachel replaced traditional discovery summary letters with personalized financial narratives.

2. How your quality of service trumps your asset management when it comes to getting referrals and winning new business.

3. What Arthur has learned about balancing CEO-level responsibilities with client service responsibilities.

Recently I was a guest on the Better Conversations, Better Outcomes podcast presented by BMO Global Asset Management. Host Ben Jones and I discussed my 5-point framework for effective communication with clients during a crisis. I developed this framework based on the mistakes I saw some advisors make back in the Global Financial Crisis (GFC). These advisors got hit with a double whammy of market declines and lost clients as they failed to effectively communicate with their clients as the GFC unfolded.

In a Nutshell: Silicon Valley unicorns make the billion-dollar headlines, but the true measure of an entrepreneur's success is how you align your business with your goals, your lifestyle, your values, and the impact you make in people's lives.

Guest: Author, journalist, and speaker David Sax. His new book, The Soul of an Entrepreneur: Work and Life Beyond the Startup Myth, approaches entrepreneurship from a broader, more personal, and more realistic perspective.

My Key Takeaway: To define success for yourself as an entrepreneur:

• Accept that your business isn't Amazon or Facebook. You don't have to become a billionaire to be successful.
• Be yourself. The misfit eccentric who dropped out of high school and skateboards to the boardroom in a hoodie is the exception. Successful bakeries, salons, restaurants, and, yes, financial advisory firms are run by hardworking people like you who have a dream and put a plan in place to achieve it.
• Set purposeful but personal business targets. Don't try to grow like everyone else is. Build the business that you want to run.

Also Learn:

• How to "get over the hump" of not seeing yourself as a real entrepreneur.
• Why taking on loans or third-party investments to accelerate your growth might hurt your business more than it helps.
• What seeing Heidi Klum on the cover of Maxim taught David about the unrealistic expectations our country sets for entrepreneurs.
• The process David uses to write his books.

Seth Streeter is the CEO and founder of Mission Wealth, a leading wealth management company with more than $2.5 billion in assets under management. Seth was an early proponent of our industry's shift into Life-Centered Planning, and I could listen to him talk all day about how advisors can help folks redefine what wealth and happiness really mean.

Recently I heard an episode of the Wellness Revolutionaries podcast in which Mindbody co-founder Blake Beltram talked with Seth about this concept of redefining wealth. Their discussion was so insightful that I reached out to Blake, and he's been kind enough to let me share this episode here.

Some of the topics Blake and Seth cover include:

• Why Seth believes money counts for only 10% of a person's wealth.
• Seth's 10 Dimensions of Wealth and 7 Dimensions of Wellness.
• How the values of a new generation of workers are reshaping the classic American Dream.
• How to help retirees develop a "Life 3.0 Vision" based around the freedom to pursue passions, strengthen relationships, and build their legacies.
• Preparing your business for the paradigm shift Seth sees in how our culture views money and defines wealth.

Thank you Blake and Seth for letting me post this episode.

In a Nutshell: Hard work, a deep love for his clients, and a niche working with retirees of a particular company led this advisor to the pinnacle of the profession.

Guest: Barron’s Hall of Famer Scott Tiras, President of Tiras Wealth Management, which is a private wealth advisory practice of Ameriprise Financial Services. Scott has more than 30 years of experience as an advisor. Currently he manages around 700 family relationships and more than $1.5 billion in assets.

My Key Takeaway: To create an experience that makes clients feel like they’re your only client:

1. Identify your “bread and butter client,” meaning the people to whom you can bring the most value over time.
2. Focus your pitch and your value proposition on what Scott calls “the soft side of retirement” — the things clients and prospects will be retiring to, not just their raw numbers.
3. Challenge yourself and your team to excel. Scott channels his competitive energy into running a world-class business. You need to find a similar motivation and drive to deliver “hall of fame” service and keep growing.

Also Learn:

1. How Scott targets a local company niche with on-site workshops that demonstrate his expertise and lay the foundations for strong relationships.

2. How Scott leverages his team of 16 to support him and personalize the relationship building touches that keep his clients connected to the business.

3. What Scott does to build his brand and play an active role in his community so that he has a noticeable, positive presence.

In a Nutshell: A "wow" customer service experience meets clients needs, engages customers on terms that gel with their lifestyle, and creates genuine human connection. Hitting those check marks is what separates Ritz-Carlton, Starbucks, Zappos, and the best financial advisory firms from the rest of the pack.

Guest: Joseph Michelli, a bestselling author, an international speaker, an organizational consultant, and one of the world's leading authorities on how to develop joyful and productive workplaces with a focus on the customer experience.

My Key Takeaway: To give your clients a "Ritz-Carlton" advisory experience they'll be sure to tell their friends about:

1. Don't strive for excellent customer service. Seek perfection. The companies that try to deliver better service tomorrow than they did today are the ones that build the priceless brand loyalty that sets them apart from their competition.

