Podcast
The Elite Financial Advisor Podcast With Sten Morgan
Hosted by Sten Morgan · EN
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.
30episodes
Episodes
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242 Jason Early / The $50 Million Conversation Most Advisors Never Have
2w ago00:32:32Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with RISR founder Jason Early to talk about how advisors win the business-owner market and the once-in-a-lifetime liquidity event that comes with it.They discuss why the business deserves its own conversation instead of a line item, how to actually quarterback an owner's exit, and how financial advisors can step into this higher-stakes market without reinventing themselves.If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.In This EpisodeMost advisors treat a client's business like a line item on the balance sheet - but it's the asset they care about most and usually their largest, so it deserves its own conversation.The stakes are higher with business owners: harder conversations, more complexity, a higher standard - and pay that matches the problems you solve.Don't bet on loyalty. When the business sells, the advisor who actually quarterbacked the attorney, CPA, and banker gets the "where do I wire the money?" call.Jason's playbook: define a crystal-clear ideal client (auto dealers in the tri-state, not "business owners"), then spend 6-12 months building trust with the centers of influence around them.A practical move this week: book a dedicated meeting about the business alone with your top owner clients - two or three pointed questions can fill the whole hour.Episode Timestamps00:00 - Introduction01:23 - Jason's Path and Why He Built RISR02:49 - Treat the Business as Its Own Asset, Not a Line Item05:28 - Why Business Owners Push Back Harder11:52 - Don't Bet on Loyalty: Who Wins the Liquidity Event15:33 - Define Your Ideal Client and Play in Traffic20:57 - The First Move: A Business-Only Conversation25:16 - Maximum Value With Extreme EfficiencyJoin Our Free Live Webinar - July 29 at 2PM Central:R&D Webinar: Elite Advisors Prospect with Ideas not Products. Save your seat here:https://gobeelite.com/rd?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_earlyGet the Free Episode Companion Guide:Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the shift from line item to asset class, 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_242_jason_earlyFree 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_242_jason_earlyGet the Free Book: Value First ProspectingMost 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_242_jason_earlyAttend How to Charge LIVE:If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.Learn more about How to Charge LIVE here:https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_earlyJoin Elite Plus:Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, 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 Plus here:https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_earlyConnect With Elite Advisor NetworkWebsite: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_242_jason_earlyPodcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140LinkedIn: https://www.linkedin.com/company/elite-advisor-networkYouTube: https://www.youtube.com/@EliteAdvisorNetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →241 The 100,000 Advisor Shortage: Can AI Fill the Gap?
3w ago00:33:13Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with Liam Hanlon of Jump to talk about how AI is reshaping the advisor's day, and whether it can close the coming 100,000-advisor shortage without replacing the human.They discuss why advisor AI adoption flipped from dead last to mainstream, how to use AI for effectiveness and not just efficiency, and how financial advisors can win back hours a day while deepening client trust.If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.In This EpisodeAdvisors went from the lowest AI adoption of 11 white-collar professions in 2023 to over 70% of RIAs now using an AI note taker - the fastest tech shift wealth has seen.Why AI's first wave was about efficiency (60% of Jump users save 250+ hours a year) and the next wave is about effectiveness - being a better advisor on every single call.The coming 100,000-advisor shortage and three ways AI could fill it: upskilling admins into advice roles, letting one advisor serve more clients, and reaching the underserved mid-market.Why RIAs have outpaced the wirehouses on AI - speed and autonomy - while big firms wait on compliance, and why adoption is ultimately a matter of time.The real reason advisors resist new tech: protecting client trust. Test AI in low-risk ways before scaling it across your practice.Episode Timestamps00:00 - Introduction00:46 - From EY Consulting to Jump: Liam's Story02:35 - What Jump Is and the Problem It Solves03:52 - How Advisor AI Adoption Flipped From Last to First06:18 - Why RIAs Are Beating the Wirehouses on AI14:46 - What Compliance Teams Actually Care About18:39 - The 100,000-Advisor Shortage and How AI Fills It24:24 - What's Next: From Efficiency to Effectiveness and AI That ActsGet the Free Episode Companion Guide:Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the shift from efficiency to effectiveness, key takeaways, and three action steps to run this week.Grab your free copy here:https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlonFree Resources for Financial Advisors:Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to 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_241_liam_hanlonGet the Free Book: Value First ProspectingMost 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_241_liam_hanlonAttend How to Charge LIVE:If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.Learn more about How to Charge LIVE here:https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlonJoin Elite Plus:Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.Join Elite Plus here:https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlonConnect With Elite Advisor NetworkWebsite: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_241_liam_hanlonPodcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140LinkedIn: https://www.linkedin.com/company/elite-advisor-networkYouTube: https://www.youtube.com/@EliteAdvisorNetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.Tags: #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →240 Kyle Francis / Adding an Associate Advisor to Your Practice
