Episodios

  • Bill Cates: Unlocking the Hidden Heist of Money Beliefs

    Bill Cates: Unlocking the Hidden Heist of Money Beliefs
    Sep 25 2025
    In this episode of The Purpose-Focused Advisor, I’m joined once again by Bill Cates, the industry’s original referral expert and co-author of the parable-style book The Hidden Heist. For over 30 years, Bill has helped advisors grow thriving practices through referrals and introductions. Now his mission goes deeper—helping people uncover and rewrite the limiting money stories that steal clarity, confidence, and purpose.Through suspenseful storytelling, humor, and insights from more than 100 real interviews, Bill brings financial lessons to life in a way that sticks. We talk about why empathy is the heart of meaningful advising, how our own money beliefs shape the way we serve clients, and why storytelling can reach future generations more powerfully than facts and figures alone.You’ll walk away challenged to examine your own money beliefs, reset the tone in your practice, and guide clients with greater empathy and purpose.Key Takeaways:The Real Hidden Heist (01:37) – It’s not about stolen money. It’s the limiting money beliefs that rob clients—and even advisors—of clarity, confidence, and freedom.Stories That Stick (06:05) – 100+ real interviews woven into a parable that makes financial lessons hit home in ways facts and figures can’t.Why Storytelling Wins (08:34) – A good story cuts through the noise, connects with clients emotionally, and reaches younger generations that advisors struggle to engage.Check Your Own Money Story (15:42) – Before you guide clients, explore your own beliefs. The blind spots you carry can shape every conversation.Empathy Is the Edge (25:09) – A hostage negotiator’s wisdom: empathy—when real—is the most powerful skill you can bring to client relationships.Bill Cates: “The hidden heist isn’t about money being stolen—it’s about limiting beliefs, false assumptions, and unhelpful emotions that rob people of freedom. Advisors aren’t immune to this.”Rob Brown: “Advisors can get frustrated when clients seem stuck—but often it’s because those clients are trapped in a money story they don’t even know they’re telling themselves.”About Bill Cates:Bill Cates is best known as The Referral Coach to top financial professionals. Today, he’s expanding his mission to empower Millennials and Gen Z to “get right with money.” Through The Hidden Heist and his dynamic presentations, Bill helps people replace limiting money beliefs with timeless principles and simple, practical steps toward lasting wealth.Connect with Bill Cates: The Hidden Heist: http://hiddenheist.com/Email: Bill@referralcoach.com LinkedIn: https://www.linkedin.com/in/billcates/Website: http://www.referralcoach.com/Download the Free Guide: The 8 Shifts of a Purpose-Focused Advisor — Discover the shifts that move you from pressure to perform to freedom to serve and help you build a business—and life—aligned with what matters most. 👉 Get Your Copy Here ➜Connect with Rob Brown:Email: Robb@TruestFan.comWebsite: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/The Truest Fan Blueprint: https://truestfan.com/truest-fan-blueprint/
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    33 m
  • Leo Pusateri: Living Your Value with Confidence, Passion, and Speed

    Leo Pusateri: Living Your Value with Confidence, Passion, and Speed
    Sep 18 2025

    In this episode of The Purpose-Focused Advisor, I’m joined by Leo Pusateri, President of Pusateri Consulting and known worldwide as the “value man.” For decades, Leo has helped financial advisors discover, price, deliver—and most importantly—live their value with confidence, passion, and speed.


    Today, his work goes even deeper through The Project You Experience. Shaped by personal experiences and health challenges, Leo now guides advisors and business leaders to align their professional success with purpose, relationships, and legacy.


    We explore why significance matters more than success alone, how simple practices like his “Top 100 exercise” can spark powerful reconnections, and why daily self-care is essential for sustaining long-term impact. Leo’s insights are both inspiring and practical—showing advisors how to build businesses and lives that truly reflect their values.


    If you’ve ever wondered how to connect your work to who you really are, this conversation will challenge and inspire you.


