About the Episode:
What’s really going on in a client’s mind when they’re making a financial decision and are you asking the right questions to find out? In this episode, host Dave Alison, founder of Alison Wealth Management and Partner and Co-President at C2P and Prosperity Capital Advisors, sits down with Carlos Garcia, founder of Exceed Sales, to explore what it takes to reach and sustain ultra-high performance as a financial advisor.
Carlos draws on over 15 years of experience coaching financial and accounting professionals to break down three defining traits of ultra-high performers: the ability to translate complex technical knowledge into language clients can act on, a commitment to staying deeply curious rather than jumping to solutions, and a process-driven approach to preparation that leaves nothing to chance.
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About the Host:
Dave Alison is an accomplished financial planner and business leader committed to helping advisors expand their reach and improve the quality of their service to clients. In addition to being the Co-President and a Founding Partner of C2P and the Founder and CEO of Alison Wealth Management — his own financial services firm — he is also the Co-President and Founding Partner of Prosperity Capital Advisors, an acclaimed planning-first RIA. Dave leverages his expertise in all things financial planning, particularly taxes and solutions for high-net-worth clients, to educate financial professionals on best practices and ways to raise the bar in their own practices.
About the Guest:
Carlos M. Garcia is a sales communication strategist, Exactly What to Say® Certified Guide, and founder of Exceed Sales, where he helps high-performing professionals elevate how they communicate, influence, and build trust in high-stakes client conversations. With over 15 years of experience inside a leading financial institution, Carlos led and developed top-performing financial professionals through complex client decisions, market uncertainty, and relationship-driven growth. That experience shaped his expertise in sales psychology, decision-making, and the language that drives action.
He is also the co-founder of REFRAME, an annual conference and community dedicated to helping accounting professionals rebrand themselves as trusted advisors in a rapidly evolving profession. Today, Carlos works with financial advisors and professional service providers to refine the words, questions, and frameworks that turn expertise into influence, helping them position themselves as trusted advisors, navigate sophisticated client conversations, and confidently lead high-value decisions. His work centers on one core belief: When you learn Exactly What to Say, when to say it and how to make it count, you will get better results in life and business.