Category Archives: Leadership

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#77 Using Video to Attract, Engage, and Retain Your Ideal Clients with Katie Braden, CFP®

Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , ,

Video marketing is a powerful tool for financial advisors to build trust, provide value, and create meaningful connections with clients.

How can you effectively use video to attract clients and maintain strong client relationships?

In this episode, Referral Coach Bill Cates interviews Katie Braden, CFP®, Founder and Chief Video Officer of Advisor Video Marketing, to explore how financial advisors can effectively use video to attract new clients and strengthen current client relationships. 

By listening to this episode, you’ll learn actionable strategies and best practices for integrating video into your marketing and client engagement efforts, drawing from real-world examples and expert advice from Katie. 

Bill and Katie discuss: 

  • Different ways advisors can use video to enhance client experience and drive business growth
  • Overcoming common fears and obstacles in creating authentic and effective video content
  • Practical tips for setting up and optimizing your video environment for professional quality
  • Specific case studies showcasing how top-performing advisors are successfully using video to build trust and deepen client relationships
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Katie Braden CFP®:

About Katie Braden:

With 18 years in financial services, Katie Braden turned her passion for helping the industry evolve into Advisor Video Marketing. Her mission? To make video marketing accessible and enjoyable for financial advisors. She’s not just another consultant; she’s a pioneer who started one of the first virtual, fee-only financial planning firms. Katie has also consulted for financial professionals in over 35 countries.

She obtained her degree in photography from RMIT University in Melbourne, Australia, before returning to the U.S. and joining her mother’s RIA in 2006. Her credentials include being a CFP® professional, an InvestmentNews 40 Under 40 alum, and ongoing service on the CFP Board’s Women’s Initiative (WIN) Council. Through her workshops and services, she’s here to help you use video to improve your client experience and expand your reach.

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Episode #76 The Power of Total Client Relationships: Transforming Client Engagement for Exponential Growth with Tyson Ray, CFP®, CExP®, CIMA®

Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , ,

Building robust client relationships can lead to an increase in referrals, better client retention, and ultimately, a thriving business.

Do you do your financial planning in a vacuum, or do you consider all aspects of your clients’ lives as you work with them? 

In this episode, Referral Coach Bill Cates interviews Tyson Ray, the CEO and founding partner of FORM Wealth Advisors and author of the book The Total Relationship: Four Steps to Breaking the Mold, Transforming the Financial Advisor-Client Partnership and Building True Wealth.

With a nearly $1 billion portfolio, Tyson shares his innovative approach to planning that shifts everyone’s focus from performance metrics to building total relationships with clients. In this insightful discussion, learn how Tyson nurtures a client-centric culture, leverages team expertise, and drives engagement within his client relationships through a comprehensive and caring approach.

Bill and Tyson discuss: 

  • Tyson’s mission to shift the financial advisory industry’s perspective from performance to what he calls The Total Relationship with clients.
  • How Tyson starts all new client relationships using his 4 Key Pillars of The Total Relationship and how that impacts the client experience.
  • How Tyson has created an elite team that helped him capture almost $1 Billion in assets.
  • His decision to only work with clients willing to invest ALL of their assets with his firm and why he believes that’s best for the client.
  • How his practice changed once he realized he need to bring in a COO to manage his team of 17.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Tyson Ray:

About Tyson Ray:

Tyson Ray first learned about investing and the stock market during an economics class in his sophomore year at Badger High School, and at 16 years old, he decided to invest $100 into two different mutual funds. This was his first step on a path he continues to traverse today: using financial strategy to help make people’s lives better. He started his career in financial services after graduating from the Honors program at the University of West Florida and returning to Southern Wisconsin, where his family has lived for generations.

Over the past 25+ years, Tyson has sought to expand his knowledge and expertise through Yale School of Management, Investment Management Theory & Practice, CIMA Certification Registration Education Program, including obtaining the Certified Investment Management Analyst® (CIMA®) Certification and through the College for Financial Planning for the CFP® Certification, including obtaining CERTIFIED FINANCIAL PLANNER™ Certification. Tyson received his Certification in Business Exit Planning to better help entrepreneurs and business owners make the transition of selling their life’s work.

Tyson has been named a 2018-2024 Forbes Best-in-State Wealth Advisor, 2021-2024 Barron’s Top 1200, and a 2005-2024 Chairman’s Council Advisor. He’s also a member of the Financial Planning Association of Wisconsin, and has been recognized for his many philanthropic endeavors in the community, including the Invest in Others Global Community Impact Award and REP. Magazine’s Advisor with a Heart Award for Sustainable Charity for his ongoing work with the Ray’s non-profit, Children’s World Impact.

