The Confident Advisor Practice Podcast

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Jun 2026

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The Confident Advisor Practice Podcast is a production of the Horizon Advisor Network. Each episode will concentrate on topics relevant to the independent financial advisor. From practice management, to succession planning, to make the most of your resources and talent, the Confident Advisor Practice Podcast aims to be a resource for advisors looking to network and grow their business. Registered Representatives offering securities and advisory services offered through Cetera Advisors LLC, member FINRA/SIPC, a broker/dealer and a Registered Investment Adviser. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810

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June 2, 2026Episode 1625 min

Positioning Before Branding: How Advisors Cut Through a Noisy, AI-Driven Market

Episode Summary In this episode, Adam Figura sits down with Natalie Hales, advisor positioning strategist and founder of Natalie Hales Consulting, for a strategic conversation on why so many busy advisory practices still sound like everyone else — and what to do about it. Drawing on 15 years in financial services, marketing, and compliance, Natalie unpacks her "niche funnel" framework, explains why positioning has to come before branding (and branding before marketing), and lays out the four C's that turn a generic advisor into a recognized subject matter expert. The conversation also tackles the rapid shift from SEO to Answer Engine Optimization (AEO), the core stories every advisor needs in their toolkit, and the human-judgment moments AI can't replicate. Advisors walk away with a practical framework for getting unstuck, attracting higher-quality clients, and building credible authority in today's noisy market. ⏱️ Chapters (Timestamps & Key Topics) 00:01 – Welcome & Guest Introduction Adam introduces Natalie Hales — advisor positioning strategist with 15 years in financial services, marketing, and compliance — and frames the episode around why busy advisors still sound generic and how to fix it. 01:05 – Why Busy Advisors Still Sound Like Everyone Else Natalie describes the "mutual delusion" between advisors and marketers: advisors expect strategy from tacticians, and tacticians expect strategy from advisors. The gap in the middle is what produces generic content and forgettable language. 03:25 – Positioning, Branding, Marketing — and Why the Order Matters Natalie lays out the cascading effect: without positioning, branding falls apart; without branding, marketing falls apart. Articulating a clear position is the non-negotiable foundation for everything that follows. 05:35 – Inside the Niche Funnel: Mega Market, Segment, Niche Natalie walks through her three-stage framework — starting with a mega market that already sees itself as a group, narrowing to a segment where you have a natural human connection, and then to the niche where you have strategic specificity and a real competitive advantage. 10:00 – How You Know You've Actually Found Your Niche Natalie contrasts the exhausting work of trying to inflate a "six-foot beach ball" for everyone with the focused traction of a smaller, targeted audience. The signals that it's working: people lean in, invitations open up, and lead flow flips from outbound to inbound. 12:54 – The Four C's of Advisor Branding Natalie unpacks her four C's — Claim your niche, Clarify your message, Codify your authority, and Convert with consistency — and explains how each step builds on the last to make an advisor remembered and repeatable, not just visible. 15:21 – The Core Stories Every Advisor Needs Natalie outlines the essential stories advisors must be able to tell: the origin story (why you care, beyond money), transformation/client stories (where prospects see themselves), the niche story (why you're especially suited), and trust-building stories that quietly back up your authority. 18:33 – Why "Knowing Your Why" Is Non-Negotiable Adam reinforces the foundational role of an advisor's "why," sharing how he coaches advisors to articulate the reason they entered the business — beyond income — and use it as the spine of their positioning. 18:45 – From SEO to AEO: Authority in the AI Era Natalie explains why Answer Engine Optimization is replacing search engine optimization. AEO rewards authority signals — citations, consistency, repeated mentions, recognized expertise — instead of paid ranking and raw visibility. 21:05 – Where Human Connection Still Wins Adam and Natalie discuss why advisor judgment matters more in the AI era, not less. The decisions that remain human are the emotional, consequential, and irreversible ones — and that's exactly where advisors should sharpen their niche. 23:01 – First Two Things to Do (and One to Stop) Natalie's prescription for advisors who feel generic: stop spending time on low-leverage, repeatable tasks (systematize them), and start specializing in at least one of three things — who you serve, what you're known for, or where you show up consistently. 25:25 – How to Connect with Natalie Natalie shares where to find her work — including her sprint process, speaking page, and call booking — at nataliehales.com. 26:07 – Closing Adam thanks Natalie and wraps the episode. ✅ Key Takeaways • Don't jump to tactics before strategy. Booking podcasts, videos, and ad campaigns feels productive, but without a clear position you're handing tactical experts a job they can't do without you. Get strategic first, then go tactical. • Positioning comes before branding, and branding comes before marketing. Each layer is the foundation for the next. Skip a layer and the entire stack gets shaky — which is why so many advisor brands feel generic. • Use the niche funnel: mega market → market segment → market niche. Start with a category that already sees itself as a group (so you can find them), then find your natural human connection, then narrow to the strategic specificity where you have a real advantage. • You'll know your niche is working when people lean in. Conversations get easier, you get invited into rooms you didn't have access to before, and your business shifts from outbound chasing to inbound attraction. • Codify your authority with frameworks and signature stories. Subject matter experts don't just have opinions — they have repeatable frameworks (like the four C's) and signature topics. That's what makes you remembered, not just visible. • Master the core stories every advisor needs: origin, transformation, niche, and trust-building. Your origin story explains why you care, transformation stories let prospects see themselves in your work, your niche story backs up why you're especially suited, and trust-builders cover the credentials that aren't your headline. • Shift from SEO to AEO. Answer Engine Optimization isn't about ranking and paid placement — it's about authority signals. Showing up consistently around the same topic is how large language models surface you to prospects who are already searching with AI. • Lean into the judgment AI can't automate. The decisions that remain human are emotional, consequential, and irreversible. Build your niche around the moments your clients can't afford to outsource. • Systematize the repeatable so you can specialize in what only you can do. Free yourself from low-leverage tasks anyone (or any tool) can handle, and reinvest that capacity into the strategic advantage only you bring. • Specialize in at least one of three things. Who you serve, what you're known for, or where you show up consistently — pick at least one to specialize in (ideally all three) to flourish in an AI-driven market. 🎧 Quotes from the Episode "Busy doesn't always equate effective — but you can't deny that it feels productive." — Natalie Hales "If your positioning is off, your branding falls apart. When your branding falls apart, your marketing falls apart." — Natalie Hales "It's less about volume and more about being remembered." — Natalie Hales "You start to attract instead of chase. It starts to be more inbound than outbound — and that's when you know." — Natalie Hales "AI isn't replacing advisors. It just means that if you're not adapting, you can more easily get ignored." — Natalie Hales "The decisions that are emotional, consequential, or irreversible — those are the ones now most valued in the judgment you provide as an advisor." — Natalie Hales "What is your why? You came into this business for a reason — and it wasn't just to make money." — Adam Figura "Branding and marketing are a little bit different — you are trying to be remembered and to be repeatable, not just showing up everywhere." — Natalie Hales 📇 Contact Information Guest: Natalie Hales Advisor Positioning Strategist Website: nataliehales.com (Speaking page, sprint process, and call booking available on website) Host: Adam Figura Horizon Financial Group Email: afigura@horizonfg.com Resources Mentioned • The Niche Funnel — Natalie's three-stage positioning framework (mega market → market segment → market niche) • The Four C's of Advisor Branding — Claim your niche, Clarify your message, Codify your authority, Convert with consistency • Natalie Hales YouTube channel — extended talks on advisor branding and positioning • AEO (Answer Engine Optimization) vs. SEO — adapting to AI-driven search ⚠️ Disclosure The views depicted in this material are for informational purposes only and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker-dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810

