Your host, Hannah Moore CFP®, steps into the hot seat this week to be interviewed by Rianka Dorsainvil, CFP®! Hannah is incredibly passionate about the financial planning profession. In this exclusive interview, Hannah is talking about her struggles early on in her career, how she discovered the difference between financial advice and financial planning, and how she found her tribe within the financial planning profession.

Hannah’s career launched in an incredibly unique way. She bought a financial planning practice when she was 26 years old, and was effectively thrown into the deep end of the financial planning world. She learned in the most hands-on way possible, and she quickly realized that isolation as a young planner was not only detrimental to her career, but to her clients.

When Hannah attended her first FPA NexGen Gathering, she quickly realized she had found her people. She was sitting next to pioneers of the profession, and new planners alike – and they were all there for one reason: to spread the gospel of financial planning and to focus on making themselves into the best planners they could be. This was game changing for Hannah, and inspired her involvement in the financial planning profession with the #YAFPNW podcast and, ultimately, the launch of the FPA Activate community.

 

 

What You’ll Learn:

  • What makes an exceptional planner
  • How to “show up” in the financial planning profession
  • How to find your people in this profession
  • Where to connect with other planners
  • How to power through insecurities when you’re a new planner
  • Revelations Hannah has had as a planner, entrepreneur, and business owner
  • How you can combine your creative side with a career in financial planning

 

 

The 2050 TrailBlazers Podcast

NexGen Gathering

FPA Activate on Facebook

 

Show Transcript

Ep102 Transcript


Rianka: Well, this is going to be fun today, Hannah.

Hannah: It is. It’s a lot more comfortable on your side of the table I think.

Rianka: Right. So today, we are actually, well, you’re switching hats. You’re actually going to be the interviewee, and I’m going to interview you. How are you feeling?

Hannah: I’m feeling good. I’m feeling a little nervous because I feel like this isn’t going to be the normal podcast where it’s just, you know, “What’s your advice for new planners?” I know you well enough. You’re going to dig.

Rianka: Oh yeah. Well, you know, since I have my own syndicated podcast, 2050 Trailblazers. Just joking, it’s not syndicated yet, but-

Hannah: But everyone should listen to it.

Rianka: Yes, I agree. I have honed in on my skills of being a Oprah-type interviewer, so, yeah, I think you should … I know you’re over there sipping some hot tea, so I think that should soothe you as we start this interview. I’m really excited, and thank you for choosing me to interview you. This is really cool.

Hannah: Yes, absolutely. Well, we were talking about it and it’s like people don’t really know all of my story.

Rianka: Right.

Hannah: You know? I really try to make it a point not, these podcasts aren’t about me, they’re about who I’m interviewing, and I was like, “Okay. Well, let’s turn the tables.”

Rianka: Yes, and you definitely have a story to tell. So, just for the listeners’ sake, our relationship goes way back. We actually met in 2014 at, we were joking before we started recording because it feels like we’ve known each other for like ten years, but it’s really been like, four? Like that doesn’t sound right.

Hannah: I know, right? It feels like forever.

Rianka: It feels like we’ve known each other for a decade, and we actually met at my very first gathering. So gathering is, FPA NexGen Gathering is not like any other conference that you go to. You go there one person and you come out a completely totally better version of yourself, and that’s exactly what happened when I met you. We met, we chatted, but it was during closing circle where you said something very touching to me and we’ve stayed connected ever since is that you found your people. So let’s start there. So, Hannah, how did you find your people and what did that mean to you?

Hannah: Well, so I went back, we were talking about this a little bit beforehand, and I was like, “What was happening in my life at that point?” Because I think that informs a couple of things. So I had already been to a gathering or two at that point, and they were so transformational for a variety of reasons, but at this one I had bought a practice, and so I believe it was my first gathering after buying a practice, maybe my second, and by every measure of success, like people always told me how great it was that I bought a practice and how successful I must be and how…

Rianka: Right. You’re under 30, you’re buying a practice. Like what? It’s kind of like a, “You go, girl.”

Hannah: So I had all this, and like I literally had somebody be like, “You have your career handed to you on a silver platter,” and none of that resonated with me. None of that like spoke to me on a deep level. So that was 2014, so it’s kind of mapping out the year. So 2013 I bought the practice, and soon after I ended up buying like these processes that really showed you how to do financial planning. So I had been working with this woman, and she did financial planning. I’ll give her like, yes, she did, and I learned so much for her and I have so much respect for her and everything that she did with her clients, but I would say that she definitely fell into the financial advice category, and so I got these processes and I had just started putting clients through it and these clients were just like, “Oh my god, I’ve been working with this other adviser for 30 years and I’ve never been able to articulate what it is that I wanted but this is it.”

Rianka: Wow.

Hannah: Like when I would describe what financial planning was to them, and I’m like, “Wow. Okay, that’s really cool.” I got the courage to ask for $500 for six meetings for a financial plan from some of these people, so that was a big deal for me.

Rianka: Hold on. Hold up. $500 for six meetings?

Hannah: Yep.

Rianka: Oh, wow.

Hannah: Confidence is always an issue.

Rianka: Okay. We’re going to talk about that.

Hannah: So I had taken several clients through this financial planning process, and I think I had realized, like I think it was intuitively understanding the difference between: What is financial advice and what is financial planning? And the power that’s in financial planning. It’s a different game. I don’t even know how to put words around it. I struggle with that. I often ask people on the podcast that question, like, “What is financial planning?” Because I’m like, “Give me the words.”

Rianka: Yes.

Hannah: But it was such a night and day difference between the relationships that I had with clients that I took through planning and the clients that I didn’t. Everybody around me was saying, “You know, you’re so successful because you have all these clients, you have this big AUM number,” which my revenue did not match my AUM number, but to me the success wasn’t in that I had bought a practice. The success was in what I was seeing through this financial planning that I was doing, and nobody where I was at really understood that on the deep level, and so I think about going to gathering. So the story that pops into mind there was that is where I met Dick Wagner.

Rianka: Oh, Dick Wagner.

Hannah: I don’t think I understood how powerful what I had or what I was seeing or what I was feeling was, because I’m very, I feel things. I care very deeply. I don’t know. People make decisions in a variety of ways, that’s how I am. But somebody had told me there, “If you get the chance, if you haven’t experienced Dick Wagner, you have to go experience him.”

Rianka: Right.

Hannah: And so I spent this lunch hour whatever with him, and so he has these grandiose ideas and it’s all great. Like go read his books all day long. So there’s only like four of us sitting there, and so he looks at me and he was like, “Do you have anything to say? Or like what are your thoughts?” And I didn’t have any thoughts, but I was like, I told him, I was like, “I have a story. I just have a story about a conversation that I had.” It was with my dad. So I walked through the story, and it was about: What does it mean to be wealthy? He sat there. He’s kind of this like gruff guy that’s kind of like a cranky old man. That was kind of his demeanor a little bit, but he sat there and cried as I told this story, and he just looked at me and he goes, “You get it. You really get this.”

Rianka: Wow.