Tyson is devoted to his wife Jenny and their three children, Nelson, Austin, and Carson. When he has the opportunity, he enjoys spending time outdoors, hunting, fishing, and playing golf.

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Episode #75 Harnessing Financial Advisor Philanthropy: A Lucrative Avenue for Attracting Right-Fit Clients with Special Guest, Barron Damon

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Philanthropists!  That’s where the money is!

In this episode, Referral Coach Bill Cates and Barron Damon, a Certified Philanthropic Coach, dive into the world of strategic financial advisor philanthropy and meaningful giving. 

Barron and Bill discuss how financial firms can integrate philanthropy into their brand for a quadruple win:

  1. Attracting significant assets.
  2. Benefiting the community.
  3. Engaging employees, and
  4. Enhancing the company’s image. 

Barron’s insights on the “3 P’s of Philanthropy” and his expertise in creating a strategic plan for their financial advisor philanthropy are truly inspiring.

If you want to elevate your brand through purpose-driven giving, this episode is a must-listen.

Bill and Barron discuss: 

  • How Barron went from being a victim of a violent crime to becoming a CEO of a nonprofit organization and a philanthropic coach.  
  • How to develop a strategy for financial advisor philanthropy using the three Ps: Philosophy, People, and Process.
  • The role of Donor-Advised Funds in strategic giving.
  • How financial advisors can better serve philanthropically inclined clients.
  • Building employee engagement through community-oriented programs.
  • Working with advisory firms and other businesses to enhance their brand and community engagement through strategic giving.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Barron Damon:

About Barron Damon:

Barron Damon is a Certified Nonprofit Consultant and Philanthropic Coach with over 20 years of experience working as an Executive for a National Non-Profit Organization. He holds coaching certifications from the Center for Congregational Health, an Associate Coaching Certification (ACC) from the International Coaching Federation (ICF), a Bachelor of Arts Degree in Industrial Psychology from the University of South Carolina, and a Masters Degree in Business Administration from Webster University. Barron also serves on the Board of Directors for the Chamber of Commerce and for the Morrisville Rotary Club, has co-created an award-winning Giving Circle, and helped many communities around the USA create their own Giving Circles.

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Episode #74 How Target Markets and Work-Life Balance Drive Client Growth with Chad Hufford

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , ,

If you think work-life balance is hard to achieve, you’re probably right.

With that said, THIS advisor has done it. His path to success is amazing!

The strategic decisions he made early in his career have allowed him to build a practice and a life that many aspire to.

In this episode, Referral Coach Bill Cates interviews Chad Hufford, owner of Veritas Wealth Management and bestselling author of “Forging Financial Freedom,” to discover how he built a successful financial practice that prioritizes both high achievement and personal freedom through work-life balance.

Chad reveals the critical early decisions that shaped his business, the importance of having a specific target market, and his unique approach to client responsiveness.

Bill and Chad discuss: 

  • How Chad established work-life balance as a priority at the beginning of his career and made some hard choices to fully live out his vision.
  • The importance of a well-defined target market for achieving exponential growth.
  • Chad’s unique perspective on being responsive to clients without being constantly available. (You will probably envy what he’s created here.)
  • The role of podcasting in Chad’s marketing strategy, and his plans for future growth.
  • …And more!

Resources: 

Connect With Bill Cates:

Connect With Chad Hufford:

About Chad Hufford:

Born and raised in Anchorage, Alaska, Chad grew up in the financial industry, learning under his father, Steve. Chad graduated from the University of Alaska, and seeing the great need for holistic financial advice and coaching, he opened his own financial service practice in 2007 in Anchorage, Alaska, and now serves clients and their families across the US.

He founded Veritas in 2014 as he continued to expand his team and services. Soon after Veritas opened its doors, Chad began his relationship with Ramsey Solutions as Dave Ramsey’s SmartVestor Pro and is the longest-tenured Ramsey SVP in Alaska.

With a strong background in athletics, Chad brings a coaching mindset and the heart of a teacher to financial planning and investing as he strives to both empower and educate his clients on their journeys to financial freedom and independence.

Chad and his wife, Tiffany (also a life-long Alaskan), have been blessed with six wonderful children. Tiffany stays busy homeschooling the kids, and the whole family is very involved in their church and local community.

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Episode #73 3 Strategies for Success: Referrals, Target Marketing, and Celebrating Advocates with Yohance Harrison BFA™, CRPC®

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Yohance Harrison has hit the trifecta for success. He’s focused on a clear and profitable target market. He’s getting a ton of right-fit referrals. And he’s identified and nurturing his advocates in a fun way.

