Nurturing Success

Todd Ballenger: Founder of the National Institute of Financial Education

Host: John Thompson Guest: Todd Ballenger In this insightful episode of Nurturing Success, John welcomes his long-time friend and mentor, Todd Ballinger, for a wide-ranging conversation. Todd shares his unique professional journey from realtor and insurance agent to founding one of the largest independent mortgage brokers in North Carolina (later Mortgage.com). The core of the discussion centers on the creation of the Certified Liability Advisor (CLA) designation and the critical distinction between mindset and skillset for financial professionals. Todd also provides a masterclass on asking deep client questions and makes a compelling case for why all financial advisors must incorporate liability management into their practice.   💡 What You'll Learn: * Todd Ballinger's journey from selling insurance to building a major mortgage company and creating the Certified Liability Advisor (CLA) designation. * The difference between skillset (based on repetition and technical knowledge) and mindset (your foundational "operating system"). * How financial advisors—both new and seasoned—can begin to intentionally develop their mindset. * The concept of awareness as a "solvent" for problems and the non-judgmental approach to changing behaviors (like budgeting vs. awareness of spending). * Why Todd encourages people to "retire from the notion of retirement" and how work and love can become the same. * Why a client's house and mortgage are a vital part of the balance sheet that financial advisors often overlook. * A masterclass on using the "question behind the question" technique to uncover a client's true goals (e.g., getting to a "better life" behind the desire to pay off debt). * Todd’s two "superpowers" for navigating the current world: curiosity and flexibility. ⏱ Timestamps: * [00:00] Welcome, and Todd shares what he's grateful for (a good night's sleep). * [01:30] Todd’s professional background: realtor, insurance, financial advisor, and founding a large independent mortgage company that went public as Mortgage.com. * [02:30] Realizing the importance of the "liability side of the balance sheet." * [04:30] John introduces Todd as the founder of the Certified Liability Advisor (CLA) designation. * [05:00] What led Todd to create the CLA designation. * [07:30] Shifting the conversation to mindset vs. skillset. * [08:00] Todd defines mindset as your "operating system" and skillset as "muscle memory." * [10:00] Mindset in sports: losing to a less-skilled player with a better mindset. * [12:00] Advice for younger advisors on incorporating mindset training early in their careers. * [14:00] Applying a mindset (like being open-minded and flexible) to new concepts like AI. * [15:45] How seasoned, successful advisors can approach mindset when they feel like they are "grinding." * [20:30] Deconstructing the mantra: "Retire from the notion of retirement. Work is a four-letter word, but so is love." * [21:00] The power of awareness as a solvent—non-judgmental observation leading to change. * [24:30] Living life by doing the things you enjoy, rather than saving to stop working. * [26:30] On the collapse of the notions of work and love. * [28:30] Encouraging advisors to think about liability planning and starting with their own home. * [33:30] The skillset of asking deep questions (two to three times) to elicit an honest answer from clients. * [37:30] Final thought from Todd: The two superpowers for today are curiosity and flexibility. 🔗 Resources & Mentions: * Todd Ballinger – Guest and founder of the Certified Liability Advisor (CLA) designation. * Certified Liability Advisor (CLA) [https://www.niofe.org/aboutcla] – Professional designation for liability management. * Todd Ballinger's weekly newsletter (link will be provided in episode notes).   Connect with Us: Please reach out to Todd with any questions or feedback. Contact with Todd here [https://www.niofe.org/claprofiles/todd-ballenger] Follow us on social media for the latest updates and additional insights. @smplmortgage [https://www.instagram.com/smplmortgage/] If you enjoyed this episode, please like, share, and subscribe to Nurturing Success for more insights from industry leaders. Stay tuned for the next episode, where we continue to explore successful financial strategies and practices. If you're interested in being our next guest, please reach out to jack@smplmortgage.com [jack@smplmortgage.com] to schedule a time.

