June 16-18, 2025

The 2025 Mastermind Collegium found its way to Minneapolis this June, and what a journey it turned out to be. Financial advisors from across the country gathered at Allianz Life headquarters for three days of learning, networking, and charting new courses for their practices.

With the “North Star” theme guiding the way, this year’s event brought together some incredible speakers—from the former culture guru at Zappos to an advisor who’s figured out how to run a 7-figure practice in just 25 hours a week. Event emcee Andy Buckley (aka David Wallace from The Office) kept things entertaining while drawing on his own experience as a former Merrill Lynch advisor.

Not too shabby for a few days in the Twin Cities, but here’s what stood out the most:

The 2025 Mastermind Collegium Begins

The evening began with A Woman’s Clarity® happy hour, giving the incredible women of C2P a chance to connect before the main reception.

Women C2P staff and advisors meet and greet before the conference begins (from left) Julie Manning, Founder and President of Keystone Wealth Management; Jennifer Mackert, Partner at C2P;Lisa Chenet, advisor and VP of Operations at CLP Financial Group.

Advisors, team members, and C2P leadership meet for drinks and desserts during the main welcome reception of the 2025 MMC at the Minneapolis Marriott City Center.

[Related: Big Moments from C2P’s Mastermind Collegium Event for Financial Advisors in Pittsburgh]
 

Charting Our Course: Where C2P is Headed

Co-CEO Jason L Smith began the collegium the following day by sharing some pretty impressive numbers and exciting news about how some of our top offices and our SEC-registered investment advisor (RIA), Prosperity Capital Advisors (Prosperity), are growing.

The big reveal was introducing two new leadership team members—Stan Milovancev as Co-CEO and Scott Rister as Co-President and CFO of Prosperity Capital Advisors. These men bring serious experience from firms that have been through billion-dollar transformations, and their philosophy resonated with everyone in the room.

“We want to build a firm that everyone wants to buy, and no one wants to sell. It’s people first. We love people. We’ve got to put it in our heart to build something,” Milovancev explained, summing up why they chose Prosperity over anyone else.

The leadership panel (from left): Moderator, Bryan Bibbo, President and CFO of JL Smith Holistic Wealth Management; Prosperity Capital Advisors leadership team: Jason L Smith, Co-CEO and founder; Dave Alison, Co-President and Founding Partner; Stan Milovancev, Co-CEO; and Scott Rister, Co-President and CFO.

Top 5 Roundtable: Navigating Success with Industry Leaders

The sponsor roundtable brought together some heavy hitters who really delivered value. Members of Allianz Life, Wealth.com, Dimensional Fund Advisors, and Orion Advisor Solutions shared practical strategies and solutions that advisors could actually use right away.

Guiding the Way: Lessons from a Top Advisor’s Journey

Greg Hammer, CEO and President of Hammer Financial Group, delivered one of the most personal sessions of the event, walking through his journey from struggling advisor to thriving practice owner. His emphasis on collaboration over competition captured the MMC spirit perfectly.

Greg Hammer, CEO and President of Hammer Financial Group, shares personal stories from his advisor journey in front of a packed room at Allianz Headquarters.

Culture Lessons from Zappos: Robert Richman Takes the Stage

The former Zappos Culture Strategist brought strategies he used at Zappos as well as  Google, Toyota, and Salesforce directly to our financial advisors. His systematic approach to building high-performance workplace cultures was both actionable and inspiring.

Robert Richman commands attention in Allianz Life’s state-of-the-art auditorium as he delivers his culture-building keynote presentation

Navigating Growth: A Compass for Marketing & Business Development

C2P and Prosperity Capital Advisors’ Chief Marketing Officer, Matt Seitz, and Vice President of Marketing, Cary Chaitoff, delivered some eye-opening insights about aligning marketing and business development efforts. They showed real-world examples of what’s working for successful firms and brought home their main point that, “It speeds up the sales cycle and makes things so much more efficient when you get these two working in sync with each other,” Seitz said.

Vice President of Marketing at C2P, Cary Chaitoff and Chief Marketing Officer, Matt Seitz, discuss the importance of marketing and business development alignment during their practical growth strategies session.

Their philosophy on authenticity struck a chord too: “Don’t try to be liked by everybody… if you’re trying to be all things to everybody, you’re really nothing to anybody,” Chaitoff said.

Sometimes the best advice is the simplest—be yourself and own it.

[Related: Acquiring Clients Through Authentic Marketing: 4 Step Growth Guide for Financial Advisors]
 

Investing with Purpose: Portfolios Aligned with Your North Star

Dave Alison’s deep dive into Prosperity Capital Advisors’ investment platform revealed just how comprehensive the offering has become. “When I started really looking at the investment offering maybe six, seven years ago at Prosperity, for me it was about being able to win any client in any situation,” Alison explained.

The evolution has been remarkable—from serving mass affluent retirees to accommodating business owners, high earners, and ultra-high-net-worth clients. “We’ve been able to evolve our client base from that massive affluent retiree to the business owner, the HENRYS, the ultra-high-net worth,” Alison said.

The platform now includes everything from model portfolios and custom indexing to private market investments and sophisticated tax management solutions.

An Elite Allianz Tradition

Because C2P and Prosperity Capital Advisors and all in our network are amazing at what they do, Allianz employees lined up by the hundreds and gave our attendees the red-carpet treatment. Allianz reserves this tradition for top producers and proud partners, and we considered it an honor to have their entire team give us a round of applause all the way down the stairs and through the hallway.

The Allianz team rolled out the red carpet and gave our organization and its advisors a standing ovation for their outstanding production and client support over the years.

Your Advisor Toolkit: Resources to Power the Journey

The resource session showcased the full range of support available to practices that are fully committed to the Prosperity Capital Advisors ecosystem. From marketing engines and back-office support to AI-driven technology and specialized training, the session highlighted how top-performing offices leverage everything available to scale more effectively.

Where the Real Magic Happens: Puttery Night Out

The evening at Puttery Minneapolis proved that some of the best networking happens when the formal presentations end and attendees just relax and connect.

