The What If Show

How to Show Clients Real Value in the Very First Meeting

How fast can a financial advisor show a prospect or client that they are genuinely worth their time and trust? In Episode 3 of The What If Show, host Mike Langford sits down with Retirement Analyzer [https://www.retirementanalyzer.com/] co-founders Brooke Thomas [https://www.linkedin.com/in/brooke-thomas-91185218/] and Steve Goldstein to answer that question with practical, specific strategies advisors can use starting in their very next meeting. Brooke and Steve walk through the exact moments that create an immediate “aha” for clients — starting with something as simple as showing a prospect a sample plan before you ever ask them for a single piece of personal data. They dig into the power of the itemized expense plan and why breaking down a clumped monthly spending number can mathematically show a client they can spend more money in retirement and still come out ahead. The conversation shifts to one of the most in-demand topics in the RA community: tax planning. Steve and Brooke explain how advisors can have high-impact tax conversations with their clients without being a CPA — covering Roth conversions, the cumulative tax chart, the “retirement time bomb” sitting inside large qualified accounts, and why tax risk may be more dangerous than market risk for many clients. From there: why becoming an educator instead of a salesperson is both more effective and more compliant, how RA’s archived annual plans make the advisor’s annual review one of the most powerful relationship-building moments in the business, and Steve’s favorite question to ask a client who has a positive monthly cash flow (hint: the room goes silent). And in Retirement BS with Brooke and Steve — the segment where conventional retirement wisdom gets put to the test — the topic is the 401(k). Specifically: is it always the right move to maximize your contribution? Brooke and Steve break down when the answer is yes, when it is no, and how to use Retirement Analyzer to show your client the actual math. Start your free 14-day trial of Retirement Analyzer at RetirementAnalyzer.com [https://www.retirementanalyzer.com/register/individual?watched=true]. Learn more about Thomas Gold Solutions at ThomasGold.com. And if you have a topic you would like Brooke and Steve to tackle on a future Retirement BS segment, drop us a message — we read every one. Chapters: 00:00 Intro — What is The What If Show? 01:00 The Aha Moment: Showing All the Numbers in One Place 04:00 The Sample Plan Trick: How to Lower Client Resistance Before You Start 07:00 The Expense Plan Deep Dive: Why Itemizing Changes Everything 09:00 The $10K Example: How Itemizing Can Let Clients Spend MORE 13:00 Tax Planning Without a CPA License 16:00 Quick Clips & Progressive Taxes: How to Explain It Simply 17:00 Roth Conversions: The Biggest Tax-Saving Move in RA 19:00 The Cumulative Tax Chart: Showing Clients Their Tax Pain Points 22:00 Becoming an Educator, Not a Salesperson 26:00 Compliance & Confidence: Why RA Is a Track to Run On 28:00 Annual Reviews & Archived Plans: A Powerful Show of Value 30:00 Personal Inflation: Why the Budget Conversation Never Gets Old 32:00 Continuous CE: Educating Advisors AND Their Clients 36:00 Product as the Launching Pad — Not the Lead 38:00 The Positive Cash Flow Question That Stops Clients Cold 39:00 ⚠️ RETIREMENT BS: Should You Always Maximize Your 401(k)? 43:00 Wrap-Up: What to Take Away and Try This Week

