10x Advisor

Josh Kosnick is a leadership coach and EOS Implementor and has been in leadership his entire life, since he was captain of his football team in high school. Josh shares some of the lessons he had early on in life, things he learned from great leaders and from poor leaders. He talks about how he learned to focus deeply and minimize distractions and manage his ADD. He also shares some key mindests that great leaders have, how leadership is very much like parenting and how to help others work towards their potential. Josh has had to overcome some adversity recently and he shares how he took that opportunity to double down on what he does best—improving every aspect of himself for those around him. This is a can't miss podcast we know you will enjoy! To learn more about Josh's work or to engage him for coaching, you can find him at: www.joshkosnick.com

Ben Beshear owns Live Well Capital a top wealth management firm with offices across the US. In today's episode Ben shares some of the keys to maintaining a growth oriented mindset, thinking differently from others in his industry, and growing his business using insights he learned from people in completely different industries. Ben shares some things he learned the hard way and some of the things he reads to continue to innovate and evolve.

We are excited to have Chris Voss on the podcast today! His easy to understand strategies and counterintuitive proven techniques about negotiation will change your life if you embrace them. Chris is a former Lead FBI Negotiator and dynamic speaker who debunks the biggest myths of negotiation. Chris engages all groups with captivating stories, insights, and useful tips for business and everyday life. Chris has lectured on negotiation at business schools across the country and has been seen on ABC, CBS, CNN, and Fox News. Chris has also been featured in Forbes, Time, Fast Company, and Inc. Chris's Keynotes are based on his book Never Split The Difference©. Website: www.blackswanltd.com Connect with Will- will@the10xpodcast.com

Gary is the CEO of Coyle Financial Counsel and runs a firm of 25 people. In this episode, Gary talks about how he as transformed his business by hiring a COO with military experience to run his company for him. There are some great insights there that can be applicable to everyone as you grow your company regardless of your business. Gary shares some great framing formulas he has used to differentiated himself and his company from other advisors. He also talks about the importance of pulling versus pushing, the art versus the science of wealth management and the importance of carving out time for Deep Work. This is a can't miss episode we know you will enjoy!

Brad Rice is the CEO of Amerifund and the Founder and CEO of Homepie. Brad started in the mortgage world in 1993 as a loan originator, then became an owner in 1996 and that lead to the creation of Mortgage Corporation of America, grew it into a 43 state operation. Brad has owned an escrow firm, real estate investment firm, and retail brokerage. Then he repurposed the other companies into Amerifund in 2012. Brad is forward thinking and action oriented. He shared how he prepared for the inevitable downward cycle in the mortgage world after learning how quickly things can change in the 2008/2009 recession. As a result, Amerifund has handled the rapid rate increases quite well He got started with Homepie in 2019 as he began to think about the inefecciencies of the real estate world when sellers list and sell their homes and don't get much value from the listing agent. Pretty quickly, he realized that no one was providing the services and technology that he knew needed to exist. He shares where he sees Homepie going as the go to place where homeowners can store everything about their home, find services and even find lower rates on insurance one day. This conversation will make you think differently about adding value as he exemplifies what Dan Sullivan calls and Industry Transformer and the concepts in Joe Polish's book “What's In It For Them?” To connect with Brad, feel free to email him at: Brad.rice@homepie.com www.homepie.come LinkedIn

We are super excited to release Jordan's podcast today! For those who don't know Jordan, he is a GIVER and has impacted thousands of financial advisors along with the professional athletes, real estate professionals and other top crushers he coaches! Jordan started his company, Montgomery Companies, that focuses on leadership development and organizational health. In our discussion, Jordan shares the importance of being self-aware as a leader, how to receive feedback and how to change your game by focusing on HOW you say things as opposed to what to say. This is a CAN'T MISS CRUSH of a podcast! For those who want to know more about Jordan, you can visit his website at: www.montgomerycompanies.com or email his brother Jay at jay@montgomerycompanies.com

If you are curious about how to optimize real estate lending and credit enhancement strategies for yourself or your clients, this episode is for you. Will interviews a top mortgage professional about ways to help people buy their first home, inspiring then with what is possible and helping people improve their credit with a few simple strategies.