Linda Clayton of Atara Wealth Management

Host: John Thompson Guest: Linda Clayton In this episode of Nurturing Success, John chats with financial advisor Linda Clayton about her unique journey into finance and her client-centric planning philosophy. Linda, who transitioned from the airline industry after 9/11, shares how teaching financial planning to a diverse group of MBA students informs her practice. She emphasizes the importance of patience, listening to what clients don't say, and grounding every decision in the question, "What are we solving for?" Linda also details her business development strategy, which is heavily based on referrals and community involvement. She discusses her annual "Pride and Gratitude" questionnaire, a powerful tool to help clients recognize their progress and set future goals. Finally, she offers valuable insight on the crucial role of liability and debt management in a robust financial plan.   💡 What You'll Learn: * The perspective gained from teaching MBA students with diverse financial backgrounds. * How a major career transition led to a passion for empowering others facing financial setbacks. * Linda's core financial planning philosophy: "What are we solving for?" * The "GPS analogy" is meant to help clients navigate their financial journey and make necessary detours. * The function and benefit of her annual "Pride and Gratitude" questionnaire. * The importance of patience and listening, a skill honed through her work as a mediator and arbitrator. * Why working with 'Henrys' (high earners, not rich yet) is a valuable long-term strategy for her practice. * Her thoughts on the connection between asset management and liability management for a client's overall well-being. * The different service models she offers, including financial plan-only and hourly advising. ⏱ Timestamps: * [00:00] John welcomes Linda Clayton and introduces her designations (CFP, CDF, CDFA). * [00:30] Linda shares what she is grateful for: learning from her diverse client base and MBA students. * [02:00] Lessons from teaching: addressing financial biases and lack of exposure from diverse backgrounds. * [04:00] The importance of patience and listening in combating client "information paralysis." * [05:30] Linda's background: Career in the airline industry (US and Panama) and reinventing herself after 9/11. * [07:30] Her team approach and resources through SAT Wealth Services, including access to Gene Goldman. * [08:45] On the constant of change and the "GPS analogy" for a client's financial journey. * [10:45] The foundational principle: "What are we solving for?" * [12:15] Business development: Growing her practice through referrals, community, and professional groups. * [14:00] The intentional use of a referral acknowledgment to encourage repeat referrals. * [16:30] Financial planning tools she uses, including Asset Map and Money Guide Pro. * [17:20] A detailed look at the annual "Pride and Gratitude" questionnaire. * [20:00] Her philosophy on tracking growth and taking on "Henrys" for long-term client relationships. * [21:30] Addressing minimums: prioritizing a good fit and a "full examination" of the client's financial life. * [23:45] The three ways clients can engage her services: plan-only, consulting, or hourly. * [25:30] The essential role of liability and debt management in a complete financial plan. * [28:45] Linda's final advice for advisors: Listen twice as much as you speak. 🔗 Resources & Mentions: * CFP, CDF, CDFA – Linda Clayton’s professional designations. * SAT Wealth Services – Linda's partner firm for back-office support and resources. * LA County Bar – Where Linda serves as a mediator and arbitrator. * FPA [https://www.financialplanningassociation.org/] – Financial Planning Association. * Financial Planning Tools: Asset Map, Nitrogen, Jump AI, Russell's Roadmap, FP Pathfinder, Holistic Plan, Money Guide Pro, eMoney. Connect with Us: Please reach out to Linda with any questions or feedback. Contact with Linda here [claytonl@ceteranetworks.com] Follow us on social media for the latest updates and additional insights. @smplmortgage [https://www.instagram.com/smplmortgage/] If you enjoyed this episode, please like, share, and subscribe to Nurturing Success for more insights from industry leaders. Stay tuned for the next episode, where we continue to explore successful financial strategies and practices. If you're interested in being our next guest, please reach out to jack@smplmortgage.com [jack@smplmortgage.com] to schedule a time.