    Key Takeaways:

    • Confidence, Passion, and Speed (02:00) – Advisors earn trust by answering key questions with authenticity and preparation.
    • Beyond Business Value (05:23) – True introspection connects professional roles with personal purpose, relationships, and legacy.
    • From Success to Significance (11:18) – Growth isn’t just about accolades; it’s about meaning and impact.
    • The Top 100 Exercise (22:50) – Reaching out to your most influential connections renews gratitude and creates lasting influence.
    • The Oxygen Mask Principle (32:24) – Daily self-care ensures you can serve clients, family, and community with strength.


    Leo Pusateri: “Put your oxygen mask on every day. If you don’t take care of yourself, you won’t be able to take care of the person next to you.”


    Rob Brown: “Living your value isn’t just about growth—it’s about making sure your work reflects the purpose you were created for.”


    Connect with Leo Pusateri:

    Website: http://pusatericonsulting.com/

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

    Leo’s Latest Book: https://pusatericonsulting.com/product/your-next-big-project-is-you/


    🔹 Download the Free Guide: The 8 Shifts of a Purpose-Focused Advisor — Discover the shifts that move you from pressure to perform to freedom to serve and help you build a business—and life—aligned with what matters most. 👉 Get Your Copy Here ➜


    Connect with Rob Brown:

    Email: Robb@TruestFan.com

    Website: http://truestfan.com/

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

    The Truest Fan Blueprint: https://truestfan.com/truest-fan-blueprint/

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    38 m
  • The Hidden Trap High-Performing Advisors Don’t See Coming

    The Hidden Trap High-Performing Advisors Don’t See Coming
    Sep 11 2025

    If you’ve ever blocked out “leadership time” on your calendar only to feel restless instead of focused, this episode is for you.


    Rob Brown shares a solo message about a trap many high-performing advisors fall into—the unsettling sense that success has created space, but not clarity. Rather than being a setback, Rob explains why this is actually the signal you’ve reached the edge of Vision 3—the next stage of growth where leadership shifts from managing success to shaping legacy.


    In this episode, Rob unpacks the three visions of advisor growth, tells a real coaching story of a partner wrestling with succession, and shows how The Truest Fan Blueprint helps advisors reframe scattered goals into a purpose-aligned vision. You’ll see why Vision 3 is less about performance metrics and more about clarity, purpose, and freedom.


    This isn’t about filling your calendar with busywork. It’s about aligning your leadership with the bigger calling that drives you forward.


    Key Takeaways:

    • The Trap of Empty Time (00:25) – Why leadership time feels like a void when vision isn’t clear.
    • The Three Visions (02:10) – From hustling, to scaling, to leading with purpose.
    • Beyond the Numbers (05:05) – Metrics matter, but without purpose, they scatter your goals.
    • The Blueprint Advantage (07:20) – How visioning first avoids the trap and creates freedom.
    • Step Into Vision 3 (09:40) – Leadership shifts from performance to legacy when purpose comes first.


    Rob Brown: “That unsettled space in your calendar isn’t failure. It’s the signal you’re standing on the edge of Vision 3—the moment when leadership becomes less about performance and more about clarity, culture, and legacy.”


    Episode Resources & Next Steps

    🔹 Download the Free Guide: The 8 Shifts of a Purpose-Focused Advisor — Discover the shifts that move you from pressure to perform to freedom to serve and help you build a business—and life—aligned with what matters most. 👉 Get Your Copy Here ➜


    Connect with Rob Brown:

    Email: Robb@TruestFan.com

    Website: http://truestfan.com/

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

    The Truest Fan Blueprint: https://truestfan.com/truest-fan-blueprint/

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    12 m
  • Breaking Free from the Never Enough Syndrome

    Breaking Free from the Never Enough Syndrome
    Sep 4 2025

    If you’ve ever hit the next milestone—only to find it still wasn’t enough—this episode is your breakthrough.


    Rob Brown returns with a solocast that introduces the very first of the Eight Shifts of a Purpose-Focused Advisor: moving from the pressure to perform to the freedom to serve. This shift reframes growth, succession planning, and client relationships by rooting them in purpose instead of performance.


    In this episode, Rob shares the story of two partners whose succession plan felt hollow until they recognized the multi-generational, family-focused legacy they had been building all along. Their discovery shows how uncovering purpose transforms not only succession but every area of your business.