S1 E14: The Michael Kitces Episode by 10x Advisor with Will Richardson

S1 E13: The David Blanchett Episode by 10x Advisor with Will Richardson

We’re excited to be releasing the Brian Heckert Episode! Today: · Brian goes into how he built his business over the years as well as the importance of study groups that he's been in as a way to grow his business and meet other great people. He also talks a good bit about the idea of creating value for clients in a way that's unique and different. · Brian talks about something he calls the Apple strategy. The A is for active management, the P is for passive, the second P is for protective, and then the L and E are for legacy. Great conversation around that. · Brian talks about the process of acquiring other businesses, going back over 17 years. · Brian also talks about how he balanced being on the executive committee and growing his business. One of the key things that he talked about here was basically that he has been able to eliminate a lot of time that wasn't productive by using technology, so he's not doing as much face-to-face. The other thing is that he said you can get back a lot of time by figuring out what your time is actually best spent doing as opposed to just more somewhat randomly doing things. · Brian talked later about this idea of a book club, where he's reading about one book a week and getting a lot of great content there. · Brian shares his core strategy, which builds on the Apple strategy and the basket approach for income, which also builds on the Apple strategy, as well as his book, 401(k)nowhow: An Insider’s Guide to Retirement Plan Options. That's the book available on Amazon. · Brian talks about the future for all of us and how bright it is. He recommends the books The Fourth Turning by Neil Howe & William Strauss, Start with Why by Simon Sinek, and Influence by Robert Cialdini.

• Mark talks about what it was like when he was competing in Ironman triathlons, the first six of which he was not able to win. • Mark shares how his family and friends told him that he shouldn't even keep doing the Ironman in Hawaii and how he challenged himself to ask the question, “what is it within me that's keeping me from the results I want?” • Mark talks about how he increased his training and added 10% on to it, also training during the hottest part of the day to get himself to a point where he could compete as needed the day of the race. He also talks about the mindset changes and how he started thinking differently in order to make that happen. • Mark shares with us how he sees similarities between the world of business and the world of Ironman competitions. • Mark and Pat share their mindset on what “take it to completion” means for each of them, and how they able to take the focus away from the results and focus on the input. Lots of good conversation there about how Pat has taken some of the things he's learned from Mark and applied them to the world of business. • Pat discusses how he helped Mark get better known in the speaking world, within the financial services industry particularly, and how they really formed a great relationship over the last 10 plus years. • Mark talks about the challenge of what it was like to win his first Ironman, and how the rivalry he had with Dave Scott helped both of them get better and break world records as they were pushing each other to grow. He expresses that he genuinely wanted Dave to have a great race. • Mark talks about how he realized he never wanted Dave, or someone he was racing against, to have a bad day because he wanted to beat him on his best day. Mark shares about the final Ironman that he won, where he needed to catch up with a 24-year-old , he was 37 at the time. No one had ever won one at age 37, and he told himself he was going to have to have his best race. It is a great conversation between Mark and Pat about this idea of there is no guarantee you're going to get the reward; the only guarantee is the only thing we control is the work we put into it. • There also is a great discussion about the champion’s mindset and a conversation about how Mark learned to quiet his mind using the spiritual teachings of Shaman Brant Secunda. Together, they wrote “Fit Soul Fit Body” and are hosting a seminar in April in Stockbridge, MA.

S1 E10: The Tom Hegna Episode by 10x Advisor with Will Richardson

Ben shares his perspective on mindset around attacking the process. He shares details of his interview with Jerry Rice on that topic and they great discussion they had. Ben also shares the importance of thinking about the part we can control and getting to work on that process as opposed to getting caught up in the detail. That was a really amazing conversation. Ben talked about some of the reps that he's coached to help them get to Forum for the first time and also how to help them get back to Forum. He shares an incredible, powerful story about mindset and various examples. Ben talks about his perspective that the cases that are going to help us reach our goals are with people we haven't even met yet. Ben talks about some of the other things he's learned such as coaching college athletes on kicking game winning field goals and how he coaches them in a way that they respond to because we're all different and how he gets into that hard wiring. Ben talks about his idea of breaking down game film and the success tree and what that means and how that helps break down goals into actionable amounts right now. Learn more! www.freeplaybook.net www.bennewman.net

