Working On & Working In the Business
The Confident Advisor Practice Podcast
Release Date: 01/30/2023
Invest Like You Mean It: Value Investing, Transparency, and Emotional Discipline
The Confident Advisor Practice Podcast
Episode Summary In this episode, Adam Figura sits down with Earl Yaokasin, CFA, Fiduciary Investment Manager and founder of Wealth Ark 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...
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Building Your M&A Playbook: Succession, Growth, and the Future of FinLink
The Confident Advisor Practice Podcast
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...
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Guiding Advisors Through the Survival Phase
The Confident Advisor Practice Podcast
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...
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Building Your G2 Team: From Rainmaker to Caretaker
The Confident Advisor Practice Podcast
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...
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Break the Bottlenecks: Top Constraints Stalling Advisor Growth
The Confident Advisor Practice Podcast
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...
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The Power of Process: Why Advisors Need a Repeatable Risk Management Framework
The Confident Advisor Practice Podcast
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...
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PopEnomics with Jesse Hurst
The Confident Advisor Practice Podcast
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...
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Breaking Up With Your Broker Dealer: A New Path
The Confident Advisor Practice Podcast
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...
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From Practice to Purpose: Colleen Bowler’s Journey to Coaching Advisors
The Confident Advisor Practice Podcast
In this inspiring episode, Adam Figura welcomes Colleen Bowler, a seasoned financial advisor turned coach and innovator. Colleen recounts her unconventional entry into the financial services industry during a personally challenging time, and how she built a successful, client-centered practice by asking meaningful questions, collaborating with experts, and charging for her planning expertise. She discusses her transition to coaching and the creation of the Passport Package—an innovative tool that helps advisors connect more deeply with clients through mindset assessments. The conversation...
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The Art of Charging For Advice
The Confident Advisor Practice Podcast
🔍 Episode Summary: In this powerful episode, Adam Figura sits down with Erin Botsford—a 31-year career financial advisor, Barron’s Top 100 alum, and founder of the Elite Advisor Success System—to explore how financial advisors can confidently charge for their expertise. Erin shares her journey from working with mass affluent clients to serving high net worth individuals, offering actionable insights on pricing strategy, uncovering client vulnerabilities, and positioning yourself as a true expert. From “disturbing tracks” to annual fee renewals, this episode is packed with...
info_outlineIn today's episode of "The Confident Advisor Practice Podcast", a podcast from the Horizon Advisor Network, hosts Bill Bush and Chad Soileau talk about working on the business and working in the business.
Episode Highlights
- 40: As per Chad, many advisors are struggling with the differences between working on your business and working in your business and what it does to your business.
- 23: Chad talks about the importance of bigger-picture thinking tools and how they play an important role in "working on the business."
- 37: Chad explains how "Working in your business" is more of a tactical piece of your business.
- 41: The two most important things as an Advisor are keeping the clients you have and finding the ones you don't have yet.
- 51: There are advantages, certain distinct advantages in working in your business. There is the fact that working in your business hopefully is building strong relationships with your current clients.
- 46: Being in the trenches and working with clients on a daily basis, you are able to stay informed and ensure that you are providing your clients with the best possible advice.
- 46: By focusing on the bigger picture and working on the business, advisors can identify and address inefficiencies that lead to more streamlined and profitable operations, which is always a good thing for the bottom line.
- 56: Bill shares how he has noticed at the beginning of the year that there have been a lot of educational opportunities around marketing which is working on the business and practice management and things of that nature.
Three Key Points
- Bill and Chad discuss the meaning of working on the business and working in the business.
- Chad explains why as an advisor you should be doing dollar activities as much as possible.
- Chad explains how many advisors tend to kind of get caught up more on working in the business as opposed to really working on the business
Tweetable Quotes
- "Working on your business is you thinking of the ideas that you can help your revenue in a better way." - Chad
- "Working in the business, it's not typically something or an activity that is driving revenue or keeping revenue or growing the practice, it's more of the involuntary things you have to do like service request, distributions, trades." - Chad
- "Working on your business is kind of taking a step back, looking at the big picture of things." - Bill
Resources Mentioned
- The Confident Advisor Practice Podcast
- csoileau@horizonfg.com | 225-612-3820