May 4, 2026Episode 1530 min

Building a Five-Star Team: How Advisors Attract, Retain, and Empower A-Players

Episode Summary In this episode, Adam Figura sits down with Shasta Hague, Vice President and Business Consultant at Assetmark, for a practical, unfiltered conversation on building high-performing teams in an advisory practice. Drawing on nearly two decades of experience coaching advisors across the country, Shasta shares the real-world principles that separate thriving teams from the ones that quietly stall — from hiring for the full KASH framework (knowledge, attitudes, skills, habits) to firing based on culture, running a disciplined interview process, and paying competitively in a tight talent market. Adam and Shasta also dig into the chief-of-staff role as a growth unlock, the intentional leadership cadence that keeps teams engaged, and why communicating a long-term career path is one of the most overlooked retention tools in the industry. Advisors walk away with a clear, actionable roadmap for evaluating, hiring, onboarding, and developing the people who drive their firm's success. ⏱️ Chapters (Timestamps & Key Topics) 00:01 – Welcome & Guest Introduction Adam welcomes Shasta Hague of Assetmark and shares the backstory of their nearly decade-long working relationship, setting up the episode's focus on building and leading high-performing advisor teams. 01:18 – The Foundations of a Five-Star Team Shasta pushes past the polished corporate answers to describe what actually matters when building a team: hiring beyond skills alone and thinking about culture fit, attitude, and long-term alignment. 02:01 – The KASH Framework: Knowledge, Attitudes, Skills, Habits Shasta breaks down the KASH acronym and explains why knowledge is the least important of the four — because attitudes, skills, and habits have to walk in the door; they can't be trained. 03:42 – Hiring A-Players with a Business Owner Mindset Adam and Shasta discuss why advisors need team members who approach the role like owners, are hungry to grow, and align with the firm's vision and values. 04:31 – Hire and Fire Based on Culture Shasta explains why keeping a cultural mismatch on the team stalls growth more than almost anything else, and how advisors underestimate the energy drain a "rotten apple" creates. 05:04 – Psychological Safety and Google's Project Aristotle Shasta references Google's research showing psychological safety — the ability to speak up and be valued for a unique perspective — as the single biggest predictor of high-performing teams. 06:07 – Do You Really Need to Hire, or Is It a Structure Problem? Adam asks how to tell when overwhelm signals a hiring need versus a clarity or structure problem, and Shasta introduces the "right person, right seat" audit. 07:45 – Running a Capacity Analysis Before adding headcount, Shasta recommends advisors audit how they're spending their time, flag the $25–$40/hour work they shouldn't be doing, and redesign roles to match unique abilities. 08:51 – The Biggest Hiring Mistakes Advisors Make Shasta shares her "greatest hits" list of hiring mistakes — starting with advisors who weren't trained to hire and fell into the role by necessity rather than design. 09:35 – Don't Hire Out of Desperation Shasta cites Gallup research estimating a bad hire can cost 50%–150% of the employee's salary and coaches advisors to slow down rather than settle for a warm body in the seat. 10:43 – Stop Selling in Interviews: The 80/20 Rule Adam and Shasta discuss how passionate advisors often talk too much in interviews — telegraphing exactly what they want to hear — and why the candidate should do 80% of the talking. 11:51 – Why Skill and Behavior Assessments Matter Shasta makes the case for Kolbe, DISC, and StrengthsFinder as non-negotiable due diligence, sharing a story of an assessment that revealed a great interviewee would have hated the job. 13:05 – Competitive Compensation in a Tight Talent Market Shasta warns that advisors still trying to hire executive assistants at 20-year-old salaries are losing talent fast, and suggests hiring an A-player at 32 hours rather than a B/C player full-time. 14:22 – Onboarding and Training the Right Way Shasta explains how too many advisors fail to block calendar time for new hires, killing enthusiasm before it starts, and outlines what a thoughtful onboarding plan looks like. 15:30 – The Intentional Leadership Cadence From daily huddles to weekly team meetings, monthly deep dives, and semi-annual business planning, Shasta lays out the communication rhythm that keeps teams aligned and engaged. 17:51 – Harvard's Finding: 67% Higher Engagement Shasta cites Harvard Business Review research showing that consistent one-on-one engagement drives a 67% lift in team engagement — and warns about the hidden cost of skipping those meetings. 18:12 – When to Add Leadership-Level Roles Adam asks when advisors should stop adding support and start adding leadership, and Shasta maps a progression from admin to paraplanner to chief of staff. 19:33 – The Chief of Staff / Integrator Unlock Borrowing from EOS language, Shasta describes the chief-of-staff / integrator role as a game-changer that frees advisors to focus on vision, new business, and top-client relationships. 22:45 – Ongoing Systems for Developing Talent Shasta explains why communicating a long-term growth vision — from the very first interview — is one of the most overlooked retention tools small firms have. 23:01 – Career Paths, Performance Reviews, and Pay Benchmarks Shasta recommends documented career paths, semi-annual (or quarterly) performance reviews, and benchmarking compensation so A-players aren't lost for $10,000. 26:13 – Two or Three Practical First Steps Shasta closes with actionable first moves: run an honest team audit, benchmark compensation, create a career-path document, and don't try to figure it out alone. 29:35 – Closing & How to Reach Shasta Hague Adam wraps up the conversation and Shasta offers to be a resource for advisors navigating team-building challenges. ✅ Key Takeaways • Hire for the full KASH framework — knowledge, attitudes, skills, and habits. Knowledge is the only one you can train. Attitudes, skills, and habits have to walk in the door, so screen for them deliberately. • A-players come with a business owner mindset. You can give them direction and let them run. B and C players require micromanagement that quietly drains your capacity — and your margin. • Fire based on culture fit, not just performance. A single cultural mismatch can stall an entire firm's growth. The cost of keeping the wrong person is almost always higher than the discomfort of letting them go. • Psychological safety is the #1 predictor of a high-performing team. When people feel valued for their unique perspective and empowered to speak up, they spot red flags earlier and contribute more. • Before you hire, run a "right person, right seat" audit. Overwhelm often signals a structure or clarity problem — not a headcount problem. Redesign roles around unique abilities before adding bodies. • Don't hire out of desperation. A bad hire can cost 50%–150% of that employee's salary. Slow down, raise your bar, and protect your team's time and energy. • Let the candidate talk 80% of the time. Advisors who sell the role in an interview get scripted answers back. Make candidates comfortable, then ask, probe, and listen. • Treat Kolbe, DISC, and StrengthsFinder as due diligence, not optional. Assessments surface work-style mismatches that even great interviewers can't mask. • Pay competitively or expect to lose talent. If the full-time A-player salary is out of reach, hire at 32 hours. It still beats the cost of a B-player you have to manage at $250/hour of your time. • Block real calendar time to onboard new hires. Nothing kills a new hire's enthusiasm faster than being handed a stack of videos on day one. • Run an intentional leadership cadence. Daily huddles, weekly team meetings, monthly deep dives, and semi-annual business planning compound into 67% higher engagement (per Harvard Business Review). • A chief of staff / integrator is the leadership unlock. When your business can operate without you in the weeds, you're free to focus on vision, growth, and top-client relationships. • Communicate a career path from day one. A-players want to see a future. A documented career track is one of the most overlooked retention tools small firms have. 🎧 Quotes from the Episode "We can train somebody, we can give them knowledge — but we can't train somebody to have the right attitude. We can't train them to have the right skills or the right habits. Those things have to walk in the door." — Shasta Hague "There's nothing that's gonna keep a firm from growing more than keeping somebody on the team that's a rotten apple poisoning the well." — Shasta Hague "You're much better off having an A-player in the role working less hours than hiring a B or C player that you have to micromanage." — Shasta Hague "Focus on the attitudes and the habits — the knowledge and skills we can teach you will come with time." — Adam Figura "Nothing is going to kill a new hire's enthusiasm and excitement for their new job more than just sticking them in front of a computer and saying, 'Hey, watch these videos.'" — Shasta Hague "When this role was put into place, it was like the lights turned back on — and they were suddenly free." — Shasta Hague, on the chief-of-staff role "Hire slow and fire fast." — Adam Figura "Talent flies off the shelves. You need to make sure you're benchmarking your comp and attracting A-players with competitive compensation." — Shasta Hague 📇 Contact Information Guest: Shasta Hague Vice President, Business Consultant Assetmark Website: assetmark.com shasta.hague@assetmark.com Host: Adam Figura Horizon Financial Group Email: afigura@horizonfg.com Resources Mentioned - KASH Framework: Knowledge, Attitudes, Skills, Habits - Google's Project Aristotle research on psychological safety - Harvard Business Review research on one-on-one engagement - Kolbe, DISC, and StrengthsFinder assessments - EOS (Entrepreneurial Operating System) — Integrator/Implementer framework - Assetmark Business Consulting and Compensation Benchmarking ⚠️ Disclosure The views depicted in this material are for informational purposes only and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker-dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810

