Sterling Insights

Building a Collaborative Client-Centric Financial Planning Firm

Welcome to a fan favorite episode of Sterling Insights:  Sterling Insights: Stand Out & Supercharge Your Assets, hosted by Roger Silk.  In this episode, Roger sits down with Eric D. Brotman and discusses client needs.

Eric D. Brotman, CFP®, is the CEO of BFG Financial Advisors in Maryland. He started in the financial planning industry in 1994 and launched a start-up in 2003 which has grown to over 20 employees and $700,000,000 in assets under management.  He’s the author of three books including the award-winning “Don’t Retire…Graduate!” and hosts a podcast by that same name.

Here are some highlights from the episode:

·      Eric emphasizes the importance of their ensemble model where all CFPs work collectively, and clients are clients of the firm rather than individual advisors. 

·      Eric discusses his firm’s commitment to delivering uniquely crafted financial plans through manual entry processes which sets them apart from automated and generic financial planning services.

·      Eric explains his firm prioritizes client needs over asset levels. Their client-centric approach, coupled with strategic business development efforts like referrals and corporate financial wellness programs, has contributed to the firm’s high client retention rate and significant growth.

Connect with Eric:

Website: https://bfgfa.com/

Social media links: 

Facebook:  https://www.facebook.com/BFGFinancialAdvisors/

Facebook:https://www.facebook.com/DontRetireGraduate

X:  https://twitter.com/brotmanplanning

Linkedin:  https://www.linkedin.com/company/bfgfa/

LinkedIn:  https://www.linkedin.com/in/ebrotman/

Instagram:  https://www.instagram.com/dontretiregraduate/

Instagram:  https://www.instagram.com/bfgfinancialadvisors/

Connect with Roger:

Website:  https://www.sterlingfoundations.com

Facebook:  https://www.facebook.com/sterlingfoundations/

Twitter:  https://x.com/SterlingFndMgt?mx=2

LinkedIn:  https://www.linkedin.com/company/sterling-foundation-management-llc/

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Did you know that 80% of small businesses that go up for sale never actually sell? In this episode of Sterling Insights, Roger sits down with Stephen H. Wagner, CFP®, CEPA, and founder of Integrity Wealth Advisors, to unpack the strategies every business owner needs to know before they think about selling.
Together, they explore the critical (and often overlooked) process of exit planning, sharing real-world insights and practical strategies that can make the difference between a regretful exit—or a life-changing wealth event. Stephen H. Wagner draws from four decades of experience advising high-net-worth business owners to discuss the common pitfalls, emotional challenges, and tax mistakes that can derail a successful exit. This episode is a must-listen for business owners, advisors, and anyone involved in succession or legacy planning, providing both clarity and tools to navigate this pivotal transition.
 🔑 Key Takeaways:

• 💡 Why Most Businesses Don’t Sell: Discover the shocking statistic that 80% of businesses fail to sell—and the reasons why.
• 📉 Avoiding Seller’s Regret: Learn why 75% of business owners regret selling within a year, and how to avoid becoming one of them.
• 💼 What Buyers Actually Want: Understand the factors that make a business attractive and sellable from a buyer’s perspective.
• 🧠 Mindset Shifts Around Wealth: Hear how advisors like Stephen help clients redefine “enough” and build confidence around financial independence.
• 🧾 Using Charitable Planning to Lower Taxes: Explore how smart charitable strategies can reduce taxes andincrease impact—without shortchanging your legacy.

• “You’ve worked all your life on this business—and 80% of the time, it has little or no value to someone else.”
• “We help clients become replaceable in their own business. That’s what makes it truly sellable.”
• “It’s not the number of zeros in your account—it’s the person behind them that matters most.”

 💬 Quotes from Stephen H. Wagner:

 🔗 Conclusion:

Whether you’re a business owner eyeing retirement or an advisor serving high-net-worth clients, this episode will change the way you think about wealth, legacy, and the value of intentional exit planning.