You could see new partnerships taking shape, mentoring connections being made, and the kind of genuine conversations that drive long-term success in this business.

Advisors and team members laugh and connect over mini golf at Puttery Minneapolis, where craft cocktails, karaoke, and friendly competition created lasting memories

The Efficient Advisor: Libby Greiwe’s Systems Mastery

The final day featured Libby Greiwe, whose story continues to fascinate: building a 7-figure practice while working just 25 hours per week. Her workshop focused on onboarding processes that generate referrals, proving that the right systems can deliver both professional success and personal freedom. Libby’s hands-on approach gave attendees templates and step-by-step processes they could implement right away to get out of overwhelm and into efficiency mode.

Libby Greiwe engages attendees during her hands-on workshop, demonstrating the efficiency systems that transformed her practice.

[Related: How to Provide Exceptional Wealth Management for High-Net-Worth Individuals]

See the 2025 MMC in Action

Until We Meet Again

Minneapolis delivered exactly what a Mastermind Collegium should: great content, meaningful connections, and fresh perspectives on what’s possible. Between the sessions at Allianz Life Headquarters and the relationships built over Minnesota hospitality, attendees left with both knowledge and momentum.

The 2025 Mastermind Collegium is now in the books, but the mission continues: helping financial advisors find their direction while serving the clients who trust them with their futures.

Ready to find your North Star? [Reach out to C2P] to explore how our platform can help guide your practice toward the growth you’re looking for.

Get Guidance from C2P
 

Special thanks to our event sponsors: Allianz Life, Wealth.com, Dimensional Fund Advisors, and Orion Advisor Solutions for their continued partnership and support.

Stay Informed with Professional Industry Insights

Miss the MMC but still want to know the latest developments in retirement income planning? Subscribe to our podcasts for financial planning and advisory insights every week:

The Bucket Plan® On Demand Podcast:

Hear from industry specialists on annuity innovations, longevity planning strategies, and practical applications for comprehensive retirement income planning.

Subscribe →

The Rainmaker Multiplier On Demand Podcast:

Learn practice management strategies from advisors who have built successful enterprises around holistic planning approaches, including effective use of insurance solutions.

Subscribe →

Financial Professional Use Only

The information provided is for informational and training purposes only. The information was accurate as of the time the material was created. Tax laws and rulings can frequently change. Please discuss the client’s current situation with an accountant or tax advisor.

What really determines happiness for your clients in retirement?

While portfolio performance often dominates planning conversations, the foundation of retirement security lies in guaranteed income that clients can never outlive—regardless of market conditions or economic uncertainty.

Modern annuities can offer that security and help address specific demographic challenges that advisors face today.

Here are four innovative ways to rethink annuities in your comprehensive retirement planning approach:

1. Focus on Stability, Not Excitement

The most effective advisors understand that annuities may not be the most exciting products. However, they provide unshakeable stability that enables excitement elsewhere in the portfolio and dependability for long-term income.

Lifetime income annuities create a foundational layer that helps remove three critical risks from your clients’ retirement equation:

• Sequence of returns risk
• Cash flow risk
• Longevity risk

This predictable, guaranteed income stream essentially creates a personal pension plan that continues regardless of market volatility or interest rate fluctuations.

Think of annuities as the stabilizing force that allows you to pursue more aggressive growth strategies with other portfolio components.

When clients know their essential expenses are covered through guaranteed income, they can better tolerate volatility in their growth investments. This psychological comfort often leads to better long-term investment behavior and outcomes.

As Dave Alison, CFP®, EA, BPC, President and Founding Partner of C2P explains on  The Bucket Plan® On Demand podcast: the key insight here is positioning:

“It’s not the vehicle itself—it’s what you do with it that matters.” – Dave Alison

2. Address Women’s Unique Longevity Challenges

Through one of our A Women’s Clarity® forum discussions, we’ve identified specific retirement planning challenges that make annuities particularly valuable for women clients.

As Ashley Ilardo from Dimensional Fund Advisors shared:

• Women outlive men by an average of five years
• Half of all widows over 65 will outlive their husbands by an additional 15 years
• Even more concerning, as Tiya Stanley from F&G pointed out, 70% of nursing home residents are women

These longevity realities create specific financial pressures that advisors must address.

Women experience a longer “health span-lifespan gap”—averaging 13.73 years compared to 11.08 years for men—meaning they typically require long-term care services for extended periods. Additionally, women often face career interruptions for caregiving responsibilities, resulting in lower lifetime earnings and reduced retirement savings.

Modern annuity solutions directly address these challenges through innovative features designed for extended care needs. It varies by state but as Tiya explained, many current F&G products offer immediate access to 100% of accumulation value for terminal illness, home healthcare, or nursing home needs. Advanced income annuities can double payments when clients cannot perform two of six activities of daily living, with some products continuing this enhanced benefit until the cash value reaches zero—not just for a limited five-year period.

For women clients who prioritize aging in place and maintaining financial independence, these features provide:

• Crucial protection while preserving dignity and choice in their later years
• Protection without forcing asset depletion
• Properly structured annuities can enhance income precisely when care costs peak

[Related: Best Ways to Discuss Life Insurance Strategies for Women]

3. Adapt to Today’s Economic Environment

The current economic landscape presents unique opportunities for annuity implementation that didn’t exist a decade ago.

Interest rate environments, inflation concerns, and market volatility patterns all influence which retirement income tools provide optimal value for your clients.

Today’s environment requires flexibility in your planning approach. The products and strategies that worked effectively in previous decades may not address current economic realities. Smart advisors recognize:

• Every financial vehicle has specific jobs it can accomplish
• The key is matching the right tool to the current economic conditions and individual client needs

This adaptability becomes particularly important when considering how economic factors affect different demographics.

Women’s longer retirement periods mean they’re more exposed to inflation risk over time. Current annuity products with built-in inflation protection or growth potential can help address this extended exposure while maintaining the guaranteed income foundation.

The most successful advisors avoid being anchored to past approaches and instead evaluate how current product innovations can solve today’s specific challenges within a holistic planning framework.