He’s also become a master at bringing financial education to clients who think they already know it all. 

In this episode, Referral Coach Bill Cates interviews Yohance Harrison, Founder and CEO of Money Script Wealth Management, PLLC, about the journey from financial illiteracy to financial empowerment. Yohance shares his methods for educating clients, the importance of targeting a specific market, and his powerful approach to generating referrals by nurturing client relationships. 

You’ll learn actionable strategies for increasing client engagement and multiplying referrals by fostering strong connections and delivering compelling value.

Bill and Yohance discuss: 

  • Yohance’s transition from a financially troubled upbringing to a thriving financial advisor.
  • Insights into the behavioral finance concepts that shape client decisions, and how to address them.
  • How he shows his highly educated clients that they are financially illiterate.
  • The importance of a defined target market and methods to effectively serve it – including joining their associations.
  • Yohance’s successful “Kings and Queens” referral strategy and how to nurture and celebrate top advocates.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Yohance Harrison:

 

About Yohance Harrison:

Yohance Harrison is the Founder and CEO of Money Script Wealth Management, PLLC, he began his financial services career 25 years ago in Charlotte, NC. In 2004 he moved to Los Angeles to manage an office of advisors for a Fortune 500 firm. After a decade in corporate America, he departed from his leadership role to pursue his entrepreneurial desire to start his own firm. Yohance is passionate about financial literacy and provides financial education courses for colleges and organizations across the United States. He currently resides in Dallas, TX with his wife Alicia and their two children. Yohance holds a Series 65 & 66 Securities License, is a Chartered Retirement Planning Counselor (CRPC®), and is a Behavioral Financial Advisor (BFA™). He also holds multiple board positions for other organizations across the country. Yohance is a contributor & speaker to the American College of Emergency Physicians, CV Roman Society, and is an SAEM Industry Advisory Council Member.

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Episode #72 Boost Client Loyalty and Revenue with Client Events for Financial Advisors with Angela York & Elyse Stoner

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Client events can be a game-changer for financial advisors, offering a unique and personal way to build client relationships and grow your business.

Are you leveraging client events to their full potential?

In this episode, Referral Coach Bill Cates interviews Angela York and Elyse Stoner from Event Advisors to share real-life examples of how client events for financial advisors can be leveraged successfully to deepen relationships, boost loyalty, and attract new clients. 

Bill, Angela, and Elyse discuss: 

  • The importance of setting both clear business goals and event goals to maximize your results.
  • Common reasons why events underperform and how to avoid these pitfalls.
  • The incredible importance of pre-planned and creative follow up to events that will drive even better results.
  • Traditional AND creative event ideas like wine tastings, economic summits, cooking classes, chef’s tables, minor league baseball games, and more.
  • The power of virtual events and hybrid models in expanding reach and maintaining client engagement.
  • Real-life examples and case studies demonstrating the impact of well-planned events.
  • Collaborating with wholesalers and other partners to support client events for financial advisors.
  • …And more!

 

Resources: 

 

Connect With Bill Cates:

Connect With Event Advisors:

Connect With Angela York and Elyse Stoner:

 

About Angela York:

Angela York grew up in Hollywood, CA, surrounded by the TV industry. Inspired by her parents who worked in television, she initially envisioned a career in TV production. However, her journey took a different path. After college, she began her marketing career at an advertising agency in Orange County. Soon after, she transitioned to an in-house role at an advisory firm, leading their marketing department. This experience set the foundation for her career in marketing and event planning.

In 2008, after nearly a decade at the advisory firm, Angela founded a consulting business specializing in event planning, marketing implementation, and administrative support. This venture allowed her to collaborate with wealth managers and financial services firms across California and the Pacific West, honing her skills and deepening her understanding of the financial advisory space.

The global pandemic in 2020 brought new challenges and opportunities. In 2021, Angela co-founded Event Advisors with her partner Elyse Stoner. Combining 30 years of marketing experience and 20 years in the advisory space, their mission is to help financial advisors host events that strengthen client relationships and create growth opportunities.

At Event Advisors, Angela and her team believe in the power of events to enhance client relationships. Well-executed events deepen existing relationships, show appreciation, and convert prospects into clients. They design custom events that foster and sustain client relationships, driving growth and loyalty. Their goal is to remove the stress of event planning, allowing advisors to focus on what they do best.

 

About Elyse Stoner:

Elyse Stoner is the founder of Fresh Perspective Consulting and the Co-Founder of Event Advisors. In both roles, she specializes in maximizing the marketing power of events, project management, and building comprehensive strategic plans based on her Return on the Moment (ROM) paradigm.

