In this milestone episode, Rob Brown and Phil Calandra reflect on 99 episodes of The Purpose-Focused Advisor, emphasizing the essential lessons that have helped financial advisors reach new levels of success. They highlight the importance of intentionality, delivering an exceptional client experience, and building strong teams. Drawing from their combined decades of experience, Rob and Phil showcase actionable strategies for advisors to grow purposeful practices while maintaining authenticity and client-centric focus.

Key Takeaways:

• Intentionality Drives Success (5:00): The most successful advisors have a clear vision of their business goals and the clients they want to serve.
• Delivering an Exceptional Client Experience (12:25): A consistent, intentional client experience fosters long-term trust and business growth.
• The Power of Signature Solutions (19:00): Crafting a unique framework for solving clients’ problems is a game-changer for advisors.
• Tailoring Client Interactions (15:04): Not every client needs the same level of engagement; understanding client needs is key.
• Building the Right Team (26:00): Success hinges on hiring the right people and placing them in roles where they excel.

Rob Brown: “When you’re intentional, you’re not just building a business—you’re creating a legacy that reflects your values.”

Phil Calandra: Whether you’re building a lifestyle practice or scaling a team, clarity in how you serve clients makes all the difference.”

Episode References:

• Truest Fan Coaching
• Business Optimization Scorecard

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Kalli Fedusenko, founder of Kalli Collective, a digital marketing agency dedicated to helping financial advisors build brands with impact and purpose. Kalli reveals powerful strategies to stand out in today’s crowded market, from creating a seamless client journey to crafting authentic branding that speaks directly to clients' needs. If you’re a financial advisor aiming to build stronger, more memorable client connections, this conversation will provide actionable insights to help you shape a brand that genuinely reflects your values and expertise.

Key Takeaways:

• Define Your Voice – Know your unique strengths and ideal client to create authentic, standout messaging.
• Map the Client Journey – Guide clients from first contact to advocacy with clear, intentional steps.
• Get Personal with Content – Skip the templates; craft messages that truly connect with your clients.
• Consistency is Key – Regular, meaningful touchpoints keep you top of mind.
• Turn Traffic into Action – Use your website to drive real engagement, not just clicks.

Kalli Fedusenko: "Creating a client journey map isn’t just a marketing exercise; it’s essential to know where your clients are coming from and what steps they need to take to become advocates."

Rob Brown: "Advisors often feel there’s nothing unique about them—that everyone’s using the same products, same tech. But your uniqueness lies in how you approach client challenges. That’s your superpower."

About Kalli Fedusenko: Kalli Fedusenko is the founder of Kalli Collective, a digital marketing agency that specializes in helping financial advisors build meaningful brands and connect with their ideal clients. With a background in mass communications and extensive experience in content strategy, social media marketing, and digital advertising, Kalli is passionate about bringing authenticity and data-driven insights to every campaign. She’s known for her approachable, witty style and her ability to simplify complex marketing strategies for financial professionals.

Connect with Kalli Fedusenko:

Email: info@kallicollective.com

Marketing Scorecard: https://kallicollective.com/marketing-quiz/

Website: https://kallicollective.com/

LinkedIn: https://www.linkedin.com/in/kallimarie/

Episode References:

• Truest Fan Business Optimization Scorecard
• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob Brown talks with John Richardson of Capital Planning Group, a financial planner with nearly 20 years of experience. John is also an active leader in the National Association of Insurance and Financial Advisors (NAIFA). John shares his passion for intentional living, servant leadership, and building authentic relationships in both life and business. He explains how being purpose-focused can elevate financial advising, making it more impactful for clients as well as more personally fulfilling. You'll be inspired by John’s strategies for staying present, delegating tasks, and balancing business with personal growth. His approach, grounded in faith, authenticity, and service, offers a fresh take on success.

Key Takeaways:

• Understanding and living out your purpose leads to greater productivity and impact because you’re consistently working on the things that matter most to you and your clients.
• Being fully present in each moment, whether with clients, family, or during personal time, allows you to make the most of every interaction and deepen relationships.
• Authenticity in financial advising helps build trust and encourages clients to open up about their personal and financial goals, fostering long-term, meaningful partnerships.
• Using color-coded time blocking not only organizes your schedule but also ensures your priorities align with your values, helping you stay focused on what truly matters.
• Delegating non-core tasks allows you to focus on your strengths and the areas where you add the most value, ultimately improving client relationships and business outcomes.

John Richardson: "I constantly try to attract people who are just as enthusiastic about life as I am, because life is better when we do it together. We're not called to do life alone."