Getting Started With Retirement Analyzer

You just downloaded Retirement Analyzer [https://www.retirementanalyzer.com/]. You clicked the icon. Now what? In this episode, Brooke Thomas [https://www.linkedin.com/in/brooke-thomas-91185218/] and Steve Goldstein walk you through everything you need to know to get started — fast, confident, and with zero anxiety. This is your new user's roadmap for the first 30 days with Retirement Analyzer. From the very first session to your first real client appointment, Brooke and Steve break down the exact steps that turn brand new users into confident RA advisors — and reveal the full support and training ecosystem that Thomas Gold has built to make sure you never feel stuck or alone. Plus, don't miss this episode's RETIREMENT BS segment, where we call out one of the most dangerous myths in financial planning: "I don't need to update my plan... I just did it last year." In this episode, you'll learn: * The single most important thing to do in your very first RA session * How to walk through the software tabs (and why Tabs 1, 2, and 3 are all you really need to start) * Why the Thomas Gold Power Line is unlike any support you've ever experienced from a software company * How the team's support staff have insurance licenses and Series 65 credentials — and what that means for you * What the Thomas Gold Bootcamp is really like (80 advisors, 16 hours, breakfast and lunch included) * Why the RA advisor community has shifted from competition to collaboration — and how that benefits you * The #1 mistake new advisors make in their first client session with RA (and exactly how to avoid it) * What the first "wow moment" with Retirement Analyzer actually feels like Chapters: 00:00 — Cold Open: What If You Could Retire With Confidence? 01:00 — Welcome & Introductions (Fully Caffeinated Edition) 02:00 — The First Session: You Clicked the Icon. Now What? 03:15 — Pro Tip #1: Run It On Yourself First 05:00 — Walking the Tabs: Income, Assets, Expenses — and the Red Line 06:15 — The Thomas Gold Power Line: We Actually Answer the Phone 08:00 — The Most Common "I'm Stuck" Calls From New Users 09:00 — Steve Takes a Support Call From Costco on a Saturday Morning 11:00 — Your Support Team Are Financial Coaches (With Licenses to Prove It) 13:00 — The Full Training Ecosystem at Thomas Gold 14:15 — Live Daily Training Sessions: Bring Your File, Bring Your Questions 15:00 — 150 Videos Inside the Software (And Steve's Famous Outtake) 17:00 — The Bootcamp Experience: 80 Advisors, 16 Hours, A to Z 19:00 — Thomas Gold Talk: Community, Collaboration, and Study Groups 21:00 — Zero to Hero: What Explosive Growth Looks Like in RA 23:30 — Rising Tide: Why RA Advisors Share Instead of Compete 25:00 — Your First Client: Paper Fact Finders, Client Portal & More 26:00 — Garbage In, Garbage Out: Getting Your Data Right 27:30 — Run RA on Every Client — Regardless of Age or Net Worth 28:00 — The Education-First Mindset That Eliminates Objections 30:30 — The #1 Mistake New Advisors Make (And How to Avoid It) 33:30 — The First "Wow Moment": Watching the Red Line Disappear 35:00 — Conservative Rates Are Your Best Friend 36:00 — 🚨 RETIREMENT BS: "I Don't Need to Update My Plan — I Just Did It Last Year" 39:00 — How to Start Your Free Trial of Retirement Analyzer 40:00 — Audience Challenge + Next Episode Preview

Meet the Founders: The Origin Story of Retirement Analyzer & the What If That Started It All

In this debut episode of The What If Show, host Mike Langford sits down with Thomas Gold Solutions [https://thomasgold.com/] founders Brooke Thomas and Steve Goldstein to pull back the curtain on the origin story behind one of the most trusted retirement planning platforms in the financial services industry — Retirement Analyzer [https://www.retirementanalyzer.com/]. You'll hear how a solo producer in Idaho named Chuck Cravens built the foundation of RA on Excel spreadsheets over 30 years ago because he was obsessed with answering client "what if" questions at the click of a button. How a 23-year-old Brooke Thomas, fresh out of college with zero sales experience, used that software to generate $150,000 in commissions in her very first year. And how a Wall Street trader named Steve Goldstein made a career leap into financial advising, fell in love with Retirement Analyzer, introduced Brooke at a webinar by reading nervously off a piece of paper — and ended up building a company with her a decade later. But this episode isn't just a great origin story. Brooke and Steve go deep on the concepts that define their approach to retirement planning, including: * Why financial plans have so many moving parts — and why that's actually an opportunity for advisors * The budget conversation most advisors avoid (and why the ones who require it close the biggest cases) * What the famous "red line" in RA really means and why showing it to clients is a confidence-building superpower * Why Thomas Gold picks up the phone when you call — even on weekends The episode wraps with the debut of Retirement BS with Brooke and Steve — the show's recurring segment that tackles common retirement planning myths and misconceptions. First up: the age-old client question, "Should I just pay off my mortgage?" Whether you're a seasoned financial planner, a newer advisor looking for an edge, or just curious about what makes Retirement Analyzer different, this is the episode that sets the stage for everything that follows on The What If Show. Chapters: 00:00 Welcome to The What If Show 01:32 Why It's Called "The What If Show" 03:15 Brooke's Story: From Zero Sales Experience to $150K Year One 05:43 Steve's Story: From Wall Street Trader to FinTech Founder 06:48 How Brooke and Steve Actually Met 09:33 Why Financial Plans Have So Many Moving Parts 11:37 The Budget Conversation Most Advisors Avoid 15:21 Why Thomas Gold Actually Answers the Phone 19:14 Getting Over the "New Software" Hump 23:12 Continuous Continuing Education 27:08 Small Changes, Big Outcomes (The Tour de France Analogy) 28:58 The Red Line Explained 32:34 Tab by Tab: How RA Builds Advisor Confidence 34:42 Let the Math Tell the Story 38:27 Introducing "Retirement BS" with Brooke & Steve 39:13 Retirement BS #1: Should You Pay Off Your Mortgage? 41:42 What Do YOU Want Us to Cover Next?