Hannah: And I think it was that and there were several other moments at that gathering where I was just … So I’m seeing all this in my practice, I’m seeing just these handful of clients that I’ve taken through financial planning, I’m seeing like … That was his experience to that story. I go, “All of my clients can have that.” The fact like what we do with planning is so powerful it changes people’s lives. It changes generations of families. That’s what I get to be a part of, and it was just this profound like, “That’s my calling. This is what I’m about. This is not about buying a practice. This is not about AUM numbers. This is not about how many clients can I serve. This is about financial planning, and this is about changing people’s lives, and I can get behind that and I can get excited about that.”

Hannah: So I think for me at that gathering it was this realization of like, “Oh my god, this is what I have to offer the world. This is what we as a profession have to offer the world.” And it was just this moment of like, “These are the people that get it.” At my broker-dealer, they don’t get this, but they do at gathering. They do here. These are the conversations that I can have where I’m not the crazy person that people are kind of like rolling their eyes, “Oh, she’s just naïve. She doesn’t understand the real world.” I mean, I got all that crap, but that’s I think really when I found my people. It was I found the people that get the power of financial planning and the power of what we have to offer.

Rianka: I definitely agree with you on that, and there’s going to be some listeners, some younger planners, or maybe someone who is transitioning into the profession who may be experiencing what you experienced as far as just like the eye rolling and it’s just like, “Oh, give it some more time, you’ll see what we’re talking about,” and they may not have been able to truly experience that transformational moment of what it means to truly be a financial planner. What advice would you or do you have? Like how did you kind of stick with it so that the Hannah, the CFP that you are today you kind of grew into? What did that look like for you? What advice can you give the listeners?

Hannah: Well, my career path was so different. I was thrown in the deep end, and it was like, “Can you swim? Yes or no? And if it’s yes, we’re going to throw you in a deeper end.” Four years into my career, I bought a practice, and so I feel like my career path isn’t necessarily like the traditional one, or not at all like the traditional one.

Rianka: Right.

Hannah: Or what I would hope people would do for the traditional one. But I would just say like keep looking. We’re out there. I don’t know how to say this. I talk to so many new planners now through the podcast and everything that we’re doing, and the most common thing I hear is, “We bought into this idea of financial planning,” which is just so exciting to me, “And what I’m seeing at my firm isn’t there,” and I just want to be like, “Keep looking. It is so worth it to find it.” It is so worth it. I can’t imagine a better career, a more impactful career than what I have. So if you don’t see it at your firm, get out, not get out of your … I know switching jobs isn’t that easy.

Rianka: I know, yeah.

Hannah: So I’m not saying, like … Fully appreciate how difficult some of this is, but you can stay in that job but get connected, get connected, listen to this podcast, get in the Activate group, find people. Isolation is what kills us, and so it’s: How do we break out of that isolation as young planners? And we do that from hearing other people. My gosh, I got to talk to freaking Dick Wagner. You go to any FPA national event, you are going to be able to sit next to some of the pioneers who literally gave everything for this-

Rianka: Paved the way, yeah.

Hannah: Gave everything for this profession, and so they’re out there. You just have to look, and unfortunately like sometimes it’s not that easy, but I promise you we’re out there. Just keep looking. Just keep going.

Rianka: Right. And you mentioned the Activate group. So for if there’s any new listeners where this may be their first brush at you’re a financial planner, now we’ll make sure we put those in the show notes.

Hannah: Absolutely.

Rianka: So you can get involved. You mentioned that we’re out there. I have some of the same conversations with new planners and those who are transitioning as well who may have their first firm or organization may not just be a good fit for them for whatever reason, and I say that’s the gift and a curse about our profession is that not one firm is alike, not one career path is alike. So the curse in that is that if you do have a bad experience, you think all firms or organizations are that way, and that’s not it. That’s not the truth. So the gift is there is a firm waiting for someone specifically like you, and where it’s kind of like church. You come as you are, and they want you for you, you know?

Hannah: Yep. Well, and you have so much to offer. That’s the thing is you look at what makes exceptional financial planners is how they show up, and how you show up it’s, you know, I’m a small town girl, grew up in a really, really small town in South Dakota, but that’s part of my story. That’s part of what I bring to my client meetings, and they sense that, and that’s really valuable. Like your story is what makes … What makes you different is what makes you really valuable.

Rianka: And makes you unique. So I think one of the beautiful things about our profession is that we can truly share our stories. You can share the story about your dad and talking about what it means to be wealthy or what is that definitely of wealth and talk about your upbringing and just everything, and it’s appreciated because there are going to be some clients that connect with you and just form that sense of attachment and trust because it’s just like, “Okay. Wow, Hannah gets me, and she’s just like me. She’s no different.”

Hannah: Well, and I think being in touch with your story. So like I wrote … I felt like one of my weaknesses, and it still is one of my weaknesses, is I don’t feel as strong of a writer as other people, and so I started working with a writing coach, and she was like, “Okay. Well, the first thing we need to do is you need to be able to write your story.” And I’m like, “Okay, this is dumb. I need writing for business. I want to know how to write about that.” Anyway, several meetings and it was probably like two months for me to write my story, my why I do what I do, so that’ll be … It’s on the website. It’s on my Guiding Wealth website. So I talk about growing up without a whole lot of money, things like that, and I think what it does with being able to articulate that and getting, understanding my story, like I have … When you’re able to reflect on yourself, you have so much more compassion for other people’s stories. You show up differently.

Hannah: I hear my clients who say things like, “This whole money scripts, I love it,” and I can just see their money scripts, and instead of it being this, “Okay, like how do we solve this problem?” Because, you know, that works really well. It’s more of a like, “Okay, I’ve seen my own money scripts. I know how hard this is. I don’t maybe understand the specific challenges that you have, but I care and I’m so much more compassionate and patient.” I’m there with them through that, and I don’t think I would be able to do that unless I had really examined my own story.

Rianka: That’s pretty powerful. Pretty, pretty powerful. And so you’ve found your people, you purchased this firm, and I’m pretty sure there’s been some bumps in the road since then. It’s been-

Hannah: That’s a nice way to put it.

Rianka: There’s been, well, it has been about four years. What are some of the biggest I guess revelations as far as like owning a business, some of the surprises that you’ve come across?

Hannah: I think one of the things … Okay, let me think about this.

Rianka: Told you. That’s my Oprah moment.

Hannah: So I think I’ve learned that I’m an entrepreneur, like it’s in my blood. I love being a business owner. I love financial planning, but I also love being a business owner, and I would say financial planners are terrible business owners, and I had a mentor, Patrick Dougherty. He’s local. He’s here in Dallas. And he came from a business management background. He was a career changer, and so he always just stressed how important that was to be a good business owner.

Rianka: Yes.

Hannah: And so I think what I’ve learned, I’ve learned more of what that means, so I think there’s been some natural maturing on my side of: What does it mean to be a business owner? What does it mean to have employees? What does it mean to manage my time and my schedule? What does it mean to work from home? All of those things, like I can see how I’ve grown in that, but a couple other things that, since we’re really pulling back the curtain here.

Rianka: Oh, yeah. No holds barred here.