    This isn’t about chasing “more.” It’s about rediscovering your why, curing the never-enough syndrome, and creating a business and life that reflect what matters most.


    Key Takeaways:

    • Clarity Over Pressure (00:22) – Rob introduces the first shift of a Purpose-Focused Advisor: moving from the pressure to perform to the freedom to serve.
    • Purpose Revealed in Succession (02:45) – A real advisor story shows how seeing their multi-generational impact reframed succession as legacy, not just transaction.
    • The Never-Enough Pattern (06:55) – Why chasing bigger numbers leaves advisors restless—and how purpose restores meaning.
    • Mindset Shift Question (08:40) – Rob challenges advisors to ask: “Where am I feeling pressure to perform, and how might freedom to serve reframe that?”
    • Impact Through Freedom (09:45) – Purpose unlocks the freedom to serve clients, teams, families, and causes with clarity and joy.


    Rob Brown: “The never-enough syndrome is cured when you rediscover your purpose. That’s when you gain a freedom—a freedom to serve.”


    Episode Resources & Next Steps

    🔹 Download the Free Guide: The 8 Shifts of a Purpose-Focused Advisor — Discover the shifts that move you from pressure to perform to freedom to serve and help you build a business—and life—aligned with what matters most. 👉 Get Your Copy Here ➜


    Connect with Rob Brown:

    Email: Robb@TruestFan.com

    Website: http://truestfan.com/

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

    The Truest Fan Blueprint: https://truestfan.com/truest-fan-blueprint/

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    11 m
  • Seth Gasick: Why Advisors Can’t Ignore the Impact Conversation

    Seth Gasick: Why Advisors Can’t Ignore the Impact Conversation
    Aug 28 2025

    In this episode of The Purpose-Focused Advisor, I’m joined by Seth Gasick, Regional Vice President for the Southeast at Crossmark Global Investments.


    We go beyond products and performance to ask bigger questions: What impact does your wealth have? How do you help clients explore values without forcing an agenda? And what role does an advisor play in guiding these conversations—whether or not faith is part of the picture?


    Seth shares how working for a faith-based asset manager has reinvigorated his career, allowed him to bring his full self to work, and opened the door to deeper conversations with advisors and clients alike.


    Whether you’re faith-focused or simply curious about how values-based investing shapes the advisor-client relationship, this episode will challenge you to think differently.


    Key Takeaways

    • Impact Isn’t Niche (07:19): Clients are already asking how their money aligns with their values—advisors need to be ready.
    • Purpose Fuels Growth (09:04): Deeper conversations beyond returns strengthen relationships and open new opportunities.
    • The Industry Narrative vs. Purpose-Focused Growth (12:01): Rob explains why moving from AUM-driven success to purpose-focused success accelerates growth.
    • How It Works: Avoid, Embrace, Engage (17:46): Seth explains the three-step framework for values-based investment screening.
    • Building Client Trust Through Values Alignment (20:16): Introducing values-based options creates pathways to more meaningful client relationships.


    Seth Gasick: “Clients are asking for these conversations. The question is whether advisors are willing to step into them.”


    Rob Brown: “When you move from chasing numbers to pursuing purpose, that’s when real growth begins.”


    About Seth Gasick: Seth Gasick serves as the Regional Vice President for the Southeast at Crossmark Global Investments. With extensive experience as a wholesaler across the Southeastern U.S., Seth previously held roles at Voya Investment Management and began his career as a financial advisor at Merrill Lynch. He holds the Chartered Special Needs Consultant® (ChSNC®) designation and is passionate about helping families navigate the complexities of Special Needs Planning. Seth is also deeply committed to faith-based investing, working with advisors and clients who seek to align their portfolios with their values.


    Connect with Seth Gasick:

    Website: https://www.crossmarkglobal.com/

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


    Episode Resources & Next Steps

    📘 Get your copy of Rob’s new book, The Truest Fan Blueprint — It’s a practical, story-driven guide to help you focus on what matters most in your business and your life, so you can achieve your biggest goals without losing sight of who you are.

    Order now at TruestFanBlueprint.com and start putting the blueprint into action today.