Her ultimate goal is to ensure that events, whether digital, in-person, or somewhere in between, not only meet but exceed their goals. Together with her clients, she brings a fresh perspective to their strategies.

With years of hands-on marketing, event, and brand management experience, Elyse has had the privilege of working on a multitude of exciting projects. From sporting events and concerts to educational programs and business conferences, her work has drawn in millions of people. She thrives on creating strong partnerships with clients, sponsors, vendors, and attendees. Elyse firmly believes that events are integral to achieving strategic marketing goals, and that belief shines through in everything she touches.

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Episode #71 The Future of Niche Marketing for Financial Advisors – Proper Diagnosis and Targeting with Reese Harper, CFP®

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , ,

Are you looking for the secret to unlocking your client’s financial potential and taking your advisory business to the next level?  Of course you are!

In this episode of Top Advisor Podcast, Bill Cates and guest Reese Harper – founder of Dentist Advisors – take a deep dive into the strategic benefits of niche marketing for financial advisors. 

Reese shares his personal success story of targeting dentists and how it led to his hugely successful advisory business.

Reese Harper’s insights on niche marketing for financial advisors, the geographical expansion of his business, and the benefits of a centralized service model will revolutionize the way you approach serving your clients.

Reese and Bill discuss the financial diagnostic tool, “Elements.” This is like an EKG for your clients’ financial lives.

Bill and Reese discuss: 

  • Niche Specialization & Mastery: Reese examines the benefits of niche marketing for financial advisors in the dental industry for a targeted advisory approach.
  • Strategic Journey: Strategies and takeaway action steps from Reese’s path to cultivating a flourishing niche advisory practice.
  • Podcast Insights: Reese explains how his podcast has been instrumental in growing his firm.
  • The “Elements” Methodology: A revelation of the Elements methodology and its profound influence on decision-making and client relationships.
  • Standing Out: Practical advice for advisors aiming to distinguish themselves in a competitive market through specialization and added value.
  • … And much more!

 

Resources: 

Connect With Bill Cates:

Connect With Reese Harper:

 

About Reese Harper:

In 2007, Reese Harper founded Dentist Advisors with the aim of assisting dentists in making intelligent financial decisions and achieving financial independence. Since then, he has consulted with dentists across the country, helping them reach their personal and business financial goals using a scientific, data-driven decision-making methodology and technology he developed called Elements®.

Simultaneously, over the past several years, Harper’s team has been working to transform the Elements methodology into a turnkey system that can be utilized by financial advisors to provide a next-generation user experience and increased value for their clients.

The Elements Financial Planning System™ simplifies the process for financial advisors to organize and evaluate their clients’ comprehensive financial data at a glance. This enables them to focus on the functional and emotional jobs that drive results for their clients.

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Episode #70 Strategic Email Marketing for Financial Advisors with James Pollard

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, Uncategorized, , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Is email marketing for financial advisors dead?  Not by a long shot!

Are there productive and unproductive ways to use email in your marketing process?  You bet!

Email is still an effective and affordable marketing/prospecting tool that – if used correctly – can contribute significantly to your new-client growth. 

Discover the secret to leveraging the potent power of personalized email marketing for financial advisors!

In this episode, Referral Coach Bill Cates interviews James Pollard, the host of The Financial Advisor Marketing Podcast and founder of TheAdvisorCoach.com.

Discover the secrets to cutting through the email clutter, attracting Right-Fit Clients™, and leveraging email to increase your revenue without boosting marketing expenses. 

Bill & James discuss:  

  • The myth that email marketing for financial advisors is dead and revealing its unparalleled efficiency in the financial advisory realm.
  • Getting started with email marketing, including the critical steps to follow in order to achieve success.
  • The crucial role of personalizing your emails and the significant impact it can have on client engagement and relationship building.
  • The most effective subject lines for email marketing campaigns.
  • The biggest mistakes advisors make with email marketing.
  • Strategic calls to action and maximizing conversion rates.
  • Addressing objections and building trust with potential clients.
  • … And more!

 

Resources: 

Connect With Bill Cates:

Connect With James Pollard:

 

About James Pollard:

James Pollard is the host of the “Financial Advisor Marketing” podcast, which boasts over 250 episodes specifically crafted to assist financial advisors in client acquisition.

He is also the founder of TheAdvisorCoach.com, a leading resource in the financial advice industry known for its extensive business-building information. Since 2015, his products and services have aided over 50,000 financial advisors in expanding their clientele.

James’ expertise has been featured in esteemed publications such as Forbes, Financial Advisor Magazine, and The Journal of Financial Planning.

In addition, he has had the honor of addressing financial advisor groups worldwide, engaging audiences ranging from small, intimate gatherings of ten to large conferences with thousands of attendees.