2. Focus your client experience around addressing "peaks and pains." Find small ways to celebrate big wins with clients that your planning helped them achieve. Use your financial expertise and your human empathy to mitigate painful moments -- like, say, a sudden market downturn after a global virus outbreak.

3. Make the most out of every face-to-face interaction you have with a client. Your most effective marketing doesn't happen in Facebook ads or on a billboard. It happens when a client is in your office getting five-star treatment from the moment they walk in the door. You won't have to ask your clients for referrals -- you'll be earning them.

Also Learn:

1. Why you wouldn't take a first date to McDonald's and what that says about good service vs. great hospitality.

2. How to integrate your tech stack with your advisory team to create elevated customer experiences on a consistent basis.

3. What Joseph Michelli learned about world-class customer service and team leadership from Howard Schultz, Airbnb, and Mercedes-Benz.

On this special bonus podcast episode, I'm doing something I've never done before: republishing someone else's podcast. I think you're really going to enjoy this episode of the Top Advisor Marketing Podcast, hosted by Matt Halloran and featuring guest Mitch Anthony.

This was a really fun listen for me because I go back a long way with both of these guys. Matt was one of the best coaches we had when I was running Peak Advisor Alliance. And Mitch is my business partner in ROL Advisor, our online platform that's helping advisors refocus the planning conversation on people's lives, not just their money. And that idea is at the heart of Mitch's conversation with Matt. They do a real deep dive into how advisors can use the discovery process to reveal the client's story and understand how significant life experiences have shaped the client's relationship to money.

In addition to discussing how ROL Advisor builds out that initial storytelling into an engaging client experience, Mitch and Matt also talk about:

• How to guide clients towards an empowering decision-making mindset that makes them feel more in control of their planning.
• What kinds of questions you can ask to help clients connect their means to a sense of meaning.
• Why dialogue is more powerful than monologue.
• What the true purpose of money is.
• How to get more comfortable and more adept at helping clients manage the emotional side of financial life transitions.
• How to pull all of the above together to create a value proposition that's truly valuable to clients and prospects.

A big thanks to Matt Halloran and the team at Top Advisor Marketing for letting me share this insightful conversation.

Where does the drive come from for top achievers who keep knocking it out of the park long past the point that many of us would have kicked up our feet and called it a career?

That question has fascinated me for decades and today's podcast guest, Laila Pence, CFP®, shared with me one of the most compelling stories I've ever heard about overcoming early life challenges to become one of the country's most successful and respected financial advisors.

As we talked at the Barron’s Teams Summit in Las Vegas, Laila also explained how her approach to overcoming some incredible personal hardships informed how she built her billion-dollar advisory firm with an intense focus on creating true, lasting relationships with her clients.

Laila Pence is the President of Pence Wealth Management, one of the nation’s leading private wealth management firms with over $1.0 billion in AUM. She’s currently ranked in the top 1% of female financial advisors nationwide and, in 2019, she was named among the top 6 female financial advisors in the country by Forbes, and the #38 top independent financial advisor nationally by Barron’s Magazine. Forbes also ranked Laila #1 on their Best-in-State Wealth Advisors List for Southern California in 2019.

In a Nutshell: All financial advisors deliver services and advice. The ones who are growing their businesses find creative ways to stand out in an increasingly crowded marketplace and attract a niche of clients they can offer the most value to.

Guest: Steve Wershing. Steve is the President of The Client Driven Practice and the author of Stop Asking for Referrals. He's also the cohost of a great podcast called Becoming Referable.

My Key Takeaway: To differentiate both your firm and your prospective client base:

1. Discover, design, develop, and declare your niche.

2. Craft a unique client experience that will cater to your ideal client.

3. Remember: a niche is a need that sets your clients apart, and a need that you are able to service in a unique way.

Also Learn:

1. Why separating "target" from "niche" is essential to transforming your business.

2. How simple tweaks to things like your meeting calendar can have a big impact on your niche client experience and drive up your value to clients.

3. What kinds of dialogues you can have with clients that will lead to referrals ... without you having to ask for them.

In a Nutshell: Delivering great service is table stakes. Drive toward extraordinary by creating a unique, emotionally engaging experience for each individual client.

Guest: Julie Littlechild. Julie is a leading expert on the drivers of client engagement. She's also the cohost of the Becoming Referable podcast and the author of the book The Pursuit of Absolute Engagement.

My Key Takeaway: To create an engaging client experience that becomes a magnet for new ideal clients:

Be intentional about designing a discovery and planning process that engages your clients emotions and makes them feel more connected to you.
Focus less on a prospect's assets and more on how they view themselves, then deliver an experience that is tailor made for who they are.
Draw a distinction between service and hospitality ... and excel at both.

Also Learn:

1. Why creating a client journey map should be an essential early step in thinking about your systems and services.

2. How to put your firm and its ideal clients to an "Authenticity Test" that will make you think about what you're really trying to accomplish as an advisor and as a business owner.

3. What it means for advisors and their clients to "co-create" a financial planning experience together.