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🎬 Want to reduce your taxes and have your name in a movie’s credits? This episode unveils how high-income earners can use film investments as a proactive tax strategy.

In this episode of Sterling Insights, guest host Charles Trakas sits down with Kyle Fox, CPA and founder of Fox Financial Network. Together, they explore the world of advanced tax strategies for high-income professionals, with a deep dive into the surprisingly powerful role of film production investments. Kyle draws from a decade of experience to discuss how strategic restructuring, income classification, and tax-advantaged investments can lead to major savings — all while supporting creative industries.
This episode is a must-listen for financial advisors, high-earning professionals, and business owners looking for innovative, IRS-backed ways to reduce tax burdens and diversify investments.
 🔑 Key Takeaways:

● 🎯 Tax Strategy Over Compliance: Kyle emphasizes proactive, year-round tax planning over traditional once-a-year compliance models — especially for clients making over $500K annually.
● 🧠 Restructuring Matters: 70% of Kyle’s new clients undergo some type of restructuring, including trusts, MSOs, and income-defective structures, to optimize tax liability.
● 🎥 Section 181 & Film Investing: The film industry offers a unique, IRS-approved opportunity to write off 100% of qualified expenses — even with just 20% capital contributed.
● 🧾 W2 Earners Can Participate Too: High-income employees can materially participate as executive producers, gaining both deductions and royalties over a 95-year IP lifespan.
● 💼 Flat-Fee Multi-Family Office Model: Kyle’s firm offers an all-inclusive, fixed-fee structure that includes forecasting, consulting, and direct access, leading to more trust and transparency with clients.
 💬 Quotes from Kyle Fox:

● “We’ve taken the tax return sweatshop model and turned it into a fully proactive year-long engagement.”
● “If you’re earning over $500K, the marginal benefit of proper structuring is massive — it’s not just about saving money, it’s about being intentional.”
● “When investors come on set and see 100+ people working because of their funding — that’s when it clicks: this is real impact, not just tax sheltering.”
 🔗 Conclusion:
Kyle Fox isn’t just saving clients money — he’s redefining how CPAs approach high-net-worth planning. From strategic restructuring to Hollywood-style tax advantages, this episode reveals how advisors and high-income individuals can align smart planning with meaningful impact.

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What makes a great CPA—and why do high-value clients need more than just a tax return?
In this episode of Sterling Insights, guest host Richard Robb sits down with Steve Fafel, CPA and owner of Leonard Fafel CPA, a boutique tax and bookkeeping firm based in Massachusetts. Together, they explore the human side of tax planning, the evolution of the accounting profession, and the surprising reasons Steve left big firm life to run his father’s small practice. This conversation is rich with insights for financial professionals, advisors, and business owners navigating today’s tax and compliance landscape.
 🔑 Key Takeaways:

💼 From Biomedical Engineering to Tax Strategy: Steve shares the unexpected journey that led him from engineering to discovering a passion for accounting—and the role his father played in shaping his career.
📊 Beyond Compliance—The Power of Tax Planning: Steve emphasizes that great tax work isn’t just filing returns; it’s year-round planning, scenario modeling, and helping clients make sense of complexity.
🏠 Ideal Clients & Complex Situations: Steve breaks down the kind of clients his firm serves best—those with rental properties, small businesses, multi-state filings, and unique tax challenges.
🧠 AI, Judgment, and the Human Touch: While AI is changing the profession, Steve explains why technology can’t replace the nuanced judgment and emotional intelligence needed in tax advising.
🤝 Succession, Legacy & Running a Practice: Taking over his father’s firm came with emotional weight and growth opportunities. Steve shares candidly what it’s like to step into ownership after loss—and make the business his own.
 💬 Quotes from Steve Fafel:

“Tax evasion is illegal. Tax avoidance is what we practice—and no one should ever pay more than they owe.”
“The best part of my job is seeing the lightbulb go on for a client who finally understands a complex tax issue.”
“AI can model, but it can’t replace human emotion. There’s no substitute for sitting across the table from a client in a high-stakes moment.”
 🔗 Conclusion:
This episode is a deep dive into the real work behind tax returns—the strategy, the emotion, and the relationships. Whether you’re a financial advisor collaborating with CPAs or a business owner navigating taxes, this episode will give you a new appreciation for what thoughtful accounting looks like.

