PRACTICE PROFILE
Practice Profile Recap
Over the last six months, we’ve enjoyed shining a spotlight on exceptional advisors who are as interested in helping fellow Fee-Only professionals as they are in serving their clients. Their insights have been invaluable on topics ranging from relationship development and serving a niche to taking advantage of opportunities to evolve to better serve clients.
January: Playing the Long Game/Michael Branham, The Planning Center
From Michael Branham, we learned how important it is to set the stage for developing long-term relationships. Here’s an excerpt:
“We really focus on working with clients in long, ongoing relationships,” says Branham. The firm does not provide what he calls “module” planning of just investment advice or a one-time review of a retirement plan.
When talking about the firm’s approach, Branham’s favorite analogy is comparing a mapmaker and a guide. “We are not a mapmaker—that’s someone who would come up with information on the landscape and give you a map to follow. We are more than that; we are a guide. We help you on your path,” he says.
February: Building Deep Client Relationships/Michele Clark, Acropolis Investment Management
Michele Clark shared ways to take care of clients on a personal level to deepen relationships. Here’s an excerpt:
Under Acropolis’s comprehensive planning, Clark’s with the clients through implementation and can look ahead at issues on their behalf. Sometimes, these matters go well beyond what might be thought of as financial planning. For example, she has three women clients whose husbands have dementia; for two of the women, it’s the first time they have become the point person for financial matters. “We have been spending a lot of time to find transportation for their husbands’ medical appointments, get them in contact with a geriatric care manager, find people to do their taxes if they have done them in the past,” she says. “We’ve researched in-home care versus assisted living versus nursing home options.”
March: Connection and Empowerment/Kathryn Kubiak-Rizzone of About Time Financial Planning
From Kathryn Kubiak-Rizzone, we learned how to focus on inclusivity to ensure everyone has access to financial planning. Here’s an excerpt:
Kubiak-Rizzone named her solo firm About Time Financial Planning to reflect her deeper values and mission. “The name has multiple meanings,” she says. “In a financial system built on exclusion, opaqueness, and shame, it’s about time people have a financial ally who is inclusive, transparent, and empowering. It’s about time we address the financial disparities in our country and commit to pursue racial, gender, environmental, and economic justice.”
April: Opportunity Meets Preparation/Kim Benson, CCMI
Kim Benson emphasized a serving a niche when your background makes you an ideal resource. Here’s an excerpt:
Familiar with the RTX benefit plans, Kim began proactively sharing videos with her LinkedIn network and developing blog content to provide deadline reminders and point out often overlooked features many employees missed. “Knowing firsthand how busy people tend to be at the company, I found a lot of employees didn’t have the time to really dig in and understand their retirement and stock-related benefits.” Realizing this could lead to costly mistakes or missed opportunities, Kim further shifted her focus to helping RTX employees. She not only analyzes the financial feasibility of pursuing strategies like the mega back-door Roth, and how it aligns with their goals and overall financial picture, but she also guides them through the successful execution from beginning to end.
May: Forging Her Path/Patricia Conway, Conway Financial Group
From Patricia Conway, we learned how to overcome obstacles to success and gain support by building alliances. Here’s an excerpt:
Financial planning aligned perfectly with Pat’s natural inclination for planning, analysis, and holistic client guidance. Her background is consulting, with varying responsibilities in investment, tax and financial planning, 401(k) administration, and investment performance reviews. Entering the male-dominated financial planning space in the 1980s, Pat found inspiration in the company of other successful female leaders, such as esteemed Wall Street financial analyst Elaine Garzarelli. Additionally, meeting NAPFA Advisor Peg Weinke, CFP®, was pivotal in Pat’s career. Peg offered Pat mentorship, office space, and software, marking a turning point as Pat began her practice. Equipped with a service framework and collaborative partner, Pat implemented models and systems with proven track records. “I feel very fortunate to have been able to build my career in a financial arena where women can be just as successful as men,” she says.
June: A Journey of Integrity and Inclusion/Marianela Collado, Tobias Financial Advisors
From Marianela Collado, we learned about aligning values with working with clients from all walks of life. Here’s an excerpt:
With a workforce that includes many immigrants, Tobias is uniquely equipped to address the challenges faced by those unfamiliar with the American financial system, bridge cultural gaps, and serve clients from various parts of the world. “This empathy drives our commitment to making financial advice accessible to all, regardless of background or circumstance,” Collado says.
Typically working with families that have built businesses or professional careers, Collado credits the firm’s success, client loyalty, and referral network to the team’s strategic partnerships and ability to cater to clients with diverse backgrounds and life stages. “When our clients feel valued and see tangible results from our efforts, they become our strongest advocates,” she says. “This organic growth creates a ripple effect, driven by trust and satisfaction, that has proven to be more impactful than any advertising campaign we could run.”
We thank these advisors for sharing their journeys and look forward to learning from more shining stars in upcoming issues. We have a great lineup. If you know someone we should profile in the future, drop us a line at editor@napfa.org.
image credit: istock.com/Zolak