As Kalem Mackey, CFP®, BPC explains on an annuity themed episode of The Bucket Plan® on Demand podcast:

“I know there are some advisors out there that may have been burned by certain products or companies in the past. But there’s just so much innovation in the annuity space. The products that are available today are so much more client-centric than they were 10, 15, 20 years ago.” – Kalem Mackey

[Related: 3 Key Strategies to Help Guide Clients Through Market Volatility]

4. Consider Them as a Bond Replacement

In today’s interest rate environment, lifetime income annuities offer compelling advantages over traditional bond allocations, particularly for clients seeking more liquidity and flexibility in their fixed-income allocation.

Unlike bonds, which can lose value when interest rates rise, lifetime income annuities provide guaranteed payments that continue regardless of market conditions. Many current products allow additional withdrawals without penalty or surrender charges, providing liquidity that bonds may not offer during market stress periods.

The diversification benefits extend beyond simple asset allocation. By transferring longevity and market risks to insurance companies—entities specifically designed to manage these risks—you’re moving beyond the traditional three-asset-class portfolio of cash, bonds, and equities. This risk transfer can be particularly valuable during volatile market periods when rebalancing opportunities arise.

For clients with significant bond allocations, substituting a portion with lifetime income annuities can provide better downside protection while maintaining income generation. This approach offers true diversification by adding an asset class that doesn’t correlate with traditional market movements.

[Related: A Bucketing Approach to Strategic Asset Allocation]

Putting Client Interests First in Annuity Planning

Modern annuity products have evolved significantly. Today, they offer:

• More client-centric features
• Improved transparency
• Viable solutions for challenges that couldn’t be addressed years ago

However, the decision to recommend annuities should always reflect what serves your clients’ best interests rather than how your practice structure or compensation model works.

The most successful advisors focus on comprehensive needs analysis and present all options transparently, even when the recommended solution doesn’t optimize advisor compensation. Building a practice around this type of client-first planning philosophy consistently leads to stronger relationships, increased referrals, and better business outcomes.

[Related: How to Provide Exceptional Wealth Management for High-Net-Worth Individuals]

Building a More Comprehensive Advisory Practice

Ready to transform how you approach retirement income planning?

The strategies discussed in this article—from guaranteed income foundations to addressing women’s unique needs—all work together within a comprehensive planning framework.

The Bucket Plan® 1.0 Training teaches you to:

• Seamlessly integrate annuities and other income solutions
• Position guaranteed income within the Now, Soon, and Later bucket structure
• Create genuine client confidence

See if You Qualify to Attend for Free
 

Stay Informed with Professional Industry Insights

Continuous education ensures you’re always current with the latest developments in retirement income planning:

The Bucket Plan® On Demand Podcast:

Hear from industry specialists on annuity innovations, longevity planning strategies, and practical applications for comprehensive retirement income planning.

Subscribe →

The Rainmaker Multiplier On Demand Podcast:

Learn practice management strategies from advisors who have built successful enterprises around holistic planning approaches, including effective use of insurance solutions.

Subscribe →

Financial Professional Use Only

The information provided is for informational and training purposes only. The information was accurate as of the time the material was created. Tax laws and rulings can frequently change. Please discuss the client’s current situation with an accountant or tax advisor.

Prosperity Capital Advisors Also Recognized as One of the Largest Wealth Management Firms in Northeast Ohio by Crain’s Cleveland Business

CLEVELAND, OH – May 20, 2025 — C2P, a financial planning and advisor support organization committed to providing holistic, fiduciary-based advice, has been named one of InvestmentNews’ 2025 Best Places to Work for Financial Advisors. This national recognition honors companies across the financial services industry that go above and beyond in fostering a strong workplace culture and delivering meaningful career experiences.

The award reflects C2P’s deep commitment to its core purpose: to educate, train, grow, and support holistic financial advisors so that families can achieve true prosperity. This mission is the driving force behind every process, program, and partnership within the organization.

“Our team is honored to be included among the best in the industry,” said Jason L Smith, Founder and CEO of C2P.“ This recognition means we’ve succeeded in creating the environment we’ve worked hard to cultivate—one where collaboration, innovation, and service to others, are at the heart of everything we do.”

C2P supports financial advisors through a comprehensive ecosystem that includes hands-on training, process-driven planning tools, marketing resources, and business development coaching. A central pillar of this ecosystem is Prosperity Capital Advisors (PCA), C2P’s SEC-Registered Investment Adviser (RIA). PCA offers planning-first, fee-based solutions and turnkey asset management support to independent advisors across the country, helping them integrate holistic financial strategies into their practices.

Further reinforcing the organization’s leadership in the industry, PCA was recently recognized by Crain’s Cleveland Business as one of the Largest Wealth Management Firms in Northeast Ohio. This separate distinction highlights the reach and impact of the organization’s RIA platform and its role in helping advisors grow successful, client-centric practices.

The culture at C2P and PCA is shaped by a belief in doing business the right way—placing the client’s best interest first while creating scalable systems that allow advisors to grow sustainably and serve with confidence.

“Being named one of the best places to work is no small feat to us. It proves that investing in our people is key to creating a setting where financial professionals can thrive personally and professionally,” said Matt Seitz, Chief Marketing Officer.

About C2P

C2P is an RIA-grounded organization comprised of several platforms, each designed to simplify holistic financial planning for advisors and the clients they serve. Driven to provide products and solutions in the best interest of every client, C2P offers education, training, resources, and tools to meet a client’s unique financial situation, along with access to an array of investment and insurance vehicles to help advisors accomplish their goals. C2P is committed to upholding fiduciary best practices and raising industry standards by offering a higher quality of financial planning services to families worldwide. For more information, visit www.C2PEnterprises.com.

About Prosperity Capital Advisors

Prosperity Capital Advisors (PCA) is a planning-first, SEC-registered investment adviser (RIA) dedicated to simplifying complex challenges for investors nationwide. Their offerings are centered around the five pillars of holistic wealth management—financial planning, asset management, tax management, protection planning, and legacy planning. PCA is committed to strategically aligning each pillar into one comprehensive, well-coordinated plan. Backed by a team of skilled professionals, including CERTIFIED FINANCIAL PLANNER™ professionals, as well as tax and insurance specialists, PCA offers personalized support and expertise through affiliated fiduciary advisors. For more information, visit www.Prosperitycapitaladvisors.com.

