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

06.29.22 | 0 Market Scale

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.


Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered. 

Our Team:

President of Model FA, David DeCelle



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