In this episode, Rick Hu shares his journey from aspiring investment banker to top-performing financial planner at Northwestern Mutual. He opens up about the early struggles, the mindset shift that led him to embrace fee-based planning, and the importance of communication and education in serving clients well. Rick breaks down how advisors can stand out in a crowded industry—by focusing on value, not just products. If you're looking to evolve your practice and lead with impact, this conversation is a must-listen.

1. From Products to Planning: Rick shifted from selling financial products to leading with education and fee-based planning—transforming client trust and results.
2. Mindset Is Everything: His breakthrough came when he moved from a scarcity mindset to one of abundance, focusing on client outcomes instead of commissions.
3. Client Growth Follows Value: Once Rick prioritized education over sales, his client base grew rapidly and sustainably.
4. Fee-Based = Trust: Charging for advice changed the dynamic—clients respected him more, engaged deeper, and viewed him as a true partner.
5. Early Struggles Are Normal: Rick openly shares his rough start—cold calls, rejection, and doubt—but shows how persistence and self-awareness changed everything.
6. Communication Wins: Mastering how to explain planning concepts clearly led to faster conversions and stronger relationships.
7. Support Systems Matter: Having the right team and mentorship was crucial to scaling and staying grounded.
8. The Industry Needs a Shift: Rick believes the future of financial planning is client-centered, transparent, and education-driven—not product-driven.
9. Integrate Insurance + Investments: Holistic planning, not silos, gives clients the best outcomes—and builds advisor credibility.
10. Comfort Kills Growth: Rick warns that getting too comfortable can cap your potential—advisors must stay hungry, humble, and always learning.

GoBeElite.com

In this episode, Sten and Andy discuss various questions from financial advisors regarding fee structures, client engagement tools, and strategies for working with diverse clientele. They emphasize the importance of clarity and simplicity in fee conversations, the need for effective client engagement tools, and the strategies advisors can use to connect with different types of clients, particularly business owners and medical professionals.

takeaways

• Advisors often struggle with fee structures, balancing between one-time fees and subscription models.
• A value-driven conversation is crucial for client engagement.
• Setting clear expectations with clients can prevent misunderstandings about service delivery.
• Simplicity in fee structures can lead to better client relationships and profitability.
• Effective client engagement tools can enhance the advisor-client relationship.
• Advisors should tailor their communication to the specific needs of different client types.
• Building a framework for client interactions can streamline the planning process.
• Understanding the unique needs of business owners can improve service delivery.
• Continuous iteration and simplification of processes can enhance efficiency.
• Taking action on insights gained from discussions is essential for growth.

GoBeElite.com

In this episode, Sten explains the mindset and strategy shifts advisors need to charge for their value confidently.

Key Points:

• Many advisors approach pricing the wrong way—often timidly or with inconsistent posture.
• The quickest way to change results is to shift your energy and confidence in the very next strategy session.
• Your price should reflect the value you deliver, not just your time or effort.
• Confidence in your fee comes from knowing the client receives far more than they pay.
• When you clearly communicate that value, clients are more likely to say “yes”—but even if they don’t, you’ll stand firm

https://gobeelite.com/

In this episode, Hector Martinez shares why every advisor should know how to talk about risk with their clients—and how to do it well. He unpacks why risk conversations often fall flat and offers simple ways to make them clear, personal, and actionable. Along the way, Hector reflects on the power of mentorship, gratitude, and relationships in the financial industry, reminding us that how we show up for others matters just as much as the advice we give.

GoBeElite.com



Today we’re diving into one of the most important — and most avoided — skills for advisors: communication. Specifically, how do you talk to clients during a down market? Sten shares what he’s doing at Legacy and gives practical advice on how often to reach out, what to say, and why sharpening this superpower can set great advisors apart.

GoBeElite.com

In our latest podcast episode, Sten sits down with Jamie—a financial advisory expert with over 20 years of experience—to unpack what it really takes to build an enduring, team-driven business.

They cover:

• Leadership and team dynamics
• Mindset shifts at every stage
• Moving from solo practice to sustainable firm
• How to build structure that supports growth

If you're ready to lead with more clarity and scale with intention, this episode is a must-listen.

Listen now [insert link].

P.S. We’ve made big upgrades inside the community—new content, VIP access, and a full-time community manager. Now’s the time to re-engage. EAN Community

Excited to share that Episode 175 of the podcast is now live! Here’s what it’s all about:

• Challenges faced by financial advisors in marketing
• Significance of personal branding in building client trust
• Common marketing pitfalls and mistakes to avoid
• The role of consistent communication in client retention
• Navigating compliance issues in financial marketing
• Creating a strong digital footprint and online presence
• Encouragement for advisors to take strategic marketing actions

Marketing strategies tailored for financial advisors, addressing challenges like compliance and the need for a structured marketing plan.

https://www.barnummarketingagency.com/

Excited to share that Episode 174 of the podcast is now live! Here’s what it’s all about:

The Industry is Evolving

• Aging advisor population
• Wealth transfer to women by 2030
• Shift from investment management to true financial planning

Why This Matters

• Advisors who adapt will create more value and opportunity
• Clients are more willing than ever to pay for planning—but only if we present it the right way
• There’s a clear path from being a traditional advisor to becoming a trusted consultant

Inside the Episode

• Personal stories about missed opportunities (like Bitcoin)
• Clear examples of how to shift from product sales to planning
• Tips on how to talk about your value and charge for your expertise

Tune In

If you want to stay relevant and thrive in a changing market, this episode is a must-listen

Let me know what stands out to you—we’d love your feedback!

To Your Success,

Sten J. Morgan, CFP®, ChFC®

http://www.HowToChargeLive.com

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https://eadvisornetwork.com/podcast/

Sten Morgan, CFP, ChFC, is a leading voice in the financial services industry and one of the most accomplished young advisors in the country. He founded Legacy Investment Planning at age 25 and was named a "40 under 40" advisor by Investment News at age 30. As president of Legacy, he strives to effect positive change in the industry, coach and support other advisors, and bring true value and vision to his clients. In 7 Mindsets of Success: What You Really Need to Do to Achieve Rapid, Top-Level Success (Morgan James Publishing, February 2017), he shares tips and advice for building a successful business, including the seven mindsets that helped him become a top financial advisor with his own firm at such a young age.

Sten J. Morgan, CFP®, ChFC®