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Articles by David Leo
God Hates a Coward (2026)
The release date for God Hates a Coward on streaming services has not been announced yet. Weâll keep you updated with the release date and streaming information as soon as it is available.
Making Clients Matter: How Mercurio’s Principles Can Help Your Advisory Practice
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives. This article is inspired by Zach Mercurio’s 2025 book, “The Power of Mattering: How Leaders Can Create a Culture of Significance.” The book explains how leaders can foster a more effective team by making sure the members feel valuable.
Can You Prove You're Better? Understanding ‘The 80/20 Manifesto’
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives. Here is a question we ask financial advisors at the beginning of every coaching engagement: Can you prove, right now, with data, that you are better than the bottom 80% of your peers? Most advisors say yes. Very few can actually demonstrate it.
An Advisor’s $400,000 Problem
Practice Management Many advisors don’t realize how much money they are losing on low-value activities. Use these 10 strategies to reclaim your time, increase revenue and build a high-performing advisory practice. By David I. Leo | May 29, 2026 Linkedin X Facebook Email VK Illustration by Arfa Khan for Unsplash+ David Leo Here is a number that should stop you cold: 40.
Systematic Approach To Hiring, Onboarding, and Leading Advisor Teams
Here's where the rubber meets the road: actually building your team. We've coached dozens of advisors through this process, and here's what we've learned from years of practice management work, having a great plan means nothing without disciplined execution. Let's talk about doing this systematically rather than hoping good people work well together. Most advisors begin team building backwards: they realize they're overwhelmed and immediately start recruiting.
Learning Before Selling: Build Knowledge & Relationships via Research
The question haunts every new financial advisor: "How do I build a client base when I lack the experience clients are looking for?" It's a paradox that contributes to the sobering reality that 72–90% of new advisors fail within their first three years. But what if I told you there's a way to simultaneously build your knowledge, establish genuine relationships, and position yourself for future business — all without ever making a sales pitch?
Navigating Success: Essential Strategies for New Financial Advisors
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives. In today's rapidly evolving financial landscape, new and young financial advisors face both tremendous opportunities and significant challenges. With an aging advisor population, technological transformation, and trillions of dollars in wealth transferring between generations, there's never been a more dynamic time to enter the profession.
Navigating Success: Essential Strategies for New Financial Advisors
VettaFi Advisor Perspectives New financial advisors can navigate early-career challenges by focusing on essential education, technical and soft skills, as well as client acquisition strategies and work-life balance. CFP® certification is emphasized as the standard in the profession, with research showing CFP® professionals typically earn more and advance faster than non-certified advisors. VettaFi Advisor Perspectives David Leo September 10, 2025
The Financial Advisory Industry's Training Crisis: A New Path Forward
Editor’s note: David Leo is a longtime columnist with Rethinking65. To read more of his articles, click here. After four decades in the financial services industry, I’ve witnessed firsthand one of our profession’s most persistent and troubling challenges: the staggering failure rate of new financial advisors. It’s a crisis that’s been brewing for years, and frankly, it’s one we can no longer afford to ignore.
Why New Advisors Struggle - and How to Overcome It
The wealth management industry faces a critical talent shortage as advisor retirements outpace new entrants to the profession. McKinsey forecasts a shortage of approximately 100,000 advisors by 2034, (assuming current productivity levels). It would appear that new and young advisors have an opportunity to fill that gap. Yet according to Cerulli Associates, around 72% of rookie advisors fail. Why, and what can be done to increase the chances of them building a successful advisory career?
The Gift with the Most Valuable Return
Editor’s note: David Leo is a longtime columnist with Rethinking65. Read more of his articles here. There’s something profound about reconnecting with someone you haven’t seen in decades and discovering that the essence of what drew you together remains unchanged. My recent reunion with friends after 58 years apart revealed not just the joy of rediscovering old connections, but also illuminated an important truth: Our friendships are among life’s most valuable treasures, especially as we age.
8 Signs You Could Benefit from Practice Management Coaching
If you as a Financial Advisor are dealing with one or more of the signals shown below, you may be a prime candidate for coaching services. If you have said them aloud to others, or in your own mind, you may be dissatisfied with your current practice efficiency or growth trajectory. 1. Plateaued growth - Your client acquisition or AUM has stagnated for 6+ months despite market growth 2.