April 4, 202624 min

Invest Like You Mean It: Value Investing, Transparency, and Emotional Discipline

Episode Summary In this episode, Adam Figura sits down with Earl Yaokasin, CFA, Fiduciary Investment Manager and founder of WealthArch Investment Services, to explore what it truly means to practice disciplined value investing inspired by Warren Buffett. Earl explains why he invests his personal portfolio in the exact same assets as his clients, creating genuine alignment and accountability. The conversation covers his rigorous research process, the power of detailed client communication during volatile markets, and the behavioral biases — like anchoring and confirmation bias — that derail even experienced investors. Adam and Earl also discuss how to set proper expectations with prospective clients, why margin of safety is the foundation of every smart purchase, and the emotional discipline required to stay the course when markets turn. ⏱️ Chapters (Timestamps & Key Topics) 00:00 – Welcome & Guest Introduction Adam introduces the podcast and welcomes Earl Yaokasin, CFA, a fiduciary investment manager with over 20 years of experience who runs WealthArch Investment Services in California. 00:52 – Investing Alongside Your Clients Earl explains why he invests his personal portfolio in the same assets as his clients, and how most advisors at large firms simply act as relationship managers without making the actual investment decisions. 02:11 – Core Investment Principles Earl breaks down his philosophy of maximizing risk-adjusted reward for the long term after taxes, explaining why each of those three components — risk management, long-term horizon, and tax efficiency — is essential. 04:35 – The Casino Analogy and Market Cycles Adam and Earl discuss how hot streaks in investing mirror gambling psychology, and why markets inevitably cycle through ups and downs rather than moving in one direction. 05:12 – A Week in Earl's Research Process Earl walks through his typical week of reading quarterly reports cover to cover, listening to management calls, and intentionally seeking out opposing viewpoints to combat confirmation bias. 06:33 – Detailed Investment Updates as a Differentiator Earl explains why he writes thorough, timely investment reports for clients — a practice no one else does at his level — and how it forces better research, better decisions, and better results. 08:03 – How Transparency Reduces Client Anxiety Earl shares that during COVID, he received only one phone call from clients because his consistent communication had already addressed their concerns, freeing him to focus on making money. 09:24 – What Disciplined Investors Do Differently Earl outlines the habits of disciplined investors: buying only with a margin of safety, being greedy when others are fearful, and understanding that markets are driven by emotion and short-term thinking. 11:25 – Accepting Imperfection in Investing Earl reminds listeners that stocks will go down after you buy and up after you sell — and that trying to optimize every trade is the enemy of good long-term results. 12:26 – The Anchoring Bias and Behavioral Mistakes Earl explains anchoring bias with real examples, including clients who refuse to sell a declining stock because they're attached to its previous high, and emphasizes that you don't have to make your money back the way you lost it. 14:17 – Setting Expectations Before Day One Earl describes his onboarding process in high markets: telling prospective clients they may only be half-invested on day one, that stocks he buys may initially decline, and that his strategy is built for long-term wealth, not 12-month returns. 17:35 – The Marathon Mindset for Advisors and Clients Adam and Earl discuss the mindset shifts required for financial independence — understanding market inefficiency, recognizing that the S&P 500 was flat for 12 years after the dot-com bubble, and differentiating your practice beyond index funds. 20:09 – Differentiating Your Practice Through Value Earl challenges advisors to think about what value they truly add beyond putting clients in index funds, and why a distinctive investment approach can set a practice apart. 20:29 – Building Emotional Discipline Over a Decade Earl shares his experience at Capital Group before the 2008 financial crisis, where only two out of three colleagues who predicted the crash actually had the emotional discipline to act aggressively when the market panicked. 22:20 – Closing Remarks Adam thanks Earl for sharing his investment philosophy and practical advice, and wraps up the episode. ✅ Key Takeaways · Invest alongside your clients to create real alignment. When your personal money is in the same portfolio, you're naturally more motivated to make the best possible investment decisions — and clients trust you more because of it. · Focus on risk-adjusted reward, not just returns. Chasing high returns without considering the risk involved leads to devastating losses when the market inevitably turns. Protect the downside first. · Think long term and after taxes. Frequent buying and selling generates capital gains taxes that erode returns. A disciplined, patient approach preserves more wealth over time. · Seek out opposing viewpoints intentionally. Confirmation bias is one of the most dangerous traps in investing. Read and listen to perspectives that challenge your thesis, not just those that confirm it. · Write detailed investment updates for your clients. The discipline of putting your research and reasoning in writing forces better analysis, and the transparency dramatically reduces client anxiety during volatile markets. · Only buy when there is a margin of safety. Like buying a suit at 50% off, disciplined investors wait for bargains rather than chasing high-flying stocks with no buffer against decline. · Be greedy when others are fearful, and fearful when others are greedy. Market panics often create the best buying opportunities, while euphoria signals the time to be cautious. · You don't have to make your money back the way you lost it. If an investment is declining with poor prospects, reallocate to something with better risk-adjusted reward rather than anchoring to the original price. · Set clear expectations before the client signs. Tell prospective clients upfront that you may not be fully invested on day one, that stocks may decline after purchase, and that your strategy is built for the long term. · Emotional discipline takes years to develop. Knowing the right strategy intellectually is not enough — executing it during market panic requires experience, conviction, and emotional maturity that only comes with time. 🎧 Quotes from the Episode "Rule number one, don't lose money. Rule number two, don't forget rule number one." — Earl Yaokasin (quoting Warren Buffett) "You want to listen and watch those videos that tell you the opposite side of the story because you want to make sure that you've considered all perspectives for the investments that you're making." — Earl Yaokasin "There is no rule that you have to make your money back the way you lost it." — Earl Yaokasin "When I purchase something, there's a lot of fear in that stock — it could easily go down some more. I'm not trying to maximize your money for the next 12 months." — Earl Yaokasin "If you're looking for somebody to sprint, go find another coach. This is a marathon." — Adam Figura "It's not only here — but it's also here as well. In your heart. You got to have the stomach for it." — Earl Yaokasin "Communication is clearly key. Make somebody be able to sleep at night with confidence." — Adam Figura 📇 Contact Information Host: Adam Figura Horizon Financial Group Email: afigura@horizonfg.com ⚠️ Disclosure The views depicted in this material are for informational purposes only and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker-dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810