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What if the secret to better caregiving lies in bringing generations together and finding small, powerful moments of connection?

In this episode of Navigating H.O.P.E., Dr. Jaime Hope sits down with Dr. Merle Griff, founder and CEO of SarahCare Senior Solutions and a leading expert in intergenerational play and care. Together, they explore the importance of fostering intergenerational connections and sharing insights and tips for caregivers. Dr. Griff draws from her extensive experience to discuss how integrating children and seniors in shared spaces can transform lives, offering actionable advice for families, caregivers, and communities. This episode is a must-listen for anyone navigating caregiving, whether for a parent, grandparent, or loved one, providing both knowledge and tools to approach this journey with empathy and resilience.

Key Takeaways:

👶 Intergenerational Connection: How programs like Rockababies foster healing and meaningful relationships between children and seniors.

🏠 The Value of Adult Daycare: Why adult daycare centers are an affordable, engaging alternative to nursing homes that benefit both seniors and caregivers.

🧘 Small Self-Care Strategies: Easy, actionable ways for caregivers to find moments of peace and refuel during their busy days.

🌱 Teaching Empathy: How children learn compassion by observing their parents care for aging family members.

📋 Organized Help: Tips for accepting support and involving distant family members in caregiving tasks.

Quotes from Dr. Merle Griff:

• “The best way to teach your children empathy is to model it.”

• “Take 10 minutes to sit down and enjoy the moment—it’s not going to hurt you. The laundry will still be there.”

• “It’s not necessarily the situation that overwhelms us, but how we explain it to ourselves.”

🔗 Caregiving is a complex but rewarding journey. Dr. Griff’s insights provide practical tools to approach it with compassion, connection, and purpose. To learn more, visit her website for Solace in the Storm or connect with her directly at mgriff@sarahcare.com.

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Avoid the Sales & Use Tax Trap: How Multi-State Businesses Can Stay Compliant and Thrive

In this episode of Sterling Insights, guest host Charles Trakas sits down with Grant Daffin, CPA and President of Daffin Financial. Together, they explore the complexities of sales and use tax compliance, fractional CFO/controller services, and strategic tax planning for multi-state businesses, sharing valuable insights and practical tips for listeners. Grant draws from his extensive experience to discuss economic nexus laws, common misconceptions about bookkeeping, and how to structure operations for tax efficiency, offering actionable advice for business owners with $5M+ in revenue who operate across multiple states. This episode is a must-listen for entrepreneurs, CFOs, and business leaders looking to protect profits, minimize risk, and improve financial oversight.

Key Takeaways:
● 📊 Economic Nexus Matters: Understand the $100K/200 transactions thresholds that can trigger tax obligations in new states — and why ignoring them can be costly.
● 🛡 Protect Against Use Tax Surprises: Businesses must self-assess use tax when sellers fail to collect sales tax — an often-overlooked obligation that can result in huge back taxes.
● 🧠 Fractional CFO & Controller Value: Beyond bookkeeping, these services implement internal controls, month-end close processes, and provide strategic financial guidance.
● ⚖ Strategic Tax Planning: Properly apportioning income between high- and no-income-tax states can legally reduce tax liability.
● 💡 Communication Is Everything: Always document client discussions in writing to avoid misunderstandings that can have costly consequences.