Gary Pattengale of Mesirow

Host: John Thompson Guest: Gary Pattengale In this episode of Nurturing Success, John Thompson sits down with Gary Pattengale to discuss the evolving role of the financial advisor. Gary shares his transition from public accounting to personal wealth management, explaining how his CPA background provides a unique "tax-first" lens for his clients. From navigating 2026 tax law changes to the psychological discipline required to "stay the course," Gary explains why true wealth isn't just about what you earn, but what you keep. They dive into the complexities of estate planning, the use of AI in modern practices, and why "time in the market" remains the most powerful tool for any investor. 💡 What You'll Learn: * The "Trusted Confidant" Role: Why high-level planning involves more than just numbers—it's about housing, retirement, and legacy. * Tax Mitigation vs. Tax Preparation: How actual tax analysis software can scan returns to find "tax traps" and Roth conversion opportunities. * The 2026 Outlook: Navigating market uncertainty and the recent changes in tax laws. * Building a Specialist Team: The value of having in-house Medicare and Estate specialists to handle complex life transitions. * Modern Efficiency: How Gary integrates AI and "Tech Stacks" like e-Money and Salesforce to provide a consistent client experience. * The Philosophy of Wealth: Why markets "climb a wall of worry" and why patience is the ultimate competitive advantage. ⏱ Timestamps: * [01:00] Gary’s "Gratitude Practice": Appreciation for family, health, and the Chicago community. * [03:00] Looking ahead to 2026: Dealing with new tax laws and the "Wall of Worry." * [04:30] The Pivot: Why Gary moved from CPA/Public Accounting to Personal Financial Planning. * [06:00] Quantifying Value: How scanning tax returns leads to strategies that save clients thousands. * [08:00] Communication Matters: The importance of jargon-free meeting summaries and proactive follow-ups. * [10:30] The Team Structure: Utilizing senior advisors and service professionals to build trust. * [12:00] AI in the Office: Early discovery mode, checking accuracy, and increasing efficiency. * [15:30] Emotional Discipline: Controlling what you can (spending, saving, and tax strategy). * [27:00] Handling Complexity: Buying homes, Social Security timing, and Advanced Charitable Trusts. * [28:30] Final Thought: "Time, not timing, is what builds wealth." 🔗 Resources & Mentions: * e-Money Advisor [https://emoneyadvisor.com/] – Financial planning and cash flow modeling software. * Salesforce – Gary’s CRM for maintaining consistent client service. * CFP® (Certified Financial Planner) – The gold standard in personal financial planning. * Advanced Charitable Trusts – Specialized estate planning tools discussed in the episode. Connect with Us: Please reach out to Gary with any questions or feedback. Contact with Gary here [gary.pattengale@mesirow.com] Follow us on social media for the latest updates and additional insights. @smplmortgage [https://www.instagram.com/smplmortgage/] If you enjoyed this episode, please like, share, and subscribe to Nurturing Success for more insights from industry leaders. Stay tuned for the next episode, where we continue to explore successful financial strategies and practices. If you're interested in being our next guest, please reach out to jack@smplmortgage.com [jack@smplmortgage.com] to schedule a time.

Madison Gilmartin of Goosehead Insurance

Host: John Thompson Guest: Madison Gilmartin In this episode of Nurturing Success, John Thompson welcomes Madison Gilmartin of Goosehead Insurance to discuss the evolving landscape of home and auto insurance, particularly in California. Madison shares her journey from high-pressure medical device sales to building a thriving family-run insurance agency. They unpack the challenges of entering the market during wildfires, the rise of non-admitted carriers, and why education, empathy, and proactive service are essential to helping clients protect what matters most. Madison also shares her approach to team building, the value of working with family, and how old-school tactics like office walk-ins are making a comeback. 💡 What You'll Learn: * How Madison transitioned from surgical sales to independent insurance * What's really happening with California's turbulent home insurance market * The difference between admitted vs. non-admitted insurance carriers * Why the Fair Plan may not be the "safe backup" many assume it is * The role of reinsurance and what it means for policyholders * Tips for working with family—and building a successful partnership * Madison's step-by-step onboarding process for homebuyers and clients * Why cold-calling and in-person visits are underrated in a digital world * The power of kindness and patience in business ⏱ Timestamps: [00:00] John welcomes Madison and asks what she's grateful for in the new year [01:30] Madison's background: from medical device sales to family insurance [03:00] Lessons learned from high-stress environments—staying calm under pressure [04:30] What property and casualty insurance really means and covers [05:00] California's changing insurance landscape and wildfire impact [06:30] What are non-admitted carriers—and why they matter in high-risk zones [08:30] Risks and realities of the California Fair Plan [09:30] Understanding reinsurance and how it protects consumers [11:30] Working with family: building a business with her father and future plans [13:00] Advice for financial pros considering hiring family members [14:30] How Goosehead's national service model supports local agents [15:00] Madison's client experience workflow—from discovery to close [17:00] Old-school meets new: cold-calling and in-person networking [18:30] Finding connection through family, law enforcement, and shared values [19:30] AI in business: using ChatGPT to improve communication and creativity [21:00] Madison's approach to liability management and client protection [22:30] Why insurance must be part of the broader financial planning team [23:30] Final thought: Kindness and patience in business and life 🔗 Resources & Mentions: * Goosehead Insurance [https://www.goosehead.com/?t=w] – Madison's independent insurance agency * California Fair Plan [https://www.insurance.ca.gov/01-consumers/200-wrr/California-FAIR-Plan.cfm] – Last resort insurance option for high-risk areas * Reinsurance – The safety net behind insurance carriers * ChatGPT – Madison's go-to AI tool for business productivity Connect with Us: Please reach out to Madison with any questions or feedback. Contact with Madison here [https://www.goosehead.com/contact-us/?t=w] Follow us on social media for the latest updates and additional insights. @smplmortgage [https://www.instagram.com/smplmortgage/] If you enjoyed this episode, please like, share, and subscribe to Nurturing Success for more insights from industry leaders. Stay tuned for the next episode, where we continue to explore successful financial strategies and practices. If you're interested in being our next guest, please reach out to jack@smplmortgage.com [jack@smplmortgage.com] to schedule a time.