March 3, 2026Episode 1321 min

Building Your M&A Playbook: Succession, Growth, and the Future of FinLink

Episode Summary In this episode, Adam Figura sits down with Zander Heinen, President of FinLink, to explore how financial advisors can better navigate M&A transactions, succession planning, and practice growth. Zander shares the evolution of FinLink from its origins as SuccessionLink — a simple buyer-seller matching platform — into a full talent ecosystem serving over 80,000 financial professionals. The conversation covers what it means to be a "qualified buyer," why so many advisors still lack a succession plan, and the best practices that separate serious acquirers from tire-kickers. They also discuss FinLink's expansion into recruiting, office space listings, business directories, and the upcoming integration of agentic AI to enhance matchmaking and user engagement. Adam and Zander close with a look at 2026 industry trends, including broker-dealer consolidation, breakaway activity, and the emerging mini family office model. ⏱️ Chapters 00:01 – Welcome & Guest Introduction Adam introduces the podcast and welcomes Zander Heinen, President of FinLink, highlighting his nearly two decades of experience in banking, investment advisory, M&A transactions, and deal structuring. 01:12 – Zander's Background & the FinLink Story Zander shares how FinLink began as SuccessionLink in 2012 as a "match.com for buyers and sellers" and why the platform evolved beyond simple transactions to address the full complexity of M&A. 02:06 – Building a Full Talent Ecosystem Zander walks through FinLink's expanded offerings: seller support through Republic Capital Group, a jobs and recruiting marketplace, office space listings, a comprehensive business directory, and white-label succession technology. 03:49 – Agentic AI and What's Coming Next Zander reveals that FinLink is partnering with a technology firm to integrate agentic AI into the platform, enabling smarter matchmaking, more intuitive user experiences, and greater engagement. 04:23 – AI's Impact on Advisor Practices Adam and Zander discuss how AI tools are enhancing scalability and efficiency across the broker-dealer space and what that means for advisors looking to grow. 04:50 – How Advisors Get Started with FinLink Zander explains the sign-up process for buyers and sellers, the white-glove onboarding experience for less tech-savvy advisors, and how the platform routes users through different journeys based on their goals. 06:00 – The Qualified Buyer Zander introduces the concept of the "qualified buyer" — having the tech stack, financing capability, clean books, and due diligence readiness to execute a transaction — and why it matters in a market with roughly 100 buyers for every seller. 06:44 – What Qualification Really Requires Adam shares his coaching perspective on all the levers involved in being acquisition-ready, from technology and staffing to having enough advisors to service a new book of business. 07:25 – Beyond Buying: Merging for Long-Term Growth Zander explains how many advisors seeking succession are exploring 10-year merger strategies to grow into larger, more valuable enterprise businesses rather than simply selling outright. 08:22 – Increasing Your Firm's Value Now Adam and Zander discuss the importance of proactively building firm value — through operational improvements, enterprise offerings, and knowing your financials — rather than waiting until it's time to sell. 10:08 – 2026 Industry Trends Zander shares what he's seeing across the broker-dealer and RIA landscape: advisors without succession plans, broker-dealer consolidation, strong private equity activity, and a wave of breakaway advisors. 11:16 – The Urgency of Succession Planning Zander emphasizes that getting a succession plan in place is as essential as having a will, sharing stories of advisors who were only prompted to act after a health scare. 12:17 – The Irony of Advisors Without a Plan Zander highlights the paradox: advisors help clients prepare for retirement every day, yet many haven't planned for one of the biggest financial events of their own lives. 12:51 – Best Practices for Buyers and Sellers Zander outlines the traits of successful buyers: coming with intent, having clean financials, knowing your tech stack, having a strong legal team, and being proactive — because sellers won't respond to people who aren't serious. 14:24 – Recruiting, Career Development & the Jobs Marketplace Zander discusses FinLink's new jobs marketplace and how the platform is using AI to flip the traditional recruiting model — focusing on helping advisors find the right fit rather than just serving enterprises looking for recruits. 16:18 – 80,000 Members and Growing Adam and Zander discuss the scale of the FinLink community and the diversity of professionals it serves, from new recruits to 30-year veterans. 16:45 – Valuation Tools, Pre-Qualification & the Mini Family Office Trend Zander describes FinLink's valuation tool, upcoming pre-qualification and educational tools, and the emerging trend of CPAs, insurance professionals, and advisors merging into mini family office models. 18:09 – FinLink as a One-Stop Shop Adam summarizes FinLink's vision: a centralized ecosystem for tools, resources, connections, networking, and growth opportunities for financial professionals. 18:42 – Subscription Model & Keeping It Professional Zander explains FinLink's subscription-based pricing with no transaction fees and the platform's commitment to remaining a hyper-focused professional ecosystem — no cat photos allowed. 20:07 – Final Advice & 2026 Outlook Zander shares closing thoughts on broker-dealer consolidation, breakaway trends, and the expanding options available to advisors thanks to lower technology and research costs. 21:03 – Closing & Where to Find FinLink Adam thanks Zander, directs listeners to FinLink, and wraps up the episode. ✅ Key Takeaways ● Get a succession plan in place — now. It doesn't have to be perfect, but not having one at all puts your clients, your family, and your legacy at risk. Treat it like a will. ● Being a "qualified buyer" is more than wanting to buy. You need clean financials, the right tech stack, financing capability, and a team ready to absorb a new book of business. ● Know your numbers like a CEO. Reviewing your P&L and balance sheet quarterly is foundational — and surprisingly overlooked in this industry. ● Come with intent, not curiosity. Sellers will not engage with buyers who are just dipping their toes. Demonstrating seriousness and preparedness is what opens doors. ● Think enterprise, not just transaction. Growing from a sole prop into an EBITDA-driven enterprise dramatically increases your market value when it's time to sell or merge. ● Merging can be smarter than selling. Many advisors are finding that 10-year merger strategies create more value than a simple sale, allowing them to grow the combined business first. ● AI is changing the game for advisors. From smarter matchmaking platforms to practice efficiency tools, advisors who embrace AI will have a significant competitive advantage. ● Proactively increase your firm's value. Don't wait until you're ready to exit. Operational improvements, technology upgrades, and team building all compound over time. ● The recruiting model is flipping. Platforms like FinLink are starting to prioritize helping advisors find the right opportunity, rather than only serving the firms doing the recruiting. ● Have a strong legal team that knows M&A. Succession and acquisition transactions are complex — having advisors and attorneys experienced in this space prevents costly mistakes. 🎧 Quotes from the Episode "The irony is that advisors — what do we do all day? We get people ready for retirement. And then at the end of the day, they haven't taken into account probably one of the biggest financial events in their lives." — Zander Heinen "Get a succession plan in place. It doesn't have to be perfect. It's kind of like having a will and final testament." — Zander Heinen "Who wants to buy a book? Everyone raises their hands, and usually it's less than 10% of people that really actually can." — Adam Figura "We don't want you to post pictures of your cat on FinLink. We just want to get down to the business." — Zander Heinen "You put your blood, sweat, and tears into something for 30, 40-plus years. Don't you want to know that your clients and your family are taken care of?" — Adam Figura "There's a certain point where that becomes more of an EBITDA-type enterprise business that will go for a lot more on the market." — Zander Heinen "Think about your own firm and what you can continue to do now to increase your value." — Adam Figura 📇 Contact Information Guest: Zander Heinen President, FinLink Website: www.fin.link Host: Adam Figura Horizon Financial Group Email: afigura@horizonfg.com ⚠️ Disclosure The views depicted in this material are for informational purposes only and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker-dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810

