In this episode, Steve talks with Ryan Brott, Director and CCO at Ellerbrock-Norris Wealth Strategies.

As an advisor, exit planning is a lot about mitigating risks, but three years ago, Ryan took a big risk and jumped out of the corporate world and into his own RIA firm. He knew he could fill existing gaps in the RIA industry in risk management and fiduciary services, so the move felt less risky to him. Ryan’s biggest differentiator is the time and care he puts into the client onboarding process and ensuring that clients feel heard and valued.

Ryan talks with Steve about the importance of a holistic planning approach, the convergence of wealth management and risk management, and the impact of client decision-making.

“You have to be confident in where you’re headed, what you’re doing as a company in totality. When you do that, and you’ve clearly defined your target market and who your partners are that are going to help you get to where you want to go, it will start to change your take on what you thought were risks.” ~ Ryan Brott

Main Takeaways

  • Wealth management and risk management go hand in hand. Risk in business, risk in tax management, and risk in lifestyle—everything should be taken into consideration when managing investments and preparing your retirement plan.
  • A robust onboarding process is essential for attracting the right clients. From the introductory call to the discovery phase to data collection—both parties must invest time and energy in the process.
  • Earn your prospects’ confidence by presenting a great value proposition and by showing high competency. Detail the tools, resources, expertise, and support you can provide. Articulate your process in a way that makes it easy for clients to go back to anytime they have financial decisions to make.

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Steve Atkinson

Steven Atkinson

Managing Director, Advisor Relations

For 25 years Steve has helped advisors get into the RIA space and/or helped them grow by developing and sharing a variety of client experience best practices. Steve was an original architect of Buckingham’s Design | Build | Protect® client experience process along with the Life Discovery and Feedforward programs. Steve is also an author of The Wealth Solution and 27 Principles Every Investor Should Know. He is also the host of the Admired Advisor podcast. Steve is a graduate of the University of Nebraska at Omaha with a Bachelor’s in Finance and Investment Banking. Steve lives in Edwards, CO and enjoys spending time with his daughters skiing in the winter or golfing in the summer .