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Episode #69 Growth Through Books and Financial Advisor Target Markets with Michael Budnick

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , ,

When it comes to financial advisor target markets, one proven strategy to create extraordinary success in your business is to be crystal clear and laser focused on your Right-Fit Clients™.

That’s exactly what our guest has done to build his successful advisory practice.  

And one tool he uses to demonstrate his focus, credibility, and wisdom is a book – a book written specifically for his target market.

Michael Budnick, International Bestselling Author and Holistic Financial Planner, exemplifies this approach, targeting a specific demographic with tailored services and thought leadership. 

In this episode, Michael shares his unique story and lessons learned in building his business. He demonstrates the importance and value of focusing on a specific target market, and the role of his books in attracting new clients.

Bill & Michael Discuss:

  • Michael’s transition from corporate work to establishing Budnick Wealth Management, specializing in retirement planning and college tuition advising
  • The creation of his books, including The Prosperous Nurse, and how they serve as tools for credibility and client acquisition.
  • His strategic focus on nurses as a target market due to their caring nature and the practical business opportunities they present.
  • The benefits of having a clear financial advisor target market, such as becoming an opinion leader and creating more effective client communication.
  • The various methods he uses to promote his books and attract new clients, including LinkedIn campaigns, book signings, and leveraging client advocates.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Michael Budnick:

 

About Michael Budnick:

Michael Budnick is a holistic fiduciary investment adviser with Royal Fund Management. Michael has specialized in investment and retirement planning for over 25 years. His mission is to help his clients define how they want to live their retirement, and then help them realize those goals by creating a retirement strategy that is unique to them.

Previously, Michael served as Vice President for Great-West Retirement Plan Services, at that time a $41.5 billion institution. Michael managed and supervised all the company’s account executives and administrative staff in his Houston, St. Louis, and Oklahoma City offices. His leadership brought about an expansion of $1.2 billion of new assets under management for the firm. As a result, a new 16th region was created to better serve the expanded client base. These new clients included the Cities of Houston and Austin and the State of Oklahoma. As VP, Michael was responsible for the high-level management of $2.2 billion in assets and 55,000 plan participants.

In addition to helping people plan for retirement, Michael also focuses on preparing for the costs of college. As the founder of College Tuition Advisors, Michael works with students and parents to create a strategic plan for paying for college without jeopardizing their future. His goal is to ensure that every family can provide higher education for their children without endangering their finances or future retirement goals.

Michael holds life and health insurance licenses in Texas and California and has passed the Series 65 securities exam. He also has been a College Financial Planner for over 10 years and a licensed real estate agent.

Michael enjoyed a wide range of exciting hobbies, including hiking, roller and ice skating, snow and water skiing, football, horseback riding, mountain biking, and travel. These adventures are all being put on hold for the next few years, as Michael’s free time has been fully absorbed in learning a completely new set of skills: that of being a parent, with his partner Andrea, of their wonderful baby girl, Sarah Michele, born January 14th, 2019.

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Episode #68 Crafting Your Origin Story to Build Trust and Finding Your Niche Market with Dan Brothers, CFP®

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Do you have an “origin story”? Are you using it to attract more Right-Fit Clients™ and become more referable?

Have you figured out how to find your niche market – specifically one that’s clearly defined and profitable? Have you moved away from prospecting to attracting people to you?

In this episode of Top Advisor Podcast, host Bill Cates interviews financial advisor Dan Brothers, CFP®, who shares his insights on using his origin story to build rapport and trust with clients. Dan also reveals his strategy for selecting and focusing on a clear target market, that has propelled him to the top echelon among his peers.

Bill & Dan discuss:

  • Utilizing your “Origin Story” to connect with clients and prospects on a personal level
  • The importance of being genuine and authentic in how you communicate your value to prospects and clients.
  • Factors to consider when trying to figure out how to find your niche market in financial advisory.
  • His decision to focus on a niche market of individuals nearing retirement and the subsequent choice of a second niche to focus on asset accumulation.
  • The role of his wife, Ashley Brothers, in defining her own niche with blue-collar-millionaires.
  • …And so much more!

 

Resources: 

Connect With Bill Cates:

Connect With Dan Brothers:

 

About Dan Brothers, CFP®:

Originally from Wappinger Falls, NY, Dan Brothers began his career in 2009. After seeing firsthand what can happen to families after catastrophic loss, Dan joined became an advisor to ensure he would be able to do everything in his power to help individuals and families prepare for what lies ahead.

Dan has built his practice in the North Shore of Boston over the last decade plus. The practice is focused on individuals and families within 5 years of their desired retirement goals.

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