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Every client that walks into an advisor’s office is carrying an invisible financial script. One they didn't write. One they can't even see. And what drives their worry, their fear, their questions about the portfolio? It's never actually the portfolio. There's always...
Every advisor I talk to says they want to innovate. Most of them are lying, not to me but to themselves. When you actually look at the math, the psychology, and the structure of firms around a successful independent advisor, playing it safe is not cowardice. It's the...
There is a major paradox in wealth management. We treat experience as the ultimate credential. More years equals more trust. Twenty years in the business and we've earned our stripes. Or so we think. What the research shows, and what I've seen play out in...
The experiment doesn't need to succeed. We have spent our careers managing risk. Accepting that something can fail probably feels wrong, unsettling, uncomfortable. We are trained on outcomes, on providing positive outcomes. That's what we're hired to do. But it's also...
I didn't want to start this newsletter this way, but I think it's the only way. We are all going to disappoint people. Not some people. People who matter. If we want to lead a firm and make a real impact on families, that's not a bug. It's a requirement. It actually...