• Dr. Donoghue describes the pervasiveness of poor listening. He also describes how we tend to focus on ourselves as the listener, hearing what we want to hear as it relates to us, as opposed to what the speaker wants to communicate. He then talks about the cost of not listening and the benefits of listening better. • We had a great discussion about some of the challenges that financial advisors and professionals have, such as wanting to communicate how much we know versus listening to what people have to say. A related issue can be that we want to solve the problem as opposed to listening to what the person means to communicate. • Dr. Donoghue describes some of the examples of non-listening, giving advice, judging, and some specific ways we can learn to be better listeners even after becoming aware of our non-listening behaviors. He talks about how difficult it is, what we can do about it by starting to become better listeners ourselves and become better listeners of ourselves. • Dr. Donoghue talks about the idea of direct-sharing. The first thing was earlier we went through some role play where he showed me examples of not listening as I was talking through some things, really fascinating. And the idea of direct-sharing and vulnerability that was powerful. • We talked about the idea of how important it is to be vulnerable and share how we really feel, and how that doesn't really happen in our society. He shares some specific examples of how do you help someone when they just lost someone important to them, versus the cliches that we often hear. And how to show people that we appreciate them during their lifetime versus after they've left us.

Bryan Sweet has been in business as Sweet Financial since 1979 and a strategic coach since the late 90's. Brittany Anderson joined Sweet Financial in 2008. In the podcast: - Brittany talks about everything they’re working on and some amazing things that they're doing in terms of the unique processes. - Bryan and Brittany talk about their various initiatives- Dare to Dream Enterprises, The Dream Architect, Women Forward. - They talk about how the both attend Strategic Coach and Genius Network workshops to get exposed to more content. They talk about some pretty amazing things that they’re creating in terms of content. - Bryan talks about a few resources where elite advisors can go to get better including http://ewasymposium.com/ and http://appreciateyourworth.com/ - Brittany shares some of the content she spoke about at Genius Network - Brittany talks about dealing with toxic relationships and getting them out of your life It is very powerful and relevant content! Enjoy! Resources: http://www.sweetfinancial.com/ http://www.knowyourscore.coach/scorecards/c2e0c124396db336be1616ae03ed2357/surveys

Here is a link to John's website: http://www.moshidesfinancial.com/ To complete the scorecard, go to: www.10xadvisorpodcast.com

S1 E5: The Colleen Bowler Episode by 10x Advisor with Will Richardson

Gary has been in business for over 30 years. He's with Coil Financial, a company that’s been in business since 1972 that he took over with his team about 39 years ago. Gary has been a fee-based advisor since the early 1980's so they’re well ahead of what others are doing. - Gary talks about this idea of mind mapping- the uniqueness of what's been created there and what they're up to. - Gary talks a little bit about their patent toward winning process called 3-D Connect where they basically tie the business operations together for the clients. - Gary is really good at doing things differently from others including even recommended that clients have assets with more than one advisor at a certain level because that's what they're accustomed to doing anyway, so that's really an interesting conversation. - The other thing we talked about is the Millennial Project- about how Garry is engaging his clients’ children in a way that's profitable and also what they want. Again, he's totally focused on what the client wants, not what people think he should do or what the industry is doing. He said the industries behind, we got to figure out what clients want and give it to them. Really good mind set around that. - We also talked a bit about mind set scorecards and what they're doing to attract the right kind of clients, particularly the success minded ones and he said some of the Millennial's are frustrated and that's okay because he can help them with what they're frustrated about so really interesting conversation here and I know this will be highly relevant for everybody listening. - They also have resources www.mindmeister.com as a way to create mind maps and Garry said the biggest thing people struggle with is they tend to make the mind maps all about them instead of all about the clients and it doesn't work if we're making it about ourselves and the products etc. but rather about what the client needs etc