Quotes from Grant Daffin:
● “The statute of limitations never starts running on a tax return that was never filed.”
● “When people hear the word bookkeeping, they think it can be fully automated — it just isn’t true for most businesses.”
● “Helping small businesses survive and grow, especially through tough times, is the most rewarding part of what I do.”
🔗 Conclusion: Whether you’re a multi-state business owner or planning to expand, understanding nexus rules, building a strong financial structure, and partnering with the right advisors can save you from costly mistakes and position your company for long-term success.

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Unveiling Financial Blind Spots: Eric’s Insider Secrets Revealed

Welcome to a fan favorite episode of Sterling Insights: Stand Out & Supercharge Your Assets, hosted by Roger Silk.  In this episode, Roger sits down with Eric B. Watchorn and discusses financial blind spots.

Eric B. Watchorn, the visionary founder of Watchorn Risk & Wealth Management Corp., is renowned for his expertise in achieving absolute returns on the NASDAQ, NYSE, and LSE. He skillfully integrates a deep understanding of human nature with risk management to enhance wealth-management strategies. Eric offers practical investment and insurance advisory services, guiding clients toward financial success. Based in Victoria, BC, he balances his professional life with personal interests like scuba diving and yoga, embodying a holistic approach to success.

Here’s what to expect on this week’s show:

·      Eric suggests integrating participating whole life insurance into your portfolio to enhance stability and profit potential, especially during market downturns.

·      Eric stresses aligning your investment strategies with your personal and financial circumstances to ensure tax efficiency, asset protection, and sustainable wealth growth.

·      Eric discusses challenging conventional notions about financial planning, seek expert advice, and stay informed about diverse investment opportunities to maximize your financial well-being.

Connect with Eric Watchorn:

Website:  www.wrwmcrop.com

LinkedIn: https://www.linkedin.com/in/eric-b-watchorn-77136937/

Facebook:  https://www.facebook.com/watchornriskandwealth

Connect with Roger:

Website:  https://www.sterlingfoundations.com

Facebook:  https://www.facebook.com/sterlingfoundations/

Twitter:  https://x.com/SterlingFndMgt?mx=2

LinkedIn:  https://www.linkedin.com/company/sterling-foundation-management-llc/

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Elevating Financial Advisory: Strategic Seminars and Marketing Insights

Welcome to Episode 016 of Sterling Insights:  Sterling Insights: Stand Out & Supercharge Your Assets, hosted by Roger Silk.  In this episode, Roger sits down with Maribeth Kuzmeski and discusses strategic planning and tailored strategies for financial advisors.

Dr. Maribeth Kuzmeski is the President of Red Zone Marketing, a business growth consulting firm focused solely on the financial services industry. Maribeth has written 9 books on marketing and also is an Associate Professor of Marketing at Oklahoma State University and serves on the NIL committee with OSU Athletics. She has a bachelor’s degree from Syracuse University, an MBA from The George Washington University, and a PhD in Business Administration from Oklahoma State University.

Here are some highlights from the episode:

·      Maribeth highlights the power of authentic, unique messaging by showcasing a financial advisory team’s blue-collar values to stand out in a crowded market.

·      Maribeth’s success with retirement seminars didn’t happen overnight but was the result of persistence and dedication. Her experience highlights the importance of staying committed to marketing efforts, even when initial attempts don’t yield immediate results.

·      Maribeth emphasizes the importance of tracking and analyzing marketing efforts to gauge their effectiveness. By focusing on measurable strategies, such as social media engagement and click-through rates, businesses can make data-driven decisions, refine their approaches, and allocate resources more efficiently to achieve better results.

