Sterling Insights

70% of family businesses fail to transition successfully — what if the right conversation could change that? Discover how proactive planning, people-first strategies, and a clear roadmap can turn succession chaos into clarity.

In this episode of Sterling Insights, guest host Ray O’Connell sits down with Chuck Cooper the founder of Whitewater Consulting, a seasoned business consultant specializing in HR, succession, and exit planning for family-owned and mid-sized businesses. Together, they explore the hidden pitfalls of business succession, sharing valuable insights and practical tips for listeners. The guest draws from decades of experience to discuss why most succession plans fail, how to navigate emotionally charged family dynamics, and how to build a roadmap that secures both legacy and value.
This episode is a must-listen for business owners, financial advisors, and professionals working with family enterprises, providing both knowledge and tools to navigate this critical stage of business growth and transition.

Key Takeaways:
● 🔄 Succession Is a Process, Not an Event: Business owners should start planning 3–5 years ahead, not 6–12 months before exiting.
● 🧭 Clarity Starts with Conversations: Open, facilitated conversations among family members are key to aligning vision and expectations.
● 💼 Value Is More Than EBITDA: Up to 80% of business value comes from human, structural, customer, and cultural capital — not financial statements.
● 🧠 Advisors Matter: Succession planning requires a trusted team — legal, financial, HR, and coaching professionals all play a role.
● 📚 The Tools Are There — Use Them: The guest’s book and toolkit provide business owners a DIY path or support for guided implementation.

Quotes from the Chuck:
● “70% of business owners we surveyed had no succession or exit plan in place.”
● “Most of your business’s value isn’t on your balance sheet — it’s in your people, your systems, and your relationships.”
● “Succession isn’t the end — it’s the start of a new chapter. The sooner you plan, the better your story ends.”
🔗 Conclusion:
Business owners can’t afford to wait. Whether you’re focused on preserving your legacy, protecting your team, or maximizing your exit value, thoughtful succession planning is the bridge between what your business is today — and what it can become.
Connect with Chuck:
Website:  https://whitewaterconsulting.net/
With Your Guest Host Ray O’Connell:
Ray O’Connell, Accredited Investment Fiduciary® (AIF®), is founder and Managing Director of Altus Wealth Strategies, dba Altus Wealth and Tax. Altus Wealth and Tax uses a Proactive and Holistic Planning and Tax / Capital Gains Minimization process backed by a team of 50+ Family Office specialists. We have been in business for over 30 years, located in the Southeast, and work nationally. O’Connell has taught hundreds of advisors the principles of integrating tax planning strategies with investments and insurance. He has presented programs to physician groups, business owners and high net worth. He is also an author.
Connect with Ray:
Email: Ray@AltusWealthAndTax.com
Website:  https://altuswealthstrategies.com/

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What if everything you thought about financial risk was wrong? Discover how redefining risk could help your high net worth clients achieve more—and sleep better at night.

In this episode of Sterling Insights, Roger sits down with Clark Richard, Co-Founder and CEO of Vineyard Global Advisors. Together, they explore a client-first approach to risk, portfolio design, and long-term planning, sharing valuable insights and practical tips for listeners. Clark draws from his extensive experience building financial businesses and guiding ultra-affluent families to discuss how to align wealth strategy with real-life goals, offering actionable advice for advisors who serve high net worth clients. This episode is a must-listen for financial advisors managing assets under management (AUM), providing both knowledge and tools to navigate planning, risk, and client expectations with greater confidence.

Key Takeaways:

• 📉 Risk Reimagined: True risk isn’t volatility—it’s the probability of not achieving your goals. Clark explains how he reframes risk for clients.

• 🧮 Planning-First Philosophy: Start with goals, not products. Clark shows how planning leads investment strategy—not the other way around.

• 💼 Tailored Portfolios: How time-segmented strategies help align liquidity, volatility, and long-term growth in client portfolios.

• 🏛️ Private Market Insights: When and how private credit, private equity, and interval funds fit into high net worth portfolios.

• 🧾 Tax and Estate Integration: Why most financial plans fail to connect taxes, estate planning, and portfolio strategy—and how to fix it.