Methodology

Third-party rankings and recognition from rating services or publications are no guarantee of future investment success. Working with a highly rated advisor does not ensure that a client or prospective client will experience a higher level of performance or results. These ratings should not be construed as an endorsement of the advisor or by any client nor are they representative of any one client’s evaluation. Generally, ratings, rankings, and recognition are based on information prepared and submitted by the advisor. Unless otherwise noted, no fee was paid for consideration of any ranking or award.

To find and recognize the Best Places to Work, InvestmentNews invited organizations to participate by filling out an employer form, which asked companies to explain their various offerings and practices. Next, employees from nominated companies were asked to fill out an anonymous form evaluating their workplace on several metrics, including benefits, compensation, culture, employee development, and commitment to diversity and inclusion.

To be considered, each organization had to reach a minimum number of employee responses based on its overall size. Organizations that achieved an 80 percent or greater average satisfaction rating from employees were named Best Places to Work of 2025.

To be considered for Crain’s Cleveland’s annual list of the largest wealth management firms in Northeast Ohio, firms were compared using firms’ year-end assets under management (AUM) based on data provided in applications completed by the practices.

Comprehensive Practice Guide & Exclusive Toolkit for Financial Advisors Teaches How to Duplicate & Scale Business with Proven Process hit #1 New Release in Wealth Management on Amazon

Cleveland – April 22, 2025 –The Rainmaker Multiplier: How to Create a Self-Sustaining, Scalable Financial Planning Business, by Jason L Smith CEP®, BPC, a nationally recognized speaker, financial planner, author, coach, and entrepreneur, is now available for sale and was named the number one new release in the Wealth Management category on Amazon (as of April 17, 2025).

The Rainmaker Multiplier has already become an Amazon best seller in several categories—Financial Services Industry, Wealth Management, Strategy & Competition, and Business Planning & Forecasting (Books) as well as Financial Services and Business Development & Entrepreneurship (Kindle). The book was also recognized as a “Hot New Release” on its launch day for Corporate Finance, Wealth Management, Financial Services Industry (Books) and Financial Services (Kindle) among other categories.

“I am proud to have written a book that helps simplify business growth and succession planning for the financial advisors who work so hard for American families to achieve a financially secure retirement, because those advisors deserve to feel secure too,” said Smith.

Published by Greenleaf Book Group, The Rainmaker Multiplier tells the story of how Smith built his own financial advisory practice, JL Smith Holistic Wealth Management, from the ground up. The process outlined in the book is the same process that Smith used to turn a $10-per-hour intern into his firm’s top producer for the last five years, and afforded him freedom to focus exclusively on his role as a business owner. Using this template, Smith teaches advisors how they too can create a scalable, self-sustaining business built to outlast them.

“There will come a time when advisors need to step away from their firms, whether it’s for a well-deserved vacation or for retirement,” Smith said. “Too many advisors don’t have in place a succession plan or a clear advisor career path for facilitating growth at their business—or a holistic planning approach and marketing strategy to stay competitive and relevant in this industry, where evolution is constant.”

With his own career path and plan in place, Smith was able to step back from JL Smith to also grow C2P into a thriving company that helps educate, train, grow, and support holistic financial advisors so that families can achieve true prosperity. Smith also was able to focus on helping make Prosperity Capital Advisors, his planning-first RIA one of the 50 Fastest Growing RIAs in the country, as named by Financial Advisor Magazine in 2024.*

The Rainmaker Multiplier is the latest release from Smith outlining proven processes for better wealth management businesses. He previously authored The Bucket Plan: Protecting and Growing Your Assets for a Worry-Free Retirement in 2017 and updated the print edition and audiobook in 2023. The revised print edition and audiobook of “The Bucket Plan” offer strategies for strategically positioning assets to help mitigate the impact of unexpected financial risks and dangers in retirement. The first-edition print version was named to a U.S. News and World Report list of “The Best Retirement Planning Books for 2023” as well as one of “The 15 Best Books for Retirement Planning” by Entrepreneur.com.*  

Along with the book is a companion toolkit that purchasers get which provides access to.

Click here to order The Rainmaker Multiplier on Amazon.

About the Book

Memoir of an advisor, blueprint for success, The Rainmaker Multiplier is the story of how Jason L Smith built his holistic wealth management business from the ground up and how financial advisors with high-growth aspirations can do the same: create thriving, self-sustaining businesses and increase their net profitability.

The Rainmaker Multiplier Proven Process and Platform is built on four quadrants: holistic financial planning, marketing strategy, profitable business lines, and practice management. Using this platform, Smith reveals how you can achieve long-term freedom and success by creating a scalable, self-sustaining business built to outlast you. Packed with resources and tools to help you actively engage in the process and implement these strategies in your own practice, The Rainmaker Multiplier will turn great financial advisors into even greater business owners. To learn more, please visit https://c2penterprises.com/rmmbook/.

About the Author

Jason L Smith is a nationally recognized speaker, financial planner, best-selling author, coach, and entrepreneur. As a second-generation advisor, he founded his own advisory firm, JL Smith Holistic Wealth Management, in 1995 to provide clients with coordinated financial planning, tax management, asset management, protection planning, and legacy planning in one comprehensive plan. With the overarching goal of improving the lives of American families through holistic financial planning, Jason founded and serves as the CEO of Clarity 2 Prosperity and C2P, financial training, coaching, and IP development organizations that support financial advisors, as well as Prosperity Capital Advisors, a nationally recognized RIA. Jason’s Bucket Plan philosophy inspired a best-selling book and audiobook, and a process that financial advisors across the U.S. use with their clients. In 2015, Jason was recognized as one of InvestmentNews’ 40 Under 40, and has been named to Crain’s Notable Wealth Managers list. He has also been a speaker at Ed Slott Master Elite conferences, MDRT, the SHIFT conference, and other industry gatherings in addition to being cited in industry media discussing the importance of holistic financial services and advisor succession planning.