Rob Brown: "When you have greater purpose, you end up with greater productivity. Your results accelerate because you're always working around the things that are really important to you."

About John Richardson: John D. Richardson has been providing sound financial advice for his clients since 2005. The primary focus of John's financial planning and investment advisory business is helping people align their financial decisions with their values and financial truth so that they can live their best life. John is an active leader with the National Association of Insurance and Financial Advisors (NAIFA). John, his wife Kelly, and their fun-loving rescue dog Piper live in Brentwood, TN. For fun, John enjoys playing table-top strategy board games.

Connect with John Richardson:

Email: JohnRichardson@FinancialGuide.com

LinkedIn: https://www.linkedin.com/in/johnrichardsonnashville/

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose Focused Advisor podcast, Rob Brown interviews Knight Colman, a second-generation partner at Colman Knight Advisory Group. They explore Knight's journey into the financial planning industry and the vital role of intentional succession planning. Knight shares his perspective on the unique challenges and opportunities that Gen 2 advisors face, emphasizing the importance of understanding and building on the firm's foundational values. The conversation delves into how engaging clients through deeper conversations can transform their financial paths by aligning their lives with their financial goals. Rob and Knight also discuss the collaborative dynamic between first and second-generation advisors, underscoring the crucial role of trust and communication in the success of financial advisory practices.

Key Takeaways:

• Gen 1 advisors should start succession conversations early to ease transitions for Gen 2 partners.
• Gen 2 partners need to align with the firm's core values while modernizing processes to uphold the original mission.
• Automating systems and adopting new technologies can enhance client engagement without losing the personal touch.
• Reframing how clients view new processes can strengthen relationships by emphasizing the firm's commitment to their overall well-being.
• The real value in financial advising is deep client engagement, where aligning life goals with financial planning creates a transformative experience.

Knight Colman: "There is a different skill set necessary for starting a firm from nothing and taking a firm that already has really established beautiful pieces, and I would say, almost enhancing it, or breathing new life energy into it in a different way."

Rob Brown: "Be happy for your clients, be curious, and really want to dig deep. Your career and your business, and the things you're doing for your clients, will go a long way."

About Knight Colman: Knight Colman, a Gen 2 partner at Colman Knight Advisory Group, holds his CFP® and Certified Financial Transitionist® designations. The firm’s integral methodology and mission to connect the practical elements of finance with the human side of money align with his values. Knight began his career at JP Morgan developing his talents in asset management and operations. At Colman Knight, he specializes in financial planning, investment management and oversees daily operations.

At Kenyon College, he earned a B.A. with a double major in economics and political science. He is an avid sports fan, holds a third-degree blackbelt in Kenpo Karate, and serves underprivileged communities advocating financial literacy and volunteering as a CFP® Board Mentor.

Connect with Knight Colman:

Website: https://www.colmanknight.com/

Email: knight@colmanknight.com

LinkedIn: https://www.linkedin.com/in/knight-colman-cfp%C2%AE-728156114/

Episode References:

• Truest Fan Coaching

Connect with Rob Brown:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose Focused Advisor, Rob Brown speaks with industry veteran Shawn Maloney about his client-centered approach to retirement planning. As the founder of Retire Wise, LLC and host of The Priority of Retirement podcast, Shawn emphasizes the importance of purposeful planning to help clients achieve a happy and fulfilled retirement. His philosophy focuses on understanding what brings joy and fulfillment in retirement and developing financial strategies to support those dreams. Shawn shares how financial advisors can strengthen client relationships by making them feel valued and providing practical steps for fostering personal connection and business growth.

Key Takeaways:

• Start client conversations with non-financial goals to define what happiness looks like in retirement.
• Frequent, personalized touchpoints throughout the year build deeper relationships and stronger client loyalty.
• Writing a book or starting a podcast can help elevate your credibility as an advisor and reinforce trust with clients.
• Growth should never come at the expense of client satisfaction; it's crucial to maintain high-quality service as your business expands.
• Personal connection remains key to client satisfaction, driving loyalty and referrals in a competitive market.

Shawn Maloney: "At the end of the day, everyone deserves to retire happy. It’s not just about accumulating wealth; it’s about fulfilling your dreams."

Rob Brown: "If you know being relatable and personal works, build that into your business plan and be intentional about it."