Hannah: So I made the transition from the broker-dealer. I had like 250 to 300 clients. I shrunk my client list down to 18. Like it was crazy. Best thing I’ve ever done, but I came out of that and it was, I just needed to rest. It was such an important part of my story, but in that I started doing the book The Artist’s Way, and I think one of the things that I’ve realized about myself is that I’m really creative. Okay, like my house is not decorated at all. I can’t pick out a paint color to save my life, but business is where I can show, that’s where my artist comes out. Financial planning is where my artist side comes out, and it’s, again, that idea of: How do you bring your full self to your work? I mean, that’s all part of it. Yeah, so I think I’ve learned that I’m creative, and I think I’ve learned how to be creative in my business.

Rianka: So that creative side, and you touched on something about there’s a difference between being a financial planner and a business owner, and one of the first books that I read prior to launching my firm, and I know it’s a book that we both hold dearly that we’ve reread multiple times is The E-Myth, or The Entrepreneur Myth, by Michael Gerber, and he talks about how we wear three hats as a business owner: the entrepreneur hat, the manager hat, and a technician hat. The first piece of advice someone gave to me is that, “Rianka, you’re no longer a financial planner. You are a business owner who owns a financial planning firm.”

Hannah: Absolutely.

Rianka: So talk to me about that realization for you, and what did that transition look like for you?

Hannah: You know, again, like now I can, five years, it feels like forever that I’ve had this business. So when I started the business or I bought the practice, I did everything, because that’s what I was doing before. Like I was the assistant and then now I’m just the adviser, and you just take on the extra roles. I used to tell people it’s so hard for me to switch, to go from paperwork. I mean, I could run circles around people on paperwork. Like I was really good at it. To go from that, very core competency to being an adviser to being a business owner, like I couldn’t describe it other than like that transition, that shifting gears in the middle of my day was one of the most training things that I would do. How I thought before I was like, “I’m crazy. I have my to-do list, just get down on your list and do it.”

Hannah: And I think a lot of it is kind of what you’re talking about. It’s like there’s different roles, and so for me when I hired my assistant, it was to get rid of some of that admin work. And could I have still done it all? Yeah, absolutely. I can do a lot of things. Is that the best decision? Is that the best use of my time? And so for me that was a huge piece of letting go, of saying like, “Okay, just because I’m better than everybody else at paperwork in my office doesn’t mean that that’s what I should be doing. That’s not the best use of my time.” That was a really big revelation on the E-Myth side of it.

Rianka: I think it’s really cool, especially with the E-Myth, how we learn not only to wear our technician hat, which is the hat that we have been most comfortable wearing, the technician hat meaning the financial planner hat, but now you’re wearing the entrepreneur/manager hat because you’ve hired someone. You have an assistant, and what did that process look like for you hiring someone? And how did you find them?

Hannah: Yeah. Craigslist.

Rianka: You know, Hannah, that is crazy. You’re the second person that has told me they found a gold mine or a gem or a diamond on Craigslist.

Hannah: And what was great, so I was looking for somebody who wasn’t from financial services because I think we’re all so tainted with how we talk about things, and I wanted somebody who could give me that perspective. I can train somebody on paperwork, but what I needed, I needed somebody to teach me how to have an assistant, because I’m not good at that, and that’s what she did. Her background was she had worked, she had been a business owner in the past, and she hated the business owner side of the business, and so she was like, “I loved what I did, but I hated the business owner side, and so I decided that I didn’t want to be a business owner.” And so I was like, “Okay. Well, that’s cool. You get me.”

Rianka: Right.

Hannah: Where a lot of people wouldn’t get that, and she worked for a solo architect for like seven years. She got like the solo professional. She got all of that side of it. It was really valuable to me. Man, I looked at her resume and I was like … you just knew. I’m just like, “Okay, there’s something special.” Again, that gut intuition that, you know, because when you put stuff on Craigslist, like oh my gosh, you get so many resumes back, and a lot of people can, you can weed out pretty fast, but I don’t know. It was just kind of the stars aligned again and it was what it was supposed to be.

Rianka: The universe conspiring with you.

Hannah: The E-Myth talks about like they give a story of a baker throughout it to like illustrate, or I guess like the latest version of it, it wasn’t in the original, and one of the things they talk about is how you hire this rockstar person who basically does everything because they’re responsible, they’re high-achievers, they’re good at what they do, and it’s like the business owner is like, “You’re the most amazing thing ever because I can just give you stuff and you do it.” That’s what my assistant, she’s like, oh my gosh, like I adore her. I think she’s crazy talented on so many levels, but the E-Myth was like, “Okay, that’s not enough though for a business. You have to have the processes built out, you have to have the accountability built out, you have to have all this other stuff.”

Hannah: And so when I went back and reread it, I was like, “Wow, okay. I can’t be the person who has one great hire and then they leave.” I mean, my gosh, this is the story of so many financial planners I know. They find a great new person, they think they found their succession plan, and then this person leaves, and it’s like, that’s almost like the script of E-Myth is you didn’t provide the structure for them. And so it’s, you know, I brought her on. She’s really taught me how to have an assistant, how to delegate, kind of operate in that space, and then now my latest takeaway with E-Myth is, “Okay, I need to grow up professionally. I need to grow up as a business owner.”

Hannah: If I ever want to, and I don’t know that I ever want to, scale this business, I need to develop a different skillset. I need to run my business differently than I am right now, and so that’s kind of been, you know, an ah ha moment, especially with a baby now.

Rianka: Oh, yeah.

Hannah: Oh, my god.

Rianka: Having a baby will change a lot of things.

Hannah: Oh, I have like an operations manual that’s almost done now.

Rianka: That is awesome.

Hannah: So it’s kind of whipped me into shape on that, which is great.

Rianka: And that’s something that you don’t have to do. That’s something that you can get your assistant to do.

Hannah: Yep.

Rianka: You are speaking to me because I did the same exact thing. I have an executive assistant, and I didn’t want someone who was in financial planning. I wanted someone who had no idea what financial planning is. One, so I can spread the good gospel of personal finance to this person, but to also just bring a new lens, a new perspective to how I’m doing things, and she’s been a fantastic hire as well. She’s been with me since January, and she’s been phenomenal, and I’m having her track the processes too that everything that you do write it down, and she’s doing it, so.

Hannah: Well, and that is just, you know, “What do you need?” And so like I was looking at, “Okay, what do I need?” I look at my to-do list right now and I’m like, “What’s not getting done, or what’s sitting on there too long?” And it’s all been planning work, and so I’m having my first paraplanner, working with my first paraplanner ever on Monday, like a week from today.

Rianka: Wow.

Hannah: Yeah, and so that’s been something I’m like, “Okay. Well, this is what I need.” In order for him to do the work that I need him to do, I have to be able to tell him what I need.

Rianka: Yes, and that’s truly important.

Hannah: Yeah, and so it’s not about, “Hey, what do you want to do today?” It’s like, “No, I need this done.”

Rianka: Yeah, this is what needs to get done. Yeah. Yeah. I mean, we can have a whole podcast about that. I mean, podcast episode about what it means to be a delegator, like true delegation versus abdication, and I think the best business owners, the best planners, the best leaders learn the craft of delegation versus abdication, and I think that you have honed in on that skill of true delegation.