February 3, 2026Episode 1226 min

Guiding Advisors Through the Survival Phase

Episode Summary In this episode, Adam Figura sits down with longtime colleague Alejandro M. Jerez to unpack one of the most challenging — and defining — periods in an advisor's career: the survival phase. Drawing from more than a decade of industry experience, Alejandro shares what makes the early years so difficult, why mentorship and market access are critical, and how habits, activity, and accountability ultimately determine long-term success. Together, they explore common mistakes new advisors make, the power of a team-based approach, and practical guidance for both next-gen advisors and the leaders bringing them into their firms. ⏱️ Episode Timeline & Key Topics 00:02 – Welcome & Guest Introduction Adam introduces the podcast and welcomes Alejandro M. Jerez, highlighting his 13+ years in the industry and experience coaching next-generation advisors. 01:30 – What the "Survival Phase" Really Means Alejandro explains why the first three to five years can be true "sink or swim," balancing client acquisition, compliance, paperwork, and learning the business — often with limited resources. 02:50 – Why Mentorship & Market Access Matter Adam and Alejandro discuss how mentorship and real market access create meaningful at-bats, and why simply "throwing advisors out there" often sets them up to fail. 05:00 – Knowledge, Attitude, Skills & Habits (KASH) They revisit the KASH framework and emphasize why habits and attitude are controllable early on, while knowledge and skills develop over time. 05:43 – The Power of Consistent Habits Alejandro shares how relying on one or two big cases early can be misleading — and why steady activity, client touches, and recurring revenue matter more than headline numbers. 07:17 – Activity Drives Momentum Adam reinforces the idea that this is a numbers game, and that consistent activity is what creates long-term growth and confidence. 07:54 – Time Blocking & Organization Alejandro explains why time management is critical, especially early on — including why paperwork should never replace prime prospecting hours. 09:21 – Tracking, Accountability & Knowing Your Numbers From AUM to new deposits, Alejandro breaks down how tracking metrics creates clarity, accountability, and predictability — even years into a career. 11:10 – Common Mistakes New Advisors Make They explore overconfidence, going solo too early, and failing to do the math before transitioning to commission-based roles. 13:35 – Why Teams Are the Future Adam and Alejandro discuss why team-based models are becoming the standard — especially for developing next-gen talent and integrating new ideas. 14:32 – Technology & Next-Gen Value Alejandro shares how younger advisors can add immediate value through technology, systems, and efficiency — including AI-powered follow-up and planning support. 16:14 – Adding Value Builds Confidence Adam explains why confidence grows when advisors focus on how they can contribute — not by trying to replace the senior advisor, but by enhancing the practice. 16:39 – Looking Back: What Would He Do Differently? Alejandro reflects on removing the "training wheels" too early and why deeper mentorship could have shortened his own survival phase. 18:39 – Trying Everything (and Learning What You Don't Like) From networking groups to professional alliances, Alejandro explains why experimenting early helped him refine what truly fit his long-term vision. 19:52 – Failure Is Part of the Process Adam reinforces that failure is inevitable — and necessary — to discover what works and what doesn't. 20:21 – One Piece of Advice for Next-Gen Advisors Alejandro emphasizes activity above all else: talk to everyone, create momentum, and let opportunities develop organically. 21:40 – "10 Meetings a Week" Philosophy Adam shares a simple benchmark that has stood the test of time for building a sustainable advisory practice. 22:10 – Advice for Hiring & Developing Next-Gen Advisors Alejandro explains why hiring is a long-term investment, how to identify hunger and cultural fit, and why mentorship pays dividends over time. 24:20 – Culture, Fit & Playing the Long Game Adam closes by stressing the importance of culture, patience, and intentional development when building advisory teams. 25:06 – Final Thoughts & Closing Adam thanks Alejandro for sharing his journey and insights, and wraps up the episode. ✅ Key Takeaways The "survival phase" is real — and for many advisors it can last 3–5 years, not just the first 12–24 months. Mentorship + market access are the two biggest differentiators that help next-gen advisors gain traction faster. Habits beat hero years. Don't build a career around one big case; build it around consistent activity and repeatable process. Time blocking matters early. Use peak hours for client-facing activity; handle paperwork and prep outside prime prospecting time. Track your numbers like a business owner. Metrics create clarity, confidence, and better decision-making. Going solo too early is a common mistake. Teams, structure, and aligned incentives increase the odds of long-term success. Next-gen advisors can add immediate value through technology, systems, planning support, and process improvement. Hiring a next-gen advisor is an investment. The right culture fit + development path creates long-term leverage and succession strength. 🎧 Sound Bites (Quote-Ready) "It really is sink or swim — that survival phase." "Mentorship and market access are the two ends." "You want to pick up the right habits from day one." "You should never be doing paperwork in the middle of the day." "If you don't know your numbers, how can you be successful?" "If you aren't failing, you aren't trying." "If you have 10 meetings a week, you'll figure out a way to be successful." "Make hiring a next-gen advisor a high-slow decision." 📇 Contact Info Confident Advisor Practice Podcast Host: Adam Figura afigura@horizonfg.com Guest: Alejandro M. Jerez Founder & Financial Advisor, Valoris Wealth (Cambridge Investment Research Advisors) ajerez@valoriswealth.com Disclosure The views depicted in this material are for informational purposes only, and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker/dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810