About Shawn Maloney: Shawn Maloney is a Certified Retirement Counselor® (CRC®) and the founder and CEO of Retire Wise, LLC. With over 20 years of experience, he helps individuals plan for a secure and fulfilling retirement. Shawn offers both financial and non-financial guidance to prepare clients for all aspects of retirement. His "Retire Happy Framework™" combines personal coaching with financial planning for a tailored approach. As an active community member and family-oriented, Shawn balances his career with a commitment to giving back. His book, The Priority of Retirement, and his status as a national bestselling author enhance his reputation in retirement planning. He also hosts The Priority of Retirement podcast, sharing actionable advice and strategies.

Connect with Shawn Maloney:

Website: https://www.retirewisepro.com/

LinkedIn: https://www.linkedin.com/in/shawn-maloney-retire-wise

Book: The Priority of Retirement

Podcast: The Priority of Retirement

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose Focused Advisor, Rob Brown sits down with Matthew Gray, a NextGen financial planner from Larson Wealth Management. Matthew shares pivotal milestones from his career and reveals how mentorship has shaped his journey. He discusses the power of collaboration and why younger advisors are helping reshape the financial planning landscape. With a focus on long-term fulfillment rather than just short-term gains, Matthew dives into how you can build purpose-focused teams that enhance client satisfaction while driving firm success. Get ready to uncover valuable insights on mentoring, creating effective teams, and cultivating a firm culture centered on comprehensive planning and strong client relationships.

Key Takeaways:

• Younger advisors often find themselves hoping for a stroke of luck to connect with supportive mentors, revealing a significant gap in the industry's talent development.
• To pave the way for long-term success in a financial planning firm, it's crucial to build a collaborative team with well-defined roles and incentives.
• Aging solo advisors face the risk of losing clients to younger firms that provide comprehensive financial planning and continuity of service.
• Differentiating your firm and establishing trust with clients starts with showcasing the full range of services you offer, from tax to estate planning.
• Remember, educating clients about all the ways your firm can assist them is not just vital for retention—it’s a powerful driver for referrals too!

Matthew Gray: "It's one thing to want to build a team, but it's another to change the mindset from advisor to business owner."

Rob Brown: "The best teams do buy into a culture, a framework, a purpose, a place that they're going together... So, if you're working together in that way, everybody grows and excels, and you just get better and better at what you do, building a stronger and stronger firm."

About Matthew Gray: Matthew Gray, CFP®, is a dedicated Wealth Advisor at Larson Wealth Management in the beautiful Shenandoah Valley of Virginia, where he has been serving clients since March 2020. He earned his bachelor’s degree in finance from Wingate University and is passionate about financial literacy. Matthew is committed to helping individuals, families, and small business owners manage their finances. Inspired by budgeting lessons from his mother, he aims to assist others in navigating financial challenges with care and respect. Outside of work, Matthew enjoys spending time with his wife and son and playing disc golf.

Connect with Matthew Gray:

Website: https://www.larsonwealthmgt.com/

LinkedIn: https://www.linkedin.com/in/matthew-gray-cfp%C2%AE-5a2144134/

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob talks with Jack Heintzelman, a NextGen financial planner from Boston Wealth Strategies. They explore Jack's unique journey into financial planning. Jack discusses his passion for mentorship, focused growth, and the changing dynamics between senior and younger advisors. His dedication to building purpose-focused relationships with clients, his firm, and the future of the financial industry is clear as he highlights the importance of communication, mentorship, and intentional patience.

Key Takeaways:

• Providing real-world, day-to-day experience is the most valuable aspect of any internship.
• Success begins with mutual belief and trust between senior and younger advisors.
• Younger advisors must take intentional steps forward every day, from gaining technical skills to client interaction, to set themselves up for long-term success.
• Advisors should exercise “intentional patience” by continuously improving their skills while navigating the career growth process.
• Structured paths and clear communication are essential for successfully transitioning leadership between generations.

Jack Heintzelman: "My why is about helping clients and also mentoring others in the industry. I was lucky to get here, and now I want to help others find their path."

Rob Brown: "You were supposed to be where you are. You just didn’t know it before you got there."

About Jack Heintzelman: Jack Heintzelman is a CFP professional and member of the Financial Planning Association. Serving clients at Boston Wealth Strategies in Needham Heights, Mass. and the surrounding communities. Jack is involved in the industry as he serves on the FPA National NexGen committee and locally on the FPA NexGen New England committee. He also gives back to the community as a council member of Good Sports, Inc., a charity that supports underserved youth sports programs.

Connect with Jack Heintzelman:

Website: https://www.bostonwealth.com/

Email: jheintzelman@bostonwealth.com

LinkedIn: https://www.linkedin.com/in/jackheintzelman/

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

Facebook: https://www.facebook.com/truestfan