Hannah: Yep. Well, trying to. My thing is like I refuse, there’s so many bad business owners. I refuse to be that bad business owner. I will own up to where I’m being a bad business owner and make what I need to do like change, because it matters. That’s the thing, it matters that you’re a good business owner.

Rianka: I mean, it matters, and I think just because you’re a business owner, just because you’re the lead financial planner or senior financial planner you don’t know everything as far as just like how to train, and so for the folks that are on my team, so I have kind of like two teams, my YGC team with my RIA, with my financial planning, and then my 2050 Trailblazers team, and I explain to both of my teams I’m like, “I’m only as good to you as a trainer, as a leader as you tell me. So if there are any blind spots that you see that I have, I give you full permission to let me know, because if you don’t let me know, I can’t change.” I think that’s why I have a rockstar team and why I can do what I do.

Hannah: We did a podcast with Cheryl Holland at the beginning of the year, and they have these like 360-evaluations, and like I was shocked. She said, I can’t remember if it’s her whole team, but like people every 18 months evaluate her and her leadership team anonymously, so they can say whatever they want.

Rianka: Wow.

Hannah: I know, and I was like, “Whoa, that’s just mind-blowing to me.” I would be scared. I would be scared if I was in a position, and I kind of made that comment to her, and she was just like, “You know, if I’m going to run a world-class business, I have to be on my A-game, and the only way I can be on my A-game is if people actually give me real feedback.” And I was like, “Dang. Okay.”

Rianka: That is so true.

Hannah: “Yes, ma’am.” Like, “I’m going to be like you.” Flipping gears back to the E-Myth, I just reread it like three months ago, and so what was so cool to me was what I picked up the first time, I picked up completely different aspects of it the second time, and what was really exciting to me was there was part, like the last part of the book I read and I’m like, “Oh my gosh, I don’t quite understand what he’s saying. I can’t wait for a couple years to come back and read this again and I bet understand it in a different light.”

Rianka: Wow.

Hannah: So it was really exciting to me to be like, “Oh, there’s just a natural progression that happens.”

Rianka: Yes.

Hannah: One other big business kind of aha moment I had, I think it was last year. I lose track of time now, but the book Traction is another great one. It’s the EOS system, Entrepreneur Operating System.

Rianka: Oh, Traction. That’s what the book is called. Oh, I haven’t heard of that one.

Hannah: Yeah. No, this is definitely one that’s been a game-changer for me. Great book. Everybody who wants to be a business owner should do it. If you’re even at a firm and you’re managing people or you need to manage up, it’s a great book to read. But one of the things that they talked about in the book was quarterly rocks. So you have a one-page business plan and then you put quarterly rocks, and so I’m the type who just, I’m naturally just, I just go. I never feel like I’m doing enough, right? That’s always been one of my things where it’s like, “Oh, you bought these businesses,” and I’m like, “Yeah, but you know what I haven’t done?”

Rianka: Right. We don’t take time to stop and smell the roses as the saying goes. I’m with you there, girlfriend.

Hannah: But the Traction, so you write out a one-page business plan, and then you do quarterly goals. Okay, let’s be honest. My husband is editing this, so he’ll call me on this if I’m not telling truth. I’m not the best at implementing all of it. Maybe hopefully I’ll grow into that soon, but just the idea of quarterly goals has been really powerful for me. So like before every quarter, and not every quarter, like now … I’m sure we’ll get to this in a little bit, in a different phase of life right now, but before every quarter I’d say, “Okay, what’s going to make this quarter successful?” And I would write it down, and so I would get in these points where I was just so frustrated, like, “Why can’t we move this faster? Why isn’t this happening?” Just putting all this pressure on myself, and I was like, “Okay, no. You said January 1st this would be a successful quarter if these four things got done, and you know what? Three and a half are done, so chill out.”

Rianka: Right. Take a chill pill as my mom would say.

Hannah: Yep. So that’s been a good like balancing. We just put such unrealistic expectations on ourselves. I’m really chatty. We have a friend…

Rianka: You have a lot to say.

Hannah: I do.

Rianka: You have a lot to share. This is, what, the 100th episode of You’re a Financial Planner … Now What?

Hannah: Yes.

Rianka: So, I mean, you-

Hannah: I’ve been sitting on my hands.

Rianka: You’ve been sitting on your hands for 99 episodes. I want everything this episode, girlfriend. Everything.

Hannah: Well, I had this friend who, he did coaching with, Ed Jacobson, and so he does all of this appreciative inquiry. He’s like this psychologist. It wouldn’t be a good idea if you’re like high-strung and like trying to like rain blot through a lot of, like he’ll calm me down quickly if you know him. Great, great stuff, but my friend went to him with all of this like yearlong to-do list, and Ed’s comment to him was, “That sounds like a lifetime achievement. What you’re trying to do sounds like something that most people do in their lifetime, and you’re trying to do it in a year.”

Rianka: Wow.

Hannah: And I was like, “Wow. Okay.” So like a lot of stuff now I’m like, “Okay, is this a lifetime goal, or is this … Do I have proper expectations of myself?” Too often I’m trying to get a lifetime goal done in six months.

Rianka: Wow. That’s a great perspective because, I mean, you have achieved a lot in your, it’s been, what, a decade that you’ve been a financial planner? Less than a decade?

Hannah: Yeah. I graduated December 2018 from college, so, yeah, so-

Rianka: ’08 or 2018?

Hannah: ’08, yeah. Sorry. 2008.

Rianka: 2008. So it has been a decade, and so with that, I mean, we’re friends and I follow you and cheering you on, and so I know about Investment News 40 under 40 and the Dallas Young Guns awards, and so you’ve done a lot that most people don’t do within the first 10 years of their career, and so where do you think this ambition comes from?

Hannah: Money has never been my motivator. I don’t know if that’s good or bad. It’s probably part of my money scripts of growing up without money, but it was like this idea of like, “I want to do what I’m passionate about. I want to solve big problems.” I don’t know how to do small things. Loading the dishwasher at home, that feels like a mountain sometimes, but big problems, that’s what I want to solve. I think really been my motivation has been, and again it’s different on various things, but it’s: How can I positively affect other people? Very millennial side of me I guess if you would.

Rianka: I’m with it. I always say that we’re the generation that cares too much, but I think that’s a good quality.

Hannah: Yep. We did the podcast and I’m being pretty positive right now, my story, but when I’m feeling a little cynical, it’s: Why did I do it? Because I’ll be damned if somebody else has to go through what I did when I started. It’s like, “No, this stops.” There were so few resources out there when I started, and we can talk about the podcast story more, but it started in my local FPA, so like they were already doing some of this, but I was just like, “No, this is unacceptable. This isn’t about money. This isn’t about fame.” I had no idea what would be happening today would happen, but it was like, “If I can help one other person, if I can help 10 other people, that’s why I’m doing this,” and it was more that’s the motivation of it.