Personalization Is a Big Value-Add Only if Clients Notice
Editor’s note: David Leo is a longtime columnist with Rethinking65. To read more of his articles, click here. Personalization or one-to-one marketing is commonly used by financial advisory firms as a way to boost client satisfaction, retention and referrals. But many advisors don’t emphasize that they are doing this and therefore their clients often don’t recognize this value they are receiving.
How to Meet Rich Clients on Their Needs ‘Turf’
Editor’s note: David Leo is a longtime columnist with Rethinking65. Read more of his articles here. “Most successful people are just an anxiety disorder harnessed for productivity.” – Andrew Wilkinson. Since writing the article “Use Maslow to Help Clients Reach the Top of the Pyramid” for Rethinking65, a question came up about how to identify clients by their needs and personality traits in order to better meet them on their turf.
MS15-018 Microsoft Internet Explorer 10 and 11 Cross-Domain JavaScript Injection
## # This module requires Metasploit: https://metasploit.com/download # Current source: https://github.com/rapid7/metasploit-framework ## class MetasploitModule < Msf::Auxiliary include Msf::Exploit::Remote::HttpServer def initialize(info={}) super(update_info(info, 'Name' => "MS15-018 Microsoft Internet Explorer 10 and 11 Cross-Domain JavaScript Injection", 'Description' => %q{ This module exploits a universal cross-site scripting (UXSS) vulnerability found in Internet Explorer 10 and 11.
Are Bucket Lists Overrated?
Editor’s note: David Leo is a longtime columnist with Rethinking65. Read more of his articles here. In his book “30 Lessons for Living: Tried and True Advice from the Wisest Americans,” author Karl Pillemer suggests that his “experts” — the more than 1,000 individuals ages 70 to 100 whom he interviewed — provide excellent advice for all of us to live by.
Who is Janine Tate? How Did She Choose Her Way in Profession?
Janine Tate is a professional lawyer based in the United States. She is a Tate family member, and hence the sister of Tristan and Andrew Tate. While Tristan and Andrew have built reputations for themselves, with Andrew standing out as a former professional kickboxer turned online sensation, Janine has taken a different way. Unlike her brothers, who are frequently in the spotlight and active on social media, Janine prefers a more hidden existence.
Saint Leo star Palmer excelling in 2nd lacrosse season
ST. LEO, Fla. – For lacrosse sophmore Greg Palmer, awards come second behind strong team play and victory on the field. After a strong first season for the Saint Leo Lions which saw him win the program’s first ever Freshman of the Year Award, the Canadian wants to remain at his best and help his team win every game. Despite the personal glory, the goal is unchanged.
South Florida slugger is leading the way
TAMPA, Fla.- Batting leadoff is all about finding the balance between being aggressive and passive. In sophomore Alexa Galligani, the University of South Florida’s Bulls softball team has found one of the best in the division at towing the line between the two. During her freshman season in 2023, Galligani struggled adjusting to the college game, batting .197 with a .561 OPS in 36 appearances for the Bulls.
Orioles pitching prospect finds fire competing against himself
SARASOTA, Fla.- Barahona, Santo Domingo, Sarasota, and Delmarva could make most people seem well traveled. For Luis De Leon it’s just the start of a dream. After being scouted and signed by the Baltimore Orioles as an 18-year-old out of the Dominican Republic, the left-handed pitcher has had to make adjustments at every level he has played in so far. De Leon is competing not only for a spot in the Orioles farm system and against opposition. He’s also competing with himself.
A Better Way to Seek Client Introductions
Time and time again, we hear that the best way to get client introductions is to ask for referrals from existing clients, friend and family. It sounds easy enough. But the truth is, advisors often struggle with this. You may be one of them. Many advisors and their clients fear providing or seeking introductions to prospective clients.
It’s 2035: What Does Your Firm Look Like?
Your opportunities as a financial advisor are infinite, but your time is finite. How will you invest your time in your practice in the years ahead and how will your organization change in the next five to 10 years?
Should You Buy This Book of Business?
If you were told another financial advisor’s book of business is available for purchase and produces almost $1 million in annual revenues, what would your first impressions be and what additional questions would you have? Let’s say you were also told the book has 309 clients, $161.4 million in assets under management (AUM) and $929,665 in trailing 12-month revenues (T12).