Quotes from Clark Richard:

• “Volatility is just one measure of risk. We define risk as the probability of not meeting your financial objectives.”

• “Structure follows strategy. Without an integrated plan, even good ideas can fail to deliver.”

• “It’s not what you make. It’s what you keep.”

🔗 Conclusion:

This episode challenges traditional thinking and equips advisors with a framework to better serve high net worth clients—by integrating planning, risk management, and wealth strategy into one cohesive approach.

Connect with Clark:

Website:  http://www.vineyardglobaladvisors.com/

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Are you overpaying in taxes without even realizing it? Discover how one CPA helps small business owners uncover hidden savings and avoid costly mistakes most accountants overlook.
In this episode of Sterling Insights, guest host Charles Trakas sits down with Parth Mehta, CPA and owner of Parth Mehta CPA Professional Corporation. Together, they explore how proactive tax planning can save small business owners and self-employed professionals thousands, sharing valuable insights and practical tips for listeners. Parth draws from his extensive experience working with real estate investors, medical practices, and creatives in the entertainment industry to discuss common tax pitfalls, overlooked deductions, and strategic entity structures, offering actionable advice for entrepreneurs and high-income solo operators.
This episode is a must-listen for small business owners, independent contractors, and real estate investors, providing both knowledge and tools to navigate smarter tax planning.

Key Takeaways:
● 💼 Strategic Entity Selection: Choosing the right business structure (like an S Corp) can significantly reduce self-employment taxes.
● 🏡 Real Estate Tax Nuances: Real estate partnerships come with specific compliance requirements—getting it wrong can be costly.
● 📉 Bonus Depreciation & Tax Code: Understanding and using bonus depreciation can benefit startups, even before they’re profitable.
● 📊 Beyond Compliance: Tax savings come from planning, not just preparation—your CPA should be advising, not just filing.
● 🔍 Fraud & Ethics in Practice: Working independently allows for higher ethical standards and more client-focused service.

Quotes from Parth Mehta:
● “Tax preparation is not how you save money. It’s with the planning and projections that you save on taxes.”
● “If your accountant doesn’t give you actual advisory services, you’re just paying them to input numbers into a computer.”
● “I can charge clients less, pay myself more, and still give them the attention they deserve.”
🔗 Conclusion:
Tax savings don’t come from filing on time—they come from planning ahead. Parth’s approach proves that proactive, personalized accounting creates long-term financial wins for small business owners.
Connect with Parth:
Website: https://parthmehtacpa.com/
LinkedIn: https://www.linkedin.com/in/parthmehtacpa/
Connect with Charles:
Website:  https://proactivetaxreductions.com/about-us/ LinkedIn:https://www.linkedin.com/in/businessownertaxreductionadvisor/ Facebook Business:https://www.facebook.com/TrakasFinancial  Facebook Personal:https://www.facebook.com/profile.php?id=100011447285280

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Ever wonder why so many athletes and entertainers go broke after massive paydays—and what it really takes to build lasting wealth? This episode pulls back the curtain on the financial realities behind fame and fortune.
In this episode of Sterling Insights, Roger sits down with Richard McWhorter, Managing Partner at SRM Private Wealth and advisor to ultra-high-net-worth clients in sports, music, and entertainment. Together, they explore how high-earning clients can preserve and grow wealth amid fame, fortune, and financial complexity, sharing valuable insights and practical tips for listeners. Richard draws from his extensive experience to discuss the behavioral, structural, and industry-specific challenges that top earners face, offering actionable advice for advisors and professionals who serve affluent clients in high-profile industries. This episode is a must-listen for wealth advisors, family office professionals, and anyone navigating the unique financial landscape of celebrity clients, providing both knowledge and tools to navigate this important subject.

Key Takeaways:

● 🧠 Behavioral Finance Matters: Why mindset and spending habits often matter more than income for long-term financial success.
● 💸 Big Money ≠ Big Net Worth: How taxes, agents, and lifestyle costs shrink massive paydays fast.
● 🧾 Planning Beats Headlines: Why flashy contracts don’t guarantee wealth—and how proactive planning makes all the difference.
● 🛠️ Custom Approach is Key: Why no two clients are the same, and every financial strategy must be deeply personalized.
● 🛡️ Avoiding Conflicts of Interest: How independent advising and transparency help protect clients and build trust.