Hannah: With my financial planning clients, so like my big thing, you know, we’re doing the one-page business plan, like, “What’s the one thing?” I want to change the way people think and talk about money. So when my clients come in, I want this to be a transformational experience for them. I want them to come in and looking for financial advice and I want them to think and talk about money differently. I want the power of money to work for them instead of always holding them back, and that’s my motivation. Charlie and I were talking and it was if I retired tomorrow, I think I’d still want to do exactly what I’m doing today.

Rianka: Yeah, and that’s pretty powerful right there because I think what you do and I see this and everyone else in the profession sees this that knows Hannah Moore is that you care and that you’re very passionate about the profession, and so on top of running your firm, on top of everything that you’re doing, on top of some more exciting news that we’ll share, we’re holding the listeners hostage to hear this big, exciting news, but on top of everything you decided to launch a podcast, You’re a Financial Planner … Now What?, so that you can help other financial planners. It’s just like … wow.

Hannah: Yeah. So my local chapter, I have to give so much credit to them. Patrick Dougherty and Trudy Turner started this, they started You’re a Financial Planner … Now What? through my local FPA chapter, so Dallas-Fort Worth. They would have the seminar series in the evening, and that’s … I can’t even describe it. It felt like a lifeline. It felt like, you know, I was learning how to do Morningstar reports, I was learning how to do meetings with clients, I was learning the paperwork, the technical part of our job, but I wasn’t learning about financial planning and the power of financial planning, and so I went to the seminar series for it was two or three years, and it was just like if I couldn’t attend one of those, it was like soul-crushing, because it was just like I just had to be around people who were seeing this thing that I was seeing, and that was the only, I mean, that, and my local chapter as well. Those were the places where I could go for it.

Hannah: After I made the switch from broker-dealer to the RIA, that’s a huge lifestyle change going from 250,-

Rianka: Big, yeah.

Hannah: … 300 clients to 18.

Rianka: One, eight. One, eight.

Hannah: One, eight. So the crazy part is throwing away the year that I moved, my revenue stayed the same.

Rianka: What?

Hannah: Yeah. So follow the money, people. Follow the money. I had so much time on my hands. So after I moved I took six months where I just didn’t do anything. I was like, “Okay, Hannah, all pressure off. You maintain 18 client relationships. You do not look for business. You do not market. You do not put pressure on yourself to do anything that you normally do, and your job is just to chill out,” because I realized I had never slowed down since I started working when I was like 13 or 14 or 12 or something when I started a paper route, you know? And not that I was taking a break from work, but 18 clients usually don’t fill up 40 hours, if you do it right.

Hannah: So when Patrick and Trudy retired if you would from doing that, she asked if I would take it over, and so Lynn McIntire, who’s also local, and I started taking those over, and Charlie, his background was media, and I just kept telling him, I’d come home from the seminar series and I’d be like, “This is just the most amazing content in the entire world. Why aren’t there more people showing up? What the heck is wrong?” He was just like, I mean, he lives and breathes media. He was like, “Well, why don’t you just put some microphones on them and throw it on the Internet and just see what happens?” That’s how it got started is we started just throwing a microphone on me and Lynn, and I was like, “You know what? I have some really interesting people I know, and I’d like to get an hour of their time, so let me just interview them.”

Hannah: All the technical side, he just works his magic, like that is his area. So that’s kind of how it got started, and I had the time to do it. That’s the thing is that that was really coming out of I have this new business, not new business, it was still Guiding Wealth, but really radically transformed my business, and I had time to commit to it, and so I just did it.

Rianka: Yeah, and so I say I’m all about this there’s two sides to every coin. The gift and the curse about being an entrepreneur is that, I mean, we get to use our creative side whereas, and I always say this about myself, like I’m a bird that cannot be caged. I will die, like internally die, if you try to put a box around me or just slap a title. Don’t hold me hostage to my title. I’m more than a financial planner, kind of like You’re a Financial Planner … Now What? as far as this podcast goes. We have so much to give to the profession, and you are just a shining example of just that. You’re a financial planner, and then you started going to these meetings and seeing like, “Wow, people need to listen to this who are outside of this room, but what is a way for us to get it to them?” From, you know, your words, from your lips to our ears, and here birthed You’re a Financial Planner … Now What? podcast.

Hannah: Well, and my secret weapon is Charlie.

Rianka: Yes.

Hannah: So that’s my unfair advantage, my unfair competitive advantage.

Rianka: Charlie. So for those who do not know, and, Charlie, you cannot edit this out, okay? So Charlie is the wonderful husband of Hannah, and Charlie Moore is just a fantastic entrepreneur as well who helps out with this podcast, also helps out with 2050 Trailblazers as far as the editing goes, and just a fantastic person overall. I actually had another question about that too, because besides Charlie being an awesome guy like … You know how you have this expectation of someone? It’s like, “Oh, okay.” It’s just like, “Oh,” and then you meet them and you hope they hold up to the expectation? That was Charlie. I’m like, “Charlie is so cool. I want to hang with Charlie, too.”

Hannah: Oh, he’s so much like cooler than I am.

Rianka: You’re cool, Hannah, and Charlie is cool, too. Yeah. So what is it like having two entrepreneurs in one household? How is that … Maybe there’s some financial planners out there where their spouse or their significant other is just like, “Hey, you’re having all the fun being an entrepreneur. I want to do it, too.” How did you two manage to make this work?

Hannah: Okay, so here’s a crazy story. So we started dating like 10 or 11 years ago. So we started dating. We’re like a month dating, and he’s just like very like, “You know, my dream is to one day own a business with my wife,” and I looked at him. I’m like, “That is the dumbest thing I’ve ever heard come out of anybody’s mouth. Are you joking? Are you not in touch with the real world? Do you not understand how relationships work? Do you not understand like … “

Rianka: Oh, my goodness.

Hannah: And so he’s always kind of hung onto this, that like that’s his dream is to own a business with his wife, and I’m like, “No. Like no.” So at that point, I think I had already changed my major, but I had no idea what my career was going to be. I’m like, “This is just insane.” So we always, yeah. Anyway, so then I ended up buying a business, like getting in the position where I was like, “Oh, I’m going to own this business,” and then I buy this business and I own this business and I’m like … and he was smart enough. He’s usually a step or two ahead of me on some of these things, even if I don’t want to admit it. He was smart enough not to say too much, but as we, I bought this business, and when I really shifted gears from so many clients to really doing like deep financial planning work with my clients, I was like, “Okay.”

Hannah: So this creative side was me coming out. I’m like, “So what would it look like for a financial planner to have a media arm?” I still don’t know. That’s the thing, I don’t know. We’re still figuring this out, and I was like, “Okay. Okay, like maybe that could work.” Then we started looking at like, “What do we want our lives to be like? What’s our lifestyle?” We want to someday have kids. How do we manage that? How do all these pieces fit together? He was signed up 11 years ago. It took me a lot longer. And I was like, “Okay, maybe this could work.” So once the business, I felt comfortable with where we were with the business, it was just like, “Why not? Why not just give it a go and see what happens?”

Hannah: At that point we had the podcast going, so he was going to quit and work on that, and that, you know, one podcast isn’t a full-time job, and so we were like, “Okay. Well, we’re going to … ” Yeah, really we were going to start exploring some different options.

Rianka: Other opportunities.

Hannah: Other opportunities.

