In this episode, Steve talks with Stan Royer of Claris Advisors in St. Louis, Missouri.

After retiring from life as a professional baseball player, Stan needed a post-MLB game plan. With a background in economics, Stan got his feet wet in the insurance industry before realizing investment management was where he wanted to be. After meeting his co-founder and building his firm from scratch, Claris Advisors now serves 280 clients and manages over $600 million in assets.

Stan’s life in the major leagues helped him develop a competitive and goal-oriented mindset. Today, this mindset motivates Stan to help clients win and achieve their financial objectives. The more time he spends focusing on client goals, the more likely his clients will win and stay with him for the long haul.

Stan talks with Steve about helping clients win, planning for the unexpected, the importance of intentionality, and values to look for when bringing on employees and clients.

“When I’m advising, I’m really wanting to win and I’m wanting to win with our clients. And that means that we go through this whole journey together and at the end of the day, we win. And winning means fulfilling those goals and objectives that they have.” ~ Stan Royer

Main Takeaways

  • The goal is to keep clients for life. Set that expectation when you begin establishing relationships with potential clients.
  • The biggest non-negotiable for hiring is work ethic. You can teach people how to do a job, but rarely can you teach someone work ethic. Similarly, ideal clients are patient and disciplined.
  • To survive in wealth management, you have to bring more to the table than just investment strategy. Integrating a CPA firm is a fantastic way to expand your services and create a more holistic experience for clients.
  • When it comes to messaging, delivery matters. For your messaging as an advisor to come across as genuine, your delivery method should match your personality.

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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 .