EP 95 | Guiding Clients through Market Downturns with Rusty Vanneman and Dr. Daniel Crosby

Rusty Vanneman is the Chief Investment Strategist of Orion Advisor Solutions. An industry veteran with over 30 years of experience, Rusty has managed multiple mutual funds and hedge funds throughout his career. Before joining Orion, Rusty served as the President and Chief Investment Officer of CLS Investments. He was also a senior analyst at Fidelity Management and Research and previously worked for Thomson Reuters and General Electric. Rusty received his Bachelor of Science degree in Management from Babson College in Wellesley, Massachusetts. In addition to his work at Orion, Rusty hosts The Weighing Machine podcast and is the author of the book, Higher Calling. 

Dr. Daniel Crosby is the Chief Behavioral Officer of Orion Advisor Solutions. A psychologist and behavioral finance expert, Daniel specializes in helping organizations understand the intersection of minds and markets. Before joining Orion, Daniel served as the Chief Behavioral Officer of Brinker Capital. He was educated at Brigham Young University, where he completed his Bachelor’s degree and Ph.D. in Psychology. He is also the author of the New York Times bestseller, Personal Benchmark, as well as The Laws of Wealth, which the Axiom Business Book Awards named the best investment book in 2017. His latest work, The Behavioral Investor, takes an in-depth look at how sociology, psychology, and neurology impact investment decision-making. 

Rusty and Daniel join us today to discuss how financial advisors can connect with their clients and guide them through difficult economic conditions. They explain how they encourage their clients to continue on their investing path. They describe why it’s important for advisors to highlight their services’ features rather than their technical aspects. They also enumerate the five elements of wellness and underscore why the success of a financial advisor’s business and career relies on self-care and wellbeing.

 “We have to convey to our clients that we’re partners in the journey, and our ability to get there is only as good as their ability to take the ride.” – Dr. Daniel Crosby 

This week on The Model FA Podcast: 

●        How financial advisors can communicate their value proposition to their clients

●        The value of communicating technical aspects as features

●        How financial advisors can encourage their clients amid challenging economic times

●        The five elements of wellness and the role of self-care in a financial advisor’s life

●        The first thing financial advisors need to do when the markets take a downturn

●        Why everyone should explore existentialism and stoicism

Resources Mentioned: 

●        Book: A Guide to the Good Life: The Ancient Art of Stoic Joy by William Irvine

●        Book: Man’s Search for Meaning by Viktor Frankl

●        Book: Think and Grow Rich by Napoleon Hill

Our Favorite Quotes: 

●        “To have a thriving business and happy clients—whether the market is crushing it or crashing down—you need to be the best version of yourself mentally, physically, emotionally.” – David DeCelle

●        “Whatever the normal person needs to do from a self-care perspective, the financial advisor needs to do even more because of all the bullets they take.” – David DeCelle

●        “A confident advisor will create a confident investor.” – Rusty Vanneman

Connect with Orion: 

●        Orion Portfolio Solutions

●        Orion Practice Management

●        Orion Advisor Tech on LinkedIn

●        Orion Advisor Tech on Twitter

Connect with Rusty Vanneman: 

●        Book: Higher Calling: A Guide to Helping Investors Achieve Their Goals

●        Podcast: The Weighing Machine

●        Rusty Vanneman on LinkedIn

●        Rusty Vanneman on Twitter

Connect with Dr. Daniel Crosby: 

●        Book: The Behavioral Investor

●        Book: Personal Benchmark: Integrating Behavioral Finance and Investment Management

●        Podcast: Standard Deviations

●        Daniel Crosby on LinkedIn

●        Daniel Crosby on Twitter

About the Model FA Podcast 

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.

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Our Team:

President of Model FA, David DeCelle

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