About C2P

C2P is an RIA-grounded organization comprised of several platforms, each designed to simplify holistic financial planning for advisors and the clients they serve. Driven to provide products and solutions in the best interest of every client, C2P offers education, training, resources, and tools to meet a client’s unique financial situation, along with access to an array of investment and insurance vehicles to help advisors accomplish their goals. C2P is committed to upholding fiduciary best practices and raising industry standards by offering a higher quality of financial planning services to families worldwide. For more information, visit www.C2PEnterprises.com.

*Award and Accolade Disclosures

Third-party rankings and recognition from rating services or publications are no guarantee of future investment success. Working with a highly rated advisor does not ensure that a client or prospective client will experience a higher level of performance or results. These ratings should not be construed as an endorsement of the advisor or by any client nor are they representative of any one client’s evaluation. Generally, ratings, rankings, and recognition are based on information prepared and submitted by the advisor. Unless otherwise noted, no fee was paid for consideration of any ranking or award.

FA‘s RIA survey is a ranking based on assets under management at year end of independent RIA firms that file their own ADV with the SEC. FA‘s RIA ranking orders firms from largest to smallest, based on AUM reported to us by firms that voluntarily complete and submit FA‘s survey by our deadline. We do our best to verify AUM by reviewing ADV forms. To be eligible for the ranking, firms must be independent registered investment advisors and file their own ADV statement with the SEC and provide financial planning and related services to individual clients. Firms must have at least $1 billion in assets under management as of December 31, 2023, to be included in the print edition of Financial Advisor magazine’s 2024 RIA survey. Firms with under $1 billion will be included in FA‘s expanded 2024 online RIA survey.

Media Contact:

Sarah Tremallo

C2P@jconnelly.com

Recent market events have been jarring. The S&P 500 dropped nearly 5% in a single day, and major indexes posted their worst performance since 2020.

Tariff announcements, inflation concerns and broader economic uncertainties have all contributed to this current market volatility. As financial advisors, we need effective strategies to guide clients through these turbulent times while maintaining their confidence in long-term planning. 

So, how do you deal with market volatility? 

I recently spoke with Dr. Apollo Lupescu of Dimensional Fund Advisors on “The Bucket Plan® On Demand” podcast. We uncovered three critical strategies that can help transform market turbulence into client confidence.

Let’s delve into what we discussed.

1. Proactively Communicate With and Educate Clients

The best advisors don’t wait for clients to call – they reach out first during market downturns. My business partner Jason L. Smith, founder and CEO of C2P and JL Smith Holistic Wealth Management, puts it perfectly in another The Bucket Plan On-Demand episode:

“This is what differentiates the true elite wealth managers — they’re proactive versus reactive.” 

Effective communication during volatility includes definite strategies: 

• Personal outreach. In our practice, we’ve seen tremendous success when advisors personally call their significant client relationships during volatile periods. These aren’t panic calls — they’re reassurance check-ins. 

• Educational content. Provide clients with clear explanations about market dynamics, including how tariffs work and their potential impact. When Apollo and I discussed tariffs, he explained they typically create a one-time price adjustment rather than sustained inflation. Research shows that when washing machines received a 20% tariff in 2018, about 12% of that cost passed to consumers. Producers and retailers absorbed the remainder. 

• Focus on facts, not politics. When creating client communications, remember that market perspectives often align with political viewpoints. Stay focused on fact-based analysis rather than commentary that might alienate portions of your client base. 

[Related: Acquiring Clients Through Authentic Marketing: 4-Step Growth Guide for Financial Advisors]

2. Share Historical Context To Build Market Perspective

Historical perspective is one of our most powerful tools for calming client fears. It’s important to emphasize that since 1926, only 12 calendar years have seen market losses exceeding 10%. Major 20% to 40% downturns typically result from unpredictable “Black Swan” events rather than telegraphed policy changes. 

Share these key historical insights: 

• Market efficiency and tariffs. Markets efficiently incorporate information and expectations about policy changes, including tariffs and market volatility impacts. As Apollo explained during our podcast, tariff announcements typically create short-term volatility. However, their actual economic impact is often already priced in before implementation. This explains why reactive trading based solely on headlines frequently underperforms. 

• Recovery patterns. Even significant events like the 2020 pandemic, which caused a 30% market drop, resulted in the market ending that year up 18%. This demonstrates the importance of time horizon. 

• Rolling returns. Shift client focus from day-to-day volatility to rolling 12-month returns. Over the past decade, these have averaged approximately 13%, even accounting for periods of volatility. 

Apollo emphasized that looking at longer time frames provides crucial perspective. While the market might be down a few percentage points year-to-date, it’s typically up significantly on a rolling 12-month basis. 

[Related: How Financial Advisors Can Simplify Asset Allocation for Clients] 

 3. Use The Bucket Plan Framework for Client Confidence

Using a structured, time-segmented approach like The Bucket Plan can make complex market conversations feel more manageable and reassuring.

How To Talk to Clients About Market Volatility Without Sparking Fear

Arguably, The Bucket Plan® framework is the most powerful tool in our communications arsenal during market volatility. This time-segmented approach provides a clear structure that helps clients understand why they have protection despite market fluctuations. That’s especially true if they’re worried about protecting their retirement income.

The three-bucket approach provides a trusted framework: 

• Direct security (Now Bucket). When clients express concern about covering expenses during downturns, remind them of their Now Bucket (0-2 years). It should contain enough cash to fund immediate needs, shielding them from having to sell investments during volatility. 

• Buffer zone (Soon Bucket). The Soon Bucket (3-9 years) creates a crucial time buffer of conservatively invested assets. Those allows growth investments years to recover before anyone taps them for income. 

• Long-term perspective (Later Bucket). The Later Bucket (10+ years) is designed for growth — and it expects volatility, although uncomfortable. The time horizon allows these investments to weather volatility and potentially benefit from recovery. 

Why Implement The Bucket Plan Strategy?