4w ago00:32:55Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with his own Associate Advisor, Kyle Francis, to talk about how to bring a young advisor onto your team and level them up fast without burning them out.They discuss the real bottleneck that keeps advisors stuck, the mentorship ladder that turns a hire into a high performer, and how financial advisors can build a team instead of staying a one-person show.If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.In This EpisodeThe real bottleneck isn't a junior advisor's lack of experience - it's the Lead Advisor holding onto work a new hire could own from day one.The 4-stage mentorship ladder (I do/you watch, I do/you help, you do/I help, you do/I watch) and the 80/20 split: the Associate Advisor owns 80% of their growth, the Lead Advisor owns 20%.What a young advisor can do immediately to add value: ask "what are your 3 biggest pain points?" and take workflows, project management, and plan-building off the Lead Advisor's plate.You can't fake confidence - you build it by proving to yourself over and over that you can do the work. Most of what holds a new advisor back is head trash, not ability.This week's challenge: reset the onboarding, apply healthy pressure, ask for more reps, and aim for the 12-18 month accelerated path instead of the 6-7 year average one.Episode Timestamps00:00 - Introduction01:06 - How Kyle Found His Way Into the Business03:28 - Joining an Established Team Without Feeling Useless05:31 - The 80/20 Rule of Owning Your Growth06:55 - Handling the Daily Highs, Lows, and Head Trash08:20 - Bring Value First: Advice for Young Advisors12:24 - What a Junior Advisor Can Own on Day One16:30 - The Mentorship Ladder and the Accelerated PathGet the Free Episode Companion Guide:Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the mentorship ladder, key takeaways, and three action steps to run this week.Grab your free copy here:https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francisFree Resources for Financial Advisors:Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to 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_240_kyle_francisGet the Free Book: Value First ProspectingMost 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_240_kyle_francisAttend How to Charge LIVE:If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.Learn more about How to Charge LIVE here:https://www.howtochargelive.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francisJoin Elite Plus:Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.Join Elite Plus here:https://eadvisornetwork.com/join-ean?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francisConnect With Elite Advisor NetworkWebsite: https://www.eliteadvisornetwork.com?utm_source=shownotes&utm_medium=podcast&utm_campaign=ep_240_kyle_francisPodcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140LinkedIn: https://www.linkedin.com/company/elite-advisor-networkYouTube: https://www.youtube.com/@EliteAdvisorNetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →239 The Skill AI Can’t Replace: Why Elite Advisors Must Master Communication with John Gatewood
Jun 2600:35:23Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with John Gatewood to talk about how communication mastery, not technical knowledge, has become the real differentiator for elite advisors in the age of AI.They discuss listening so clients feel truly heard, speaking with the conviction that motivates people to act, and how financial advisors can build the authentic connection that AI can never replace.If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.In This EpisodeThe one skill AI can't replace: information is being commoditized, but the human connection that motivates a client to act is not.Why information alone never moves people - gyms are full in January and empty by March - and why every decision to act is emotional, not logical.The messenger is the message: in turbulent markets, clients watch how confidently you speak more than what you actually say.John's order of operations for every meeting: connection before content, understanding before advising, their story before your solution.A practical challenge for this week: record one of your meetings and watch it back, because communication is a trainable skill, not a personality trait.Episode Timestamps00:00 - Introduction00:40 - Why a 45-Year Veteran Is Still Building Frameworks02:04 - The Black-Wall Family Office: John's Origin Story04:36 - From Reciting a Script to Actually Moving People12:57 - Why Information Alone Never Motivates Anyone14:24 - The One Skill AI Can't Replace17:18 - The Messenger Is the Message28:26 - Coaching the Introverted Advisor: Connection First Free Resources for Financial Advisors:Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to 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://www.eliteadvisornetwork.com/free?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewoodGet 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://www.valuefirstbook.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewoodAttend How to Charge LIVE: If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business. Learn more about How to Charge LIVE here: https://www.howtochargelive.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewoodJoin Elite Plus: Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step. Join Elite Plus here: https://www.eliteadvisornetwork.com/plus?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewoodConnect With Elite Advisor NetworkWebsite: https://www.eliteadvisornetwork.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_239_john_gatewood Podcast: https://podcasts.apple.com/us/podcast/elite-advisor LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@eliteadvisornetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →238 Jeremie Kubicek / Know Yourself. Lead Yourself