    Connect with Rob Brown:

    Website: http://truestfan.com/

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

    Book: https://truestfan.com/truest-fan-blueprint/

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    35 m
  • Morgan Nichols: Leading with Values to Create an Intentional Legacy

    Morgan Nichols: Leading with Values to Create an Intentional Legacy
    Aug 21 2025
    Wealth fades, but the impact of living by your values can ripple for generations.In this episode of The Purpose-Focused Advisor, I’m joined by Morgan Nichols, CEO of Life Branch Wealth Partners, a second-generation financial advisor, and co-author of Intentional Legacy. Morgan’s journey started early—helping in her parents’ practice at eight years old—and evolved into leading a multi-state team that serves high-net-worth clients with a deep focus on values.We explore what legacy really means—beyond estate documents—to the everyday decisions that shape how you’re remembered. Morgan shares how to engage multiple generations in the planning process, why advisors should help clients define their top five values, and how to build a client experience that stays relevant across decades.Morgan doesn’t just run a practice. She builds a movement—connecting wealth and values so clients live in alignment with what matters most. For financial advisors who want to lead with purpose, her story is a roadmap to growing a business that’s as intentional as it is impactful.Key Takeaways: Legacy Beyond the Will (03:44) – True legacy is built from the cumulative decisions you make over a lifetime, not just estate plans.The Top Five That Matter Most (07:53) – Helping clients identify their five core values creates a foundation for authentic, meaningful advice.Know Us Before You Need Us (11:31) – Building relationships with clients’ children before they need help strengthens intergenerational trust.Coaching Is the Future (15:03) – Behavioral financial advice is where advisors add irreplaceable value in an age of AI and automation.Stay in Touch Year-Round (22:18) – A high-touch, well-structured communication plan ensures clients feel supported between meetings. Morgan Nichols: "I want our clients’ children to know us before they need us, because at the time they need us, if that relationship isn’t there, it’s not ideal."Rob Brown: "Serving parents doesn’t guarantee the kids will follow. Intergenerational work only happens when you’re intentional about building those relationships."About Morgan Nichols: Morgan Nichols is the CEO of LifeBranch Wealth Partners, an Ameriprise Private Wealth Advisory Practice. She is a seasoned financial advisor who believes that wealth is more than just numbers—it’s about creating an intentional legacy that reflects your values and secures your family’s future. Morgan brings a comprehensive and strategic approach to financial planning, specializing in advanced tax strategies, executive compensation, and guiding high-income earners through pivotal transitions. Her practice is especially attuned to the needs of the “sandwich generation”—those managing both aging parents and growing children—empowering them with clarity and confidence.Connect with Morgan Nichols: Website: http://www.lifebranchwealth.com/LinkedIn: https://www.linkedin.com/in/morganenicholsBook: Intentional Legacy: http://intentionallegacybook.com/📘 Get your copy of Rob’s new book, The Truest Fan Blueprint — It’s a practical, story-driven guide to help you focus on what matters most in your business and your life, so you can achieve your biggest goals without losing sight of who you are.Order now at TruestFanBlueprint.com and start putting the blueprint into action today.Connect with Rob Brown:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/Book: https://truestfan.com/truest-fan-blueprint/
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    34 m
  • John Terry: Mastering the Mindset of Black Belt Leadership