Rianka: Yeah.

Hannah: And so we were looking at direct-to-consumer. That’s definitely a place we want to go. We’ve held on to that for quite a while. It’s great talking to other advisers and I love, like you’re my people, but what could I do if I went and talked to consumers? And so, I don’t know, we’ve just been playing around with these ideas, and so we were going to really push pedal to the metal last year on that, and then other opportunities came up.

Rianka: Yeah. So let’s talk about those opportunities. So from what I understand, You’re a Financial Planner … Now What? is under the umbrella of the Financial Planning Association, FPA.

Hannah: Yes. So it started out under FPA, and it’s like still there. So it’s really kind of a cool story. So at this point we had been doing the podcast, this was like beginning, middle of last year. So we’re doing this podcast, and it’s really been like … I don’t know how to say. My gift to the profession, my like … There was no expectation. There were no strings attached. It was just like, “Somebody needs to be doing this, so I’m going to do it.”

Rianka: I think this is why we get along, Hannah, is because we’re almost the same person. We’re like, you know, ebony and ivory of … because it’s just like I’m such the same way as far as just like I can’t wait for someone else to do something. I’m just going to do it, because if I do it, I know I’m going to do it right, or at least have a team around me that’s going to help me do it and execute really, really well.

Hannah: So what’s so cool about the podcast and what has been so just enriching to my life is I’ve had all these new planners reach out to me. So I was getting two to three phone calls a week from people who were listening to the podcast, and they were like, “Hey, I’m a new planner. Help.” It was a really cool thing, and Charlie and I, we would just, like every week we were like, “Gosh, I just wish we could start a Facebook group and have all these people jump in and join it,” and we’re like, “But we can’t do that alone. We can’t do this alone. There’s no endgame here for us. This could be a full-time business. This isn’t … ” I still want to be direct to consumers. I’m an adviser at heart. There are consultants and people who go directly to advisers and make a ton of money and all that, and that’s great, love it, but that’s not who I am. We did this for the profession. I don’t know.

Hannah: We keep saying that or like, “If only we could do this for this group of people.” I had a coaching call with one of my long-time mentors who I met at gathering, and her feedback to me was, “This doesn’t fit in. You have to let it go.” It was like a grieving process.

Rianka: What doesn’t fit in? What? What? The podcast?

Hannah: Oh just the podcast, yeah.

Rianka: This podcast?

Hannah: This podcast, because it was … This is for new planners. I’m getting older. I recognize, and I hate, like one of the things, not to give spoilers, or, hey, anybody interested? That could be another way of pushing this.

Rianka: I was just going to say, are you looking for someone to potentially take over and like host this You’re a Financial Planner … Now What?

Hannah: Yeah. Do like guess podcasting or get a different lineup. I mean, one of the things I’m so aware of is we talked about like your perspective. This, everything is through the filter of Hannah Moore. I hope it’s a good filter, I like to think it is, but I could be foolish. There’s so much more to the world that I can’t see because I’m just one person. So I’ve always been really aware of like this podcast is always going to be limited because it’s just me. So, yeah, anyway. Getting a little soap box there.

Rianka: That’s very … No, I mean, that’s very selfless of you, because you could-

Hannah: Well, none of this is about me. This is about the profession. This is: How do we move our profession forward? And we cannot move our profession forward unless new planners figure out how to operate in this new profession, and that’s what this is all about. That’s what I go back to, like I don’t want to do anything that doesn’t matter professionally. Yeah, so I get this advice from my mentor who was like, “You need to shut it down,” and it was just one of those, like it was, I was so sad and I was just like, “But that’s the right thing for us to do.” I shouldn’t be doing this. I’m 31 right now, and I’m still young. I’m still young.

Rianka: But your first career was, is, financial planning, so you have 10 years under your belt.

Hannah: Yeah. That’s my day job.

Rianka: Yeah. You have 10 years under your belt.

Hannah: And like nobody wants, I mean, what’s the plan? What’s the endgame? I’m going to be 40 and still doing this? I’m going to be 50? I mean, there’s hard decisions sometimes. Like what’s the purpose? And so I was really just like, “You know what? This is just my gift to the profession, and if we shut it down, we shut it down, and we’ll pay the hosting fees indefinitely so it’ll always be up for new planners to go listen to.” So, anyway. That was kind of where I was at, and so we gave it a June 30th deadline of saying, “If something doesn’t change, this is it,” and we had some sponsors like, we had some people reach out to us and say, “Hey, would you want to partner up with us on this or that product or whatever?” And it always just felt wrong, because our motivation, like this was about the profession. This isn’t about selling a product. This isn’t about a business model. This is not about one specific career path. I don’t think everybody should own their own firm.

Rianka: No.

Hannah: I don’t think everybody … like, right?

Rianka: No.

Hannah: It was really this like pure this is about the profession. I’m selling out if I go with these other sponsors. I’m selling out if I try just to make everybody an entrepreneur when they’re not an entrepreneur. I couldn’t do it, and so anyway. A connection was made with the national FPA, and they were like, “Okay, so let’s not … Can you just not shut down the podcast right now?” It worked out right on the timeline of June 30th. It was very, very soon after Charlie and I were in Denver talking to them about what would a partnership look like, and one of the things that I was just so passionate about was this isn’t about the status quo. Again, I only do big things.

Rianka: Right. Go big or go home, right? You’re from Texas.

Hannah: Right. So it was if we’re going to do this, these planners need a place to meet. There’s no place for them to meet online right now. Nothing is about true financial planning, so they really opened the door and they said, “Hey, what would you do for new planners?” There’s already a lot that they’re doing. NexGen is already doing a lot of really, really great work, and it was so cool because I had talked to so many of these young planners. I was like, “I know these, these are my people. These are the people that like, like I know them. Like I know their stories. I know what to do to serve them.”

Hannah: It’s been such a cool partnership. I always say FPA, they had the same purity about them because they’re a nonprofit. They’re our membership organization, so they’re like, they’re in the same like IRS category as a nonprofit, but they’re the only place where new planners, or any planner for that matter, can go where it’s all about financial planning. The end goal is just financial planning. So it’s not, I love all these sponsors and vendors and I use them and all of that, but it’s all financial planning is a means to an end. Financial planning is a means to a business model. Financial planning is never just the end, except with the FPA, and I could get behind that. I could say, “FPA,” like I can tell you ever step of the way how they’ve impacted my career, and so to me it was just like, “Oh my god, this is not just the perfect, this is the only fit I would have ever done to really partner up with them.”

Hannah: They were so respectful of like, “You’ve been doing this podcast. We don’t want to take it from you.” And I was like, “No, this is it. We’re sold.” We actually approached them and were like, “Hey, can we just fold this whole podcast under your umbrella? Because it needs to be bigger than me.” That’s the thing, it has to be bigger than me. And what happens when somebody graduates from You’re a Financial Planner … Now What? There’s experienced planners who aren’t the market of this podcast. What happens hopefully when all the people who are listening to right now are like, “Hey, this was great, this helped me a lot, and I’m just in a different place now”? Where do they go? And to me it was so cool because the FPA can pick, they have that whole career arc. That’s their job is to help us be the best financial planners that we can be, so it just was this like the skies parted, the stars aligned, and it just … I don’t know. It was meant to be. I don’t have another way of saying that.