Quotes from Richard McWhorter:

● “If I make $10 million, I might only keep $3.94 million—and that’s before I start spending.”
● “Don’t come in here and tell me you’re going to make me rich. I am rich. Just don’t mess it up.”
● “Each client is a different human being. You have to understand the person before you build the plan.”
🔗 Conclusion: Serving ultra-high-net-worth clients takes more than technical skill—it requires trust, customization, and a deep understanding of human behavior.
Connect with Richard McWhorter:
Website:  https://srmprivatewealth.com/
LinkedIn:  https://www.linkedin.com/in/richard-mcwhorter/

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What if you could turn a small product idea into a thriving, automated income stream — and eventually sell it for a life-changing exit? This episode unpacks exactly how to do it.

In this episode of Sterling Insights, Roger sits down with Neil Twa, CEO of Voltage Holdings and a leading expert in building and exiting Amazon FBA brands. Together, they explore the world of e-commerce entrepreneurship, sharing valuable insights and practical tips for listeners. Neil draws from his extensive experience — over $100M in online sales and 1,000+ brand launches — to discuss how professionals can transition from the corporate grind to profitable brand owners, offering actionable advice for aspiring entrepreneurs and financial advisors supporting clients on that journey.

This episode is a must-listen for anyone exploring new income streams, business ownership, or alternative asset strategies, providing both knowledge and tools to navigate this high-potential space.

Key Takeaways:

● 🔍 Amazon as an Opportunity Channel: Amazon isn’t just a marketplace — it’s a logistics machine and data-driven engine that can create scalable income.

● 🧠 From Employee to Operator: Why Neil believes training operators instead of hiring employees is the future of sustainable, exitable businesses.

● 💰 Start with Demand, Not Ideas: Product success doesn’t start with invention — it starts with data. Neil explains how his “Greenlight” tool identifies winning products.

● 🛠 Build for Exit from Day One: Learn how to design a business that not only cash flows, but is also attractive to private equity buyers down the road.

● 🔁 Profit-Driven Priorities: “Revenue is vanity. Profit is sanity.” Neil emphasizes why knowing your numbers and cash flow is key to long-term success.

Quotes from Neil Twa:

● “We don’t marry our products — we marry the data that leads us to demand.” ● “Cash flow is king, revenue is vanity, and profit is sanity.” ● “If you’re not prioritizing your time, you’re choosing to stay stuck — change starts with where you place your energy.”

🔗 Conclusion: If you’re looking to build a real, scalable business — or help your clients do the same — this episode delivers the strategy, mindset, and blueprint to make it happen. Connect with Neil at voltagedm.com and explore his book Almost Automated Income to dive deeper into the model.

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🧠 Thinking about estate planning? It’s not just for the ultra-wealthy — but if you are, it’s critical. In this episode, find out how proper planning can preserve wealth, avoid chaos, and reflect your true wishes.

In this episode of Sterling Insights, guest host Mike Agol sits down with Christian Ryholt, estate planning attorney at Jackson Walker, who specializes in working with high-net-worth individuals. Together, they explore the complexities of estate planning and tax strategy for affluent families, sharing valuable insights and practical tips for listeners. Christian draws from his extensive experience in tax law, estate planning, and mergers and acquisitions to discuss the nuances of family dynamics, succession planning, and why even the wealthiest clients need tailored solutions — not templates. This episode is a must-listen for advisors with high-net-worth clients, entrepreneurs, and families with complex estates, providing both knowledge and tools to navigate this essential subject.

Key Takeaways:

● 🏡 Estate Planning Isn’t One-Size-Fits-All: Even families with identical net worth can have completely different plans based on relationships, blended families, or business succession needs.
● 💼 Ideal Clients Start at $20M+ Net Worth: Christian’s sweet spot is advising individuals and families with substantial wealth who require tax-efficient and sophisticated planning structures.
● ⚖️ Community Property Confusion: Many clients misunderstand how community property works, especially when assets are titled individually — but acquired during marriage.
● ✍️ Why Everyone Needs a Will: Without a will, your estate defaults to state law. With one, you control who gets what, who’s in charge, and how smoothly things proceed.
● 🎖️ Giving Back at the VA: Christian still honors his military roots by volunteering at the VA legal clinic, helping veterans with wills and estate issues — showing estate planning’s reach beyond wealth.