December 3, 2025Episode 1127 min

Building Your G2 Team: From Rainmaker to Caretaker

Episode Summary In this episode, Adam Figura sits down with advisor and author Tyson Ray to unpack one of the biggest challenges facing advisory firms today: how to build a strong G2 (next-generation) team. Tyson explains why most firms are hiring the wrong way—looking for "mini rainmakers"—and why the real key is to hire and develop caretakers who can serve existing clients exceptionally well. He walks through Form Wealth's internship-to-advisor pipeline, how they mentor young advisors in the real world (not just in textbooks), and why embracing trends like the RIA model and AI is critical for long-term succession and firm value. Chapters 00:01 – Welcome & Topic Setup Adam welcomes listeners and introduces the focus of the episode: building your bench and growing a strong G2 team for succession and scalable growth. 01:09 – Meet Tyson Ray & His Aha Moment Adam introduces Tyson's background as CEO and founding partner of Form Wealth Advisors, his recognition in the industry, and his work on succession and mentorship. 01:52 – What Firms Are Doing Wrong with G2 Tyson explains how most founders try to hire a younger version of themselves—a rainmaker—and why that model rarely works given time, energy, and mentoring constraints. 03:12 – From Rainmaker to Caretaker Tyson shares the mindset shift: hiring advisors who care for existing clients rather than chase new business. He describes his realization that many client meetings had no complex problems left—just ongoing check-ins and life updates. 05:36 – The Power of the Caretaking Role How hiring people who love people (and details like the dog's name and trips) allows founders to focus on complex planning and business building, while caretakers deliver high-touch service and help make the firm the rainmaker. 07:03 – Why "Unlearning" Is So Hard & The Internship Solution Tyson talks about the difficulty of un-brainwashing experienced advisors and how that led him to build an internship program with a local university to start with a clean slate. 07:53 – Designing the Internship Pipeline The origin story of their first intern, how her tech skills immediately improved office processes, and how they structured her senior year to work part-time in the firm. 09:31 – Attracting Top Intern Talent (Not the Leftovers) Why they now receive hundreds of applications for just a couple of spots—and why you want students who are applying for next summer's internship in the fall, not scrambling in May. 10:40 – Front Desk to Back Office to Client Meetings Tyson outlines the three-month rotation: Month 1: Reception/front desk, handling mail and paperwork, learning forms and flows. Month 2: Exposure to both front and back office roles. Month 3: Sitting in client meetings, observing senior and G2 advisors in action. 12:42 – People vs. Data: Finding the Right Seat How they use real-world work to determine if someone is more client-facing (people-tilted) or back-office (data-tilted), and why today's interns need help building face-to-face communication skills. 13:55 – One Year of Shadowing & Task Ownership The G2 sits in meetings for about a year; the senior advisor assigns them follow-ups in front of the client and debriefs afterward so they understand not just what to do, but why. 16:08 – Removing the Sales Burden & Paying Salaries Tyson describes shifting G2s to salaried roles focused on caretaking, providing revenue stability and making it easier to serve clients well even in volatile markets. He also explains how former interns now lead the intern program. 17:37 – Investing Back into Your Practice Why solving the G2 problem requires reinvesting profits into people and systems—not just lifestyle—and why ROI shouldn't be measured in six months. 20:08 – Retention Through Career Path & Leadership Opportunities Adam and Tyson discuss how giving G2 advisors leadership responsibilities (like owning the intern program) creates a clear career trajectory and keeps them engaged for the long term. 20:52 – Industry Trends Advisors Underestimate Tyson talks about the rise of the RIA/hybrid space and the shrinking number of advisors versus the growing number of clients needing help—and why firms must learn to do more with less through technology. 22:16 – AI, Productivity & The Future Advisor A candid discussion about AI: it won't replace advisors, but it will replace advisors who refuse to use it. The winning model is a tech-leveraged, highly relational advisor. 23:52 – Final Advice: Start with One Intern Tyson's closing advice: start somewhere, don't hinge everything on one intern or hire, and view the process as a chance to give back and let fresh eyes improve your business. 25:00 – About Total Succession & Where to Learn More Tyson shares details on his new book Total Succession, how it guides advisors through their own planning process and explores succession options, and where listeners can find it (totalsuccession.com and Amazon). 25:48 – Closing & Thank You Adam thanks Tyson for joining the show and wraps up the episode with a message of encouragement for advisors building their next generation. Key Takeaways Stop looking for the "younger you" rainmaker. Most founders try to hire a mini version of themselves who will sell and grow the business—but this usually fails. Hire caretakers, not hunters. G2 advisors should primarily be responsible for caring deeply for existing clients and delivering your firm's planning process, not carrying the burden of sales. Mentorship is non-negotiable. Young advisors leave when they don't get time, feedback, and consistent joint work with senior advisors. Internships are your farm system. Form Wealth built a university-based internship program that attracts proactive students early (applications the fall before the summer) and turns the best fits into full-time hires. Use internships to test "fit" in three arenas. Front desk/reception, back office/data work, and sitting in client meetings reveal who's more people-oriented vs. data-oriented. Train by shadowing and task ownership. For about a year, G2 advisors sit in meetings, take on follow-up tasks ("Adam will get that for you…"), and debrief afterwards to understand the why behind each step. Remove the sales burden and pay a salary. Tyson's G2s are salaried caretakers, which creates stability, reduces stress in down markets, and lets them focus on service, not production. Build a teaching ladder. Former interns who are now CFP® advisors help train the next class of interns, so knowledge compounds and doesn't rest solely on the founder. Underestimated trend #1 – The RIA evolution. The growing RIA and hybrid space is essentially recreating the old regional firm model and changing how advisors affiliate and scale. Underestimated trend #2 – AI as a multiplier, not a replacement. Clients won't leave advisors for AI—but they may leave advisors who don't use AI for those who do. Start somewhere—and don't hang your hopes on just one hire. Not every intern or G2 will be a fit, but each one is a chance to improve your business and theirs. Quotes from the Episode "Stop trying to hire the younger version of yourself. What you need isn't another rainmaker — it's a caretaker." — Tyson Ray "Clients don't leave advisors for AI…but they will leave an advisor who doesn't use AI for one who does." — Tyson Ray "You have to mentor G2. You can't outsource your culture, your process, and your client experience." — Adam Figura "If you're not reinvesting in your practice, you're never going to solve your G2 problem." — Tyson Ray "Going slower at the beginning allows you to go exponentially faster later." — Tyson Ray "The internship program has become our farm system — and it works because we built it intentionally." — Tyson Ray Contact Information Guest – Tyson Ray Form Wealth Advisors Website: totalsuccession.com Book: Total Succession (available on Amazon) Host – Adam Figura Horizon Financial Group Email: adam.figura@horizonfg.com Website: www.horizonadvisornetwork.com Disclosure The views depicted in this material are for informational purposes only and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker-dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100. Baton Rouge, LA 70810

November 4, 2025Episode 1025 min

Break the Bottlenecks: Top Constraints Stalling Advisor Growth

Adam Figura welcomes Jon Randall of XFA to discuss why marketing isn't the real obstacle to scaling an advisory business—capacity is. They unpack the top constraints that stall growth, how to optimize your client mix, boost revenue per client, leverage team capacity, and create a more scalable, profitable practice. Jon also shares real benchmarks, industry data, and practical strategies that top-performing Barron's 100 firms use to grow smarter. Timestamps & Chapters 00:01 – Welcome & Set-up Adam frames the episode: the biggest scaling issue isn't leads—it's bottlenecks. Jon Randall joins to talk solutions. 00:56 – Guest Intro Jon shares his excitement to contribute and set the stage. 01:02 – The Real Growth Ceiling "More, more, more" mentality hits a wall. Top firms grow by focusing on quality over quantity. 02:37 – Rising Demand, Shrinking Supply Jon cites studies predicting a 100,000-advisor shortage by 2034. Quality-focused firms are best positioned to thrive. 03:02 – Psychology of Change Advisors cling to familiar playbooks. Scaling requires embracing new roles, uncomfortable changes, and delegation. 04:49 – Capacity Management: The Biggest Constraint To reach 8–9 figures, advisors must shift from being the main producer to leveraging other advisors' capacity. 05:35 – Benchmarks & Bottlenecks Owner vs. team capacity benchmarks: most firms are overloaded and clogged with sub-profitable clients. 07:42 – Focusing on the Top 20% Adam and Jon highlight narrowing focus to the best clients and delegating the rest. 08:12 – Building Capacity Through Service Advisors Real-world example: loading great service advisors with less than 200 clients driving $1.5M in revenue. 08:55 – Two Models That Work Boutique vs. scale—both are valid, but growth requires avoiding client hoarding at the top. 10:09 – Revenue Per Advisor = Revenue Per Client Identify and eliminate low-revenue anchors to free capacity. 10:37 – Pricing and Add-On Revenue Streams Strategically adding planning fees and other services can boost topline by 50–100%—without more clients. 12:58 – Clients Will Pay for Planning Planning services average $3,000 annually. Start by making them available. 14:22 – Overcoming the "How Do I Charge Now?" Objection Jon explains how to reposition value so pricing becomes natural. 16:43 – Segmentation and Optimization Create tiers, increase top-end value, and confidently transition or sell lower-tier clients. 19:11 – Referrals Drive Real Growth 73% of new clients come from existing clients, 24% from COIs. All other channels = just 3%. 20:10 – Narrow Niches Win Identify 1–3 connector clients, go deep, and replicate success. 22:24 – Benchmark Your Firm Know where you stand, where you're stuck, and where the opportunities lie. 23:32 – Resource Mention: xfa.coach — Free XFA Growth Guide to benchmark and identify growth constraints. 24:00 – Final Words & Encouragement Advisors who level up now are positioning themselves to thrive in a high-demand, low-supply future. 24:35 – Closing Adam thanks Jon and wraps the episode. Key Takeaways Capacity, not marketing, is the real growth choke point. Quality v. Quantity: Focus on profitable clients, not just more clients. Raise revenue per client: Add planning fees and other value streams. Referrals are gold: Existing clients and COIs drive nearly all new growth. Benchmark and act: Know your bottlenecks so you can break through. 🔑 Notable Quotes "It's not marketing—it's capacity." "The things that got you here won't get you there." "Referrals come from focus, not just volume." 📲 Connect with XFA Website: xfa.coach Free Growth Guide for Advisors: Benchmark your practice and identify opportunities to scale smarter. ⚠️ Disclosure The views depicted in this material are for informational purposes only, and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services offered through Cetera Advisors, LLC, member FINRA/SIPC, a broker dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors LLC, member FINRA/SIPC. Today's guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100. Baton Rouge, LA 70810