Rianka: I’m a true believer of when you put it out there in the universe, the universe conspires with you, not against you, and I think this is just one of those moments where you just have to sometimes walk by faith and not by sight and just truly trust the process. I mean, you’ve had, I mean, such an awesome career thus far. You started off with a broker-dealer. You purchased a firm. You’ve made some hires within your practice, which we haven’t even discussed. Maybe there will be a part two to this about what that process looked like, and now you have a podcast. You’ve transitioned that a little bit into FPA, and now you’re about to start another new chapter. You’re about to add another title to your name. Can you do us the honors of telling us what that is?

Hannah: Gosh, this is like so uncomfortable. No, so we’re having a baby. We’re due August 10th.

Rianka: Yay.

Hannah: Yes.

Rianka: Congratulations, Hannah. And I would like to say, I can hold a secret because I was probably one of the first ones-

Hannah: You were, yeah.

Rianka: Yeah. And I held the secret. Oh my gosh, I’m so excited for you guys. I am so excited.

Hannah: Thank you. No, it’s really exciting. It feels very surreal. Like, “Is this for real?” And I can feel a kicking now, so I’m like, “Okay, so like I really-

Rianka: What?

Hannah: ” … do think there’s something inside of me,” but it’s … I don’t think I’ve fully processed everything, but, yeah, here I am. So six months pregnant right now.

Rianka: It’s six months, and you’re looking good just FYI. I mean-

Hannah: Thank you.

Rianka: I saw you a couple weeks ago, and I was just like, “Wow, you are just glowing.” Everyone has a different experience with pregnancy, but you are definitely growing, so. Not growing, glowing.

Hannah: Doing both.

Rianka: I mean, you’re growing, too. Oh, my gosh. And so with that so many questions come to mind. It’s like you want to celebrate, get excited, start nesting or nesting your house, whatever it’s called. I don’t have any children yet, so I’m not sure of the official term so excuse me moms out there if I’m using the wrong terminology, but it’s something that we’ve talked about offline, which I’m pretty sure there’s going to be some other planners who are asking the question, too. It’s just like, “All right, well, I’m excited that this baby is coming. What about my business?”

Hannah: Oh, my gosh. Yeah, I’ve been saying I’ve been nesting in my business more so than in my home.

Rianka: Let’s talk about that.

Hannah: Gosh, there’s so much, and there’s so much I don’t know. So I feel like giving advice, I’m really like in the thick of it right now, so everything with a grain of salt. But I was, man, we’ve been talking about this for a while and that was part of why Charlie quit his job and worked with me was we will likely use some form of childcare, but I wanted it to be my choice. That was a really big deal for me was my mom was a stay-at-home mom, and I’m clearly not going to be able to do that. I always said that mom guilt is going to be my big thing, but Charlie quit his job, so now we’re looking at flexibility on: What does it look like with two entrepreneurs working from home? How do you balance this? You know? How do you do this?

Hannah: It’s just so cool because it feels like we’re not being trapped in a corner. That’s what’s so great. I’m a planner by nature. I mean, that’s my field, and so with my clients … Like, okay. So all of y’all listening to this, I’m going to tell you I always had emergencies back when I was at the broker-dealer. People would call and they would be panicked, “I need money tomorrow.” That doesn’t happen anymore because we plan for emergencies, and so from a business standpoint, I’m in such a better position. So I was like terrified to start telling my clients that I’m pregnant because I’m like, “Well, what does this mean? I’m their adviser.” I’m like, “Okay, well, I’m going to be available by phone. I’m not going to meet in person for six weeks, but if you need something, I can meet with you.” Whatever, having all these qualifications on it.

Hannah: My clients are so thrilled for me. It’s so touching. They just can hardly contain their excitement. I’ve had like, this one woman, oh, I adore her. She like almost fell out of her chair she was so excited. What’s been cool is I have, several of my clients have made a comments on, you know, that, “You kind of have the perfect job for this, to have a kid, don’t you?” And I’m like, “Yeah, I kind of do.” I don’t know how I could have scripted this out better, if that makes sense. I was really, really fearful about it before I got pregnant, and then when I found out I was pregnant, it was more like, “Okay, now it’s business time. I’m going to figure this out, and I’m going to solve this problem.”

Hannah: There’s this, a lot of things I read about, you know, how do we help our clients navigate change and all of that, all the unexpected things in life? They talk about resiliency, and so I look at all of the hard parts of my career and I’m like, “That’s built resiliency in me.” So this, I’m just like, “You know what? It’s going to be challenging, but I know I got this.”

Rianka: Yeah. I have no doubt, Hannah. I have no doubt.

Hannah: I say this now.

Rianka: Well, I mean, you have a track record of resiliency, so I think this is just going to … If anything, what I’ve seen with the new moms is it makes you so much more efficient because it’s like, “All right. Well, I have this window of time. I just want to work for six hours, and the rest of the time is for my family.” The things that used to take 10 hours in a day to get done is now taking six, and it’s just like, “Wow. Where was all that time before?” is the feedback that I’m getting, because I’m asking a ton of questions. My husband, Reggie, and I, we’re talking about it, and I’m scared out of my mind, just like you probably were when you and Charlie started first having the discussion, but it’s all going to work out.

Hannah: Yeah, it’s just such a cool thing. My mom was a stay-at-home mom, so I’ve always … worried isn’t the right term, but it’s always been like, “I’m going to want to be a stay-at-home mom.” And I think I’m definitely like pulled that way. I think that’s the most amazing thing if that’s what you want to do and are able to do it. I absolutely love that, and maybe a little part of me is jealous, but I just … The day after I found out I was pregnant, I just remember having this sense of like, “I don’t want my daughter to say, ‘My mom had a great career until I was born.'”

Hannah: And, again, that’s my story, so I want to be so sensitive. If that is not your story, I will be your biggest cheerleader on staying home. Call me up, I’ll help make a financial plan to make this happen for you. Like there’s no … But I was really surprised. I guess the moral of that story is I thought I was going to respond one way, and I found that I didn’t respond that way, and so that’s been surprising is just seeing how I’ve been responding internally, because it was different. It’s different than what I thought. I was legitimately thought that I’d want to sell my business and stay at home, and now that thought is just like, I can’t even stomach that thought. That’s not in the world of possibilities right now, so I guess some of it you just have to go through it. That’s what I’m telling myself.

Rianka: Yeah. Yeah. And you have definitely a big support group here, including myself, that’s here to kind of like be a thought partner with you. I mean, this is something new, and as much support that I can lend to you I would love to.

Hannah: Well, thank you, and so much of it like we have the Internet now. We’re like two and a half months ahead of our podcast schedule right now, so the podcast is still going to go on every week, even though I’m not going to be here. That’s what’s so cool is we’re able to put in the work, and with my clients I’m like, “Okay, so the baby is due in August, so I want to meet with you again one time before. Would you like to meet in July or would you like to meet in September, October?” They just get to pick and-

Rianka: And they’re okay with it.

