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Training Wealth Managers for Better Outcomes

In this episode of Wealth Visionaries, host Litan Yahav sits down with Bob Dunn, President and Managing Partner of Novi Wealth Partners, to unpack the human side of wealth management. Discover how a fee-only fiduciary firm founded in 1998 is revolutionizing client advice through psychology-driven training, Process Communication Model techniques, and a "superhero" advisor mindset that prioritizes trust over transactions. From escaping the insurance industry's sales traps to building a team of 7 CFPs serving 237 clients with a 40:1 ratio, Bob shares insider strategies for high-touch onboarding, behavioral coaching, and next-gen family education. Plus, a candid look at AI's role—not as a replacement, but as a compliance-savvy tool for scaling personalized planning. Whether you're a busy executive, early retiree, or aspiring advisor, this conversation reveals why 80% of wealth management is psychological, and how structured training turns advisors into confidence-builders. *Timestamps:* 00:00 - Intro: Welcome Bob Dunn 00:31 - Firm Origins: From Insurance to Fiduciary Freedom 02:17 - Personalized Communication: Mastering Client Styles with PCM 07:11 - The Psychology Edge: Why Tech Amplifies Human Insight 08:09 - Advisor Training: From Paraplanner to Wealth Hero 11:34 - Team Structure & Low Client Ratios for High-Touch Service 14:01 - Onboarding Deep Dives & Annual Reviews 18:48 - Organic Growth: Referrals, Blogs & Education Over Hype 21:36 - Family Office Vibes: Handling Complex Lives & Legacies 23:43 - Client Types: Delegators, Validators & Dodging DIY Drama 29:50 - AI in Action: Process Automation Without Losing the Human Touch 34:17 - Ideal Client Profile: Meet "Marissa Magic" & Early Retirees 36:36 - Bob's Big Advice: Find a NAPFA Fee-Only CFP Today *Key Takeaways:* Train advisors like superheroes: Rigorous criteria ensure empathy + expertise. Psychology - Products: Tailor advice to "money stories" for plans that stick. AI as Ally: Start small with compliant tools to free up relationship time. Don't DIY Everything: Delegate to fiduciaries for tax wins & peace of mind. Ready to level up your wealth game? Visit NAPFA.org to find a fee-only advisor near you. Connect with Novi Wealth Partners at noviwealth.com. Subscribe to Wealth Visionaries for more unfiltered chats with top wealth pros. Like, comment your biggest takeaway, and hit the bell for new episodes! What's one "money message" from your childhood holding you back? #WealthManagement #FinancialPlanning #FeeOnlyAdvisor #BehavioralFinance #AInFinance #Podcast