Smith shared his “aha moment” about The Bucket Plan strategy during the 2000-2001 market correction. Clients with properly funded Now and Soon buckets remained calm during significant volatility, while those without this structure experienced tremendous stress. 

This three-bucket retirement plan approach is so effective because it directly addresses sequence of returns risk. That risk remains one of the greatest threats to retirement security during market downturns.

By protecting retirement income in the Now and Soon buckets, clients can maintain their lifestyle while giving growth assets time to recover. This significantly reduces the psychological pressure to make emotional decisions during market volatility. 

The Bucket Plan also helps identify opportunities during volatility, including Roth conversions at lower valuations, disciplined rebalancing and tax-loss harvesting. It positions you as a proactive advisor rather than just a portfolio manager. 

[Related: Financial Planning Simplified: Designing Your Client’s Bucket Plan] 

Download our free guide on The Bucket Plan Best Interest Process. 

How C2P Supports You During Market Volatility

At C2P, we’re committed to helping you thrive in all market conditions. Whether you’re navigating current volatility or building a more resilient practice for the future, we offer comprehensive resources to support your growth: 

• The Bucket Plan Training. Master our proven time-segmented planning approach through our Bucket Plan 1.0 training program. It equips you with both the technical knowledge and client communication strategies to implement this powerful framework. 

• Timely Communication and Content. Access turnkey client emails, presentation templates and social media content. We design these specifically to educate and reassure your clients in turbulent markets. 

• Practice Management Resources. From client acquisition to team building, our systems help you develop a sustainable and scalable advisory business. 

• Holistic Planning Tools: Expand your service offerings beyond investment management with our five-pillar approach to holistic wealth management. 

Ready to build a more resilient practice? Our Bucket Plan 1.0 training program provides you with the framework, tools and communication strategies necessary to transform client conversations during volatile markets.

Schedule a consultation to learn how our comprehensive advisor solutions can transform your practice during uncertainty. 

Book a Free Call 

Podcasts: Stay Informed With Industry-Leading Insights 

Subscribe to our professional development podcasts, and stay at the forefront of industry developments. Continuous learning is essential for advisor success.

The Bucket Plan On-Demand Podcast 

Hear from industry specialists like Dr. Apollo Lupescu on investment strategies, client communication techniques and practical applications of The Bucket Plan methodology. Recent episodes cover market volatility strategies, tax-efficient planning and client confidence in uncertain times. 

Explore and Subscribe

The Rainmaker Multiplier On-Demand Podcast

Learn practice management strategies from top-performing advisors who have built successful enterprises. Topics include business scalability, team development, marketing strategies and enterprise value creation. 

Explore and Subscribe 

For Financial Professional Use Only 

The information provided in this presentation is not intended as investment advice or legal advice. The information provided is for informational and training purposes only. The information in this presentation was accurate as of the time the material was created. Tax laws and rulings can frequently change. Please discuss the client’s current situation with an accountant or tax advisor. 

Life insurance planning for women represents one of the largest untapped opportunities for financial advisors today, yet many struggle to effectively serve this growing market.

The opportunity is clear: women hold only 46% of life insurance policies compared to 57% held by men, despite the fact that women typically outlive men, earn less over their lifetimes, and are more likely to need long-term care.

For advisors committed to holistic planning, this coverage gap represents both a responsibility and an opportunity to better serve this growing demographic, especially high-net-worth women and female business owners.

Understanding how to communicate with these clients can transform your practice while providing essential protection for an underserved market.

[Related: Five Impactful Life Insurance Strategies and Insights for Financial Advisors]

Steering the Conversation

Top-performing advisors have developed effective ways to frame these conversations with female clients. Here are some approaches to consider for:

Retirement Income Planning

Many female clients express concerns about maintaining their lifestyle throughout retirement, particularly given longer life expectancies. Starting a conversation about supplemental retirement income through life insurance often resonates strongly with these concerns. For example:

“You know, many of my clients worry about having enough income throughout retirement, especially since we’re all living longer these days. Have you thought about how we might add another source of retirement income that isn’t tied to the market?”

This approach naturally leads to discussing how certain life insurance policies can:

• Provide an additional stream of income in retirement
• Offer tax advantages that other retirement accounts don’t
• Give clients flexibility to access funds if needed

[Related: Simplify the Way You Talk to Clients]

Health and Long-Term Care

Healthcare costs represent one of the biggest threats to women’s retirement security. Women outlive men by an average of five to six years and are twice as likely to need long-term care. With annual nursing home expenses exceeding $100,000, traditional retirement planning for females often falls short without proper protection strategies in place.

Opening a discussion about combining life insurance with long-term care protection can address this crucial planning need while providing additional benefits:

“One thing I’ve learned from working with clients is that healthcare costs can really impact retirement savings. In fact, I just helped a client whose mother needed nursing care, and it quickly drained her savings. Would you be interested in learning about a solution that could help protect your retirement savings while also providing life insurance benefits?”

This opens the door to discuss:

• How newer policies combine life insurance with long-term care protection
• Why it’s smart to look at these options while healthy
• How this protection helps preserve savings for intended purposes

Tax-Efficient Legacy Planning

Women often serve as the cornerstone of family financial planning, making them particularly receptive to discussions about estate planning with life insurance. Starting with tax efficiency can lead to broader conversations about legacy planning:

“Most of my clients want to make sure their hard-earned money goes to their family rather than taxes. I recently worked with someone in a similar situation, and we found a way to pass on their wealth more efficiently using life insurance. Would you like to hear how that might work for you?”

This framing leads naturally into discussing:

• Ways to transfer wealth efficiently to the next generation
• How life insurance proceeds can help cover estate taxes
• Strategies for creating an immediate legacy
• Methods to ensure fair distribution among beneficiaries
• Options for charitable giving through life insurance

[Related: Preparing for The Great Wealth Transfer: How Advisors Can Better Serve Female Clients]
 

Case Study: Long-term Care and Life Insurance for Women

Consider this scenario from a successful advisor’s practice: A 66-year-old woman had confidently entered retirement, assuming her life insurance policy would provide lifelong protection.