Jun 1900:31:00Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with Jeremie Kubicek to talk about how the Five Voices framework reshapes the way you lead, communicate, and connect - starting with the one voice you were built to lead from.They discuss knowing your foundational communication voice, speaking the language of every client and team member, and how financial advisors can build deeper trust, stronger teams, and a culture people don't want to leave.If you're ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.In This EpisodeYou are all five voices, but you have one foundational voice - and most leaders "play someone on TV" they're not, which is exactly why they come across as average.The Five Voices framework (Nurturer, Guardian, Creative, Connector, Pioneer) built on the Big Five and Jung's work - and why 73% of people are present-oriented, not future-oriented.A practical move for this week: read the room. Start with people and feelings for feelers, and competence and credibility for thinkers.Jeremie's core philosophy - "know yourself to lead yourself." Leading from raw title and power produces compliance, not engagement; learn someone's language and they'll run through walls for you.Your week-ahead challenge: build a culture people don't want to leave, and start using AI by talking to it - ask it to ask you the right questions first.Episode Timestamps 00:00 - Introduction 00:58 - The Five Voices, Explained02:55 - The Science Behind an Assessment That Actually Sticks06:16 - Start With Yourself: Know Yourself to Lead Yourself08:32 - How to Roll It Out Across Your Team16:13 - Speaking Every Client's Language in Prospecting Meetings22:04 - Build a Culture People Don't Want to Leave27:09 - The Simplest Way to Start Using AI TodayGet the Free Episode Companion Guide: Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the Five Voices blueprint, key takeaways, and three action steps to run this week. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicekFree Resources for Financial Advisors: Want to become a more elite advisor? We have free resources to help you improve the way you think, communicate, and grow your business. Get access to 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://www.eliteadvisornetwork.com/free?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicekGet 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://www.valuefirstbook.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicekAttend How to Charge LIVE: If you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system. How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business. Learn more about How to Charge LIVE here: https://www.howtochargelive.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicekJoin Elite Plus: Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step. Join Elite Plus here: https://www.eliteadvisornetwork.com/plus?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicekConnect With Elite Advisor Network Website: https://www.eliteadvisornetwork.com?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_238_jeremie_kubicek Podcast: https://podcasts.apple.com/us/podcast/elite-advisor LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →237 The Future Financial Advisor: Why Human Connection Wins in an AI World
Jun 1200:37:16Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with Shannon Reid to talk about how the role of the financial advisor is shifting from pure investment management to holistic life planning and how top-tier firms are leveraging AI to reclaim time for human-centric service.They discuss the transition from investment-led to advice-led models, maintaining structural authority in a tech-driven market, and how financial advisors can transition your practice into a future-proof, advice-led business that thrives on human connection while leveraging elite technology..If you’re ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.In This EpisodeYour value isn't in the data entry or the market analysis—it is in the psychological guidance and structural authority you provide when a client’s life becomes complex.The 'Manager of AI' Framework: Viewing technology as the engine for research and documentation so the human advisor can remain the visionary leader of the client relationship.Audit your current client review meetings; if you spend more than 20 percent of the time on market performance instead of legacy and life goals, you are misaligning your value.Shannon Reid emphasizes that while technology can anticipate needs, it cannot care—the advisor’s true competitive advantage is being the person the client actually trusts and listens to.Identify one administrative or data-entry task this week that can be automated or delegated to reclaim five hours for high-impact prospect meetings.Episode Timestamps04:32 — The Evolution of the Advisor: From Product Sales to Life Planning09:10 — Pricing for Advice: Why Your Fee Model Must Match Your True Value12:42 — The AI Revolution: Automating the Data while Keeping the Human Connection18:36 — Defining the New Skill Set: What it Takes to Win in the Next Decade22:56 — Growth Metrics: Why Leading Advisors are Outpacing the Industry Average28:48 — The Cost of Change: Evaluating the Risks and Distractions of Firm Shifts32:05 — Becoming a 'Manager of AI': The Future of Portfolio ManagementFree Resources for Financial AdvisorsWant to become a more elite advisor?We have free resources to help you improve the way you think, communicate, and grow your business.Get access to 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://www.eliteadvisornetwork.com/free?