Connect with Maribeth:

Website:  https://www.redzonemarketing.com

20 for 20 Videos:  https://www.youtube.com/playlist?list=PL-amRF_Znq10EjwZzvz_ZfVFNUcSmNseG

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How do you build a client-first financial firm from the ground up—and keep it human at scale?
In this episode of Sterling Insights, Roger sits down with Susie Cranston, President and COO of Cresset, a $65+ billion multifamily office and private investment firm. Together, they explore what it takes to deliver deeply personalized wealth management at scale, sharing valuable insights and practical tips for leaders, founders, and families navigating complex financial landscapes. Susie draws from decades of experience at McKinsey, First Republic, and now Cresset to discuss the power of culture, the evolution of client expectations, and how RIAs are reshaping wealth advisory. This episode is a must-listen for ultra-high-net-worth families, founders approaching liquidity, and professionals building modern client-first financial firms, providing both knowledge and tools to navigate this important subject.
 Key Takeaways:
● 💼 Client-First DNA: Cresset’s model was literally built by clients, for clients, offering flexibility that traditional banks can’t match.
● 🏛️ RIAs vs. Banks: Regulatory constraints limit the services banks can provide—RIAs like Cresset offer broader, deeper support in tax and private investing.
● 🔍 Fit Over Size: Cresset’s ideal client isn’t just about net worth—it’s about mindset and the desire for holistic, customizable support.
● 🧑‍🤝‍🧑 Team Culture Drives Client Success: Exceptional service starts with exceptional culture—Cresset prioritizes servant leaders and long interview processes to build elite teams.
● 📈 Scale Matters—for the Right Reasons: Being “industrial-grade” at $50B+ AUM allows for better infrastructure, tech, and access—without losing the boutique client feel.
 Quotes from Susie Cranston:
● “Our origin story is unique—we were built by clients, for clients.”
● “You can’t outsource culture. It’s the best predictor of organizational success.”
● “We aim to be the co-pilot in a family’s financial life—scaling with them across the journey.”
 🔗 Cressent offers what most firms can’t: customized service backed by enterprise-level infrastructure. Learn more at cressentcapital.com and tune into this episode to see what the future of wealth management looks like.

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Think forensic accounting is all spreadsheets and tax forms? Think again. Discover how deep analysis, investigative thinking, and real-world problem-solving power a thriving niche in the world of finance.In this episode of Sterling Insights, guest host Mike Agol sits down with Jeff Davidson, founding partner at Capstone Forensic Group and a seasoned forensic accountant. Together, they explore the evolving world of forensic accounting, sharing valuable insights and practical tips for attorneys, business owners, and professionals in high-stakes financial matters. Jeff draws from his extensive experience to discuss the intersection of numbers, law, and investigative work—offering actionable advice for navigating disputes, business valuations, and fraud investigations. This episode is a must-listen for law professionals, business leaders, and curious minds, providing both knowledge and tools to better understand the impact of forensic expertise in today’s economy. Key Takeaways:● 🔍 Forensic Accounting Is Broader Than You Think: Jeff explains that it’s not just about uncovering fraud—it includes civil litigation support, business valuation, damages calculations, and more.● ⚖️ Objectivity Over Advocacy: Forensic accountants are neutral experts, not advocates. Their role is to present credible, defensible findings that stand up in court or arbitration.● 📑 Document Challenges Are Real: One of the biggest hurdles in a case? Getting access to the right documents—especially when they’re sensitive or being withheld.● 💼 Each Case Is Unique: From fraud investigations to generational wealth transfers, no two cases are alike, which makes the work both demanding and intellectually stimulating.● 🤝 People Come First: Jeff’s favorite part of the job? Learning about different industries and working closely with clients to understand their businesses from the inside out. Quotes from Jeff Davidson:● “Your best expert is going to be one that can be objective and is pushing back on you.”● “Document collection can often be the most challenging aspect—but it’s absolutely essential.”● “I get to become a little mini-expert in whatever my client’s field is. It’s something new every day.” 🔗 Conclusion:This episode shines a light on the value of forensic accounting in today’s complex financial and legal landscape. Whether you’re facing a business dispute, fraud concern, or valuation question, having a sharp, objective expert like Jeff Davidson on your team can make all the difference.

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