During a routine review, the advisor discovered her policy was set to expire in just five years. Fortunately, while still in good health, she was able to apply for a permanent policy with long-term care benefits that aligned with her estate planning goals.

Position Yourself as a Support and Resource

After discussing with your client or prospect their needs, make sure you explore policy features that align with those needs and their overall goals.

Make sure you take the time to create educational moments in every meeting, for example, sharing relevant statistics about women’s longevity, explaining how coverage fits their holistic plan and supplement retirement income, and discussing the connection between protection and legacy planning.

You want women to easily recognize your expertise is equal to your compassionate service. Some ways to go above and beyond for them is to offer to review policies held through other advisors or employers and document action items and next steps clearly so they know you are a trusted guide who won’t lose sight of their priorities.

[Related: Financial Planning Simplified: Designing Your Client’s Bucket Plan]
 

Enhance Your Practice with C2P: How Advisors Can Leverage Life Insurance to Support Women’s Financial Goals

At C2P, we understand that serving female clients effectively requires both expertise and the right resources. Our comprehensive support helps advisors:

• Deepen their understanding of women’s unique financial challenges
• Access educational content for client conversations
• Stay current with evolving planning strategies
• Build confidence in protection planning discussions

The opportunity to better serve women through comprehensive life insurance planning has never been greater. Advisors who adapt their approach now will be best positioned to grow their practices and serve this valuable market.

Want to better serve female clients and scale your practice? Book a free strategy call today to learn powerful techniques that leading advisors use!

Expand My Practice - Book a Call

Stay Informed with C2P Resources

Continue your professional development by subscribing to our industry-leading podcasts:

• The Bucket Plan® On Demand
• The Rainmaker Multiplier On Demand

For Financial Professional Use Only

The information provided in this presentation is not intended as investment advice or legal advice. The information provided is for informational and training purposes only. The information in this presentation was accurate as of the time the material was created. Tax laws and rulings can frequently change. Please discuss the client’s current situation with an accountant or tax advisor.

Award highlights Seitz’s leadership in digital marketing, brand strategy, and content-driven growth in financial services

Cleveland, Ohio – February 19, 2025 – C2P, an RIA-grounded organization whose core purpose is to educate, train, grow, and support holistic financial advisors so families can achieve true prosperity, proudly announces that Matt Seitz, CMO and Partner, has been named to the Financial Narrative 50 (FN50) List. Now in its second year, the Financial Narrative 50 (FN50) honors the most interesting, innovative, and influential financial marketing and communications professionals shaping the industry today.

Matt’s recognition on this year’s FN50 list underscores his ability to lead with data-driven strategies and digital innovation. As CMO of both C2P and JL Smith Holistic Wealth Management, Seitz has successfully navigated the unique challenge of managing marketing and business development across two organizations.

“All of us at C2P are incredibly proud of Matt for this well-deserved recognition. His leadership and work reflect C2P’s commitment to helping advisors scale their business and, in turn, help more clients achieve financial freedom” said Jason L Smith, Founder and CEO of C2P and JL Smith, “Matt’s ability to bridge marketing and sales through data-driven strategies, alongside his leadership in content and multichannel marketing, digital presence, lead nurturing, as well as brand awareness and positioning has not only strengthened our firm but also set new industry standards.”

The FN50 list is curated by the Financial Narrative team and board, recognizing professionals who have demonstrated excellence in marketing and communications across the financial services sector. Honorees are selected based on their achievements in the past year and their ongoing contributions to the industry.

“It’s an honor to be recognized by FN50 among the top marketing professionals in financial services,” said Seitz. “This award reflects the power of data-driven storytelling, end-to-end process innovation and optimization, and multichannel marketing, all with the end goal of scaling advisors’ practices and improving their clients’ lives. These are principles and practices that drive everything we do at C2P.”

Under Matt’s leadership, JL Smith Holistic Wealth management achieved a 40% average annual growth from 2020 through 2024 in new advisory and annuity assets and expanded the firm’s geographic footprint. In addition to overseeing marketing efforts at both firms, Matt spearheaded the creation of a new in-house agency at C2P for financial advisors. Matt’s path has led to his forthcoming debut as an author of a book centered on the integration of sales and marketing in the financial industry and a deeply personal journey that taught him the power of a positive mindset — in and outside the office.

“The more advisors we can help, the more people they can help,” said Seitz. “This is at the heart of everything we do. Our goal is to take the processes and strategies that worked so well at JL Smith and bring them over to C2P to create scalable solutions for advisors. We’ve built something at C2P that focuses on the numbers, processes, and results. Knowing your numbers and having a clear strategy in place allows firms to track their progress and grow sustainably.”

About Matt Seitz

As the CMO of C2P, JL Smith Holistic Wealth Management, and Prosperity Capital Advisors, Matt Seitz oversees marketing and business development, driving growth and streamlining funnels to enhance brand identity and lead generation. A thought leader and 2023 ThinkAdvisor LUMINARIES finalist for CMO of the Year, Matt has appeared in various industry media and has his own course on the American College Knowledge Hub+. Matt’s leadership success at JL Smith laid the groundwork for building an in-house marketing agency at C2P for financial advisory firms boost their own reach. Through his rugged personal health journey, Matt has discovered the power of positive mindset which fueled his mission to help advisors maximize growth through sales and marketing, strategic planning, laughter, and more — all things that are covered in his forthcoming first book.

About C2P 

C2P is an RIA-grounded organization supported by investment, insurance, and training & coaching platforms; each designed to simplify holistic financial planning for advisors and the clients they serve. Driven to provide products and solutions in the best interest of every client, C2P offers education, training, resources, and tools to meet a client’s unique financial situation, along with access to an array of investment and insurance vehicles to help advisors accomplish their goals. C2P is committed to upholding fiduciary best practices and raising industry standards by offering a higher quality of financial planning services to families worldwide. For more information, visit C2P’s website!

