In Episode 15 of The Top One Podcast, Jerry Corless and Chaz Emerson dig into one of the most defining moments in an advisor's career — how to lead clients (and yourself) through a down market.

A few unfiltered moments from this one:

→ On the third role advisors play: "Of course you know I serve as financial planner... and the other one you probably don't think a lot about is behavioral coach."

→ On the truth Chaz repeats to every client: "Risk tolerance doesn't change in a down market."

→ On what loss actually means: "We still have the same number of shares we had before. You haven't lost it until you sell it."

→ On the recurring pattern: "It's not different this time. Something different is happening, but it's not different this time."

→ On separating the signal from the noise: "Read actual economists or actual portfolio managers... not what the news outlets are saying."

→ On what clients remember: "That's when you know you've got a really good relationship with your clients — when they're worried about you."

How the top 1% lead clients through volatility:

1. Set appropriate expectations at the start — frame the three roles (planner, "marriage counselor," behavioral coach) before the volatility hits
2. Lock in risk tolerance with a real assessment, not a guess
3. Be proactive at a defined trigger (often around a 10% pullback) — pick up the phone, leave voicemails, lead the conversation
4. Use an automated weekly market commentary email so clients feel the consistent touch
5. Reference the client's actual diversified portfolio — not just the S&P or the Dow headline
6. Manage your own mental and physical state — sleep, exercise, prayer, peer conversations, real data
7. Don't freak out — clients are watching, and the calls you make now create the referrals after the recovery

And the line Chaz comes back to: "We can't control the market. What we can control is the way that we react to it."

If you've ever wondered what separates the advisors who keep clients through a downturn from the ones who quietly lose them after it, this is the conversation.

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Hosts Jerry and Chas discuss the emotional and mental journey of financial advisors, exploring five distinct psychological phases that run parallel to an advisor's business lifecycle. The episode provides insights and strategies for recognizing these mindsets to help practitioners navigate them more effectively and find renewed fulfillment in their careers.

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Access our website here: https://www.axiomplanningresources.com/

Connect with us on LinkedIn: https://www.linkedin.com/company/axiom-planning-resources/

This episode of The Top One, hosted by Jerry Corless and Chas Emerson, delves into the concept of hidden costs that can severely limit a financial planner's growth and vision. The hosts categorize these costs into three main areas, starting with Mindset, which focuses on the critical distinction between expenses and necessary investments. They emphasize that growth comes from making strategic investments, not by being "too cheap" and cutting expenses. Key investments discussed include hiring administrative assistance sooner than an advisor might think they are ready for, adopting technology like a CRM and automation, and committing to personal development through coaching programs and books. The overarching message of the first category is that to reach the "top one," advisors must focus on the highest and best use of their time.

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Access our website here: https://www.axiomplanningresources.com/

Connect with us on LinkedIn: https://www.linkedin.com/company/axiom-planning-resources/