Striking a Balance: Working In and On Your Business
Did you accomplish what you set out to do today? Or this week? How many days have you gone home exhausted and said, “I have no idea what I did today”? Are you always getting sucked down rabbit holes and having difficulties juggling multiple hats in your advisory practice? William Penn said, “Time is what we want most, but what we use worst.” Is that true for you?
Managing Challenging Prospects and Clients: 3 Examples
All of us have heard most of the objections clients and prospects have when deciding whether or not to work with us or continue to work with us. The top objections include: I already have an advisor, I am not interested, I don’t have a need, I want to think about it, it costs too much, I have to talk it over with my spouse, and get back to me in three (or six, 12, etc.) months.
Differentiation: A Necessary Effort?
As an individual, you are one in a million, hopefully at least to your mom and your children. However, do you really need to be one in a million as a financial advisor?
How Strong Are Your Client Relationships?
There are many ways to answer the question, “How strong are your relationships with your clients,” including using formal surveys. I recently read an article that discussed a score derived from client responses to a set of survey questions regarding client experiences, attitudes and other factors used to predicts things such as client satisfaction, retention and client referrals. I’m reasonably sure you would get valuable results from the methodology.
Why Millennial Marketing is Vital and How To Shape It
To me, it’s apparent that FAs need to establish relationships with millennials before they reach the age of 35. Although many wealthy clients want to leave an inheritance to their children, only 25% strongly agree that their children are prepared to inherit the family fortune. In addition, while most wealthy clients say their family would benefit from establishing a set of principles to guide the purpose of their wealth, only 10% have done so.
Delivering Experiences to Clients: What Does and Doesn’t Work?
The “experience economy” has become a very popular term although Starbucks, Ritz-Carlton, BMW and Disney have been selling experiences rather than products and services, for decades. So did many organizations before that (Anyone else remember Pan Am?). But the business world is now abuzz about experiences. The financial services industry is even starting to look at the client-review meeting as an experience, instead of as a service.
Tips and Tricks to Get Back to Sleep After Waking Up at Night
Do you ever have nights where you toss and turn and eventually find yourself wide awake in the middle of the night? Everyone has experienced this inconvenient roadblock when trying to get a good night’s rest. Though it may seem impossible to dose off after waking up, many tips and tricks can help jumpstart your journey back into slumber. To know about the information to get your lovely goodnight’s sleep back, visit medambien.com.
The Benefits of a Perfect Pillow: Choosing the Right Pillow for You
Choosing the perfect pillow is one of the most important decisions in finding a good night’s sleep. Whether supporting your head, neck, and shoulders or enabling proper bodily alignment, an appropriate pillow ensures comfortable rest and healthy posture. But with many options on the market today, how do you know which type of pillow best suits your needs?
8 Ways Clients Can Help You Serve Them Better
Most of the material for clients about selecting a financial advisor focuses on what you, the advisor, should bring to the table so you can deliver what they signed up for. Clients expect and should get an honest, knowledgeable, educated individual with excellent integrity.
David Leo deja de aparecer definitivamente en 'El cazador' por decisión de TVE Original
El concurso El Cazador ha prescindido ya definitivamente del malagueño David Leo, ganador del bote de Pasapalabra en su etapa de Telecinco, y que aparecía en el programa de La 1 como El Estudiante, retando a los participantes.
A Smarter Way to ‘Wow’ Clients
ColumnistsHighlightsReal EstateToolbox Wowing clients isn’t about the gifts you give clients but how you give of yourself, says our columnist. “Only if we understand will we care. Only if we care, will we help. Only if we help shall all be saved.” — Dr. Jane Goodall For many years there has been a great controversy over whether or not special services, gifts, and small and large acts of kindness truly impact client retention or not.
What is a ‘Perfect’ Financial Advisor?
Legendary football coach Vince Lombardi said, “Perfection is not attainable, but if we chase perfection, we can catch excellence.” While this quote may not suffice for perfectionists, it is worth remembering. It’s something I think about when considering which attributes define a perfect financial advisor. One way to start a definition is to ask an “unbiased” source. I used ChatGPT, an artificial-intelligence chatbot.
Former Engineer Focuses Advisory Practice on Tech Professionals
I enjoy speaking to financial advisors because that’s a key to my learning, even with well over a quarter century in the industry. More importantly, I meet financial advisors who are terrific, caring people who truly put an effort forward in their desire to help and serve others. Such was the case in my interview with Mike Zung of Java Wealth. Mike, a 40-something advisor with CFP credentials, spent almost two decades in information technology as a software engineer, architect and director.