Media Contact:

Sarah Tremallo

C2P@jconnelly.com

Let’s talk about how client acquisition has evolved in our industry. These days, prospects do their homework before reaching out to an advisor. They’re looking online, checking reviews, and seeking evidence that we understand their unique needs – not just their portfolios.

Recent episodes of C2P’s The Rainmaker Multiplier podcast highlight an interesting trend: while technical expertise matters, advisors who demonstrate genuine understanding of their clients are seeing remarkable practice growth.

In this guide, we’ll explore how showcasing your authenticity can become one of your most powerful marketing advantages and growth drivers.

[Related: How Financial Advisors Can Attract and Retain High-Net-Worth Clients in 8 Steps]

Why Authenticity Matters for Practice Growth

Here’s a perspective that might resonate with your own experience. After wrapping up a successful 38-year corporate career, Jeannette Bajalia sat down with five different advisors to plan her retirement. Despite specifically requesting a holistic life plan, each advisor defaulted to the same playbook – presenting nearly identical investment portfolios without exploring her unique situation and goals.

“They didn’t hear what I was asking for. They were selling me investments when I was looking for a financial plan. I felt, as a woman, they didn’t hear what I was asking for. All they wanted to do was grab my money.”

Bajalia shares in an episode of The Rainmaker Multiplier On-Demand podcast.

This disconnect reveals a significant opportunity in our industry. When we prioritize understanding over immediate asset gathering, we build the kind of trust that naturally accelerates practice growth. Just ask any successful advisor – genuine client relationships consistently drive both retention and qualified referrals.

Book a Complimentary Call

How to Build an Authentic, Successful Brand

Let’s explore how authenticity can be a strategic differentiator and how to establish it:

1. Know Your True Target Market

Here’s something we often overlook: surface-level demographics aren’t enough to drive real practice growth. When Bajalia launched her women-focused practice, she invested in professional market research to understand how women really viewed financial advisors and their relationship with money.

“I had to turn off my mental model. I thought I knew what it looked like. But when we collected all the data, they dispelled all of my preconceived ideas.”

Consider setting aside what you think you know about your target market. A research-driven approach often uncovers surprising insights that can transform your entire business strategy and enhance client acquisition efforts.

[Related: Best Marketing Strategies and Practices for Financial Advisors]

2. Connect Through Shared Values

Want to see an authentic approach in action? Take Darrin McComas of Evergreen Wealth Advisors. When he participated in the Hood to Coast relay race supporting cancer research, it wasn’t about marketing, it was about supporting a cause that touched friends and family.

“It wasn’t to draw attention to ourselves. It was really to draw attention to the cause.”

McComas notes.

Yet this genuine involvement naturally led to meaningful client conversations and deeper relationships. That’s the power of letting your authentic interests guide your community engagement.

[Related: Innovative Client Appreciation and Prospecting Events for Financial Advisors]

3. Develop Your Multi-Channel Strategy

Alanah Phillips, founder of Advisor Launch Lab and Break Up with Your Broker Dealer, offers an interesting framework for content that actually resonates with prospects. The key? As she shared with us in an episode of The Rainmaker Multiplier podcast, success requires hitting at least two of these three key marks: educational value, aspirational impact, and engaging delivery.

Your platform selection can significantly impact client acquisition success. Here’s what we’re seeing in the data:

• LinkedIn: Ideal for connecting with professionals and business owners seeking sophisticated guidance
• Instagram: Perfect for reaching millennial investors building long-term wealth
• Facebook groups: Excellent for engaging household financial decision-makers

Here’s an opportunity worth noting: LinkedIn currently offers enhanced visibility for advisors who execute thoughtfully, given the relatively low number of content creators compared to users.

[Related: Transitioning From a Broker-Dealer to an RIA: What Advisors Should Know]
 

4. Track What Matters

Let’s talk about measuring impact. Focus on indicators that actually drive growth:

• Social media engagement that shows content resonance
• Response patterns revealing what prospects care about
• Feedback themes highlighting service opportunities
• Community involvement results demonstrating market presence

Regular analysis helps refine your approach while uncovering new growth opportunities. Think of these metrics as your compass for strategic decision-making.

Putting It All Together: Your Implementation Framework

Ready to take action? Start with these field-tested steps:

1. Share your expertise through targeted content that speaks to your ideal clients
2. Get involved in activities outside your firm that naturally align with your interests
3. Document your involvement in ways that showcase thought leadership
4. Focus on education that organically drives client acquisition

As Bajalia puts it:

“I don’t differentiate myself with brilliance, with accolades, with all these credentials. I just say, if you want someone who cares more about you and your goals than your money, you want to talk to me. It’s a simple message.”

These strategic steps, when implemented consistently, create a foundation for authentic growth that differentiates your practice in meaningful ways.

Accelerate Your Growth with C2P

Building a distinctive practice takes expertise, strategy, and the right resources. That’s where C2P’s in-house marketing agency comes in. We provide:

• Strategic brand development that aligns with your growth goals
• Multi-channel content creation that drives qualified leads
• Community engagement planning that deepens market presence
• Performance measurement that helps ensure ROI optimization

We help showcase what makes you unique while maintaining compliance standards, providing proven tools to help attract and retain your ideal clients.

Ready to transform genuine client relationships into sustainable growth? Let’s explore how C2P can help elevate your practice while maintaining your authentic approach. Your commitment to client service deserves a strategic framework that maximizes impact.

[Related: Staying Sharp to Stay Ahead: Why Continuous Learning is Crucial as a Financial Advisor]

Book a Call
The insights and examples in this article come from C2P’s Rainmaker Multiplier podcast, featuring conversations with leading financial professionals about practice growth and development. Subscribe wherever you get your podcasts for more valuable insights.

Learn More from Industry Leaders

Stay up to date with the latest financial planning strategies by subscribing to our podcasts at C2P:

• The Bucket Plan® On Demand
• The Rainmaker Multiplier On Demand

For Financial Professional Use Only

The information provided in this presentation is not intended as investment advice or legal advice. The information provided is for informational and training purposes only. The information in this presentation was accurate as of the time the material was created. Tax laws and rulings can frequently change. Please discuss the client’s current situation with an accountant or tax advisor.