    John Terry: Mastering the Mindset of Black Belt Leadership
    Aug 14 2025
    What does it mean to master your craft—and yourself—in service of others?In this episode of The Purpose-Focused Advisor, I’m joined by John Terry, Black Belt Leadership founder, leadership coach, and three-time Martial Arts Hall of Famer. John's journey began with pain—bullied in a new town—and evolved into a lifelong pursuit of purpose through practice. What followed was a transformation from student to teacher to a leader committed to raising up others.We explore what real mastery looks like—not titles or credentials, but consistency, belief, and the willingness to do the hard things, even when it’s not fun. We talk about developing the muscle memory of excellence, why self-work always precedes business growth, and how advisors can turn conversations into transformational experiences for clients.John doesn’t just teach technique. He teaches transformation. He doesn’t push perfection—he preaches persistence. And for financial advisors who want to lead with lasting impact, his story is a masterclass in purpose-driven growth.If you've ever wondered how belief, practice, and purpose intersect in leadership, this episode will inspire you to keep showing up—and keep leveling up.Key Takeaways: The Black Belt Is Just the Beginning (03:28) – Earning your black belt isn’t the finish line; it’s the moment you’ve earned the right to truly begin learning and leading.Grow the Business by Growing Yourself (07:14) – The quality of your thinking limits the quality of your outcomes—personal development is the best business development.Clients Want Solutions, Not Products (09:45) – Advisors who lead with empathy and curiosity uncover real problems and offer meaningful strategies—not just financial tools.Mastery Requires Reps and Resistance (18:10) – Becoming world-class means doing the hard, unglamorous work daily—even when it’s uncomfortable or boring.Leadership Is Preparing Others to Lead (25:45) – The ultimate role of a leader is to equip the next generation to take your place and lead even better than you did. John Terry: "Everybody has an opportunity to become a world-class black belt master of who they are and what they do—but it requires that they discover what that is, develop it, and then ultimately deploy it to make a difference where they are."Rob Brown: "I work with a lot of really outwardly successful financial advisors who have reached levels of assets they never thought possible—but the real successful ones are always asking, ‘What can I do next to get even better at what I’m doing?’"About John Terry: Why just be a leader when you can be a Black Belt Leader? This is the question 3-Time Martial Arts Hall of Famer and Leadership Coach, Dr. John Terry, asks people daily. Dr. John is an international speaker, trainer, and coach. He's an L.A. Tribune Best Selling Author of ten books and the host of the Black Belt Leadership podcast.Connect with John Terry: Website: http://www.blackbeltleadership.com/LinkedIn: https://www.linkedin.com/in/johnterry3/Books: https://www.amazon.com/stores/John-Terry/author/B001KDIVH0Podcast: Black Belt Leadership: https://podcasts.apple.com/us/podcast/black-belt-leadership/id1562295950📘 Get your copy of my new book, The Truest Fan Blueprint — It’s a practical, story-driven guide to help you focus on what matters most in your business and your life, so you can achieve your biggest goals without losing sight of who you are.Order now at TruestFanBlueprint.com and start putting the blueprint into action today.Connect with Rob Brown:Website: http://truestfan.com/ LinkedIn: https://www.linkedin.com/in/truestfan/
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    31 m
  • You Were Made for More: The Blueprint to Help You Stop Drifting and Start Living with Purpose

    You Were Made for More: The Blueprint to Help You Stop Drifting and Start Living with Purpose
    Aug 7 2025

    It’s launch week! Rob Brown returns with a solo episode to share the heart behind his new book, The Truest Fan Blueprint—now available on Kindle for free (for a limited time).


    In this episode, Rob opens up about why he wrote the book, what it means to be a Truest Fan, and how the seven-step Blueprint can help you align your purpose, vision, and daily actions to achieve your most cherished goals. He reflects on 23 years of coaching, the struggle successful advisors face when they drift from their purpose, and how a clear framework can restore joy, focus, and impact.


    This isn’t a pitch. It’s a personal invitation to stop drifting and start living the life you were made for.


    Key Takeaways:

    • Success on paper isn’t enough (2:14) – Many advisors feel scattered or off-purpose because they lack a blueprint to align their work with what matters most.
    • Choose how you spend your time (4:18) – We can’t create time, but we can make powerful changes by aligning our schedules with our purpose.
    • A seven-step roadmap to clarity (6:45) – Rob’s blueprint offers a repeatable process for reconnecting with purpose and building a vision-driven life and business.
    • Quick wins build belief (8:32) – Early wins in a new process are essential for building momentum, confidence, and consistency.
    • Time management needs meaning (11:17) – Productivity tools only work when they are connected to what matters most in life and faith.


    Rob Brown: "None of us can create time, but we can choose how we spend our time."


    Episode Resources & Next Steps

    📘 Get a free Kindle copy of The Truest Fan Blueprint — available for a limited time at https://truestfan.com/truest-fan-blueprint/.

    📘 Prefer hardcover? Find it on Amazon.

    📥 Download the free companion kit that goes along with the book to start putting the blueprint into action: https://truestfan.com/truest-fan-blueprint/.


    Connect with Rob Brown:

    Website: http://truestfan.com/

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