Hannah: They’re totally fine with it. Yeah. They’re just so excited, and so it’s just like, “Okay, so we’re just going to line this up and get this moving.”

Rianka: And prepare for it. I think we make these assumptions in our heads, especially for those who own businesses, about what our clients may think or what they may do. I remember, this is definitely not on the same playing field as having a baby, but I went out of the country last year for two and a half weeks. This was the longest I’ve ever taken off since I started my business almost three years ago. Two weeks to go to Santiago, Chile, and I thought my clients were going to fire me, and they said, “Rianka, if you need email me one time while you’re out there, we’re going to have some problems.” I’m like, “What? You actually want me to have a break?” So weird.

Hannah: If I help my clients live their best life and I’m not living my best life, that doesn’t make sense.

Rianka: Yeah, you just hit it. You hit the nail on the head, Hannah. Yeah.

Hannah: I wouldn’t go to a financial planner who wasn’t living their best life. You have to live it out.

Rianka: Questionable. Questionable.

Hannah: And there are seasons, and sometimes we have it together and sometimes we don’t, and a lot of times we don’t.

Rianka: So for any new or expecting moms out there, what are some of the things that you have learned over the past couple of months, anything that you want to share with them?

Hannah: Oh, gosh. I don’t know. I feel like I’m such a newbie. To me I guess what I’ve learned is I have to just give it time and let it settle with me first, and that’s just, again, how I process things. We didn’t tell anybody until, I mean, longer than they say you should wait, because I had to process it myself, and so it’s, I think we’re all just so different. Yeah, that’s okay. That’s the great thing. I looked at the Enneagram, and one of the things that they had on there, you know, your Enneagram type or whatever and, because I always thought of-

Rianka: What is that? Okay, I’m showing my ignorance right now. Like what’s the Enneagram?

Hannah: Enneagram, it’s like this personality profile thing. It’s like super in depth. It’s actually really cool if you look at it. It’s like the Myers-Briggs on steroids. It’s been around for like hundreds and hundreds of years.

Rianka: Oh, okay.

Hannah: So I’m probably not giving it complete credit, but it really talks to like: What is your motivation behind things? It really goes deep. They talk about like the seven deadly sins, that came out of the Enneagram.

Rianka: Oh, wow.

Hannah: Yeah, like it’s like deep stuff. It’s really rooted in deep stuff. But one of the things that I realized after reading this book about it was I always was like, “The ideal mom is what my mom was,” right? She was amazing. I love my mom, but I’m a different person than my mom, and the best thing that I can do is offer, like we were talking about offering your full self to your clients, and I’m coming to terms with I’m going to be different than my mom. I’m going to be different than most moms out there just because of our situation, and we’re probably going to make choices that are different, but that’s okay. The thing that my daughter needs is for me to show up just the way I am, just like we’re supposed to show up for our clients that way, fully there. And so I don’t know, it was just this really big aha moment where they … Everybody else probably gets that, but it just takes me a while sometimes.

Rianka: No. Yeah, yeah. And you said daughter, so you’re having a baby girl.

Hannah: Yes, a baby girl.

Rianka: A baby girl, whose name is going nameless until-

Hannah: It’s a secret. Until August.

Rianka: Until August. Until August 10th when she is set to come out and be introduced to the world.

Hannah: Hopefully won’t be longer than that.

Rianka: Yeah. Sometimes babies make their own decisions. They’re like, “You know what? I’ve had it. I’m ready to make my appearance.”

Hannah: Oh, my gosh, and we’re in Texas August. It’ll all be good.

Rianka: Ooh, it’s hot.

Hannah: Yeah.

Rianka: It is hot, but it is … I’m pretty sure Charlie is going to have some ice for you.

Hannah: Oh, yes. But I can’t imagine a better career to be a mom in than with financial planning. Like I just can’t imagine it. That’s the thing that’s so cool, and I wish I could just shout that from a rooftop, and I’m not quite there yet because I’m not actually like, I haven’t had the sleepless nights yet, but I can’t imagine any better career.

Rianka: I think it would be cool if we did maybe like six months in, six months after your daughter is born or like a year and just talk about your experience of because you’re a financial planner and you and Charlie have a new baby girl and what your experience has been. I think that would be a good followup.

Hannah: Yeah, absolutely. It’s a whole new chapter in life. It’s, yeah.

Rianka: So, I mean, we’ve talked about a ton today, and I’m pretty sure … We’ve already said a part two and potentially a part three, but what I want to ask you and what I want to leave the listeners with is a conversation that we always have with each other, but now I want you to share with everyone, the listeners, is the question of, you know, what is our responsibility to our profession?

Hannah: You know, I’ve been thinking about this so much, and I think people are going to step into different roles. So I’m going to say what I’m going to say, but I just want to put the disclaimer on there that you give what you can, and not everybody is going to have their own business, not everybody can give the time that I’ve given, not everybody can do that. Bringing it full circle back to Dick, we did a podcast interview. So he wrote the paper, To Think Like a CFP, transformational, of what if financial planning was a profession. That’s what it’s all about, and in the paper he quotes a movie. The movie is terrible. We went and watched the movie because we’re like, “We want to see where this quote came from.”

Hannah: So in Dick Wagner, in his paper, and we have this like incredible audio of him like less than a month and a half before he died. This was right after Charlie quit his job, so I’m so thankful for that, and Charlie really, he has a really good editor’s eye and like storytelling eye, and so I was like, “How do we do this podcast, like how do we take a legend like Dick Wagner and do this justice?” We looked at his To Think Like a CFP, and so we actually had him read this, and so we did a video, or Charlie did a video I should be clear, of-

Rianka: Thanks, Charlie.

Hannah: He edited it together. Oh, it is like, every new planner needs to watch it. It’s so powerful, but we had Dick read a line from his paper, and the setup is it’s from this movie, and it’s all of these law students who are coming in and these law students are first day of law school and this professor is coming in. Reading the first part, the students file past the ivory into the oak and dust of the ancient classroom. On this first day of class, they anticipate their initial steps on a professional journey that will lift in the pinnacle of prestige, power, and authority. So it’s all of this, and the professor, his words, and I have this in Dick’s voice, and I just hear it all the time, and so I’m going to read it.

Hannah: It says, “Ladies and gentlemen, you’re embarking upon a journey of epic proportions. It will require all that you have to give and all that you are. You come here with a brain full of mush, and if you survive, you will leave thinking like a CFP.”

Hannah: And I think about this profession and I think about: What is my responsibility? And, again, I don’t want to put this on everybody, but if we’re really going to make this a profession, it could require all that we have to give and all that we are. We have to give everything we can, and we have to give everything of who we are, every ounce of creative energy, every ounce of fight sometimes, every ounce of compassion. It will require all that you have to give and all that you are, and so we’re a place in history where we have such a profound responsibility. There’s just such a small fraction of Americans who get what financial planning is. We can quite literally change the world if we together, and it can’t be just me, it can’t just be new planners, it can’t just be old planners. If we as a profession say, “This is the line in the sand, it’s about financial planning,” we can quite literally change the world, and I think that is just enormous. And so what’s our responsibility? I think it’s to give it everything we have.

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