In this episode, host Belle Osvath, CFP®, interviews Tim Maurer, CFP®, Registered Life Planner and Chief Advisory Officer at Signature FD. Tim shares his expertise on the often-dreaded topic of sales in financial planning, offering insight into how financial professionals can approach business development in a way that aligns with their fiduciary responsibility.

Tim discusses how the sales process can feel at odds with the advisory profession's core values and the challenge of reconciling the two. He also delves into his work with advisors to help them integrate business development into their professional and personal identity. Tim introduces the idea of using generosity and relationship-building to enhance sales, emphasizing that true fiduciaries can build successful practices without sacrificing their values.

Additionally, Tim talks about the skills necessary to "win the work" and highlights an innovative approach to relationship management, focusing on genuine connections rather than traditional sales techniques. If you've ever felt conflicted about business development in your advisory role, this episode will provide valuable perspectives and actionable insights.

You can connect with Tim on LinkedIn or visit his website at TimMaurer.com for more.

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The Smarter Planner podcast is produced by the Financial Planning Association National Capital Area Chapter (FPA NCA) for educational purposes. Belle Osvath and FPA NCA do not endorse specific individuals or services discussed in this podcast.

In this episode host Belle Osvath, CFP® interviews Matt Gelfand, PhD, CFA, CFP®, Managing Director and Global Strategist at Princeton Global. Matt brings deep insight into the age-old debate of active vs. passive investing.

Matt shares how his academic background in economics initially led him to embrace the efficient market hypothesis, but his decades of real-world experience changed his view. He explains why active investing still has an important place, particularly in volatile markets, and outlines the logical and behavioral arguments supporting the idea that markets aren't always efficient.

From market inefficiencies created by human behavior to the critical role of active managers in making markets efficient, Matt unpacks why active management may outperform in certain circumstances.

The discussion also covers broader market forces, the impact of policy uncertainty, and how behavioral finance adds another layer of opportunity for active investors..

This episode is packed with thought-provoking insights for financial planners looking to deepen their understanding of market dynamics and investment strategy. You can connect with Matt on LinkedIn or visit PrincetonGlobal.com for more.

LinkedIn https://www.linkedin.com/in/matthewgelfand/

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The Smarter Planner podcast is produced by the Financial Planning Association National Capital Area Chapter (FPA NCA) for educational purposes. Belle Osvath and FPA NCA do not endorse specific individuals or services discussed in this podcast.

In this episode, host Belle Osvath, CFP®, connects with Dr. Mary Bell Carlson, financial behavior expert and founder of the Financial Behavior Keynote Group. Dr. Carlson shares how financial advisors can deepen relationships and demonstrate value through thoughtful, engaging client events.

She emphasizes that the “why” behind client events is crucial—offering more than just advice, these experiences build emotional connections, help reach resistant spouses or heirs, and allow outside speakers to reframe financial conversations in impactful ways.

With humor, warmth, and practical insight, Dr. Carlson underscores that the psychology of money is no longer optional—it’s a vital part of the advisor-client relationship, especially in an era where AI and automation are redefining value. Her message: enhancing emotional intelligence is the next frontier for financial professionals.

Learn more at https://keynote.financial

Connect with Dr. Mary Bell Carlson on LinkedIn

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The Smarter Planner Podcast is a product of the Financial Planning Association National Capital Area Chapter (FPA NCA). All information is for educational and informational purposes only. Belle Osvath and the FPA NCA do not endorse or recommend any people, products, or services featured or discussed in this podcast.

In this episode, host Belle Osvath, CFP®, interviews Victor Hagani, founder of Elm Wealth, about his groundbreaking research into the "overnight drift" in stock markets. Victor, a seasoned finance expert, explains how a significant portion of the stock market's returns occurs during off-hours when markets are closed, despite the higher volatility typically seen during the day. This fascinating insight into overnight trading patterns is informative for investors and financial planners. Their discussion topics include:

• Overnight Drift in Stock Markets: Victor reveals how after-hours trading primarily drives market returns, shedding light on the little-known phenomenon of overnight drift.

• Day Trading Influence on Overnight Drift: Learn how day traders contribute to the overnight drift and discover which stocks are most affected by this market behavior.

• Dynamic vs. Static Asset Allocation: Victor explains why asset allocation decisions should be active and based on expected returns and risk, rather than a passive, one-size-fits-all approach.

• Elm Wealth's ETF and Dynamic Asset Allocation: Victor shares insights into Elm Wealth's unique ETF, which uses dynamic asset allocation strategies to optimize returns and adjust exposure based on market conditions.

Resources Mentioned:

Elm Wealth: Visit Elm Wealth

Elm ETF: ELM

LinkedIn: Connect with Victor Hagani

Victor's articles on the overnight drift:

• https://elmwealth.com/night-moves-overnight-drift/

• https://elmwealth.com/night-shift/

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The Smarter Planner Podcast is a product of the Financial Planning Association National Capital Area Chapter (FPA NCA). All information is for educational and informational purposes only. Belle Osvath and the FPA NCA do not endorse or recommend any people, products, or services featured or discussed in this podcast.