Quotes from Christian Ryholt:

● “Everyone needs a will — whether you have $50 million or $50,000.”
● “Just because something is in your name doesn’t mean it’s not community property.”
● “What’s cool about this work is I get to help people with $100 million in complex trusts — and also sit down with a veteran who needs a simple will.”
🔗 Conclusion: Estate planning is about more than just passing wealth — it’s about honoring family dynamics, preserving legacy, and minimizing unnecessary conflict or taxes. Christian Ryholt brings clarity, warmth, and experience to a topic that touches everyone — and should be avoided by no one.
👉 For more information on Christian or to get in touch, visit JacksonWalker.com and search for Christian Ryholtunder the Houston office.New boost

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What if everything you thought about financial risk was wrong? Discover how redefining risk could help your high net worth clients achieve more—and sleep better at night.
In this episode of Sterling Insights, Roger sits down with Clark Richard, Co-Founder and CEO of Vineyard Global Advisors. Together, they explore a client-first approach to risk, portfolio design, and long-term planning, sharing valuable insights and practical tips for listeners. Clark draws from his extensive experience building financial businesses and guiding ultra-affluent families to discuss how to align wealth strategy with real-life goals, offering actionable advice for advisors who serve high net worth clients. This episode is a must-listen for financial advisors managing assets under management (AUM), providing both knowledge and tools to navigate planning, risk, and client expectations with greater confidence.
 Key Takeaways:

• 📉 Risk Reimagined: True risk isn’t volatility—it’s the probability of not achieving your goals. Clark explains how he reframes risk for clients.
• 🧮 Planning-First Philosophy: Start with goals, not products. Clark shows how planning leads investment strategy—not the other way around.
• 💼 Tailored Portfolios: How time-segmented strategies help align liquidity, volatility, and long-term growth in client portfolios.
• 🏛️ Private Market Insights: When and how private credit, private equity, and interval funds fit into high net worth portfolios.
• 🧾 Tax and Estate Integration: Why most financial plans fail to connect taxes, estate planning, and portfolio strategy—and how to fix it.

• “Volatility is just one measure of risk. We define risk as the probability of not meeting your financial objectives.”
• “Structure follows strategy. Without an integrated plan, even good ideas can fail to deliver.”
• “It’s not what you make. It’s what you keep.”

 Quotes from Clark Richard:

 🔗 Conclusion:
This episode challenges traditional thinking and equips advisors with a framework to better serve high net worth clients—by integrating planning, risk management, and wealth strategy into one cohesive approach.
Connect with Clark:
Website:  http://www.vineyardglobaladvisors.com/

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Thinking about selling your business—or just preparing for the day you eventually will? Learn how to maximize value and avoid costly mistakes before it’s too late.
In this episode of Sterling Insights, co-host Ray O’Connell sits down with James Gorzynski, Certified Exit Planning Advisor and M&A expert. Together, they explore the essentials of exit planning and business value growth, sharing valuable insights and practical tips for business owners. James draws from decades of experience in accounting, CFO work, and M&A transactions to discuss the importance of timing, strategic planning, and building the right advisory team, offering actionable advice for entrepreneurs preparing for future transitions. This episode is a must-listen for small and mid-sized business owners, providing both knowledge and tools to navigate one of the most critical moments in business ownership.
Key Takeaways:

● 🕰 Start Early: The most successful exits are planned years in advance—time is the one resource you can’t get back.
● 📊 Three-Legged Stool: Align your business, personal, and financial goals to ensure a well-rounded exit plan.
● 🤝 Build Your Advisory Team: Don’t go it alone—surround yourself with CPAs, estate planners, M&A advisors, and other professionals.
● 💡 Flexibility is Key: Exit planning is business strategy; you don’t have to sell now, but planning early gives you options.
● 🚫 Avoid Waiting Too Long: Waiting until retirement age or after business value declines severely limits your options.
Quotes from James Gorzynski:

● “The biggest piece of advice is time is something you can’t get back.”
● “Exit planning really is business strategy—it doesn’t mean you’re exiting now, it just means you eventually will.”
● “Start building your advisory team today. Knowledge is power, and you can never start too soon.”
🔗 Conclusion: Exit planning isn’t just about selling your business—it’s about protecting your legacy, your wealth, and your future options.
Connect with James:
LinkedIn
Facebook
Instagram @certifiedexitplanners_

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What if financial freedom wasn’t just a dream but a system anyone could build—even by 30?
In this episode of Sterling Insights, Katherine sits down with Daniel Alonzo, entrepreneur, author, and host of the Wealth on the Beach podcast. Together, they explore the mindset and systems behind building passive income, leading large teams, and creating a business that runs without you. Daniel draws from his 20+ years of experience coaching advisors and business builders to discuss the importance of recruiting, leadership, and long-term thinking, offering actionable advice for financial advisors and aspiring entrepreneurs. This episode is a must-listen for those who want to scale beyond sales and move toward true financial independence, providing both knowledge and tools to navigate this pivotal journey.
 Key Takeaways:

● 💼 Build a Business, Not Just a Book: Daniel transitioned from being a solo producer to leading a firm by obsessively recruiting and training agents—creating scalable, recurring revenue.
● 🧠 Mindset Over Everything: The biggest shift? Stop caring what others think. Confidence and clarity trump external validation every time.
● 🛠️ Master Your Craft: Expertise builds credibility. Daniel read every book, attended every meeting, and never skipped the reps—especially early on.
● 📈 Delayed Gratification Pays Big: The early grind may not pay well—but compound growth in business (like investing) changes everything later.
● 🏠 Middle America Is Underserved: Instead of chasing high-net-worth clients, Daniel built his empire by focusing on everyday families—those often overlooked by traditional firms.
 Quotes from Daniel Alonzo:

● “I didn’t want to just sell—I wanted to recruit so I could retire.”
● “You’re paid less than you’re worth in the beginning…and more than you’re worth later on.”
● “Unless you’re paying my bills, I don’t care what you think.”
 🔗 Conclusion:
Daniel Alonzo shows that building scalable wealth isn’t about shortcuts—it’s about systems, service, and staying power. Whether you’re an advisor, a manager, or just getting started, this episode will shift how you think about growth, freedom, and your future.
Connect with Daniel:
Website: https://wealthonthebeach.com/

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Unlocking the Power of Referrals: Strategies for Financial Advisors

Welcome to Episode 017 of Sterling Insights: Sterling Insights: Stand Out & Supercharge Your Assets, hosted by Roger Silk. In this episode, Roger sits down with Bill Cates and discusses marketing and referrals within the financial services industry.

Bill Cates is a leading expert in referral-based marketing and client acquisition. As president of Referral Coach International, he has spent over 30 years helping financial professionals achieve exponential growth through compelling value propositions, deeper client engagement, and strategic introductions.
A best-selling author of Get More Referrals Now, Beyond Referrals, Radical Relevance, and The Language of Referrals, Bill also hosts the Top Advisor Podcast, ranked in the top 5% worldwide.
Most importantly, thousands of financial professionals use Bill’s proven system to attract Right-Fit Clients™—and you can, too!

Here are some highlights from the episode:
· Bill discusses the importance of truly understanding and believing in the value you offer. To be proactive in seeking referrals and spreading your marketing message, it’s crucial to embrace the fact that your value is worth sharing.
· Bill’s approach leverages warm introductions and targeted messaging to multiply top clients through referrals, fueling exponential growth.
· Bill’s coaching focuses on three key strategies: relevance, reputation, and referrals—helping clients craft compelling messaging, build a strong niche reputation, and master referrals for real results.

Connect with Bill:
Free Guide: www.ExponentialGrowthGuide.com
Free Resources: www.ReferralCoach.com/resources
Free Webinar Series: https://referralcoach.com/3rs-webinar…

Connect with Roger:
Website: https://www.sterlingfoundations.com
Facebook:   / sterlingfoundations  
Twitter: https://x.com/SterlingFndMgt?mx=2
LinkedIn:   / sterling-foundation-management-llc  

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