October 6, 2025Episode 923 min

The Power of Process: Why Advisors Need a Repeatable Risk Management Framework

Episode Summary Adam sits down with Vincent Randazzo, CMT, to unpack why every advisor needs a repeatable, rules-based risk management framework—and how Vincent's Defender Program helps advisors dial exposure up or down through full market cycles. They cover common mistakes during drawdowns, the "smart buy-and-hold" approach, preserving client (and advisor) psychological capital, and what century-long market breadth data really says about major tops. Chapters 00:00 – Welcome & Guest Intro Adam introduces Vincent Randazzo, CMT, his technical research background, and the Defender Program's purpose: systematic, risk-managed equity overlay. 01:21 – Why a Repeatable Risk Framework Matters Mindset + preparation = confidence. Without a framework, advisors default to headlines and emotions; with one, they lead the client conversation. 03:22 – The Biggest Mistake in Downturns Waiting too long to act. Post-decline selling creates a painful decision tree (when/why to get back in) and can impair long-term compounding. 04:50 – Inside the Defender Program Subscription service delivering real-time signals to reduce risk ahead of deeper drawdowns while preserving most upside participation; an adaptive overlay that complements existing strategies. 07:14 – Origin Story & Motivation Lessons from 2002 and 2008–09: portfolios can take hits that take years to recover. Make discipline automatic so advisors can turn uncertainty into opportunity. 09:09 – Simpler Decisions, Lower Stress Clear rules reduce second-guessing. A process keeps advisors calm, protects "psychological capital," and reduces hand-holding during volatility. 11:13 – Differentiation & Demonstrating Value In a world of cheap beta, robos, and AI, clients still expect protection when markets get ugly. Show you've planned for that scenario. 13:33 – "Smart Buy-and-Hold" vs. Static Buy-and-Hold The compounding math is path-dependent. Dial back exposure when probabilities turn against you; lean back in as conditions improve. Use simple language and analogies with clients. 15:50 – What 100+ Years of Market Breadth Says "The market whispers before it shouts." At final tops, breadth is often weak even while cap-weighted indexes look fine—an under-the-hood red flag. 18:27 – Implementing a Systematic Framework Competence + confidence are what clients buy. Consistency creates clarity; clarity creates confidence—and stronger relationships through cycles. 19:58 – Two Takeaways for Advisors (1) Use risk management as the easiest lever to improve outcomes. (2) Minimize down years to dramatically improve the compounding equation. 21:31 – Where to Learn More Website, LinkedIn, and email for the Defender Program and ViewRight Advisors. 22:19 – Closing & Thanks Adam wraps with a focus on clarity, process, and client confidence. Key Takeaways A rules-based framework keeps you leading—not reacting—to markets. Acting late (post-decline) is usually more damaging than modest, rules-driven de-risking. Manage psychological capital for both you and clients. A "smart buy-and-hold" approach adjusts exposure as probabilities shift. Breadth weakens before headlines—watch under the hood, not just the index. Consistency → clarity → confidence —the engine of durable client relationships. QUOTES "Think of risk management like insurance for your biggest financial asset—your book of business." "The market usually whispers before it shouts." "Clear rules stop the second-guessing." "Consistency creates clarity, and clarity creates confidence." "The seatbelt doesn't keep you from driving—it minimizes damage when you hit a bump." "If you control the risk side, the compounding math gets exponentially better." Guest & Resources Vincent Randazzo, CMT — Founder, ViewRight Advisors Website: https://viewright.ai Email: vincent@viewrightadvisors.com LinkedIn: Vincent Randazzo, CMT Program Mentioned: Defender Program — a systematic, risk-managed equity overlay for advisors. Connect with the Show Host: Adam Figura: afigura@horizonfg.com Disclaimer: This conversation is for educational purposes only and does not constitute investment advice. All investing involves risk, including possible loss of principal.