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237Get the Free Book: Value First ProspectingMost 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://www.valuefirstbook.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237Attend How to Charge LIVEIf you want more revenue, more confidence, and a clearer planning process, you do not need more theory.You need reps, feedback, and a proven system.How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.Learn more about How to Charge LIVE here:https://www.howtochargelive.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237Join Elite PlusElite Plus is for advisors who are done dabbling and ready to become Elite.Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.Join Elite Plus here:https://www.eliteadvisornetwork.com/plus?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237Connect With Elite Advisor NetworkWebsite: https://www.eliteadvisornetwork.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_237Podcast: https://podcasts.apple.com/us/podcast/elite-advisorLinkedIn: https://www.linkedin.com/company/elite-advisor-networkYouTube: https://www.youtube.com/@EliteAdvisorNetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →236 From Shared Expenses to Formal $1 Billion Team: How Holden Fox Built a Real Advisory Firm
Jun 500:37:13Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with Holden Fox to talk about how to transition from a group of solo advisors sharing expenses to a unified, scalable organization by focusing on specialization, operational efficiency, and the build-first growth model.They discuss the transition from siloed advisors to unified operations, maximizing advisor capacity through extreme specialization, and how financial advisors can build a scalable, high-growth firm where the leader focuses on their highest value role..If you’re ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients.In This EpisodeTrue growth requires moving from a solo mindset to a firm mindset where alignment and shared SOPs are non-negotiable requirements for every team member.The 'Build-First, Grow-Later' framework ensures that infrastructure and headcount are in place before growth hits, protecting the client experience during rapid scaling.Audit your current advisor capacity by tracking actual 'client meetings per year' segmented by service level rather than relying on vague AUM or client count metrics.Efficiency isn't about being nice; it's about respecting the value of human capital and ensuring your team has every tool necessary to maximize the time you pay for.Identify one area where you are still acting as a 'hobbyist'—whether in advising or operations—and define the specific path to hand that responsibility to an expert.Episode Timestamps00:00 — Introduction to Holden Fox and the Fox Alliance journey02:45 — Why traditional 'brute force' prospecting is the antithesis of value creation05:15 — The turning point: Shifting from shared resources to a unified partnership09:01 — How to force clarity and alignment across a growing advisor team15:44 — The math of efficiency: Prioritizing ROI and human capital costs21:35 — Build-First Strategy: Why Fox Alliance hires 12 months ahead of growth26:42 — Using meeting counts as the ultimate metric for advisor capacity32:15 — The Power of Moments: Creating high-impact client experiences through structureFree Resources for Financial AdvisorsWant to become a more elite advisor?We have free resources to help you improve the way you think, communicate, and grow your business.Get access to 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://www.eliteadvisornetwork.com/free?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_236Get the Free Book: Value First ProspectingMost 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://www.valuefirstbook.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_236Attend How to Charge LIVEIf you want more revenue, more confidence, and a clearer planning process, you do not need more theory. You need reps, feedback, and a proven system.How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.Learn more about How to Charge LIVE here:https://www.howtochargelive.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_236Join Elite PlusElite Plus is for advisors who are done dabbling and ready to become Elite.Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.Join Elite Plus here:https://www.eliteadvisornetwork.com/plus?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_236Connect With Elite Advisor NetworkWebsite: https://www.eliteadvisornetwork.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_236Podcast: https://podcasts.apple.com/us/podcast/elite-advisorLinkedIn: https://www.linkedin.com/company/elite-advisor-networkYouTube: https://www.youtube.com/@EliteAdvisorNetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →235 From Practitioner to Entrepreneur: Sten's Journey
May 2900:46:43Tap to summarizeIn this episode of Elite Advisor Podcast, Sten Morgan sits down with Wendell Moon to talk about the internal and external evolution required to move from being a high-capacity producer to a visionary leader who rejects the industry’s broken status quo.They discuss the transition from producer to leader, overcoming the savior complex in business, and how financial advisors can evolve from a solo producer into a resilient, high-impact business owner who leads with structural authority.If you’re ready to stop settling for comfortable and start building at your highest level, this conversation will challenge how you think about your business, your value, and the impact you create for clients. In This EpisodeThe industry's default model is fundamentally broken; true Elite Advisors stop operating within systems they simply inherited and start designing ones that serve their vision rather than their firm.The Three Stages of Growth—Awareness, Understanding, and Belief—are the necessary