Practice-Management Tips To Elevate Value
We have been told many times to develop a unique selling or value proposition to distinguish ourselves from our competition. With about 300,000 financial advisors in the U.S., it is difficult, if not impossible, to be able to say you are “unique” using the definition of unique as being “the only one of its kind” or “unlike anything else.” Think about this: No two zebras have the same stripe pattern, yet they all look the same. An approach I prefer is to just focus on your value.
Clients Aren’t Receiving the Services They Expect
Advisors are sometimes overwhelmed that they don’t have the expertise to handle all the needs of all of their clients. This can be particularly true for newer advisors and those working with clients undergoing major life changes including gray divorce, a major health crisis, or a messy lawsuit that threatens their financial wellbeing. Clients often feel that disconnect too.
Planning for Four Thousand Weeks
I recently read the book “Four Thousand Weeks” by Oliver Burkeman. The subtitle, “Time Management for Mortals” caught my eye. I wanted more ideas about time management and assumed — a dangerous thing to do — that’s what I’d find here. I didn’t think about the word “mortal” — a bigger mistake! Be prepared for the perspectives this book puts on your “finitude,” i.e., the finiteness of your life.
Hay is for Horses: How To (and Not To) Talk to Senior Clients
Photo by unsplash/mathiasprreding David Leo As a youth, when we wanted to get someone’s attention, we might have yelled “Hey!” When my folks first heard me do that, they said, “Hay is for horses” because it’s impolite to try and get attention by yelling “Hey!” Nowadays, so many emails, voicemails, video mails, etc. begin with, “Hey, Dave (or your name)!” My first reaction is, as you might expect, hay is for horses.
Six Ways to Build a Prospect Pipeline
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives. One of the biggest issues limiting financial advisor’s business development efforts is a lack of time to press for new business. Sometimes it’s a lack of an effective focus. New business development is not easy. For example, in 2017, Merrill Lynch attracted only about 7,000 net new households, with the average broker opening fewer than one account on a net basis.
Use Maslow To Help Clients Reach the Top of the Pyramid
Photo by unsplash/@lazycreekimages David Leo “There comes a time in your life when you walk away from all the drama and people who create it. You surround yourself with people who make you laugh. Forget the bad and focus on the good. Love the people who treat you right, pray for the ones who do not. Life is too short to be anything but happy. Falling down is a part of life, getting back up is living.” ― José N.
Why Financial Advisors Need Money Coaches
Photo by cottonbro from Pexels Financial advisors know the basic “secret” to creating long-term financial well-being: Have monetary inflow exceed monetary outflow, consistently save and invest the excess over time, let the effects of compounding work, and seek the leadership and education of a quality financial advisor like you. But there’s a disconnect between knowing what individuals need and being able to provide it to everyone.
How to Measure Your Practice Profitability in Six Easy Steps
“Time is free, but it’s priceless. You can’t own it, but you can use it. You can’t keep it, but you can spend it. Once you’ve lost it you can never get it back.” -- Harvey Mackay Client loyalty, retention and growth are critical to practice success. Each client loyalty component can bring value to the client and value to the practice in terms of retention and growth. It also costs you (and your team) time. You need to be in balance for an efficient and effective financial advisory practice.
Lessons from a Marine Corps Marathon
Photo by Valeriia Miller from Pexels David Leo This is a personal story but I would venture to say that many of you have similar stories. It was November 3, 1986, Washington, D.C., The Marine Corps Marathon. My target goal was 3 hours, 30 minutes. At mile 22, my quads said, “No more!” As I recall, I was near the Pentagon, and I could not move my legs. Willing my legs to move was impossible. I remember how angry I was at them, as if they were an independent entity.
Start Marketing to Clients’ Millennial Children Today
Photo by unsplash.com/@zabconsulting David Leo While millennials in general may not be hot prospects at the moment, the young adult children of your best clients may be another matter. If you want to keep managing that money once it is passed to the next generation, then you need to start making millennial marketing part of your strategy.
How to Transition Unprofitable Clients
Photo by unsplash.com/@renebohmer David Leo When we first started in the advisory business, many of us were hungry for clients. As a result, five, 10, 15, or 20 or more years later we have clients that are now hampering our business growth because they require more time than their business can justify: They are unprofitable. Worse, they are consuming time from other profitable clients and/or our ability to grow our businesses.
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