In this episode, host Belle Osvath CFP® talks with David Peters, CFP®, CPA. They discuss the latest tax updates and what they mean for financial advisors. David covers:

1. IRS Updates: How the recent cut of 6,000 employees may affect processing times, refunds, and overall IRS operations.
   
   

2. Beneficial Ownership Information (BOI) Reporting: What the Corporate Transparency Act requires and the ongoing debates around privacy concerns. David also discusses the penalties for non-compliance and the latest updates on reporting deadlines.
   
   

3. Upcoming Tax Legislation: Expected changes in tax laws in 2025, including green energy credits, state and local tax deductions, and modifications to education and car loan interest credits.
   
   

4. Required Minimum Distributions (RMDs): Clarification on recent IRS notices and upcoming guidance on RMDs for surviving spouses.

David Peters Professional Education: petersprofessionaleducation.com

LinkedIn: David Peters

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The Smarter Planner Podcast is a product of the Financial Planning Association National Capital Area Chapter (FPA NCA). All information is for educational and informational purposes only. Belle Osvath and the FPA NCA do not endorse or recommend any people, products, or services featured or discussed in this podcast.

In this episode, host Belle Osvath, CFP®, speaks with Erin Botsford, CFP®, who shares valuable insights into how financial advisors can build more sustainable and lucrative practices. Erin discusses:

The role of a financial director vs. a planner: How being a concierge for your client's financial needs can set you apart and create lasting, generational relationships.

Why charging financial planning fees is essential: How Erin transitioned from offering free services to charging substantial planning fees and why it's crucial for high-net-worth clients.

The power of identifying risk: Focusing on risk management and pointing out potential vulnerabilities, like underinsurance or asset protection issues, helps advisors attract and retain clients.

· Erin Botsford Website: erinbotsford.com

· LinkedIn: Erin Botsford

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The Smarter Planner Podcast is a product of the Financial Planning Association National Capital Area Chapter (FPA NCA). All information is for educational and informational purposes only. Belle Osvath and the FPA NCA do not endorse or recommend any people, products, or services featured or discussed in this podcast.

In this episode, host Belle Osvath, CFP®, interviews Jeremiah Baker, author of Confessions of a Hacker, about the evolving landscape of cybersecurity threats. With 17 years in the field, Jeremiah has worked with major casinos, banks, corporations, hospitals, and software firms worldwide to identify and mitigate security vulnerabilities.

Jeremiah highlights that many cyber threats remain consistent over time, but new risks have emerged with advancements in AI and automation. He discusses how AI-powered scams, phishing, ransomware, and fund transfer fraud continue impacting businesses and individuals. Notably, AI is used to clone voices, manipulate video calls, and automate attacks, making fraudsters more effective than ever.

One key takeaway is that cybersecurity is not just about large organizations. Everyone is a target, including financial planners, who must protect their security, firm data, and clients' sensitive information. Jeremiah shares practical, low-cost (and no-cost) measures to defend against these threats, including multi-factor authentication, strong password management, and robust backup systems.

He also recounts real-world cases of fraudulent wire transfers, ransomware extortion, and deep fake impersonation, emphasizing the need for constant vigilance and a zero-trust mindset in today's digital world.

For more insights, connect with Jeremiah Baker on LinkedIn

linkedin.com/in/jeremiahbaker

or check out his book, Confessions of a Hacker, which will soon be updated.

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The Smarter Planner Podcast is a product of the Financial Planning Association National Capital Area Chapter (FPA NCA). All information is for educational and informational purposes only. Belle Osvath and the FPA NCA do not endorse or recommend any people, products, or services featured or discussed in this podcast.

In this episode, host Belle Osvath, CFP®, interviews Stevyn Guinnip, founder, and CEO of Grow Wellthy, a health and wellness consulting firm that works with financial advisors to improve their well-being. As the daughter of a financial advisor, Stevyn witnessed firsthand how the industry's pressures can negatively impact health. Her firm bridges the gap between financial success and personal well-being, helping advisors and their clients invest in their health just as they do their wealth.

Stevyn explains how financial advisors often neglect their health due to their competitive, high-achieving personalities and the relentless demands of building a business. She emphasizes the connection between health and long-term financial security, noting that chronic stress and poor health can undermine even the best financial plans. By incorporating simple, sustainable wellness practices into daily routines, advisors can protect their health without sacrificing career success.

Connect with Stevyn:

• https://www.linkedin.com/in/stevyn-guinnip/
• growwellthy.com

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The Smarter Planner podcast is produced by the Financial Planning Association National Capital Area Chapter (FPA NCA) for educational purposes. Belle Osvath and FPA NCA do not endorse any individuals or services mentioned.