Lauren Rockett, Liability Advisor

Host: John Thompson Guest: Lauren Rockett In this episode of Nurturing Success, host John Thompson speaks with Lauren Rockett, a dynamic real estate professional and mortgage strategist with over two decades of hands-on experience. Lauren shares her journey from flipping homes as a single mom to becoming a sought-after coach for real estate agents and financial educators. They discuss how real estate sits at the center of a “three-sided balance sheet,” why financial literacy is critical for both professionals and clients, and how collaboration between mortgage advisors, realtors, and financial planners can lead to stronger outcomes for everyone involved. Lauren also introduces her 12-Month Homebuying Roadmap and explains why debt, taxes, and long-term planning must be part of every real estate conversation. 💡 What You'll Learn: * How Lauren turned real estate into a tool for financial freedom * The critical role of leverage, budgeting, and planning in real estate * Why most real estate agents lack financial education—and how that impacts clients * The concept of the three-sided balance sheet * Common homeownership pitfalls and how to avoid them * How mortgage payments evolve and why long-term forecasting matters * The cost of waiting to buy and planning for property expenses * How advisors and realtors can better collaborate to protect client wealth ⏱ Timestamps: [00:00] Opening gratitude: Momentum and the power of leverage [02:00] Lauren’s real estate and finance journey—from flipping homes to full-time investing [04:30] Why most agents don’t understand investor needs or client risk [06:30] Coaching agents on financial concepts and client protection [08:00] The danger of clients overextending—and how to plan for the unknown [10:00] Understanding the Three-Sided Balance Sheet: Assets, liabilities, and real estate [12:00] Real estate as the pivot point of a financial plan [14:00] Helping financial advisors think differently about housing decisions [16:30] Her custom 12-Month Homebuying Roadmap and why it matters [18:30] Real stories: Clients priced out by waiting too long [20:00] The importance of community, education, and showing up for others [22:00] Closing advice: Learn from your falls—and help others rise 🔗 Resources & Mentions: * 12-Month Homebuying Roadmap by Lauren Rockett * The Three-Sided Balance Sheet Concept * Financial literacy education for real estate professionals * Zillow, Credit Tools, and Mortgage Planning Insights Connect with Us: Please reach out to Lauren with any questions or feedback. Contact with Lauren here [lauren@ilivela.com] Follow us on social media for the latest updates and additional insights. @smplmortgage [https://www.instagram.com/smplmortgage/] If you enjoyed this episode, please like, share, and subscribe to Nurturing Success for more insights from industry leaders. Stay tuned for the next episode, where we continue to explore successful financial strategies and practices. If you're interested in being our next guest, please reach out to jack@smplmortgage.com [jack@smplmortgage.com] to schedule a time.