September 2, 2025Episode 828 min

PopEnomics with Jesse Hurst

In this episode of The Confident Advisor Practice Podcast, host Adam Figura welcomes Jesse Hurst, Senior Wealth Manager and CEO of Impel Wealth Management of Cetera Advisors, to share insights from his new book PopEnomics. With more than 30 years of experience helping clients navigate retirement, investment, and estate planning, Jesse combines technical expertise with relatable stories drawn from movies, music, and pop culture. What started as weekly blog posts in 2010 evolved into hundreds of bite-sized lessons during the pandemic. Those lessons, often illustrated with memorable cultural references—from Animal House to Friends to What About Bob?—now come together in PopEnomics. Jesse explains why financial planning is like taking "baby steps," why herd mentality often leads investors astray, and how advisors play a crucial role in guiding clients through both the numbers and the emotions of retirement. This conversation is full of practical takeaways and entertaining examples that show financial planning doesn't have to be dry or intimidating. Instead, it can be approached like solving a puzzle—step by step, with the bigger picture in mind. Key Takeaways ● Jesse has written 600–700 blog posts since 2010 to keep clients engaged and informed. ● PopEnomics was inspired by the feedback on his COVID-era writing, where pop culture references made economic concepts "stick." ● Examples from Animal House, Friends, What About Bob?, The Beatles, and even Britney Spears make financial lessons more memorable. ● Financial planning works best in "baby steps," building gradually toward retirement. ● Many retirees struggle with the emotional shift from saving to spending, even when resources are more than sufficient. ● Advisors help clients flip that switch and confidently enjoy their wealth. ● Financial journalism is designed to attract clicks, not provide reliable investment advice—understanding its purpose helps avoid panic. ● The book frames planning as 12 financial puzzles, starting with knowing "where you are" and envisioning the picture on the box (your retirement). ● Advisors aren't there to predict markets but to connect clients' dreams with their resources. ● It's never too late to begin financial planning; whether at 30 or 55, there's always a path forward. Chapters 00:00 – Welcome and Introduction to Jesse Hurst Adam Figura introduces guest Jesse Hurst, Senior Wealth Manager and CEO of Impel Wealth Management of Cetera Advisors. With 37 years of experience, Jesse shares his mission of helping clients "move life forward" and introduces his new book PopEnomics, which blends rock and roll, movies, and financial wisdom. 01:00 – From Weekly Blogs to a Full Book Jesse explains how his writing journey began in 2010, evolved during the pandemic, and resulted in more than 600 bite-sized blog posts. COVID gave him the push to expand on those ideas, ultimately leading to PopEnomics—a book that tells the "whole story" of financial planning. 02:47 – Movies, Music, and Money Lessons Jesse recalls how cultural references became a powerful teaching tool, from Animal House (unconventional weapons for unconventional crises) to Friends (Joey digging a hole as a metaphor for the $2.2 trillion economic gap during COVID). Listeners hear how these pop culture moments make complex financial concepts relatable and memorable. 05:42 – Baby Steps and Herd Mentality Financial planning is like the "baby steps" taught in the movie What About Bob?—small, consistent moves that add up to big results. Jesse also shares how herd behavior, captured by The Beatles' "All Together Now," often leads investors into trouble during market bubbles and crises. 08:16 – The Emotional Transition from Saver to Spender Jesse describes the difficulty many clients face in shifting from accumulation to distribution. He tells a powerful client story of a couple with $2.5 million in assets who struggled to spend, until they finally embraced first-class travel with the mindset: "If we don't spend our money, someone else will." 11:28 – Coaching Through Market Panic The conversation shifts to financial journalism and how its true purpose is to drive clicks, not provide reliable advice. Jesse cites infamous wrong predictions—from "The Death of Equities" in the late '70s to the mislabeling of Sam Bankman-Fried as the next Warren Buffett—to highlight why advisors must reframe the noise for clients. 14:41 – Lessons From 37 Years and 19 Crises Jesse reflects on his career, beginning just before the 1987 crash, through the dot-com bubble, 2008, COVID, and beyond. He emphasizes that while each crisis feels like "the end of the world," markets eventually recover, and advisors serve as the steady hand through volatility. 16:25 – A Backstage Pass to Retirement Using analogies like airport maps and jigsaw puzzles, Jesse explains how retirement planning starts with knowing "you are here" and picturing your ideal retirement (the puzzle box). He frames his book as 12 financial puzzles that readers can solve step by step to build clarity and confidence. 19:45 – What People Misunderstand About Advisors Jesse clarifies that advisors aren't there to beat the market or predict downturns. Instead, they help clients define real goals, connect dreams with resources, and stay disciplined when emotions run high. A football-inspired analogy, "Fourth and Seventh," illustrates the importance of trusted guidance during repeated 20% market drops. 22:15 – Protecting Retirees From Market Downturns Jesse outlines a strategy he uses for retired clients: replenishing two years of cash and short-term bonds when markets hit new highs, creating a cushion against selling during downturns. He shares how this planning gave one client peace of mind during 2022's dual stock-and-bond selloff. 25:16 – The Core Message: It's Never Too Late Jesse drives home the heart of PopEnomics: regardless of age, there's always a way to start planning. Whether you're just entering your "runway decade" or nearing retirement, small steps can lead to big progress. 26:04 – Where to Find the Book and Final Thoughts Jesse shares how listeners can pre-order PopEnomics on Amazon or visit PopEnomics.com for resources. He leaves the audience with his hope that people will find the book both fun and educational—reminding them that financial wisdom can be just as engaging as a great song or movie. Memorable Sound Bites ● "Financial planning's like baby steps—you start small and keep moving forward." ● "If the herd was right, the herd would be rich. And most people aren't rich." ● "If you don't spend your money flying first class, one day somebody else will." ● "The goal of financial journalism isn't to make you rich—it's to get you to click, buy, or tune in." ● "Advisors help clients connect their dreams and their resources." Connect Jesse Hurst ● Senior Wealth Manager & CEO, Impel Wealth Management of Cetera Advisors ● Author of PopEnomics ● https://www.impelwealth.com/popenomics ● LinkedIn ● jesse.hurst@impelwealth.com Adam Figura ● Host of The Confident Advisor Practice Podcast ● LinkedIn ● afigura@horizonfg.com The views depicted in this material are for information purposes only, and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC, nor any of its representatives may give lega or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives, offering securities and advisory services offered through Cetera Advisors, LLC, member FINRA, SIPC, a broker-dealer and registered investment advisor. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA, SIPC. The guest on this episode, Jesse Hurst of Impel Wealth Management, is a registered representative offering securities and advisory services through Cetera Advisors, LLC, member FINRA, SIPC, a broker-dealer and registered investment advisor. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810. These are hypothetical examples based on real client experiences. Outcomes vary and are not guaranteed.

August 12, 2025Episode 725 min

Breaking Up With Your Broker Dealer: A New Path

In this episode of The Confident Advisor Practice Podcast, host Adam Figura sits down with Alanah Phillips, a dynamic advocate for Next Generation Advisors and author of the forthcoming book Breaking Up with Your Broker Dealer: A Clear Path to Independence for Financial Advisors. Alanah shares her career journey, the inspiration for writing the book, and offers powerful insights into the advisor experience—especially those navigating firm transitions. From recognizing red flags to understanding firm culture and defining independence, this conversation delivers valuable takeaways for advisors at all stages of their journey. Key Takeaways: Alanah Phillips champions the cause of Next Gen Advisors. Breaking Up with Your Broker Dealer focuses on advisor independence and identifying firm red flags. Culture, compensation structure, and practice fit are critical for long-term advisor success. Advisors should evaluate firm alignment with personal values and client needs. The due diligence process can be exhausting but necessary. Advisors should assess risk tolerance, capacity, and long-term goals before making a move. Not all firms are a one-size-fits-all solution—alignment matters. Chapters: 00:00 – Introduction to Alanah Phillips and Her Mission Adam welcomes Alanah and shares her background in financial services, advocacy work, and upcoming book release. 01:24 – Inspiration Behind the Book Alanah reflects on her journey from being hired into the industry by Adam to working with advisors seeking independence. She shares a powerful story that sparked the book's theme. 04:12 – Recruiting Insights and Advisor Perspectives The difference between Alanah's recruiting mindset and typical industry recruiters, shaped by years of working closely with advisors. 06:54 – Signs It's Time to Break Up with a Firm Alanah outlines common "breakup signs" like control, lack of recognition, dishonesty, and misalignment with advisor values. 08:58 – Current Landscape for Financial Advisors She explains the nuanced spectrum of firm models—from captive to fully independent—and how advisors can navigate the complexities. 11:40 – Prioritizing the Right Firm for Advisors Using a formula of risk tolerance, risk capacity, and goals, Alanah walks advisors through evaluating what firm model fits them best. 16:25 – Key Lessons from the Book Alanah emphasizes the importance of self-awareness, humility, and resisting shortcuts in due diligence to ensure long-term success. 19:14 – Understanding Firm Culture Discussion on how to spot true culture fit (beyond the "no jerk policy") using subtle cues, team stories, and environment vibes. 22:05 – Where to Find Alanah Phillips and Her Work Alanah shares where listeners can follow her, learn about Catalyst and Advisor Launch Lab, and how to get a copy of her upcoming book. Sound Bites: "It's time to break up!" "The industry is very nuanced." "Is it a culture fit or vibes?" Connect with Alanah: LinkedIn: Alanah Phillips Website: startwithcatalyst.com Book: Breaking Up with Your Broker Dealer – launching September 2025 on Amazon Alanah Phillips is not affiliated with or registered with Cetera Advisors LLC. Any information provided by Alanah Phillips is in no way related to Cetera Advisors or its registered representatives. Connect with Adam: Email: afigura@horizonfg.com Website: horizonadvisornetwork.com Host: Adam Figura, Registered Administrative Assistant with Cetera Advisors LLC, member FINRA/SIPC. Cetera is under separate ownership from any other named entity. Located at 15015 Jamestown Blvd, Suite 100, Baton Rouge, LA 70810