psychological shifts every advisor must navigate to reach the top 1% of the industry.Practice the 'Rule of 5' this week by intentionally asking five people for help; breaking the 'trust only yourself' habit is the first step toward scaling your leadership.You can serve the world without trying to save it; releasing the burden of being a 'savior' for your clients allows you to lead them with significantly more clarity and impact.Identify one area where you are currently 'people-pleasing' at the cost of your firm's growth and have the 'kind but not nice' conversation required to fix it this week.Episode Timestamps04:55 — A look behind the curtain of an Elite Advisor’s path08:15 — Why the status quo model is broken and how to reject it12:30 — Moving from a sales business to a high-value delivery process17:50 — The Three Stages of Growth: Awareness, Understanding, and Belief20:30 — How to serve the world without the burden of saving it28:50 — The Producer's Trap: Building a firm that doesn't rely on your capacity35:40 — Vulnerability as a business strategy: The power of asking for help44:00 — The three-pillar framework for sustainable leadership successFree Resources for Financial AdvisorsWant to become a more elite advisor?We have free resources to help you improve the way you think, communicate, and grow your business.Get access to 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=youtube&utm_medium=podcast&utm_campaign=ep_235Get the Free Book: Value First ProspectingMost 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=youtube&utm_medium=podcast&utm_campaign=ep_235Attend How to Charge LIVEIf you want more revenue, more confidence, and a clearer planning process, you do not need more theory.You need reps, feedback, and a proven system.How to Charge LIVE is our in-person training experience where advisors learn how to start charging for advice, communicate their value, and build a stronger planning business.Learn more about How to Charge LIVE here:https://www.howtochargelive.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_235Join Elite PlusElite Plus is for advisors who are done dabbling and ready to become Elite.Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level.If you are serious about implementation, better thinking, and becoming the advisor your clients actually need, Elite Plus is the next step.Join Elite Plus here:https://eadvisornetwork.com/join-ean/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_235Connect With Elite Advisor NetworkWebsite: https://www.eadvisornetwork.com/?utm_source=youtube&utm_medium=podcast&utm_campaign=ep_235Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140LinkedIn: https://www.linkedin.com/company/elite-advisor-networkYouTube: https://www.youtube.com/@EliteAdvisorNetworkSubscribeSubscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite.#EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #ValueFirstProspecting #FinancialPlanning #AdvisorMarketing #AdvisorGrowth
Transcribe →234 Best Practices of Prospecting with Gavin Filasek, Wes Young, and Sten
May 2200:44:51Tap to summarizeIn this episode, Sten Morgan sits down with Wes Young and Gavin Filasek to unpack the prospecting spectrum — from the early “brute force” days of calling anyone who would listen, to building a more mature system where value, referrals, niche expertise, and better communication create momentum. They discuss why early advisors need reps, why language matters, how to answer “what do you do?” in a way that creates curiosity, and how great firms build systems that help advisors grow faster. Wes and Gavin also share practical ways they use tax strategy, niche markets, client conversations, and referral processes to create a prospecting flywheel. The throughline: prospecting gets easier when you stop leading with your title and start leading with value.TakeawaysEarly prospecting is hard, but the reps build confidence. Don’t answer “what do you do?” with a label — lead with a problem you solve. The best advisors create value before they ask for referrals. Niches make prospecting easier because the problems are clearer. A repeatable process turns referrals, client conversations, and money-in-motion opportunities into a growth flywheel.The Digital Toolbox for Elite Financial Advisorshttps://gobeelite.com/
Transcribe →233 Stop Overcomplicating Financial Planning (What Clients Actually Want) with H. Adam Holt
May 1500:36:29Tap to summarizeIn this episode, Sten sits down with H. Adam Holt—founder of Asset-Map, former top-producing financial advisor, and industry innovator who has helped thousands of advisors simplify how they deliver financial advice. Adam shares his journey from struggling early in the business—making just $11,000 his first year—to building a billion-dollar practice and eventually creating Asset-Map, now used by over 7,500 advisors globally. This conversation unpacks the real inflection points that drove his success, including: Why most advisors overcomplicate financial planning The moment he realized clients didn’t want analysis—they wanted clarity How simplifying his process led to exponential growth The importance of mentorship, coaching, and community And how building systems and teams creates true scale If you’re trying to grow your practice, simplify your message, and deliver more value in less time, this episode will challenge how you think about planning, productivity, and what clients actually want.TakeawaysClients don’t want more analysis—they want clarity they can understand and useSimplicity scales; complexity slows down both you and your clientYou have to go through the “hard years” to build real skill and confidenceThe fastest way to grow is to focus on communication, not just strategyMentors, coaches, and community are force multipliers for long-term successThe Digital Toolbox for Elite Financial Advisorshttps://gobeelite.com/How To Charge LIVE!https://howtochargelive.com/
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