Today, we're going to talk to Paul Bourbonniere, a top advisor based on Toronto. He and his firm manage over $450M in assets. We had a great conversation about: how has he built his unique ability, where does he spend his time today, compared to when he started in the business, and when he was one of Dan Sullivan's first individual clients. Also, how the 80% helped him make changes more quickly to his business. He talks about his 25-year plan and how he's not retiring in the conventional sense. We had a really interesting discussion about he talks to his clients about the fact that the isn't retiring in the conventional sense. He talks a good bit about how he's responded to this new regulation where they have to express fees as a flat amount, and also to get ahead of this new regulation. He talks about tax mitigation, around how an example of clients paying 1% to 2%, to save taxes on the tax bracket being 54$ at he highest level. And also, how did they think differently about this change, compared to how other advisors may have approached it and how that helped them get ahead of it. We have a good conversation about mindset, in terms of the team that he's got in the office, using Kolbe processes, and there's a good discussion about how they're attracting clients today around mindset, and some changes of having to let clients go in some cases and how that was empowering to them, and they've become really selective today. We wrap up the discussion talking about family dynamics, around things like what role does he and his team play in clients' lives, and how they're able to be an advocate for their client, really get to the truth of the matter and be helpful to the family. Find out if you're a 10x Advisor! Take the scorecard - http://www.knowyourscore.coach/scorecards/c2e0c124396db336be1616ae03ed2357/surveys

- Curtis reflects on the vision he had for working with Dan to get great content out from the top financial advisors in the world, who happen to also be Strategic Coach 10X clients. - Curtis asks Dan to talk a little bit about his vision for the role of financial advisors in society today, and Dan shares all the growth that he's seen over the last 40 years in technology, how easy it is for us to have a podcast conversation like this and how important it is. - Will asks Dan to reflect on unique processes: how advisors have them and create them and how they differentiate themselves. Really good ways to talk about how to differentiate from robo advisors by asking great questions. - Dan talks about the importance of asking great questions and how answers are commodity. How great questions are what differentiates us all. He said 20% of advisors, the 10X advisors, will figure that out. The other 80% will have a harder and harder time competing with robots. - Will, Curtis and Dan discuss unique ability and Curtis shares his appreciation for Dan helping Curtis discover his. - Will, Curtis and Dan discuss mindset and score cards. Dan mentions the difference between the transformational advisor versus a frustrated advisor, and Dan has a big vision about how as advisors, ought to just be working with entrepreneurs. The best clients for advisors are actually people that own businesses and are entrepreneurs versus others because of how they see the world and how we can help them in a unique and compelling way. Find out if you're a 10x Advisor! Take the scorecard - http://www.knowyourscore.coach/scorecards/c2e0c124396db336be1616ae03ed2357/surveys

- Derryn talks about how his approach is different. Essentially he invests a third of a client's money in what he calls the sured assets, which is participating life insurance. Another third in managed assets, and the final third in real estate. - Derryn talks about how he and his team have invested in figuring out ways to get the real estate for people. They do it all in-house, including helping people buy condos for their kids that they rent out. Derryn and his team find the renters, they get people in these condos so that 20 something years later, when the client's kid is ready, he or she has a place to go. The point is, getting people an early start. That's the mindset and the philosophy. - Derryn shares his mindset, the kinds of clients that he's looking for, and how everything is based on a scorecard. - Derryn talks about some of his specific language around helping people see the value of permanent insurance and how it's different than what they thought in terms of how to use it, etc. Very interesting conversation around that and how having safer money helps clients think differently about everything else that they have. He shared a lot of really thoughtful points about mindset and the importance of it, and how to make every step of the business line up with having the right mind set. - Derryn talks about how important it is today for if you want to be a client of his firm, you must have the right mindset and you must fill out a scorecard first. We had a really good, interesting conversation about that. Derryn shared that he's increased his revenue 10 times every quarter since he started with Strategic Coach three years ago. We had a great conversation on the impact of Strategic Coach and specifically the 10X Program coached by Dan Sullivan. We talked about how it is different than what people are accustom to seeing, hearing, and thinking about. Find out if you're a 10x Advisor! Take the scorecard - http://www.knowyourscore.coach/scorecards/c2e0c124396db336be1616ae03ed2357/surveys